Week 2 Flashcards

(51 cards)

1
Q

What is a resonant leader?

A

A leader who authentically primes intrinsic positive emotions in their followers

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2
Q

What are the characteristics of a resonant leader?

A
  • Speak authentically from their own values in a way that resonated with the emotions of others
  • They’re in-sync with their supporters
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3
Q

What are Goleman’s 6 leadership styles?

A
  • Coercive
  • Authoritative
  • Affiliative
  • Democratic
  • Pacesetting (most therapist do this)
  • Coaching

A good leader should be able to bounce between all leadership styles, but coercive and pacesetting are the worse

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4
Q

What are the attributes of a leader that uses Goleman’s coercive style of leadership?

A
  • Leaders “MO”- Demands Immediate compliance
  • Style in a phrase- “Do what I tell you”
  • Underlying S+EI- Drive to achieve, initiative, self control
  • Works best- In a crisis, to kick start a turnaround, or with problem employees
  • Overall impact- NEGATIVE
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5
Q

What are the attributes of a leader that uses Goleman’s authoritative style of leadership?

A

• Leaders “MO”- Mobilizes people toward a vision
• Style in a phrase- “Come with me”
• Underlying S+EI- Self-confidence, empathy, change
catalyst
• Works best- When changes require a new vision, or when a clear direction is needed
• Overall impact- Most strongly POSITIVE

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6
Q

What are the attributes of a leader that uses Goleman’s affiliative style of leadership?

A

• Leaders “MO”- Creates harmony and builds emotional bonds
• Style in a phrase- “People come first”
• Underlying S+EI- Empathy, building relationships,
communication
• Works best- To heal rifts in a team or to motivate people during stressful circumstances
• Overall impact- Positive

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7
Q

What are the attributes of a leader that uses Goleman’s democratic style of leadership?

A

• Leaders “MO”- Forges consensus through
participation
• Style in a phrase- “What do you think?”
• Underlying S+EI- Collaboration, team leadership,
communication
• Works best- To build buy-in or consensus, or to get input from valuable employees
• Overall impact- POSITIVE

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8
Q

What are the attributes of a leader that uses Goleman’s pacesetting style of leadership?

A
• Leaders “MO”- Sets high standards for
performance
• Style in a phrase- “Do as I do, now”
• Underlying S+EI- Conscientiousness, drive to
achieve, initiative
• Works best- To get quick results from a highly
motivated and competent team
• Overall impact- NEGATIVE
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9
Q

What are the attributes of a leader that uses Goleman’s coaching style of leadership?

A

• Leaders “MO”- Develops people for the future
• Style in a phrase- “Try this” OR “Asks vs Tells”
• Underlying S+EI- Developing others, empathy, selfawareness
• Works best- To help an employee, develop awareness,
improve performance or develop long-term strengths
• Overall impact- POSITIVE

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10
Q

What are the main characteristics of the coaching style of leadership?

A
  • Used least often
  • requires some basic coaching skills
  • Shown to elevate every driver of climate
  • Repeatedly demonstrated improved return on investment (ROI)
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11
Q

What is transformational leadership?

A

Defined by the impact it has on followers and is well suited for leading elite professionals

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12
Q

What are the characteristics of transformational leadership?

A
  • Seeks to satisfy higher needs & engage the full person in the leadership process.
  • a way of interacting with others that stimulates intellectually and motivationally
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13
Q

What are the components of transformational leadership?

A
  • Idealized Influence
  • Inspirational Motivation
  • Intellectual Stimulation
  • Individual Consideration
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14
Q

What are the attributes of the idealized influence as a components of transformational leadership?

A
  • Behave in ways that allow them to be seen as role models, result in admiration & respect
  • Trust is built, high standards of moral and ethical conduct are demonstrated
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15
Q

What are the attributes of the inspirational motivation as a components of transformational leadership?

A

• Behave in ways that motivate
and inspire
• Leader demonstrates & builds
confidence in the ability of people to accomplish what needs to be done

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16
Q

What are the attributes of the intellectual stimulation as a components of transformational leadership?

A
• Leaders challenge followers to think about problems in new
ways.
• No public criticism but rather
fostering of a climate of
exploration and experimentation
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17
Q

What are the attributes of the individual consideration as a components of transformational leadership?

A

• Leaders pay attention to follower needs for achievement and growth
by acting as a coach or mentor
• Dependent on a leader’s overall interpersonal competence (manifested in
understanding of, caring for and consideration of others)

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18
Q

What is Social & Emotional Intelligence (SEI)?

A

The ability to be aware of our own emotions and those of others, in the moment, and to just use that knowledge to manage ourselves and our relationships

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19
Q

What is self awareness (SA)?

A

Deep understanding of one’s emotion’s, to include both strengths and limitations, values and motives. It’s characterized by being honest with yourself and with others about the real you

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20
Q

What is self- management?

A

Ability to choose your way forward and execute that results in self-mastery, regardless of your internal emotional “weather”. It’s characterized by an informed, upbeat optimism that positively resonates with and impacts others.

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21
Q

What is social awareness?

