Patient Convert Podcast
Effective Non-Verbal Communication Tips in Healthcare w/ Shelly O’Donovan #159
Some of the loudest things people say don’t come from their mouths. Shelly O’Donovan is the CEO of the Authentic Influence Group. After walking the halls of government and GlaxoSmith&Kline for years seeing many people rise and fall, she uncovered patterns connecting success to non-verbal communication. Shelly also realized that many aspiring medical and pharmaceutical executives spend a lifetime trying to propel their careers forward, so she stepped in with her experience to help those teams, executives and professionals learn how to use subtle, authentic communication methods to illuminate their message.
You don’t want to miss out on gems in this episode. Tune in and learn effective non-verbal communication tips that will help you advance in any healthcare profession.
[00:01 – 02:31] Uncovering the Patterns of Non-Verbal Communication
- I introduce our guest Shelly O’Donovan
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- Bio
- Shelly gives a bit of background around her expertise
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- Finding patterns within politics
- Training healthcare professionals in those patterns
[02:32 – 16:00] Effective Non-Verbal Communication Tips in Healthcare
- Shelly shares some fundamental tips to engage with patients
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- Make sure to address the patient right away
- Eye contact is key
- Resources that help physicians refocus and connect better with the patient
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- Using open body language
- Take a deep breath before even meeting the patient
- Relaxed and calm vocal tones are as important as the words
- Building a relationship with the front desk
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- From how you walk through the door
- Avoiding negative non-verbals
- Opening up the body language of the other person
- Increased micro expressions to enhance energy output
- Using ornaments – changing your appearance
- Shelly dives deeper into utilizing micro-expressions
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- Pulling out who you really are
- Voice tone naturally follows our facial expressions
[16:02 – 26:29] Using Non-Verbal Communication to Build Trust
- Tips for physicians to motivate their staff
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- Using your hands more to communicate
- Over communicate
- Show that you yourself trust your staff
- Using non-verbals within a sales perspective
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- Keeping your eye on the other person
- Pivot based on the other person’s body language
- What Shelly teaches students about navigating Zoom
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- Get your hands into the camera
- The importance of lighting
- Look right into the camera
- Record yourself to see what you do when you speak
- Building your own confidence
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- Learn your own habits
- Make tweaks slowly during low stakes moments
[26:30 – 28:44] Closing Segment
- How to connect with Shelly
-
- Links below
- Final words
- Stay tuned for more. Links available below.
Tweetable Quotes:
“Just being in the moment with that patient for a minute before you open up the chart… that’s a big game changer, and that really makes a difference in building that trust.” – Shelly O’Donovan
“Speak from a place of passion… it keeps the other person really engaged.” – Shelly O’Donovan
“Using your hands; that is a trust indicator… You want to subconsciously see my hands so you can know whether we’re friends or we’re foes.” – Shelly O’Donovan
Resources Mentioned:
Want to connect with Shelly? You can find her on LinkedIn and Twitter. Go visit https://authenticinfluencegroup.com/ and start illuminating your message!
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
Why Referral Based Practices Should Focus on Digital Marketing w/ David Schwegman MD #158
If you know your practice changes lives and can change hundreds more, why would you keep it silent from the world? This episode will help you get your name out there. Dr. Schwegman graduated from the University of Cincinnati College of Medicine in 1998. He then served as Assistant Professor of Emergency Medicine for almost 8 years during which time he had numerous awards including “Emergency Medicine Teacher of the Year.” Dr. Schwegman then pivoted into Hyperbaric Medicine soon becoming the Chief Medical Director of Hyperbaric Physicians of Georgia and the Chief Medical Officer of HyperbaRXs. He served as the founding co-chairman of the Save a Leg, Save a Life foundation Atlanta chapter and was featured in the Atlanta Magazine as a “2011 Atlanta Top Doctor”.
Let’s jump into the episode with Dr. Schwegman as he explains why referral based practices should focus on digital marketing and how to do it effectively.
