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Category: New Patients
Contrast
Posted on 4/18/2014 by Alan Rousso
Categories: New Patients Communication Skills Personal Growth

When was the last time you went shopping? As you go about searching for exactly the right things that you want, you'll probably also notice prices. Is the item cheap or expensive? That depends on contrast!

When you go to buy a shirt, car, or health care, the fee for the item is relative to the prices you've been searching. For example:
 
Let's say you visited one store and a shirt you found was $40. OK! Now you go to another store and see the same shirt for $80! Is it expensive? Was the shirt for $40 expensive??? What if you shopped at the store and found the shirt for $80 and then visited the store that was selling the shirt for $40?! You might think you were getting a bargain!

The same thing is true when you're presenting your care plans! How much is it to have a baby these days with a mid-wife...probably around four to five thousand dollars! How much is it to put braces on your children's teeth? Probably about five thousand dollars!

When you present these fees to a patient and then ask a question, "how much do you think it'll cost to slow down, stop, and reverse as many of the changes and damage that you've already accumulated over the past number of years? The patient is probably thinking four to five thousand dollars!

You can then easily state, "No, the care is only $... Name you fee! Anything less than what you just presented will seem relatively inexpensive!

If you state your fee, like, our fee is $50 a visit, and then present how many visits the patient will need, the patient is multiplying the numbers and you went from small to large! That's why many people exclaim, "Wow, that’s expensive!"

Use the tool of contrast to start with higher fees and then present a lower one to the patient! Watch how many more people will be pleased to start care with far less financial hassles!

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Archives
Show and Tell Posted on 4/26/2013 by Alan Rousso
Categories: New Patients Communication Skills Procedures

When was the last time you examined a patient? Regardless of how you practice, you probably did what you always do, and, you probably do it quite well!
The only problem here is that the patient may not know what you're doing!

While speaking wit...

Three Magic Words Posted on 2/1/2013 by Alan Rousso
Categories: New Patients Communication Skills Procedures

If you're in business, you have the opportunity to serve and help people in a variety of ways...It doesn't matter if you're a health care professional, a banker, real estate agent or whatever else aligns with your life purpose. As long as you’re aligned...

Planning Your Vacation Posted on 11/30/2012 by Alan Rousso
Categories: Metaphoric Stories New Patients Coaching Distinctions

The other day, a client and I were speaking about the apparent lack of progress that was taking place in the practice.  He was sure that he wanted to grow, but in fact, was using words like frustration, doubt, and even fear when his intended goals ...

Seven Steps to a Better Business Posted on 8/4/2012 by Alan Rousso
Categories: New Patients Procedures Marketing

Every chiropractor loves it when the CA cries out, "New Patient!" or "New client"! or "New Practice Member"! So many chiropractors and all businesses want more business. Sometimes, the amount of new patients we receive or don't receive, reflect an attit...

Consultation Considerations Posted on 4/13/2012 by Alan Rousso
Categories: New Patients Communication Skills Procedures
As seen in ChiroEconomics

 

Regardless of how you choose to practice, make sure your patient communications align with your purpose, vision, and mission.

 

Unfortunately,...

Health Care Class (Part 2) Posted on 9/16/2011 by Alan Rousso
Categories: New Patients Communication Skills Procedures

Last week we reviewed the benefits of having a consistent Health Care Class. The benefits included not only having better educated patients, but also the potential for great new patients that now understand why Chiropractic care can contribute to a heal...

Health Care Class (Part 1)9/9/2011
10 Action Steps to Grow Your Practice Now!5/7/2011
"Patient" Education3/26/2011
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Future Diary
In 1983, Mark Victor Hansen came to a Markson Management Services seminar and handed everyone a book with nothing in it. He called it Future Diary.

He then proceeded to tell us to write down everything we wanted as if it were already true...hence future diary.

I remember writing 5 things down that I really wanted, never thinking or believing that any of them would come true. All five did!

Want a better year with your goals coming into your life? Get
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"Every once in a while you meet someone who makes such an impact in your life that you are forever changed. For me that person was Dr. Alan Rousso. The minute I met Alan I knew that he had the ability to facilitate growth in my life and that is exactly what he did. Alan helped me to see my life through different eyes and to shift my perspective. He took me out of my comfort zone and into my growth zone. Alan Rousso is a phenomenal coach who has a burning desire to assist others in continued growth and that is exactly what he does. Coaching with Alan will put you on the fast track for success, so get ready and hold on tight!"
—Dr. Martha Nessler
Springfield, Ill.
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