Practice Acceleration Podcast
332 episodes - English - Latest episode: 2 days ago - ★★★★★ - 13 ratingsThe Practice Acceleration Podcast with Tristan Bond is lifting the lid on the secrets behind rapid practice growth.
Tristan and his team know the world of private practice is harder and more than competitive than ever before… but with the right direction, strategies and support - growing your practice doesn’t need to take time.
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Episodes
Episode 319: Celebrate and Reactivate— Why Your Healthcare Practice Needs a Birthday System
April 22, 2024 22:30 - 8 minutes - 7.74 MBDid you know that a simple birthday wish can turn a past patient into a returning one? Let’s talk about why a birthday campaign needs to be a regular part of your marketing strategy. In the next few minutes, I'll show you how a simple birthday campaign system can give you a constant flow of revenue opportunities, and why ignoring this strategy is as good as leaving money on the table. And if you listen until the end of this episode, I’ll share with you the pre-proven, word-for-...
Episode 318: Celebrate Mother's Day— Boost Your Patient Base with Our Special Campaign
April 15, 2024 22:30 - 9 minutes - 8.35 MBDid you know that Mother’s Day is one of the top three days for consumer spending? Let's discuss why incorporating a Mother's Day campaign is essential for your marketing approach. In the following moments, I'll illustrate how to implement a Mother's Day campaign system that is guaranteed to work fast, perform well and generate revenue for your business. And if you listen until the end of this episode, I’ll share with you the pre-proven, word-for-word birthday campaigns that our...
Episode 317: Top 5 Meeting Mistakes Healthcare Practice Owners Make
April 08, 2024 22:30 - 10 minutes - 9.67 MBDid you know that conducting more effective meetings with your team can help your healthcare practice grow and attract more patients? Meetings aren’t just for status updates. If done right, you can set your practice up for success quite easily. So in this podcast, we’ll go over the top 5 mistakes that are holding your healthcare practice back. And if you watch until the end of this episode, I’ll give you a resource you can use for your very next meeting that can have a direct impa...
Episode 316: From Clicks to Patients: How to Use Facebook Lead Ads To Fill Your Team's Books
April 01, 2024 21:30 - 10 minutes - 9.94 MBHealthcare practice owners: Tired of wasting money on ads that don't bring in new patients? It’s time to stop following outdated tactics! In the next 8 minutes, I'll show you the most effective way to use Facebook Lead Ads to consistently fill your practice with high-quality patients, and why the things you’ve tried before just aren't cutting it anymore… And if you stay with me until the end of this podcast, I’ll show you how you can get the exact word-for-word ads that our clients h...
Episode 315: Get Ahead of the Game with AI in your Healthcare Practice
March 25, 2024 21:30 - 10 minutes - 9.57 MBIn this episode, we dive deep into how Artificial Intelligence (AI) can revolutionise your clinic's operations, from reducing patient no-shows to enhancing customer service and boosting marketing efforts. In this episode you will also learn: How AI can solve common challenges in healthcare practices, such as reducing no-shows and improving patient experiences. How AI is accessible and beneficial for practices of all technical levels. Implementing AI can lead to increased effic...
Episode 314: Three Simple Steps to Acquire New Patients in Less Than 48 Hours
March 18, 2024 21:30 - 13 minutes - 12.3 MBAre you struggling to find a consistent and dependable method to attract new patients? This challenge is a common one among practice owners, and many tend to overcomplicate the solution. The good news is, there's a simple yet effective strategy that can solve this problem. In this episode of the Practice Acceleration podcast, you'll discover: A game-changing strategy to attract new patients quickly, requiring just 60 minutes of your time, ensuring your appointm...
Episode 313: Hacking Your Business Mindset for Peak Performance
March 11, 2024 21:30 - 37 minutes - 34 MBDo you aspire to lead your business with more confidence? Are you seeking tools to enhance your performance, bounce back from setbacks, and conquer new challenges? Imagine feeling utterly unstoppable in your business endeavors. In this episode of The Practice Acceleration Podcast, our personal mindset coach, Ben Elliott, shares the hacks that keep us motivated every day! Tune in to discover: The two mindsets of a business owner and which one to embrace Strategies to overcom...
