EP012: Overcoming Objections with Sachin Patel

Welcome to the Perfect Practice podcast where we share the most innovative strategies to help you build a successful functional medicine business, attract your ideal patients, serve your community, and get paid what you're worth. Each episode is packed with practical steps that you can take to immediately grow your influence and serve more people. Our mission is to share golden nuggets from successful practitioners, technology experts and innovators from around the world. Your host, Sachin Patel is a functional medicine success coach, international speaker and best selling author. He's calling in all his favors to bring this information to you so you can create your perfect practice.

Hello and welcome to another amazing episode of Perfect Practice. I'm your host, Sachin Patel and today I'm going to be discussing something that comes up over and over for many practitioners, especially starting out, and you're going to find out why you get more objections in the beginning and how to overcome them so that you can ultimately serve your community. Now, when you overcome any objection, that objection should be only to work with a client that's suited for you and your practice. So we don't want to overcome objections for patients that are not good fits for our practice. And that's one of the biggest challenges that many practitioners face early on is they're willing to accept anyone into their practice. So we don't want to do that. I don't want to help you overcome objections to bring patients who are not going to be compliant or patients who you don't think you can help. We still have a moral obligation to these individuals. But if you truly feel like you can help somebody, which I hope you do, and if you feel like working with you can be transformative for their health and their whole life really, because that's what happens when you transform somebody's health, is you transform their life. So if you truly feel like you're capable of that and the patient is a good fit for your practice, not just financially, but more importantly, the patient is a good fit spiritually and emotionally and mentally and physically, they have a state of health that you can provide significant improvements to. So I want to preface this episode with that I'm going to teach you some, I don't want to say powerful, but really compassionate ways of responding to people, helpful ways for responding to people, reframing the way people think so that you're essentially taking away they themselves getting in their own way. An objection is, I get really excited about this, by the way. So an objection is somebody getting in their own way. That's what it is. So we have to teach people as part of our way of helping them. We have to teach people how to get out of their own way if we're ultimately going to help these individuals. Very important for you to recognize this. So don't think of it as an objection. Think of it as a patient getting in their own way. And you've got to remove that blockage of that person being able to help themselves. So the one that you probably hear more often than not. Let's just dive right into this. The one that you hear more often than not is probably, I can't afford your services. So why does this happen? Why does you kind of scratch your head and you wonder, why is this person here if they know they can't afford the services? Well, odds are nine times out of ten, they don't know they can't afford the services. Because usually the pricing for functional medicine services in many instances is very vague and it's not clear and it's really not transparent. And so what that leads to is people who are financially unqualified ending up in your practice. And that's because of you. You lack transparency, so people are surprised by how much it might cost. So I would say that it's relevant and important to add pricing to your website. You. You know, and try to be as clear and transparent as possible so that when people come to you, they're not blindsided by the price. They're prepared to pay whatever it takes, and they're committed financially and emotionally and mentally and spiritually to the process. So you gotta let people know what it takes, and you have to let them know what it's gonna cost from an investment standpoint. Right? And of course, we recognize there's a cost of not doing this, but the point here is, the more transparent you are, the better qualified leads you're going to bring into your practice. So the reality here is this is a business. Everything's a business, right? And the only way we can serve our patients is by staying in business and keeping our doors open and hiring good talent and providing the best, absolute best services to our community. That's what we need to do. And in order to do that, it costs money. And in order to be the best, it's going to cost the patient. Not an arm and a leg, but it's going to cost them what it needs to cost them for you to be able to provide the best service as possible. The idea here isn't to gouge people. So you should be proud of your prices because your prices are probably, and I would 100% say I don't know what you charge, but I would most likely 100% say. You can certainly hear the certainty in my voice. I would 100% say that you're cheaper than the alternative, okay? So you're much more affordable than the alternative. Now, what I also want you to keep in mind from a mindset perspective, is your objection, or objective, rather is. And it's kind of an objection for you, too, but your objective is not to save this person money, because if that was your objective, to save this person money, you're actually doing a crappy job by providing inferior services. You're saving your patient maybe a few hundred dollars here. And they're at the expense of getting them well and providing, you know, an extraordinary experience for them. That's the expense of not doing this. And there's also a risk that you might not be in business. So charge what's fair. Don't gouge people, but make sure you charge what's fair and be proud of what you charge and show it on your website. Be transparent. The