Mirroring: Why some Associate ODs get pay increases and others do not.

When new optometrists begin practice they are often so happy with the security of an associate position they simply accept the compensation offered. However, many are underpaid. A good associate OD can bring the practice a lot of money. The smart new optometrists know their potential and take the risk to discuss compensation.

Maybe you are a new optometrist and want to have the feared compensation conversation, but you are unsure how to go about it. Some people seem to automatically make a social connection, so they breeze through interviews and compensation conversations without breaking a sweat. Although there are many reasons why some people excel socially, one important one is they know that most of the connection is subconscious. The good news is anyone can take steps to gain trust from an employer.

Mirroring is the seasoned communicator’s secret weapon. Successful sales representatives use it so skillfully that it is undetected by others. Mirroring is the art of connecting your unconscious mind with the unconscious mind of another. Here’s how it can work with your employing optometrist:

In discussions with your employer, don’t try to win him or her over with your strong personal presence and eager enthusiasm. Instead, allow the owner/doctor to do most of the initial talking. As the conversation progresses, gradually begin to imitate your employer’s posture and body position. Follow the owner/doctor’s movements slowly and subtly, making sure you are a couple of seconds behind his or her lead. Be careful–if you are too fast or rigid he or she will notice and feel mocked, not mirrored. Once you have established the physical mirroring, begin to mirror his or her mood. After you have mirrored the owner/doctor for a while, transition to you taking the lead physically and emotionally.  When you notice the owner/doctor mirroring you, you have successfully established trust.

Alex `Sandy’ Pentland, a professor at MIT, says that in the above scenario, an associate will likely receive a 33 percent compensation increase by successfully mirroring the employer. In salary negotiations, understanding social behavior pays.