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Podcast

Feb 09 2022

It’s Finally Time To Fix The Gossip Culture

Uncharted Veterinary Podcast Episode 164 - It's FInally Time To Fix the gossip culture

What's This Episode About?

This week on the podcast, Dr. Andy Roark and Stephanie Goss are tackling a challenge from a practice manager who has quite the challenge and an incredible opportunity on their hands. This manager previously had a practice owner who didn’t deal with any of the interpersonal conflicts, gossip, or lack of communication skills on the team. Now they have moved on out of the picture and this manager is being supported by leadership to address the issues. They have been approaching the gossip culture and lack of direct communication in a fantastic coaching way. And it doesn’t seem to be getting much traction. They are wondering what to do next to stop having the same conversations over and over and get the team communicating with each other directly. Let’s get into this…

Uncharted Veterinary Podcast · UVP 164 It’s Finally Time to Fix The Gossip Culture

You can listen to the episode on Apple Podcasts, Spotify, Google Podcasts, or wherever you get your podcasts.

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Episode Transcript

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This podcast transcript is made possible thanks to a generous gift from Banfield Pet Hospital, which is striving to increase accessibility and inclusivity across the veterinary profession. Click here to learn more about Equity, Inclusion & Diversity at Banfield.

Stephanie Goss:

Hey everybody, I am Stephanie Goss. And this is another episode of The Uncharted podcast. This week on the podcast, I think this is going to be one of those episodes where we have a lot of listeners who are wondering, “Are they talking about my clinic?” I think this is one that a lot of people can relate to simply because we have a problem in Veterinary Medicine and that is we have a lot of people in positions of leadership who struggle with dealing with interpersonal conflicts. And as a result, we have a lot of things that are left to fester for probably too long.

Stephanie Goss:

And this is a case where we had a manager who has been in a position where they have some toxic interpersonal behavior that has been happening between the team for quite some time. And their prior practice owner never wanted to deal with the interpersonal drama and so, they just swept it under the rug. Now, that practice owner is out of the picture and this manager is feeling empowered to deal with it and is wondering, “I seem to be having the same kind of conversations with my team over and over again. At what point should I expect them to figure this out, and expect them to have open communication amongst themselves without me having to handhold?”

Stephanie Goss:

Let's get into this one. And now, The Uncharted podcast.

Dr. Andy Roark:

And we are back. It's me, Dr. Andy Roark and Stephanie, people are talking, talking about people Goss.

Stephanie Goss:

How's it going. Andy?

Dr. Andy Roark:

It's awful. It is freaking awful. I appreciate you asking. I made a deal with Jamie Holmes, who I talk to every morning, that we are going to stop asking each other how we're doing in the morning because it's just been 2022, every day has been like, “Why do you ask me that? Don't ask me that. I don't want it.” My whole family is sick in different ways. They all have different illnesses. And bad dog Skipper Roark has discovered a deep and unending love for cough drops. And so…

Stephanie Goss:

Oh, no.

Dr. Andy Roark:

… he seeks them out and they give him diarrhea. So now, I have cough drop diarrheal golden doodle Skipper to deal with, on top of sick children, who don't go to school, Stephanie Goss. They've been in school in four times this year.

Stephanie Goss:

Oh, no.

Dr. Andy Roark:

See? I'm at the end of my rope here. I can't keep doing this.

Stephanie Goss:

And I will say I have deep empathy for you because that, I remember that stage about last year where you're not doing it by choice and you don't know when the plan is going to shift again. Are they going to go back to school? Are they not going to go back to school? That place sucks. Whether it's weather or the unexpected. If I plan for, like now my kids didn't go back after the pandemic and we're doing a homeschool coop. But I know that they're going to be home and we have a plan and a structure and everyday has a schedule and we're running it and it feels fine and it doesn't.

Stephanie Goss:

But in that limbo land, like you're in, because you guys had that big storm, so they were home and then, the weather made them sick, I feel so bad for you and Allie.

Dr. Andy Roark:

Yes, but when you said you could empathize, I thought you could empathize with menthol diarrhea for a minute. And I was like, “No, this is a special kind of hell. I don't know if you can empathize with this. What?” I was like, I said something to our friend, Shelly Adrian, Shelly. Dr. Shelly Adrian is the Purina Institute Ambassador for the US and she's awesome.

Stephanie Goss:

Oh, God.

Dr. Andy Roark:

And she's Uncharted, she's great. And anyway, well, so she does a lot of lectures on nutrition and communication. She's doing that and I was talking to her about awfulness. And she was on a webinar, Stephanie, recently and she's doing this presentation and her dog comes into the screen and starts yurking behind her as she's lecturing. And everyone can see this dog just standing behind the lecture or just. And she was like the powerlessness, just to be like, just to be tied to this screen.

Dr. Andy Roark:

And you can see yourself in the screen, so you can see what's behind you and everyone watching and I was like that made me feel a little bit better about the position I'm in, just because yeah, it can be worse. Skipper could be yurking in front of the international audience while I'm powerless to stop him. There'd be a video of me going, “Get out.” Dragging him off the carpet, how you do. You know what I mean? “Off the carpet, off the carpet, off the carpet.'

Stephanie Goss:

Oh, man. Okay, well, clearly we are going to be on fire for this episode.

Dr. Andy Roark:

No, I'm beyond that. I'm beyond that. I think it's actually let's do some work. We're bringing this back in.

Stephanie Goss:

Okay, so I'm not going to ask you about how you're doing. We're going to move on.

Dr. Andy Roark:

Yeah. I think we're past that.

Stephanie Goss:

We are going to talk about communication problems. We're going to be talking about communication problems in a team. So, I was recently talking to another manager who was excited and also feeling overwhelmed and frustrated. And so, they are excited because previously they had been a private practice and they were recently made the transition to being a corporate practice. And so, the reason that they were excited about this is because previously they had a practice owner who was really not into dealing with the people, and didn't want to take action, when team members should have had some accountability happening.

Stephanie Goss:

So, this manager is like, “I'm finally in a position where I am empowered, and I can make some cultural changes and some shifts. And so, I am super excited about this.” The challenge is that the team has kind of come along through the transition, so there have been some years of some bad behavior, some gossiping, passive aggressive behavior amongst the team, the real people, stuff that, let's be honest, I've watched a lot of practice owners just ignore because they don't want to deal with the conflict.

Dr. Andy Roark:

Sure.

Participant:

And so, this manager is like, “Look, here's what I'm doing. When somebody comes to me, I'm saying to them, I'm kind of asking them a question, ‘Why are you talking to me, you should be talking to this other person, because I can't do anything about it.' And I'm trying to help them. If they want help, trying to figure out what to say, I'm totally happy to talk to them. But I'm trying to get them to talk to each other. And when they're just like, ‘Well, I don't want to do that,' then I have offered to help like, ‘I'll be there with you. I can mediate the conversation.'”

Participant:

But the team is basically refusing to take responsibility and accountability for any of their problems with each other. And so, my manager friend was like, “Look, I'm at the point where I feel like I want to look at them and be like, ‘Look, what do you want me to do about it? I can't, if you're not willing to talk to the other person and deal with this on your own, this is interpersonal conflict and I don't know how to help you.'” And so, they were really struggling with “How do I get out of this cycle? Because I feel I'm constantly coaching them and it's going nowhere,” or “Everything seems to go okay and the conversation seems to be resolved, but then the behavior is continuing to occur.” And so, they were like, “At what point should I expect them to be able to do this on their own? When can I bow out of some of these conversations? Because I'm feeling super, super frustrated.”

Dr. Andy Roark:

Yeah. This sounds like a lipstick on a pig situation to me. And yeah, so okay. I am super thrilled about this. I'm like I love this so much because we're going to go work on it.

Stephanie Goss:

Yep.

Dr. Andy Roark:

So, the first thing I want to talk about is, if you have a couple of employees who don't get along, then you have an employee problem, probably. And if you have a whole team who doesn't get along and you're sorting out different problems every day, you don't have an employee problem, you have a culture problem. You have a significant under the surface problem.

Stephanie Goss:

Fair.

Dr. Andy Roark:

And so, it sounds like we're using employee tools on a culture problem and that is just a recipe, that's menthol diarrhea. It's just, it's not going away. It permeates. I could just go deeper. But it is, you don't want it. That's the take home. It's a special kind of thing that you don't want and if you don't have the right carpet cleaner, you're out of luck. And we're going to talk about culture cleaning carpet, culture carpet cleaning.

Dr. Andy Roark:

I'm sorry. I haven't sleeping well because everyone is awake in my house. I'm just, I'm really holding on. Okay.

Stephanie Goss:

Oh, good Lord.

Dr. Andy Roark:

All right. Let's start. Let's start again. Okay, here we go. All right. This is not a coaching problem for myself. This is a cultural problem. Okay? And so all right, we're going to get back up. We're going to get off the silly drain, and get back to work. Here we go. All right. Talk about elements.

Dr. Andy Roark:

First thing we're going to talk about when we look at this. Okay, so we had this owner, practice owner who was there and they took our hands off the wheel, and they didn't want to deal with the conflict and things became what they are. This is a shifting baseline problem. So remember, shifting baseline when we talk about culture, shifting baseline is the phenomenon where we have a normal team or practice. And then, the owner just doesn't want to get involved in the conflict, so things get a little, they get a little bad. We get a little bit.

Dr. Andy Roark:

We start to have some gossiping. We start to have some people who snipe at each other. We have some people who maybe figure out that if they can get in the manager's office and talk then they don't have to work as much in the treatment room because we got to. And we find all these bad things. We've been figuring out that they show up a little bit late. Nobody is saying anything. Just five minutes late. And that becomes normal. The norm becomes, and we gossip a little bit and we share some snarky things to each other.

Dr. Andy Roark:

In the end, it shifts a little bit more. And now, we're saying a little bit more snarky things and we're arguing a little bit more often and we're showing up 10 minutes instead of five minutes late, but 10 minutes is pretty normal. Now, norm on time is 10 minutes late. That's the new on time and it just slowly slides. It was not fine and then all of a sudden, it switched and now, everybody's fighting with each other. That's my point.

Dr. Andy Roark:

This is shifting baseline. It takes a long time and has been a slow creep to the behaviors that we have now. And so, the idea that we're probably going to step in and have a couple conversations that's going to jump back to where it was, that's probably not true. This has slowly grown to be what it is. It can be fixed, 100%, it can be fast, but this is going to be a process. And so, the first headspace is, “Okay, we need to put to bed the idea that if you have the right conversation, this is going to go away tomorrow.” Those are expectations that are going to frustrate you.

Dr. Andy Roark:

This is a systemic problem, not insurmountable, we can do this. And it's not the worst systemic problem by far, but just go ahead and set expectations for yourself. This is going to take some doing to unpack and just be okay with that. And so, this is going to be, this is my 2022 project, that's what it is. I'm going to work on it and that's how this is going to go. So, shifting baseline, I'm going to start with.

Dr. Andy Roark:

So, why does this happen? It's funny, there's two things that I see there are good examples of the next point I want to make, which is present bias. So, we talked about shifting baseline, now, we're going to talk about present bias and present bias is the natural inclination we have to do the thing that is easiest or the most pleasurable in the moment, even though it is not the best thing in the long term. We are wired to prioritize things that immediately give us something good, as opposed to delayed gratification, potential benefit in the future.

Dr. Andy Roark:

And so, the first place we see this where it really screwed up is the practice owner. Because in the moment, not just not dealing with it is the easier thing, because nobody wants to have these hard conversations. So when you look at it down the long view, not having these conversations is bad and leads to a toxic workplace that nobody wants to be and just constant headaches and things you have to deal with every day. But in the moment, “I don't want to deal with this,” is the easiest thing to say where you get an immediate reward compared to going and dealing with.

Dr. Andy Roark:

For the manager, when we see I want to say a lot when we have these sort of problems or people not getting along, we see present bias is “I'm going to jump in and moderate these two people. I'm going to jump in and fix this thing right now. I'm going to jump in and put this dumpster fire out. Because it's easier for me just to jump in and do it than it is for me to make them work out themselves and circle back up with them and have them muddle through it and get hurt feelings without me being involved.”

Dr. Andy Roark:

And so the present bias is “You come here and you come here. I'm just going to moderate. I'm going to make you two act like adults.” And now, you're going to do it and now it's done. And that's easiest thing in the short term. The problem is I have now trained these people to do what? To come to me with their problems. And so, present bias when you're fixing communication problems can very be, fair will be that you have trained people to come to you whenever they have a problem. And now, you're spending your whole day sussing out the root cause between two people arguing.

Dr. Andy Roark:

And they should be able to fix it themselves, but they have been trained to come to you and make you involved. And now you're involved in a bunch of stuff that really is not your job, and it really doesn't make you happy and it's really not where you want to be right, but we put ourselves in that position because the easiest thing in the moment, just to wait in and fix the problem. So, that's present bias. And I just, I point that out. Because, man, a lot of us spend our days putting out dumpster fires and I always talk about present bias and see if any light bulbs go off because people go, “Oh, I'm may and yeah.”

Stephanie Goss:

And for those of you guys who are listening going, “Oh, Jesus, that's me,” you're not alone.

Dr. Andy Roark:

Yeah. Oh, yeah.

Stephanie Goss:

In fact, I remember very clearly the moment my light bulb went off in the middle of Andy and I doing a podcast actually, where I was like, “Uh-oh, he's talking about me. This is me. These are the choices I'm making with my team in the clinic.” And it was, I remember it really super vividly because I was having this internal dialogue and turned bright red, and you were like, “Are you okay?” It's like, “Yeah. A light bulb just went off. It's fine.” It's really easy because that's how we're wired as human beings, so if you're sitting here listening to this, don't feel guilty.

Dr. Andy Roark:

No, you shouldn't feel guilty.

Stephanie Goss:

Give yourselves some grace because we all do it.

Dr. Andy Roark:

It's a trap for people who are perfectionist, who want to get it right. It's a trap for people who are helpers and supporters.

Stephanie Goss:

Yep, people pleasers.

Dr. Andy Roark:

And that's Stephanie is she wants to help. She wants to serve and so, she jumps right in and does it. It's just, it's a trap. It's laid for good people. When it comes to this, the shifting baseline, the “I don't have time to deal with this,” that's a very different trap. And we get there in a very different way, but I'm going to take on all the dumpster fires is an easy trap for people who care a lot. And so you shouldn't feel bad, but once you see it, you have the responsibility to then go, “Okay. I need to make different choices.” It comes back when we start talking about this and the dumpster fires and fixing the interpersonal problems, the moderating and mediating, things like that.

Dr. Andy Roark:

It comes back to the Karpman Drama Triangle, which is something I like to talk a lot about. And so, the Karpman Drama Triangle is the hero-villain-victim triangle. And so, in most conflicts, there's a villain. There is the person who is the bad guy. They have wronged someone else. They have taken a case that was not their case. They have failed to put back the travel sheet where it was supposed to go and now, it's lost and that person is a villain. And then there's the victim who is the person who has been wronged by the villain and they have come seeking aid. They need to be protected. They need to be saved. Stephanie Goss. And the last is the hero, and they want you to be the hero. The victim wants the hero to vanquish the villain and restore justice in the social norm.

Dr. Andy Roark:

And that is the Karpman Drama Triangle. You don't want to be the hero. You don't want to be the hero. You want the victim to be the hero. That is the answer to the Karpman Drama Triangle is to make it a line where these two people have a problem and they work it out and you're not there. The problem is we want to be heroes. Everybody likes to be a superhero, especially in Vet Medicine because we attract that personality type. We want to jump in and we want to save victims from villains and we want to right wrongs. It's never ending. It's never ending. The victim will find more villains and the process continues.

Stephanie Goss:

Yeah. Well, and-

Participant:

And so, the headspace has got to be, “I don't want to be your hero. I need you to be your own hero.”

Stephanie Goss:

Well, and that's why I think this whole episode goes back to what you said at the beginning, which is that this is a culture problem. This is a big messy thing. This is not something that is solvable, because this manager is already doing that. They recognize this, whether they knew about the Karpman Drama Triangle or not and said, “Okay, I can coach you. Let's talk about how do you want to say this. I can help you address it.” They are doing that.

Stephanie Goss:

They are looking at this victim and saying, “I don't want you to be the victim. I want you to be able to be your own hero. Let me help you solve that.” That is great management. If that was a Band-Aid that could solve this problem, it would have worked already. And so, the fact that there's still blood hemorrhaging around the Band-Aid tells us that maybe this is not a Band-Aid problem.

Dr. Andy Roark:

Yeah. Well, it sounds like they're doing it at the individual level and we need to address this at the organizational level, at the practice level. And so, yeah, no, but I completely agree. I really was really impressed to see the way they approached it where it sound like they're 100% coaching this way. But it just keeps happening, it's happening all around them in different places. But I still like to lay that out just because I feel there's enough people who need to hear it. But I think you're right in your assessment that understanding the Drama Triangle is not the problem that we're having here today.

Stephanie Goss:

Yep. Yeah.

Dr. Andy Roark:

And I think the sort of last part for me in the headspace, as we think about this, and say, “This is a cultural problem.” And you put your finger on this early on, you got to forgive yourself, you got to forgive yourself for what happened in the past. You didn't cause this problem. We talked about how the circumstances were different. We weren't getting the support. These behaviors were allowed to manifest. Shifting baseline happens. It's a natural thing. It's how humans sort of drift and they become established. It's not your fault, but now, we're going to deal with it.

Dr. Andy Roark:

You need to be kind to yourself and you need to be patient, and you need to not focus on where we are right now, but let's focus on the future. Let's talk about making this better. Let's talk about get it back on the track. But as long as you keep looking into the future, you're going to be just fine. When you get frustrated about how things are and how they were allowed to be, that's not a productive headspace and it's just not going to move you forward where you need to go.

Stephanie Goss:

Yeah. I think about that movie that was playing in my head when you were just talking. It's like, I'm going to date myself here. There was a TV show when I was a kid, where the girl could point her fingers at each other and freeze time. And then she could think about what was happening or reset what was going on. And then magically, she could make it undo and then she could move on with a purpose.

Stephanie Goss:

It's that moment for you. It's taking the time to say, “Okay, I'm going to forgive myself. I'm going to think about how do I move this forward in the future.” And you're calling that timeout both for yourself and probably with your team and say, “Hey, we need to have a little bit of a reset here. Regroup, get yourself together and then think about how are we going to push this down so that we are looking at it in future facing tense.” Because I think that that's really, that's really, really smart.

Stephanie Goss:

I totally understand why you said that because when the team looks at it, when you do start to talk about it with the team, if they're looking at it, it's very, very easy to fall into the, “Well, so and so did this or last week this happened.” No good comes of that, especially when you're hashing it out at a team level. You're never going to get anywhere. The team has to look at it from a future facing perspective of, “What do we want to do tomorrow if something this was to occur?”

Stephanie Goss:

Because then it's not about the blame game. It's not about Lauren and Jessica pointing fingers at each other going, “Well, you were talking about me in the hallway yesterday, and I heard you.” Like that, the blame game does nobody any good. You have to get yourself and the whole rest of the team in order for it to be actionable to look down the road at the future.

Dr. Andy Roark:

Yeah, I agree. Let's take a break. And then we'll come back and we'll crack this thing open.

Stephanie Goss:

Sounds good.

Stephanie Goss:

Hey, everybody, this is Stephanie and I have to jump in here for just one minute to make sure that you know about a few things that are happening that you are not going to want to miss that are coming to you from us. That's right, the team behind The Uncharted, but we have a bunch happening in February, in March and April, so if you have not headed over to the website recently at unchartedvet.com/events, you need to hit pause right now. And check out all of the workshops that are coming.

Stephanie Goss:

We've got an awesome improv comedy workshop that is coming to you from our friend, Dr. Adam Liddell. If you're not into improv comedy, you think about it this way, Adam is going to take some of the tenants of improv acting and bring it to life in practice. And teach you how to feel comfortable with guiding those conversations with your team about what do we say and how do we say it, so that we can improve our client service interaction.

Stephanie Goss:

I don't know a single peer, myself included, who would not have jumped at the chance for this as a manager. So, if you haven't headed on over to sign up for that, you should. We've got the remaining part of our strategic planning course, which Andy and I are talking about, at the end of this episode today. There is an upcoming session that is specific to this week's episode. If you want to sign up for that, you can and more. There's tons of workshops coming across calendar up at the website, so you should head over there and check it out.

Stephanie Goss:

And before we get back to the podcast, I just have to pause for a second and say a huge giant thank you to our friends at Banfield Pet Hospital. Andy and I have wanted to bring transcripts to the podcast for a while now. We've had multiple colleagues reach out to us and say, “Hey, we've heard wonderful things about the podcast, but it's not accessible to us because it's not transcribed. Is there something that you can do about that?”

Stephanie Goss:

And we were wanting to make that happen and Banfield stepped up in a major way and said, “Yes, this goes to one of the core beliefs that we hold, which is that we want to make veterinary medicine more accessible and inclusive across the board. And so, they have sponsored the transcripts for us for 2022 and we couldn't do it without them and we are just so appreciative.

Stephanie Goss:

So, if somebody who would love to access this and maybe haven't previously, because it has not been transcribed, send them to the blog in unchartedvet.com/blog. Every single one of the podcast episode is there. They can find the transcript. And they can also find more information about all of the awesome programs that Banfield is offering to increase equity, inclusion and diversity in our profession. So, thank you guys. And now, back to the podcast.

Dr. Andy Roark:

So, let's get into that. Let's get into how you actually fix this. Are you ready?

Stephanie Goss:

Okay, let's do it.

Dr. Andy Roark:

I mean, we talked a little bit about it at the very beginning. You have to trust the process, you have to accept that this is not going to be a single conversation. This is like we have to fix something under the surface and so, it's just going to be a little bit more involved. And this is going to be an investment of time. It is worth it. This is going to be worth the process.

Dr. Andy Roark:

It is going to be worth putting in the time and having the conversations and getting everyone as a group on board, as opposed to playing Whac-A-Mole, where we're dealing every day with individual conflicts. And so, yes, this is a bigger upfront investment, but it's going to pay off. And so, I think people should have that expectation, just at the very start.

Stephanie Goss:

Yeah, and I will tell you, if you are in a position like this as a manager, and you're looking at solving some of these big cultural challenges, the best gift and the best tool that I ever gave myself was the idea of under promising and over delivering. I was going to say that backwards and didn't. And so, when you look at this, if you tell yourself, “I have a cultural problem. This change is going to take me two years,” and it happens in six months or 12 months, you feel really dang good.

Stephanie Goss:

And if it takes two years, you've set that expectation, so you're okay with that. And I will tell you having inherited more than one practice with deep cultural challenges over the years, I was miserable the first time that I was in that position, because I wanted the change to happen so much faster. And I set unrealistic expectations for myself, and then I felt crappy about my role as a leader and questioned my abilities to manage because I thought I was doing something wrong, because it wasn't going as fast as I wanted it to go. And I will tell you that the next go around, setting the expectation that, “This is a long game. This is not something I can fix in 30 days, 90 days, even six months.” I am talking about a year and a half to three-year turnaround.

Stephanie Goss:

If you have deep rooted-cultural problems, giving yourself that expectation and then let me tell you how good it feels when it happens a little bit faster. Even if it's just a little bit. It's just that it's that under promising and being able to over, whatever. You know where I'm going with that.

Dr. Andy Roark:

Yep. No, you got it. No, I agree. I think you start with these expectations, right? And then the next part is investigation, we need to get into why this is happening. There's something underlying that's causing this is. Is this really a gossiping problem or is gossiping a symptom of another problem? And often gossiping is a symptom of another problem.

Dr. Andy Roark:

Some of the main problems that I see with gossips are bullies. There's a lot of bullies that use gossip as a weapon to control information to cause some in group/out group stuff, to beat up on some people, to keep leverage on people are their cliques. And again, cliques often run with bullies, because bullies tend to form cliques. But yeah, is this a clique problem of the front versus the back or the AM shift and the PM shift. Is there a group of friends that kind of sticks together and they don't like other people and other people don't like them?

Dr. Andy Roark:

Is this a pot stir problem? And pot stirs are people who like drama and you know those people. You know their name. They just feed on it. They enjoy it. I don't know them. I can't be in their head, but to me, it seems that they just look around and go, “He's pretty quiet. Let's start some stuff.” You know what I mean? What can I make happen?

Stephanie Goss:

I don't understand it, but there are 100% people that are wired that way. They drive when there's drama happening.

Dr. Andy Roark:

Yeah. And I don't even think it's a conscious thing, but they just for whatever reason, it's just, it's what they do. I don't know if it's a thing that people do to get attention. I don't know, if it's a way that they connect with people is being in drama with them, but there are pot stirrers that just. And some of them are so nice, but they just always have drama swirling around them. The last one is the info broker and they are people who have tried to affect their status…

Stephanie Goss:

Yes, power.

Dr. Andy Roark:

… through their access. Yeah, they try to get power through access to information. So, they have it and they get it and they dole it out in strategic ways, just to try to lift themselves up and to make them. It's essentially them trying to make themselves valuable by what they know and what they share. And they often want to make what they know juicy and interesting and so, they spice it up a little bit. And now, we've got a real problem.

Dr. Andy Roark:

And so, those are just some of the things that I see that drive this, but a lot of it is your internal diagnostics of if you're treating a gossip problem and you've got a bully, your gossip problem is not going away as long as your bully is there unchecked. It's just not. And so, you can keep talking to the team, but if the pot stirrer continues to stir the pot, you're going to continue to have these problems.

Dr. Andy Roark:

And so, we need to do some diagnosis and try to figure out, what's going on here? Is gossiping and conflict, is that really the problem? Like we just genuinely don't each other? Or more likely, is this a symptom of another problem that's going on under the surface? And what is that?

Stephanie Goss:

Yeah, yeah, that makes sense. I think the next place is kind of where this manager started, which is you have to have a united front on a leadership level to deal with cultural change. And so, unfortunately for this manager, previously working with practice owner who wanted nothing to do with the communications problems, like I've been there. That is a crappy place to be a manager because your hands are tied behind your back and you cannot affect the change.

Stephanie Goss:

And if you are in a position now where you have the support and the agreement at a leadership level to affect change, that is the ideal scenario. And if you are not in that place, that's the place that you need to get to because you cannot fix deep-rooted cultural issues if you do not have support from the whole level, as far as leadership team goes. Whether you're working as a medical director or it's you. You could take outside of this example, if you're in private practice if you have practice owner, or if it's multiple practice owners, and one is in agreement, the other is not, there has to be a united front on addressing this, and how you address it, or it's going to go nowhere.

Dr. Andy Roark:

Yeah and that's so sad. It's so sad. And you and I see it all the time that the manager…

Stephanie Goss:

All the time.

Dr. Andy Roark:

… who's just given her heart and she's not getting support from the other leadership. And like you, culture comes from the top. It really does. And one person no matter how much they want it, when the rest of leadership doesn't support or when they undermine either actively or passively, God, it's the most demoralizing, demotivating road to go down. And we see people who struggle with that. So I mean, I completely agree.

Dr. Andy Roark:

You got to get buy in at the leadership level. So, I'd say to this manager, “Hey, new leadership, it's time to get buy in” with your Medical Director, with your Area Chief, or whatever your structure is. But it's not just getting by and like, “Hey, I need you to support me in general.” It's like to say, “Hey, this is specifically the problem that I see. Will you agree that it is a problem?”

Dr. Andy Roark:

And again, when we talk about getting buy in with people, getting people to buy into an action that or action plan that you have already decided and set up is actually really hard, because it's not their idea. And they might have done it differently and you're like, “Hey, I'm here.” And even if they do it, even if they would do the same way that you have done it, they didn't think it all the way through. And so, when they see the plan you're proposing, it may not look like what they would do or they don't understand why you want exactly what to do these specific steps.

