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No BS - Straight to the point How-To on Building A Retention-Based, Thriving Practice

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How To Handle Objections

Topics Include

  • The most important rule for handling objections. Do this right, and you’ll disarm your patient: screw it up, and you’re setting yourself up to receive a nasty review.
  • What “I need to go home and think about this,” actually means –  it’s usually one or both of these reasons.
  • A 3-step process to handling objections that disarms your prospect and uncovers the real reason they aren’t ready.
  • The secret behind the “when NOT if” rebuttal that disarms even the most skeptical of patients.

How To Build A Referral Based Practice

Topics include

  • Why you’re setting yourself up for disappointment when you “hunt” for referrals. And the correct way to “farm” for them instead.
  • How to press the “easy button” when asking for a spouse referral. HINT: It’s NOT the old-school strong-arm approach.
  • What the hot new restaurant in town can teach you when it comes to flooding your practice with referrals.
  • The secret to mining for “referral gold.” Nail this, and you’ll never have to spend a dime on advertising again.
  • Why being too “locked-in” during adjustments is causing you to lose out on business.

How To Present Your ROF To Justify Premium Fees

Topics include

  • Why attempting to appear “doctorly” is ruining your shot at closing the sale.
  • How to correctly showcase “normal” so your schedule of care becomes a no-brainer for patients.
  • The #1 mistake docs make during the ROF that causes patients to tune them out.
  • The two-letter word that immediately builds rapport and earns a patient’s trust.

Why The “Nicest” Chiros Struggle Financially The Most

Topics include

  • A firm, yet respectful way to say “no” when patients want you to compromise on your plans or fees.
  • Why being the “nice guy” sets yourself up to get chiseled by patients.
  • Why chiros are the practically the only healthcare professionals patients don’t respect.
  • Why most chiros are desperate to be liked and how it makes their recommendations weak.

High Volume chiropractic practice is BS

Topics include

  • Why a high-volume practice isn’t the be-all-end-all for most chiros and the metric you should focus on instead.
  • How to avoid the inevitable burnout most high-volume docs face.
  • A valuable lesson from a 40-year chiropractic veteran about running a high-volume practice

Why New Patients Lie To Their Chiropractors

Topics include

  • How to ask high-value questions that make patients more receptive to your recommendations.
  • 5 strategies to make distrustful patients open up about their conditions.
  • The truth behind why new patients minimize their symptoms.
  • Think patients are just forgetful? Find out the real reason they’re not telling you everything about their pain.
  • The common phrases that signal your patient is minimizing their symptoms – and how to respond.

Three Things A Chiro Should Never Say

Topics include

  • The one phrase that could be alienating your patients and sabotaging your success.
  • The common question every doc asks their patients that screams of desperation.
  • How to guide your patients to the right decision without them feeling pushed or sold to.
  • Why you should pretty much always agree with anything a patient says – no matter how ridiculous or absurd.
  • The four-word “permission slip” docs give patients to chisel them on their fees.

How To Respond To Pain In The Ass Patient Questions

Topics include

  • Mastering the art of handling the most panic-inducing patient questions with elegance and ease.
  • What Amazon’s checkout can tell us about what our new patients want in any sales process.
  • How replacing scripted responses with thoughtful acknowledgement  can transform patient interactions and increase close rates.

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