The 10% Difference: Small Moves That Change Everything
Ever feel like some reps are always in the right place at the right time and you’re missing something? You are. And it’s not luck.
Lisa and Cindy break down the “10% difference” the micro moves that separate average reps from elite performers. From positioning yourself in the right places to asking better questions and never leaving empty-handed, this episode is packed with real, in-the-field strategies.
This isn’t about working harder, it's about working smarter. If you’re ready to stop checking boxes and start creating opportunities, this episode will change how you operate the moment you walk into your next account.
Must-Hear Insights and Key Moments
Rep A vs Rep B – The subtle but critical difference between task-focused reps and opportunity-driven performers.
The Slight Edge Principle – How small, consistent actions compound into massive results over time.
Positioning Moves – Where you place yourself inside the hospital can directly impact your access and opportunities.
Curiosity Moves – High performers don’t wait; they ask better questions and uncover what others miss.
Completion Moves – Never leave an account without maximizing every possible touchpoint.
The “Check the Board” Rule – One simple habit that can completely change your day (and your numbers).
Why Reps Hold Back – Fear of being “annoying,” lack of planning, and missed awareness are costing you deals.
Do the Work – The real “secret” isn’t complicated, it's executing the small things consistently.
Words of Wisdom: Standout Quotes from This Episode
“The days you operate instead of just showing up? That’s when everything changes.” - Anneliese Rhodes
“It’s not about doing more, it's about doing the right small things consistently.” - Anneliese Rhodes
“If you’re already in the building, why wouldn’t you maximize the opportunity?” - Anneliese Rhodes
“Excuses like ‘I’ll email later’ are just that excuses.” - Anneliese Rhodes
“These small moves may feel quiet, but I promise you they add up.” - Anneliese Rhodes
“High performers don’t ask what they have to do they ask what they can make happen.” - Cynthia Ficara
“You’re not going into the hospital to work, you're going in to operate.” - Cynthia Ficara
“Minutes turn into money when you make the right moves.” - Cynthia Ficara
“The difference isn’t effort, it's execution of the little things.” - Cynthia Ficara
“Don’t leave the hospital empty-handed. Ever.” - Cynthia Ficara
Mentioned in the episode:
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We'd Love to Hear Your Stories!
Ever shown up to a hospital ready to “just pop in”… and immediately felt like you didn’t belong there? Maybe you didn’t have a clear reason. Maybe you thought access would come naturally. Maybe you assumed being credentialed was enough but it wasn’t. We want to hear your story. DM us or tag us and share a time you struggled to get access and what you did next. Did you shift your mindset, start bringing real value, build relationships with gatekeepers, or learn the hard way? Your experience might be exactly what another woman in med device sales needs to stop chasing the door and start creating a reason for it to open.
Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Have you ever noticed there are people who always seem to be in the right place at the right time? They run into the right people.
They know what's happening before everyone else, and somehow they never leave empty handed. And you're sitting there thinking, what am I missing?
Anneliese Rhodes: Yes. Well, here's the truth. It's not luck, it's not connections, and it's definitely not more hours. It's something no one teaches you.
Cynthia Ficara: Today we're revealing the small, almost invisible moves that completely change how you operate and how you win.
Anneliese Rhodes: Welcome everyone to another episode of Secrets in Medical Device Sales, brought to you by the Girls of Grit. We are here today, Anneliese Rhodes and Cynthia Ficara. Coming at you guys with another amazing episode.
The Shift That Changes Everything
Cynthia Ficara: We're back. We're back. You know what? This time I am diving right into a story. So Lisa and I were talking not that long ago about thinking back to moments that made impressions on us.
So I wanna say it was second or third, I can't remember which job it was, but there was a counterpart that I used to work within a company and then we were merging and switching, and I was new to all these products and then I had to have. All these new hospitals, he was amazing. He had been a rep for a long time.
He still is probably one of the best known reps out there. And so he took me into hospitals with him. And you know, when you notice if somebody shows you the right way, the right time, that when somebody does something the wrong way or doesn't do something, that stands out. Okay. Yeah. So what am I talking about?
