20. Pre-Framing The Close 4 Questions To Ask Before Talking Finances

📅 Episode Summary:

In this episode of The Practice Builders Podcast, Dr. Vince Leone and Dr. Kyle Pankonin dive into a powerful strategy that can dramatically improve your patient conversion rates: pre-framing the close. Before ever discussing money, there are four critical questions every chiropractor should ask during the report of findings.

These questions are designed to eliminate common objections before they come up — like time, spouse approval, readiness, or overall fit. This episode walks you through how and when to ask these questions, why they matter, and how they help create a smoother path to patient commitment.

🎯 What You’ll Learn:

• Why financial objections aren't always about money
• The “Four Horsemen” questions that defuse resistance in advance
• How to create buy-in around time, support, and urgency
• Simple language and timing tips to insert these seamlessly into your ROF
• How this pre-frame strategy creates clarity, commitment, and conversions

🛠 The Four Questions Covered:

1. Does this seem like a good fit for you so far?
2. Are you able to make this type of schedule work?
3. Do you have the support of your spouse or anyone else involved in your decision-making?
4. If everything makes sense, when would you want to get started?

📌 Perfect For: Chiropractors looking to streamline their ROF, reduce objections, and increase starts on high-ticket care plans — especially for decompression and other advanced cash-based services.