Complete Sales Scripts

**Clozo Academy Proprietary Curriculum**

**Complete Script Collection for Chiropractic & Physical Therapy Practices**

Script 1A: The Bridge Script — Price Shopper

Caller: "How much do you charge for an adjustment / physical therapy?"

You: "I appreciate you calling [Practice Name]. Before I share any numbers, I'd love to understand what you're dealing with so I can point you in exactly the right direction. Can you tell me a bit about what's been going on and how long it's been affecting you?"

[Listen actively. Take notes. Use their name. Show empathy.]

You: "Thank you for sharing that, [Name]. Based on what you've described, it sounds like you're dealing with [paraphrase]. Here's what I'd recommend: we start with a comprehensive 60-minute evaluation where one of our providers will do a full movement assessment, identify the root cause, and create a personalized treatment plan. The investment for that evaluation is $197, and here's what makes it valuable — if you decide to move forward with a treatment program within 7 days, that entire $197 is applied to your program. Would Tuesday at 10 AM or Thursday at 2 PM work better for you?"

Script 1B: Doctor Referral — Warm Welcome

Caller: "Dr. [Name] sent me."

You: "Welcome to [Practice Name]! Dr. [Name] has referred many patients to us over the years, and we're honored to be part of your care team. That tells me you have a physician who genuinely cares about getting you the right help."

[Gather information. Schedule with urgency. Notify referring office.]

Script 1C: Internet/Social Lead

Caller: "I saw your video/post."

You: "Great to hear from you! Did you see one of our videos, read an article, or download a guide? Many of the people who come to us from [platform] are dealing with [common condition]. Is that what brought you in, or is it something different?"

Part 1 — What We Found

"[Name], based on your evaluation, here's what we found. [Specific finding 1]. [Specific finding 2]. [Specific finding 3]. These three things together explain why you've been experiencing [their primary complaint]."

Part 2 — What It Means

"Here's why this matters for your life. Left untreated, this pattern typically progresses in this direction: [specific consequence]. The activities you told me you miss — [list their goals] — will continue to be limited or impossible. But here's the good news: this is absolutely correctable with the right approach."

Part 3 — The Plan

"Our [Tier Name] program is specifically designed for [their condition]. It includes [number] visits over [timeframe] with [specific interventions]. Here's the schedule [show visual]. Between visits, you'll have [home program, exercises, etc.]. Our goal is to get you [specific outcome they mentioned] within [timeframe]."

Part 4 — The Investment

"The investment for this program is [price]. Here's what's included: [list inclusions]. We also have [Tier 1 at $X] and [Tier 3 at $Y]. Based on everything we've discussed, [Tier Name] is the right fit for you. We can get started this week. Would Monday or Wednesday work better for your first treatment visit?"

Handler 1: "That's Too Expensive"

Response:

"I hear you — $[amount] is a significant investment. Let me ask you this: what has this [condition] already cost you?"

[Listen. Let them calculate: missed work, medication, previous treatments, quality of life.]

"You've already invested [their number] in solutions that haven't solved this. And if this continues, the cost keeps growing — more missed work, more medication, possible surgery. Our program is designed to resolve this at the root level so you're not managing pain for the next 10 years.

>

Here's another way to think about it: the program is [number] visits over [timeframe]. That's $[per-visit] per session. Compare that to [relevant comparison: massage at $100, personal training at $80]. And those services don't include a doctoral-level clinical assessment and personalized treatment plan.

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We also offer payment plans. You can spread this over [number] months at $[amount] per month. Does that make it more manageable?"

Psychology: Reframe from expense to investment. Use cost-of-inaction. Provide comparison anchor. Offer payment plan.

Handler 2: "I Need to Think About It"

Response:

"Absolutely. This is an important decision, and it deserves careful thought. What specific question do you need answered before you feel comfortable moving forward?"

[Address the specific concern. Then ask again.]

"I want to make sure you have everything you need. Based on everything we've discussed, does this feel like the right approach for your [condition]?"