more authentic and transparent you are, the more you can scale. Think of it this way. If you had 100 new patients come in and 100 of those people didn't know the price, then you're in trouble. Now, how do you scale that? If you have 400 patients come in next month and they don't know the price, that's going to be a nightmare to try to scale. But if all of them knew the price, then they're ready to get started. Now, the only thing you can do at this point is offend them, but that's a whole different story. Now, another objection that you might get, the first one is, I can't afford this. The other objection that you might get is that it's too expensive. Now, I can't afford something and it's too expensive are two different things. So I want you to be very, very certain about this. When somebody says, I can't afford this, you. That doesn't mean your prices are too high, okay? They're not objecting to the price. They're objecting to their personal financial situation, okay? That's the objection. And there's ways to smoke that out, and I'll talk to you about that. When somebody says it's too expensive, then that's another thing, because that person does not see value in what you're offering. Somebody who can't afford your services might still see value, certainly, I would assume still sees value in your services and agree that you're charging a fair price. But somebody who says Your services are too expensive. Expensive, then what they don't realize that they're saying and probably what you need to be hearing in their voice and in the words that are coming out of their mouth, because words are very important is they don't see the value, okay? Because something can't be the best and it can't be the cheapest, okay? It either costs you something or it has tremendous value. It can't be both. So your services are positioned as an investment. When somebody says it's too expensive, okay, Then that person does not themselves see how they can turn that $3,000 or $5,000 investment into worth more than $3,000 into worth more than 5,000 or 10,000 or even $50,000, okay? So when somebody says it's too expensive, when their financial situation changes, they will not change their mind. Because rich people don't buy things that they think are too expensive, okay? Rich people buy things that other people might not be able to afford. So nobody buys something that they think is too expensive, okay? Just to make that very clear. And you can probably dissect that a little bit more. But person who thinks it's too expensive does not see the value. They don't understand what you're offering fully. You want to make sure you're touching on the things that they value. If you're talking about, oh my God, we've got this amazing patient portal, we've got online courses and webinars, but the patient is not tech savvy. You're actually creating more work for them. So of course they're going to object to that. Now if that person is not as tech savvy and you let them know that, hey, we offer one on one touch points. We have a concierge that will make sure you have an amazing experience through this process. You can email us or call us with any questions that you have. Maybe those are the values that that person is looking for. So if somebody thinks that your services are too expensive, then you have to understand, what do they value and where can you create more value in your program? Don't lie about something you don't offer. But you might not be focusing on the right value point. Don't focus on their pain points. People say focus on their pain points. No, focus on what value you can deliver that person. That solves an issue for them. And sometimes it's not a clinical issue, it might be a customer service issue. You're also in the customer service business as well as the healthcare business now. Also you want to remind people that they Determine the value. It's not you determining the value of the services, it's the patient that determines the value. Because if they don't listen to you and they take zero action or half action, then you're still going to deliver the services. And the coaching and the mentoring and the kick in the butt when they need it, or the gentle nudge when they need it, you're still going to be providing that. But they have to do the work and they have to multiply the investment that they've made. And that's somebody who is not going to say it's too expensive. Somebody who says it's too expensive doesn't see that. And so you have to explain that to them. And you also have to explain to people that this is a never ending value. So we're going to teach you a life skill. Like how much would you pay to learn how to walk? Right. You know, that's a life skill, something you're going to do and be able to use the rest of your life. So how much would you be willing to pay to learn the life skill that allows you to walk? A healthy, robust, you know, amazing life. Right. There's layers to this, right? So you want to be able to present that as well, that this is a lifelong skill that you're going to get through this process and it's something that can be transferred from generation to generation. Now, some people might say that, you know, they can't afford it, it's too expensive. So the way to smoke out these objections is to offer financing. Okay, so Mrs. Jones, you know, or Mr. Jones, whatever the case may be, is, you know, we don't necessarily offer this to our patients, but we truly feel like we can help you. Should you be in the financial credit position or should you have the crediting position that financing this makes sense for you, then here's a financing option for you. Now, historically, your history might be totally different, but historically we find that patients that need financing usually have so much financial stress that, that adding functional medicine on top of their care usually doesn't result in the best outcomes. And so again, we have to look out for our patients. If we know that historically people who take on financing have a problem that we can't fix and we're actually worsening, which is financial stress, then they're probably not going to get better under your