Episode 312: Instant Patient Growth - 5-Minute Strategies for New Clients
March 04, 2024 21:30 - 22 minutes - 20.8 MBWould you like to attract new patients instantly? What if you could do it in five minutes or less? In this episode of The Practice Acceleration Podcast, discover the quickest way to acquire new patients at the push of a button. Listen now to discover: The number one fastest way to attract new patients to your healthcare practice. How five of my clients in physiotherapy, dentistry, podiatry, and osteopathy secured $1 million in new bookings in under 60 minutes. The ninja...
Episode 311: 5 Reasons You’re Not Getting Enough Patients to Fill Your Books
February 26, 2024 21:30 - 17 minutes - 15.9 MBLead flow is the oxygen supply for your business. But most businesses are STARVING, and not getting what they need to grow and thrive. So in this episode, we’re going to cover the 5 reasons you might not be getting enough patients to fill your books. So if you want to learn more on why lead flow is so important for you as the business owner, listen to this episode now! P.S. If you want to learn more on how to scale your healthcare practice, chat with one of our expert coaches at https:...
Episode 310: The #1 Hire That Every business owner needs to make
February 19, 2024 21:30 - 12 minutes - 11.4 MBSuccess is a team game, and nobody is self-made. There is one key person that every business owner must have in their business to achieve their goals. So in this episode, I’m going to reveal who that key person is, why you need to hire them right away, and the hire you might be considering that would be a huge mistake. So if you want to learn more on this, listen to this episode now! P.S. If you want to learn more on how to scale your healthcare practice, chat with one of our expert c...
Episode 309: How Top Practice Owners Reduce Their Hours (to Zero)
February 13, 2024 21:30 - 13 minutes - 12.2 MBIf you want to run a successful practice, you need complete time freedom. If the results and outcomes of your business are dependent on you being there, then you have a job, not a business. So in this episode, I’m going to walk you through how top practice owners reduce their hours to zero. At Practice Acceleration, we’ve worked with over 2500 practice owners for over a decade to help them double their income, halve their clinical hours, and take total control of their business. A...
Episode 308: The Art of A 10X Business Plan
February 05, 2024 21:30 - 13 minutes - 12.1 MBThe first thing that we work on with any of our members is installing a 90 day business plan to ensure that they get fast and lasting results. When our members follow this, they can achieve 10x more than they ever imagined and do it way way faster. And today I’m going to show you how to do the same. In this episode you’re going to learn the key steps to create a 90 day business plan. A well-thought-out and meticulously crafted 90-day business plan can be the difference between stagna...
Episode 307: 3 Scale Tactics That Will Explode Your Practice
January 29, 2024 21:30 - 13 minutes - 12.9 MBIf you want to get rapid and lasting results in business, the secret is not doing more, but doing less and with more focus. In this episode you’re going to learn the 3 biggest tactics you should be focusing on if you want to explode your business in 2024: Create a System for Recommendations Create a System for How You Recommend Create a System for Ensuring Clients Stick to Recommendations By focusing on these key tactics and maintaining a strategic approach to business grow...
Episode 306: The Truth About Scaling A Healthcare Practice
January 22, 2024 21:30 - 12 minutes - 11.3 MBScaling is a buzzword. Everyone wants to grow bigger. The drive for more, more, more at all costs. Yet very few actually get to scale. This is because most practice owners were setting themselves up to fail from day one without knowing it. In this episode you’re going to learn the three essential steps to scale profitably: Set up a Predictable Sales System Always Be Marketing (ABM) Profit-First Approach You need a model that is profitable from day 1 because you’re i...
Episode 305: Recruiting and building A-players
January 15, 2024 21:30 - 9 minutes - 9.17 MBAs a practice owner - you need a team, a high performing team - otherwise you’ll never have a business that gives you freedom. And that’s what we all want as business owners - freedom. Freedom of money, freedom of time and freedom of headspace. In this episode you’re going to learn: Lesson 1 - Building Talent: Practice owners don't need to hire pre-packaged, talented individuals. Instead, they should focus on developing and nurturing talent within their team. Talented people often em...
Episode 304: The CEO Dashboard for Practice Owners
January 08, 2024 21:30 - 7 minutes - 6.61 MBIf you’re not making business decisions based on numbers, then you’ll never be able to maximize the profitability of your practice. In this episode you’ll learn the high-level overview of what you should track in each area: Finances: Keep tabs on your income, expenses, where money is coming in, where it's going out, and whether you're on track to meet your financial goals. Marketing & Sales: Monitor the number of leads needed to achieve your goals, the actual number of leads obtaine...