[If still hesitant:]

"Here's what I'd recommend: let's schedule your first treatment visit for [day]. Between now and then, you can think it over. If for any reason you decide it's not the right time, just give us 24 hours notice and there's no charge. This gives you a concrete plan to evaluate without any risk. Does that feel fair?"

Psychology: Identify the real blocker. Create forward momentum with low-risk commitment.

Handler 3: "I Need to Check with My Spouse/Partner"

Response:

"I completely understand — this is a significant decision, and it's smart to discuss it together. Here's what I'd recommend: let's schedule your first treatment visit for [day]. Between now and then, you and [spouse] can discuss it. If for any reason you decide not to move forward, just give us 24 hours notice and there's no charge. This gives you a concrete plan to evaluate without any risk. Does that feel fair?"

[If they still resist:]

"Would it help if I put together a brief summary of the program and the investment that you could share with [spouse]? I'm happy to write it so they can see exactly what you're getting and why I believe it's the right approach for you."

Psychology: Validate their need to consult. Create forward momentum. Remove risk. Provide communication tool.

Handler 4: "My Insurance Only Covers X Visits"

Response:

"I completely understand — insurance coverage is important, and we want to maximize your benefits. Here's how we approach this:

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First, let's figure out exactly what your insurance covers. [Pull up verification]. Your plan covers [X] visits with a $[amount] copay. That's [X] visits that insurance will help with.

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Now, based on your evaluation, here's what you clinically need: [number] visits over [timeframe] to reach [goal]. Insurance covers [X] of those visits. The remaining [Y] visits are an investment in completing your recovery, not just starting it.

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Think of it this way: insurance is designed to get you out of acute crisis. Our job is to get you to full resolution. The gap between 'feeling better' and 'fully recovered' is where most patients get stuck — and where most patients relapse.

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For the visits beyond your insurance, we offer [payment plan / HSA/FSA / discounted package]. Let's figure out the option that works best for your budget."

Psychology: Separate clinical need from payment method. Frame insurance as partial support, not total solution.

Handler 5: "I Tried PT/Chiropractic Before and It Didn't Work"

Response:

"I'm sorry to hear that your previous experience wasn't what you hoped for. Can I ask: what was missing? Was it the treatment approach, the time investment, the communication, or something else?"

[Listen carefully. Do not defend the profession.]

"What I hear is that [summarize their experience]. That's not how we operate. Here's what makes our approach different: [specific differentiator 1], [specific differentiator 2], [specific differentiator 3].

>

But honestly, I don't want you to take my word for it. Our evaluation is designed to determine if we're the right fit for YOU. If after your first 4 visits you don't feel confident we're the right approach, we'll refund your unused investment and help you find a better option. That's how confident I am in what we do."

Psychology: Validate their experience. Differentiate specifically. Offer a conditional guarantee.

Handler 6: "I Don't Have Time"

Response:

"I completely understand — time is everyone's scarcest resource. Let me ask you: how much time is this [condition] already costing you?"

[Listen: missed work, inability to exercise, disrupted sleep, reduced productivity.]

"You're already spending [their time estimate] managing this pain. Our program is [number] visits over [timeframe]. That's [number] hours total — less than you're already losing to this condition in one month.

>

And here's what I want you to consider: every month you delay, the treatment gets more complex and takes longer. Early intervention is faster, cheaper, and more effective. The patients who wait typically need 50% more visits than those who start early.

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We also offer early morning and evening appointments to accommodate busy schedules. What time of day works best for you?"

Psychology: Reframe time investment. Create gentle urgency. Offer scheduling flexibility.

Handler 7: "I Want to Try [Other Treatment] First"

Response:

"I absolutely support you exploring all your options. You should make the most informed decision possible. Here's what I want you to know about [other treatment]:

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[Provide honest, accurate information about the other treatment — neither dismissive nor defensive.]