care. And now they're in debt and they didn't get better because of something that you had no control over. So something to keep in mind. So that's just my experience Your experience might be totally different, but we tried not to offer financing to our patients as much as possible. But there are services like Medicard in Canada and Advance Care Card in the US where financing can be taken on. But again, I look at the whole picture and I know I can't get somebody better through supplements if they have financial stress or I can't do lab testing for financial stress, I can't necessarily fix that problem for them either. So I don't want to take on people who have financial stress. Maybe you shouldn't either. If somebody can't afford $5,000 to save their life, then they have a bigger problem than you might think and a bigger problem than you can probably fix. So just keep that in mind. Now, another objection or another thing that comes up when people are ready to, or not ready to whatever, to make a decision is, I need to check with my spouse. Okay? So we have to be able to tackle this one head on. I have to check with my spouse. Okay? And then the question might be, you know, there's a couple things that you want to ask and you want to smoke this objection. And you can ask them straight up, what do you think your husband would say? So, you know, get their opinion on what they think their husband would say. If they think their husband would say, no, you need to go down a different set of questions. If they think, oh, my husband would approve this, I just need to check with him. We double check, you know, purchases before we make them. Okay? And in a situation like that, you have to then again, looking out for the patient, let them know and say, hey, if you can call them now, I'll give you some privacy. But if you can call them now, then we can give you your test kit so you don't have to come back, pick them up. Okay? So then you can smoke out that objection. They can call. If they're really interested, then they can call right now. Another question you can ask them is, are you sure you want to do this? Okay. So really what you want to do is you want to ask them, is this something that you really want to do? Okay. Because sometimes people will blame their spouse or they'll use their spouse as an excuse not to start something so you have to know if they actually want it. You know, Sarah, is this something you really, really want? Because if it is, then let's talk about this. Let's figure out together how to best present this to your husband. What kind of details is he going to need? What kind of information is he going to need? Is he just going to focus on the number. Is it helpful if we get on a phone call together? Is it helpful if we bring him in through video conference right now? I can share my screen with him. I mean, think about this, guys. If it's an objection, then you're going to be able to smoke it out. If it's something that, you know, if they're honest and truthful about it, they're not going to have any problem with this. Okay? So don't be afraid to nudge someone, okay? You're only going to offend them if they're lying. If they're telling the truth, then this is going to be very helpful to them. Hey, look, she's actually helping me or he's actually helping me figure out this problem. Because if their husband is looking for certain types of information, you need to present that to them. Otherwise all they're going to say is the price. Okay? So they're objecting to information they don't know about. So offer them a phone call, offer them, you know, a follow up time, you know, how much time do you need? And set up a boomerang. Okay, I'll talk about that in just a moment. So, you know, what would your spouse say? Find out what she or he thinks their spouse would say. Is this something you really want? You know, make sure you ask that, you know, I want to be clear, okay. That this is something that you really, really want. And then, you know, acknowledge that you would probably have to do the same thing. Okay. And it's not because of the finances, but it's because of the process. Right? Not everyone needs financial approval. They need somebody to reassure them that, hey, this is the right thing. This actually makes sense. You should do this and then you come up with a plan together. Okay? And if the patient is receptive to coming up with a plan together, then, and you allowing you to compile the information that their spouse needs to help them formulate in making a decision, then they're going to be very happy that you're helping them solve a problem. Because presenting the program to their spouse is a problem at this point. If they're really committed to moving forward, if they're not committed to moving forward, then it's actually just an excuse. And that's okay, right? If somebody's lying to you, you probably don't want to work with them. Another question that might come up or objection is I need to check with my doctor. Okay? I need to run this by my doctor. Some people might say that that came in, in some of Our surveys. And so, you know, the question that I would say, you know, the thing that I would say here, and you have to have a light heart about this. You know, you're not trying to do this to offend anyone. It's just truth. And it's obviously the truth can hurt sometimes. So you have to present the truth in a very sweet way. You take your medicine with a spoon of syrup, as they say. And so if you're, you know, the thing I would say if somebody asked me this, you know, can I go talk to my doctor about this? Absolutely. But I highly doubt that this is going to make a lot of sense to him or her. But I'm happy to discuss this with them. Okay. They've probably never seen this type of testing. When I went to school, I never saw this type of testing. And if they've. If they had seen this testing and knew about this testing, they would have already done it on you. So when you go to try to explain this to them, it's going to be a foreign language to them just to be totally transparent and to be totally honest. That's been our experience. And then you might