Dr. Andy Roark:

And so, it's really a hard way to go. The best way, and again, and so, this is a culture problem, it's going to take some time, don't get buy in on the plan. Get buy in on the problem. Go and say, “This is the number one problem in our practice. Do you agree? And here's some examples of how this problem manifests and what I see.” And speaking specifics, which means, you should be documenting if you don't do anything with it, other than to say, “Here's six examples from the last three months of these types of behaviors that I'm seeing.”

Dr. Andy Roark:

And so, get buy in on the problem, right? Veterinarians and people in that mess are generally pretty problem-focused people and if you give them a problem, they like to fix it. So, go to leadership first, and just say, “Hey, this is the problem that I see. Do you see this problem as well?” I go to the team after that or at least start to have some of these conversations about culture in general. And so, I've got the other leadership on board, so you see this problem and get them get them to say yes.

Dr. Andy Roark:

And once they'll say, “Yeah, yeah, I see it,” now, it's time to start laying the groundwork. And this is why I said, this is an investment because you're going to say, “Hey, you're not fixing the problem.” And I go, “Yeah, I am. It's just don't look that way yet.' But at this point, I've got people in there arguing and they're fighting, and they're not getting along. It's time to have a conversation about our values as a team. It's time for us to talk about why we do what we do. Why do we come to work here? What's your favorite thing about working here? Why is this a better place to work than the three other hospitals around us? What do you love most about your job?

Dr. Andy Roark:

And let's build some commonality. Let's lay that on the table and let the whole team say, “You know what? This is what's important about our team, and this is what we care about and why we're here.” And it might be a serving the patients. It might be serving the community. It might be taking care of the clients. It might be giving back. It might be because we love to learn. It might be because we pride ourselves on the best patient care in the area.

Dr. Andy Roark:

None of those are wrong, they're all fine. I just need the team to come together and say, “Hey, I like that and you like that. And it makes me proud and it makes you proud. I think that's what we're here for.” Because if I can't get the team to agree that there's a reason that we're here together, I'm never going to agree to get them to come together and work together. There's got to be something that makes it worth coming to work with these people and making my relationship with those people work and so, it's setting the larger context.

Dr. Andy Roark:

If you think about it like a marriage counseling, it's coming together at the beginning and committing to the marriage. They're like, “This is a thing that I want to be a part of and this is why. And now, that we have both seen the value of this and agreed to the value of it and committed to it, now let's start to talk about what we're actually doing.” And so, that's the same general idea here.

Stephanie Goss:

Yeah. And I will tell you as a manager, who's been in this position, it can be hard to keep a positive headspace and to feel excitement for playing the long game, because you're just so tired of dealing with the BS, you just want to fix the problem. And I will also tell you that I have never done this. I've never started with the why and started by talking about values and asking questions.

Stephanie Goss:

Like the examples you gave Andy about like, “Tell me what your favorite part of your job is. Tell me why you like working here. Why this specific hospital? What makes this hospital different than any other hospital that you've worked in? I have never asked those questions and not been completely surprised by at least one person's answer.

Stephanie Goss:

And that is why I do it because it changes your whole frame of mind, when you can look at these people who you're so frustrated with, and I swear to God, I just want to look at them and wring their necks. And then somebody says something, and I'm like, “I didn't see that coming. That's great. I can work with that.”

Stephanie Goss:

Even if you do it as an exercise for yourself, I will tell you that that helps with staying in a positive frame of mind because we don't ask it. We don't ask it enough and at all, and giving them the chance to start over and start at the beginning, even if they're reluctant. And let me tell you, I've sat in plenty of these meetings where they have all been looking at me like, “This is total BS. Why are we here?” But you just got to, I keep the smile on.

Dr. Andy Roark:

Well, it starts that way. It always starts that way. It really does. They're always going to look at you. The way that you and I did this at The Uncharted Strategic Planning meeting when our team got together and sort of started to talk about what we want to do and where we're going in 2022. I think my question to the group was, “When you think back in the last year, what are you most proud of?” And I like that question.

Dr. Andy Roark:

And it was really insightful to go around and have each person sort of say, “Well, this is what I'm most proud of that we do.” And it was really a wonderful bonding kind of experience. And I came to understand people in a slightly different way and go, “Oh, it's funny that that's, that's the thing that made you most proud. I love it, but it wasn't my thing, but now, I see that it's your thing.”

Dr. Andy Roark:

And I go, “Okay, I know how to talk to you now in a different way.” You know what I mean? Or I understand why you're behind some things and not behind other things. And it was just, it's nothing short of just trying to understand people. But the other thing is when you say, “What are you most proud of,” is just a super positive way. You're not going to get a lot of negativity from that. You're not going to go to your vet team and be like, “What are you most proud of?” “I'm most proud of how Carol doesn't suck so much as the rest of the CSRs.”

Dr. Andy Roark:

No one is going to say that. Maybe, they will, but I doubt it. I think we have a very straightforward problem if someone stems from that. But yeah, it may sound woo-woo, but it's really not. It really is about what are we doing here? So, yeah, those types of questions just to get people to talk to them about what you care about. And you might not tie this to gossiping. In fact, it's a process. Just having a talk. Maybe it's just the CSRs. Maybe it's the whole team. It depends on your system and where you are and how you're set up. But it is really just, it's just a process of figuring out, “Hey, what do you guys like here? What's important to you?” And sort of collecting those things.

Stephanie Goss:

And I actually would take that and expand it even further, I would hazard a guess that if there's deep-rooted cultural challenges within a practice like this practice, it's easier, far easier to build psychological safety with smaller groups than it is with bigger groups from the start. And so, my suggestion would actually be as the leader at tackling this, I would 100% do some smaller meetings. Start with just the CSRs, start with just the tech team, start with the kennel team.

Stephanie Goss:

Break it out into a smaller group because if you can take three to five to 10 people, and get them talking and agreeing on things and then layer. And then take a separate group of three or five or 10 people and get them talking about things, then your job of building the bridge becomes exponentially easier. Because you have information from those groups that they don't have about each other yet, that helps you do your job to build that bridge. And help create that layer of safety because you can spot the commonality and you can help use that to the long-term advantage of the conversation. About be like, “Hey, look, I met with the CSRS and they said these awesome things about the tech team and the tech team had these things to say.”

Stephanie Goss:

So knowing that you guys all feel that way, this is how we can move the conversation forward. I would strongly argue for that versus if you have a really small team and you have only five people, sure, you could totally attack this all out, right? But if you've got a medium to bigger size team, it is far easier to take smaller groups and layer them on top of each other than it is to go all in.

Dr. Andy Roark:

No, I completely agree. And again, it depends a lot on your team. It depends a lot on the problem, right? If this is a CSR problem then I might just start by talking to the CSRs and try to iron things out. It really depends on the specifics of what's happening. If you're going to work in groups, and there's some real benefits to working in groups as opposed to working with the whole practice. Especially if you got a bigger practice, this may be too sprawling a conversation to have with a big group.

Dr. Andy Roark:

So, the classic approach that we started talking about in Uncharted, we talked about getting our leadership on the same page, right? And then we talk about getting the doctors on the same page. And I would do the exact same way is I'll get the doctors together. And I would say, “What do you guys like most about being here?” And then I would also say, “Hey, do you guys see this problem going on in the team?”

Dr. Andy Roark:

And I would give the doctors the problem and say, “We have people that there seem to be arguing all the time. And we seem to have a lot of interpersonal conflict. Do you guys see that? What insight do you have about why that's happening? What are your thoughts? I want to fix this. I want to make this better. And I could really use your advice, and I could really use your support.”

Dr. Andy Roark:

And now, I'm recruiting the doctor into this. I'm showing them the problem. I'm asking them for their advice, and doctors love to give advice, we do. I will give you all the advice. I have literally 170 podcasts. You're listening to one of them right now, of me giving advice, unsolicited. Like it's just Exhibit A of doctors who just give advice. That's this guy.

Stephanie Goss:

Well, I also think to your point earlier about doctors being problem solvers is super valid here. If you unite them around the problem, now it becomes a puzzle that they can solve.

Dr. Andy Roark:

Yeah. So, bring the doctors in and just say, “Hey, guys, do you see this?” Because remember, culture comes from the top and if you can get your fellow leader on board, and then if you can get the doctors to say, “Yeah, we don't like this. And if we see something, we're going to say something about it.” And that's the powerful thing is the doctors to say to the technicians they're working with, “Hey, guys, let's not talk about people who aren't here, okay?”

Dr. Andy Roark:

Whatever the specifics are that you're facing, but getting the doctors on board. And just to say, “Yeah, we don't condone this behavior, and we're not going to participate in it,” that's a huge win. And then, I go to the key opinion leaders. I go to my head techs. I go to my big personalities, the ring leaders. They might have a title, but people look to them.

Dr. Andy Roark:

And I would say, “Hey, guys. Let's talk to you guys. People look up to you. Hey, do you guys see this? I want your insight. Why do you think it's happening? Can you help me? I talk to the doctors and I really want to make this change. But I know you guys are really important because people look up to you.” And now again, I'm still trying to recruit these people.

Dr. Andy Roark:

And you see, it's going to take some time to meet with each of these groups of people, but I'm slowly turning the soil, so that I can start to grow something beautiful. And at some point, I'm going to meet with the dissenters. I'm going to meet with the people who are the ones who've seem most likely to have arguments with people. And I'm going to say, “Hey, look, I want this to be a good place to work. Why do you think these things happen? Do you see that we're having a lot of conflict in our staff?”

Dr. Andy Roark:

And I may be kind of vague about not trying to go in and have a disciplinary talk, but just to sort of say, “Why do you think that we have conflict the way that we do here?” And see if I can get them on board. And the last thing is, at that point then I go to the rest of the team. And now, if I've done it right, I've got the leaders on board. I've got most of the doctors on board. I got most of the big personalities and key leaders on board.

Dr. Andy Roark:

And I can get some enthusiasm, so by the time I roll it out to the rest of the team, I should have a pretty darn good amount of support. And I also shouldn't be surprised by the pushback that I get or what people say. There should not be someone who goes, “Well, we can't get along when so and so is doing this, that you've never heard of.” Man, if I've had all these meetings and no one's mentioning this big obvious problem, I can't imagine that happening. That would just be too far of a stretch.

Stephanie Goss:

Yeah. And that's really key for me, I learned that lesson very early on as a leader. And it's one of the tools that I use the most is, I don't ever want to go into a group conversation like that without knowing what the outcome is going to be to a degree. And so for me, it is all about I want to get those people siloed out in a safe space and hear what they have to say. So, that I hear it for the first time in private and have time to process it. And have time to come up with my game plan before I get whacked with it in front of everybody in a team meeting.

Stephanie Goss:

That's the goal. Good, bad, and ugly. It doesn't always have to be bad or ugly. Sometimes, you want to hear that good stuff, so that you can punch it up even more. So if your doctors are like, “Hey, I watched this thing happen, but then so and so did this and I really was proud of what they did.” “Look, that's a great example. Let's think about how we can get the rest of the team to do what Jessica just did.” Those are the things that I want to know, ahead of time so that I can game plan, so that when we do talk about it with the whole team, I'm not caught off guard.

Dr. Andy Roark:

No, I agree. I think getting that game plan down is key. Working sort of through those groups is a really nice way to kind of break this up into bite-sized manageable conversations that I can do. And then ultimately, I'm going to try to get under the team and really, if you want to really do it well, ask the team how they want to handle it or what they want to do or what rules they would like to see in place. And you'll be amazed. Honestly, if the ideas come from them, they tend to buy into it more than they're ever going to buy in ideas that come from you or me.

Dr. Andy Roark:

And so, I think, Stephanie, you do this really well. You're very good at sort of saying to the team, “What rules would you guys like to have or how do you think this should be approached? And what would you like to see done or what reward? How can we reward people who are or whatever term the team uses, our cultural warriors, our happy people, our smiley people, our people who are lifting others up?”

Dr. Andy Roark:

How do we recognize those people? How do we reward them. And you'll see the team get really excited about the idea of shutting this stuff down, because they don't, nobody likes to work in a place where gossiping is going on and people are getting arguments all the time. And we've talked a bit about psychological safety in the last couple of weeks.

Dr. Andy Roark:

This is a perfect example. I don't want to go to work where I'm always watching my back and people are going to get mad at me. And they're going to say stuff about me that's not true. I don't want that. And so, if you say any, “What can we do about this? Are there rules that we should have? How do we approach this? How do we celebrate people who aren't doing this? And who were supporting people and lifting them up?” I'm like, I can get really excited about that conversation.

Stephanie Goss:

Yeah, if you're-

Dr. Andy Roark:

And I'm a doctor, so I'll give you advice.

Stephanie Goss:

And if you're sitting there listening to this, and going, “Oh, pick me, pick me. I want to learn how to do that.” We actually are going to have a workshop at our April Conference, which is coming up. If you haven't checked it out, we're going to have a workshop on psychological safety with our friend, Phil Richmond, talking about how to build this.

Stephanie Goss:

And yes, to your point about agreements, that was something I learned early on in my career. And one of the things that I realized after spending years feeling very disappointed and frustrated, because it seems like no matter what I did, when it came time to get feedback from the team, there was I struggled with hearing that they didn't think that I was doing a good enough job holding people accountable. And I really struggled with that, because I spent a lot of time focusing on putting systems and protocols and processes in place, so that we could have team accountability.

Stephanie Goss:

And it took a very, very long time for this light bulb to go off. And I mean, I sat through multiple reviews, and then went home and cried my face off, because I was like, “Everyone thinks I'm a crappy boss.” And that wasn't what was being said, but it took a really long time for the light bulbs go on. And it ties back to appreciation in a way for me, which is that, we have all, most of us have heard of the languages of appreciation at work. And we think about the idea that people like appreciation in different ways.

Stephanie Goss:

Accountability looks different to different people and it took me so long to flip that light bulb on and realize that what I thought was accountability, and what I was working towards what systems and protocols and processes was not what accountability looked liked the rest of my team. And so to your point, when you're asking the team, “How do you want to handle this?” the word that I specifically use is, “How are we going to hold each other accountable?”

Stephanie Goss:

And then I asked them, “What does that look ?” And I will make them close their eyes and tell me, “Okay, if gossip is our problem,” and I use myself as the example. “If I was in the treatment room, and I was just talking smack with Andy and I was just talking about Jessica, and this is exactly what we were talking about. Tell me, you describe to me, my eyes are shut, what does accountability look in that moment?”

Stephanie Goss:

What do we say? What do we do? How does it sound? Is it loud? Is it soft? Is it private? Do I say, “Hey, can I talk to you away from everybody else?” What does that actually look ? Because accountability looks very different to different people. And once that light bulb went off and I started having those conversations, for the first time, I started being able to affect change and feel like I was being, I was doing what they thought of as my job.

Stephanie Goss:

Even though I've been my job all along, I was able to change the perception around accountability because it does look different to different people. For some people, accountability looks like, “Look if somebody does the wrong thing, I want them to get written up.” Okay, I know what that process and protocol looks like. I know how to document employee disciplinary issues. I know how to discipline somebody out of a role when it is appropriate. But it doesn't look that for everybody.

Stephanie Goss:

For some people, it's just like, “Look, I just want them to not do it again.” Okay, well, but how do we make sure that that happens? What does that system look ? And so, it's asking that question about, “What does the accountability look like?” And then asking the better question, which is not, how do I, Stephanie, as the boss hold you guys accountable? It is how are we as a team go and hold each other accountable?

Stephanie Goss:

Because if Andy and I are in the treatment room gossiping about Jessica, and Dr. Sarah walks by and hears it, I want Dr. Sarah to say, “Hey, you guys. I really don't think that that's a conversation that you should be having in the treatment room or at all, honestly. If you have a problem with Sarah, you probably should go talk to her. That is what I want accountability to look like amongst the team. The team has to talk about that. And they have to all come to an agreement about this is how we're going to hold each other accountable because it can't just be Stephanie, as the manager policing everybody, because ain't nobody got time for that.

Stephanie Goss:

And I don't, as much as my kids, they believe I have eyes in the back of my head still, I don't have eyes in the back of my head and I can't be seeing all things at all times. It just is impossible. And so, this is where we have to get their buy in and ask them, “What are the rules? How are we going to show up for each other? How do we want to handle it when we screw up?” Because we will screw up. We are building new habits. We are building new systems.

Dr. Andy Roark:

Sure. And as you say, we've got habits at this point. And that's the sad thing is that these have been allowed to become habits. And so people will do them.

Stephanie Goss:

Yes, years of it.

Dr. Andy Roark:

Yeah. And so, you just know, like I said, we're in this for the long haul. It's not going to be perfect, but we're going to keep circling back. And then we're going to have some follow-up meetings and be like, “How's everything going? I'm starting to see an uptick in these behaviors again. Can we review our rules? How's everybody feeling about it? Are we still comfortable holding people accountable, as we said?”

Dr. Andy Roark:

And just having those conversations again, but bringing it back up to the surface and working on this. Because we're working on culture, it drives everything else. And it takes time to change, especially when people have built habits, but it is worth it. So, yeah, I think that's great. How do we hold each other accountable? How are we going to measure and reward drama free behavior? How do we celebrate the people who were setting a good example?

Dr. Andy Roark:

I really, I keep going back to that. It's so hard to police culture. It's easier to reward the people who live it the way that makes you proud. And so, how do you catch those people and lift them up. And then the last thing… go ahead.

Stephanie Goss:

Well, I was just going to say that one has to be multimodal, because appreciation looks different for everybody. And so, that's another conversation that you have to have as a team and recognize that for some of the team, if we can all break a habit and we have good healthy behavior and we can document that. Maybe for some of the team, success and reward would be amazing if we had, a taco truck come by and feed everybody after work one day.

Stephanie Goss:

But for a bunch of the team, it's not going to check their box when it comes to appreciation. So, this is about getting to know your team as people and recognizing how do they all value appreciation? And can we find commonality around one specific issue and come to an agreement about what does that look ?

Dr. Andy Roark:

I agree. I think that's so true. And the last thing is, now, that we have had this conversation, now that we have talked about what's important, now that we have talked about what we believe in and what our values are, and what the problem is, and how we're going to hold each other accountable, now is the time to start holding people accountable.

Dr. Andy Roark:

And I really emphasize start, and this is why I started the beginning by saying, we're talking about the future.

Stephanie Goss:

Right. Not the past.

Dr. Andy Roark:

We are not starting now and retro actively trying to punish people who have been bad actors in the past or poor performers. That's gone. It's over. We have all talked about why we're happy to be here. We've all talked about what we see. We've all talked about what we agree to do to make this place better. And now, we start to hold people accountable in a meaningful way. Clean slate for everybody. I'm not holding anything against anyone, but now we start.

Dr. Andy Roark:

And we start building our naughty list and our nice list. And when people have problems or when we hear about gossip or pin, when people start to come and they're bringing conflict and things like that, we can start to have a coaching conversation. We can start to give them feedback and say, “Hey, this is really something that you should be dealing with yourself. Hey, we're here, that we're having these conversations. What's going on?”

Dr. Andy Roark:

And when people are caught spreading gossip and doing things that are damaging to the culture, we need to hold them accountable. And if they show that they are unwilling to change or if they show that they have values that simply do not match and run counter to our practice, meaning, “I'm going to cause drama. It's just who I am. It's just what I love to do.”

Dr. Andy Roark:

And the core values of the practice are, we're very kind and and happy place to work. That person is a bad value fit. And they need to go. That's it. you know what I mean? But ultimately, it's not about, “Hey, you were gossiping, and you need to go.” That's not how this happens and it's not even about, “Hey, you continue to gossiping, and I'm writing you up for gossiping.”

Dr. Andy Roark:

At some point in the conversation, now that I'm holding people accountable, it's going to change to “I have talked to you multiple times about your behavior and you keep saying that you're going to change your behavior, but you're not changing your behavior. And now I'm going to talk to you about your unwillingness to change. Take it on board with the team and your truthfulness because you keep telling me you're going to change and then you're not changing.”

Dr. Andy Roark:

And that's ultimately why that person is going to be let go is because they're not being truthful and they're not willing to change and to get on board with our practice, or they're a bad values fit. They just, they do not believe what we believe here. And they're just a bad fit, and it's not going to get better.

Stephanie Goss:

And for those people who struggle with how do you hold somebody accountable and how do you let somebody go for what a values fit looks ? I would say that going back to the team agreements, if you have conversations with your team, there should be a Code of Conduct. There should be a line in the sands that everybody on the team agrees that these are immediately actionable offenses, if I mistreat a patient, if I leave a patient without water. Those are things from a patient perspective that people could look at and say, “I could see where someone could get let go on a first offense for those things.

Stephanie Goss:

It's the same with behavior. Theft is a big one, That's on our nonnegotiable list with my team at every hospital I've been at, because if someone steals from us, it's a nonnegotiable, and we're going to let them go. It is also similarly, our code of conduct and ethics is we want people on our team who are truthful. So, if I have team members who are lying, and repeatedly, telling me that you're going to do something and not doing it is lying in a way. You're not telling me the truth.

Stephanie Goss:

That becomes easier to say, “Hey, look, this is our code of conduct that we all agreed to. This is our Code of Ethics,” whatever you want to call it, that fits for you and your team. But having those lines in the sand of, “These are the one and dones. This is where we draw the line in the sand and say someone is going to get off our bus, if they can't get on board with these things.” It makes those conversations a no brainer. They are not hard conversations to have.

Stephanie Goss:

We think about them being hard conversations, because we haven't taken the time to define where that line in the sand should be and get agreement from the team as a whole. Because a lot of us have some of that in our handbook, but it's the thing that we hope that people read when they start employment with us. It's not something that they participated in making necessarily, or that you've talked about, on a regular basis with a team that everybody knows. It's not a living breathing thing.

Stephanie Goss:

And so, this is where another exercise that is so invaluable is take the time to build a Code of Conduct. Build an Ethics Clause for your handbook as a team and review it every year, at least, so that the team knows, “This is where our line in the sand is drawn.” Because then those conversations are so easy to have.

Dr. Andy Roark:

Yeah, no, I agree. And for people who are struggling with evaluating employees and having those hard conversations, I think this podcast will probably come out a little bit late for that. On February 23rd, you and I, Stephanie are teaching our Evaluating Employees and Loading the Bus Workshop in Uncharted.

Dr. Andy Roark:

So, I think this, I think that we'll already have done it when this episode drops, but if you're Unchartered member it will be in our Knowledge Library and you are welcome to check it out. It's a workshop that you and I run about every year, just because people really like it and they really need it. So, anyway, that is there if you're an Unchartered member. Check it out.

Dr. Andy Roark:

Guys, that's it for me, Steph. I don't think I have anything else. Do you?

Stephanie Goss:

No, that's it. Have a great week, everybody. Take care. May you have less menthol diarrhea in your house than Andy has in his.

Dr. Andy Roark:

Yes, yes. That's how we measure, “How's your year?” “Didn't have any menthol diarrhea.” Sounds like a good stuff. Must be living right. All right. All gone.

Stephanie Goss:

Take care, everybody.

Dr. Andy Roark:

See you guys. Bye.

Stephanie Goss:

Well, again, that's a wrap on another episode of the podcast. And as always, this was so fun to dive into the mail bag and answer this question. And I would really love to see more things like this come through the mail bag. If there is something that you would love to have us talk about on the podcast or a question that you are hoping that we might be able to help with, feel free to reach out and send us a message. You can always find the mail bag at the website. The address is unchartedvet.com/mailbag or you can email us at podcast@unchartedvet.com. Take care, everybody, and have a great week. We'll see you again next time.

Written by TylerG · Categorized: Blog, Podcast

Feb 02 2022

How Do I Keep Client Negativity from Impacting the Team?

Uncharted Veterinary Podcast Episode 163 Cover Image

What's This Episode About?

This week on the podcast, Dr. Andy Roark and Stephanie Goss are tackling a mailbag letter from a practice manager. The entire world is struggling these days with short tempers, disgruntled with life attitudes, frustrations shared publicly about things that weren’t always so public before. Everyone in veterinary medicine has been impacted by at least one grumpy or short-tempered person since this pandemic began – Andy and Stephanie both certainly understood where this manager was coming from. Their question is – when the team handles frustrated people day after day – how do I keep the client negativity from wearing on them? What protocols can this manager put in place to handle clients who are negative or angry to help shield the team from the emotional impact? Let’s get into this…

Uncharted Veterinary Podcast · UVP 163

You can listen to the episode on Apple Podcasts, Spotify, Google Podcasts, or wherever you get your podcasts.

Upcoming Events

February 17: What Vet Med Can Learn from Improv with Dr. Adam Little

Just a few seats left in this awesome class with Dr. Adam Little – you are not going to want to miss this one! This workshop will focus on group activities that will help participants creatively (and with a bit of humor) address common issues felt in practice. This approach will allow us to build empathy for other stakeholders in the veterinary practice relationship, generate new creative approaches to dealing with these challenges, and work on methods to break down barriers in teams that can paralyze progress. Get comfortable with another way to approach the dreaded “role-playing” so you can confidently lead your team on creatively and interactively brainstorming what to say and how to say it in those uncomfortable or uncommon situations!

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Episode Transcript

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This podcast transcript is made possible thanks to a generous gift from Banfield Pet Hospital, which is striving to increase accessibility and inclusivity across the veterinary profession. Click here to learn more about Equity, Inclusion & Diversity at Banfield.

Stephanie Goss:

Hey everybody. I am Stephanie Goss, and this is another episode of the Uncharted podcast. This week on the podcast, Andy and I are catching up on a conversation that I had with a fellow manager over the holiday break. We were discussing something that their team is really struggling with, and they were asking for some help because they have a practice that is continuing to accept new clients. They're one of the only ones in the area, and there's a lot of negativity coming from clients as a result of that. Existing clients are mad they can't get in. New clients are mad that they have to wait and everybody seems frustrated. My manager friend was asking, “How do I keep this negativity from the clients from affecting the whole team? What can I do to support them? What do I do to shield them from the negativity? How do I boost morale?” I thought it was a great question and one that I really had a lot of fun getting into with Andy. Let's get into this. Shall we?

Speaker 3:

Now, the Uncharted podcast.

Dr. Andy Roark:

Hey. We are back. It's me, Dr. Andy Roark and Stephanie, I will be your shelter in the storm, Goss.

Stephanie Goss:

I like it. How's it going, Andy?

Dr. Andy Roark:

Man, it's good. It's good. This part of January is the Monday of the year. That's what I've decided. Monday is the day when it is just wide open, doing all the things. Everybody who thought of things they wanted to do over the weekend just trying to talk to me about them all at once and it's just pandemonium, this part of January is the Monday of the year. I'm just trying to make it through Monday.

Stephanie Goss:

Yeah, it is crazy and it's funny because our team took time off after the holidays and it was really quiet and-

Dr. Andy Roark:

It was too quiet. It was too quiet.

Stephanie Goss:

It was too quiet. It was too quiet.

Dr. Andy Roark:

I was like, “Why are …” It's like when your kid disappears and you're like, “Where are they? It's real quiet.” That's me. Instead of a kid, it was you guys. It was a half dozen employees.

Stephanie Goss:

It's totally true. Then Monday morning happened and it's like, when it's been too quiet and then you walk in the bathroom and you find your toddler in the toilet with your makeup smeared all over their face. That was how Monday felt.

Dr. Andy Roark:

I love our team. They had a week off. Everybody, I think we were really blessed that everyone on our team seems to really love their jobs and like what we do and think that it's awesome. So we, when they get a week off, they all quietly work on their own ideas and pet projects and things that they're pumped about. Then I just open the front door and people are like, “Hey, I got a week's worth of ideas I've been sitting on.” Boom. I love it. There is that thing about if you love what you do, you don't work a day in your life. It's like, I'm working my tush off, but I still really like it and I like what we do and I like new things.