>

What I recommend is this: try [other treatment] AND get a proper evaluation so you know exactly what you're dealing with. Even if you choose a different approach, the evaluation will tell you what the root cause is and whether [other treatment] is likely to address it.

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Our evaluation is $197. It's a small investment for clarity. And if you decide to move forward with us within 7 days, that $197 is applied to your program. Does that feel reasonable?"

Psychology: Validate their autonomy. Position evaluation as information, not commitment.

Handler 8: "I Need to Wait Until [Event/Time]"

Response:

"I understand — timing matters. Can I ask: what happens to this [condition] between now and [event]?"

[Pause. Let them consider.]

"What I see happen is this: the patients who wait usually get worse, not better. The compensation patterns deepen. The pain becomes more entrenched. And by the time [event] comes around, they need twice as much treatment.

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Here's what I'd recommend: let's start with a modified program now — even just the evaluation and a few visits — so we can prevent it from getting worse. Then after [event], we can accelerate. This way you're not starting from a worse place. Does that make sense?"

Psychology: Challenge the assumption that waiting is neutral. Offer compromise.

Handler 9: "I'm Not Sure It Will Work"

Response:

"I completely understand your hesitation. You've been dealing with this for [timeframe], and you don't want to invest more time and money in something that might not help. That's exactly the right mindset.

>

Here's what I can tell you: we've treated [number] patients with [condition] using this exact approach. [X]% achieved [specific outcome]. Here's what some of them said: [specific testimonial].

>

But here's what matters most: the evaluation is designed to determine if you're a good candidate for this program. If you're not — if I believe another approach would serve you better — I'll tell you that honestly. My reputation is built on results, not on enrolling everyone who walks through the door.

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And remember: if after 4 visits you don't feel confident we're the right fit, we'll refund your unused investment. You're not risking anything except 60 minutes for the evaluation. Does that feel fair?"

Psychology: Specific social proof. Conditional guarantee. Risk reversal.

Handler 10: "I Just Want One Visit to Try"

Response:

"I completely understand the impulse — you want to see if this is the right fit before committing. Here's what I need you to understand: one visit won't tell you if this works.

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Think of it like going to the gym once. You won't see results. You won't know if the program is right. What you need is enough visits to create actual change — typically 4-6 visits before you can feel a meaningful difference.

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That's why our programs are structured the way they are. And that's why we offer the conditional guarantee: commit to the program, and if after 4 visits you're not confident, you get your money back. The 'one visit' approach doesn't give you enough information. The program approach does.

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Can we get you started this week?"

Psychology: Educate on process vs. event. Reinforce with guarantee.

Handler 11: "Your Competitor Charges Less"

Response:

"I appreciate you doing your research — that's smart. Can I ask: what does their [price] include?"

[Listen. Often they don't know, or it includes less.]

"Here's what I want you to compare: not just the price, but the value. Our program includes: [list specific inclusions]. When you add those up, our total value is $[higher amount], and you're getting it for $[your price].

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More importantly, compare outcomes. Ask them: 'What percentage of your patients achieve [specific goal]?' Then ask us the same question. Our documented outcomes for [condition] are [X]%. I'm proud of that number because it reflects the quality of what we do.

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The cheapest option is rarely the best investment — especially when it comes to your health. But I respect that budget matters. If our program is genuinely outside your reach, let's talk about a payment plan. Can we find an option that works?"

Psychology: Reframe comparison from price to value and outcomes. Offer payment flexibility.

Handler 12: "I'll Come Back When It Gets Worse"

Response:

"I hear that a lot, and I understand the logic. But here's what the research shows: the patients who wait until it gets worse need 2-3x more treatment, spend more money, and take longer to recover. Early intervention is always more effective.

>

Think of it like a cavity. You can wait until it becomes a root canal, or you can fix it now when it's simple. Your body works the same way.

>

If budget is the concern, let's talk about a payment plan or a modified program that addresses the most critical piece first. But please don't wait until this gets worse. It's not saving you money — it's costing you more."