say, what would your doctor object with? We encourage that we work together with your practitioner. We're going to help you clean up your diet, your lifestyle, your mindset, your environment. So we're going to do things that they simply cannot do for you because of the way the system is actually set up. So we're not stepping on their toes. We're not doing anything that they would actually object to. Unless there's something that you felt today that we discussed that your practitioner would object to. Would they object to you eating healthy? Would they object to you exercising or practicing meditation or practicing mindfulness? Would they object to you taking nutritional supplements? Would they object to you being monitored for your medications more closely than ever before? Because that's what we're going to do for you as well here. Would they object to coaching from us? Would they object to improving your lifestyle and learning how to grocery shop? I mean, what is your doctor going to object to here? What is there to check in with? This should make sense to you. And my goal here to tell you is that this has nothing to do with your doctor. This has to do with you. You have to finally make a decision about your health and take control of your health instead of putting your health in somebody else's hands who up to this point hasn't been able to help you. Right? That's why you're here right now. So you have to get real with these people. If you care about them, think about your parents. Right? Think of that person as your parent sitting there and that parent not listening or being stubborn. You know, how much compassion would you have for that person? Because you love them, because you care about them. Okay? So you're just helping them overcome them, getting in their own way. That's what most people do these days. These days. Right. That's why the problems always start with us. Right. You know, every problem in our life is a result of us. And so we have to sometimes hire coaches, like you might hire me, for example, to help you get out of your own way and see things in a different light. Okay? And that's what you want to do. People want to see that you're passionate about helping them. Why wouldn't they? Okay. If you just kind of. Somebody just gives you an objection and you fall over like a house of cards, then I don't want to work with you either. That's pretty lame. You have to be. You have to. I want to see you fighting for me to get better, because that's what it's going to take. Right? And that passion has to come through in how you handle questions that come your way. Right. If you automatically start rolling your eyes or you go into this anxiety type of mode because you fear rejection, then you're not going to make it in this industry. You have to overcome so much in order to be successful in this industry. And you're doing this because you want to help people and you've got somebody sitting there in front of you. It's your absolute, highest objective to work with this person. If you feel like you can help them, and if you feel like you can transform their life, and if you cannot transform that person's life, then it's your objective, your primary objective, to make sure they find help somewhere else. So what I would challenge you to do is any objections you've had in the past is make sure you're aware of these things and you're prepared to, you know, explore these things with your patients, with the people that are sitting in front of you. And I would even go back to people that haven't signed up with your care because of a lame objection that they gave you and fight for them. You know, it's your job as their health mentor to fight for them and help them get out of their own way. So if you're not willing to do that, if you're not willing to reach back out and ask somebody if you can help them and show them a different way to live their best life, then you don't deserve to be in this business. That's the absolute truth. And so you have to recognize that. You have to get over yourself and realize that what we do is for our patients. So we have to be willing to fight for them tooth and nail if we want to get them better. If we just blow away like a leaf and never come back and just get crumpled up in the wind, and that's your style of helping people, it's not going to work. So you've got to put it all on the line. Because replacing that person from a business perspective is very expensive. But also replacing that person from a societal perspective is very expensive as well, because that person isn't going to go somewhere else and get better. They're probably not going to get better. That's the alternative. That person is going to live a miserable life because you may have not had the courage to help them get out of their own way. It's not an objection. They're in their own way. Very rarely is the objection even true. Whatever objection they give to you has been the objection that's been stopping them their entire life. And if you let them repeat that objection and get away with it, then they're just going to keep repeating it elsewhere and everywhere in their life. Because how you do one thing is how you do everything. Another objection that comes up is, can my doctor look at these labs? Certainly your doctor can look at them, but I doubt he's going to have any inclination as to what these are. I wouldn't have. Most practitioners wouldn't. But he's more than welcome to. We've seen thousands of these labs. Hundreds, in your case, dozens, whatever it might be. We've seen thousands of these labs in our lifetime. The first time I looked at this, I was completely clueless. Now I can look at this in a very short time, predict what's going on inside your body without even knowing you. And we just did that through this process. So your doctor, if he knew about these labs, he would have ran them, or she would have ran them already. Because these labs are so critical to your case and getting you better. This would have been the first thing that they would have run if they knew about these labs. So, yes, your doctor can look at them. But here's what you should expect, okay? We