Episode 303: The Self Reporting Accountability System
January 01, 2024 21:30 - 8 minutes - 8.13 MBIf you want to scale your healthcare business and grow your team - the answer is NOT to have more meetings, I’ve got a tactic that you’ll love instead! In today's episode, I’m going to show you the Self-Reporting Accountability System we use at scale to get better results from every team member with LESS meetings. Here are the few steps you’ll learn: Step 1: Create a Performance Review Template Step 2: Systemize The Reporting Step 3: Reporting Results On Video Step 4:...
Episode 302: How To Build The Team That Builds Your Business For You
December 25, 2023 21:30 - 8 minutes - 7.67 MBIn this episode, you'll learn the art of building an exceptional business team and its critical role in achieving success. Key takeaways include: Recognising the value of exceptional teams in yielding outstanding results. The synergy between effective leadership and the right team for accelerated growth. Fostering internal accountability within your team for self-motivation and dedication. Principles and keys for effective team building, from clear onboarding systems to regular fee...
Episode 301: Zig when they Zag
December 18, 2023 21:30 - 9 minutes - 8.81 MBIn this episode, Tristan delves into a critical topic for business owners: the notorious "slump season". Falling into the trap of slowing down as the year ends and the importance of showing up with full energy and commitment. In this episode you’ll learn the four key actions to prepare for success during this challenging season: 1. Show Up: Not just physically, but mentally, emotionally, and energetically, just like Tom Cruise commits to every performance. Your energy sets the tone for...
Episode 300: The Scientifically Proven Way To Grow Your Business
December 11, 2023 21:30 - 6 minutes - 5.76 MBWould you rather have the chance to succeed overnight but you get no guarantees, or would you rather be guaranteed to achieve every single one of your financial and lifestyle goals, but it’d take at least 3 years? In this episode, you'll learn how to scientifically grow your business and avoid the allure of overnight success. Key points: Business growth is a science, not a mystery. Success leaves clues from others who've achieved it. Focus on universally applicable tactics and str...
Episode 299: How to make your practice run like clockwork
December 04, 2023 21:30 - 7 minutes - 7.09 MBIn this episode, you'll discover how to create a well-oiled, system-driven practice for lasting success. Key takeaways include: The risk of burnout when your business depends on you. Breaking free from the grind by building a plan and strategy. An example of exponential growth through systematic planning. The potential for increased profit and enjoyment. The benefits of clockwork systems for marketing, client management, and operations. How structured systems lead to greater fr...
Episode 298: How to build an Appointment Engine for your practice
November 27, 2023 21:30 - 7 minutes - 6.64 MBIn this episode, you'll gain valuable insights into building a highly-profitable appointment engine for your practice. Here's what you can expect to learn: The Importance of a Reliable System: Understand the significance of having a system that consistently brings in new patients for your practice to ensure its long-term success. The Concept of an "Appointment Engine": Learn why your patient acquisition process should be thought of as an "engine" that operates smoothly, reliab...
Episode 297: You Don’t Have to Do Everything Yourself
November 20, 2023 21:30 - 4 minutes - 4.5 MBIn this episode, you'll gain valuable insights into the importance of seeking help and letting go of the need to do everything yourself in business. Here's what you can expect to learn: The Pitfalls of Going Alone: Understand that while you can achieve initial success by yourself in business, it's not a sustainable approach, and it can lead to burnout and dissatisfaction. The "Hustle" Culture Trap: Recognize that buying into the hustle culture and trying to do everything yourself can...
Episode 296: Don’t Make This Mistake With Social Media
November 13, 2023 21:30 - 7 minutes - 7.15 MBIn this episode, you'll gain valuable insights into effectively using social media marketing to grow your business. Here's what you can expect to learn: Understanding Social Media Science: Discover that social media marketing is not a mystery but a science that can be studied and mastered. The Importance of Strategy: Learn how posting without a clear marketing strategy can be ineffective and why you should focus on content that moves people closer to making a buying decision. Prioritising...
