Dave trains his virtual assistant to handle the hardest question in premium PT:
“Why would I pay $350 when I already have insurance?”
They role-play objections, break down Meta vs. Google leads, and show how a $97 evaluation turned into a $3,000 package.
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⏱️ EPISODE BREAKDOWN
[00:00] — Ad Campaign Overview
[01:03] — The 4-Step Lead Form
[03:28] — Qualifying Self-Pay Leads
[07:56] — Chris Voss and “No” Questions
[10:56] — The 3 Types of Lead Mindsets
[13:02] — Using Form Answers to Handle Objections
[15:57] — Role-Playing the Insurance Objection
[17:37] — How $97 Became a $3,000 Package
[25:15] — Why Speed to Lead Matters
[30:15] — Framing Value vs. Insurance
[32:47] — Google Leads vs. Meta Leads
[41:33] — Why Friction Improves Lead Quality
[46:46] — Handling After-Hours Leads
[49:22] — The Economics of a Free Visit
You’re selling premium PT at $350 per visit.
The prospect says:
“But I already pay for insurance. Why wouldn’t I just use that?”
What do you say?
Drop your response below 👇
Then watch how Dave coaches Luis through it in this episode.
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Want to Connect with Dave?
Book a strategy call:
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Connect with Dave:
Email: Dave@Conciergepainrelief.com
Instagram: @davekittle https://www.instagram.com/davekittle/
LinkedIn: https://www.linkedin.com/in/davekittle/
or
Call (646)-781-8884
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