don't say no, we don't make a fuss about it. We just let them know what to expect. So when their doctor says, oh, this is hocus pocus, or I don't understand this, or this is meaningless or this is garbage. Then they're prepared for that. Okay? Now also you have to remind that person that you know, unless their doctor, unless your doctor referred you here, okay, he has no idea that this test even exists because if he did, he would have referred you here. So that's another thing to come up with. And again, you're helping the patient get out of their own way. Another question that comes up is, can I just do the lab testing? Well, no, you can't just do the lab testing because it's an entire process and we're responsible for the results, okay? We're responsible for seeing you through this process. Now we. What I want you to think of our program as is one long appointment. So think of it like an eight month appointment. And each appointment has, or every appointment and every project has structure to it. So we don't want to just start the project and not finish it. We want to see this project through completion. Okay? That's what we want to do. And it's like building a house. We want to make sure that if we dig this foundation that we get to see the house completely built out. We don't want to just dig the foundation and leave a bunch of foundations in the ground. We want to build the whole house with you. So that's another thing to keep in mind when you're presenting this to your patients. There's so much more to you than your lab testing as well. So, yeah, you could do the lab testing, but you're forgetting that the lab testing is a slice of the pie. It's not the whole pie. The pie is everything. Your emotional health, your environmental health, your nutritional health, the health of your immune system and stealth infections and your microbiome, there's so many different elements to this. You know, your emotional health is such a huge component. You know, the experiences you've had, any trauma that you've had, what do you do for a living. All these things play a role in your health. You're more than just a lab test. We're not going to treat you like you're just a lab test. Another one is I'll get back to you. So here's the thing with I'll get back to you, which is fine. Some people travel, they have other things going on. So when people say, I'll get back to you, what you want to do is you want to make sure that all of their questions are answered. Okay, Mrs. Jones, what unanswered questions do you have at this point? Right, Because I believe that making a decision happens instantaneously. And if you're unable to make that decision, then there's one of two things going on here. I haven't answered all of your questions and I want to make sure that I do that while you're here. Or there's something that you're not seeing that I'd like to make sure we highlight and bring your attention to. Do you believe in the process? Do you see how you can add value and multiply value through this program? Do you see the life skills that you're going to learn? Do you see the support that you're going to get through the process? Do you see your access to community and technology to help you move through this program? And do you see the actual support that you're going to get through this process as well? Make sure you answer all their questions. And if they still say they need time to think about it, which is totally fine, there might be a C on the disc screen scale, which is totally fine. Usually you want to know what they need to make that decision. Do you need more research? Do you need more testimonials? Do you need to read more blog articles? Is there a book I can offer you? What information do you need? What are you basing this decision on? Let me help you. So help these people. And then what you do is use a Chrome extension called Boomerang for Gmail. And Boomerang allows you to send an email in the future. Okay? It allows you to send an email in the future at any time at a specific time. And it also allows you to send or get a response back if that person doesn't respond in a set amount of time or even if they don't open the email. It keeps track of these things for you. And always get in touch with them. Don't leave the follow up to them. You follow up with them, okay? That's important because again, you're their coach. You're going to go after them. You see talent, right? Coaches scout talent and you're essentially scouting talent that you know is going to do well under your guidance. We have something in our office called Follow Up Fridays. Our practitioners follow up with our patients every Friday. People that didn't sign up, we deliver value to them. We send them emails and we send them videos. We send them a recording that's relevant to them and we deliver value because we know that that person, if they don't sign up now, they're not signing up. They're not going somewhere else and signing up. They're just not going anywhere. So we're going to continue to nurture this person until we are the right next step for them, which is totally fine. We'll do that forever. How do I know this will work? Another objection that comes up or question that comes up and you just ask questions back. Mrs. Jones, does this process make sense? Do you see why your other programs failed? Is there anything that I said that was out of line with your values that didn't make sense to you? Is there anything in the process that you disagree with? Are you willing to do the work that's required? That's a question that I would have for you because you're going to be doing the work. It's not will this work? The question is will you work? And if you will work, then this will work. Okay, another question. Will this be covered by my insurance or can this be covered by Insurance? Well, Mrs. Jones, the problem with insurance is this diagnosis centered. And one of the first things we mentioned to you is that we're not diagnosis centered, we're patient centered. So if you want patient centered care, then you can't expect insurance to cover it because it's the opposite of that. Now, if you have a flexible