Psychology: Analogies create understanding. Reframe waiting as more expensive.

Handler 13: "My Doctor Said I Need Surgery"

Response:

"I'm not here to contradict your doctor — they know your case. What I am here to do is make sure you've explored all your options before making an irreversible decision.

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Surgery is sometimes necessary. But research shows that for [condition], conservative care first leads to equal or better outcomes in 60-80% of cases — without the risks, recovery time, and cost of surgery.

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What I recommend is this: get our evaluation. If we find that conservative care can address the root cause, you have a non-surgical option to consider. If the evaluation confirms that surgery is your best path, you'll have peace of mind knowing you explored every option.

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The evaluation is $197. That's a small price for clarity before a $50,000 decision. Would you like to schedule it?"

Psychology: Respect medical authority. Position evaluation as information gathering.

Handler 14: "I Already Know What I Need — Just Adjust Me / Give Me Exercises"

Response:

"I appreciate your confidence in your own assessment. And I want to be direct with you: self-diagnosis is risky. I've seen patients who 'knew' they had [condition A] when they actually had [condition B] — and treating the wrong thing made them worse.

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Our evaluation isn't about making the process longer. It's about making sure we're treating the RIGHT thing. I've had patients come in convinced they needed [treatment] and discover the real problem was [different issue] — which we fixed in half the time they expected.

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The evaluation protects you from wasting time and money on the wrong approach. And if your self-assessment is exactly right, the evaluation will confirm it and we can move forward with confidence. Either way, you win.

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Can we start with the evaluation?"

Psychology: Validate confidence while redirecting to professional assessment.

Handler 15: "Do You Take My Insurance?"

Response:

"We work with all insurance plans, and here's how: we'll verify your benefits before your first visit, bill your insurance on your behalf, and help you maximize your coverage. You'll know exactly what your responsibility is before we start any treatment.

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What I also want you to know is that we don't let insurance companies dictate your care plan. Your treatment is based on what YOU need clinically, not what an insurance spreadsheet allows. We bridge the gap between what insurance covers and what you actually need to get better.

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Would you like me to verify your benefits right now? I just need your insurance card information, and I can tell you exactly what's covered before your first visit."

Psychology: Reassure on insurance. Reframe clinical independence.

Handler 16: "Can You Just Bill Me Later?"

Response:

"I understand — cash flow timing matters. Here's our policy: we collect your patient responsibility at the time of service, and we bill your insurance for the covered portion. This keeps our accounts current and allows us to focus on your care rather than collections.

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What I can offer you is a payment plan. You can spread your responsibility over [number] months with no interest. That way you're not paying everything upfront, but we're also not carrying a balance.

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Would the payment plan option work for your situation?"

Psychology: Explain policy with rationale. Offer alternative.

Handler 17: "Why Do I Need an Evaluation? Can't I Just Start Treatment?"

Response:

"I completely understand — you want relief as fast as possible. Here's why the evaluation matters: without knowing the root cause, we're just guessing. And guessing is expensive — it wastes your time, your money, and your hope.

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The evaluation tells us exactly what's going on, why it's happening, and what specific treatment will fix it. Patients who skip the evaluation and go straight to treatment typically need 40% more visits because we're treating symptoms instead of causes.

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The evaluation is 60 minutes. It includes a full movement screen, specific tests, and a personalized plan. And the $197 is applied to your program if you move forward within 7 days. It's the fastest path to actual results.

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Does that make sense?"

Psychology: Reframe evaluation as time-saver, not obstacle.

Handler 18: "I'm Fine Between Flare-Ups"

Response:

"I'm glad you have good days — that's important. But here's what 'fine between flare-ups' usually means: your body is managing a problem, not resolving it. The flare-ups are your body's way of saying the underlying issue is still there.

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The patients who only treat flare-ups spend their lives managing pain. The patients who address the root cause spend their lives without it.

