In this short instructional video, Dr. Vince Leone addresses clinicians who offer spinal decompression therapy and encounter patient hesitation expressed as “I need to think about it.” He outlines three key strategies to improve the likelihood of acceptance: (1) clearly explain why decompression is recommended over other modalities such as traditional chiropractic or physical therapy, emphasizing its unique capabilities; (2) define realistic success criteria—e.g., a 50% pain reduction—by sharing documented outcomes and setting expectations without guaranteeing results; (3) “sell the vacation, not the plane ride,” meaning connect the treatment to the patient’s desired life improvements (return to golf, playing with grandchildren, work). He adds a bonus tip to release personal attachment to a “yes,” noting that desperation can repel patients. The video concludes with a call to follow him for more decompression specialist strategies.
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If your decompression patients keep saying, I need to think about it, this video is for you. So you've done the consultation, reviewed the imaging, and recommended, say, a $5,000 decompression plan. And then you hear those dreaded words, Doc, let me think about it. So here's 3 things that you may be missing in the ROF. Number 1, explain why you're not recommending other therapies. If patients don't understand why you're recommending decompression instead of, say, traditional chiropractic, physical therapy, etc., for their condition, well, guess what? They're going to probably default to whatever their insurance covers. You need to clearly explain what decompression is able to do versus all the other therapies available to them. Now, number 2, define what success looks like. Too many doctors overpromise and underdeliver. Instead, establish realistic expectations. Maybe your initial goal is a 50% reduction in pain. By the way, that's what Success in spinal surgeries looks like. Now, if you have documented results with your protocol, share those as well. That's going to create confidence for the patient that they're following a proven protocol. So now everyone understands what they're working towards together without guaranteeing an outcome. And number 3, sell the vacation, not the plane ride. Patients aren't investing $5,000 because they want to lay on a decompression table 24 times over 90 days. They're investing in the possibility of getting their life back or getting back to golf or playing with grandkids or being able to work and support their family. Connect your treatment to the transformation. Okay. And bonus, release your attachment to the yes. Patients can sense desperation and it acts like a repellent. Your job isn't to convince every patient to buy your program. Okay. Your job is to make the right recommendation, communicate it confidently, and respect their decision. So hope that helps. Follow me for more strategies to become a decompression specialist.
