Chapter 17: The 30-Minute Consultation Formula

The Role of the Treatment Coordinator

The treatment coordinator (TC) handles the majority of the conversation, ensuring patients feel comfortable, informed, and excited to begin treatment.

What Makes a Great Treatment Coordinator?

Warm and friendly personality.
Great at reading people and knowing when to talk or listen.
Explains treatment in simple, clear language.
Confident with pricing and financing discussions.
Guides patients toward saying “yes” without pressure.

Key Responsibilities During a Consultation

Greet the patient and build a personal connection.
Ask about goals and concerns.
Explain the plan simply and engagingly.
Present fees and payment options confidently.
Set up the doctor for a smooth, effortless close.
Schedule next steps and encourage same-day starts.