I'm talking about the tiny little things we do, the small moves that we do in our business that make a huge difference. So I was working with this guy. And we went into the hospital. And so we went into the main entrance. Okay. And I was really new to this area. And then of course we have to check in, and this is prior to like, there was a long time ago where vendors didn't have these computers.
But anyway, we had to go sign in on this book. So we go down to the basement, he knows where he is going. Everybody he sees in the hallway stops and talks to him. And I was like, oh, that's impressive. He knows everybody kind to, every person he comes in contact with, we go to our meeting that we were going to and that, here's where it changes.
We go into our meeting and guess what? Let me ask you this. Do we. Walk back out of the hospital and, and, and go about our day A or B. Mm-hmm. Do we take advantage of being in the hospital? And now this person I was with starts. With more questions. Who else can I see? Where else can I go? We walk down to the hospital in a totally different area.
Let me go check on this inventory. We go into the back, he runs into somebody he had emailed about a message for something. He then walks down to another hallway and he's like, you know what? Are you thirsty? Why don't we sit in the cafeteria for a minute? Then we didn't leave until we checked a schedule, and then he says, Hey, you know what?
Why we're in this area. Let's go drive to this office building now. Does that sound simple, girl?
Anneliese Rhodes: Oh my gosh.
Cynthia Ficara: We could take this episode to break it down compared to somebody who says, oh, I got an appointment. Let's go there, check in, go to appointment, and leave. So I want you to think about that story as we talk about this today.
And are you rep A or are you rep B?
Anneliese Rhodes: Gosh, I love that story for so many reasons. Number one, that inspires me because I'll be honest, sometimes I'm not like that. Like sometimes I'm like, Hey, oh, meaning okay, I gotta go to Starbucks now. Like I, I will be human here and say that that is me. But on the days that I am like that person that you're talking about, rep A, it is unbelievable how many things you can uncover, how many opportunities you actually find, and you leave on such another level of being like high, basically like a happiness high.
Like damn it, I just totally, uh oh. Better take that word out. I just totally rocked. Not only the meeting, but like I saw Dr. So and so. I saw so and so in the hallway. I got another case. I, I don't know, like. I checked my inventory, I did all the things. Oh, and I saw that Dr. Z is doing procedures with competitor of mine when he should be doing 'em with me.
Like that rep learned so much just from taking advantage of that one opportunity of being in the hospital and like making the best of it even, even if he's not making the best of it, like in sales, like if he's struggling, that guy or G gal is like, yeah. I mean, I don't know why we don't wanna always be like that.
And we're gonna talk, actually, we're gonna talk about that today of why we may be rep B instead of rep A. But I will tell you, I mean, just hearing that makes me think, dang it, Lisa, you need to get your butt in gear a little bit more.
Cynthia Ficara: Well it's, it's so normal, right? And I'm not saying there's not days where you can only run in and run out, but I think there's days that you can walk down another hallway if you're running in, in and out.
Absolutely. But I mean, days, honestly. We, we are talking to all of you as high performers, and there is a difference. There's an elite difference that makes you a high performer. Oh, that brings to mind. Have you ever heard of the book, the Slight Edge? I have
Anneliese Rhodes: not, no.
Cynthia Ficara: Okay.
Anneliese Rhodes: I have not.
Cynthia Ficara: Literally, I think it was years ago.
It was one of the first books I read about. Really just, it's kind of like, what? Like, okay. Actually there was, gimme one second. There was a tagline, blah, blah, blah. Okay. Jeff Olson wrote this book.
Anneliese Rhodes: Okay.
Cynthia Ficara: And it's called The Slight Edge.
Anneliese Rhodes: Okay?
Cynthia Ficara: It's a great thing you can get down on, you know, audible and it, the tagline is Turning Simple Disciplines into massive success and happiness.
And think about that. What is the slight edge? What is the one little thing I can do? What 1% difference, what 10% difference can make by adding on one little thing?
Anneliese Rhodes: Dude, who doesn't want that? Like, hello? Okay, I'm gonna buy that book. Like totally gonna buy that. Right now I have, I think I have some credits in my Audible, but like I am super gonna do that right now.
