What do you say to a patient with a $2k deductible?
I got a lot of FAQ’s posed at the recent “Cash Client Revolution” (CCRev) conference in Las Vegas.
(Which by the way was sold-out and explosive!)
The attendees loved the answers so much they tried it out immediately upon returning to their practice Monday morning.
Here’s what one attendee had to say,
“I was able to implement ONE thing, and the best thing is that IT WORKS! I didn’t realize that patients are willing to pay the total cost of their care when you tell them the reason why…Thanks James!”
-Jennifer Angeles, PT (MD)
Many questions were presented from over 50 PT/OT/Peds practice owners and their staff who attended this revolutionary conference.
But let’s jump into solving this one question.
It’s a popular question and I get it a lot these days,…
“What do I say to a patient with a $2,000 deductible? How do I get them to onboard when they have to pay the entire cost-of-care out of pocket?”
(I don’t look at it as a “dilemma” however since it really helps set us up for higher and faster pay).
Converting patients is essential to your future.
The real solution to this question starts with you adopting some very important truths. They are,
Here are the steps* to converting over 80% of all these type of patient prospects:
*This is an abbreviated version of just one strategy. The full training addresses all the other variables and factors and all strategies based on the situation.
DISCLAIMER: Any deviation from my steps above can result in failure.
This attendee applied the COC strategy and had this to say,
“Hey all just had a major break through for myself with cost of care – mom paid 1/2 the COC on the day of eval up front ($800) and dad will pay the other half in a week… Also yesterday I had a dad that I could see was trying to figure out COC for remaining visits… I quickly saw what he was trying to do and said “Oh I can help you with that” then quickly figured it out. He was relieved to see it would ONLY be about $1000 left. James you are just so wise and amazing – I love EVERYTHING you teach us!”
-Mary Kostka, OT (WA)
My solutions are NOT based on speculation, reason or theoretical “should work” answers but proven time-and-time-again in real life.
I’ve been seeing cash patients for over 12 years (before most were even thinking about cash clients) and have tried it all. During my trial and error phase, I lost a lot of prospective patients. And my mistakes cost me. You can avoid that.
The best way to success is…
…to simply copy someone already doing what you want to do.
If you missed the CCRev Conference but want to jump on the waiting list for the next one (and be offered a kick-ass discount when early-registration opens), click here.
Wise practice owners, who pursue learning and adapting, are going to rule this industry (mark my words).
James Ko, PT
P.s. If you want to skyrocket toward making an extra $100k (or more) with your practice this year (no BS) and get the step-by-step training from the comfort of your home, keep your eyes peeled for the invitation to register for my “Advanced Power Coaching (APC11) With James Ko”, an 11-week online group training class for PT/OT/Peds. It’s coming soon 🙂