A

The ability to empathize and be
attuned to others and their values, priorities and concerns; empathy is key here. It’s characterized by being able to sense accurately and then say
the right words and/or do the right thing at the right time (those deficient are often seen as clueless).

22
Q

__ is the key to social awareness

A

Empathy is the key to social awareness

23
Q

What is relationship-management (RM)?

A

The culmination of the preceding 3 domains(self awareness, self- management, social awareness) which allows one to handle other people’s emotions. It’s most easily recognized in leaders who have a masterful ability to persuade, resolve and
collaborate

24
Q

What are the competencies highlighted under the self awareness portion of the S-EI model?

A
  • Emotional self- awareness
  • Accurate self- assessment
  • Self confidence
25
What are the competencies highlighted under the social awareness portion of the S-EI model?
* Empathy * Organizational awareness * Service orientation
26
What are the competencies highlighted under the self management portion of the S-EI model?
* Self control * Transparency * Adaptability * Achievement drive * Initiative
27
What are the competencies highlighted under the relationship management portion of the S-EI model?
* Inspirational leadership * Developing others * Influence * Change catalyst * Conflict management * Building bonds * Teamwork and collabs
28
What part of our brain is responsible for our feelings?
The limbic system
29
What are the steps to help gain control of our emotions?
* Grow your self-awareness * Recognize no one or no thing makes you feel anything. * Grow your ability to manage and control your thoughts * Grow your ability to control and manage your behaviors
30
What are the S-EI training methods that works?
* Assess your self (EQ 2.0) * Pick 1 SEI skill domain to work on * Select 3 strategies that target the domain * Choose an SEI mentor * Re-assess (min 6mo.)
31
What are the guidelines to follow with S-EI training?
* Realistic expectations * Deliberate and intentional practice * Patience
32
What are the benefits of competition?
* Creates innovation * Improves customer service, * Minimizes complacency * Forces you to understand your core market. * Education
33
What is a brand?
Your promise to your customer. It tells them what they can expect from your products and services, and it differentiates your offering from your competitors'. Your brand is derived from who you are, who you want to be and who people perceive you to be.
34
What are the components that come together to create a brand?
* Mission * Vision * Values
35
What is the ANTE diagram used for?
1) how relevant your services or offerings are to the customer 2) how different those services are from your competition.
36
What is the 1st part to the ANTE diagram?
Determining who your customers are
37
What are the components of the ANTE diagram and their individual importance?
* Ante (Important, but not unique to you) * Fools gold (unique but min consumer influence) * Neutral (irrelevant to the consumer) * Drivers (Important, differentiating)
38
What should be a main goal of a business?
Goal is to create sustained competitive advantage Then: * Analyze business qualities and attributes to determine drivers * Exploit and execute!
39
What are the components of fostering referral relations?
• Prospecting: Identifying Referral Sources that your facility can serve • Prioritizing: Ranking your targets & connecting basics! • Reconnaissance: Determining what their needs and pain points are and learning their processes. • Positioning: Communicating as colleagues & conveying value. • Connecting & Educating them about your services & expertise that you offer to meet their needs • Communicating regularly to develop & strengthen your relationships
40
What are the marketing targets for referral in regards to MDs/DOs primary care?
* Family Practice * Internal Medicine * Pediatrics (let them know that the child does not have to be seen on a regular basis) * Geriatrics
41
What are the characteristics of MDs and DOs primary care as a referral source?
* They are usually very busy | * They are the least trained/aware about ortho referrals
42
What are some MDs specialist that are a great referral source for therapy?
* Orthos * Podiatrists * OB/GYN * Oncology
43
Why are dentist a good referral source for PT?
Dental professionals have some of the highest of occcupational related upper quadrant issues
44
What are some of the challenges of marketing/ referrals?
* Manufacturing a reason to visit * Finding the time * Access * Getting past the "gate keepers" * Adding value to the referral source
45
What are the steps of getting a referral source?
``` • Identify Referral Sources who have an affinity with your practice • Location, patient demographics, payer source • Growing practices • Consider co-marketing • “Warm Calls”- A Seek & Find Mission ```
46
What are the marketing basics to use for all referral sources?
* New Referrer Program * Timely Status Reporting During Treatment * Specialty Referral ↔ Primary Care Communication * Direct Access ↔ Primary Care Communication * Doctor Thank You Notes * Patient Communication Loop * Phone Communication * Community Connections
47
How to make a referral source
1. Research/get information about the target | 2. Get organized and figure out what you need
48
What do we look at when tracking our referrals from primary care doctors?
* Trends * Payer mix * Patients by doctor * Diagnosis by doctor * Outcomes by doctor
49
What is the anatomy of a cold call?
* Pre-qualify office and office hours * In-person and prepared(don't give them everything you have at once) * Manners * Champion approach * Collecting "church bulletins" * Handling the gate keeper
50
What are the components of initiating rapport with a potential referral source?
* Ask and use their name * Establish affinity * Ask questions from their viewpoint * Identify and address common needs/goals * Speak concisely and positively
51
What does CPR for a potential referral source include?
* Consult: open ended questions * Personalize: match your benefits * Recommend: establish the relationship