Rapport, Frame, Satellite

Question 1

RAPPORT 1

Answer 1

Hey listen, I’m really excited to see how we can help you achieve your goals with respect to your practice. I’ll be sharing a LOT of really powerful information with you today. As a result, I highly recommend you got something to write with.

In order to make sure I don’t miss anything important I record all my calls (no pause) Now that we’ve got housekeeping out of the way, and before we dive in, tell me about YOU… are you married, have kids? (enter kids/spouse info above)

Question 2

RAPPORT 2

Answer 2

Is your husband/wife involved in the practice? If so how often is he/she in the office and what does he/she do?
IF YES, INVOLVED: Great. Why don’t you put me on hold and let’s get him/her on the call with us right now?!
CAN’T GET ON THE PHONE, CONTINUE JUST UP TO CLINICAL (DON’T GIVE AWAY ANYTHING WRONG)

Question 3

FRAMING THE CALL 1

Answer 3

So Dr. Smith, let me tell you about our call today.

IF WF DONE First I’d like to thank you for taking the time to fill out your pre-call form. I just want to let you know I did take the time to read it in advance.

REGARDLESS OF WF CONTINUE HERE In order to help you get the most out of the call, what we’ve found works best is we’re going to take a close look at your practice and get clarity on where you are NOW. What’s working, what’s not working, and where you REALLY WANT TO BE.

Question 4

FRAMING THE CALL 2

Answer 4

Each week, out of the 8 or 10 doctors I speak with, there are a FEW I am confident I can help achieve their goals. If that’s the case we can certainly talk about what that might look like. If not, I may steer you toward what I feel may serve you better.

However, for EVERY CALL, I have ONE GOAL. And that’s to give you MASSIVE VALUE to show you exactly how to get from where you are to where really want to be

AND… we should have some FUN along the way!
FAIR ENOUGH?

Question 5

SATELLITE VIEW 1

Answer 5

A LOT of your patients are IN-NETWORK, right? (wait)

Would I be crazy to think that you want to reduce your dependence on PPOs?

There IS a way to reduce your dependence on PPOs without destroying your practice, and it’s really interesting. Pulling out of PPOs should be the LAST step. The first step is to figure out how to increase your revenue while still in-network:

Question 6

SATELLITE VIEW 2

Answer 6

The docs we see successfully reducing PPOs don’t begin dropping PPOs until they’ve significantly increased revenue by optimizing FOUR SPECIFIC AREAS of their practice.
Any one of those 4 areas will allow you to RAMP UP REVENUE to the point where you are in a position of financial strength…

SO THAT you know that you can SAFELY withdraw, one at a time

We’re going to take a deep dive into all four of those areas today, and my goal is to develop a step-by-step map that you can use to really ramp up revenue so that you can begin to SAFELY withdraw, one plan at a time.

Question 7

SATELLITE VIEW 3 - Determine Hard Stop

Answer 7

I want to respect both of our time…

Before we get started on the details of your practice, what time is your next patient or do you have any other hard stop?

Okay. So I’m going to put a note on here that we have a hard stop at <TIME> if we go that long</TIME>