Episode 295: Why Healthcare Entrepreneurs NEED to Pursue Profit
November 06, 2023 21:30 - 5 minutes - 5.5 MBIn this episode, you'll discover how healthcare entrepreneurs should approach profit and why chasing profit is a sensible endeavor. Here's what you can expect to learn: The Reality of Profit: Understand that profit is not about shortchanging clients or staff but about following effective processes. The Resistance to Profit: Explore the ways in which people in the healthcare industry often resist profit, such as under-recommending services or avoiding sales and marketing efforts. The ...
Episode 294: How to Avoid The Chaos of Going From Solo Operator to Small Team
October 30, 2023 21:30 - 7 minutes - 16.7 MBIn this episode, you'll gain insights into the challenges of transitioning from a solo operator to managing a small team. Here's what you can expect to learn: The Myth of Freeing Yourself: Discover why hiring a team doesn't automatically mean you can step back from day-to-day operations and why this misconception can lead to a revenue drop. The Main Revenue Generator: Understand the importance of offloading revenue generation onto your team members to achieve true freedom. The Need for Sy...
Episode 293: The SECRET to Becoming & Staying Successful
October 23, 2023 21:30 - 8 minutes - 18.9 MBThere’s a secret the most successful people know across every industry of business, sports, entertainment, and more. And what we’re going to cover today will allow you to not only become successful, but STAY successful as you scale your practice to $1M/yr and beyond. In this episode, you'll learn: Success Is Action-Based: Understand that success isn't innate but is the result of consistent actions. There's no "success gene" in your DNA. The Pitfall of Luck: Discover why relying o...
Episode 292: Why Ads DON’T Work For Most Practice Owners
October 16, 2023 21:30 - 7 minutes - 6.98 MBIn this episode, we explore why many practice owners struggle with ads and provide strategies for ensuring the highest ROI. In this episode, you'll learn: Common Pitfalls: Discover why many practice owners fail with paid ads, including the lack of effective follow-up and adopting a short-term approach. Long-Term Strategy: Understand the importance of patience and viewing paid ads as a long-term strategy. The longer you run them, the better they perform. Cost vs. Investment: Shi...
Episode 291: Don’t underestimate the POWER of a routine
October 09, 2023 22:30 - 10 minutes - 14.8 MBIn this episode, we dive deep into the incredible impact that a simple 5-minute routine can have on your business. We explore the often-underestimated power of routines and how they can be the key to your success. Here are the key takeaways: 1. The Morning Routine: We emphasize the importance of starting your day with a clear focus on your three most critical tasks. This brief exercise sets the tone for your day, ensuring you tackle the most important business goals. 2. The End-of-D...
Episode 290: How to Unlock Your Team’s Potential & Multiply Your Profits
October 02, 2023 22:30 - 11 minutes - 16.3 MBIn this episode, we dive into the vital topic of team training and its significance for practice owners looking to boost their business. We draw parallels between managing a practice and coaching a sports team to highlight the importance of empowering your team to excel. Key Takeaways: 1. Ladders of Learning: This progression spans from unconscious incompetence, where individuals are unaware of their lack of skill, to conscious incompetence, conscious competence, and finally, unco...
Episode 289: How to Turn Patients Into Raving Fans
September 25, 2023 22:30 - 6 minutes - 9.27 MBIn this episode, we tackle a vital shift in marketing mindset for practice owners, emphasizing the necessity of transcending the sole focus on new leads. Instead of fixating solely on attracting new clients, we delve into the concept of cultivating an engaged audience of raving fans. The common mistake of fixating on acquiring new business can lead to burnout and reactive decision-making. We explore the proactive approach of nurturing prospects through consistent valuable content, establ...
Episode 288: Hybrid Hell and Scaling Past 50k/mth
September 18, 2023 22:30 - 11 minutes - 15.4 MBGet ready for an insightful podcast episode as we delve into a common struggle that many practice owners face: being trapped below the $50k/mo mark and how to escape what we call "Hybrid Hell" to build a thriving 7-figure practice. 🔑 Tune in to uncover why the excitement of starting your practice often dwindles once you hit the $30k-$50k/mo range. Learn why repeating your current strategies at a faster pace won't lead to the growth you desire. 🚀 Discover the patterns that lead to being s...
