In this podcast excerpt, Dr. Vince Leone and a co‑host discuss practical strategies for clinicians to build a thriving practice. They stress the importance of entering a niche early to stand out, developing clinical confidence, and mastering the conversation about money with patients. Dr. Leone introduces the concept of a structured Report of Findings (ROF) as a tool to clearly explain treatment recommendations and associated costs, arguing that clear, confident communication fosters patient trust and makes patients more willing to invest in chronic pain care. The dialogue emphasizes that without confidence and transparent financial discussions, patients will not trust the clinician enough to sign up for treatment.
Chapters
But don't— just don't put your eggs in a basket where it's like, hey, if you're not that guy— and you know if you're that guy or not, and probably each class usually has one. And if you're listening to this podcast, you probably aren't that guy either, because it's such a small, tiny fraction of our industry. And it's just like, if you're not that guy, just recognize it, but then go with the odds. The other thing I would say, you got to learn how to be able to talk money with patients. You just have to. And I'm not saying like closing, like you got to become some expert salesperson, but you have to be able to talk, be able to talk money with patients and not fumble and bumble through it and be all nervous and stuff. And walk them through a very structured report of findings that explains why you're recommending. And we'll get in, we'll do a whole podcast on ROF, right? But you got to be able to talk money with patients. Yeah. Because if not, then they're not going to trust you and believe you and have confidence in you. And then they're not going to, they're not going to sign up with you.
Well, that would be, that's, you gotta, you gotta try to enter in a niche early if possible to distinguish yourself. You gotta get that clinical confidence. You gotta get confident talking about money. Most people, they realize value when they see it. If they walk into a doctor's office that shows them clinical skills and confidence, and you can look them directly in the eye and say, Mrs. Jones, we have a really good shot at helping this condition. We have the tools, we have the training. It's going to cost some money, but if you can give them a really good sense that you're the guy or the gal that can make a difference in their life to fix or at least significantly improve their chronic pain condition that they're coming in, most people are willing to pay money because medicine doesn't have the answers for pain.
