What I want to talk to you about today actually is when and how to talk about fees on the phone.
So let's talk about the first situation here, when we for sure want to bring it up. When we hear keywords like Medicare, Medicaid, fixed income, social security, can only afford $50 a month or something like that, we really want to make sure that the fees are clear on those phone calls. And the reason why is because it's just as frustrating or more frustrating to them to come in and just be told that they have no shot of actually being able to move forward, and quite sad for a lot of them. Okay.
So the idea here is if you hear those keywords, the best thing really that we could do for them, and the next step for those individuals, is to actually tell them what the fees are. And again, my recommendation is to talk about statewide averages, because if you tell them exactly what your fees are at the practice, then their curiosity is like, it's done. You've already scratched the itch.
So what you're going to want to do is give them a range of statewide averages. "Well, these procedures can cost anywhere from $15,000 for a single snap-in or something like that across the state, all the way up to $60,000 for a full mouth. And it just depends what you need. And those are the statewide averages. We're very, very competitive. And you need to come in and see the difference."
Well, I guess, in this case, we may not invite them to come in, but we may just give them the range and just relax and see what they say. "Oh, that's way too much." And so, then you need to discuss with them, "Well, we've got some payment plan options. Do you know where your credit is?" Then you get some more clarifying information on the call, and then you can invite whoever you want in once you get that information. Does that make sense?
The next situation is before you make the phone calls inside the command center, you can see their situation. Okay. You can see the credit, what's going on with them, all of those kinds of things. So if you see in the form that they've already been to a consultation, build rapport with them as fast as you can and schedule the appointment. Second opinions are the best. Right? We all know that.
Next is 750 plus credit scores or people who say that, "I've been saving up for this kind of a procedure." Right? So those folks, it may not necessarily come up 100% of the time. They may not ask you about it again and again. With those folks, you got, you decide. Like, do you want to make sure they understand the statewide averages? Do you want to tell them what your fees are exactly? And that's the second scenario there.
My recommendation on this one is actually do what you feel is best for you and your practice. If you're getting a lot of those folks in, and they're still being blown away or whatever it is that's making you uncomfortable, then make sure to talk about those things on the phone before they come in. If you're getting them in, you're building a rapport and you're closing them, just get them in.
There you go. Hopefully, that gives a little more clarification on when and how to speak about fees on the phone.