How do You Get Patients to Pay for Care
Hey, docs, Dr. Clint Steele here with "2 Minutes to Better Chiropractic." This is day three of our 12 days of Christmas. Your third gift, if you didn't see gift 1 and gift 2, day 1 and day 2, make sure you go back and watch. Day 3, your third gift, here it is, I hope you're ready for this, because I used to sell Kirby vacuum cleaners. Now I was in practice, for those of you who know my story, 17 years, I quit. I had 7,000 patient files the day before I decided to quit, I still needed more new patients to pay the bills, 'cause I had a pain relief practice.
Not that I wanted that, but that's what paid the bills, that's what insurance paid for. I couldn't figure it out, I quit. Three years later, I found myself selling Kirby vacuum cleaners. Now the tip goes like this, in order to sell a Kirby vacuum cleaner that cost $1,500 to $2,000, docs, okay, $1,500 to $2,000 for a Kirby vacuum cleaner, (bell dings) do you think I had to build enough value for someone to say, "Yes, I want that $1,500 vacuum cleaner?"
Do you think I had to learn that? Listen, I was pretty good at selling Kirby vacuum cleaners, I'm not gonna lie. I didn't wanna make a living at it, but I was doing okay. I was making enough money to pay the rent, nothing else, but I was still broke. But, docs, I had to build value. So when I got back into chiropractic and I got to the point where I was presenting a care plan and I was presenting a financial package, you better believe that I've overcome at that point the three major objections, and usually I know, I know what the major objection is before I even get there, and docs, if you don't know what that is, I'll teach you how to figure that out, but three objections (bell dings) that I had to overcome before they even came up.
You have to overcome them before they come outta your mouth, otherwise you're just trying to talk them into something. But if you blow that objective outta the water before they even bring it up, then they're like, "Okay, this guy gets it, this is good." But then in addition, I had to build so much value in what I do as a chiropractor and what I could provide for them and their health issues, that they had to come back and see us. By the way, docs, 100% cash, I'm 100% cash. And I had a 37% pay-in-full rate. I still have a 37% pay-in-full rate, 97% conversion rate. Do you think that I understand how to build value in the truth of chiropractic in order to get those numbers? Docs, if you want that, you wanna learn how to do that, we're offering a training for the next six months starting in January, six months.
We're gonna provide live training for you, plus a Facebook group where we interact with you. We're gonna go over seven steps that took me from zero to 500 patient visits a week in six months, and now five years later, a PVA of well over 100 plus, stopped accepting new patients because the patients that started with me four and five years ago are still with me. If you wanna learn, that's $97 a month, docs, $97 a month for six months. (bell dings) That's it. And you're gonna totally transform your practice. So if you want that, reach out, comment below, happy to share that with you. Docs, share this with others. We're coming out with a podcast, "2 Minutes to Better Chiropractic." It's normally gonna be two, 2-1/2 minutes, I'm gonna over, I'm gonna have my 3-1/2 minutes. Normally it's not gonna go this long, but I got the special version, 12 days of Christmas. Please share this with other docs.
Please follows us at the Chiropractic Truthteller group in Facebook, also follow us on YouTube and follow us on your favorite podcast channel, okay? I'm out, docs, have a great night and talk to you soon. This episode of "2 Minutes to Better Chiropractic" has been brought to you by TRUCHIRO. Check us out at truchiro.org. That's T-R-U-C-H-I-R-O.org. Also make sure to follow us on Facebook, not only at TRUCHIRO, but if you're a chiropractor, please join our private Facebook group for docs only at the Chiropractic Truthtellers. We'll see you there.
Not that I wanted that, but that's what paid the bills, that's what insurance paid for. I couldn't figure it out, I quit. Three years later, I found myself selling Kirby vacuum cleaners. Now the tip goes like this, in order to sell a Kirby vacuum cleaner that cost $1,500 to $2,000, docs, okay, $1,500 to $2,000 for a Kirby vacuum cleaner, (bell dings) do you think I had to build enough value for someone to say, "Yes, I want that $1,500 vacuum cleaner?"
How do You Get Patients to Pay for Care
Do you think I had to learn that? Listen, I was pretty good at selling Kirby vacuum cleaners, I'm not gonna lie. I didn't wanna make a living at it, but I was doing okay. I was making enough money to pay the rent, nothing else, but I was still broke. But, docs, I had to build value. So when I got back into chiropractic and I got to the point where I was presenting a care plan and I was presenting a financial package, you better believe that I've overcome at that point the three major objections, and usually I know, I know what the major objection is before I even get there, and docs, if you don't know what that is, I'll teach you how to figure that out, but three objections (bell dings) that I had to overcome before they even came up.
You have to overcome them before they come outta your mouth, otherwise you're just trying to talk them into something. But if you blow that objective outta the water before they even bring it up, then they're like, "Okay, this guy gets it, this is good." But then in addition, I had to build so much value in what I do as a chiropractor and what I could provide for them and their health issues, that they had to come back and see us. By the way, docs, 100% cash, I'm 100% cash. And I had a 37% pay-in-full rate. I still have a 37% pay-in-full rate, 97% conversion rate. Do you think that I understand how to build value in the truth of chiropractic in order to get those numbers? Docs, if you want that, you wanna learn how to do that, we're offering a training for the next six months starting in January, six months.
We're gonna provide live training for you, plus a Facebook group where we interact with you. We're gonna go over seven steps that took me from zero to 500 patient visits a week in six months, and now five years later, a PVA of well over 100 plus, stopped accepting new patients because the patients that started with me four and five years ago are still with me. If you wanna learn, that's $97 a month, docs, $97 a month for six months. (bell dings) That's it. And you're gonna totally transform your practice. So if you want that, reach out, comment below, happy to share that with you. Docs, share this with others. We're coming out with a podcast, "2 Minutes to Better Chiropractic." It's normally gonna be two, 2-1/2 minutes, I'm gonna over, I'm gonna have my 3-1/2 minutes. Normally it's not gonna go this long, but I got the special version, 12 days of Christmas. Please share this with other docs.
Please follows us at the Chiropractic Truthteller group in Facebook, also follow us on YouTube and follow us on your favorite podcast channel, okay? I'm out, docs, have a great night and talk to you soon. This episode of "2 Minutes to Better Chiropractic" has been brought to you by TRUCHIRO. Check us out at truchiro.org. That's T-R-U-C-H-I-R-O.org. Also make sure to follow us on Facebook, not only at TRUCHIRO, but if you're a chiropractor, please join our private Facebook group for docs only at the Chiropractic Truthtellers. We'll see you there.
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