Episode 363 showcases our hosts Dr Jake Sloane & David Segal.
In this episode, we dive into the business side of the consultation and why communication, rapport and trust are such a big part of what we do in aesthetic practice.
We talk about some of the practical ways we build rapport with patients, adapting our communication to different personalities, and understanding the different "currencies of trust" that influence how patients make decisions. We get into:
Setting the agenda early
The use clinical photography to educate patients
Talking through treatment plans and budgets
Managing toxin dosing expectations
Running better clinical reviews
The rebooking process
The idea of a "reset consultation" for long-term patients
How to handle common objections and treatment requests driven by social media
Some of the challenges that come with anxious patients.
Critiquing own consultation skills by recording them
00:00 Introduction 01:24 The Business of Consultation 02:59 Want-Based Medicine 05:31 The Communication X Factor 10:13 Trust, Rapport and "Vibes" 13:49 The FACE Rapport Framework 15:30 Adapting to Different Patient Styles 17:43 Currencies of Trust 20:51 Setting the Consult Agenda 23:37 Photography Over Mirrors 26:37 Treatment Plans and Budget 29:44 Treating the Whole Picture 30:45 Highlighting Individual Beauty 31:30 Positive Patient Framing 32:17 Setting Realistic Expectations 32:58 Toxin Dosing Expectations 34:47 The Clinical Review 37:42 Rebooking and Next Steps 40:21 Toxin Wear-Off Education 41:15 The Reset Consultation 43:26 Self-Critique and Reviewing Consultations 46:13 Handling Common Objections 48:59 Managing TikTok Treatment Requests 51:35 Managing Anxious Patients 53:42 Team Consistency and Trust 55:36 Marginal Gains 56:47 Outro
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