I love stuff like that. I mean, you know what that sounds like, but it's probably not what is like Atomic Habits, you know, where it talks about, like, you always talk about systems and actually, by the way, I'm re-listening to that book right now. Great. Great book, but like that sounds like that book because it's like the small things, the little things, the slight edge.
I love that title by the way, like super smart. Um, I love that. I'm gonna read that book. That's awesome.
Cynthia Ficara: I know.
Anneliese Rhodes: Cool
Cynthia Ficara: And all as high performers, we all have the slight edge. It's the little moves that can change anything that's so
Anneliese Rhodes: Right.
Cynthia Ficara: You know what, Lisa, I'm just, I don't know why I'm so excited about this episode, so
Anneliese Rhodes: I know
Cynthia Ficara: I wanna, um.
Really look at like what we can do. Okay? So,
Anneliese Rhodes: okay.
Cynthia Ficara: If, if you are rep A and you wanna get to rep B, okay? Mm-hmm. It, it takes a Wait.
Anneliese Rhodes: Hang on. Rep A is good, right? Is the good rep Who? Which one?
Cynthia Ficara: The good rep. No. Rep A is the one. Okay. Sorry. Good. Let, let that better. Okay. Rep A, walks in, checks in, goes to a meeting and leaves.
Anneliese Rhodes: Okay.
Cynthia Ficara: Rep B
Anneliese Rhodes: oh
Cynthia Ficara: is the one that says B is the
Anneliese Rhodes: better one.
Cynthia Ficara: I'm not leaving until I put my slight edge to work.
Anneliese Rhodes: Okay, I got it. I got it. We wanna be rep B, not rep A. Okay. We wanna be re B. I think I was. I think I was confused. Okay,
Cynthia Ficara: we got this. So let's think of it like a shift. So I want everybody to pay attention and really think about when you're going into a hospital, you're not going in there to work.
Okay? I want you guys to think about this. You are going in there to operate. Okay. Think about that little, little pun on a little catch of a note, right? You're operating. I love that. The building, the system, you're leveraging your connections, your people, your opportunities, your questions, and sometimes you don't even know what they are yet, but you go in and you start thinking, so don't think about going to go to work.
Think about entering an environment with a lot of intention. What else can I do? What else can I do when I'm here? B, you know, okay, rep a. Let's put them in a, in a, in a category rep. A is task focused. Okay? They're gonna go in and get something done and walk in and walk out. You all listening are high performers.
You are all about making opportunities and being aware of them, so you don't ask, okay, well what do I have to do today? You are asking, what can I make happen while I'm here?
Anneliese Rhodes: I love it. Okay. And I think, yeah.
Cynthia Ficara: Yeah.
Anneliese Rhodes: Okay.
Cynthia Ficara: Yeah. So,
Anneliese Rhodes: so, all right, so let's talk, let's give some quick examples. Like, I mean, you mentioned a lot in your story, but like, I think, um, you know, I don't know if you mentioned like grabbing a drink or whatever.
I, something that I will do a lot is just, um. If you're in the hospital and you've had your meeting and you've done all the things, you know, go grab a cup of coffee. I mean, there is a chance. There is a hospital I have where the cafeteria, not the little coffee shop thing that has the better coffee, but the cafeteria that usually has crappy coffee, by the way.
It's true. I know. I'm so picky, but literally I'll go get the coffee at the good coffee shop and then I'll sit in the cafeteria. But the cafeteria is literally next door to the fricking physician's lounge, and they have to Oh, really? Walk through the cafeteria? Yes. They have to walk through the cafeteria in order to get to the physician's lounge.
Can I tell you how many times I've been sitting there looking at a case or checking email and I see eyes always wide open, right? And I see my dog walk right by. It's like the easiest way to be like, Hey Dr. Smith, how are you today? What's going on? Haven't seen you in a little bit. Wanna talk about a new case, new product, whatever it is that I'm trying to do that day.
Um, but that's like a easy way to take advantage of the time while you're in the hospital. You were there for a meeting, so you've gained that access right for the day. It's almost like, you know what it reminds me of? It reminds me of when you make a spa appointment at a really nice place, like a pedicure massage, but then you get the spa for the whole day, right?