[00:01 – 05:09] From 45,000 ft High to 45 ft Below
- I introduce our guest Dr. Schwegman
- Dr. Schwegman gives some background on his venture into Hyperbarics
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- Started as an academic emergency physician
- Aviation medicine
- The leap to sub-specializing in Hyperbaric medicine
- Navigating the transition into a private practice
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- The challenge of running the marketing piece
- The importance of educating others
- Being under a critical lens – evidence based medicine
[05:10 – 14:14] Why Referral Based Practices Should Focus on Digital Marketing
- We need to change what we do
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- Referrals in and referrals back out
- A difficult area to get referrals in
- Dr. Schwegman’s view on the changes in the patient journey
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- Recognizing the limits of your practice
- We had no choice but to evolve
- Using digital marketing to educate potential customers
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- Getting directly to patients
- Hiring experts to help and guide Physicians
- Subverting mental energy costs
- The big wins it gives Physicians
[14:15 – 24:11] Bringing in Outside Help to Make Your Practice Successful
- Patient point of care – using a documentary as marketing
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- A deeper look at the life changing effects of hyperbarics
- Collecting your most powerful stories
- How Dr. Schwegman shares the practice of Hyperbaric Medicine with the world
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- Helping people get set up without the pitfalls
- All the unique elements that need to be put in place
- The benefits of getting a consultant
[24:12 – 35:54] Closing Segment
- How to connect with Dr. Schwegman
-
- Links below
- Final words
- Stay tuned for more. Links available below.
Tweetable Quotes:
“Learning the medicine wasn’t the hard part, it was putting all the pieces together so that you could run a successful practice, and doing so in a manner that always puts patients first.” – Dr. David Schwegman
“If we don’t have to keep repeating the same thing day in and day out, that’s a huge win for us… If we’re able to be more efficient by not having to spend as much time educating patients, then we can actually help more people.” – Dr. David Schwegman
Want to connect with Dr. Schwegman? Go visit https://hbomdga.com/ to learn how you can get in touch.
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
Leading Up: How Physician Liaisons Can Lead Their Physicians w/ Dr. Jimmy Knott #157
No matter who you are or what you’re doing, you influence those around you in some capacity. It’s time we learn how to do it effectively. After working as an engineer for the DuPont Company in Nashville, Dr.Jimmy Knott felt led to go into the ministry. He enrolled at New Orleans Theological Seminary, and earned his M. Div., in 1976. He earned his Doctor of Ministry degree from New Orleans Baptist Theological Seminary in May 2002. Dr. Knott’s passion is to assist people in maximizing their impact and help existing and aspiring leaders to better understand what transformational leadership is and does.
Let’s dive into this absolute treat of an episode and learn more about what it means to, not only lead down, but lead up; and how it applies even to physician liaisons.
[00:01 – 06:20] You are Always Leading and Influencing Someone
- I introduce our guest Dr. Jimmy Knott
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- My father in law and expert
- Learn a bit more about Dr. Knott
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- Relationship with leadership
- Current activities and focuses
- Understanding leadership
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- You may be a leader even if you don’t know
- Leadership isn’t always down
- It is also across and up
[06:21 – 20:18] Leading Up: How Physician Liaisons Can Lead Their Physicians
- How this concept of leading up can apply to liaisons
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- The importance of leading yourself first
- Figure out how to add value
- Ask the right questions
- How to communicate with your superiors
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- You need to provide honest feedback
- Say the things they don’t want to hear
- Building trust through regular communication
- Being prepared to face your boss
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- You are on the front lines
- Confront reality
- Make great decisions through engagement
[20:19 – 29:44] Set Expectations with Quality Questions
- The importance of preparing questions
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- There’s no way to learn without questions
- ‘What does success look like to you’
- How to navigate two different Physicians
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- Credibility = influence
- Four questions/items to go through in a meeting
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- 1. What is going well?
- 2. What is broken?
- 3. Getting clarity on something specific
- 4. What’s missing/needed?
- Regular meetings are critical to productivity
[29:45 – 35:54] Closing Segment
- Hitting the highlights of our conversation
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- Lead up
- Build trust!
- Communicate frequently
- Anticipate the future and needs for your leader
- How to connect with Dr. Knott
-
- Links below
- Final thoughts
- Stay tuned for more. Links available below.
