Chapter 17: The 30-Minute Consultation Formula

When & How the Doctor Should Enter the Conversation

When & How the Doctor Should Enter the Conversation

The doctor’s role is brief but impactful—provide expert reassurance and close the deal.

When Should the Doctor Enter?

• After the TC has built rapport, explained treatment, and discussed pricing.
• Around the 20-minute mark, once options are understood.

What Should the Doctor Say?

• Greet warmly and project confidence.
• Reinforce what the TC has explained—avoid introducing new information.
• Keep it short and positive.
• Use simple, reassuring language.

How to Close the Deal

• Use assumptive language about starting.
• Address hesitations directly and confidently.
• If cost is the issue, reinforce flexible financing and value.