Dr. Andy Roark:

It is simultaneously exhausting and also awesome. Thinking about this, it's the Monday of the year, there's this really great headspace if you can get into it of looking at your job as a challenge. There's two kinds of challenge. We talk about challenges. What we're really saying is, what is sucky? What is hard? What is difficult? But then there's also the challenges of a video game or a sports event or a hobby that you're going to do where you're like, “I'm going to paint this picture that's probably beyond my skillset. But I'm going to do it and it's going to be a fun challenge.” If you can get your head about your work into that mind space, man, it's amazing.

Dr. Andy Roark:

That's where I am now is I'm like, “I have got way too many things going on and they are challenging, but I feel I am up for this challenge.” I am 100% feeling positive stress. Oftentimes, you can get your head in that position if you want to. If you can, God, it's awesome. It's re-energizing and rewarding to be like, “Yeah, this is not easy and that's fun.” If it was easy, it would be monotonous. I don't know. That's where I am right now. 2022 so far, I am looking at it as a worthy motivating challenge. I'm going to try to keep my head in that place as long as I can, because that is really a sweet spot. I go to bed at night feeling like I did good work and excited about tackling the challenges of tomorrow.

Stephanie Goss:

Yeah. I mean, I'm excited about this year as well. Like to your point, there's so much good stuff coming down the road, it's hard to not be excited about change. At the same time, it's easily overwhelming because to your point, it feels like Monday. Mondays can be overwhelming. I'm excited for today's podcast because-

Dr. Andy Roark:

I was just just going to say-

Stephanie Goss:

… I was talking to a manager friend over the break and catching up and they run a fairly large to mid-size practice. They have multiple doctors and have a bigger team, and so they were asking for help. They are struggling with something that I suspect is kind of probably common for practices who are still taking new clients. They are one of the only practice in their area who is accepting new clients, all of the other GPs, particularly the smaller one and two doctor practices in the area, stopped taking new clients because they just can't handle the caseload. My manager friend was saying, “We actually are feeling really blessed right now because we are not fully staffed, but we have enough team to handle the caseload. At the same, because we're the only ones taking new clients our appointment schedule is really full. We have existing clients who are getting ticked off at us because we can't fit them in yesterday. Then new clients who don't understand why we're telling them it's a two week wait for them to have to get in to be seen.”

Stephanie Goss:

They were saying their team is really struggling because they feel like they are getting hit on both sides with constant negativity from client interactions. Because everybody is frustrated with wait times, with how long it takes to get an appointment, with how long they're on hold to talk to somebody, all of those things. Everybody is having to navigate changes again for a lot of places to COVID protocols and lots of practices are going back to curbside or making changes because they are shorthanded or they have people out. We're kind of in a space, it reminded me a lot of where we were probably three to six months after this whole thing started two years ago.

Stephanie Goss:

Where my manager friend was like, “I'm just exhausted because it feels negative all the time. I'm trying to keep it to myself because I don't want my team to see that I am struggling, but I am really struggling because I feel powerless. I feel like the clients are mad and they are disgruntled with the team constantly. I need help with figuring out how do I keep the negativity from the clients from affecting the team. What can I do to kind of shield them and be their buffer and how do I boost their morale? Because I am worried we're not having the problem that a lot of practices are of handling the caseload.” She said, “I've heard you guys talk about that on the podcast and that's not us. We can handle the caseload. I just don't know how to handle the negativity.” I thought this was such a good one for you and I to talk about.

Dr. Andy Roark:

I like this a lot. There are three pieces to this that I see. Man, this is so timely and it's so good, but let's start to go ahead and break this apart here. Let's start with headspace, shall we?

Stephanie Goss:

Okay. Sounds good.

Dr. Andy Roark:

All right. There's three pieces of this that I see. Number one is, I want to shield my staff from negativity. How do I shield them from negativity? Number two is, how do I deal with the clients that are complaining from a strategic standpoint? What policies do I have for dealing with the actual problem of things that the people are complaining about? Then the last part is, how do I support the wellness of my people? A little bit different than how do I sort of control the negativity? How do I engender the supportive culture that we need and lift people up? Those are the general three ideas. I want to start with the biggest pain point that I see. So try to put the most useful advice right here at the very beginning. Again, I could be wrong here and no one could be feeling this way that I'm about to say, but I'm not wrong. Here we go. I'm just going to go ahead and say, I would bet you that the vast majority of people who are interested in this problem are having the following problem.

Dr. Andy Roark:

I am making an assumption, which I do apologize for, but I think this will be helpful for a lot of people. The number one pain point here is the belief that I, the manager, can control the negativity that is heading towards my staff. I talked to a manager literally three days ago, and I was talking to this person and she was telling me how she was exhausted because she was making changes to save, and that's the word she used, to save Angela at the front desk. Angela at the front desk is a rockstar. She's amazing. She is fantastic and she is tired and she is talking about how she might quit. The manager cannot have Angela quit because we're shorthanded and we need Angela and she's great. So the manager is helping on the phones whenever she can. She is having the text come to her, the manager, instead of anything that needs to go up to Angela because Angela is fragile and we don't want to push Angela over the edge.

Dr. Andy Roark:

Then any client that has any sense of frustration is being referred away from the front desk to the manager so that Angela doesn't get called in sure to oversee it because we have to save Angela. My advice to her was, you need to get realistic about your power to save Angela. The truth is, if any of these things are going to cause Angela to throw her hands and quit, she was going to quit anyway. She was already there. The point being, I'm not saying I don't care about the mental health and wellness at the front desk. Of course, I care about them. But the idea that this manager can throw her body in front of all of the bullets flying at the front desk and absorb them all so that not one of them hits Angela and causes her to quit, that's just not realistic. You know what I mean?

Stephanie Goss:

Yeah.

Dr. Andy Roark:

If she is so burned out that she's going to quit, probably she may need to quit. That may be the best thing for her. It may be the best thing for you. It may be the thing that needs to happen and you should come to peace with that.

Stephanie Goss:

That's a hard thing.

Dr. Andy Roark:

It is hard. It is-

Stephanie Goss:

It's a hard thing for people to wrap their head around.

Dr. Andy Roark:

… and we want to believe … Again, I hope I'm not butchering this into delivery of the point that I'm trying to make is, you don't have the power to save your staff from your clients. The clients have direct access to staff. I cannot absorb the negativity. I can't shield them from it. Now, there are lots of things that I can do, and we're going to talk about what those things are. But the first thing that you have to do as a manager, as a practice owner, as a vet who's stressing about their people, is get realistic about how much control you have. The answer is, very little. You need to be smart in how you use that control, but at some point, if you were staying awake at night worrying that someone is going to quit and thinking that you're going to throw your body in front of negativity to save that person, you are wrong.

Dr. Andy Roark:

You are beating yourself up and you are putting unrealistic expectations on yourself. You do not have that power and you need to recognize that and relax and take care of yourself and approach this from a healthier, more nuanced perspective. That's going to let you actually do things that matter, but also is going to protect you emotionally. I see people who have someone who quits at their practice and they fall into a puddle and accept blame for that. I didn't save this person. You don't have the power to save this person. Let's get realistic about what is possible and be kind to ourselves and approach this from a way that's healthy for us.

Stephanie Goss:

I mean, I think that's super fair and I think it's a good headspace to be in. I think that's the hardest. Getting there is the hardest thing to do because we care. We care about our people. We care about the team. The conversation that I had and I'm sure the one that you had, you're coming from a place of good intention. When you were telling about talking to the manager that you were just talking about recently, that made sense to me and resonated to me because I've been there and done that. I've gotten myself into trouble by being that person who's like, “I'll jump in and help save them.” It's good human, decent human being human nature to want to try and help. I think getting into that space is really hard.

Dr. Andy Roark:

Well, I guess the analogy I would give is, I care deeply about my children and I care deeply about my staff. They're different, but I care about them. When people on the playground are mean to my kids, you better believe that I feel the urge to go to the school and hang out. Like, “When's your recess. I'll be on the playground.” But that's not realistic. You know what I mean? It's like, I can't shield my children from all of the negativity of the other kids. There are things that I can do to protect my children. There are things that I can do to put them in situations where they are not going to have to deal with a bunch of crap they shouldn't have to deal with. You better believe I'm a to do those things, but at some point, if I believe that my children having a negative interaction with other kids and coming home crying is a failure on my part in parenting, I'm going to have serious problems with my own mental health. You know what I mean?

Stephanie Goss:

Yeah.

Dr. Andy Roark:

Wellness. I guess that's the analogy I'm trying to draw. A lot of us think that we can protect our staff from the clients that they are alone in the exam room with. I can't protect them. I can support them. I can put them in a position to succeed and keep them healthy and happy, but I can't be there to protect them every day, all the way. I think the first thing it's accepting that I can help up to a point and that I need to be honest about am I helping up to the point that I can? Beyond that, I have to say, I cannot stop negativity from occurring at some points.

Stephanie Goss:

I mean, I think that's super fair. I hadn't thought about it from the perspective of trying to stop trying to save the team because ultimately at the end of the day, they have to interact with the world. You can't be the human shield. I had been thinking about it from a headspace perspective from the opposite side, which is that conversely I can't really make clients do a lot of things that I want them to do either as a manager. There are lots of things that I can do. To your point, I can put policies and protocols in place and I can have zero tolerance for a lot of things, and there can be consequences. I can fire clients or there can be other consequences, positive and negative, for their behavioral choices. At the end of the day, I can't control it. I can't make them do it. I can only control how we, as a team, as a company, how we respond to the things that the clients do and say. Right?

Dr. Andy Roark:

Yeah. I mean, it's like being a military commander. I'm not there on the ground to keep these soldiers safe. What I have to do is create plans and protocols and policies and situations where my people are going to be safe because that's the level that I have. But I'm not in the foxhole when the actual fighting happens. That's the best analogy. I hate using military analogies because they paint the picture of the pet owner as the villain or as the adversary, and that's not true. But that's the best analogy I can give as far as what we have to get ourselves into realistically, in order to have a reasonable expectation for our role in these conflicts.

Stephanie Goss:

Sure. That makes sense.

Dr. Andy Roark:

That's the first thing I guess I'd say. Is zero negativity should not be the goal. It's just it's-

Stephanie Goss:

Unrealistic.

Dr. Andy Roark:

Yeah. It's beyond our capacity. I think your point about pet owners too, is like, this is the reason why the zero negativity is not a goal is because we don't have any control over pet owners. They are going to do what they can do. I'm not saying I throw up my hands and go, “I don't care.” I'm going to put policies in place to protect my people, and we're to talk about what those are and how we do those. At the same time, realize that they are still going to run into negativity. That can't be removed. The example I'll give you for this is, remember when the pandemic started and we told pet owners to stay in their car and we put a sign out in front of the building that said, please stay in your car and text this number?

Dr. Andy Roark:

We put a sign on the door that says, go back to your car and text this number. Then we locked the door and clients still, they walked past the sign in the parking lot. They looked past the sign on the door and they jiggled the door handle and then put their hands and face against the window to peer inside. They pointed at the door as if you had accidentally locked them out. Remember that? There is no amount of signage and policies that are going to stop clients from bringing this nonsense to your people. It's going to happen. The same thing is true with negativity.

Stephanie Goss:

That's so true.

Dr. Andy Roark:

The idea that you are going to make signage and policies and language that will stop negativity from coming to your people is nonsense. Know who we're up against. Know who we're dealing with and be honest about it.

Stephanie Goss:

Yeah. I mean, it's totally true. When I think about it, there have been moments where I have reminded myself, just remember the day where the client literally picked up the sandwich board sign that was blocking the door and moved it to jiggle the door handle and put their eyes and face up against the door and find out why we weren't unlocking the door for them. I reminded myself of that on a regular basis. Like, “You can't control this.” People are just going to do what they're going to do.

Dr. Andy Roark:

No, you can't. No matter how good your policies and planning are, they will go around it. It will happen, and so just resign yourself to that. I say all of this because the strategy is not to end negativity. The strategy is to systematically remove negativity 80%, and then 80% of what's left, and 80% of what's left. I want to add policies so that 87% of pet owners stay in their car and the front desk can deal with the 10% that still walk up to the window and ask what's going on. As opposed to not having any signs and 100% of the people walk up to the window and ask what's going on. I think that that's what we're going for. I'm trying to get people into that headspace of, “Okay. I want to do things that remove negativity and remove 50% more negativity and remove 50% of that negativity. Those are the things that I want to accomplish.” Then try to set it up that way so that it's realistic in the expectations of what's coming.

Stephanie Goss:

Is there anything else when we're thinking about this? Because your points about accepting that we can't control the situation and that we don't have the power to protect everybody, they're going to interact with clients. We know that we can't get to zero negativity because that's not actually a thing. But from a headspace perspective, when I was thinking and prepping for this, I was struggling to think, what kind of headspace do I need to be in to actually tackle this and come at it from a solution driven perspective? Because that's really important, and that's always the second half of what we do here on the podcast. Is talk about how can we actually tackle it. But I really struggled with thinking about what else from a headspace perspective? Was there anything else that you thought of in terms of how to get there?

Dr. Andy Roark:

Yeah. To get out of this, if the answer is not throw myself in front of negativity, then what is the answer? In order to get to the answer, in order to make this production, you have got to zoom out. This is one of those problems where, by the time you get to this problem, it's too late to grab the steering wheel. You're not in a good position to grab the steering wheel. You have got to intercept this problem before it gets to this problem. That is the answer. You have got to zoom back out. It's not about absorbing negativity so it doesn't get to your team. It's not about throwing your body in front of clients to not let them have negative interactions with your staff. It's about zooming out and taking the bigger view, which is quite simply, what can I do to build a positive practice culture to absorb this? What organizational boundaries and protocols can I put in place to remove a lot of this crap before it gets on my team?

Dr. Andy Roark:

What are wellness resources that I can put forward for my people to help support them along and along? Those are the three things really from the organizational standpoint, for me as a manager. Under that, I want to empower individual people to believe that they have personal agency and to believe and enforce their own personal boundaries. I can talk a little bit more about what that means when we get into action steps, but that is the answer for me in headspace. Is let go of the idea that you are going to shield your people or that you can make your people stay or that you can make your people happy or that you can save them on an individual level. You are the battlefield commander, step back, get a clear view of the situation. What are you doing to build a positive culture that is going to support them knowing that clients are going to be frustrated? What policies and procedures and boundaries have you put in place to take care of them and what wellness resources do you have for your people?

Stephanie Goss:

Yeah. I love that. I think the only thing that really stuck out for me besides if you are feeling very negative about the whole situation or you're feeling really overwhelmed or upset about the negativity, whether you dealt with it on the client side that day or you dealt with the team side at day, obviously not being triggered when you have a conversation with people is really important. But there was something that really stuck with me after this catch up call with my friend, which was, they made a comment about not letting the team see how they felt and how it was affecting them. I would say that if you are the leader, a, I think it's important to be vulnerable and honest with the team and share with them. At the same time, they are not your therapist.

Stephanie Goss:

This is where I'm going to insert another plug for, this is hard. Being a leader right now in the middle of everything that we are dealing with is really, really hard. If you were in a position where you were trying to manage the struggle and not dump your emotions or feelings onto your team, or you're trying to figure ow do I share a little bit of it because I feel like if I open up a little bit with them, I might volcano, because I've been there, this is where having your own support system, including a professional when you need one, and having somebody to talk to about your own feelings and emotions before you tackle it with your team, was the best thing that I ever could have done for myself as a manager.

Stephanie Goss:

The ability to have a conversation with somebody outside, get some perspective, wrap my brain around it, sort through my own feelings, it made it so much easier for me to come in and have conversations and maintain positivity with the team no matter what the negativity or the reason for the negativity. Over the years, I found that I was able to handle those situations so much more smoothly when I had done some planning for myself. If you're in a position like this, I would just say, you got to take care of yourself too. It's like you put the oxygen mask on before you can help anybody else. This is definitely a similar situation because the negativity is affecting my friend. I know that, and so I would say, it's important to take care of yourself first before you try and take care of the team and the clients too.

Dr. Andy Roark:

Well, I think the healthiest way to look at this is, you are part of the team. What we're talking about is vulnerability with moderation. Vulnerability with boundaries. Meaning, I'm not going to come apart. At the same time, then I guess that's why I hit so hard on this idea at the very beginning of, you're not saving your people. The reason is because you are in it with them. You are getting negativity as well. I think the way that you talk to your staff is, everybody should try to drop this idea that you are a superhero that's going to save them. You're not. You are on this boat with them and you're all there together. The healthiest conversation you can have is, “Hey, guys, I feel what you feel. What can we as a team do to make our situation better?”

Dr. Andy Roark:

You listen to the people, but that is the healthiest mindset to have. I'm not Superman. I can't fly around saving everyone and I am being affected as much as you are being affected. Let's all just be honest about that. Now, I am with you. What are we going to do as a group?

Stephanie Goss:

I love it.

Dr. Andy Roark:

I just think that that's super key. But that level of vulnerability, I think is important. I think there's complete charade when you're like, “I don't want the team to know that I don't know what to do.” Why not? You don't know what to do. We've all been around people who clearly didn't know what to do and they tried to act like they did and they just destroyed their credibility. We've also been around people who had great credibility, who said, “I don't know what the answer is. Let's figure this out together.” You go, “Okay. I can work with that person.” I think that is the forgiving healthy headspace to get into.

Stephanie Goss:

Okay. Well, do you want to take a quick break here and then we can come back and talk about how do we actually tackle the challenge here?

Dr. Andy Roark:

Let's do it.

Stephanie Goss:

Hey, everyone. It's Stephanie and I just want to jump in here for one quick second and make sure that you know about a couple of things that are coming up that you may not want to miss. Andy and I just kicked off our Strategic Planning Workshop Series. We've been doing this at the top of the year, every year for the last few, because it gives us a chance to talk about how do we set the team up for success when we look ahead at a coming year. We've done the first session already by the time this comes out, but you can still join us for the remaining three. We're going to be talking about setting vision, mission, talking about values with our team and really living and breathing it versus something fancy that just goes up on our wall. We're going to talk about loading the bus, getting the right people in the right seats and moving forward.

Stephanie Goss:

Then we're going to talk about KPIs and what do we need to look at from a numbers perspective to smartly manage the practice and also how at our team bought into that. You can join us for that. Then the other thing I want to make sure you don't miss is, we have a class coming up on February 17th. It is a workshop that is being led by my friend, Dr. Adam Little. This is a workshop that Adam did for us previously at an Uncharted event and we heard so much great feedback about this, that I wanted to figure out a way to bring this to you guys virtually. Adam Rose to the challenge and I am super stoked about this. You're not going to want to miss it. It is called What Vet Med Can Learn From Improv. Adam is going to be talking about how to learn, how to take the fundamental foundations of improv and apply it not only to comedy, but to life and practice. So how do we learn to think quick on our feet and be more comfortable with what is often the uncomfortable or the unexpected?

Stephanie Goss:

That workshop is kicking off on February 17th. Registration is still open. You can find out about these and more at unchartedvet.com/events. Now back to the podcast.

Dr. Andy Roark:

All right. Let's get into what we're actually going to do with this thing. The first thing that I want to talk about, I said there was three parts of this. I said that there is the control part. Like, what can I control and what is beyond my control? I said that there's the strategy part and there's the wellness part. The strategy part, this is where we're going to get into the action steps, the strategy part. I don't know this practice, I'm just hearing what they're saying. At some point, I do have to ask the question, if no one else is taking new clients and you are taking new clients and taking new clients is making the new clients unhappy and your existing clients unhappy, I have to question, and I just got to ask, are you sure that taking clients is a good idea?

Dr. Andy Roark:

Because it sounds, and I could be wrong, it sounds like you're trying to make everybody happy. There is an old quote that I really like, I don't know what the key to success is, but the key to failure is trying to make everybody happy. I'm like, “Yep, that's it.” I 100% see practices out there that are ticking off their long-term clients and doing a crappy job serving new clients and their team is getting beaten up. I'm going, “What in the world are you doing?” They usually give me some explanation about, “Hey, well, other clinics aren't taking people.” Stuff like that, and I see some of that. But at the same time I go, “If we take the long view, you burning out your staff, having them quit, making your long-term clients angry because they don't feel prioritized, they feel mistreated, and doing a poor job serving new clients, that's not good.”

Dr. Andy Roark:

There's no long-term benefit that comes from that. That is the worst long-term outcome. This is one of those things where sometimes setting some boundaries and saying, “We're not taking new clients, period.” You do the most long-term good because you retain your staff and you are able to continue to work in the long-term with a good, happy, motivated team. As opposed to saying, “We are going help everybody.” Then people just drop like flies and then you have a skeleton crew of burned out people that are just laboring away at a job that they don't enjoy. That's just the first question I got to ask. Are you trying to make everyone happy to the point that you are damaging the long-term good you could do?

Stephanie Goss:

Well, I think it's a really good point. I think it's one of the things that I asked. Was, “Okay. If we are two years into this at this point and your existing clients still have the expectation that they would be able to be seen within a seven to 10 day period, what have you've been doing for the last two years?” Because I don't know very many practices who over the last two years have been able to continue to serve their existing clients in that short of a time turnaround that we may have been able to accommodate pre-COVID. That was the part of it that I struggled to wrap my brain around, and I asked. I was just like, “What are you guys doing to manage expectations?” From a solution perspective, that certainly is part of it. For me is, maybe you don't have to stop seeing new clients because I think to your point, I appreciate the clinics who are still trying to serve new clients.

Stephanie Goss:

Because there's the conversation about, should you be penalized just because you became a pet owner now? People are like, “Well, you should have had a a pet sooner.” Whatever. There's lots of reasons, or I just moved here, whatever. There's a lot of reasons that people, through no fault of their own, could need a new vet. I appreciate what they're trying to do and at the same time, the question I would have is, what are we doing to manage expectations for our existing clients? Because how anybody got through the last two years and didn't get to a point where clients should kind of be expecting at this point and understanding and have been educated over the last two years on the fact that we can't operate the way we did before, things have had to change and we need a longer runway.

Dr. Andy Roark:

Well, I hear that. I guess that I'll push back a little bit in that, if you have a healthy cat or a dog that's two years old or three old, that means it was one year old when the pandemic started. Which means you have been to the vet exactly twice in the last two years. You know what I mean? Again, they don't think about this. You know what I mean? When you've got a healthy pet at home and you're an architect and your spouse is a plumber, you don't think about what is going on at the vet clinic except when you need that. I guess I 100% can see how the education would not happen for people. You know what I mean? Over a two year period, if they haven't been coming in on the regular.

Stephanie Goss:

Sure. I would push back on that and say, okay, well, what is your team doing when people need to book appointments? How are we communicating? Because sure, your point is super valid. We have a huge amount of our client base who aren't the frequent flyers. We have, all of us do, a huge amount of clients who come in once a year or twice if we're really lucky. So they're not going to get it. But what are we doing to communicate that? I would look at that and I would encourage all of us, especially those of my colleagues who are still seeing new clients, to think about what are we doing to educate our existing client base and managing those expectations?

Stephanie Goss:

Because it's the failure to manage those expectations, I think, that leads to a majority of the disgruntled nature on the part of our existing clients, because we're not doing enough to communicate to them. To the point in the story that you told earlier, we should learn from the man who stuck his up against the front door and peeked in the window. We have to tell them a bajillion different ways because one and done, or a sign, literally a sandwich board in front of the door, is not going to be enough. We have to manage that expectation and just accept the fact that we're going to have to repeat it until we're blue in the face. This was one of the things early on in the pandemic that I really tried to lean into almost like a mantra to myself. Is I reminded myself about a lesson learned Disney teaches their employees.

Stephanie Goss:

If you think about it, park employees at Disney get asked 100 times a day, what time is the 5:00 parade at? They get asked questions that seem really silly. They literally just asked me what time is the 5:00 parade start at? Well, the answer is in the question that you just asked. But as an employee, the culture of Disney is very much, you're going to answer that question whether it's the first time or the 100th time you have been asked that day with a smile on your face. Because for the client who is asking you that question, it's the first time they've asked it. That for me really became a, yes, it's exhausting to answer the same questions about why you can't come in the building over and over and over again.

Stephanie Goss:

But the client that I'm talking to in that moment on the phone, it's their first time hearing it. Part of managing that expectation, for me, was leaning into that Disney model for myself and with the team of like, how do I do this with a smile on my face and remind myself that the person on the other end of the phone or the person outside the building that I'm talking to, it's their first time asking those questions and having the interaction?

Dr. Andy Roark:

Let me put this into a framework. What I would say is, the first part of solving this problem is organizational boundaries and policies. I need to handle as much negativity as I can with policies so that the few people who are still frustrated are a manageable number. We have reduced that over. We start with policies. Whenever we talk about boundaries and policies, it all is based on expectations. People don't get upset about what they get. They get upset about the difference between what they expected to get and what they got. That's what they get mad about. To your point, people who are showing up and they're not expecting a wait time, we have put ourselves in a position to have them be mad at us because their expectation is they're going to walk right in.

Dr. Andy Roark:

It's kind of like if I go to a restaurant and they tell me, “It's a 45 minute wait, do you want to wait?” I say, yes. Then I wait 20 minutes, I think that's great. I'm happy to have waited 20 minutes because I thought it was going to be 45. A lot of this is setting the expectation. Do they know what's happening and what's coming on? We have got to communicate clearly. If they're not going to be allowed in the building, we need to tell them when they book the appointment. Then we need to send them a reminder email that says, Hey, remember to expect to stay in your car. There needs to be a sign when they pull up that tells them, Hey, by the way, stay in your car. Then when someone comes out, they'll be like, “Thank you for waiting in your car today.”

Dr. Andy Roark:

That is the level of communication that we need to bring across. The thing is, people say, “Oh my gosh, Andy, how many touch points am I supposed to have really?” I say, “You know what? Start with a couple and if people continue to walk up to the building, then add more.”

Stephanie Goss:

Add more.

Dr. Andy Roark:

Exactly right. If people don't realize what was happening and they're mad at the front desk, we need to add more. A lot of that is just saying, what are people upset about? How could we let them know this again before they come into the building? Continuing to rinse and repeat and rinse and repeat and push those things forward. But when we talk about setting policies, it's expectations about what they're going to get and what they can expect from you and just say it. If they want to go somewhere else, fine, they can go somewhere else. But they knew upfront before they decided to come in. It's patient rights and responsibilities. I'm a big fan of this with negativity. We should tell clients, this is what you can expect from us and this is what we expect from you.

Dr. Andy Roark:

If they not adhere to the responsibilities of clients, then we can say to them, “Hey, this is what our rights and responsibilities are. This is how the visit went. We are not going to be able to be your veterinarian anymore.” Put that forward, but have a framework for what behavioral standards you expect. If they can't follow those standards, then they can go somewhere else. This doesn't happen a lot. It shouldn't happen a lot. If you're communicating expectations, you should not have people who are violating rights and responsibilities very often. But when they do, they can go somewhere else. If you're really trying to see your clients plus new clients coming in, I don't know why you feel like you have to let clients who misbehave stick around. They had their shot and they did not treat me the way that I require being treated, and so they're going to go somewhere else. I think we should all get happier with that.

Stephanie Goss:

I think part of the challenge is, in the course of the dialogue was, we take a stand against the super naughty clients. Like we're letting clients go when they're acting badly. The ones who are screaming at the CSRs when they get told they can't get in two weeks, those are the one-offs that are easier to deal with. But I think the reason that the conversation was happening is, if someone acts very angry or acts super crazy, it's easier now to deal with those than ever before. Because I have seen our industry start to take a much stronger stand for ourselves in terms of not tolerating that kind of bad behavior, which is fantastic.

Stephanie Goss:

I think the harder part when it comes to negativity kind of seeping into the team in the practice, is that it's really easy to ignore when you have a client who seems frustrated or snaps at you on the phone or whatever when it's a one-off. But the reality of the world right now is that everybody's tired and everybody's grumpy. In my own personal life, I'm just thinking about it like, it is far more often that I engage with somebody who is grumpy or irritated about something. When you stack that person after person, after person, all day, every day, it may not have anything to do with you. They're just grumpy. That is the exhausting part and I think that that is the negativity and the frustration and the little things that build one after the other.

