The script I use to get patients to pay in full

Most providers never ask for the full payment. They offer a package. Then they immediately offer a payment plan in the same breath. Then they wonder why almost everybody picks the plan.You gave her the exit before she ever had to consider the door.In this episode Kelly walks through the exact language she uses at the end of a plan of care conversation to move patients into paying in full. Not a high pressure pitch. Not a discount you resent later. A clear framing that lets someone choose the option that actually serves her.She covers why paying in full changes outcomes and not just cash flow. Patients who commit up front show up more. They finish the program. They get better results and they refer. The financial win is real but the clinical win is bigger.Kelly breaks down the order of the conversation. Recap what you found. Name the plan and the timeline. State the full investment first and hold the pause. Then and only then present the alternative if she needs it. She explains why leading with the plan option quietly signals that you do not believe the full amount is reasonable.She also handles the objections you actually hear. I need to talk to my husband. Can I just do one session and see. Do you take insurance. Each one gets a response you can say out loud without feeling like a salesperson.Then the part nobody talks about. What to do when she says no. Because a clean no is not a failure. It is information about your positioning or your timing and both are fixable.By the end you will have language you can use on your very next evaluation.KEY TAKEAWAYSState the full price first and say nothing after it. The pause does the work. Never present the payment plan and the full amount at the same moment. Sequence matters more than wording. A pay in full incentive should be small and clean. Something like one bonus session. Never a discount that trains people to negotiate. Tie the plan to a clinical timeline. Nobody buys twelve visits. They buy being able to run again by spring. Handle the husband objection by inviting him in rather than sending her away to argue your case for you. Track your pay in full percentage every month. If it is under thirty percent the problem is your script and not your patients.PULL QUOTESYou handed her the payment plan before she ever had a chance to say yes to the whole thing. The discount is not the reason she said no. You just gave her one more thing to think about. Say the number. Then close your mouth. Whoever talks first loses and it should not be you. Patients who pay in full finish. That is not a billing preference. That is a clinical outcome.