A chiropractor explains how he sells an $2,700 eight-month care plan by making patients visualize the cost of not getting treated. He focuses on ROI and confidence in asking for the price. An Air Force firefighter's story about life-threatening emergencies reinforces why inaction is expensive.
Chapters
Here's the secret sauce. You know right now what your cost of saying yes to your care is. You know what it is. Your staff or yourself, you could— here's the care plan, here's the recommendations. If you're in this, we're gonna do this, this, and this. But the question is, do you know the cost of saying no? Do you have vision with clarity of where they're heading if they say no? This was what allowed me to ask for money. When I started practice, I had a $2,700 care plan. It was an 8-month care plan. I don't think my parents had $2,700 in their bank account my entire life growing up. Like, so the idea that I'm gonna ask for a care plan, like one care plan for one person, the only way I was able to do that is I had to get really connected with what's the cost if they say no. In other words, what's the return on investment? And when you know that and you believe that and you're convicted of it and you see it and you understand it, you then can with confidence ask for that money.
I do know the cost of saying no. I actually started as a firefighter I was an Air Force firefighter between the age of 18 and 22. That's why I understand so fully the cost of saying no is because I saw it. I saw people on the worst day of their life. I saw people's lives end. I saw several people perish, pass away, and also have to go and pull out all of those medications from their medicine cabinet and hand them off to the paramedics. To understand where this conviction and certainty comes from, You're telling me exactly where it came from, and it's from that past experience.
