Dr. Vince | What to Say When They Ask... Does Insurance Cover It?

Hey everybody, Dr. Vince here, and on this quick training I want to go over what to say when they ask, does insurance cover your services, right? And that's one of the most commonly asked questions when you do give dinner talks or lunch and learns and you're, you know, then, you know, presenting the offer to make an appointment in your office for a consultation. So it's usually, does insurance cover it? And then How much does it cost? Right? So, in a well-constructed talk, there's really 4 components. We have our content where we're talking about your service, your Q&A, your transition, and your close. And I just did a video on the transition. Definitely check that out. That's really, really important. I'm going to be doing a brief training on the content portion and the close as well. But today, we're going to focus Focus on the Q&A. And so, you know, once you're done with your content, then you move into Q&A. They say— they, whoever they are— that a confused mind will always say no, right? So you have to answer all the questions that are going through your attendees' minds. Otherwise, they're going to be confused and then they won't make an appointment. They won't make a paid appointment. That's key. They have to be paid appointments. Otherwise, they just won't show up. So this is how I recommend you do it, right? You finish your content and you're going into your question and answer and you're going, so folks, now I'd like to just open the floor for a Q&A, but before I do that, I wanna address 2 frequently asked questions that I always get. The first one is, does insurance cover it? And then if— and then how much are the services, right? And so I recommend— Now we're jumping out of the talk. I recommend You sit down and formulate very good answers for these two questions, right? Does insurance cover it? How much is the service? Because inevitably, insurance does not cover it. They don't cover decompression. They don't cover neuropathy. They don't cover stem cell, and they don't cover weight loss, right? All highly valuable services, but insurance doesn't cover it. And that's okay, right? That's great. We we We offer high-value services and it's for the people that are willing to invest in their health. And so create a very good answer because what you don't want to have happen is some jerk in the back of the room or some grumpy old man or whatever saying, well, that sounds great, but you know, how much is this darn thing? And I bet insurance doesn't cover it. What you don't want is that to happen because then all of a sudden you're taken off guard You're stumbling and bumbling, trying to figure out a great answer, and then the crowd all recognizes it. So what you want to do is take the air out of the balloon there and address it on your terms with a very well-constructed answer. Now with the insurance, all I would usually say is, So folks, the first question I get a lot of times is, does insurance cover this? And unfortunately it does not. I've been butting heads with insurance companies for many years now, And this is just one of the services they don't cover. Now, we have tons of research that backs up the efficacy of this. I've treated hundreds, if not thousands, of patients with excellent clinical outcomes, and they don't cover it. Now, maybe they'll cover it in the future, but they don't cover it now. The question you have to ask yourself is, is this worth investing my hard-earned money so that I can improve the quality of my life? Now, for me, that answer is always yes, because I pay a lot for insurance as well. 2 children and we got, you know, we pay a lot of money in insurance every month, but there's, there's, you know, stuff that we invest in in terms of our health that we just know insurance isn't going to cover, and that's okay because we feel like there's enough value associated with it. That's it. You know, when you address things straight on and head-on and, um, in a, in a just a logical manner, say, hey, this is a matter of investing in your health. Then the people that move forward in terms of making an appointment are great candidates, right? Because they, they— there's no— you're not pulling the wool over their eyes, and they— you're just being honest with them. That's it. So, um, there's no secret to this. It's just a matter of being prepared. Now, in terms of, um, you know, if someone says, well, how much is it since insurance doesn't cover it? How much is it? What I would always give a range, right? Because we have Mild cases and moderate cases and severe cases. And so I'd say, well, it always obviously depends on, you know, the severity of the condition, what your health is like, how old you are. You know, of course, we, you know, we determine all that in your evaluation. And so it can be anywhere from $3,000 to $7,000 based on that. That's it. I mean, again, we're not trying to trick anybody. We're coming from a place of high ethics, and so we're just going to tell them straight up. Because again, what we want in our office so that we make the best use of our time is a high-quality patient, someone that understands what we do, how much it costs, that insurance doesn't cover it. And then if they then make a paid appointment, they're going to show up and they're going to know— they're going to, you know, they already have a really good idea You know, that it's probably going to be a really good fit for them if they qualify for care, right? So anyway, so that's how you handle the insurance and the money question. I hope this helps you. Practice it, implement it, and I promise you, you're going to get better quality patients sitting in front of you in your consultation and your ROF, and it's going to make a better use of your time. You know, would you rather sit in front of 10 people and only 2 people are qualified, or would you rather sit in front of 3 people and they're all qualified and they all show— sign up for care? Okay, so I'm Dr. Vince. Hope this helps. We'll see you on the next training.