Episode 287: My 250M Approach to Scaling Teams
September 11, 2023 22:30 - 9 minutes - 12.6 MBIn this podcast episode, we introduce the "250M team scaling system," an unconventional approach to scaling teams in businesses. We emphasize the importance of moving away from the idea of finding a "unicorn" staff member and attempting to change team members to be like the business owner. Instead, we present a systematic approach to building A-grade team members and scaling rapidly. The episode highlights key concepts: Not Everyone Needs to Be You: Avoid seeking team members with the same ...
Episode 286: Growing vs Scaling a Healthcare Business
September 05, 2023 05:13 - 10 minutes - 14.3 MBIn this podcast episode, we are going to discuss the difference between growing and scaling a healthcare practice and offer insights on achieving desired financial success, work hours, and lifestyle. We emphasize the importance of setting clear goals and reverse-engineering the business model to align with those goals. We share personal experiences of growing without scaling and highlight the need for a balanced approach. We introduce a three-step process for scaling effectively: Get Clear ...
Episode 285: Amp up Your Marketing with Patients On Demand
April 03, 2023 19:30 - 13 minutes - 7.87 MBHave you ever thought of amplifying your marketing strategies and wished there was a system that could integrate all these? Imagine if you could add a couple of patients into your practice by using a service that allows you to take full control of your marketing. As practice owners, we want to acquire leads without having to go through the hassle of wasting time and mental energy. The key to scaling a practice requires running a campaign that you’re able to systemise and optimise in the lo...
Episode 284: The Five-Minute Patient Reactivation System
March 20, 2023 19:00 - 8 minutes - 5.74 MBAs a business, the most important asset to the success of your practice is undoubtedly the patients you serve. While growing your patient base is essential for maintaining sustainability and profitability, it’s equally important to cultivate relationships with existing patients in order to ensure loyalty and long-term growth. Unfortunately, many medical practices are not proactive when it comes to engaging their dormant or inactive database of patients—which can have serious consequences ...
Episode 283: WCM - The 12 Best Performing Instagram Posts For Practice Owners
March 13, 2023 19:00 - 24 minutes - 15.5 MBAre you an independent practice owner? If so, you know that creating content can be a huge challenge. Even if you have creative ideas and good intentions, most of us are not professional marketers or social media managers. However, Instagram is one powerful platform that allows your business to connect directly with potential customers in a fun and visually appealing way. Not only does it offer countless opportunities for businesses to reach their target audience, but it also requires rel...
Episode 282: Nailing Your Numbers To Grow Your Practice With Certainty
March 06, 2023 19:00 - 10 minutes - 7.02 MBGrowing a practice can be challenging, especially when you don't know whether your decisions are putting you in a more successful or vulnerable position. If you want to build strategic certainty into your practice, one of the most reliable ways is to focus on getting your numbers right. Nailing your numbers is the best way to set measurable targets and track the progress of your practice over time. Taking the time to really hone in on your numbers will give you the insight needed to accur...
Episode 281: WCM - Staff Performance Management Conversations
February 27, 2023 19:00 - 13 minutes - 8.84 MBHaving a system for staff performance management in place is essential to the success of any organization. When conversations regarding staff performance are held with respect, professionalism and transparency, employees feel valued and supported in their roles. When done properly, these conversations can have a real impact on morale, the camaraderie within teams and ultimately business results. However, when conducted poorly they’re often seen as counter-productive - leading to negative ...
Episode 280: WCM - The 3 Day New Patient Machine
February 20, 2023 19:00 - 21 minutes - 14.6 MBAs a medical practitioner, it's important to increase the number of patients who come into your office. After all, more patient visits mean more revenue for you — not to mention better care for those in need! But how exactly can you get more patients through the door? The healthcare industry is one of the largest, most complex, and most rapidly changing industries in the world. With advances in technology quickly evolving and new treatments being developed on a regular basis, competition ...
Episode 279: How Sarah Holland Started a Million Dollar Worth Practice
February 13, 2023 19:00 - 34 minutes - 24.4 MBStarting a practice can be an exciting but daunting experience. The rewards of running your own practice may seem obvious, such as being able to call the shots and make your own schedule, but plenty of challenges also come with the territory. Those who choose to take on this exciting challenge have access to a wealth of resources, such as entrepreneurs and alumni networks that have successfully launched new practices. Knowing what to anticipate, such as hard work and dedication, will ...
