By. Dr. Richard Grifasi

1. This is How I Do It.

2.  Practicing Clinician
 24 years
 Private Practice Owner
 17 years solo owner

3.  Med/Surg Practice
 Katzen Eye Group
 Hirsch Eye Group
 Corporate Optometry
 PearleVision
 Lens Crafters
 America’s Best (short)
 Professional Group Practice
 Vision Associates (six locations)
 Solo Practice!

4.  Two things I learned
 I am a business person at heart.
 I practice optometry as a hobby.

5.  1997 Grifasi Eyecare and Optical I, Inc.
 Elkton, MD
 1998 Grifasi Eyecare and Optical, II, Inc.
 Havre de Grace, MD
 2003 Grifasi Eyecare and Optical, III, Inc.
 Lewes, DE

6.  2008 Decided to Semi-Retire2008
 2008 Divested out of two locations (kept
Lewes, DE)
 2009 Boredom Set in.

7.  2009 Rebranded as L’occhio Eyecare – Eyestyle

8.  Focused on Internal Operations
 EMR
 Hippa
 Web/Social Media – (the new marketing…)
 Improved business operations
 Opening a second location in DC
▪ March 2013

9.  My most challenging/stressful area of my
private practice.
 Constant turnover
 Many patient complaints
 How Do I fix this problem?
 I found no cook-book source.
 Nobody had an answer.
 Conclusion:
 Figure it out myself. (The “Rich Grifasi Method”)

10.  Identify the problem area of my practice.
 Take a GOOD look!
 Boil it down to its basics.
 From the basics create a SIMPLE, EASY FIX
THATWORKS!
 Easily duplicated.
 Works all the time.
 Anybody can do it.
 There is no mystery, no rocket science.

11.  It is people!
 It is NOT the inanimate objects of the
organization: the equipment, furniture,
computers, etc.
 People animate the business equipment.
 Business equipment does not produce
without people!
 Simply stated a business is nothing but
PEOPLE!

12.  Is it people?
 NO!
 It is my LACK of UNDERSTANDING PEOPLE.
 I was just unaware!

13.  Take a good look at people!
 Get to the basics of what people really are.

14.  “Transport USA”
 Mission Statement:
 To transport goods safe, fast, at a low cost

29.  All people are subject to Human Frailty.
 When hiring we must assess a candidate’s
human frailty.
 We must identify a candidate’s core frailty
and make a decision to hire.

30.  Constructive Personality
 Destructive Personality

31.  Lost Revenue
 Lost efficiency – higher operating costs – lower
profit
 Increased “work” – busy work producing no
income
 Lost Future Business
 Turned Away Business
 Loss ofYour BEST Employees!
 Loss ofYour Practice Enjoyment and Happiness
– STRESS!

32.  TheWholly Shiftless
 The Defiant Negative
 TheWilling

36.  Money
 Personal Gain
 Personal Conviction
 Duty

41.  The Social Personality
 The Core Emotional Personality
 Will the real personality please stand up?

42.  4.0 Enthusiastic
 3.5 Cheerful
 3.0 Conservative
 2.5 Boredom
 2.0 Antagonism
 1.5 Anger
 1.1 Covert Antagonism
 1.0 Fear
 0.05 Apathy

54.  Two Concepts to Never Forget
 There definitely are people out there that are
EXCELLENT to recruit.
 If you are not finding good people to hire there is
SOMETHING WRONG!

55.  It is ABSOLUTELY IMPOSSIBLE for recruits to
get to your business.
 Somebody is ACTIVELYTURNING PEOPLE
AWAY!

56.  “MyWay” IS NOT 100% FULL PROOF!
 What “MyWay” does.
 Reduces your hiring risk.
 Makes your best “guesstimate.”

58.  Your Ultimate ScreeningTool
 What Do the Scores Predict?

60.  200 QuestionTest
 AreasTested
 Stable – Unstable
 GoalAttainment – Discontented
 Composed – Scattered
 Confident – Not Confident
 Active – Inactive
 Aggressive – Inhibited
 Responsible – Irresponsible
 Correct Estimation – Critical
 Appreciative – Lack of Accord
 Communication Level –Withdrawn

63.  Just Another Formality
 Intermission
 Entertainment

64.  “I am a people Person.”
 TheTwo Minute Interview

65.  What is this 90 day thing all about?
 Performance – Actions Speak
 Talk is Cheap.ActionsTell All.
 Remain Firm – yet fair