Sachin Patel teaches wellness practitioners to ask "What inspired you to set up this appointment?" to uncover what clients really want, then frame solutions around their specific desire. He also suggests asking what they'd pay to achieve that outcome, using economic framing to shift from treating illness to creating health.
What I'd like to start with is, you know, a reflection. And that reflection is what I think could be a great tool for us to share with one another is, what is your favorite question to ask somebody during a consultation? What is your favorite question to ask somebody during a consultation? Something that helps them open up, expand, Maybe share a little bit more about their health and unlock a different layer to the interaction. Perhaps it's a question that's unique to you that you've kind of been using over the years, or perhaps it's a question that you've learned from somebody else that you've been applying. But I think it would be a fun exercise to know what is your favorite question to ask a client, and maybe, maybe think of a new consultation, somebody here who you're just getting to know, or you can think of An existing client that you're following up with. So go ahead and take a moment to reflect. What is your favorite question to ask during a consultation? One of the things that I ask people that I feel really helps me understand where to steer this conversation is, what inspired you to set up this appointment? Or what inspired you? I would usually have a sense of where they're from. So I might even ask, you know, was there something I said that inspired you to set up this consultation or to do the genetic test? Let them tell you why they're on that call instead of you assuming why they're on that call, because then it's more about you versus about them. And once you know, see, everyone buys something different. So while you might be offering a very similar program or a construct, everybody. What they're buying from you is different for each person. Some people are buying more life. Some people are buying more sleep. Some people are buying a better relationship. Some people are buying more confidence. Some people are buying, you know, more creativity and less brain— with less brain fog. And there is oftentimes something that you said that shifted their paradigm. That helps them, helps you become the obvious choice. You don't have to be sick to then learn how to be healthy, right? Just like you don't need to be broke to then learn how to be wealthy. So that really spoke to them because many of them may have had great health and not necessarily thought they had a problem. But if we change their paradigm to focus more on health creation, just like they focus on wealth creation with their clients, that really stuck out for them. So, you know, in your presentations, obviously you want to have something that shifts their paradigm, which makes you the obvious choice, but then also asking. Now, that isn't the same response I get from everybody. Some people might say, you know, something completely different that inspired them to be on that call. So know why your client is on that call. You know, perhaps could be, what does it cost you obviously not to do this? A part B to that could be, how much would somebody have to pay you to feel this way? Right. How much would somebody have to pay you to feel this way? Because isn't that what it ultimately boils down to? All right, if you have, you know, Dan Sullivan has a great quote. If you have enough money to solve the problem, you don't have a problem. You choose to have a problem. Right? What else is money for? It's to solve problems. Right? Not to just accumulate. I mean, you want to, don't want to be irresponsible. Right? But if you have a problem and you have the money to solve it, then having that problem is a choice, not a circumstance. For some people it is a circumstance. I'm not trying to be insensitive, but for most of us on this call, it's probably not.
Your Doctor Won't Prescribe This… But It's the Most Powerful Medicine on Earth
