advantages of using external consultants

The Secret to Client Re-Booking Is?

I am always searching for tips and secrets to assist my VIP Mentor clients and email subscribers to grow their health businesses.

Which is why I love attending live seminars and events as they are a great place to pick up strategies and processes I can then pass onto you.

In a recent Steve Jenson event he expanded on the “Rule of Nine” and how vital this rule is when we are developing rapport and gaining the trust of a new client or patient.

I have been sharing Steve’s “Rule of Nine” for over a decade however it was only when he mentioned it again in this live event that it really stuck home.

For those who have not heard about the “Rule of Nine” this in a communication strategy when I try and find out nine things about my client or patient, and I also try and share with them nine things about me.

Now the nine things are not highly technical items – they are general and personal items such as where they grew up, what school they went to, what sports they play or their favourite sports team.

As Steve says – it is only when we know nine personal things about someone, and they know nine personal things about you, that we have some element of trust and rapport.

However, here is the missing part of this puzzle.

It is all well and good to know and share nine things about each other however the absolute secret sauce is to find TWO areas of commonality in those nine items.

Maybe you went to the same University.

Have the same breed of dog.

Love the same movie.

Have been on holidays to the same place

This, my friends is the absolute key to building rapport, developing trust and ensuring the client agrees to move forward with your treatment plan.

These areas of commonality are what bind us together as human beings and determines who we want to spend our time with.

If you have new grad therapists in your practice you have to work really hard on their questioning skills so they can get information and share things about themselves with their new clients – so they can quickly find the two areas of commonality.

The commonality will dramatically increase the new therapists conversion rate as the client is more likely to overlook their relative lack of experience and focus on the rapport and trust they have developed in this consultation.

So help your team members find out more about their clients as well as share more about themselves in an attempt to find those areas of commonality.

I hope this helps you in your health business.

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