In this training video Dr. Vince Leone of Specialized Practice Consulting explains how physicians can successfully sell high‑value cash services (e.g., spinal decompression, neuropathy, knee pain) by mastering the consultation. He outlines three essential elements: (1) a structured consultation with a clear beginning, middle, and end, typically a 10‑15‑minute free consult before the physical exam, which sets expectations and maximizes the limited time doctors have; (2) building rapport and demonstrating expertise through active listening, reflective statements, targeted testimonials, and citing credible research, which makes patients feel heard and confident in the doctor’s ability; and (3) identifying the “lever” – the specific functional, emotional, or financial loss the patient experiences because of the condition – and communicating the cost of inaction. Dr. Leone stresses the need to rehearse the script, avoid learning on the job with high‑ticket patients, and leverage marketing resources and case studies on his website to attract pre‑educated, motivated patients. The ultimate goal is to increase enrollment rates (aiming for 50%+), generate higher revenue, and give doctors more freedom of time, energy, and wealth.
Chapters
Hi, Dr. Vince Leone here with Specialized Practice Consulting. I help doctors add and grow high-value cash services like spinal decompression, neuropathy, knee pain, those types of things. And what I find with a lot of doctors that are just getting into the cash, high-value cash services, $3,000, $5,000, $7,000, is they, they don't put enough emphasis and weight into the consultation. And so what I want to talk today about is how— is 3 keys to a successful high-value cash consultation. Because I remember, you know, when I was in practice and we were doing, you know, big numbers in terms of decompression and neuropathy, What I found was if I didn't take the proper time in the consultation, not only to find out what's going on, but also to just to lay the foundation of, you know, that I was an expert, that I had treated thousands of patients with the condition just like theirs. If I didn't tell them these things, if I didn't have a very structured approach that demonstrated expertise and created confidence and clarity in the patient, the chance that they would then invest their time and money in me Later on in the ROF went down, right? So with, uh, just like with an athlete, uh, like Michael Jordan, he never stopped shooting free throws. Um, you know, professional golfers spend hours on the, on the putting green, right? And then chipping. Um, so as doctors, um, if we're going to level up and offer high-value cash services and actually get enroll patients into care successfully at at least 50% enrollment rate, we need to really hone our skill sets and level up. So if this— first of all, if this is interesting to you, if this is something that you feel that you'd either like to add a high-value cash service or you have, you know, a service like this but you, you're not getting enough new patients and enough new revenue, go check out Dr. Vince Leone's website. Leone.com. It's a great case study there, really walks you step by step how to do it successfully, includes some great marketing tips as well. So let's get into this. There are 3 keys to a high-value cash consultation, and the first one is that it is structured. Okay, there's a beginning, a middle, and an end. There's an old saying with when you give speeches: tell them what you're going to tell them, then tell them, Then tell them what you told them. We can use the exact same format. Now, why do we like a structured approach, a beginning, middle, and an end? It's because that's what we're used to. We're used to story ever since, you know, back around the campfire, we used to tell stories. There was a beginning, a middle, and an end. Every movie that you watch, there's a beginning, middle, and end. Every play that you watch. So when we put these circumstances and these experiences into a comfortable format for patients, It makes them feel comfortable and it creates a better outcome. So, you want to have a very structured— that's number one, have a very structured approach to your consultation so that you can tell them, hey, this is what's going to happen today. This is approximately how long it will be. And this is what we're going to accomplish. You set the stage and you make the most use of your time. Your time is the only asset that you can't get back. Okay? So, we want to make the most use of this time. I recommend free consultations, just 10 to 15 minutes, and then you move into the examination. I'll go into why we do that in just a few moments. But when you respect your time, when you show that you've created a highly structured approach to this consultation, they will respect your time and their confidence and respect for you will start to grow. Number 2, our goal is to develop rapport and expertise. Now, obviously, we are going to do a thorough health history, right? We are going to do O-P-Q-R-S-T. But while you go through it, you want to— this is part of our skill sets— we want to really listen. We want to repeat back. We want to ask yes questions. So, if they said, you know, I haven't slept in— I haven't had a good night's sleep in 3 months. You are like, you haven't Been able to have a good night's sleep in three months. Gosh, that must have been you know that must have been difficult on you. It must have been difficult on your health, on other aspects of your life. Like repeat back that's a big deal. We need to emphasize that people they want to be heard and they want to be understood. Okay, and with these chronic cases and these conditions, a lot of times the spouse is. Kind of tired of hearing about it. That's not always the case, but it does happen. So these patients, they want to be heard, they want to be understood and know that what they're going through is not crazy, you know, and that you have an answer to them if you do. Also in this, the key number 2, develop rapport and expertise. I highly recommend that you have a couple testimonials in your back pocket. Not literally, I'm just saying like You know, you want to have a short story about another patient similar to them. You know, if it's an older female, then have a testimonial of an older female that you helped so that you can give them comfort that they— other people just like them got success with your protocol. And I would recommend having some research. Okay. And you can just have one and you don't have to show it to them. You can just have it on the table and say, you know, and by the way, you know, When I decided to invest in this treatment protocol and invest time and energy and resources, I did it because for one reason, there's excellent research backing what we do from excellent institutions, right? So you have that, and that helps to develop the expertise aspect. So that's number 2, rapport and expertise. And number 3, you got to get the lever. And a lever is just what is this condition taking away from them? Okay? So It could be the ability to exercise with their spouse, to sleep, to work, to play with their kids, whatever that is. We want to know what is this condition taking away from them because we're going to, you know, we're not going to use it, we're not going to hold it over their head, but we may have to have a difficult conversation if they're struggling to recognize the value of this protocol. Say, but John, I mean, you told me that you're not able to work. What's going to happen if, if you don't change anything? You know, your job, you know, it's, it's not going to just let you hang around indefinitely and collect unemployment. It's called being a leader, right? You're talking about the hard truths, but we are the doctor and we are the leader in this relationship, and we have to act like it because they have to recognize that there are consequences to not moving forward. There's a cost. of inaction. Okay, and so find out what that is. So that's number 3, get the lever. So here's a little bit of homework for you. Structure out your consultation so that you make the most use of your time. Get some research, develop some testimonials, and then, and then practice this. You know, don't go under live fire with these, with a patient that could be worth $5,000 or $6,000 to your practice, and you're learning as you go. Practice prior to this. So, I'm Dr. Vince Leone with Specialized Practice Consulting. Again, if this is something that you're interested in or something that you do or would like to do, visit drvinceleone.com. There's a great case study there. It's going to walk you through step-by-step how to do this and some great marketing tips to get high-quality, pre-educated, and pre-motivated patients for you. So, just go ahead and visit drvinceleone.com. So thank you so much for your time today. My goal is to help doctors create more freedom of time, energy, and wealth by getting them paid what they're worth, right? And we do that through offering these high-value cash services. So I'm Dr. Vince. Have a great day. We'll see you on the next training.
