Jeff LangmaidFounder, The Evidence Based Chiropractor

Your Front Desk Is Losing You Money

10 Jul 2026 · 0 min

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0:22

In this brief sales‑training segment, Jeff Langmaid explains why front‑desk staff are critical to a practice’s revenue and how a simple scripted approach can turn insurance‑related phone calls from a lost‑sale scenario into a patient‑acquisition opportunity. He stresses the need to move callers from a "money‑based" mindset—focused only on insurance coverage and price—to a "value‑based" mindset that recognizes the practice’s worth and services. By equipping receptionists with a clear script for handling the common question, "Do you accept my insurance?", practices can capture patients they would otherwise lose, thereby increasing conversions and overall profitability.

Sales training the rest of your staff, sales training your front desk staff. So when the phone rings and they get asked, do you accept my insurance? They're not just saying, nope, okay, bye. You need to have a script. You need to know what to say in those scenarios to get your potential patient from a window shopping, money-based mindset to a value-based mindset, to get them in, to show your worth. And now you're getting patients that you otherwise would have lost.