Ep #98 - Selling Is the Transfer of Enthusiasm: 25 Years of Cash-Pay Lessons from a Chiropractor Turned Functional Medicine Doc

Send us Fan Mail Do you blink when you quote your prices? Dr. Kevin Smith used to. Then a contractor handed him a $25,000 bathroom estimate without flinching, and it changed how he thought about charging for his care. In this episode, Jody sits down with Dr. Kevin Smith, a Palmer-trained chiropractor, board-certified clinical nutritionist, and certified functional medicine practitioner who has been in practice since 2001. As founder of Chronic Condition Center outside Pittsburgh, Kevin has niched down twice: peripheral neuropathy on the chiropractic side, and hypothyroidism and autoimmunity on the metabolic side. He shares how a handful of "mystery" patients pushed him past back and neck pain and into lab testing and root-cause care. Then they get into the business. Kevin walks through the online quizzes he uses to educate and qualify patients, the three buying questions at the end that separate the ready from the curious, and how a high score turns into a personal text, a discovery call, and a consult, in person or over Zoom. He explains why he replaced his front desk with a live-answer call service, why every staff member should pay for themselves, and how he handles "Do you take my insurance?" and "What's the guarantee?" Jody and Kevin also dig into the difference between sales and manipulation, the step-down offer, and why the right patients will pay what you're worth once you show them the value. If talking money with patients still feels awkward, or you're burned out on calls that go nowhere, this conversation will change how you think about selling your care. Topics covered -From chiropractor to functional medicine: following the cases that didn't fit -Niching down inside a niche: neuropathy, hypothyroidism, and autoimmunity -Starting the "anything else going on?" conversation with existing patients -Using a two-minute quiz to educate and qualify new patients -The three buying questions every assessment should end with -Why education beats trying to outspend pharma advertising -Running lean: a live call service instead of a front desk -Handling the insurance and guarantee objections -Sales vs. manipulation, and leading with your best recommendation -The bathroom quote that changed how Kevin prices his care Connect with Kevin Website: https://www.metabolicsolutions.net/  Free Metabolic Health Assessment:  https://www.metabolicsolutions.net/metabolic-scorecard/  Instagram: https://www.instagram.com/kevinsmithdc/  Facebook: https://www.facebook.com/cccpa1  YouTube: https://www.youtube.com/@KevinSmithdc  Connect with Jody and AMP Practice Automation System: https://acceleratedmedicalpractices.com/our-services/practice-automation-system/  Book a strategy session: https://acceleratedmedicalpractices.com/book-a-consultation-call/  The Accelerator: https://accelerator.acceleratedmedicalpractices.com/  Email Jody: [email protected]  Instagram: https://www.instagram.com/acceleratedmedicalpractices  Facebook: https://www.facebook.com/acceleratedmedicalpractices  This podcast is powered by Accelerated Medical Practices, where we believe hormone and wellness care should be both life-changing and profitable.  If you own or run a clinic and are interested in being a guest on the show, please complete the form here and let's connect!  Or email Jody at [email protected].  🚀 Grow your clinic with proven systems at AcceleratedMedicalPractices.com For more Insights and Tips on Growing Your Hormone Clinic, subscribe to THE AMP Report sent every other Thursday and follow us on social media for "almost" daily tips!  Get The AMP Report Instagram Facebook LinkedIn YouTube Last BUT DEFINITELY NOT LEAST, is your looking for the fast track to growing your clinic, check out The AMP Accelerator - A free membership site filled with on demand course content to allow you to learn what you need, when yo...