Cynthia Ficara: Oh, oh, the SA
Anneliese Rhodes: sauna. That is such a steam. You get to take advantage of the sauna, the steam room, the whirlpools, the spas, all that stuff. But really, you just paid for the massage. Like that's what this is, right? We're down. Why would you
Cynthia Ficara: wanna
Anneliese Rhodes: leave the building? Without the steamer. Yes. Yeah, exactly. But so seriously, like that is amazing.
That a hundred percent, that is a slight edge. And I, you know, I, I, I don't know, I just, I love what your, what your rep B did. You know, another thing was checking the boards, like how many times? And I can tell you I've done this multiple times where I walk in, I do the case, um, or I don't have a case that day and I'm just there and I don't even look to see what's on the schedule.
You walk right by the fricking schedule board, like why would you not look at it? You know? And we're gonna talk about Cindy, I think this is super important about why people don't do it, right? Like
Cynthia Ficara: yeah,
Anneliese Rhodes: what makes us stay in that rep a position versus moving to that rep B position.
Cynthia Ficara: Okay, so let's stay on what to do, because this is just really fun.
I'm thinking about this. Yeah, keep going. And you know. Like what you just said, that's a lot of like where you place yourself. So if we, if we break this down, like, you know, we're talking 10%, our, our slight edge, I, I, I'm gonna re-listen to that book I've already done a couple times,
Anneliese Rhodes: dude. I'm glad.
The Habit That Separates Top Performers
Cynthia Ficara: So these are like micro movements you can do within, so Lisa, let's, let's categorize those as like positioning moves, number one.
Anneliese Rhodes: Okay.
Cynthia Ficara: What can you do to position yourself in a cafeteria? Like you said, surgeon lounge versus a hallway. Sometimes it's just like accidental proximity, right? So,
Anneliese Rhodes: oh yeah.
Cynthia Ficara: It's all about opportunity, you know, positioning your moves. Yep. Something. All right. So that's positioning. Yeah. So let's just, and I, this might be like a weird word.
You might laugh if I say this. So let's think about curiosity moves. Okay? So high performers can think, where do they position themselves Now, be curious. Ask what else? That's the question I want you to, to think about. When you're walking into a hospital, you need to be asking yourself what else? All the time.
So like, okay, Lisa, what are some questions you could say? Um,
Anneliese Rhodes: well, you know what I do,
Cynthia Ficara: what
Anneliese Rhodes: I always have, and I'm, we've just talked about this like in a couple episodes ago. I always have a running list of things I need to get accomplished with each and every physician in that account. Okay. So, like, if I see Dr.
Smith, I know I need to. Talk to him about a VIP visit. Talk to him about the upcoming cases. Talk to him about training. Talk to him about a new study. Like I always have things on my list, like a running list of things so that when I'm there, I'm going to take full advantage of if I see Dr. Smith today.
But if Dr. Smith is there, is Dr. Clark, there is Dr. You know I'm running outta fake names, by the way. Yes, Dr. Green Fake. Who else is there? Doing like some, everybody knows this. Physicians operate on certain days, right? Like some physicians operate on just Mondays and Wednesdays. Some physicians operate every day, but that's not normal because they gotta go to clinic, blah, blah, blah, whatever.
But if you are there on a specific Tuesday, and you know that Dr. Smith is there, and you also know that Dr. Green operates there, but green doesn't use your product, well, hey, where can you position yourself to take advantage of the opportunity when Dr. Green walks by you, is it the hallway? Is it the cafeteria?
Cafeteria? Is it the physician's lounge that you may have access to? I don't know. Um, are you checking the schedule to see where Dr. Green is? And if you're smart, this is what I do. I know approximately how long every procedure takes. So if they're in there for a, I don't know. A tow amp, right? Like taking off a toe.
That's probably gonna take not very long. But if they're in there for this long, drawn out, you know, bypass over bypass, or they're on, you know, or they're on bypass, right? That's like a full morning into afternoon day. So I know that if I wanna see Dr. Green. He's doing this full on case that day I'm gonna stick around.
