Let's talk about getting 100% financial clarity inside the consult way before the patient ever thinks about leaving. I think that this is a pretty big deal with a lot of our clients. We haven't really stressed this that much, and I've been hearing this more and more, so it's time that we address this once and for all. Okay?
I'm going to take two different scenarios of patients. The first one mentions that they have some cash to put down and is thinking about financing the rest of it or something like that. The other one we just don't think has a good shot. They've already talked about it. Maybe they filled out the form and they're thinking about a co-signer. Let's walk through these scenarios and what I mean about getting 100% financial clarity.
Patient A. You get to the end of the consult and you present the price, and following our Arches For Days course, you will not say anything. You'll just let them bring it up. Right? So then they bring up, "Well, yeah, I was thinking about maybe putting some down, financing the rest, but well, I really got to go think about this. That's more than I was planning on." If we're not ready for this scenario, they're going to leave without having clarity. We have to get them to the point where we've actually run financing and run a couple of different scenarios on how much they would put down.
So you must keep the conversation moving and say, "Okay, well, how much were you thinking about putting down?" Let's say, "Well, I was thinking about 10 to 15,000." "Okay, great. I'm going to take that, and then I need you to fill this form out real quick so I can go check our financing companies and just kind of see what would happen if you finance the rest with your payments." Use very assumptive language. They fill it out. You go and you check all the credit companies and you come back and you present to them a couple of different scenarios. "Well, this is what it would look like if you put 10,000 down. This is what would happen if you put 15,000 down, and just for the heck of it, `I did another one that was if you put 20,000 down. This is what your payment terms would be and this is how much you would pay. No prepayment penalties or anything like that. So how does that look?"
Boom, 100% clarity, right? You have to have that. Don't let that person go and say, "Man, I've really got to think about this," without running their financing. I think this is happening a lot. Okay?
Let's now look at patient two. Patient two on the form, maybe said they're looking for a co-signer. So you're already getting a little bit dragged down because, oh, man, not going to be able to do same-day close. They probably don't have the funds to do this right away, et cetera. You get to the very end of the consult. You show them the fees, and they are blown away.
But during the consultation, they mentioned that their mom might maybe help them or they really just need to figure out how much this thing was actually going to cost. Do not blow those people off. At the end of the consultation, you still have to get 100% clarity as to for them to go home and make a decision and find a way. At the end you would say, "Well, you know, hey, you mentioned your mom during the consultation. She was planning on helping you. Do you know, was she planning on paying a big chunk? Was she maybe thinking about co-signing for you?" "Well, I mean, I haven't really talked to her a ton about it yet." Still, you don't lose hope. "Well, let's talk about financing, then. Where do you think your credit is right now?" "Oh, I don't think it's that good." "Okay, let's do this. Fill out this form. I'm going to go see if we could get anything financed for you. It's not going to affect your credit at all."
So you go and determine, did they get financed for anything or not? Then you say, "All right. Well, we weren't able to get you financed for anything. So let's talk about your mom and co-signing. If we were to get the whole thing financed and she has really good credit, this is probably where you're going to be payment wise. Would you be able to do that? Again, I don't know until I can run credit with her. If she was going to put a chunk down and get finance, which is now we know that's going to happen, let's say she puts 10 down, 10,000 down, and she finances the rest. This is what that scenario would look like."
So now they have 100% clarity on what they need to go and talk to their co-signer about or whoever's going to help them pay for the treatment. This is why when I was closing, I got so many callbacks; is that there was just 100% clarity. I still am, from when I was closing, still getting callbacks. Got one a week and a half ago, a full mouth of a guy who called back and is now doing it. So the callbacks, they do happen, but they can't happen unless you give them complete 100% clarity. And my fear is that if your patients don't have financial clarity when they leave, they're going to go somewhere else and get it, because they're just not sure how it's going to work.
Right now commit to 100% financial clarity with the patients. And if you think you're doing it, that's great. Just look at it a step further. Do they know exactly what their payment would be? Did you run different scenarios that might be going through their brains? Do they know exactly who to go talk to? What to tell them? 100% financial clarity. Do not let people leave. You've got to do your best. Using the assumptive language, get the financing to put in front of them so they can make a decision. Without it you're done.
Let's go out and get more financial clarity. I guarantee case acceptance will go up.