Matthew Gillogly tells doctors and medical practice owners that sharing your failures builds trust with people who find you intimidating. He describes his own bankruptcy, divorce, and business failures, and points to Bill Clinton as someone whose humanity made him relatable despite his power.
When it comes to building rapport, you have to realize that they're actually in a little bit awe. They're probably slightly intimidated by you. That fear that they have of you is not know, like, and trust. And so what you have to do is you have to be viewed as human by them. In how you get people to think of you as human, as a normal human being. Is you show that you are just like them. So what does that mean? I'm certainly not going to tell you to share about your latest vacation or you know a detailed story about how your you and your spouse had a fight that week, right? Or whatever. But I'll give you an example of how I do this. I was standing in front of a room of doctors and I was talking about how to grow your practice. And one of the guys goes, "But Matt, you really have your act together. You you seem like everything you do touches." turns to gold. And I reminded him that I went through personal bankruptcy in 2010, that my marriage of 25 years collapsed, that I've had numerous business failures, that, you know, I mean, the list goes on and on, right? So the thing is, is that you have to show them— people like people who are like them. So you have to show them that you are not perfect. I know this is really hard. You're trained to be perfect. I get it. Everything that you've been doing since you decided you're going to be a doctor at 8, 9, 10, 11, 12, whatever age it was, has been about perfection. I get that. But to show that you're slightly human, okay, that's how people are going to know you. They're going to like you a little bit more, and then they're going to trust you. They don't trust people who are perfect. They trust people that are imperfect. My God, just look at our politicians, right? I always use the analogy, you know, Bill Clinton's popularity actually went up During the whole Monica Lewinsky scandal over time, because you know what? People are like, "Yeah, okay, that makes sense," right? To this day, I've always said that if Bill came out and goes, "Damn right, I had sex with the intern," everybody would have gone, "All right, okay, makes sense." Okay, but so you get the point, right? Be human. Want to learn more? Get this book right here. It's the Anatomy of a Seven Figure Medical Practice. Click the link below. Get your free book, free copy sent to you. It'll be mailed directly to your home. Get it today.
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