Are you losing patients the moment you mention pricing? It might be because you’re accidentally breaking their trust without even realizing it. Most clinicians make this one simple mistake in their consultations, and it's costing them their confidence and their income.
In episode 49 of The Nico Misleh Podcast, host Nico Misleh reveals why your traditional patient consult is failing. He shares the exact communication strategies, powerful analogies for explaining HRT, and a step by step guide to discussing pricing that builds unstoppable patient confidence. Learn how to handle common objections with ease and turn hesitant patients into loyal clients who are excited to start care. This is the simple method to master the art of the patient consult and build a successful HRT practice.
Are you ready to stop feeling nervous about sales and start confidently guiding patients to the care they need? Become an expert in HRT and the master of your consultations. Join The HRT Master Course today: https://hrtuniversity.com/hrtcourse/
For practitioners who want to confidently grow their practice with guidance in TRT, HRT, and business strategy, find us below:
- Nico's Daily Newsletter: https://nicomislenp.kit.com/8050eeea5f (yes, it's daily... and yes, people stay subscribed)
- Join HRT University: https://hrtuniversity.com/
- Join the HRT University Facebook Group: https://www.facebook.com/groups/1179376819949373/?ref=share&_rdr
Chapters:
0:00 - The #1 Mistake Clinicians Make in Patient Consults
0:53 - How to “Sell” HRT Without Feeling Like a Salesperson
1:31 - Why You Need to Rethink the "Healthcare Interaction"
3:08 - The Most Powerful Questions to Ask Every Patient
4:27 - Using "Leverage" to Build Unshakable Confidence
5:56 - A Simple Guide to Explaining Labs That Wows Patients
6:57 - How to Address HRT Fears Before They're Even Asked
8:28 - The Secret to Explaining Complex Topics (Use Analogies)
9:54 - A Perfect Analogy for Lifelong HRT (The Type 1 Diabetes Model)
11:42 - The "Old Car" Analogy: Why Supplements Aren't Enough
15:14 - Why the Best Communicators Are the Best Salespeople
16:20 - How to Discuss Pricing with Absolute Confidence
18:04 - Is It Normal to Feel Uncomfortable with Sales?
19:00 - How to Make Your Offer an Absolute "No-Brainer"
20:12 - The Power of Offering a "Pay in Full" Discount
21:40 - How to Stack Value (What NOT to Offer)
23:51 - Why Being an HRT Expert Makes Selling Easy
25:00 - What to Do If a Patient Doesn't Pay Upfront
25:28 - Is Your Cancellation Policy Hurting Your Clinic?
26:46 - A Patient Wants to Quit... Now What? (The Open Door Policy)
28:30 - How to Frame Your Cancellation Fee (It's Not a Penalty)
29:28 - When Is It NOT Worth Fighting for the Cancellation Fee?
30:29 - What Does It Mean When Patients Say "I Need to Think About It"?
32:05 - The Power of Practicing Your Sales Pitch
32:51 - How to Handle the "I Need to Talk to My Spouse" Objection
35:12 - What If the Real Objection Is About Money?
36:38 - The "3-Month Trial": An Irresistible Offer
37:43 - Why Your Patients Need "Permission" to Buy From You
38:33 - Should You Offer a Money-Back Guarantee?
40:02 - Is Your Lack of Sales Skills Costing You Patients?
40:45 - The Importance of Rehearsal & Getting Feedback
42:08 - How to Use ChatGPT to Overcome Sales Objections
42:51 - The Single Most Important Word in Sales
44:48 - Final Thoughts: Selling with Confidence & Integrity
45:36 - The Go-To Resource for Mastering HRT (HRT University)