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If you're content managing flare-ups, that's completely your choice. But if you want to stop having flare-ups altogether, that's what our program is designed to do. The evaluation will tell us exactly what's creating the pattern. Are you curious to find out?"

Psychology: Reframe "fine" as "managed, not resolved."

Handler 19: "I've Had This for Years — Nothing Helps"

Response:

"I hear you, and I'm sorry you've been through so much. Years of pain creates not just physical patterns but also hope fatigue. I get it.

>

Here's what I want you to know: the reason most chronic pain persists isn't that it's untreatable — it's that the right root cause was never identified. When we do a thorough movement-based evaluation, we often find that the 'diagnosis' was treating a symptom while the real problem was hiding elsewhere.

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I won't promise you a miracle. But I will promise you a thorough, systematic assessment that looks at your body as an integrated system — not just the painful area. If we find something addressable, we'll build a specific plan. If we don't think we can help, we'll tell you that honestly.

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You have nothing to lose except 60 minutes. And you might finally get the answer you've been searching for. Would you like to book the evaluation?"

Psychology: Address hope fatigue. Offer systematic approach, not promises.

Handler 20: "I'm Already Seeing Another Provider"

Response:

"I'm glad you have someone helping you. Here's what I often see: patients work with one provider for a while, make some progress, and then plateau. When that happens, a fresh set of eyes can identify what the first approach missed.

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I'm not suggesting you abandon your current provider. What I'm suggesting is that you get our evaluation as a second opinion. We might confirm that your current approach is exactly right — which gives you confidence to continue. Or we might identify a missing piece that accelerates your progress.

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The evaluation is independent. There's no pressure to switch providers. It's just information. And information is always valuable when it comes to your health.

>

Would you like to schedule it?"

Psychology: Position as complementary, not competitive.

Handler 21: "My [Family Member] Says I Shouldn't Spend That Much"

Response:

"I completely understand — big financial decisions benefit from trusted input. Here's what I'd recommend: let me put together a one-page summary of what we found, what we recommend, why we recommend it, and exactly what it costs. You can share that with [family member] and get their perspective.

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What I want them to know is that this isn't an expense — it's an investment in avoiding much larger costs down the road. One prevented ER visit, one avoided surgery, one year of reduced medication — any of those pays for this program many times over.

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And here's what I'll add: you're the one living with this pain. You're the one missing work, missing activities, losing sleep. Your quality of life matters. And it's worth investing in.

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Take the summary home. Discuss it. And let's schedule your first visit for [day] — you can always reschedule if you decide it's not the right time. Does that feel fair?"

Psychology: Provide communication tool. Reframe as investment.

Handler 22: "I'm Looking for the Cheapest Option"

Response:

"I respect that budget is a priority. Can I ask: are you looking for the cheapest option, or the option that gives you the best value for what you spend?"

[Pause. Let them consider.]

"Here's what I've learned: the patients who choose based on price alone often end up spending more. They try the cheap option, it doesn't work, they try another cheap option, it doesn't work, and eventually they come to us after spending twice as much.

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Our program isn't the cheapest. It is the most comprehensive. It includes [list inclusions]. And it comes with a conditional guarantee.

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If our program is genuinely outside your budget, I respect that. But if you're comparing based on value — what you get for what you pay — I believe you'll find our approach is the smarter investment.

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Would you like to hear about our payment plan options?"

Psychology: Reframe from price to value. Acknowledge budget constraints.

Handler 23: "I Don't Believe in Chiropractic / Physical Therapy"

Response:

"I respect your skepticism — you should question any healthcare approach. Here's what I'd say: don't believe in chiropractic or physical therapy as a belief system. Look at the evidence.

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For [condition], the research shows [specific evidence]. The Cochrane Review found [specific finding]. The American College of Physicians recommends [specific recommendation].

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But here's what matters more than research: your specific body and your specific condition. The evaluation will tell us if you're a candidate for conservative care or if you need a different approach. I'm not here to sell you on an ideology. I'm here to figure out what will actually help you.