Stephanie Goss:

I think that is what was part of the struggle here, is, how do I keep the team positive? How do I keep them feeling like they can be the Disney employee who can brush off the frustration and negativity when they get asked where the restrooms are for the 100th time in the day? How do I keep that pep happening? That's a lot harder to do because you can't control that with policy or protocol. I can control the naughty clients with policy and protocol really easily, but how do I impact the morale and the frame of mind for the team is I think a lot harder of a process.

Dr. Andy Roark:

Yeah. There's no one thing where you're like, “I did this and now that's fixed.” It comes down to, the employees who answer the same question again and again and who feel good about it or can put a smile on their face, they have a couple things in common. The first one is, they believe that what they're doing has a purpose. They have to. No one can answer the same question again and again and again and their only motivation is because they get paid X number of dollars per hour. You can't. You have to believe. The people at Disney have to believe that they're creating magic and that they're making an experience in the lives of the people who are asking these questions.

Dr. Andy Roark:

That's the only way that I could do it. Is I would have to believe that this is an important thing that I'm doing and it's meaningful. So I'm going to answer your question again and again because I truly want you to have a magical experience here and for this to be a vacation that you remember for the rest of your life. So the same sort of thing with our clinic is, and it sounds a bit circuitous to get there, but the truth is, they have to believe in the values of your organization and what you're doing. They have to believe that their work matters. They have to believe that they serve a higher purpose, a greater good. If you believe I'm doing this for a reason that matters, then you can put up with a lot of stuff.

Dr. Andy Roark:

I think that that's the first part. Is, you have to have a purpose and values that your team can see and that they buy into. The culture has to be modeled by the formal leadership. Meaning, ownership has to say, “I like this work. It's hard work, but it's good work and I like it. I treat you with respect and you treat me with respect and we treat our clients with respect and I am respected, and I'm going to model that for you. Hopefully you'll feel that way as well.” But the other part of it is, in psychology it's called deep acting. I like my clients. I choose to like my clients. I choose to like my staff. I choose to like my other doctors. I choose to like the guys that I work for as an associate that … You know what I mean?

Dr. Andy Roark:

One of the things, when I say, “Hey, how do I make my clients or how do I help my team get back up if they're having negative interactions with the clients?” Is, do not under any circumstances allow your relationship as a team with clients to become adversarial. Do not allow the whole like, “It's clients.” Because once you're dealing with negativity and you have started to go down a road of, these clients are a headache, everything just compounds and steamrolls. You have to keep going back to, “Hey, everybody's fighting a battle that we don't know anything about. If they didn't care about their pets, they never would've come in in the first place. Hey, these are good people in a hard time. They're trying to do right. They're frustrated that it's hard to get in. Let's be patient with them. Remember they're good people and they are are people. They put food on the table for us and they do take care of their pets and let's remember to lean into the good that our clients do.”

Dr. Andy Roark:

That may sound simple, but, man, there's really strong research behind it. I have just found it personally so helpful in my own career to decide I like my clients and I like the people that I work with. As long as I stick to those guns, things tend to work out pretty well.

Stephanie Goss:

Yeah. No, I totally agree. I was just looking to try and figure out what number it was, but you and I did a podcast at the beginning of last year about what to do with the grumpy team and grumpy clients, because we had a team that had gotten to the place where they were starting to become anti-client. We talked a lot about what do we do with that? I'll keep trying to find the episode, but I think that that's super important because it happens so fast. One, you slip up because you're frustrated and somebody's like, “God, clients suck.” Then before you know it, it's really easy for the whole team to develop that anti-client attitude. I agree with that. I can totally see why it gets there fast.

Dr. Andy Roark:

Yeah. The last part I would say too is, you have got to generate the positive moments. Is play as a big a role as you can in the positive moments. If your team is getting negative interactions with clients, and say that they're getting three a day, how many positive interactions do they need to have to offset that? Because it really is a ratio. If I go in to work and one person says something to me today and it was negative, then 100% of the things I heard today were negative and that's awful. But if I get seven good things, pats on the back and one negative thing, I go, “Mostly it was good. I tend to put extra weight on the bad thing because I'm a human being, but for the most part …” Those are just very different experiences. You see that a lot in the leadership literature, things about giving positive and negative feedback. There's a number, but I'm not convinced it's a very valuable number. But the number is something around five.

Dr. Andy Roark:

You're supposed to have five positive interactions for every negative piece of feedback that you deliver. It is something that was beared out in the study. But again, I'm not convinced that number is the precise mathematical number. I think the point is valid though, of you better have more positive interactions than negative interactions. As a team leader, I want to think about how do I increase the number of positive interactions my teams have. Meaning, how do I lift them up? How do I make them feel appreciated? Then the depths of the positive interactions. Meaning, how can I throw extra light onto the good things that happen? Because it's easy for those things to get minimized. When clients say nice things, am I amplifying those nice things so that the whole team hears them? That's something easy that I can do.

Stephanie Goss:

Yeah. It's funny. I think that that makes total sense and the number never made sense to me either. But what makes sense to me is when you are feeling negative and someone tries to combat that negativity by sharing something positive, it feels natural and intuitive to want to help by trying to counteract and find some balance. You've tipped to one side and it feels negative, and so human nature told us we should try and balance that out. My own human experience is that when that happens though, it doesn't feel positive. It pisses me off because it feels really argumentative in the moment as that person. I'll give you an example. We were having an argument recently in my house because the kids over the break, they're home, they're stuck inside, they're sniping with each other and at each other constantly.

Stephanie Goss:

The fighting is just driving both me and their dad crazy. We wound up having a big argument because I was like, “I am so sick of them fighting.” He was just like, “Well, all kids fight. They're not that bad. They get along really well.” I was like, “Oh my God, I just want to throttle you right now because they're driving me nuts.” Because I was mad. I was like, “Why aren't you helping me?” I looked at him and I was like, “I don't want you to tell me that it's not that bad. I just want you to understand. I just want you to say, I know. I understand how you're feeling. Stop trying to fix it.” Because he was like, “I'll break them up. I'll send them to separate rooms. It'll be fine.”

Stephanie Goss:

I was like, “No, that's not what I want. What I want is you to say, I hear you. I see you. I see your frustration.” That's hard because human nature is to try and combat it. I think for me, the first step comes out of that human place of argument. Which is you have to seek to understand. I think when it comes to dealing with the team feeling very negative, I think the important part is to validate them. The caveat for me is try and validate on middle ground. You don't have to make their negative behavior okay. It is okay to tell them, you can't act like this. But they do have to feel heard or it's just going to continue.

Stephanie Goss:

So, a, telling them that you are listening. “I hear you. I see you.” Those are very important steps as a leader. Then trying to find the middle ground where you can say, “Okay, let's talk about this piece here.” Or agree with something, find some middle ground, common ground between what they're feeling and where you are, because that's the only way to have the positivity truly take effect, I think. Otherwise, it's very easy for it to be viewed as dismissive or toxic positivity. Like, “I'm telling you that everything is falling apart and you're just telling me that it should be sunshine and rainbows.” We've all been there and felt that frustration.

Dr. Andy Roark:

Yeah. Well, I think that's really valid. I'm really glad you said that. The key for me in this, and this is why I said you have to zoom out, because if you zoom in what happens is, it does feel exact with like what you're saying of something bad happened and now I'm going to counter it with something good. I feel like that is a bad place to be and it does feel like toxic positivity. The team says, “This person was really awful.” You say, “But this other person was great, so we're good.” But that feels dismissive. The best analogy I'll give is how I feel about one star reviews, and you've heard me talk about this a number of times. When someone leaves a one star review, I think a lot of people feel desire to jump on and counter that review.

Dr. Andy Roark:

I don't recommend that. My thing is, if someone leaves an honest review and they're angry, you don't counter them with, “But here's the good things that we did.” You say, “I hear you. I hear you.” Then quietly behind the scenes, you accumulate five star reviews so that their are one star review happen in this much larger context of good things. I think it's a very, very important point about positivity and creating positivity. I am not using positivity to combat negativity. I am using positivity to build a positive contextual framework so that when this negative thing happens, it happens amongst a lot of positive things. It is not a light saber battle with the red negativity light saber against the green positivity light saber.

Dr. Andy Roark:

It is 100% there's just good stuff. I am just making other good stuff in the world so that when bad stuff happens, I'm not countering it, but it's bad stuff happening inside of an otherwise positive context. I think that's so important to make that distinction. I'm really glad you brought that up. I talked in the beginning about being realistic about what leaders can control and what they can't control about how we set policies to reduced negativity coming at our staff as much as possible and about how building a good culture that is not reactionary to negativity, but instead is separate ongoing positive culture is vital. The three ideas that are key points for me that I just want to touch briefly on at the end here, number one is support staff wellness.

Dr. Andy Roark:

We talked about policies. We talked about culture. The last part is wellness. You and I talk a lot about employee assistance programs, things like that, to make sure that our staff has a safety net. Things that you can do to support your staff. Be on the lookout. I don't want my people to burn out. I want to support their wellness however I can, regardless of the negativity that we're getting. Again, the same thing as like positivity, not countering negativity, I don't want wellness to counter negativity. Like, “Hey, you guys are getting beaten up, so I'm doing this to try to make it okay.” It's like, no. A culture of wellness and supporting staff wellness in an ongoing way is really critical. All right. The next part that I think is overlooked a lot is personal agency.

Dr. Andy Roark:

When I talk about personal agency, from a psychological standpoint, it is vital that your staff believe they have options. If any of your people come to believe that they have to take abuse from pets owners and there's nothing they can do about it, they are done. They are toast. They are going to burn out. They are going to quit. They are going to leave. No one wants to believe that they have no options or that they are trapped. This is where some of the negativity from clients can get really. For God's sakes, we have got to figure out what are your employees options when a client is misbehaving, when they're being nasty, when they're bringing down negativity. It should at least be, “Hey, you need to know that you can come and get me the manager at any time. You need to know that I will not be mad if you come and get me. I will step up for you. You can put the person in an exam room and I will come in there and I will handle this. Or I will back you up.”

Dr. Andy Roark:

Or I will put someone who has the power to either accommodate-

Stephanie Goss:

Do something.

Dr. Andy Roark:

… or set boundaries to this client. You know what I mean there?

Stephanie Goss:

Sure.

Dr. Andy Roark:

Don't let your people feel like they don't have any agency. Like there's no choices they can make. They're stuck and they have to just take it. The last part is personal boundaries. At some point, everybody needs to take care of themselves. There's no leadership position that can replace personal boundaries for the employees. This is on all of us, is prioritize your own health, prioritize your own wellness, set boundaries and communicate those boundaries to other people. There's no policy that's going to ever make that need go away. At some point, we are all going to have to say, “Hey, this is how I expect to be treated by my clients, by my boss, by my coworkers.” Live those boundaries.

Stephanie Goss:

Yeah. I think that all makes total so sense to me and totally supports the last piece that I had, which goes back to the original question that we talked about, which was how do I boost the team's morale? I think that, for me, that all supported and dovetailed into what you're talking about. Because boosting the morale is not super, super hard, but it is time intensive. When things are overwhelming, when clients are acting naughty, when the team is upset and frustrated, that's the exact time when we need to take the time to do it and we don't because we feel overwhelmed. The things that were on my list in addition to yours were, don't talk to them. Meet with them and then listen to what they have to say. Give them the floor. Hear what they have to say what is causing the problems?

Stephanie Goss:

What are the stresses? Listen more than you're talking. That is the number one morale booster that most managers forget to reach for that tool. It's such a simple one, but it's the one that is the easiest to … Our brains go to problem solving mode and we try and fix it before we actually listen. So meet with your team and listen. In addition to that, we have to give them tools to give us feedback and take feedback from us. You and I talk about that a lot on the podcast, but this is one where we have to open the door to them and ask them to give us feedback. What's not working for them. What is working for them? The same goes for us. We have to have those tools to give and take.

Stephanie Goss:

We've got a bunch of podcast episodes that go along with that and courses that you and I have done through Uncharted. But I think that that's really, really important when it comes to morale boosting. Is the ability to give and take feedback is so important and leaning into developing our team. People don't stay in jobs they don't have good morale. They're not happy if they don't see a path forward. Not only do you help them figure out a path forward through the negativity that's currently happening with clients, but back to what you and I talked about, where if 10 good things happen in a day and one crappy thing happens, it's a lot easier to overlook the crappy thing, the same with their viewpoint for themselves in your team.

Stephanie Goss:

If there's lots of good stuff coming and happening, if they feel like they are heard, if they feel like your door is open and they can speak to you about what's on their mind, if they feel like they are supported, that there are development opportunities for them, and that they're also appreciated, it's a lot easier to overlook the crappy stuff that comes along. The last one goes along right along with that, which is, have fun with them. Figure out a way to make it fun. Because when things are negative, when clients are grumpy, the phones are ringing off the hook when everybody is shorthanded, the fun goes right along with listening to them in that, it's the first thing that we overlook because we feel like we don't have time for it. But I would argue that none of us have time not to make time for it.

Stephanie Goss:

We have to figure out how to support them and have fun with them and lighten that load so that people feel like they can leave those bad things at the clinic when it happens and walk away and feel like they still had a good day at work.

Dr. Andy Roark:

Yeah. I think that that's so important. I think a lot of people are sort of problem focused people and they say, “My team's experienced this negativity. We need to talk about the negativity. We need to focus on the negativity. We need to fix the negativity.” It's one of those weird things in life, and I'm grasping for another example, there are things … I guess the old saying that I've heard is, muddied water is best cleared by leaving it alone. So the idea. There definitely is a scenario where addressing negativity and talking about negativity and harping on negativity, doesn't actually help your team deal with negativity. It's almost like if you're in a relationship and there's something that you and your partner disagree about and you talk about that thing all the time. You know what I mean?

Dr. Andy Roark:

You're like, “We have to keep working through this.” At some point, maybe just do what you do. Maybe if you just put it down and focus on doing the things that you love to do together and that you enjoy as a couple and things like that, it's funny how sometimes stuff doesn't matter as much when it's in the context of these other things. Sort of I butchered that metaphor, but I hope people get it.

Stephanie Goss:

No, it makes total sense.

Dr. Andy Roark:

Okay. Yeah. I was talking to my wife not long ago and she was telling me about a headache at work, and I fell right into that trap of trying to fix the problem. You know what I mean?

Stephanie Goss:

Yeah.

Dr. Andy Roark:

I was like, “Did you say this? Did you say that? You could put together a document that says this.” She was like, “Stop. I don't want you to fix the problem. I just want you to hear the problem and understand the problem. Remind me that care and that everything is going to be okay. Then I'll fix the problem, but I need you to just be in it with me for a second.” Boy, if you're a goal-oriented problem solving, smart goal setting guy like me, I suck at that. It's a learned skill.

Stephanie Goss:

It's hard.

Dr. Andy Roark:

But I really do think for a lot of the culture stuff, setting up our people to keep them safe and to fix the problem is good. But we also have to be able to step away from that and just let them be human. Also, just to step away from that and say, “Hey, I can't control what people do, but I can show you how much I appreciate you and I can talk to you about what I like about you and about the work that you do. I can and show you the value in what you do in the world and I can remind you that you are important. You're important to me and you're important to the people that you work with.” That's not addressing the negativity of clients, but it's part of overcoming that negativity.

Stephanie Goss:

Yeah. I love it. This was so great. I really had fun with this conversation and I hope it was helpful.

Dr. Andy Roark:

Yeah, definitely. Always the hope. Always the-

Stephanie Goss:

I know. Have a great week, everybody. Take care.

Dr. Andy Roark:

See you guys.

Stephanie Goss:

Well, again, that's a wrap on another episode of the podcast. As always, this was so fun to dive into the mail bag and answer this question. I would really love to see more things like this come through the mail bag. If there is something that you would love to have us talk about on the podcast or a question that you are hoping that we might be able to help with, feel free to reach out and send us a message. You can always find the mail bag at the website. The address is unchartedvet.com/mailbag. Or you can email us at podcast@unchartedvet.com. Take care, everybody, and have a great week. We'll see you again next time.

Written by TylerG · Categorized: Blog, Podcast

Jan 26 2022

Which Leadership Actions Drive Culture

Uncharted Veterinary Podcast Episode 162 - Which Leadership Actions Drive Culture

What's This Episode About?

This week, Dr. Andy Roark and Dr. Dave Nicol talk about Nicol’s co-authored research piece Leadership Actions and their Effects on Practice Culture. They discuss the importance of culture, why it is so rarely prioritized, what effect increasing corporatization is having on veterinary workplace culture, and which actions leaders take (or don’t take) that most directly impact clinic culture.

Uncharted Veterinary Podcast · UVP 162 The Leadership Actions that Drive Culture
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Episode Transcript

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This podcast transcript is made possible thanks to a generous gift from Banfield Pet Hospital, which is striving to increase accessibility and inclusivity across the veterinary profession. Click here to learn more about Equity, Inclusion & Diversity at Banfield.

Dr. Andy Roark:

Hey everybody. My name is Dr. Andy Roark, and this is the Uncharted Veterinary Podcast. Guys, I got a great one today, a little bit different. It's me and my good friend, Dr. Dave Nicol. We are talking about some research that he's done recently, and it is on what leadership actions actually affect workplace culture and to what degree. And so if you're ever like, Hey, I know that leadership drives culture, but what does that mean? And what part of leadership drives culture? And what are the most important things for leaders in the practice to do in order to drive culture? That's what we're talking about. It is a great episode. Two quick things I want to shout out. Number one is there is a language warning in this episode. So if you really, really don't like salty language, this might be one to skip. And number two, I have got to give a huge shout out to Banfield Pet Hospital for making possible transcripts. That's right.

Dr. Andy Roark:

We now have transcripts of this podcast and the Cone of Shame veterinary podcast, because Banfield has made that possible. It is to increase accessibility to this information, to be inclusive, to bring all of our colleagues together and make these podcasts accessible and available and useful to them. And so, man, this means the world to me, I'm excited about it for 2022, we will have transcripts of the podcast. You can find them on the Uncharted website and Dr. Andy Roark website. You'll see them through social media, but thank you, thank you to Banfield for making this possible. It's such a super wonderful thing that they have done. So guys, without further ado, let's get into this episode.

Speaker 3:

And now the Uncharted Podcast.

Dr. Andy Roark:

And we are back it's me, Dr. Andy Roark and Dr. Dave, my brother from another mother, Nicol on the podcast, standing in for Stephanie Goss. How are you my friend?

Dr. Dave Nicol:

Really, really good. I'm sorry, Stephanie. I'm going to try and not wreck this thing. I'm good. I'm good. How're you man?

Dr. Andy Roark:

Stephanie is like, what have I done?

Dr. Dave Nicol:

No. When you said that my adrenal lines contracted, I got a square of adrenaline. I'm like, oh no, if I screw this up, then Stephanie's going to kick my backside.

Dr. Andy Roark:

People going to be like, he's no Stephanie Goss. But we know that none, none of us are Stephanie Goss. Here we go. Dave, so welcome. So you and I had known each other a long time. People often know me from goofy vet videos. And what they don't know is the first goofy vet video ever made was at your urging and with you as my wingman. And we made it at the CDC conference because those guys clearly have poor quality control at the time. And they allowed us to get in front of the camera and do what we wanted to do.

Dr. Dave Nicol:

As I recall, that was after I possibly one flight of tequila, too many at Cinco De Mayo.

Dr. Andy Roark:

People think it takes a lot of planning to make videos that come out on well, respected websites happen. That's not true.

Dr. Dave Nicol:

It takes a lot of time to plan them. It takes just literally seconds to ruin it.

Dr. Andy Roark:

So, that's how we got to know each other. And we've been friends ever since. I wanted to have you on, you've got a new study out it's called leadership actions and their effects on veterinary practice culture. And so, as a fan of leadership and culture and veterinary and practice. I wanted to have all of those things that are in the article. I thought that it would be a good time for us to get together and talk about, I just want to talk about what you've been doing and kind of what you're leading up to and what you're finding. So, leadership action affecting culture. Let's start at a high level and just talk to me a bit about that. What matters about practice culture, I guess is my question. And then how does that interface with leadership?

Dr. Dave Nicol:

Okay, well, I might pull it back one step further and just go, why now? Why this? Because family practices have had culture and leadership for a very long time, but if you look at the world through the lens of some brutal truths, then you'd have to been hiding under a rock not to have noticed that it's kind of been a really hard couple of years. And so there's several brutal trips that we need to sort of face up to. There's partnership and the impacts that COVID has had that are beneficial in terms of volume of cases, but I'd say pretty hard in terms of an already stress system couldn't cope brilliantly is being hit with more cases. How many more? Is clearly a point for some debates, because there isn't really a point of truth information source, but certainly more puppies around and I think certainly over this side of the pond, some arching 4, 5, 6% seems to be about the right number.

Dr. Dave Nicol:

But then we've also got the economic uncertainty, inflation hitting us, the complexity of cases, the process efficiencies, the curbside caused. Culture is coming to focus because all these things are causing pressure and then education and burnout. And all this backdrop is just like this perfect storm. And so, we're seeing people burning out, we're seeing a contractor in the size of the profession, and we're seeing long range efforts to alleviate that in terms of increasing class sizes, more veterinarians. But I just think that's the wrong, it's part of the answer, but it's a really, really stupid answer if we haven't fixed something that I think is at the heart of the problem. And that is that the market's kind of voting with its feet. We've had relative wage stagnation for a long time. We've got a completely different setup in terms of when I graduated in '97, '98, we didn't have such intense scrutiny or glare from social media or the perception of it.

Dr. Dave Nicol:

And we didn't necessarily have the sort of felt like it was more of a safety net. We didn't have the ownership structures that we have now. So that a lot has changed. And I think that's where for me culture becomes so important because if we can create cultures where people thrive, then I don't think we have a problem. If you look at veterinary medicine, does it tick boxes in terms of meeting human needs in terms of certainty, in terms of significance, in terms of variety, in terms of growth, in terms of connection, in terms of purpose. It ticks every box, or it should do. So, why is it failing people to the extent that we see this recruitment and retention problem that we've got? And I think the answer is because we're not being intentional about cultures and when we're not intentional about cultures, we get agendas, and fighting, backstabbing, toxicity of many different kinds, all driven by fear, uncertainty, stress coming to the front.

Dr. Dave Nicol:

And it becomes almost a, the culture becomes a cult of personality within practices. And it's the person with the biggest personality. I think it was Sean McVey first heard use the term the mean girls that rule the rest. So, that's what veterinary and has been. AKA culture has been a hot mess that's just been neglected or been unintentional. So with the report, I thought it was really important to try and to put culture in a map, to define it, because it's a little hard for people to define and to link actions that leaders can take in order to manage culture proactively so that we can create a better future for ourselves as business owners, but also for our teams. And really we're only going to create a better future for ourselves if we have happy teams. So it felt really important to try and do that work to link, partly to empower those who feel a little bit hopeless or lost and what they could work on. Partly just to kick people up the butt to say, we can do this.

Dr. Andy Roark:

I like where your head's at. I think this makes a lot of sense, right? It's funny, I've talked about this many times in the past. Culture in the workplace is one of those kind of, it almost makes you sound like some sort of a guru when you talk about it, just because, and I think this is the trap, right? When you say to someone what's important about running a veterinary clinic? They talk to you about patient care. They talk to you about average client transaction. They talk to you about being profitable. They talk to you, you know what I mean about all of these things, medical standards, things like that. And culture and relationships and the way people feel about their job. Man, that's all kind of some warm, fuzzy stuff. It's hard to get your hands around. You can't really measure it. You know what I mean? You could absolutely measure the number of patients that you saw yesterday, right?

Dr. Andy Roark:

And you can measure customer service scores and we do. And it's one of those things in life, in the world, where there is a fundamental requirement that if you don't take care of everything else is going to struggle and suffer. And you're never going to know why, you know what I mean? The beatings will continue until morale improves and you go, you are just driving this so hard, but until you take care of people, it's not going to happen. Think about other relationships you have in your life, where you rely on this person or you work with this person. And if you don't maintain that relationship, then everything else is going to be exponentially harder when you come together. And you can wave your hands and lie to yourself and say, well, she's a professional and I'm professional. And so we're going to show up and we're going to do our jobs and we're going to get them done. That's just not how human beings work. And I think it's less so. I think that there's a changing role in work, in our lives right now.

Dr. Andy Roark:

I'm really thinking a lot about this, is that like man, our jobs. And I mean, all of our jobs, not just vet medicine, but our jobs are replacing a lot of social outlets that we've had in the past. Do you know what I mean? How many of us look at our job as our social circle? How many of us look at our job as part of our identity? How many of us look at our job for purpose? You know what I mean? And meaning, and I go, man, our job is really creeping into a lot of our lives. And so the idea that we're going to put our feelings aside and we're just going to be professional and investing into the underlying relationship to make these people function together and feel comfortable together. That's a big misstep, but it's really easy to make when you get myopic about this is a business, these are the metrics. This is what we're paying attention to.

Dr. Dave Nicol:

Listen, and it's a business like ours, where there's so many things that demand attention, particularly as leaders. And I say that not because attention demands are not high for everybody else, but the primary job of a leader is not clinical medicine unless you're clinical leader, of course, but most leaders are team leaders. And as soon as you take that role on your primary job stopped being clinical medicine, your primary job started being team and team building and team wellbeing. And of course, that just isn't a skillset that you're trained with. It's not something that has an immediate payoff and it just seems to constantly be a thorn on your side. So clinical is partly retreat, partly highly addictive. It has immediate beneficial results for our wellbeing because stuff gets better relatively quickly. And there's a fairly straight connecting line between the work we put in as a clinician and the inputs and the outputs of resolved case, happy client, fixed pet and money coming in.

Dr. Dave Nicol:

It's addictive enough before that's being the case and it's profitable, it's what our businesses are apparently there to do. So it's very, very easy to hide out there, but it's such a giant mistake. So, time and what we spend on is absolutely critical.

Dr. Andy Roark:

Well, I mean, look at how we're trained, right? We're to practice the medicine and we're paid on production and neither of those things interface with team culture and leadership, you know?

Dr. Dave Nicol:

Well, it's funny. I saw a fun little infographic, which was describing as soon as your measures become targets, this used to be useful. And it is a measure of volume and the quantity of nails, and they were just tiny, tiny nails that had been made or a measure of.

Dr. Andy Roark:

The story on that is it was in communist Russia. And this is a real story, but it was communist Russia and the dictum came down that workers would be judged on, at first it was, they were going to be judged on the weight of the nails that they produced. And so we're just going to weigh the nails that you make and that's how you'll be paid. And so the workers just made these enormous nails that were completely functionally useless, but they weighed a ton. And then the higher up saw that and they were like, oh, no, no, no. Okay. We're going to fix that. We're going to pay you on the number of nails you make. And they just made a thumb tax and just cranked them out. And again, I got such a great illustration of you pick these targets and say this is what it is. And you miss the forest for the trees, man. That's such a great story.

Dr. Dave Nicol:

And possibly also why the KGB exists.

Dr. Andy Roark:

Exactly. It leads to interesting management structures we'll say.

Dr. Dave Nicol:

Exactly.

Dr. Andy Roark:

Let's get it to this, right? Actually, before we do, I want to ask you, so we are seeing a growth in corporate ownership of that practices, right? And in the UK, you guys are already what? You guys are well ahead of the US as far as corporate ownership, meaning was it at least half of UK practices? Right?

Dr. Dave Nicol:

Probably getting up to about 70% now.

Dr. Andy Roark:

And so my speculation is the US is going to be following that and will be at 50, 60%. That's kind of just, that's what my crystal ball says, but it's been a bit dodgy the last couple years, but anyway, I think that we're going that way. Does that make the problem better, worse or is it a net neutral?

Dr. Dave Nicol:

I love the question because it begs for an easy answer. And the easy answer is it's easy to kick corporate medicine.

