This content was created by Mary Kostka. This content was uploaded by Mary Kostka. This is a YouTube video titled "Cost of Care" containing a recorded conversation involving Mary Kostka and another speaker. The discussion centers around explaining the treatment plan, session costs, payment options, and strategies for communicating financial information to parents regarding their child's care. The content appears to be a role-play or training session focused on how to effectively discuss treatment costs and payment plans with clients.
Mary, first of all, I want to say that you got a great boy here. I see this all the time. High success rate with this type of condition, just like your boy. Same age, same type of symptoms and things. He's gonna require 30 sessions. Now, the cost of the care for that is gonna be $6,000. Do you have any concerns with that?
$6,000? Yeah. How does that work? Do I have to pay time or payments or what?
We don't let finances get in the way. So you tell me, what do you need to make this happen, and we'll definitely consider it.
Thousand dollars a month for, like, six months. Yeah.
Let me see what I can do. But like I said, we try to, you know, as long as it's reasonable, you know, we just want to help you, your child, get better faster. So what I'm gonna do is have you go up front, talk to Cindy, and I'll be up there in just a minute. We just need to consider a couple things, and I'll meet you up front. Okay.
Okay.
All right. Now what. I'm. Basically what I want. Because I don't want you to say absolutely.
Okay.
When she says, well, could I have, like, six months to pay for it? Absolutely no. Okay, well, let me go and consider that. You got to make eye contact. You don't lose eye contact.
Okay.
Yeah. And it's good. It'll be easier after about six times. One of your first six patients.
Yeah.
To not lose eye contact. Okay, well, I'll definitely. Let me consider that. Go up and talk and talk to Cindy. I'll be. I'll meet you up front in just a little bit. That's when you go up and say, okay, we can do six months. So a thousand today and then a thousand a month for five more months when you book. Right. Does that make sense?
Yeah. So you're.
You're.
You're fine with whatever they suggest, but you want to put a little space in there?
Well, it's fine as long as I already have in my mind. I know I am not going to go more than 12 months ever, and I'm not going to go below a certain amount of money ever. So you've got to kind of have those. And as long as they suggest something that's within your. Within. Yeah. Within your threshold, then. But I never say absolutely. So I always want to say, okay, let me.
It's just like the appointment thing. Like, you give that little space so that they realize that you did something special for them.
Correct.
So they feel like you did something special for them.
Because until they actually pay the money, they're not sold yet.
Right.
So you can't say absolutely. But also, I don't seem too eager. Right, right. And then also, and I know this almost seems like selling, but it's not because, you know, that you got to do all. It's not easy to get parents to actually be proactive about their. They have a lot of. They're very indecisive. Seven out of 10 people need to be told what to do. So you got to be very, you know, careful and strategic about how you approach getting them to commit into a program. You know, so it's not. We're really selling. But at the same time, people are very, very indecisive and they're very much inactive about helping their own lives improve, let alone their child. So you gotta. You gotta approach it with that strategy, with that sensitivity. And another thing I like, I want you to say is, you know, Mary, you got a great boy here. I see this all the time. This is what we do. This. This is what we fix. This is what we fix. Your child's gonna require. His condition is going to require 30 sessions. It's going to be over the next six months. The cost of the care is going to be $6,000. Do you have any concerns with that? I want you to say it like that. I want, basically, I want you to make sure you're crystal clear to this parent that this is a typical case for me.
And actually, I'm used to saying that.
The success rate is high because we're.
So confident and we are getting the kids that we know how to do.
I want you to preserve that in your speech.
Yeah.
Okay, let's do it again. Reverse it.
Okay.
You're Mary. I'm the parent.
Okay.
Touch my arm.
That's right. James, you have a great boy. Thank you.
We.
Have our time real quick. We see kids like him all the time, and we're. We have such a high success rate. Actually, what I usually say is this is easy peasy for us.
Okay, that's fine. That's usually what I say. Then say that. I'm like, say that.
No, I know he's challenging, but for us, he's easy peasy because we do this all the time.
That's. That's good news. Yeah.
Yeah.
So.
His condition will require 30 sessions. And the cost. Let's see, do I go right into cost of care from that?
I like to say the duration, 30 sessions, over the next.
Over the next year. And so the cost of care. Do I say like with your policy or with your insurance policy or.
Sure.
Like if they have, like with your Blue Cross.
And when I say cost of care, I like to say what they're gonna have to pay out of pocket.
Out of pocket.
So if they've got a thousand dollar deductible, then you know the cost of care is gonna be 6,000. But you know, after a thousand, you know your insurance is gonna start covering that.
Okay, so you start out with just saying, like if they were paying out of pocket, what cost of care would be?
Total. Total. You say total cost of care.
Okay. So your total cost of care is going to be $6,000. But you have an insurance plan. And so after your thousand dollar deductible is met, the remainder would be. I'd have to figure out how to calculate it $20 times. Da da, da.
So calculate all that I calculated, I.
Made 2000 more dollars.
So your out of pocket costs, your.
Out of pocket costs since you have your Blue Cross plan, would be actually be $3,000. Do you have any concerns with that?