I'm gonna have to find other things to do in the meantime to fill my schedule, and then I'm gonna position myself where I need to be. When he finishes knowing full well he is probably gotta talk to the family, he is gotta dictate. So what do you do? Right? Maybe you see him in the hallway, maybe you see him grabbing coffee.
Maybe you see him coming outta the physician's lounge. Those are the things because you've thought to yourself, okay, I know he's here today and I know where he is gonna be. So you just. Push yourself, put yourself into those places and you're asking those questions.
Cynthia Ficara: I have to emphasize what you just said because it kind of circles back to my story looking at a schedule board and, and maybe it's not an or maybe you just know if it's clinic or what's happening and what time their lunch is.
Because fast forward to maybe like year, two years later, I was, why was I there? I was a different hospital for some reason with a different rep, and we went in and do you know. We didn't check the board. And I remember asking, well, well, are we gonna look, uh, you know, I I, I can email him later. And at the time I didn't think that much about it.
We got in the car and then something came up and then we had to call that hospital. And had we gone back in and looked, I was like, why are we not looking at the schedule looking? So I'm telling you such
Anneliese Rhodes: a good point.
Cynthia Ficara: If you wanna know a big secret. Okay, so. Oh, we didn't reveal our secret. Um, but a big secret, a big absolute of every time you're in a hospital, if you are or related, never ever leave that hospital without looking at the board.
And, uh, so just no, that's
Anneliese Rhodes: a good point.
Cynthia Ficara: Like, it's so importantly, so like that kind of sets up the rest of your day where to go. And so many things happen that one rep that didn't do it, by the way, he actually, um, was kind of pushed out six months later. He wasn't hitting his numbers. And, but like, think about these micro movement, these small things make a huge difference, but you gotta do it.
And so that. I'm gonna interrupt for our secret.
Anneliese Rhodes: Okay.
The Real Secret? Do the Work.
Cynthia Ficara: So let's reveal the secret to making a 10% difference, right? Okay. What is our secret?
Anneliese Rhodes: You do it
Cynthia Ficara: because you forget.
Okay, so our secret,
Anneliese Rhodes: nothing changes, nothing changes.
Cynthia Ficara: It is, do the work. That's right. Okay, so I know this secret is a little bit different 'cause I'm telling you to do something. It's not like something innate. But as we're listening to this episode, which we're flying through and it's so fun and we're almost done, but, um, you gotta do the work and but, but the work is microsecond.
Check the board. Look at this. This is not hard. It's that 10%. Percent difference minutes can add up to be multiple dollars in your pocket. You make the right moves, you move your business and that is money. That's ROI to your company to you. Success President's Cup, you name it. It all starts with these little movements.
Okay? We said, wait,
Anneliese Rhodes: hang on, I got, I got a story and then we gotta move on, but I got it. But this is such, golly, so I don't remember how long ago this was. I don't know. It was probably like six months ago. Um, I was in the hospital. I did a case. I did all the things I needed to do. I knew I was supposed to run down and check inventory, but I didn't do it.
It wasn't on my list. And I was like, ah, I gotta get back on the road. I am not joking you. When I tell you my phone rang an hour into my drive home and my doc was like, I have an emergency coming in. Do we have this device? And I'm like, you gotta be fucking kidding me, man. I did not do the one thing that I was supposed to do, and now I am clamoring, pulling in my head what they've used, what they've not used, what potentially could be on the shelf.
I ultimately had to call the circulating nurse, beg and plead for her to go and look at the inventory while I turned my car around because I couldn't give him a specific answer on that spot right away. And Cindy, I was so mad at myself because I pride myself on being on top of all my crap. I was so mad because I didn't do it.
I got too busy and I was too worried about making it back. And I'll tell you what, that's when crap catches up to you. I'm like trying really hard not to drop any F-bombs right now. So like, that's when things catch up and it's like, ugh. It's so infuriating. So do the work. Do the work. It takes five extra seconds.
Not really. Yeah. But like five minutes to run down. Check the inventory. See the doctor, look at the board, be in the hallway. See that person that you haven't seen in a while, instead of saying, I'll email them later, like, do the work, because it's like, dang it, man. It saves you hours of frustration having to come back later.
Now you're chasing your tail. I mean, all of that, right? So, okay,
Cynthia Ficara: a hundred percent.
