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Hey all! I had brought up during the brainstorm that I had chatted with Kevin about how he has been able to apply his solutions-based packages in his clinic and getting some ideas on the scripts he uses (Which I need!). Here are some notes from my conversation with him! His package is the experience you get with him. It’s a fine dining experience. Candles lit, turf, nice water, nice towels like you're at a spa, even though we’re lifting heavy weights. Roster is 10-15 people, but every person gets a human experience and a relationship. There's communication, customer service, patient experience, not "oh you get a free haircut, a massage, and all these fancy modalities", etc. With a cold lead ask: "What’s your experience with PT? What do you know about it?" Gauge what they know and what are they calling it? Lead question with "What’s your dream outcome whether you work with me or not?" Then follow up with "What’s keeping you from doing that? What’s stopping you from not doing enough or from getting out of pain or getting to that dream outcome?" Whenever they don’t know the answer, that’s where you provide your expertise and validation to them. You reverse engineer it for them. A lot of people don’t realize they do know something unless they have validation from someone else. Responding to: “How much do you cost?" He says, “Truthfully, I wish I could give you a per hour or per session type, but the way we do things here, I don’t actually charge per session, I charge per solution. So the faster I can get you to that solution, the better. But my minimum charge is ‘x’.” In order for us to pay the bill, we know we have to have this kind of minimum charge. That’s the value you set for yourself for someone to work with you. Responding to: "How long does it take?” Don’t reference time if you’re treating someone that’s injured. Ask them instead, “how long do you think this will take before you achieve 'x, y, z'?” His example was “I had a guy say ‘I was a year off of my activity, I figure it’ll take an entire year to get back.’ and when he said that, Kevin knew he could do it in shorter time and said “What if I told you it’ll take 3 months? But you gotta know it’s gonna take 'a, b, c' commitment and effort and be 'd' cost, and you’re going to pay this money up front.” Remember! Don’t count people’s pockets.