Episode 278: 3 Facebook Marketing Mistakes You Need To Stop Right Now
February 06, 2023 19:00 - 9 minutes - 5.91 MBFacebook is a powerful tool for businesses looking to get noticed and grow their presence in the digital world. With nearly 3 billion monthly active users, Facebook remains one of the most popular social media platforms. The platform's expansive reach and precise data-driven targeting capabilities make it an irresistible strategy for brands and companies to promote their brand and reach new customers. With Facebook, you can grow your audience beyond what you could imagine. But even with ...
Episode 277: Getting New Patients Everyday From Social Media
January 30, 2023 19:00 - 34 minutes - 20.5 MBAre you ready to take your business to the next level? If so, it's time to consider using social media to get new patients every day. Social media holds tremendous potential to market your medical practice and attract more patients effectively. Not only that but using social media can also help you create meaningful interactions with current and prospective patients. From creating content tailored specifically for them to engage in conversations through feeds and comment sections - there a...
Episode 276: How A Physical Therapist Earned $8K Return On A $40 Marketing Strategy
January 23, 2023 19:00 - 36 minutes - 24 MBBuilding a business with complete community support is not easy to accomplish. However, forming the right relationship encourages the community to support and appreciate local businesses. Although running a healthcare practice is rewarding, it can also be challenging. Practice owners face obstacles and need to find the best ways to overcome them. For some, the challenge is finding the right people, increasing revenue, or developing better strategies that can help promote their business....
Episode 275: The 6 Phases of Private Practice Growth
January 16, 2023 19:00 - 12 minutes - 8.24 MBYour evolution to becoming a healthcare practice mogul requires going through different stages. Progressing in each stage helps you handle every possible problem that will arise in your practice. In this episode, we talk about the 6 phases of private practice growth. As your practice grows, the goal is to have a business that’s not dependent on you and these phases will give you an idea of how to continuously scale up. Each phase comes with important focus points so you know how to best...
Episode 274: How To Add 50k+ Profit To Your Practice in 30 Days
January 09, 2023 19:00 - 14 minutes - 8.43 MBIt's no secret that business owners and entrepreneurs always strive to make more money. But how can you take your practice - whether small or large, specialised or general - to the next level of profitability? Just like any business, increasing your profit can be quite challenging. Between setting up a business, managing employees, and dealing with customers, there always needs more time to focus on the bottom line. In addition, there are ever-changing industry trends and economic shift...
Episode 273: How This Speech Pathologist Grew To 1M Per Year And Regained 25 Hrs Per Week
January 02, 2023 19:00 - 33 minutes - 13 MBHave you ever met someone who achieved the seemingly impossible? Someone who fought against all odds, overcame their greatest obstacles and achieved immense success as a result? It's no secret that running a business can be a daunting task, full of challenges and obstacles. But for those with the perseverance and determination to make it through, success is often found in unexpected places. In fact, many of today's most successful entrepreneurs started with nothing more than an idea and...
Episode 272: 3 Tactics To Profit While You’re On Holiday
December 26, 2022 19:00 - 13 minutes - 8.61 MBAre you dreaming of taking an extended holiday, escaping from the hustling and bustling of everyday life and finally having a chance to relax? But maybe you feel guilty because you think taking some time off means your business will suffer. As a business owner, it’s important to remember that time away is not only essential for your mental health, but it also can be beneficial for your business in the long run as well. Taking a break from work and getting out of your everyday routine can...
Episode 271: How To Recruit Staff In The Post COVID Era
December 19, 2022 19:00 - 37 minutes - 24.4 MBNow more than ever, businesses need talented staff to help them navigate these difficult times. But how can you go about recruiting the best people when everyone is seemingly out of work or afraid to leave their homes? It's undeniable how the pandemic has changed the way companies need to think about recruitment and hiring. With job seekers more hesitant to leave their current jobs, employers must look for creative ways to attract top talent. In fact, the pandemic has created some incr...
Episode 270: 3 Steps To Booking Patients Past The Christmas Holidays
December 12, 2022 19:00 - 10 minutes - 7.03 MBThe Christmas season is usually seen as a festive holiday but for practice owners, it can be a tough time. During this time, patients come up with different excuses and abandon their treatment plans. Not having a system to keep your patients past the season equates to not having control over your books. Instead of relaxing and enjoying a well-deserved break, you get stressed out because patients disappear and no money is coming in. Lots of distractions can happen this time of the year a...