Anneliese Rhodes: All right. Should we move forward and why people don't do this?
Cynthia Ficara: Yes. So we crio, so we did position moves, curiosity moves, and I want you to remember. Don't wait for information. You are the one that's out there to get it. Ask the questions.
All right, so the very last part, I think we can summarize this as like completion moves, and so it just makes, wait, but
Anneliese Rhodes: don't we wanna talk about why people don't do this?
Cynthia Ficara: Well, wait, we're on the last bit of what else to do, right?
Anneliese Rhodes: Oh, sorry. Okay.
Cynthia Ficara: And then we can say why not? Because
Anneliese Rhodes: I can
Cynthia Ficara: tell you why. So real quick, I think we kind of said this like don't, all right.
All summer, I'll be super quick Completion moves. Don't leave the hospital empty handed. So ask what else can I do? How do I follow up? What did I miss? One more touch point. It's just real quick. It's like, yeah, you really just, just kind of think before you leave. Okay. Now Lisa, you're right. Jump into why people don't do this.
Fear, Excuses, and the Truth
Anneliese Rhodes: I wanna talk about it because I know it. So, wow. Um, you know what, this is literally like this is me. I am afraid of being annoying. Like, I don't wanna come across as the annoying rep. Hi. And that's not me, I promise. But like, I don't wanna be seen as like, oh my God, here she comes again. Right? Like, why is she still in the hallway?
Why is she always drinking coffee in this specific area? Because I always see her like, I cannot tell you how many times I'm sitting in the same seat that I'm always sitting in drinking a coffee and I see the same doctors and they're always like, Hey Lisa, what you have this your office?
Cynthia Ficara: Did we put a name
Anneliese Rhodes: tag on your chair?
Ask that Sydnee. I literally had one of them ask me that the other day. He was like, is this your new? Yeah. Swear to God. Swear. Swear, swear. I should not say swear to God. Swear on my life. I was sitting in my quote unquote office and I was, and in fact, it's actually a joke now. One of the PAs is like, should I meet you in your office?
I'm like, meet me in my office, baby. But like literally, I ran into one of the doc, he's like. Why are you always in here? And I'm like, well, because it's quiet and because I can get some work done while I wait for my next case, which most of the time is true. But it's also because I know I'm gonna see you.
I know you're gonna see me, and I know you're gonna be like, Hey, what's going on? And they always pass the door and they'll see me and they're like, what are you doing here? And it's always, I, I always have a reason of being there, by the way. You don't just say, oh, I'm just trying to see you. No, we don't say that, but like anyhow, I do get a little fearful about being annoying, right?
So like sometimes. I don't do that, or I don't wanna bother them. I know they're in a hurry. I know they're rushing past. I know they gotta go see their patients and I don't wanna be a bother. But if you have that running list like we talked about before, you have pertinent information and it might just be the perfect time.
I mean, I told you this before, Cindy. I will send a message to one of my docs when I know he is probably finishing up a case or her. And like, Hey, do you have five minutes to talk? I wanted to run this specific thing by you. Yeah. Or I wanted to talk to you about this. And then they'll, they can tell you, no, sorry I'm super busy or Sure.
Stop by the OR desk. We'll chat for five minutes.
Cynthia Ficara: So, two things I really wanna point out that you said. I, I think it's very true. You have to be respectful, but also think about this, like what is the cadence of seeing your physician, you know, I mean, if, if you're sitting there to talk to them, has it been two weeks?
Has it been a day? So, you know, get an idea of what is annoying and what is not. Now let's say that physician is. Part of what you're trying to move. Don't forget, there may be an OR tech you can see to address the same point that you did with the doctor. There may be materials, there may be somebody else in that same thing.
The second thing I wanna point out that you said that is so, so important and it, it comes back to the very first thing you said. Why do people not do this? 'cause they don't wanna be annoying or they're a little afraid. Why? That would only be if you don't have a reason. If you have no intention, if you just walk in all flighty, oh, I'm just gonna be here.
And then you get scared, you gonna talk about, oh, I have nothing to say. Well, why don't you just take a minute and make a plan? You know, pre-call planning yeah, is real. And if you say, alright, if I see him, I'm gonna play and rehearse in your head, how great is it to come out, articulate with a point, Hey, how are you?
