Maximizing the “Subjective” to Increase Conversions
Sep 16, 2025
What if I told you that most of the hard work was done by the time you got to the Subjective portion of your assessment…
Yet so many Providers struggle to convert the client into a plan of care…
Seems paradoxical - those two statements.
Think about it, by the time you’re having a conversation around the Subjective, your client has already overcome two of the biggest hurdles:
- Deciding to opt out of the standard clinic that takes their insurance
- Investing in care at a relatively high price point - hopefully north of $200, which you’ve already discussed with them
The rest should be cake!
But this is where we see a lot of great providers hit the most resistance.
So what gives?
You’re staying surface level. Whether you know it or not…
You’re focusing on pain… which isn't the real issue…
And you’re missing the TRUE problem that the client has…
Simply put, you haven't built a big enough sales gap from where the client is to where they want to be…
Because of this, there’s no understanding of the IMPACT the problem is actually having on the client.
If we can’t uncover the true problem or help them see the impact the problem is having, then, in the client’s mind, there becomes missing value when the plan of care is presented.
Which leads them to say things like…
“Ok, well, let me think about it.”
“Let me chat with my partner.”
“Let me just try some of the things we talked about today and get back to you.”
….but you’re ghosted and the opportunity to help is gone.
And this truly sucks because…
You saw all the potential of how you could help them… your practice is perfect for what they are experiencing… AND you almost want to help them for free just to prove them wrong…
But you have a business to run and that’s a fast track to burnout and resentment.
It doesn’t have to be this way. Once you identify WHY this is happening and put the right Evaluation Conversion System in place, everything gets easier. You might only be a few minor tweaks away from success…
If this email resonates with you, don't wait any longer… take action on our Masterclass below so you can set yourself up from the start and prevent these objections from happening when you present your offer to help.
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