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Janet M. Was Able to Sell Her Profitable Practice With the Skills She Learned

I am writing you this note from home. It is Wednesday, and no, I am not out sick. I am not on vacation. I am not on maternity leave, family leave, sabbatical, or taking a mental health day. I am home right now, with my puppy snoozing by my side because that is where I WANT to be. Thanks in large part to the skills we learned from Survival Strategies, my partner, Susan K. and I were able to sell our physical therapy office in early May of this year.

In preparation for the sale of the office, I was going through some old documents. Among them was our original list of goals we set forth during our management program with your company. The document was dated 1997, and selling the office was one of the goals. I smiled broadly, thinking how the lessons in learning to manage the staff, the stats, and the referrals had finally come to fruition. We had almost met that goal in mid 2001, with two potential buyers. But September 11, 2001 created chaos in our office, for we lost one location (in the WTC) and had to totally re-establish a viable business in the New York City financial district that would be attractive to a buyer.

When we first had our evaluation by Survival Strategies, Roger Harrison asked us over the phone such simple things as: How many patients did you see last week? Susan and I looked at each other, and told him to hold on–we would go count from the appointment book. Then he asked, How many patients did you see last month? And Last year? We told him we would have to get back to him, for we knew we could not keep him holding on the phone for the time it would take to get those numbers together. And he understood. He ALWAYS understood!

But in 2004 when the potential buyers of our office asked us those same questions, and myriad others, we were prepared. We had learned about the power of stats and how to collect, record, organize, manage by, analyze, and present them so they created the picture of our office that we wanted and needed them to present. We were able to present to a buyer an office with a staff that knew what their jobs were, and how to access information from written manuals and documents. The transition process went smoothly, for everything was written down clearly. While that seems like a simple and obvious thing, it is not. At other offices there is chaos when no one knows the policies in force or where to find information or who to ask. Our Survival Strategies training helped us create an organized work force, reducing stress as we transitioned from the original to the new.

Success means different things to different people. For us it did not mean a bigger office, or more locations. For us, it meant selling a viable, thriving office so that someone else could take it to another level. And we have found the success we wanted.

Thank you to all those at Survival Strategies who have helped us along the way. The life management skills we gained from you will be with us always, and we are very grateful for having worked with such a fine group of yours. Best wishes to you, always-

Janet M