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Are you open to an evidence-based evaluation?"

Psychology: Meet skepticism with evidence, not emotion.

Handler 24: "I'm Too Old for This to Work"

Response:

"I hear this concern, and I want to be direct with you: age is not the determining factor. The determining factor is whether the root cause is addressable.

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I've treated patients in their 80s who achieved remarkable improvement because we identified a fixable movement pattern. I've also treated patients in their 30s who had structural issues that conservative care couldn't resolve.

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Age affects healing speed, yes. But it doesn't determine whether improvement is possible. The evaluation will tell us exactly what's going on in your body and whether our approach can help.

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Wouldn't you rather know for certain than assume it's hopeless?"

Psychology: Address age concern directly. Reframe evaluation as certainty.

Handler 25: "Can I Get a Discount?"

Response:

"I appreciate you asking — budget matters to all of us. Here's our approach: instead of discounting, we add value. If you enroll this week, we'll include the home exercise kit ($197 value) and a nutrition consultation ($150 value) at no additional charge.

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This way you're getting more value, not less service. And we maintain the integrity of our pricing for all patients.

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We also offer payment plans that can spread the investment over [number] months. Would either the added-value package or the payment plan work for you?"

Psychology: Never discount. Add value instead. Offer payment flexibility.

Script 4A: The 75% Presentation

"[Name], I want to celebrate something with you. When you started, your [metric] was [start number]. Today it's [current number]. You told me your goal was [their goal], and you're [percentage] of the way there. This is significant progress.

>

Now, here's what I want you to understand: your body didn't get here overnight, and it won't stay here without support. Think of what we've done as rebuilding a foundation. Now we need to maintain it.

>

Our Wellness Membership is designed exactly for this. For $199 per month, you get: two maintenance visits, priority scheduling, 10% off all products, quarterly wellness screenings, and direct email access to me. That's less than the cost of one ER visit, and it protects the investment you've already made in your health.

>

The patients on maintenance are the ones who don't end up back in crisis mode. Can we get your first maintenance visit scheduled?"

Script 4B: Reactivation Phone Call

"Hi [Name], this is [Your Name] from [Practice Name]. How have you been?"

[Build rapport. 60 seconds of genuine connection.]

"I'm calling because it's been [timeframe] since you completed your program, and I wanted to check in. Last time we saw you, you were [positive outcome]. I'm curious — how are you feeling now?"

[If doing well:]

"That's wonderful to hear. You worked hard for that result. I also wanted to let you know about our Wellness Membership — it's designed specifically for people like you who want to maintain their results. For $199 a month, you get two maintenance visits, priority scheduling, and direct access to me. It's the best way to protect the investment you made in your health. Would you like me to send you some information?"

[If having symptoms again:]

"I'm sorry to hear that. The good news is we know your case and your body. I'd like to get you in for a complimentary re-evaluation to see what's going on. We can usually address flare-ups quickly when we catch them early. When would work — this week or next?"

Script 5A: The Milestone Ask

"[Name], your progress has been remarkable. [Specific metrics]. I'm so proud of the work you've done.

>

I have a question for you: do you know anyone else dealing with [condition] who might benefit from this same approach?"

[Listen. If they say yes:]

"Thank you for thinking of us. If you feel comfortable, we'd love to help them too. You can have them call us directly at [number] or give me their information and I'll reach out personally."

Script 5B: The Graduation Ask

"[Name], you've officially graduated your program! [Celebrate the achievement.]

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As you move into this next phase, I want to ask: would you be willing to share your experience with others who are struggling with [condition]? Your story could give someone the hope they need to take action.

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If you're comfortable, you could: leave us a Google review, tell a friend, or let us feature your story (anonymously if you prefer). Any of those would mean the world to us."

Clozo Academy Proprietary Curriculum — The Rehab Clinic Growth System

25 Objection Handlers + Complete Script Collection | Premium Edition v2.0