The doctor time in the consultation should be roughly 10 minutes. Some of you doctors may be thinking, "I could never do that." And in fact, there's several of you who are actually doing the entire hour long consultation by yourself. There's pros and cons to both. But I want to explain to you why our methodology says that you should only be in there for 10 minutes, 15 minutes max, depending on the medical questions that they ask you.
Number one, the doctor needs to be producing, meaning you need to be doing as much work as you possibly can be doing because that's how your office makes money. So if you're in hour long consultations that don't go well, that whole entire hour is wasted. In fact, if you get anybody in front of you who's not qualified, it's an hour that's completely wasted. So then your frustration starts building that, "Oh, man, I spent an hour with this person and they couldn't get qualified, or they couldn't get all the money that we need."
And then guess what? The problem starts to compound because you now can't follow-up with that individual either. You're the one who knows everything going on with that patient, but you don't have time. You don't have time to follow-up with that person or make a note and follow-up with that person in three months. So the problems of closing these patients start compounding on themselves if you are the one who's mainly doing the closing.
Now, some of you may be thinking, "Well, I don't have anybody that I can trust in my office to sell these things." Well, that's got to be a major goal of yours then. Because ideally, you have somebody who you trust, who can close deals, who can build rapport, you come in and establish the authority, meet the patient, get them excited to be doing the treatment to solve the problem that they came in to be solved and then your team finishes closing the deal.
Now, imagine somebody comes in and ends up not getting finance. Well, that's still frustrating, but it's less frustrating because this treatment coordinator can now follow-up with them in three, four, five, six months, however long it needs to be. They can talk with this patient about a co-signer and then follow-up with that person next week about if they ended up talking with their uncle, or their mom, or their dad, or their brother, or sister, or whatever to co-sign to get that financing through. If you are spending a lot of time on the consults, then your sales are going to suffer long-term. And it's time to move very quickly towards what we profess is the best way, the best method. And that's having a closer in your office making the deals happen.