Tweetable Quotes:
“Any time you try to alter the behaviors or attitudes or the beliefs, the outcomes, of another person, you’ve just become a leader.” – Dr. Jimmy Knott
“What can I do to help the men and women I report to… If I add value to them, then the whole organization gets better.” – Dr. Jimmy Knott
“You can’t create a new future unless you’re willing to confront present reality… You have to look those things in the face in order to bring about change.” – Dr. Jimmy Knott
Resources Mentioned:
Want to learn more about Dr. Knott? Connect on Twitter, LinkedIn, and Facebook. Make sure to go to https://jimmyknott.com/ to upskill your leadership.
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
The Future of Patient Engagement w/ Podium’s Bryan Oram #156
Patient engagement is on the rise now more than ever! The question is, are you riding the wave, or missing the swell? With today’s guest, Bryan Oram, you won’t have to wonder because, through Podium, you have every tool you need to be a part of the growing space of patient engagement. Patient’s expectations are high. They are searching for a convenient experience that meets all their needs AND is accessible right on their phone or laptop. So tune into this episode and learn about the future of patient engagement.
Bryan Oram is the AVP of Sales Enterprise at Podium – an incredibly powerful platform that helps local businesses get connected with their community to create conversions through communication.
[00:01 – 04:01] Patients Are Looking to Engage with You
- I introduce our guest Bryan Oram
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- Background
- The future of patient engagement is on the rise and it’s changing.
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- Engagement is on the rise
- Digital engagement is becoming much more important
[04:02 – 18:15] The Future of Patient Engagement
- Higher conversion rates through SMS and digital outreach
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- People want to leave reviews
- It needs to be convenient
- How Bryan integrates text messaging into the patient experience
- A comparison between text and emailing
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- Email – 20% open rate
- Texting – 97% open rate
- The impact of reviews and your online rating
- Podium’s effects on payment processing
- Predictions on the future of engagement
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- Telehealth is not going anywhere
- How communication is changing
[18:17 – 25:39] Changing with the Challenges
- How large organizations are handling telehealth
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- Creating a ‘frictionless experience’
- Handling the frustrations of competition
- Why Podium?
- Bryan shares his biggest challenges to get to where he is
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- The challenge of transforming organizations
- Centralizing your engagement through Podium
[25:40 – 28:59] Closing Segment
- HIPAA compliant communication
- How to connect with Bryan
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- Links below
- The evaluation process
- Final thoughts
- Stay tuned for more. Links available below.
Tweetable Quotes:
“The entire patient journey is something that needs to be thought through with a digital lens… It is critical to optimize for it.” – Bryan Oram
“Email gets about a 20% open rate… When you compare that to text messages, text messages get about a 98% open rate… and again I can’t stress enough how important reviews are.” – Bryan Oram
“Effective communication pre and post-visit is going to become more important and more digital than ever before.” – Bryan Oram
Want to learn more about Bryan? Connect on LinkedIn or email bryan.oram@podium.com. Be sure to check out https://www.podium.com/v9/ and get every resource you need to make your business win through engagement!
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
Generating New Specialty Surgery Patients via Video Marketing w/ Tim Tollestrup MD #155
Imagine that you had knowledge that only 3 people in the whole world knew, but no way to convey your thoughts and expertise? That doesn’t have to be the case. There are ways to generate specialty patients and video marketing that highlights your unique practice and service is one of them. In this episode, you’ll learn from a guest that is so unique, that only 3 people in the world do what he does and he’s gained worldwide recognition by generating new specialty surgery patients via video marketing.
Dr. Tim Tollestrup, MD is a General Surgery Specialist in Los Vegas, NV and has over 20 years of experience in the medical field. He is a pain focused peripheral nerve surgeon, with extensive training in this largely unknown field. Apart from his practice he is an avid educator and has co-authored several medical articles focusing on peripheral nerve related topics, including one that appeared in the Journal of Reconstructive Microsurgery. He graduated from University Of Utah School Of Medicine medical school in 2001.