Dr. Andy Roark:

Oh, yeah, totally.

Dr. Dave Nicol:

And it's the answer that I think a lot of practitioners want to hear because somebody needs to be at blame, at fault for all of this. But there are plenty of toxic independent practices, and there are plenty of very well run business units in corporate practice. I think it is my much more down to leadership skill and that comes down to individuals. It's not something that is particularly scalable in the way that technology is. It doesn't grow on trees. It doesn't arrive quickly. Heck, it took 15 years for me to get to this point of being fairly average in my leadership career as I see it. I started out with a model of leadership that was pretty hopeless. And now I think I'm better at it, but it's like everything and everything suffers the Dunning-Kruger effect. And the more I learn about leadership, I think I'm a reasonable leader, but the more I learn about it, the more I think, God damn it, I've only started touching the surface of this, could be so much better.

Dr. Dave Nicol:

But then I look back at where I was as a leader. I'm like, oh, no, but actually I think I'm pretty good at this now. And I've got the principles down, but I think that's part of the problem that exists in that corporate structures in theory, should create more space and introduce more professional managers and professional managers should have been exposed to better leadership skills and training because in vet medicine, we don't get exposed to anything. The reality is that corporate managers are generally completely over tasked, have far too many business units to look after, a few and far between and burn out just as fast as anybody else. And are also coming from other business sectors that as much as I don't buy the line that we're different because we're vets. I do think veterinary practices are still businesses and almost everything is still applicable from one business to the next, but where we are very different in is that we are absolutely purpose driven individuals who chose this profession.

Dr. Dave Nicol:

And we did not choose it for money. And we've got corporate measures that are necessarily particularly because of shareholders growth, and when you've got this much private equity money swell into an industry, it has to be about money. There's the rub. So, I think that's an uncomfortable thing. That's a brutal truth for corporate practice to deal with. And if it doesn't deal with it, then it's got one hell of a balance sheet problem building up that doesn't show up in a balance sheet, but it is called the Goodwill between clients and vets. That's going to walk out the door. But it's certainly, that is a long way from saying that corporate practice is to blame for poor leadership. Poor leadership's been around for forever.

Dr. Andy Roark:

Oh yeah. No, no, no. And I wasn't trying to tee up and say, oh, corporates are making this work. I was genuinely asking the question, is this helping or not? I think my take on it is, I think everything you said is very true, right? So, let's just own the fact that leadership on the ground plays a massive role in the culture of the practice that you work in. Right? And so speaking and sweeping generalizations of corporate, non corporate, I think you and I are both 1005% in agreement that the culture on the ground, the management and the leadership you have in the building that so far exceeds what logo is on their jacket. It just does. I think honestly my take and again, you've known me to be a perpetual optimist, I agree with you. And when I look at culture in vet medicine, I think the historic cultural problems in that medicine have maybe been, it has been a passion, right?

Dr. Andy Roark:

It has been this calling of this is who we are. We do this for the love. And as a result, we struggle with burnout because we keep this to our self identity and we lean into it. And my optimistic view is that corporations coming into our profession may help to swing the pendulum a little bit. You know what I mean? You know what I mean? We're seeing them come in and they're offering job perks that weren't offered in the past. And they're pushing up wages in a way that wasn't pushed up in the past. And I think a lot of people find it easier to separate their work and their selves when they work for a company, as opposed to when they work shoulder to shoulder with the owner. And this is our little thing that we made together. And again, that's all speculation, but I don't know, I think you answered my question pretty well as far as mixed bag, but the shifting landscape I do think is affecting some of the work experiences that we're having.

Dr. Dave Nicol:

And some of those things I think it's important to touch on, those things are clearly positives. There are what I think one of the best ways to illustrate this, I'll refer to another bit of study work that we're working on moment, but it's very, very easy to increase pay when you've got a big bucket of money. And a lot of independent practices don't have that bucket of money. It's very easy to apply what could be seen as band aids fixes to issues. And I'm not saying that this is what corporate medicine is all about. I don't think it is, but it is still very easy to put things that are sweeteners on there, which will not help if culture is rotten. And one thing that corporate is not, has not got right at all and needs to deal with is the fact that when a practice is acquired, an owner stays on for a bit of time, but frequently we'll start checking out, because that's generally what happens when you sell a business or leaves after one or two years, and then who takes over.

Dr. Dave Nicol:

And it's not that common that it's somebody with a heck of a lot of leadership experience. So you're losing somebody with all that mentoring, all that Goodwill, all that just that relationship knowhow and smart. And now you're bringing in somebody who's a three or four year old graduate vet. Well, Andy, when you were a three or four year old graduate vet, I don't know what you were like, but I know that there's no way that, I wasn't even doing veterinary medicine very well at that point. So, to do that and then layer in the stuff on top, that's a big, big ask. And so we are seeing the leadership echelons being younger than they were, and asking them to take on a leadership role without great training in a stressful environment, without the best of support necessarily, at the same time as building a clinical skillset is an incredibly stressful thing.

Dr. Dave Nicol:

And so, I think that in theory things can be better, but in practice the shortage of talent, the shortage of available talent and the retention of talent beyond that sort of really critical five year point where we see people burning out in the first year and a half, we see them burning out round by that five year mark for slightly different reasons. But the leadership coming from a clinical base that has the clinical work established, that baseline established, and then building on top of that, the secondary skill set that is going to serve them. And it's completely different skillset. That's a really necessary transition that we've got to get a lot of people through order to right the wrongs. I'm utterly agnostic about practice ownership. Yes, I'm an independent practice owner, but I work with corporate practices.

Dr. Dave Nicol:

Doesn't matter if they want to make leadership better, I'm very, very willing and happy to speak to them because the more people we can look after and give a great experience of veterinary medicine, the more people we retain for all of us to be able to hire. So if I look after a vet and I'm a good stepping stone in their journey, and they move on to your practice, I want them to go to your practice and go, wow, it was great working with Dave. It was just what I needed at that stage of my career. Now I'm a happy, great resource, and I'm excited to work with you, Andy. And neither of us loses. If I blow it, I've had a bad experience with that individual. Maybe they leave, maybe they go at you grumpy, it's not a good long term place. I think leadership is important and leaders enact, or control or shape is probably the better word. I like the word farm, actually the farm culture. It's a very organic process. You have to do certain things and go through a process in order to intentionally alter culture.

Dr. Andy Roark:

Well, let's talk about the interface of leadership on the ground with culture. Because we both sort of come back to this too, is the biggest driving factor is going to be, what is the leadership on the ground as far as how your experiences at work? So you guys put out this new study and I'll put a link in this show notes as well, so people can definitely check it out. But so when we talk about leadership on the ground, what are we talking about as far as the behaviors that matter? What affects people's experiences?

Dr. Dave Nicol:

So, we looked at four factors and their impact on culture and looked to assign a sort of a quantitative score to what that action actually was bringing to the table in terms of impact on culture. And so the four factors that we looked at were a really clearly articulated vision, the ability to manage time and prioritize, particularly prioritize leadership activities, the ability to deal with toxic staff behavior and the ability to hire effectively and effectively is one of those withy words. So, hire people who are the right technical and values fit for your organization in a timely way.

Dr. Andy Roark:

Okay.

Dr. Dave Nicol:

When you do those four things, your leader score, we created this and I'll say a couple of things about the numbers in a second, but the culture score of practices where leaders did not do those four things was a 5.3 out of a score one to 10. The culture score for leaders who did those things was an eight out of 10. And I think the slightly, the interesting things are that we did these surveys at two conferences, one across here in the United States and the other at conference in the US. So, it's great to get the data from wide locations, but these were management conferences. So these are practices that are actively interested in these subjects who care to answer the questions. And also there's an element of self grading here. So who's going to give themself a three out of 10, right? So, I think the scores are probably scoring a little higher than they should, but the differential is clear. You score slightly above a 50% if you do not look after these things, that's a hot mess for culture, but you can get up 80%.

Dr. Dave Nicol:

And in actual fact, we measure the culture scores for people when we've gone through and worked with them on those four specific areas in much more detail. And we know that we can get them much closer to nine. We get them to about an 8.9 out of 10, once they do these things and they're executing on it really well. So, the data is really compelling to say, well, actually, the two challenges with leadership from the culture, one, what is leadership? and what is culture? And there's so many things that could be defined as leadership, how my best place to spend my time. And so the message from this was really clear. You have to create a really clearly articulated vision that consists of a purpose, a mission, and a set of values. You have to use that set of values to hire effectively. You have to learn to put down the things that call for your attention, like clinical work and rebalance your time so you make time to work on things like vision.

Dr. Dave Nicol:

And if you've got some toxic people and mostly those are values clashes, then you have to deal with those regardless of how much pain that might cause you in the short term. That toxic staff behavior was the number one impact that made the biggest difference. Out of all four things, it was dealing with toxic behavior, the biggest impact on culture. But it's really hard. You can't set cultural tone, unless you've got a vision, you can't create a vision unless you create the time to work on that. And you can't really hire well, unless you've created the vision as well.

Dr. Andy Roark:

Okay. So all that makes sense. Unpack for me what it means when you say the number one thing that affect workplace culture was the ability to deal with the toxic employee. Give me some examples, paint me a picture of what that looks like. Give me conflicting, here's what I want. I want contrasting examples. What does it look like when a leader does not have the ability to do this, or doesn't have the desire to do it versus when they do? Can you help me see that image?

Dr. Dave Nicol:

So a good example would be the leader. Let's say, you have a very effective technician on your team. And it could be a veterinarian. I don't want to beat up on technicians, as a team member, choose your poison. Okay? So, I'm going to think about a technician who is very influential. Who's very, very good at their job. They know where everything lives. They get stuff done on time, but they don't like change. And they're vocal about not liking that change, but they're also behind the scenes. They're going to undermine that change that you want to put in. And so that person seeks to sow the seeds of doubt. They tell people why they should resist the change. They build up opposition to whatever thing that you're wanting to work on. And they create a verminous moment or situation in your practice on this one issue but perhaps on many issues. They might be doing that because they feel threatened by it. They may be doing that because, and that's the number one reason why people resist change is because they're scared.

Dr. Dave Nicol:

What does this mean for me? What am I going to lose? What I mean of less of something, not against something. What does this mean for me? And so we tend to resist things that we don't understand, even if they might be good things for us to do in the long term. So, that that person creates and sows distrust. Now, they're not going to get everybody to resist, but they're going to sow doubt in people that might have gone with you, are going to be a bit more resistant. They're going to look for allies and other people who don't want this change, whatever it is. Let's say you're into using a new anesthesia protocol and you want to start using different drugs, or you want to go to using fluids or blood testing as a standard beforehand. But that narrative flows through and now the doctors are not behind it. They don't actually. And you know when a doctor doesn't get behind something, doesn't fully believe in something, that doesn't come across. It's disingenuous and the clients see through it in a heartbeat.

Dr. Dave Nicol:

It's not sold well, it's not presented well. And so the thing doesn't happen and it's real easy. Oh, the clients aren't really into this so maybe we should stop doing it. Or that person, there's the side chats that are happening and you walk in a room and everything stops talking. And suddenly you feel like you're an enemy in your own practice. That kind of carry on happens every day, up and down country. You leave that person in place because they're not that bad. And they're really good at their job. So let's just leave them be, but who really controls the culture? Who's setting it to own and the pace for the practice culture right now? It's not you as the owner. There is leadership happening, but it's not coming from you. You're leading by abdication because you just want it to be okay, because it's really hard to hire technicians. And if I lose this person, they're going to burn this whole place down and that could be true. I've experienced it.

Dr. Dave Nicol:

Now you compare and contrast that against the person who gets it, who understands where you're going with the vision, their agendas is your agenda, because both your agenda is a shared purpose, because you've cooked this purpose up together as a team. I think actually this is one of the challenges you have with corporate practice when you've got the big board level, C-suite mission, vision, values, all of that stuff. And you've got the words, the values, integrity. And then you've got a whole host of people who are not necessarily interpreting that, but just trying to get by an action, start happening, that start grading or violating those values and everyone calls bullshit. And now we just do it, we're our own little enclave here. So we've got a very, very solid local culture of them and us against the corporate machine. And we're going to do veterinary medicine really well, but we are not aligned really with that thing up there, our purpose is we're a Merry band of squash buckling pirates, doing our thing on the high seas, but we're not part of the Navy as it were.

Dr. Dave Nicol:

So, back to your example, so that could be one toxic behavior. You could have another person who is a veterinarian, let's choose a veterinarian who explodes, who has anger issues. They're really, really good at their job. They create tons of value in terms of doing cases, but they blow up or they bitch and they moan about the technicians openly to a colleague to another vet. And it just crushes the technician team lose confidence. So they refuse to work for that person. Or it's so stressful. You've got absenteeism or people not showing up to, they're calling in sick, they're leaving. You've got Mary go around a staff, walking in the door, these things hammer culture. And of course every time someone new comes in the team reverts to the storming phase of Melbourne's team curve. As you've got forming, storming, norming, performing and adjourning on the Bevin's team development curve and anytime a team go through change, you go through this curve. So if you've got a toxic team, your team is always stuck in storming phase.

Dr. Dave Nicol:

And if you've got team members leaving and coming in, that will add to the storming phase, because nothing ever gets to be normal in a way that's functional or maybe, and actually I would put myself in this bracket as I would describe myself, not it would never have been described as toxic, but I was always going to do it my way. I was really resistant doing it according to the process. The standard operating protocol? Not me, sir. No way I've been taught to do it this way and that's the way I'm going to do it, or hell mend you. That's toxic. Looking back and I think God, that was really ego behavior.

Dr. Andy Roark:

Well, I think you and I both came from that place and I think it's part of the growth of a leader, right? Especially if you're someone who makes your own thing or you start the practice or you start the business. And I think that's both of our personalities is, we have very strong ideas about how things should be done and how we're going to do it and how this is going to work. And they're driven by passion and they're driven by a vision. I think the life cycle of the business is I think that works really well up front. You know what I mean? When you're getting something started that person who says, Nope, this is what we're doing. This is how we're doing it. They're really valuable. They really get things up and going. I think you and I both had the painful experience of growing our businesses to a place where it's not just us anymore. And it's not just us and two or three other people, it's enough people that you can't just do what you want to do anymore.

Dr. Andy Roark:

There's too many people affected by the ripples when you splash around. And so process ultimately rises up, when you zoom out and you look at startup culture and entrepreneurship and things like that, that is a classic lifestyle or life cycle of the entrepreneur. Is you come in, you move fast, you break things, you do things, you do them in weird ways and you get the energy up and you create the experience. And then after that generally process people sort of take over, and we standardize and we streamline and we systematize. And a lot of times the entrepreneurs sort of people, they either grow into that system or they chase against it. And they often leave. And so I think that is a life's cycle growth project for a leader.

Dr. Dave Nicol:

It definitely is. But that's a real challenge for depending on what you're, if you're in a startup vet practice, that's where it will be for many of us. And if you've got a more mature business and now I own a clinic that's been around for 15 years. I've not owned it for that long, but it's been there for a while and this team has been together and one guys or another for several years now. That's a different beast because I don't go in it. I'm not there ever. So the cultural tone might be set by me, but that culture's formed by a team, a group of people who we came together and said, right, what do we want this practice to be about? And we literally built the vision, a four year vision in this case. And everybody was involved. All the senior leadership team was involved. And so now everybody's behind it and we want that. We're going to make that thing happen. Lo and behold it's happening. And do we hire people sometimes aren't great fit for it? Yes.

Dr. Dave Nicol:

But it's really obvious really soon. And the team has the confidence to say, this is not the right fit, time to move on from that person. And it never goes straight to that, but we're also really clear about this is the expectation. This is how we do things here. And these things are, hiring effectively. There is not a job ad that doesn't reference our vision and values. There's not a person works that hasn't been through a value assessment and three or four other steps in the recruitment process. So, it gets it right more than it gets it wrong. And this is what we've got to do to make veterinary medicine sustainable. It's been sustainable from a profit point of view for forever. It's been sustainable from a clinical point of view for forever. We tick the boxes there. It's not been sustainable from a team point of view. And increasingly business owners now are struggling with sustainability, and that's partly what's driving them to sell practice because it's just too hard.

Dr. Dave Nicol:

But the difference between a practice that is an absolute delight and a practice that's a total nightmare is the vision, and culture flows straight out that vision. It's just not this E throw, oh, I don't know how to make folk culture. It's really easy, create your vision. And a part of that vision will be articulate your values. I wouldn't have more than five or six. Don't just articulate them in a word, articulate what that word means in your culture and in your setting, and then tell everybody what those things are. Better still, come up with that code of conduct yourself. But if you've got six values and you've got three things that you, three definitions of what that word means, integrity, what does that mean? Best practice. What does that mean? What does innovation mean for you? Because it will mean something different for me than it does for you. And that's fine.

Dr. Andy Roark:

Sure.

Dr. Dave Nicol:

But just define it and then stick to it. And I was onboarding a new team member today and we went through part of the training exercise. We talked about what our values are, what they mean, when you should use them. And I cannot dream of bringing anybody onto a team where we do not, call it brainwashing or indoctrination or onboarding or whatever, but there is no way that-

Dr. Andy Roark:

Indoctrination has gotten a bad rap. Indoctrination has gotten a bad rap, that is a loaded word.

Dr. Dave Nicol:

Brainwashing?

Dr. Andy Roark:

That's sort what we're talking about. I mean, brainwashing has been out of favor for a while now but it's coming back. It's all- [crosstalk 00:40:51]

Dr. Dave Nicol:

I mean, pulling back because there's just a lot that you can kind of focus on. It's interesting, the things that came out of the study that were really interesting to me were there were certain, I don't know if I should call them hidden gems or complete shockers, maybe both. But if you at a conference ask people what their vision was, it's funny. We found 40 just about 45% of practices have absolutely no vision at all. I either just showing up and doing veterinary medicine day after day, after day, after day, no wonder people are exhausted. Three quarters of practice owners have no time for leadership behaviors. Interestingly, only four hours-

Dr. Andy Roark:

That always blow that always blows my mind. Right? That's the working in the business versus working on the business trap that our friend Peter Weinstein likes to talk about.

Dr. Dave Nicol:

Well, and it's so it's so clear why it happens is because the clinical work that they're spending time on is so overwhelming and so never ending. And so what they know what to do, it's the comfort blanket and it also generates revenue but it's-

Dr. Andy Roark:

Oh yeah. You can justify seeing cases all day long. Right? And the other part, I didn't think a lot about this recently. Well it, and it's the sunk cost thing too. You're right. Like I gave eight years of my life to do training, to be able to do these things. And now you're telling me I shouldn't do them? Someone else should do them. That feels wrong, I think at a deep level. But like, yeah, that is what I'm telling you.

Dr. Dave Nicol:

40% of practice are the ones we spoke to have, what they describe as toxic behavior. And coming back to your point, the reason people don't deal with it is because they're scared to deal with it. We're conflict averse as well, or it's not the right moment. I'll just do that in a day or two and then the clinical work gets in the way again. So each of these four things, it's really hard to separate them out. But the number one thing, the first step is for the leader to take the mental leap to say, I'm going to put this thing here down, not completely down, but let's say instead of doing 90% clinical and 10% absolute firefighting, how about I drop to 60% clinical? And I can do 10% leadership and 20%, 10% firefighting, 10% pro active team management. What would happen if I did that? Oh, I might have to hire somebody new. Yes. And then you might also see your family and your friends and it's great. You can't be the richest person in the graveyard. What's the point in that?

Dr. Andy Roark:

Well, the other part too, that again, it kind of goes back to that whole working on the relationship is not immediately visible and apparent, you know what I mean? There's other things that are clearly much more visible and measurable, but that culture work, that relationship work. Same thing with people are like, ah, but then I have to hire someone else. And I would say, every time I have hired someone else, I have gnashed my teeth about it. And then my business has expanded to, you know what I mean? To generate that revenue plus more. It is just getting to that place where I go, God, I need more help. And then getting more help and getting the right help. It has always worked out.

Dr. Dave Nicol:

Well. Right. And that's because you've invested time and energy in the skills to allow that to happen. So, if you fear it and then you hire badly and the person doesn't work out, it's too easy to say, well, that don't work or give up, but there's millions of businesses around this world that are working just fine on that basis. So, why are you special? The answer is you just didn't focus on the right skill set. But if you take the time to think about why you need this person and you take the time to think about what skills they need and what values they must have, and how you're going to assess, select for those. And then you put time and energy into that recruitment process. I describe that as 10,000 or maybe even a hundred thousand dollars in artwork, the problem is it doesn't have a dotted line straight to the revenue line of your accounts or the end of day takings. In fact it has a negative impact on your immediate end of day takings, because you're not doing clinical work when you're doing it.

Dr. Dave Nicol:

So it hurts a little bit. And then you grow because that person shows up, does a good job. And now you've got space. And then you've just got to deal with your guilt about not doing all the work in your practice because that's another thing that vet leaders carry. We see a source of power being able to do everything and know everything. And that's how people respect us. And as we help people grow and we bring people into the business and suddenly there's not that much pressure on us. It's like taking time off. How many veterinarians feel bad about taking time off? They feel edgy. They feel like I should be doing something. And it takes me 5 to 7 days to get over that feeling of being away from work-

Dr. Andy Roark:

And then it's over.

Dr. Dave Nicol:

Right? Exactly. So, I'm like I'm good.

Dr. Andy Roark:

I can have one day, and then I go back.

Dr. Dave Nicol:

Exactly. But as a leader, if you can. Listen, if you love doing the clinical work, get somebody in to do this for you, but commit 10% your time to working with them so that the culture they want to grow on your behalf, you're not one of the people resisting it. If you love big picture strategy work, put some of the clinical down and get into this stuff because it is incredibly good fun being in charge and have this blank sheet that is your business. Our businesses don't own us or they shouldn't own us, but frequently they do. I feel like they do.

Dr. Andy Roark:

No, I completely agree. Dr. Dave Nicols, Dave Nicol, you and Dr. Dermot McNerney wrote leadership actions and their effects on veterinary practice culture. I'll put a link in the show notes, where can people find you if they want to learn more from you?

Dr. Dave Nicol:

So two best places. So all of the work that we're doing is published on the VetX International website @vxinternational.com. I've decided, so my new year's resolution this year Andy is to spend less time on Instagram. I have to say, I'm going to make Twitter my place to hang out this year.

Dr. Andy Roark:

That sounds like a terrible idea. Twitter? Are you going to hang out on Twitter? [crosstalk 00:47:41] I'm sorry. I have very strong negative Twitter emotions.

Dr. Dave Nicol:

I know. And I feel like-

Dr. Andy Roark:

Instagram is negative.

Dr. Dave Nicol:

It could be a horrible thing.

Dr. Andy Roark:

It's like Florida's too hot, let me go to hell. That's the analogy that I heard.

Dr. Dave Nicol:

Well, I'm enjoying the conversation and a bit of the back and forth. And obviously I feel like that's going to be about a month until I feel absolutely like, this was a horrible idea, but I'm I also, at Dr. Dave Nicol, spelled N-I-C-O-L, anywhere on the socials I will be, but I will be actively managing my Twitter account. Others will be actively managing my other accounts. So if you want to reach me, Twitter's the one to go for.

Dr. Andy Roark:

Oh man. All right. Thanks for being here my friend.

Dr. Dave Nicol:

It's a pleasure. Thanks for having me, Andy. I appreciate you brother.

Dr. Andy Roark:

And that is our episode. Guys, I hope you enjoyed it. I hope you got something out of it. Thanks to Dave Nicol for being with me. I love that guy. It's always hard to schedule because he's on the other side of the pond talking to me. And again, I appreciate him making time to hang out. This episode will be on YouTube. That's right. Dave was very gracious in letting me use the video feature on our software for the first time. And guys, I'm playing around with the idea of putting some podcasts on YouTube. I know a lot of podcasts get a lot of listenership. A lot of people like to be on YouTube and they can consume podcasts that way with sort of the video component of it. It's not super exciting video, it's just me and Dave talking to each other, but we'll see how it goes.

Dr. Andy Roark:

If you are a big a YouTube person, you're like, man, I just wish that Andy would put some podcasts on YouTube. So I could just listen to them there. Check out the Dr. Andy Roark YouTube channel, and we're going to see how this goes for a little while. So anyway, exciting times over here. Gang, take care of yourselves. Be well, talk to you later. Bye.

Written by TylerG · Categorized: Blog, Podcast

Jan 19 2022

Is People Insurance the Problem with Pet Health Insurance?

Uncharted Veterinary Podcast Episode 161 Cover Image

What's This Episode About?

This week on the podcast, Dr. Andy Roark and Stephanie Goss are joined by Melissa Gutierrez, Senior Vice President and General Manager of Pets Best Insurance Services. We are super excited to talk with Melissa about an interesting question regarding pet health insurance, which is “Is people insurance the problem with pet health insurance?” Let’s get into this…

Uncharted Veterinary Podcast · UVP 161 Is People Insurance the Problem with Pet Insurance?

This episode is sponsored by Pets Best Pet Health Insurance.

You can listen to the episode on Apple Podcasts, Spotify, Google Podcasts, or wherever you get your podcasts.

Got a question for the mailbag? Submit it here: unchartedvet.com/mailbag

Upcoming Events

Starting January 26: Strategic Planning with Andy Roark and Stephanie Goss

Back by popular demand, Dr. Andy Roark and Stephanie Goss will be leading attendees on a theoretical and practical approach to developing a formal strategic plan for your practice. This time, we will be breaking this course into four parts – each consisting of a two-hour session! You can register for each individual session independently or sign up for the entire series. For those attendees who complete the entire four-part series, an Uncharted Strategic Planning Master certificate of completion will be offered. *Buy 3, Get 1 FREE deal ends on January 26!

January 26: The Successful Strategy Meeting with Andy Roark and Stephanie Goss

Learn to confidently run a powerful planning meeting with your key staff members that will stay positive and productive. Have a clear plan, get great engagement, leverage the collective power of your group, and finish with an actionable plan. The first session teaches you how!

April 21-23: The Uncharted Veterinary Conference, LIVE in Greenville, SC

The Uncharted Conference in April is our flagship event. In celebration of 5 years serving the veterinary profession, we have shifted the focus of this conference inward. You’re not looking to grow your business outwardly – you’re looking for ways to build resiliency and reignite your love for your career. During this 3-day adventure in beautiful Greenville, South Carolina, you’ll be discussing topics like hiring for culture, creating the story that becomes your path, and building smoother, more simple ways to practice. This event is open to members only. Registration for this conference closes on April 1, 2022. DO NOT MISS OUT – Snag your spot today.

All Upcoming Events

A UVC MEMBERSHIP IS YOUR KEY TO FINALLY GETTING THINGS DONE AND GROWING YOUR VETERINARY PRACTICE.


Episode Transcript

Stephanie Goss: Hey, everyone. I am Stephanie Goss, and this is another episode of The Uncharted Podcast. This week's episode is being brought to you ad-free by our friends at CareCredit. This week on the podcast, Andy and I are joined by our guest, Melissa Gutierrez, who's the senior vice president and general manager of Pets Best Insurance Services. And we get the pleasure of talking to Melissa this week about a very important question that Andy and I are both really excited to dive into, which is, is people insurance [00:00:30] the problem with pet, with pet health insurance?

We are gonna talk about some of the differences between people in pet health insurance, how it works differently, and how do we educate our teams and ourselves, so that we might stop linking it to people insurance if they really are so different and if it's detrimental to pet health insurance for that to be our dialogue? Let's get into this, shall we? And now, The Uncharted Podcast.

Dr. Andy Roark: [00:01:00] And we are back. It's me, Dr. Andy Roark and Stephanie, the one and only Goss.

Stephanie Goss: (laughs).

Dr. Andy Roark: How are you doing?

Stephanie Goss: That was, that was, that was kind of a soft, quiet one, but I really like it.

Dr. Andy Roark: The w-

Stephanie Goss: (laughs).

