I had a coaching call with a client today. He recounted how he had done an inservice presentation on Friday afternoon to a number of referral decision makers. Since I didn't know about this inservice (and it was a last minute thing he scheduled) we didn't get to discuss and plan for it in advance.
Now don't get me wrong.....it went fine....as least as far as the "normal" inservice procedure goes. What didn't happen, is he didn't walk out with referrals in hand....but he could have. He didn't give his audience direction on what he wanted them to be thinking about and doing at the conclusion of his presentation....which he should have. He d