Coach's Eye
CA says:"I just wanted to go over your care plan."
Identify ONE coaching point.
Remove "just."
"It's too expensive."
Fear of making the wrong financial decision.
What is the purpose of the Everest script?
To consistently uncover the patient's story and why they need care.
"Would you like to schedule?"
Permission
CA says: "Would you like to schedule your complimentary family check?"
Identify ONE coaching point.
Use leadership language instead of permission language.
BONUS: Rephrase this question
"Is this covered by insurance?"
Asking if it's worth the investment
What's more important:
Following the script word-for-word OR uncovering the information?
Uncovering the information.
"Who comes to mind?"
Leadership
Patient: "I've had headaches for 10 years."
CA: "Okay, what else has been affecting you?"
Question: What was missed?
Why now?
"I don't have time."
They're unsure how this fits into their life.
True or False.
Patients often make decisions based on emotion first and logic second.
True
"Let's get that scheduled."
Leadership
Patient: "I can't play golf anymore."
CA: "How long has that been going on?"
What's a better next question?
What is functioning below its full potential?
"I need to talk to my spouse."
Looking for confidence or support before deciding.
What's the purpose of the complimentary family check?
To remove barriers and help more people discover chiropractic. And get more families under care
"Is that something you'd be interested in?"
Permission
Patient: "I need to think about it."
CA: "I completely understand"
What's the biggest coaching point?
They solved before understanding
"I'll just wait until it gets worse."
They still believe symptoms equal health.
What creates more consistency:
Natural talent or following systems?
Following systems.
"Whenever you're ready, we can schedule that."
Permission