Friendly? But then I have a quick thing to say, walk down the hallway, see you, whatever. Think ahead. Like just plan. Good point. I, I think that's true. 'cause respecting their time doesn't mean that you have to avoid any o opportunity for yourself. Just be very intentional when you're there. Don't just show up.
Just, just really think, I think that's really, really important.
Anneliese Rhodes: I love it. Yeah.
Cynthia Ficara: What else do you think, why people don't do that? Um,
Anneliese Rhodes: you know, I think, uh, well, I would say. I mean, maybe there, the, the lack of awareness, like lack of, like understanding that these are all open opportunities for you to take advantage of and you truly don't know that, which would be weird because why are you in sales?
But like, um, you know, not understanding that. One thing correlates to the next. So what, what do I mean by that? Like, looking at the board. Why are you looking at the board? Well, one, it tells you who's doing what that day. Number two, it tells you if they're doing a procedure that you normally are in, they're not using you, you're not called.
So they're obviously using somebody else, um, who all is there that day. It tells you like, who is operating that day. Maybe you didn't know that Dr. Green operated on Tuesdays at 3:00 PM in the afternoon. Like all the things that I think. We don't think about can correlate to the next situation, right? Um, or the fact that.
You know, you, you, you're just not aware of like all the open opportunities in and of itself of being in the hospital. Um, or another thing can be, like you said earlier, well, I'll just email that doctor later, or I'll just come back tomorrow. Like, those things, those are excuses. I'm sorry, but that's an excuse for just not wanting to do the work.
Like our secret is, I think that's such a great secret because. It's not hard work. We're not asking you to do like hard things. We're asking you to do the little things, do the, do the baby simple things, the edge, the slight edge things that you mentioned in order to get you ahead. And that's what high performers are doing all the time.
Cynthia Ficara: All the time. And, and I think that just, I think that, um. Brings me to think about this. How do you know you're a high performer? How do you know that you are doing the slight edge, these micro movements, that little bit of execution when you are the one that has access to the door that says private, no access staff only when you're walking in and walking outta there because they know you and you've earned entrance.
Through that door because you're respectful and you're valuable. I love that you bring value, you're intentional. That backdoor access, you've done it. You know you're a high performer when you can walk through those doors and so. I think it's important we kind of summarize this. I love, I love this, as you can tell, we get excited.
It's, it's something that just really makes a different Yeah. But when you position your moves, curiosity, completion, never leave without knowing you're there. I, I want you to kind of remember this as a takeaway that even though we said our, our, uh, secret was to do the work, this is not about working harder.
No. It's just about moving. Differently
Anneliese Rhodes: moving the needle.
Cynthia Ficara: You know the cookie,
Anneliese Rhodes: right? These are things that move the needle.
Cynthia Ficara: So simple. So simple. But some people don't do them consistently. You know,
Anneliese Rhodes: they do 'em when they think that they either do 'em when they're like super energized about doing them, or they do them when they're reminded to do them, which is even worse.
You have to do these every day. Every day you walk into the hospital. Every day you walk into the doctor's office, wherever it is that you are working, it's every day you gotta make, make these small moves to take full advantage. 'cause I will tell you, you know, as we talk about high performers, nothing gets my goat worse than when I see my competitor doing something.
He's he or she or outworking me. That drives me fricking bonkers. And it's like, what can I do to be ahead? This is the kind of stuff that you can do and it adds up, and it may be quiet and it may take a while, but I promise you this kind of stuff absolutely adds up.
Cynthia Ficara: A hundred percent. Oh, I'm so excited. So all you high performers out there, just remember, think in motion and, uh, ask yourself these questions before you leave.
And all these little percents will add up to an unbelievable ROI. It's the simple things and it's fun. I'm telling you this is fun. So call to action. Our call to action today is write us a review, write in questions, let us know, give us a rating, and go to our website. If you want a summary of today, we've got a great little freebie that quickly goes through how to execute, do the work in a really fun way that will give you the slight edge to improve your business.
Thanks for listening there.
