When you think of what makes a physician successful, it’s easy to focus on skill—being good at procedures, accurate in diagnosis, efficient in the clinic. But Eric Mann, MD, believes the secret to long-term success in practice comes down to something simpler: the three A’s.

A board-certified ophthalmologist with over 20 years in private practice, Eric runs one of the busiest clinics in his region—often seeing 100+ patients a day. He’s built a reputation for clinical excellence and patient loyalty, one visit at a time.

These three traits—academic, affable, and available—were passed on to Eric early in his career. “When people give me advice, I listen,” he says. One seasoned practice leader gave him this memorable formula. Years later, it’s still the foundation of how Eric practices medicine every day.

Here’s how he applies each one—and how you can, too, whether you’re just starting out or scaling an established practice.

1. Be Academic: Know Your Stuff

“You can’t make this s*** up,” Eric says. “You’re a doctor. You have to know facts. You have to know treatments. You have to know how to diagnose.”

Whether you’re managing a complex case or performing a routine injection, patients assume you know what you’re doing—and they feel that confidence (or lack of it).

Being academic isn’t about flaunting what you know. It’s about having a rock-solid foundation so you can explain things clearly, make the right calls, and pivot when needed. “You have to be academic,” Eric emphasizes, “because your decisions have consequences.”

How to apply it across your career:

• Early-career: Commit to a specialty-specific CME schedule or join peer-based clinical learning groups.
• Mid-career: Lead case-based discussions or contribute to local teaching programs.
• Practice owner: Build a culture of learning with journal clubs or team-based review sessions.

Use it during procedures:

• Break down treatment plans in plain language backed by evidence.
• Stay current, so you can confidently explain why this option is best.
• Avoid hedging or over-explaining—clarity builds trust.

2. Be Affable: Patients Remember How You Made Them Feel

Friendliness isn’t just a nice-to-have in medicine—it’s essential. When patients are nervous or facing uncomfortable procedures, your ability to put them at ease makes all the difference.

For Eric, affability means being a “well-rounded person who can connect with their patients and laugh with them,” even amid serious clinical moments. That warmth pays dividends—not just in rapport, but in referrals.

“It was so nice getting to know you,” he tells patients. “Listen, if any of your friends ever have an issue like this, please send them my way.”

How to apply it across your career:

• New physicians: Focus on open body language, eye contact, and one personalized comment per visit.
• Busy practices: Use intake forms to surface patient interests for natural connection points.
• Telehealth or surgical specialties: Follow up with a personal message post-procedure or appointment.

Use it during procedures:

• Ease into the visit with casual conversation before shifting clinical.
• Use humor, empathy, or simple kindness to break tension.
• Treat each interaction like it’s the first impression that matters.

3. Be Available: Always Make Room for One More

This is where Eric’s approach turned a $1 million practice into a $7 million practice.

“You have to be around,” he says. “So many young doctors, they leave early if the schedule’s light. But I say—don’t go home. Sit your butt in the chair and wait for an emergency.”

Eric made himself the go-to for urgent care needs in his community, which did two things:

1. It brought in high volumes of unscheduled visits that others turned away.
2. It deepened patient loyalty, increasing word-of-mouth referrals and family-wide care.

“I let the front desk know: if anyone calls with problems, I want to see them.”

He even shares his personal cell for post-op patients. “If there's a problem over the weekend, don’t call the service. Call me. We’ll figure it out.”

How to apply it across your practice model:

• Clinic-based: Build buffer slots into each day for same-day access.
• Surgical or subspecialty: Make your team proactive about follow-up check-ins.
• Telehealth/hybrid: Offer flexible hours or asynchronous options like secure messaging.

Use it during procedures and follow-up:

• Offer a return visit: “Let’s check this again Friday before the weekend.”
• Provide your contact (or a clear alternative) when clinically appropriate.
• Reinforce: “If anything comes up, I’m here for you.”

A Rule to Practice By

Eric sees roughly 100 patients a day in his practice. But he still ends every visit with: “I’ll see you in X months—but if anything comes up, call me.”

His philosophy is simple: oversee your patients rather than undersee them.

And every year, when his team gathers for their holiday party, he reminds them why they’re thriving: “There’s always room for one more.”

The Takeaway

Whether you're a new physician or running your own practice, the three A’s aren’t just a professional mantra. They’re a practical roadmap to procedural excellence and patient loyalty.

Be academic. Be affable. Be available.

That’s how you earn your patients’ trust—and keep it.

Want to Put the Three A’s into Practice?

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