Dr. Andy Roark: The one and only Goss.

Stephanie Goss: I l-, I like it.

Dr. Andy Roark: Yeah.

Stephanie Goss: I, I will wear the crown today. (laughs).

Dr. Andy Roark: The one and onl-, my one and only. Um, how are you doing?

Stephanie Goss: I am great. We have a special guest with us today, which I'm really excited about.

Dr. Andy Roark: We do have a special guest. Uh, Melissa Gutierrez is [00:01:30] the senior vice president and general manager of Pets Best Insurance Services. Thank you for being with us, uh, Melissa.

Melissa Gutierrez: Thank you. I'm really happy to be here.

Dr. Andy Roark: I, uh, I am glad you're here. I wanted to, to have you on. You know, those of you who have listened to the podcast for a while know that I'm a big fan of pet insurance. I, I, I think it is rewarding for practitioners, because pets owners who have pet insurance are excited to be compliant. They're excited to do the services. Um, I think it makes the whole money part of our job go away. It's a much more rewarding way to [00:02:00] practice and they, they feel good about it.

Stephanie Goss: Yeah.

Dr. Andy Roark: And so, um, anyone out there who has a practice where you talk about pet insurance and you have pet owners on pet insurance knows that you love to have pet owners on pet insurance, because they come in and they're ready to do the things that are gonna let us do our job. And so, it is deeply rewarding and also it, it, um, it makes life easier when you have pet owners who can financially afford to do the things to take care of their pets. So, I'm a big, big fan of it. I talk a lot about exam room communication.

I talk a lot about, how do we say things to pet owners? [00:02:30] Uh, you know, how do we talk in the exam rooms? How do we communicate ideas? How do we put things into people's minds, so that they get them? Like, I don't like to talk anybody into anything. I like for them to understand the reasoning behind what I'm saying and to act on their own accord and say, “Yes, this is something that I like.” The reason I wanna talk to you today is because you have a position that I've, I've come across recently that is very different than my own.

And so I'm just gonna be very candid at the very beginning and say, uh, I was, I w-, I wanna have this conversation, because what you talk about and [00:03:00] how you talk about pet insurance is very different from how I talk about pet insurance. And I wanna understand those differences. I wanna understand the reasoning behind those differences. And I kind of wanna understand your approach in your system, so that I can incorporate into what I do or, or, you know, I, I may need to update, update the way that I talk about this. So, does that sound okay?

Melissa Gutierrez: Sure. You bet.

Dr. Andy Roark: Okay. So I, I have always brought people into the exam room to talk about pet insurance. And it's one of those things, I think it's best to have the conversation early and often. So, you know, it is a whole lot [00:03:30] easier. The worst thing is when, when (laughs) people have a sick pet and you're like, “Oh boy, would've been great if you had pet insurance.”

Stephanie Goss: (laughs).

Dr. Andy Roark: That doesn't help anybody. I have those thoughts-

Melissa Gutierrez: That's right.

Dr. Andy Roark: I, I (laughing), I, I a hundred percent have those thoughts. Don't, don't vocalize that. That doesn't help anybody. But, but you, that's, that's when everyone goes, “Oh.” So, so have, have it early and often, right? Talk to them, talk to them when they're, when they're, when they've got puppies and they've got kittens first time visits. I, I really think building that into the system is important. But the way that I have talked about it in the past is I have very much tied it [00:04:00] to human health insurance. And the reason I have done that is because to me, uh …

And again, this may be my own worldview as kind of a, a privileged position, I guess, where you look at, uh, health insurance and you say, “Wow, that's something that's really important.” And, and I think people may recognize the importance of that. And so when I talk about it, I do tie it to human health ins-, insurance, 'cause I, I, I always felt like it helps people to get it. The other, the other reason I, I try to tie it to human health insurance or have done that in the past is in the early days of pet insurance, I remember [00:04:30] I was a young doctor.

Maybe I was just setting the, the conversation up wrong, but early on, I would talk to people about pet insurance, and I could see them running the math in their mind. And it was like they wanted to make money on the deal. You know what I mean? They were like, “Which, which one is cheaper? Is it cheaper for me to hold my money? Or, or do I get ahead doing this?”

Stephanie Goss: Yeah.

Dr. Andy Roark: And so I, I mention human health insurance. And the reason I do that is because I … And I'll say to them, “It's like human health insurance. You don't want to win the [00:05:00] game. You to lose the game.” I want, I want the CEO of, uh, the health insurance company that I use 60 years from now to high-five his colleague and be like, “This Roark guy is 105 years old and has never made a significant claim.”

Stephanie Goss: (laughs).

Dr. Andy Roark: Like we have got so much of his money and paid out none of it. I'm fine with that. That, that it's ideal for me. Uh, and so I, I say that to get them to change their head space. And so that is, that's kind of the approach that I've taken. You [00:05:30] talk about distancing pet insurance from human health insurance and why it's gotten here. So, so, so lemme open the floor to you. Uh, go ahead. Just let's start broad. Uh, gimme some background, I guess, on, on how you're looking at pet insurance and then, and then let, let's walk together into, uh, ha-, how do, how do we communicate it?

And, and, and the similarities, differences and the communication strategies around that and leveraging human health insurance or, or not.

Melissa Gutierrez: Sure. And, and, uh, again, [00:06:00] Andy, thanks very much for having me. I'm happy to be here and, um, really excited to talk about pet insurance. I'm one of those people who said I would never … Well, you should know, my father was an insurance agent-

Stephanie Goss: (laughs),.

Melissa Gutierrez: … and um-

Dr. Andy Roark: (laughs).

Melissa Gutierrez: … I said … You know, after I got out of college and he's like, “Well, you should maybe apply in,” you know, I said, “Well, I might get a job, but I will never stay in insurance.”

Stephanie Goss: (laughs).

Melissa Gutierrez: Uh, 33 years later-

Dr. Andy Roark: (laughs).

Melissa Gutierrez: … actually, 34 years later, here I sit. So-

Stephanie Goss: That's [00:06:30] funny.

Melissa Gutierrez: … I'm one of those people who said they'd never do it, and I did it. And, um, you know, my dad is, uh, still laughing about that one. But-

Stephanie Goss: (laughs).

Melissa Gutierrez: … I spent a career in insurance and I think you make a really valid point, which is, lots of people do the math. And by-

Dr. Andy Roark: Yeah.

Melissa Gutierrez: … that, I mean, right? They, they tend to think of it as like a savings account. Like, “I'm going to be-“

Dr. Andy Roark: Yeah.

Melissa Gutierrez: “… I'm gonna be putting my money in, and I'm gonna get my money out.” And the reality of the matter is, when you're paying an insurance premium, regardless of the product, what you're buying is protection.

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: [00:07:00] Yes.

Melissa Gutierrez: You're buying peace of mind. And many people don't think about it in that way. And so, you know, what I would say is that is one of the common things with human health. So, you know, if you use human health insurance as a way to just kind of tell people why protection is important, I think that's really valid. Our position on, can human health insurance sort of be the problem with pet insurance, has to do with a few key sort of misperceptions, I would say-

Dr. Andy Roark: Okay.

Melissa Gutierrez: So-

Stephanie Goss: [00:07:30] Mm-hmm (affirmative).

Melissa Gutierrez: … so fundamentally, they're both protection products. Um, you know, Pets Best was founded by veterinarians. And the idea was, we ever want, uh, economic euthanasia-

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Melissa Gutierrez: … to exist, right? We're trying-

Dr. Andy Roark: Right.

Melissa Gutierrez: … to, we're trying to, to, to move away from that. We want a pet parent to be able to do the right thing for the pet. And so when we talk about human health insurance being kind of the problem for pet insurance, there are a few key reasons we say that. One is, [00:08:00] pet insurance is regulated by the departments of insurance as a property casualty product. So, it is fundamentally different, right? In terms of just the state insurance departments and how they look at it and how they treat it.

Stephanie Goss: Mm-hmm (affirmative),

Melissa Gutierrez: And that shows up in a couple of ways. Um, number one, the concept of like a health maintenance organization or a network doesn't exist.

Stephanie Goss: Right.

Melissa Gutierrez: So, there are no preferred providers. Any veterinarian, including a specialty clinic, um, is going to [00:08:30] be, you know, a, a, a qualified practitioner.

Dr. Andy Roark: Yeah.

Melissa Gutierrez: So, that's a big one, right? Any licensed veterinarian, uh, or emergency clinics-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … any of that, all covered by the plan. And I think a lot of times, people think, “With human health, well, it's a different system,” or “I need a referral to go to a specialist,” or, you know-

Stephanie Goss: Right.

Melissa Gutierrez: … “I can't go to an ER,” that kind of thing. So, that's one big difference. Um, the insurance policy is, is between the pet owner and the company. So, that's [00:09:00] the other part, right? With human health insurance, you're obviously having a contract typically with the insured.

Dr. Andy Roark: Mm-hmm (affirmative).

Melissa Gutierrez: And in this case, the insured is the pet, uh, you know, and, and s-

Dr. Andy Roark: Got it.

Melissa Gutierrez: … but the contract is with, is with the owner. And that, I'll come back to that in a minute, 'cause it's, i-, there is an important nuance here.

Dr. Andy Roark: Okay.

Melissa Gutierrez: Um, you know, I think, I think what I would say too about some of these differences, one thing is, you know, that's better for the vet. And you said, “Why?” I think, I think that it's better for the veterinarian, [00:09:30] because pet insurance is a lot easier than it is for a medical insurance practitioner or-

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Oh yeah.

Melissa Gutierrez: … physician when you think about, you know, it's easy, right? The veterinarian doesn't have a lot of involvement. Uh, their cashflow is still their cashflow, because they get paid right at, right up front-

Dr. Andy Roark: Right.

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … and then the policy holder is reimbursed after the service. But a key point here too about kind of how the contract work is a big difference with medical insurance or, you know, traditional healthcare and pet insurances, there's [00:10:00] not, uh, the carrier or the insurance carrier or provider doesn't really dictate a treatment plan. So, it's not like if you have condition A, the acceptable treatment is Condition B-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … or I mean, is, is Treatment B. So Condition A, Treatment B. Basically in this case, the, uh, policy holder, who is the pet parent and the veterinarian, are consulting on, what's the best thing to do for the pet?

Dr. Andy Roark: Mm-hmm (affirmative).

Melissa Gutierrez: And there's no prescribed treatment plan. There's [00:10:30] no, “You have to do it this way.” So, in many-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … cases, right? With medical insurance, you've got specialty drugs that you need to get, like go before an approval board or you need to appeal. It's not really that way in pet insurance. You know, they're, the-

Dr. Andy Roark: Yeah.

Melissa Gutierrez: … the treatment plans are a little, uh, less prescriptive, if you will.

Dr. Andy Roark: Yeah.

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Oh yeah. I think that that's one of the great flexibilities in, in pet insurance. Right? It's um, I've never, I've never had a pet insurance company come back and ask me about my treatment protocol. They've always, it's always been just, it's always been a pretty, [00:11:00] pretty good process. I think a lot of people, uh, in vet medicine, you know, we look at human medicine for obvious reasons, and we look for parallels. And, uh, the rise of insurance in human healthcare, uh, it was a rather terrifying thing for practitioners. And so-

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: … I, I think that, um, I, I think that the, the system that we have will where pet owners get reimbursed and that's not a, a big process inside the vet hospitals, I think that, that makes a lot of sense.

Melissa Gutierrez: Yeah.

Dr. Andy Roark: Have there been changes in the way, during the pandemic, that pet owners, uh, interface with pet insurance? I mean, so the communication [00:11:30] process, how has that been streamlined for them? How are, how are they communicating differently than they did back in the pen, pen and fax machine days-

Stephanie Goss: (laughs).

Dr. Andy Roark: … of, of years, of years past?

Melissa Gutierrez: Yeah, no, really, you know, really, uh, great question. I mean, pet insurance is, you know, is, I guess what I would call, uh, a newer and kind of more emerging product. But certainly, those of us that have, uh, you know, apps that can allow for scanning an invoice and uploading your invoice and that kind of thing [00:12:00] are at an advantage. I think you, we, we have seen that increase, because people don't wanna work in person. And so, you know, for us, while I would say the … I don't know, that, that, uh, the pandemic brought on a really significant change.

I do believe that it forced all of us to be more innovative in the way, you know, we worked with consumers who maybe weren't comfortable with an app, for example.

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: But most of us who had apps, wha-, what you have now is a lot of people who are willing to do services on the app, upload [00:12:30] their claim-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … where it might have been pen and paper in the past.

Stephanie Goss: And I think back to when I first started in vet med and having the conversation about pet health insurance with, with clients, and when you think about human healthcare, the one good thing is the client or the consumer is, I, I don't have to deal with the paperwork on the insurance side-

Dr. Andy Roark: Right.

Stephanie Goss: … in the beginning. Right? Like my, my doctor's office deals with all of that. And so when I started in veterinary medicine, that was often a hurdle with a lot of owners, [00:13:00] to your point, Melissa, because a lot of the companies didn't have apps back then. They were u-, it was pen and paper. They had to do the paperwork, and, and that was scary for a lot of them. And they were just like, “The, this is too much work. I'm not interested in doing all of that work.” Right? So, I certainly appreciate the changes that have happened, uh, in, in recent years and the uptick, I think, in clients who are like, “Oh, this is super easy.”

And I appreciate the changes that we, as an industry, have made to support that, because [00:13:30] I think that that was, that was a barrier that we didn't help clients solve for a really long time.

Melissa Gutierrez: Yeah. And you know, I mean, the other thing that is really great about pet insurance, again, not necessarily pande-, pandemic driven, but certainly, uh, you know, what I would consider to be highly innovative, but also related to the fact that it's a P&C product rather than a health product-

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Melissa Gutierrez: … is the signup process is so quick and easy.

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Melissa Gutierrez: I mean, listen, I worked in, you know, I worked with standard property casualty, like automobile [00:14:00] insurance for many years. And, you know, you're talking about an application that's pages long, right?

Dr. Andy Roark: Mm-hmm (affirmative).

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: Or with medical insurance, pages long. And with pet insurance, it is so quick and easy. It's like, you know, a handful of questions and you're, you're done. You're in.

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: And so, um, what I think has been really great about it is some of those kinds of tech improvements. And then on the claims front, you know, what we're starting to see is you have all kinds of new technology coming in that makes an easy process even easier. [00:14:30] So optical character recognition where an invoice can be read and scanned, right? On, into phone. The quality of the image maybe used to be a problem-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … but now, you know, uh, it, the, the technology can kind of … You know, if your receipt's been crumpled in your back pocket for a while, right? The technology can kinda, uh, m-, address that and make it even easier.

Dr. Andy Roark: Yeah.

Stephanie Goss: Yeah.

Melissa Gutierrez: So it's, it's just become unbelievably easy. And, um, I have, uh, I have a little, uh, a cat, my … Well, I have two cats, [00:15:00] but my, um, my most loving cat, his name is Elvis. And Elvis-

Dr. Andy Roark: Okay.

Stephanie Goss: (laughs).

Melissa Gutierrez: … um, Elvis was a stray. And, you know, we went, I went to my gym where I, where I work out and, um, Jamie had found Elvis. And, um, she was looking for a home for him. And long story short, because he was a stray, I went to get him pet insurance with Pets Best.

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Melissa Gutierrez: … and he was uninsurable. However, on the app, they basically said, “Well, [00:15:30] because he, you know, is not eligible for medical insurance, but he is eligible for an accident-only policy, would you want this coverage for Elvis?” Right? Quick and easy. And so one of my cats has the full medical policy. The other one has accident-only, because he has an underlying condition, uh, an autoimmune issue that, you know-

Dr. Andy Roark: Mm-hmm (affirmative).

Melissa Gutierrez: … makes him uninsurable. But I was still able to get coverage for him. So, you know, uh, in the case of accidents, bites, or car, whatever the case might be, you know, he's still gonna have some coverage.

Dr. Andy Roark: Can, can you speak a-, as sort of a high [00:16:00] level to start off with about the perceptions and misperceptions that you see in pet owners? Like what, do you think that they get it when they start first, see these policies? Uh, yeah. So just going from there, I guess. Do you think that pet owners tend to get it? And if not, where are their points of confusion?

Melissa Gutierrez: I think they … Uh, here's what I, I think they don't get and where their points of confusion are. And, and that's, it's related to … So, let me tell you how, how pet insurance compares [00:16:30] to a lot of other insurance. We get a lot more claims. So, as a percentage, and if you look at, if you look at a hundred people buying an insurance policy, pet insurance will get far more claims than any other insurance policy you would buy.

Stephanie Goss: Sure.

Melissa Gutierrez: So, people buy the product to use it. And that takes me to the misperception. I think that the misperception is very a often, you know, if I have an animal, and they have a condition, and it's going to require a $5,000 [00:17:00] surgery, and I know about that condition, I'm gonna go buy an insurance policy for 20 bucks a month, and get that surgery paid for right out of the gate. Right?

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: That's the misperception. And so that is what's known as a preexisting condition. And the truth is, depending on your medical plan, you know, there were plenty of, of ti-, plenty of years, like before healthcare reform, when-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … preexisting conditions were also very much excluded on medical plans and in some cases still are, right? [00:17:30] Uh, group medical plans, less so, but many medical plans, preexisting conditions are excluded. So, that's the big misperception is I have an animal, and they've been diagnosed with a condition.

Dr. Andy Roark: Mm-hmm (affirmative).

Melissa Gutierrez: And, uh, instead of … And, and, my, and the doctor says, you know, they need this treatment. And I know that, and I go buy pet insurance and think, I, I, you know, that that condition will be covered. That's-

Dr. Andy Roark: Right.

Melissa Gutierrez: … the big misperception. Now-

Dr. Andy Roark: Yeah.

Melissa Gutierrez: … the risk of a condition is a very different [00:18:00] thing, but actually knowing that that condition exists, right? And, and, uh, having been diagnosed and then, and then purchasing insurance and thinking it'll be covered. So, preexisting conditions or existing medical conditions is the big area, I think, of confusion and frustration for everyone.

Stephanie Goss: I think one of the challenges that we, uh, in the clinic have, to, to your point that you were just making Melissa, is that for a lot of clients, when we're talking to them about pet insurance, if there is a preexisting condition, Elvis [00:18:30] is a great example, right? Most people don't see beyond that. They're like, “Uh, well, they have this thing. I'm not gonna qualify. And so what is the point?” And I think where we really struggle … And I, I know I faced this with my own team in the past, is we in the veterinary field understand the risk factors for a bajillion other things that could happen to a pet in the course of their lifetime that have nothing to do with the fact that their pet, uh, has an autoimmune disease, for example, right?

So we, we [00:19:00] can see the value in accident-only support or riders that would help support the patient if things go awry in a million other ways. The clients don't understand that, because they are just looking at the problem that is in front of them. They don't have that medical knowledge for the most part. Right? So I think that is where we struggle, um, as a, as an industry and as individual teams to really explain to clients the benefits and I think a lot of times [00:19:30] where, where we are part of the barrier for, for clients accessing that care, because they don't, they don't get it.

And so they're just like, “I'm not, I'm not gonna bother.” Right? Um, and then, and then it's only when a pet experiences something like having an accident or getting hit by a car, getting bitten or for example, uh, where they're like, “Oh, I wish I had thought about that (laughing), 'cause this could have been helpful.”

Dr. Andy Roark: Yeah.

Stephanie Goss: Right? And then the conversation's angry. (laughs).

Melissa Gutierrez: Yeah, it is … That's an excellent point. And, and I do, I think it's [00:20:00] got to be very interesting for the veterinarian who, um, who does see all those risks, because it's really what we were talking about in the beginning, which is what you're buying when you're paying an insurance premium is protection. And, you know, if, if you're really, if, if you don't enter into it, if, if the policy holder, uh, the pet parent doesn't enter into it with too many sort of defined parameters around when they're get-, what they're getting, they are getting some level of protection. You just have to-

Dr. Andy Roark: Hmm.

Melissa Gutierrez: … kind of pay attention to-

Stephanie Goss: Mm- [00:20:30] hmm (affirmative).

Melissa Gutierrez: … you know, “What am I covered for and what am I not covered for?” And I, that's a, you know, again, it is a common, it's a common misunderstanding, because when we, when we go back to, uh, people insurance, people health insurance versus health insurance, generally, generally, pet medical insurance is for an unexpected event, right? It's not, it doesn't typically cover wellness or a well check. Now, in some cases, that can be purchased-

Stephanie Goss: [00:21:00] Mm-hmm (affirmative), mm-hmm (affirmative).

Melissa Gutierrez: … but it's usually an additional premium, it's an additional charge. And in some cases, it's not available. So-

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … not all pe-, you know, not all pet insurance includes wellness. Where with human health insurance, wellness is a given.

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Dr. Andy Roark: Wha- … So let me ask you this. So as someone who has pet insurance on his own pets, as a doctor, like, I, I have, I have my own policies on my own, on my own bad dog-

Stephanie Goss: (laughs).

Dr. Andy Roark: … uh, because, because he's, because he bad. He lit-, he literally threw up one of my kids' socks [00:21:30] right before I sat down to do this recording with you. Like that's, that's what I'm dealing with here. And so, he's insured, (laughs), because, uh, 'cause emergency work, uh, especially referral things like that, it, it's always important to me. Um, I, I have always been a bit surprised by how reticent some pet owners are to, to get signed up. Wh-, what, what do you f-, what do you think the main points that, um …

What are, what are the main points, I guess, that, that slow pet owners down? Or what, what are the, where's the disconnect there? I mean j-, if you were gonna, uh, take a, take a stab at the mind [00:22:00] of the pet owners, wha-, wha-, what are the pushback points?

Melissa Gutierrez: I think no one wants to believe that their animal will need that kind of care.

Dr. Andy Roark: Yeah.

Melissa Gutierrez: You know? So, and that's one of the challenges with insurance marketing in general, which is it's what you call an unsought good, because nobody wants to think about the stuff you're getting protected from.

Stephanie Goss: Right.

Melissa Gutierrez: And so for me, like when you buy a new pet, you don't want to be thinking. Now, there are a few people, like my husband, who's a chemical engineer. So, he was trained in a chemical lab. He is trained to think about [00:22:30] the worst case scenario. Right?

Stephanie Goss: (laughs).

Melissa Gutierrez: But, but for most of us-

Stephanie Goss: Right.

Melissa Gutierrez: … most of us, when we buy a new pet, we don't think what could go wrong. Right? We are just thinking about the walks and the-

Stephanie Goss: Yep, yep.

Melissa Gutierrez: … the kisses and the snuggling. And so, I think that for … It's a human nature problem, which is, you don't wanna actually think about that terrible thing happening to your pet.

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Yeah.

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Yeah. That's super insightful. And it, and it makes a ton of se- … I love the term “unsought good.” Like that's, [00:23:00] that's emergency medicine, isn't it? I mean really is no wa-, no one is planning like, “Who's, who's gonna be the right emergency clinic for me when I have to go?” They, they, nobody wants to think that way. So talk, so let's, let's take this a little bit, and, and flip it to the other side. And so, what is the, what is the hesitancy among veterinary teams? What are th-, what are the mistakes that you see or what do you think holds vet practice teams back from making good recommendations or to be able to navigate this or, or have effective conversations with veterinaries?

Melissa Gutierrez: Um, I think largely it's the, [00:23:30] probably the, the desire … Well, for a veterinary professional, I think it is the desire to be objective and to, um, wanna deliver the best care. Right? Separate and distinct from any individual insurance product. You know, to me … And we run into it a lot, and I, I completely understand it. No veterinarian wants to really endorse kind of … I shouldn't say no, but very few veterinarians want to endorse an individual product, [00:24:00] which-

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Sure.

Stephanie Goss: Mm-hmm (affirmative).

Melissa Gutierrez: … makes a lot of sense. Right?

Dr. Andy Roark: Sure.

Melissa Gutierrez: Um, but I do think, those tools that allow for, you know, “Have you thought about getting protection for your pet,” and “You can go to this website or you can,” you know, “get online here and just compare to find something that provides protection.” To me, that's an easy referral. And I think that's really all they want. I mean m- … So I think number one, it's it's they wanna be objective. They don't wanna be, um, seen as aligning to any individual organization. I think tools [00:24:30] are in place today to keep that from happening. My guess is, the second challenge is they're busy.

Dr. Andy Roark: Mmh.

Melissa Gutierrez: And, um, you know, like today, you know, we're … Especially with the pandemic, right? What, we're all, you know, home more with our animals, more paying attention to things that might be going wrong with them more and, you know, keeping, uh, veterinarians busy who probably are challenged to, to even staff their operations with the way the job market is today. And so I think-

Dr. Andy Roark: Yeah.

Melissa Gutierrez: … a lot of it is time.

Dr. Andy Roark: Yeah.

Melissa Gutierrez: But, but to me, you've gotta [00:25:00] open that door a little. Right? You've gotta … It's almost like you have to look at pet care as it's the health of the pet, but it's also the ability to, to pay for that care of the pet. And even if it's just the matter of saying, “Have you thought about insurance?”

Dr. Andy Roark: Yeah, that totally makes sense. As far as making the recommendations, I guess what, what I was doing, what I always teach is I, I like, I like to have two, uh, I like to have two options for people that I can say to them, “Here are two different, uh, options that a lot of our clients use,” and, and, you know, and, and give them some guidance, 'cause there's so much, there's so many [00:25:30] companies out there, and a lot of them are just place, I, they're fly by night institutions. They're places I've never heard of. Uh, you know what I mean?

And, and just it's option paralysis too. They go and they Google pet insurance. There's a million things. I, I'm with you. I, I don't, I don't like to make a specific recommendation other than to say, “Here are two or three that our clients use and seem to be happy with.” And if, you know, if we get to a place and, and we're not happy with the service that our clients are getting, then we'll stop recommending them. And, but I feel like that's us not making a strong, pointed singular recommendation, but still giving [00:26:00] pet owners guidance, you know, so that they just don't get o-, get overwhelmed.

You know, um, you talked about, um, the, being busy. I, I think that that is an excellent point. I've been thinking and talking a lot recently about present bias, which is the sort of the natural instinct that we have to do the thing that gives us the immediate benefit, right? Like check it off our list. What is this short-term win? And the short-term win when you're overwhelmed is to get this, get this case out the door, you know, treat them and street them-

Stephanie Goss: (laughs).

Dr. Andy Roark: … and kid, get them, get them back out. [00:26:30] Um, the, the, the problem with that, you know, if, if you always take the short term thing is you're passing up on the longer benefit. And, and I, I think that that's true in pet insurance is if I lean into, we get them in and get them back out, it's the same thing with nutrition, right? And, and, and dental health. Those are the easiest things that in the short-term that I can cut from my routine, but all three of those things have significant downstream effects, you know? Um, it, it's, it really is. I, I, think it's about, it's about leaning into systems and, you know, and having a program [00:27:00] where we are busy, but we still cycle through these things.

Melissa Gutierrez: And I think, you know, on that point … I mean, it's, it's a really insightful point, Andy. And when, when you think about being a care provider, being a service provider, right? It's all about relationship.

Dr. Andy Roark: Yeah.

Melissa Gutierrez: And to me, people will come back time after time after time when they have that relationship. And so, making sure that the patient is fully looked after is part of it. And so, you know, it's, it's, again, I, I don't, I, I think there's probably a misperception [00:27:30] that you have to be an expert in pet insurance to bring it up, but I think it's just enough to say, “Have you considered it? It might be of help. Lots of information available,” you know, and, and as you said, “Even a couple of choices,” or “Here's where you can go look.”

Dr. Andy Roark: Yeah. I, I think that, I think that that's really important. I think, you know, I'll add, I wanna add one to your list of, of reasons. I think that, that it doesn't get broader, it doesn't get communicated well. It's almost like it, it's, it's tied into the, um, the unsought good idea [00:28:00] for the pet owners. And I hadn't seen it from, from their side of the table. I, I don't like to bring up scary things to pet owners. You know what I mean?