spending account, then you can use those dollars towards these type of services. If you don't take insurance, then like we don't, then you would just say that we don't accept insurance because we feel insurance makes the care far more expensive and it drives up the cost for everybody. And what it ends up doing is it doesn't work with our core values. And we always start with our core values. Our intention is never to treat your diagnosis. Our intention is to address the underlying cause that's causing havoc in all parts of your body, not just one part of your body. And then the other question that comes up is, do you charge a case fee? Well, or yeah, do you charge a case fee? And the question is really, why am I paying up front? And the answer here is, or why do you charge a case fee? If that's a question, or do you charge a case fee? Or explain to me why you charge a case fee. That's how people might present this. Well, the reason we charge a case fee is because it's actually less expensive to deliver the services. There's no itemized billing. We can over deliver every single time with you. We don't have to keep track of every single item and every single interaction. Then we can do whatever it takes. And because we know you're all in, we are all in. This process then becomes value driven instead of procedure driven. So we can deliver tons of value to you and not be so procedure driven because that's how most practices make money. They just keep running procedures on you. We're going to deliver value to you. You also get more attention from us. And we are able to focus on our patients instead of focusing on chasing people down and instead of focusing on uncommitted people. That's the worst thing. That's one of the most expensive things for any business is people who are not committed to the process. Another objection that comes up, hopefully not over and over, but you might hear it here and there is, can I go visit by visit? So instead of charging a case fee, and the question I asked before this was explaining why a case fee is best in the interest of the patient. You always want to present your answers as being in the best interest of your patient because they should be. Everything you do should be in the best interest of your patient. And when it's in the best interest of your patient, it's usually the best interest for you. It's got to be mutual. It's got to be in the best interest of your business for you as a practitioner and as the patient. Okay, but it's usually patient centric. That's what we're all about. So when the patient says, can I go visit by visit, there's two options here. Yes, you can make it, and you can make it silly financially for them to do that. Like you could charge double what you might charge or how you break down your fees because there's an increase in cost of maintaining that type of patient. A patient who pays visit by visit costs you more money to maintain in your practice than somebody who's prepaid. Because somebody who's prepaid is somebody that will. The ball is in their court. I mean, you're always going to keep the ball in the patient's court. But it's up to the patient to utilize the services. So the psychology and the mentality of that patient is going to be completely different. They're committed to the process. And that's what this takes, is a committed. You're also able to deliver better services. So if you provide, you know, one on one or one visit by one visit care, a la carte care, I don't recommend that. But if you do, then you're gonna have to recover that cost somewhere. So some of the options that you might choose is you might upcharge the lab testing or you might increase the fee for your one off appointments because of the increased maintenance costs of that patient. And if patient's okay with that, then that's totally fine. But you just have to recover that cost and realize that those patients cost you more money and are more of a pain in the butt to work with than people who are committed to the process. Now, if you specialize in a la carte patients, people who are at kind of the end of their care and they've seen, they just want maintenance type care, you know, they've evolved through this process with you, then that's totally fine. That's totally up to you how you want to do that. But I would highly, highly encourage you to move away from care that is one off or a la carte services. Okay, so there you have it. Those are some of the most common objections that come up in our practice. And actually not so much in our practice now I should say in our practices. A lot of these we've addressed in the FAQ sections, in the pre indoctrination, with the email emails with the patient, with pricing. On our website, we try to make this as transparent as possible for people so that they get it and they're coming in and they're not totally flying blind. Now we don't know exactly what the patient's going to need, but we do have a case fee that we charge and we make that visible on the website. And one of the things that we do is we also have a coaching call or a discovery call with the patient before they come in so that we can get a sense of what their case fees might be. And so we're able to provide a more accurate quote at that point when somebody gets on a call. But you could also put a range and on your website, so you could say the base is, let's say, $3,000 for a package of care. And then additional costs might be $1,500 in lab testing and supplements. So you can be transparent with that should you choose to do that. So there you have it. Common objections that come up in a functional medicine practice. Hope these are helpful. I love to hear the things that you say to your patients that have worked, that you found effective. So feel free to share that and enjoy this. I think you might have to listen to this one a few times. As objections come in, they're inevitable. They will come in. Remember, people are objecting to themselves. They're in their own way and you need to help them get out of their own way. Hope you have an amazing day. I appreciate you and I really look forward to hearing your feedback on this episode.