I was recently reminded of the impact our choices can have on our successes when I saw this quote from Tom Ziglar, author of Choose to Win: Transform Your Life One Simple Choice at a Time: “The fastest way to success is to replace bad habits with good habits.”

When I thought about this statement from Mr. Ziglar, CEO of the personal development training company Ziglar Inc., the first thing that came to mind was my “old” strategy for contact lens fitting, a habit that did not best align with my philosophy of how I wanted to practice.

Specifically, there was a time when I was shy about discussing new technology in contact lenses (or anything) with patients. Often, if the patient didn’t complain about their current lenses, I would update the prescription in the same lens. After all, why “rock the boat”? I thought. The real issue: I didn’t know how to introduce new technology to patients without feeling like I was trying to sell them something.

AN OLD HABIT GETS TESTED

Fortunately, a couple of experiences changed my thinking and my “habit” once and for all, thereby setting my patients and my practice up for success. The first lesson came from a patient. A new contact lens became available that was a little pricier than prior ones. I was excited because it could offer better comfort, vision and oxygen permeability than other lenses I had previously used, and I couldn’t wait for my patients to experience it. I started by prescribing the lens to select patients who complained about their current lenses because I was afraid of how other patients might react to the higher price.

One day, a new patient came in for lenses. After completing her evaluation, I told my technician what lenses to give her. As I started to leave the room, the patient stopped me.

“Dr. Jasper, you came highly recommended. I really like you and I am sure that contact lens you mentioned is good,” she said. “However, my husband was here last week, and that doesn’t sound like the same lens you put him in. Is there a reason I cannot have that lens? He is raving about it!”

CHANGING A MINDSET

You can imagine my embarrassment. I realized in that moment that my fear, my past experiences and my preconceived ideas were not only bad for my patients, but also bad for my practice. My mindset changed that day. I decided in that uncomfortable moment that I would never prejudge my patients’ ability or willingness to pay or pre-determine where they find value. Instead, I would offer the best products and services to everyone and let them decide what was best for them.

MAKING A CHOICE

My epiphany was that I needed to live what I believed — that is, everyone deserves the opportunity to experience the best.

My choice to adopt a new habit resulted in a difference of over $200,000 to my practice that year and a couple thousand happy patients. That choice gave me the freedom to be the doctor I always wanted to be, one who gave every patient the opportunity to have, love, experience and buy the best. I am always grateful for the lessons my patients and my colleagues teach me.

Don’t be afraid to look for and replace bad habits with good ones. After all, your success, like mine, can depend on choices. OM

Email: april.jasper@pentavisionmedia.com

Twitter: @DrAprilJasper

Facebook: @OptometricManagement