[00:01 – 04:11] Getting People to Know You Know Something Different
- I introduce our guest Tim Tollestrup MD
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- Some background
- The uniqueness of Tim’s practice
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- 3 total practitioners world-wide
- Educating people on something so under the radar
[04:12 – 18:24] Generating New Specialty Surgery Patients via Video Marketing
- Tim’s intro into his video marketing strategy
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- No other option
- Educating patients directly
- Benefits of video
- The importance of patient testimonials
- Rising above conventional means of advertising
- The means to get videos done
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- It doesn’t have to be hard
- How to capture the patient testimonial
- Behind the scenes of filming a procedure
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- Consent and execution
- Thoughts on live videos
[18:25 – 28:51] Finding the Perfect Fit for Your Practice
- The types of patients who are a perfect fit
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- How peripheral myopathy affects so many people
- Referral sources
- The challenges and lack of information in this field
- Advice on building relationships with a liaison
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- 4 types of people to look out for
[28:52 – 33:40] Closing Segment
- How to connect with Tim
-
- Links below
- The evaluation process
- Final thoughts
- Stay tuned for more. Links available below.
Tweetable Quotes:
“I just found myself banging my head against the wall trying to get doctors to understand what it is that I did, number one, and number two – who would be appropriate referral patients to send me.” – Tim Tollestrup, MD
“I realized, pretty quickly, that patients who have these problems get it, immediately. When you start talking to them about what they’re experiencing, they get it… So I realized I had to take this message directly to patients.” – Tim Tollestrup, MD
“This is clearly the way to communicate with patients in 2021… Get in front of the camera and get comfortable.” – Tim Tollestrup, MD
Want to learn more about Tim? Connect on YouTube and Facebook. Are you right for a procedure with Dr. Tollestrup? Find out by emailing patients@tollestrupmd.com to start your evaluation. Check out https://nevadanervesurgery.org/ and see how he is leading his field online.
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
Growing Your LinkedIn Reach w/ Michael David Chapman #154
LinkedIn is possibly one of the most underutilized yet powerful tools for a medical practitioner to build a network and reach their audience. So let’s get that tool in your hands so you can get ahead of the curve. When you learn to leverage LinkedIn, you’ll find that more and more people will come to you. Whether you’re just starting to build your platform or you’re a veteran, today’s episode will give you some important advice on upping your LinkedIn game.
Michael David Chapman is Founder of the LeadIn Social team; an experienced group of very proficient individuals who are excited to see people’s business and influence grow. He provides entrepreneurs and business leaders a human alternative to automated or bot-driven lead generation and appointment setting services. Michael does this by helping business owners use LinkedIn to extend their reach and grow their business.
[00:01 – 03:55] How to Start Your LinkedIn Journey
- I introduce our guest Michael David Chapman
-
- Some background
- 3 ways to win your LinkedIn journey
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- Running ads
- Content marketing with engagement
- Direct outreach
[03:56 – 17:30] Using Sales Navigator to Outreach Effectively
- Michael talks about sales navigator
- Using outreach effectively
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- Knocking on the digital door
- The 3 gates
- How physicians look at sales
- Not pitching, but building connections
- Reaching your target audience
[17:31 – 32:10] The Numbers Matter
- Michael talks about how he got started and found success
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- A giver’s game
- Consistent GOOD content
- Create and contribute to community groups
- Why the numbers really do matter
- Getting rid of the ‘vanity’ out of vanity numbers
- Michaels thoughts and recommendations on the Linkedin changes
[32:11 – 36:12] Closing Segment
- How to connect with Michael
-
- Links below
- Final thoughts
- Stay tuned for more. Links available below.
Tweetable Quotes:
“The ability to knock on someone’s digital door, not pitch them, bring them something of value over the long run; that’s the equivalent of you knocking on my door trying to sell me something versus throwing a flyer in my yard hoping that I see it.” – Michael David Chapman
Resources Mentioned:
Want to learn more about Michael? Connect on LinkedIn and Twitter. Check out http://www.leadin.group/social/ and start building your connections.
Subscribed Yet? Now you can!
Subscribe to the Patient Convert Podcast and never miss a new episode!
Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/
Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram
What We Do
Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing
Check out our physician liaison training platform – Physician Liaison University
Leave a Rating & Review for Other Listeners!
I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.
Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.
Thanks for listening. Kelley Knott