Stephanie Goss: Yeah.

Dr. Andy Roark: Like, I don't wanna be the one who's like, “Hey, your pet is going to get sick. Like it, it's coming. It's, it's, uh, (laughing), it's, it's in the cards for all of us.

Stephanie Goss: (laughs).

Dr. Andy Roark: Uh, you know, like I think that's not, (laughing), that's not a relationship building conversation. And so-

Stephanie Goss: No.

Dr. Andy Roark: … I think a lot of us, you know, we don't say, “Hey, love your puppy. Super beautiful. You know, these dogs get hip dysplasia-“

Stephanie Goss: (laughs).

Dr. Andy Roark: “… and you, (laughs). Like, [00:28:30] so I, I really, I think, I think having some phrases and some graceful ways to … But Stephanie's dying. Graceful ways to bring, (laughing), these up. I, I think that that's really important, but that's the type of planning that we have to do is, you know, what are you gonna say? How do you open the, how do you open the door? Um, how do you bring up the fact that, “Hello, you just bought a Cavalier King Charles Spaniels-“

Stephanie Goss: Yes.

Dr. Andy Roark: “… and they're wonderful, loving, (laughing), loving creatures who have bad hearts, uh, [00:29:00] often, you know. Um, you bought a Boxer. Come here, we need to talk.”

Stephanie Goss: (laughs).

Dr. Andy Roark: Um, and I think … Uh, and I'm, we're joking around, but, but this stuff is important, right? Like I, like, “You have a Dotson. Uh-“

Stephanie Goss: Totally true.

Dr. Andy Roark: “… we need to talk about w-, what, why I see Dotsons in the middle of the night. Um, and, and, and what that means. And so that you can be prepared.” And so, I, it's, we joke and we laugh, but that, that is the real challenge. Right? And so, have we thought about our phrases? Have we talked to our staff about how we bring these things up and how we present something? [00:29:30] So one, I really do think is we have to be willing to wade into those, into those waters and say, “Hey, I am your veterinarian. And I care about the long-term health of your pet. And so we are gonna talk about the long-term health of your pet today and bring that up.”

And the other thing I, and I really think this is a simple thing, but it falls off the radar. You know, it's rare for anyone to say to me, “Hey, Andy, here's a really good idea,” and, and for me to go do it. I'm just, I'm busy, like everybody else is. I need to hear that three or four times, like, “Hey, have you done this? Have, (laughs), did you, did you get to [00:30:00] this?” I'm not convinced that if you really want pet owners to have pet insurance and be able to use it, that you can bring it up at the first visit and, and put it aside and never revisit it.

I, I think you have to have a graceful way to, uh, to just bring back up and say, “Hey, last time you were here, we talked about this. Did you go in that direction at all? Did you, did you research in the pet insurance?”

Stephanie Goss: And I will say that I think having, having been on the floor and having to be the one to be like, “Oh crap, did I remember to have the pet health insurance conversation wi- …” Right? When it's a new puppy or a new pet, it's easier, but to Andy's [00:30:30] point, for those follow-up visits where you know you should be saying it, you're pressed for time. And you-

Dr. Andy Roark: Yeah.

Stephanie Goss: … that is often the first thing that goes out of your mind. And I will tell you for our listeners right now who are thinking like, “This is one more thing I have to add to my list,” there was a really very simple, subtle change that, um, we made in one of my prior practices that made all of the difference in the world. And it was when everybody checked in at the front desk, the CSR teams started asking clients, “Are we billing pet [00:31:00] insurance today?”

And, uh, it was, that started the conversation, and it started it before the exam room. And it was one of those things that we did, we thought, “This is never gonna work,” but it made all of the difference in the world, both for the clients and for our team, because then if the client said, “Yes,” we would make sure, did we have their forms? Did we have an email to send them a copy of their invoice, so that they could submit it to the insurance company? Um, and if [00:31:30] they said, “No,” the CSR team could flag it, so that the exam room assistant or the technician helping the doctor had a visual cue of like, “This is a client who, who probably needs some information.”

And it was so, so simple, but it made a huge difference. And I think that is one of the barriers, to Andy's point. Everyone is so overwhelmed and everyone-

Dr. Andy Roark: Yeah.

Stephanie Goss: … is like, “I can't add another thing into the list.” And so, we don't start those conversations, because we feel [00:32:00] like … I know I have been there, feeling like, “I don't know how to completely explain insurance, and I'm afraid I'm gonna screw it up. And I don't wanna come across as a salesman. So I'm just not gonna say anything.” And to your guys'-

Dr. Andy Roark: Yeah.

Stephanie Goss: … points earlier, like, it's really easy to just say, “Hey, have you thought about insurance?” But I think for a lot of, uh, veterinary team members, that is really the pain point for them is like, “I don't really know what to say. It's a lot more time, and I'm not sure I can get into this conversation right now. So, I'm just not gonna say anything.” And they're not doing [00:32:30] it, uh, you know, with any mal intent, but, but it is, it is, um, not good for the pet in the long run when we think about it from that perspective. Right?

Dr. Andy Roark: Uh, well, I love that you set it up that way, right? So-, social proof is a big part of wellness. Uh, everybody wants to believe that what they're doing is the normal thing to do. Nobody wants to be the one person who's got pet insurance, right?

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: They, that, that, that clearly means that I'm the odd one out here. And so when the front desk says, “Uh, are we building pet insurance? Are you paying with pet insurance today?”

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: “Uh, [00:33:00] do you have the paperwork? Do you need me to pull it up?”

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: Uh, it normalizes it. Like, “They wouldn't ask if other people weren't also doing this.”

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: And it's a simple way to get, to gain trust and to bui-, to build some credibility into the recommendation that you make. I think, I think some basic training, uh, just basic training on how pet insurance works, I think is super important. I hope this podcast will be, uh, will be a, a benefit for, for staff training as well. I mean, I, I, I, I think that everybody needs to have some comfort with how it works, just so they can talk about at a basic level. I would say beyond that, [00:33:30] you don't need to know all the-

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: … ins and outs. And what I would say is, every, every policy is different. Every company is going to be different. You need to know the basic functioning mechanism of pet insurance, how it works, and then be able to say, “Here are some companies that our, our clients use and seem to be happy with. Here is the information. Reach out. You can get all the information you need from them.”

Stephanie Goss: Mm-hmm (affirmative).

Dr. Andy Roark: And, and that's as far as our people need to go down that path, but they at least need to have a basic understanding of what they're recommending and why they're recommending.

Stephanie Goss: Mm-hmm (affirmative), mm-hmm (affirmative).

Dr. Andy Roark: Melissa Gutierrez, thank you for [00:34:00] here. Uh, thanks for taking time, uh, talking with us. Is there any final points that you wanna make? Uh, any words of wisdom, uh, any, uh, any mistakes that we should make sure to avoid-

Stephanie Goss: (laughs).

Dr. Andy Roark: … as we go out into the world?

Melissa Gutierrez: No. It was absolutely a pleasure. I have, I have, uh, no, no edits. I think it was, it was a joy-

Stephanie Goss: (laughs).

Melissa Gutierrez…: … talking to both of you and really appreciate it. I've learned a few things myself and-

Dr. Andy Roark: Well, thanks.

Melissa Gutierrez…: … um, yeah, it's really very fun-

Stephanie Goss: [crosstalk 00:34:26] excess fun.

Melissa Gutierrez…: … spending this afternoon with you.

Dr. Andy Roark: Well, definitely. Come back and see us again. Uh, guys, uh, thanks [00:34:30] so much for being here. Stephanie Goss, anything from you?

Stephanie Goss: No. Ha-, uh, we are recording this right before, before the holidays. So, say happy holidays to everybody, even though it'll probably be after the holidays when this comes out. But, uh, have a great week guys.

Dr. Andy Roark: Yeah. See you guys. Take care.

Melissa Gutierrez…: Take care.

Stephanie Goss: Thanks so much for being with us this week, everyone. We really enjoyed the opportunity to have this conversation with Melissa. And once again, we wanna thank our friends at CareCredit for sponsoring this week's episode. If you or your team wants more information about Pets Best, you can check out their website at [00:35:00] petsbest.com. We'll see you all again soon. Take care, everybody.

Written by TylerG · Categorized: Blog, Podcast

Jan 12 2022

A Balancing Act

Uncharted Veterinary Podcast Episode 160 - A balancing act cover image

What's This Episode About?

This week on the podcast, Dr. Andy Roark and Stephanie Goss are tackling a mailbag letter from a practice owner whose inquiring mind wants to know: how do I get my associate(s) to be more productive and still support work-life balance? The ask by this practice owner is being influenced by the fact that they seem to produce more revenue in 3 days than an associate can produce in 4 days a week. The practice is growing and profitable and everyone is on board with the idea of expanding their hospital footprint and this practice owner is feeling the weight of the world on their shoulders, financially speaking, and want to feel support from their associates in terms of increasing revenue, to help feel better about leaping into big financial investment in terms of renovation. Andy and Stephanie dive into their thoughts on these concerns and questions and talk about how they would approach the conversation and the action plan. Let’s get into this…

Uncharted Veterinary Podcast · UVP 160 Balancing Act

You can listen to the episode on Apple Podcasts, Spotify, Google Podcasts, or wherever you get your podcasts.

Got a question for the mailbag? Submit it here: unchartedvet.com/mailbag

Upcoming Events

Starting January 26: Strategic Planning with Andy Roark and Stephanie Goss

Back by popular demand, Dr. Andy Roark and Stephanie Goss will be leading attendees on a theoretical and practical approach to developing a formal strategic plan for your practice. This time, we will be breaking this course into four parts – each consisting of a two-hour session! You can register for each individual session independently or sign up for the entire series. For those attendees who complete the entire four-part series, an Uncharted Strategic Planning Master certificate of completion will be offered. 

April 21-23: The Uncharted Veterinary Conference, LIVE in Greenville, SC

The Uncharted Conference in April is our flagship event. In celebration of 5 years serving the veterinary profession, we have shifted the focus of this conference inward. You’re not looking to grow your business outwardly – you’re looking for ways to build resiliency and reignite your love for your career. During this 3-day adventure in beautiful Greenville, South Carolina, you’ll be discussing topics like hiring for culture, creating the story that becomes your path, and building smoother, more simple ways to practice. This event is open to members only. Registration for this conference closes on April 1, 2022. DO NOT MISS OUT – Snag your spot today.

A UVC MEMBERSHIP IS YOUR KEY TO FINALLY GETTING THINGS DONE AND GROWING YOUR VETERINARY PRACTICE.


Episode Transcript

Banfield Pet Hospital Logo

This podcast transcript is made possible thanks to a generous gift from Banfield Pet Hospital, which is striving to increase accessibility and inclusivity across the veterinary profession. Click here to learn more about Equity, Inclusion & Diversity at Banfield.

Stephanie Goss:

Hey, everybody. I am Stephanie Goss and this is another episode of the Uncharted Podcast. This week on the podcast, Andy and I are tackling a topic from the mailbag. We got a letter from a practice owner who has a very inquiring mind, and they want to know, “How do I get my associates to be more productive and still support their work-life balance?” The ask is being motivated by the fact that the practice owner seems to produce more revenue in a three-day-a-week period working with patients than the associates are all producing in four days a week. The practice is growing and profitable, and everybody wants to expand the practice footprint, and the practice owner is totally onboard for this, and so they're wondering, “How do I get them to produce more? And also how do I support them, because I don't want to run them ragged? Is there a common ground?” Let's get into this, shall we?

Stephanie Goss:

And now, the Uncharted Podcast.

Andy Roark:

And we are back. It's me, Dr. Andy Roark, and Stephanie check-your-balance Goss.

Stephanie Goss:

How's it going, Andy?

Andy Roark:

Good. Good. It's good.

Stephanie Goss:

Good.

Andy Roark:

We're recording this over the holiday break, and I did a Tacky Lights Tour with the kids.

Stephanie Goss:

Fun.

Andy Roark:

And with my wife, and we went to the Greenville Spartanburg Motor Speedway.

Stephanie Goss:

Nice.

Andy Roark:

Because they had lights. And man, you talk about knowing your audience. There we are, family's in the minivan, and you go through the line. You have to pay admission to get in and drive around, and ultimately we ended up on the racetrack with the minivan and a bunch of other cars. And so we're driving around the racetrack, and they've got the racetrack really decorated, and you're listening to the radio station that comes from the Tacky Lights Tour, right?

Stephanie Goss:

Okay.

Andy Roark:

And so you're listening. And at one point, one half of the track starts to blink, and this one big Christmas tree shaped light starts to flash, and on the radio you hear it. And then the voice, the female voice of this tree, it said, “Boy, I sure do love how my side of the track looks,” and then the other side starts flashing, and there's another tree over there, and they're like, “Yeah, but my side is better,” and the first one goes, “Nuh-Uh. My side is better.” And then they say, “Let the people decide. If you like my side, honk them horns.”

Stephanie Goss:

Stop it.

Andy Roark:

I am not kidding. I'm like, “These people know their audience.” Right? And then the other side is like, “If you like my side, let ‘er rip. Honk them horns!” And I'm driving around the Speedway blowing my horn in the minivan, and I'm like, “This is amazing. I got every penny of my money's worth to come here.” And my wife… And I have been settling debates all week, because we'll argue, and then I'll look at the kids and go, “Hey, if you think your dad's right, let ‘er rip! Honk them horns!”

Stephanie Goss:

I'm sure Allison loves that.

Andy Roark:

Oh, she was in stitches. Honestly, know your target market. And the people who come to look at Christmas lights at the Greenville Spartanburg Motor Speedway, they're all about honking their horns.

Stephanie Goss:

That's fantastic.

Andy Roark:

They drive around they're like, “Woo!” Honk, honk, honk. But, oh man, that was the most exciting thing that happened to me in the last couple of days. “Let ‘er rip! Honk them horns!”

Stephanie Goss:

I love it.

Andy Roark:

Oh, man. How about you? Can you compete with that?

Stephanie Goss:

No. I don't think there's any competing with that. No, it's been quiet around here.

Andy Roark:

Yeah. I have a feeling the Olympic Peninsula Motor Speedway would sound different.

Stephanie Goss:

Not.

Andy Roark:

Maybe not, though. I would like to go see.

Stephanie Goss:

I have a feeling it would, if that existed. No, it's been really quiet. We actually got the white Christmas that the kids are hoping for, and so the Upper Olympic Peninsula in Washington is not prepared for snow, and so when it snows here… I've lived here now for seven years, and it has snowed almost every single year, and yet they are completely unprepared for it, and everything shuts down because they don't… They have plows, but they don't salt the roads, they just sand them, and so it becomes a sheet of ice and it's a hot mess, so we have just been hanging out. The kids have been running around in the snow, and thoroughly happy with their five inches of snow that's on the ground, and have been flooding, and spending most of the day outside, and I have been curled up in front of the fire with a book because it is freezing out and I have less than no desire to be outside in six degree weather.

Andy Roark:

Oh, man.

Stephanie Goss:

There's that.

Andy Roark:

Yeah. One of my favorite movies is… I love the recent Muppet movies. You know the ones that came out with Jason Segel, and then there was a more recent one that had Tina Faye in it and Ricky Gervais. Anyway, they're both amazing. That one, I love that movie. And in that movie, there's this thing where the Muppets are being subverted by the bad guy, and of course Kermit is the voice of reason at the beginning of the movie, and Gonzo wants to do an indoor running of the bulls, and Kermit is like, “This is a terrible idea. This is completely going to be a nightmare,” and [inaudible 00:05:55]. Well, ultimately Kermit gets ejected and removed, and Gonzo does the indoor running of the bulls, and someone runs into the screen and goes, “The bulls are out of control!” and someone else goes, “Who could've foreseen this?” and I die laughing at that every time. And when the most obvious thing in the world happens, my wife looks at me and goes, “Who could've foreseen this?” Like “honk them horns” and “who could've foreseen this” are two inside jokes. And so whenever they're like, “Oh, man. It snowed again and we didn't salt the road,” who could've foreseen this?

Stephanie Goss:

Basically. So we're staying home, and we have been just playing games, and reading books, and doing low-key stuff, and it's been great. I love the snow when I don't have to be out in it for extended periods of time. I went out and did the snow thing with the kids, and we played, and cleaned off the driveway, and all of the cars, and then I was like, “Okay, I'm done now. I can watch it from inside where it's pretty.”

Andy Roark:

Oh, man.

Stephanie Goss:

So it's good. It's good. But we have some questions from the mailbag.

Andy Roark:

Yeah.

Stephanie Goss:

Which I'm excited to talk about.

Andy Roark:

Let's do it.

Stephanie Goss:

This one is a good one. We got a question from a practice owner who has a question about their associate vets, and they were wanting to know, “How do I get my associate vets to be more productive?” Currently, they bring into the practice… They're seeing patients three days a week, and they're bringing in more revenue-wise than any of the associates do seeing patients four days a week, and so they are looking at the team and the wishlist, and the things they want to do as a hospital, which includes an expansion, and this practice owner is feeling like, “We could be way more profitable and we could start working on the expansion. And I would feel much more comfortable, from a money perspective, if I could get them to say yes more often to taking on extra cases, and being more profitable in their four days a week.” And so this practice owner is asking, “How do I find the balance between pushing them a little to see more and do more, and then also promoting good work-life balance for them and for the team?”

Andy Roark:

Yeah. This is a great question, and business owners everywhere wrestle so much with this, and I have wrestled with this at many different times. And so headspace is really important here, and so we need to lay down some headspace pieces. And if you get this, you're going to be okay; if you don't get this, then you're going to continue to struggle, in my experience. Okay? Here's how it goes.

Andy Roark:

First of all, 100% validate the scenery. I think every business owner feels this way at some point and goes, “If the other people that work for me would work as hard as I do, then boy so much would be possible, and this would be amazing. And why don't they work like I do?” Everyone has that thought if they own a business. And even if they don't own the business, I think at some point we all look around and believe that we're working harder than everyone else around us. You know what I mean?

Stephanie Goss:

Yeah.

Andy Roark:

It's called information bias. There's a natural tendency where we don't know what people are doing and we assume that they're not doing as much as us, and so I think everybody has that. Okay. So validation comes first and say, “Yeah, I see that. I hear that. I think everyone who is a manager has felt that.” The truth of the matter is, first, information bias is a thing, meaning a lot of times we don't know what other people are really doing. We look at one specific aspect of their job and say, “Well, if they did this as well as I do, then things would be different,” and you go, “Well, if you did the other things that they're doing, then you wouldn't be as productive in this area,” and thus you'd have a more fair comparison. And so that's just one thing I always put on, is a lot of times we don't exactly know what other people are doing, we don't necessarily understand if their role are different than ours, and so first thing to do is put that in perspective.

Andy Roark:

The second thing is to know that perspective is wholly location dependent, meaning where you are standing dictates what you see.

Stephanie Goss:

Sure.

Andy Roark:

I had a friend who was one of the most liberal in their political views, people that I know, so they were very much about employee benefits and employee rights, and taking the position of the worker. [inaudible 00:10:42] turn people off by saying it's liberal in their political views, but that is very much… The picture is very much like workers' rights, take care of people.

Stephanie Goss:

Pro-employee. Sure.

Andy Roark:

Yeah. That's very much who they were, and they held those beliefs until they became the owner of a business, and that is the biggest change I have seen in someone that I have known well in my life. And don't get me wrong, they didn't become Scrooge McDuck.

Stephanie Goss:

Right.

Andy Roark:

It wasn't a radical change, but boy were these strongly held beliefs re-evaluated once they were the one who could see what the books were, and could see what was going on in the business, and was really forced to look and make hard choices about what we were able to do, and what we were not able to do, and what was in the budget, and what was not in the budget.

Stephanie Goss:

Sure.

Andy Roark:

And again, it was not like comedic, “This person is a completely different person.” No, they were still the same person. But man, so much of their beliefs just shifted when they were on the other side of the balance sheet looking at the real numbers and trying to figure out how to make this work. And I'll never forget that change in this person. I think it was one of the things in my life that really hammered home for me that what you see depends on where you're standing.

Stephanie Goss:

Sure.

Andy Roark:

And I put that down not for good or bad, for any other reason, other than to say most people who are business owners did not look at the practice the way they look at it now before they were business owners. Right? And the idea that people who are not business owners are going to look at your business as if they're business owners, that's just not realistic to me. They're just in a different place.

Andy Roark:

And I think everyone should work to have empathy for everyone else. It shouldn't be no one has empathy for the business owner unless they're a business owner, and it shouldn't be that business owners have no empathy for workers who aren't business… All of that is ridiculous. It's just true that perspective comes from where you are. And people who are not a business owner, and never been a business owner, they're not going to feel the same way that the business owner is going to feel, and I think everybody should just acknowledge that and be okay with it, because being mad about it is not helpful. You're not going to talk people into it. They have the perspective or they don't have the perspective, and to some degree we just have to accept this is how they see their job, and it's different from how you see their job, and you better just come to peace with it.

Stephanie Goss:

Yeah. That makes total sense. Having been on both sides of the coin, I can see that, and I can say that I have perspective now that I didn't have-

Andy Roark:

Sure.

Stephanie Goss:

… as just an employee. And as an employee, even someone who… I feel like I was always the employee who was willing to go the extra mile, and I think I did have a bit of a business sense even before I looked at it from the practice owner perspective; and at the same time, it is a job.

Andy Roark:

Right. Yeah.

Stephanie Goss:

And I was always the team member who was accused of being the one who cared more than the practice owners, and that's hard too, right?

Andy Roark:

Yeah.

Stephanie Goss:

You can have team members who care in a way that is different, and then you're between a different rock and a hard place, so I think that that's super important.

Stephanie Goss:

And I think your point about perspective is a really good one, especially for this practice owner in terms of getting into the headspace to really look at this honestly. Because if you're coming at it from a perspective of, “They don't care as much as I do. I need them to do more,” I don't think that the problem-solving and the action steps are going to go as well. I think your point about the headspace, and the perspective at which you're looking at this, are really, really important.

Andy Roark:

There's another piece of it too, right? The first part is just people who aren't in a leadership role don't necessarily understand what is needed by the practice, and so you say, “Well, why aren't they jumping in and doing these things?” and you go, “They don't know or they don't see it,” or they don't have perspective that you have because they haven't… and they don't spend time in the position that you spend time in, and I think it's important.

Andy Roark:

I think another part of it too is I think a lot of us as business owners forget what it was like to not have the organizational power that we have, right?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

And it's really easy to feel bought into something when you have the power to change it and mold it in your vision. Right?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

And so you go, “Well, why don't they care about it as much as I do?” and it's because you have the power to change it and they don't have the power to change it. It's a job for them, and their power in that job is fairly limited, and so their ownership of that job is going to be directly proportional to the amount of power that they have in it, and so it's interesting. I think sometimes we say, “Why don't they feel about it like I do?” and you go, “Because they don't experience it the way that you do.”

Stephanie Goss:

Right.

Andy Roark:

And I think that that's really important to think about as well. Ultimately, we go through this mental exercise of trying to separate-out the… So yes, to separate apart what it means to be a good employee from what it means to jump to ownership-type responsibilities. I want to pull those things apart. These people maybe don't… they're not doing what you think they should do, and I think that there are good reasons for that.

Andy Roark:

And I think that what we're ultimately trying to get here is that we need to achieve a balance, and I really think… I applaud the way this question was written because I get the sense that they get that. It's about trying to achieve a balance. We want to push people, right?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

We want to motivate people. We want people to work hard. And the idea, “Oh, no. How dare you try to motivate people to see more cases than they see right now?” you go, “Well, that's the job of the leader and manager is to motivate people.”

Stephanie Goss:

Sure.

Andy Roark:

And I think we all need some motivation at some point. At the same time, we should not have the expectation that someone is going to love your baby as much as you do; and if that's your expectation, then you're always going to think that your employees are not living up to their potential, and that's just unrealistic. And so all of that to say what we're trying to find here, the headspace is: what is the healthy place where people are motivated, but where I as a business owner/leader also have a realistic understanding that these people are not owners in this business. It's a job for them, it's not their business that they own and that they're trying to grow, and so we're trying to strike the balance between those things. Being the owner and being the associate of that are a fundamentally different thing; and in this headspace, we should also therefore not necessarily compare performance of the associate to performance of the business owner; they're just radically different things.

Stephanie Goss:

Yeah. I think that is totally fair, and I think that point goes to what this practice owner asked in their question, which is, “How do I promote a good work-life balance for them?” And I think that the work-life balance, the way that someone can view themselves in a work-life balance, is fundamentally different between an associate for whom it is a job, and they may love it. It may be something that they're super passionate about. They love their clients, they love their team, they're your A+ rockstar associate: at the end of the day it's still a job. And if they had a family emergency… or if someone, their partner, got a job halfway across the world… they could away tomorrow and be okay with that because it is just a job; and at the end of the day, the practice owner has made the choice-

Andy Roark:

Sure.

Stephanie Goss:

… to have that commitment to maybe not walk away. Maybe still they could walk away from it, but they're viewing it through a very, very different lens. And so I think your point about not comparing is really, really healthy from a headspace perspective. Because if you wait for your team to look at it the same way that you do, you will be disappointed until the end of time.

Andy Roark:

Yeah. I just think it's a hundred percent vital, right? The practice owners that you and I work with at Uncharted, they think about their business all the time.

Stephanie Goss:

Right.

Andy Roark:

You know? They take a bath and think about their business, and they cook dinner and think about their business.

Stephanie Goss:

Right.

Andy Roark:

And it's not obsession, but it's constantly there, and it's not that way for the associate who comes in, sees their case. They may go home and think about the cases that they're working on, but they don't think about the business.

Stephanie Goss:

Right.

Andy Roark:

And that is why I go, “Those two positions are so fundamentally different.” The first piece of advice I would give to our writer is to say: stop comparing the associates to you, even in production.

Stephanie Goss:

Right.

Andy Roark:

Now, I get where they're coming from, but I don't know… Sure, there are blazing fast associate vets out there that tear through rooms and work hard and can produce, outproduced, the practice owners, that definitely happens: those are exceptions to the rule, not the rule. I think that generally, because of their position, because of their perspective, the practice owners are going to be generally more motivated to do these types of things than the associates are, and I think that that's reasonable and we have to be okay with that. And so the first thing I would say is I would discourage you from saying, “This is what I produce. Therefore, this is the target that others must meet in order to be seen as good or competent associates, in my eyes.” I think that is a recipe for frustration.

Stephanie Goss:

I agree. And I would say, when we start to talk about action steps, for me a lot of it is centered around, “How do we take the emotion out of it? And how do we look at the concrete?” and not just from a numbers perspective, because the revenue piece of it can be a very good driver for associates and team members who are financially motivated, and it can be a very sharp edge for those who are not financially motivated. And so the quickest way to divide the team, or turn off and get people to shut down who are not financially motivated, is to come at it from a perspective that is looking at it from the revenue point of view.

Stephanie Goss:

For me, it is very much, when we think about action steps, it is about looking at things as concretely as possible; and looking, for me, at the workflow, and looking at what is the same and what is different. Because I will tell you, as a practice manager who has worked with a variety of different practice owners over the years, practice owners have the ability, we all as humans have the ability, to look at things and have our perspective very clouded by the lens with which we're filtering it through. And I have worked with lots of practice owners who are amazing vets and who could do things very fast, and often think of themselves as being more efficient or more expedient or faster than the associates, or looking at it from very much the similar position that this practice owner is, “Why can I outproduce them? I'm only working three days and I produce more than them, and so how do I fix that?” And for me, when you dive into the specifics and you start to look at the concrete, often there are things that skew it in favor of the practice owner.

Stephanie Goss:

I've worked in many practices where the practice owner works at a significantly higher tech-to-doctor ratio; so yes, they're producing more, but they have more bodies every day. Or they are doing appointments in a different style. It comes down to, when we look at the concrete stuff, there can often be specific things that can be pulled apart, and I think that that's the really important part. When I think about looking at it from an action step perspective, is how do we make this… how do we take it out of the shades of gray, and how do we look at it from the black-and-white concrete perspective so that you level the playing field in a way that feels as equitable as possible, and you take the ownership piece out of it, and look at it on a doctor-to-doctor perspective.

Andy Roark:

Ah, interesting. I'd push back against this a little bit, and here's why. For me, the steps to resolving this issue are separate… Discard the idea that the owner and the associate vets are the same, and look at the associate vets as their own entity; and then address the problem, which is still the problem of, “I think that the associate vets could be more productive, and we could be more profitable, and then add the expansion that we want to add if they sell more cases.” I guess why I say that is I think comparing the production of the associates to the owner, as you were saying, it generally doesn't make a lot of sense. And we can dig in, and we can find all these different reasons that those things are not the same. To me it doesn't matter. You know what I mean?

Andy Roark:

If you need to dig into the reasons to convince yourself that these positions are not the same, then that may be a good exercise that someone might need to do to get into a good headspace. If you can buy into the idea that associate vets are associate vets, and we should set aside comparison to anyone else and just manage the associate vets that we have, then I think you're going to have a much more straightforward challenge than teasing apart, “Well, this is why their experience is different from mine.”

Stephanie Goss:

I think that makes sense, and I think that works significantly easier in a practice if you have multiple associates. If you can compare associate to associate, then you're talking more honestly about apples to apples, versus apples oranges, and you still have to sort out the things that are different. Are they all seeing the same time, length of appointments? Are they working the same days? Is one working more surgery days than another? There's inequities that have to be sorted out and teased apart when you're looking at the actual numbers. But to your point, when you're looking at associates to associates, and you're taking the owner as a doctor out of the equation, it is much easier to have it be equitable. And where I have seen this be a big struggle is for smaller practices that have one or two associates, and often it's a lot harder to make that equity. When you only have one associate, you don't have anybody to compare them to, or you have two associates, but there might be differences between those two associates. Right?

Andy Roark:

Yeah.

Stephanie Goss:

And so I think that, for me, is about if you don't have the ability to separate it out… To your point, if you have that ability, phenomenal, do it, take the owner out of the equation and look at it just from an associate to an associate perspective. And if you are a practice owner who's like, “Well, I only have one associate,” or “I have two of them, but there are differences,” that's where for me you really have to lean into picking it apart in a way that sets it on the most level playing field possible, and all of those things are really important to look at when you're looking at metrics because they do all impact it. When you have a doctor who does way more surgery days… or who works Mondays than Fridays, which are arguably the busiest days for any practice… the numbers and the dollars are probably going to be dramatically different, through no fault of their own, to the associate who then works Tuesday, Wednesday, Thursday. Right?

Andy Roark:

Yeah. No, you're exactly right. And I'm right back with you. That makes a ton of sense. Yeah. And let me put one more thing forward here. Because when you're talking about equity and you say we should look at the schedules, and are people working different schedules? And if you've got a doctor that works Saturdays versus… You know, if one of your three days is Saturday, and they don't work on Saturdays, I go, “Well, I'm not surprised that you're doing as much as they are,” because you're doing Saturday, which you know is a bonkers day, and so anyways I think that's important.

Andy Roark:

But here's the other one I think is more important, from looking at these things equitably, and I see this all the time. I see practice owners who get really frustrated at the production of the veterinarians, and like, “I do so much more and I produce so much more than this person,” and often… And again, I don't know this scenario specifically to say this was going on here, but I would just say I see it a lot. Often, the owner has been there for a decade and has built relationships with these clients, and the name of the building is after them, and the practice owner has credibility and relationships with clients, and loyalty from clients, that the new associate who's been there two years just doesn't have, and it's not about your skill in the exam room. It's about the fact that you have talked to your clients and known them for eight years, and this new associate has known her clients for one-and-a-half years. And so when you recommend a dental cleaning, you're more likely to have that person agree to it and do it because you have that longstanding relationship, which the other person doesn't have. It's why we talk so much about, when new vets come in, endorsement from the owner or the established vet to help build them that trust and credibility.

Stephanie Goss:

Sure.

Andy Roark:

That stuff is so important. But anyway, the point being sometimes there's nothing different that the new vet is doing or the younger vet is doing than the older vet; they simply don't have the long-term relationships. And I think a lot of times we say, “Oh, I'm working harder,” or “I make better recommendations,” and the truth is like, “No, you've been here a long time and people know you, and they like you, and you should be proud of that,” but oftentimes it can just be a matter of time, and those things can even factor in. So again, comparison is the thief of joy. Comparing yourself to others, for good or ill, generally just leads us to be unhappy, other than setting a certain benchmark for what we think is possible.

Stephanie Goss:

If you're a practice owner and you are in the place that this practice owner is, how do we actually attack this and try and answer the question for, “How do I find that balance?” And for me, that's a question of, “How do I address it with them?” Because you can't find balance without talking to the team about it.

Andy Roark:

Oh, yeah. Well, yeah. Let's take a break, and we'll come back, and we'll dig into the actual plan.

Stephanie Goss:

Okay.

Stephanie Goss:

Hey, everybody. It's Stephanie. I just have to break in here for one second and make sure that you know about an awesome opportunity that is coming up that we do not want you to miss. We are back. We are back in person in April in Greenville. That's right. Our flagship conference in Greenville, South Carolina, is happening in person for the first time in three years, and we are so, so excited to be back with you guys. It is happening April 21st to the 23rd, so put that on your calendar now. And if you head over to the website at UnchartedVet.com/April, you can find all of the details as we sort them out, and you will get to see the schedule as soon as we have it, you will get to see information on the speakers. We've got an event FAQ. You can shop for Uncharted gear. We've got safety information if you're wondering about being back in person. So if this sounds like something you would be interested in, head over to the website at UnchartedVet.com/April and reserve your spot. This event will sell out. We cannot wait to see you, so don't wait to put this on your calendar. You do have to be an Uncharted member to attend. You can find out all the details at the website.

Stephanie Goss:

We'll see you soon. Now back to the podcast.

Andy Roark:

All right. Let's get into what are we going to do here, right? We want to increase the production of our associate vets; and if we did that, we'd have a more profitable practice, and we could even do an expansion maybe. How do you go and say to the vet, “Hey, I need you to work harder, and do more stuff, and sell more stuff,” but do it ethically, and don't take advantage of people, and don't upsell people, and be someone who's worthy of the reputation of my vet clinic, and take care of pet owners, but also get your production up and work harder.

Stephanie Goss:

Right.

Andy Roark:

And do more things, and life balance. Don't forget life balance. Go. Right?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

Okay. How do we do that? Here's the thing. The first point that I made I think is set aside comparison between… Just manage the person, and help that person to find motivation, give that person the resources and the support that they need to be successful, and then help them manage life balance by setting boundaries to take care of that person. How that person stacks up to you is not important, unless it means that person is unmotivated or unsupported or is not getting their work done.

Andy Roark:

The way that I would start, there's really three steps I think in this problem; and these are very simplistic, but I think that's what they are. The first one is that metrics are key. If you don't measure it, then you won't manage it. You know?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

And that's what it means. If production is important, then we need to measure production, and we need to talk to the owners about production, right? We need to say, “Hey, this is what you did. This is what we're looking for. This is what our targets are,” and people won't even have those basic level of conversation about expectations. And I can tell, as an associate vet, I would like to know what your expectation is; and if I'm not meeting it, I want to know that. But I think I'll lot of times we have these talks and we say, “Well, they should be producing more,” and I say, “Well, what are they producing now?” and they're like, “Well, I'm not exactly sure,” and then you say, “Well, what should they be producing?” and they're like, “Well, I don't exactly know that either.” The very first step is you've got to start to get some data. Right?

Stephanie Goss:

Yeah.

Andy Roark:

You can't have a production-based conversation when you don't have production data and you're not willing to share production data.

Stephanie Goss:

Yeah. And I would say that this is the first step, and this is often where I see practice owners make the biggest mistake because too many times I think people try and go from zero to a hundred with no plan. And so practice owners will often… I think this is a great example. You have a practice owner who wants to expand their facility. The team's brought, there's team openness and discussion to wanting to expand the practice. For a lot of practice owners, instead of approaching it from, “Hey, this is something we all want. What is it going to take for us to get there?” which is very much an open-armed getting their buy-in approach to it, too many times people look at it, see the first step as being important, see that we need to be looking at metrics, and try and go from having no discussion about numbers and revenue, to throwing open the books in a way that comes across as dumping your problems on everybody else and expecting them to solve it, and that is the biggest mistake.

Stephanie Goss:

And so this is where this part makes me super happy because I love spreadsheets, and I love of getting nerdy with numbers, and so this is where I would say to this practice owner, or any practice owner, “If this is not you, if the numbers scare you, if you don't like spreadsheets, get someone on your team who can help you because you need someone who can look at it from an objective, unbiased perspective.” And so whether that's your practice manager or a CPA, this is an investment worth making, and it's one worth taking your time for. And so my suggestion would be to start actually looking at the numbers and pulling together the data, and doing it quietly and to yourself before you go jumping in the deep end with your associate team because that is where the most mistakes get made, in my experience.

Andy Roark:

Absolutely. No, I completely agree. If all of this is new and it's all at once, it feels awful and feels like the whole place has sold out-

Stephanie Goss:

Right.

Andy Roark:

… to try to make money and revenue, and that's very demotivating for a lot of people in vet medicine, probably most people in vet medicine. I love the idea. My point is it's more so than making a presentation to the associates or the staff. It is you have got to start picking these numbers up.

Andy Roark:

The other thing is the metric that we were given was, “Here's what the associate makes compared to me the owner,” and I go, “I'm more interested in what did the associate make this spring compared to last spring.”

Stephanie Goss:

Right.

Andy Roark:

That's what I'm more interested in.

Stephanie Goss:

Sure.

Andy Roark:

And there's wild variation month to month, and you go, “Oh, look at December. We lost money. ” Well, guess what? You lose money every December, right?

Stephanie Goss:

Right.

Andy Roark:

Every December things fall off, it's not a continuous upward trajectory, but you have to have some back data to know those things.

Stephanie Goss:

Yeah. And that's where someone who is going to look at it objectively can help you pick out parameters, and even it out, so that you're not looking at it in an obsessive blip-to-blip fashion, which is so easy to get siloed when you're looking at numbers, into those little things, and you have to be able to zoom out and look at it from the big picture perspective, and so I totally agree that that makes sense.

Stephanie Goss:

And I think that there can be value, if you have multiple associates, in looking at them in comparison to one another, if you level the playing field. But to your point, it is far more valuable to look at a new associate who's been with you two years, and look at what is their year-over-year growth as an individual, versus how are they comparing to your other associate vet who's been with you for 10 years, for example, and has been out of school for 20. Those things impact. And again, we're not comparing apples to apples, to your point, when you have a new associate on your team. All of those things matter. And so starting to strip away some of that, and also take the pieces that need to be taken into consideration, in terms of balancing your skills, is really important.

Stephanie Goss:

So I agree. I think starting to talk about the metrics is important. And I would caution practice owners that if this is the first time that you're really starting to talk with your associate vet, or associate vet team, about metrics, this is a long game. This is very much a marathon, not a sprint. And if you approach it as a sprint, it will probably fall apart.

Andy Roark:

Yeah. I completely agree with that. This is slow. It's introducing the idea. The first part of this is not holding people to metrics; it's just introducing the metrics. Be like, “Hey, we're going to start looking at some numbers.” But I do think it's amazing; just sharing metrics with people is motivating. I remember the first place that I worked as a vet, every quarter I got my production numbers, and I had a spreadsheet at home that I put them into just so I could look and say, “How am I doing? Am I getting better? Am I growing and am I meeting expectations?” It depends on the individual, of course, but just getting… You have to get numbers on the table; otherwise, it's about how you're feeling.

Andy Roark:

And one of the things I will say is some of the hardest working veterinarians that I know are the lowest producers, because they run themselves ragged doing work that doesn't get paid for, doesn't get billed for, or things like that, and so it's not about how hard you work. A lot of times it is what systems are you using, and how are you moving clients through the building, and how are you working-up your cases? And so that's the first part is really metrics are key. If we're not looking at numbers and looking at numbers with our associates, we need to start introducing that. Because if we're going to try to manage them to production, we need to introduce the idea of production early on and let people get used to it.

Andy Roark:

The second part is presenting the problem with true curiosity. I think one of the mistakes that people make is they go to the associate and say, “Hey, you are not working as fast as I am,” or “You are not seeing as many cases as I am,” or “You are not working-up your cases as much as I do, and that's why your average client transaction is not as high.” And once you put that on the table, you have just framed this issue very tightly. And what I have found usually, I'm a big believer in seek first to understand, I don't know why this vet's numbers are what they are in the exam room because I'm not in the exam room with him or her. You know? I may be able to paint a picture and I can look at some things, but I don't really know.

Andy Roark:

It's amazing. Again, another thing I see is practice owners that have their go-to technician who only works with them, and she's amazing. And meanwhile the associate vets have other very nice technicians who are much less experienced, for example, and then that senior vet goes, “Gosh, I crush you guys. Why can't you keep up?” and it's like, “Oh, because you have… ” You know?

Stephanie Goss:

Yeah.

Andy Roark:

You have Obi-Wan Kenobi technician with you, and I have a six months of experience technician with me who's going to be great, but right now she's learning as I'm learning, and it's unfair to compare those two things.

Stephanie Goss:

I think for me those are where, going back to what we were talking about earlier, that's where, from a metrics perspective, for me we have to look at some of the inequalities, and I don't mean from a revenue perspective. This is not just a conversation about money. This has to be a conversation about workflow and process in your practice and your team as well, and so it only behooves you as the practice owner to identify some of those inequalities and figure out how do you level the playing field. Because if you want to be more profitable, is it more profitable for you to keep your super experienced technician all to yourself three days a week, or is it more profitable for you to lend that technician out two days a week and work on them training some of the newer two members to gain more skills with the associate vets, so that in the long run they're producing more as a result of that. That's where for me part of it is digging into the workflow and looking at the pieces that may not be the same between the practice owner and the associate, but also associate to associate. Picking apart all of those things.

Stephanie Goss:

And then the other piece, to your point, I love the idea of presenting a problem with curiosity. The other thing for me is this is about getting buy-in, and so for me the balance… This practice owner is asking, “How do find the balance,” right?

Andy Roark:

Uh-huh (affirmative).

Stephanie Goss:

Between pushing them and promoting good work-life balance. To me, the answer only lies in them being bought into the vision. And so if they want to expand the practice, my road and my path to having this conversation, and whatever results may come of it, is going to be far easier if they're bought in on that than if they don't want that. If they're an associate who's like, “I want to work two days a week and go home, and I could care less about what's happening around here on the other days,” those are two very, very different things.

Stephanie Goss:

And so for me, part of it is from a place of curiosity and buy-in, in that, “How do I get them onboard with where we're trying to go, in a way that feels inclusive to them?” And so I would look at it from that perspective and think about what is important to them in terms of their work-life balance. What are they asking for? Because if they want new equipment or new facilities, or an expansion, it's way easier to have the conversation… any of the conversations, including the hard ones… about some of the metrics and workflow that you're going to have to tease apart, if they're bought into that idea.

Andy Roark:

Yeah. Here's the thing, because they do ask, “How do we maintain work-life balance?” and it's always my assumption, when we talk to the associates, that maintaining work-life balance is important. I think it just is. It's how you treat them. If I come to you, Stephanie, and you're an associate vet, and I say, “Dr. Goss, you are not seeing enough appointments in a day and I need you to go faster,” that is a tightly framed conversation. You know what I mean?

Stephanie Goss:

Yeah. Absolutely.

Andy Roark:

And does it take into account your work-life balance?

Stephanie Goss:

No.

Andy Roark:

Or your stress level, or your anxiety, or any of these things? No, it doesn't. I gave you a problem with only one solution, which is work faster.

Stephanie Goss:

Go faster.

Andy Roark:

And quite honestly, do I know what you're up against or if working faster is even a possibility for you? No, I don't know. And I see all the time people go, “You know what? I'm just going to be honest with you. You don't see enough appointments, and you work faster.”

Stephanie Goss:

Right.

Andy Roark:

And I'm like, “Oh, man. You made a bunch of assumptions about Dr. Goss and about what is possible.” And going to someone who's working as fast as she can and saying, “The only answer is for you to work faster,” that's how people break and quit. You know?

Stephanie Goss:

Yeah.

Andy Roark:

But here's the thing: none of us get compensated for how fast we go, right? None of our practices are successful because of the speed with which people move through the building. If they were, you'd have practices where people just sprinted around all the time. Sprinting does not translate to patient care.

Stephanie Goss:

Right.

Andy Roark:

Or to revenue. It doesn't. And so don't tell them the problem is that they're not going fast enough. Go to them and present the problem and listen with curiosity, which means… The problem is not, “You are not moving fast enough.” The problem is, “We need to increase revenue in our hospital, and I need your help, and I want to talk about ideas that you have and what might be possible,” and now my friends: now we're talking about what is possible. And it may be, “Hey, I need to speed up,” or more likely the associate vet is going to look at me in my eyes and say, “If I had trained technicians like you do, I could do a lot more business.” And what happens? My head just deflates because the whole time I was like, “I'm so much faster, and I need you to go as fast as I am,” and then it's shown clear to me, “Oh, I'm faster because I have high-quality support staff clustered around me, and the associate has the less trained, less experienced support staff clustered around her.

Stephanie Goss:

Right.

Andy Roark:

And so now it's not about her going faster. It's about us doing training protocols, and shuffling our technicians, and cross-training and mentoring support staff, paraprofessionals, so that we can build efficiencies and move people through the room a whole lot faster, and she's not working faster. It may turn out that she's twiddling her thumbs in the exam rooms because she doesn't have the support staff around her that she needs, and I just use that as an example of what might potentially be the problem. But if you go and you say, “I need you to go faster because you need to see more rooms,” that is a very narrow framing, and it does not take into account what is possible or what is accurate, and it's probably going to go badly. The more wider framing of, “We need to raise revenue, and I would like your help with that, and I need to know what your ideas and thoughts are. Start thinking about it, and we're going to talk in a couple of days, and I want you to go through with me what do you think is going to help, because we need to get our numbers up.”

Stephanie Goss:

And this is where I think the headspace piece is most important for the practice owner because it can be very easy… When you start the conversation and you start to pick apart some of this stuff, it can be very easy to take it personally, and to take what they're saying personally, “Well, I don't have the most experienced technician. That's not true.” Right?

Andy Roark:

Yeah.

Stephanie Goss:

That's a really easy human response to being presented with that, and so this is where the headspace is really, really important. And so for me, the challenge is not only in presenting the problem with true curiosity, but then sitting back and truly listening to what is said. And I would offer to you as the practice owner: just listen, take notes, hear them out, and then say, “You guys have given me a lot to think about. Thank you for your feedback. Thank you for sharing. I want to process this.” Right?

Andy Roark:

Yeah.

Stephanie Goss:

Walk away from the conversation because no good is going to come from you trying to respond in the moment regardless of how positive their feedback might be. The best thing for you is to say… to shut up, listen, and then say thank you, and walk away for a little bit, and really truly digest it. Because it can be very, very easy to take it personally. Because, to your point in the very beginning, no one is ever going to love your baby the way that you do, and they are talking about your baby, whether you consciously think about it that way or not in the moment.

Andy Roark:

Yeah. No, I agree. And I love the way you said that too because it really does hammer on that point that I wanted to make so clear at the beginning, is you have got to separate the associate vet from yourself because they are going to give feedback and they are going to have ideas. And if you say, “Oh, no. This is a competition between the two of us, and this person is being measured against me,” you're never going to be open and receptive to their feedback. They're not the practice owner, they're not you, and so just put your performance aside and have this open conversation with them coming from a positive and supportive place. How can I help you?

Andy Roark:

One of the things that also I'll put forward as a tool for having this conversation, about presenting a problem, a lot of times what happens is we go to people and we say, “This is not working. Here is the problem,” and we present like that, and it's very demotivating.

Stephanie Goss:

Sure.

Andy Roark:

Think about someone coming up to you and saying, “Look, there's a problem. This isn't working.” You just feel the wind going out of your sails. One of the best things we can do is go in when a person has been successful, and has been having a good day. It's when you go in and you recognize that they had the most productive month they've ever had before.

Stephanie Goss:

Right.

Andy Roark:

And that's when you go to them and say, “Hey, you had a fantastic month last month, from a production standpoint. What happened? What was good about it? What made this work? Tell me about the things that happened, so that we could have more months like this, because you were amazing. You're doing so great. I want to support this.” And then what happens, you're coming to someone saying, “I see you winning, I see you succeeding, I see you excelling, and want to help you do more of this. How can I support you so that this is easier or there's more,” I don't know, more routine, or so this happens every day you come in? And that's just a nice way to open the conversation up, and a way the person generally receives very well. Everyone likes to be told, “Hey, I see you doing an amazing job. What are you doing? What has changed? What is helping you? How can I support you where you are now? Because you're just putting up awesome numbers.” Yeah. I think that is a happy, positive reinforcement way to approach it.

Andy Roark:

The last part for me: we've talked about metrics are key, you've got to have some concrete numbers, you've got to present it as a problem, and then listen to what the person has to say, and try to get their input, because that's how… You can't guess what their life-balance needs are. I just think that's such an important lesson. You can't guess what someone else's life-balance needs… You're like, “Well, I scheduled you so you would have life balance.” It doesn't work that way. The person that has got to say, “Hey, this is how I'm feeling. This is what I'm experiencing. These are the constraints that I have. This what I'm working against.” I can't know those things. The person has to tell me. And so presenting that problem and listening with curiosity is the only way I get there.

Andy Roark:

And the last part is flexing to motivate, and I think a lot of people assume that money is a universal motivator or that's what people really want. It's like, “Well, I pay them a percentage of their production, so they're going to obviously want to generate more money,” and you go, “You know what? A lot of people are not motivated by money in medicine,” and good. You know?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

For a lot of people, and again I'm talking specifically about veterinarians: once you have enough money, money is much less of a motivator for a lot of people.

Stephanie Goss:

Sure.

Andy Roark:

Once your base needs are met you go, “Oh, well. I'm not really here for the money. I'm here because I want to do good work,” or “Because I like the challenge of this job,” or “I want to work with people and support people.” If the only motivator you have is, “You need to hit these numbers and I'll pay you more,” you're going to find a significant percentage of our colleagues who are not going to be motivated by that, and that's not a flaw; that's a feature. That's the people that we are and the people that we deal with, and so we have got to figure out, “What does this person care about, and what does motivate them, and how can we lean into that?” Does this person… Do they respond to educational opportunities? Do they respond to days off for schedule flexibility? Do they respond to bonuses? Do they respond to leadership opportunities, to moving up, to having more ownership of the operation. You know?

Stephanie Goss:

Uh-huh (affirmative).

Andy Roark:

To having more input into how the practice is run, and people respond to different things. I need to figure out what motivates this person and try to lean into their motives. A lot of times what happens is, and this is one of the downsides I think in production-based compensation, there's a lot of people who said it and forget it, and they say, “Well, the doctors get paid a certain percentage of what they do in the exam room. Motivation: check. Moving on.”

Stephanie Goss:

Right.

Andy Roark:

And I go, “That's not how you motivate people.” And so are we motivating effectively?

Stephanie Goss:

Well, and I think, to the motivation, for me, also here is very easily tied to ownership. And so as an owner, if you're looking at this and you're feeling like you're producing more than your associates, you're only looking at one piece of the ownership puzzle. And so the reality is there are doctors on your team who are motivated by the patient, and the patient care matters the most to them: that's an opportunity for you to create ownership drive in them in a way that it's still going to benefit your practice in the long run. Put them in charge of creating new patient care policies or protocols, or training the team or… There are a million different facets of that from an ownership perspective, and that takes something off of your plate. It doesn't all have to be financial. There are associates that are driven by their interactions with the team and their love of the team that they're working with. Create opportunities for them to take ownership of that.

Stephanie Goss:

Again, you are not directly solving your revenue question, but practice ownership is not solely a picture of numbers and revenue. And so this is an opportunity for you as a practice owner to maybe take some things off of your plate in other areas of ownership, even just a little bit, by allowing your associates to take ownership in other areas, that then frees you up to think more creatively about the revenue pieces, if that's not something that motivates them. Because I think your point is really important, Andy, which is that so many times we forget that the money doesn't motivate, I would say honestly the vast majority of people in veterinary medicine, and so we need to think creatively about, “How are we going to motivate them?”

Andy Roark:

Yeah. There's a scene from the show, Mad Men, that I always really liked, and it was just one that… I did not follow the show very closely, but this is a scene that I saw that just stuck with me or whatever. Don Draper is there and he's been paying his assistant, and she's doing this work, and she's doing this creative work, and at some point she's upset and she's going to leave, and Don says, “Why are you leaving?” and she says, “You don't show me appreciation,” and he said, “That's what the money is for,” and I see that sentiment.

Stephanie Goss:

Sure.

Andy Roark:

Like, “What do you mean? That's what the money is for.” And that resonated so strongly with me of like… Because you see that mentality and you go, “Yeah.” That's not what a lot of us are looking for. So anyway.

Andy Roark:

I think this has been really good. I'm glad we walked through it and everything. I hope this is helpful to the writer. It's a good challenge. It's a creative challenge.

Andy Roark:

I think, just to summarize: if you let yourself get into the mental pigeon hole of, “This person is not as effective as me,” and the only answer to this solution is for this person to work harder and faster, I think that your options are very limited, and I've seen that challenge go very badly. I think if you say, “The problem here is… ” my production uninvolved in this, removing myself from this equation, “we need to get revenue for our practice up.”

Stephanie Goss:

Sure.

Andy Roark:

“And I would like to go have a conversation about how we're going to do that,” and the first thing we're going to do is start tracking our revenue.

Stephanie Goss:

Right.

Andy Roark:

And looking at production. But then beyond that, we need to talk about what we can do to increase production. And the reason I would say that too is, to put it this way: if there is a solution where the associate veterinarian does not work any faster and generates significantly more revenue for your practice, are you with that, or do you just really need this person to work faster?

Stephanie Goss:

It's a good question.

Andy Roark:

Yeah. That's the point. Open yourself up to a broader conversation. And at the end, we're working with what we're working with, which means it doesn't matter that the other associates are motivated by X if the associate I need to motivate is motivated by Y. It doesn't matter that that's how people are motivated.

Stephanie Goss:

Right.

Andy Roark:

And it doesn't matter what I do versus what someone else does.

Stephanie Goss:

Sure.

Andy Roark:

And it may also be that this veterinarian is not fast and they're not going to be fast.

Stephanie Goss:

Right.

Andy Roark:

And does that mean you're going to chase them off because they're not as fast as you would like them to be? If you've got your pick of veterinarians and they're just lined up down the road waiting for an opportunity, and you've got so many of them, then maybe it does mean that they're not going to work out. But if they're a good cultural fit and the biggest problem is they're not as fast as you like, I don't know if that's something I want to part ways over.

Stephanie Goss:

Yeah. Agree.

Andy Roark:

Cool.

Stephanie Goss:

Have a great week, everybody.

Andy Roark:

Yeah, everybody. I hope this was helpful. You guys take care of yourselves.

Stephanie Goss:

Well, again that's a wrap on another episode of the podcast; and as always, this was so fun to dive into the mailbag and answer this question. And I would really love to see more things like this come through the mailbag. If there is something that you would love to have a talk about on the podcast, or a question that you are hoping that we might be able to help with, feel free to reach out and send us a message. You can always find the mailbag at the website. The address is UnchartedVet.com/mailbag, or you can email us at podcast@unchartedvet.com.

Stephanie Goss:

Take care, everybody, and have a great week. We'll see you again next time.

Written by TylerG · Categorized: Blog, Podcast

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