Telephone hire & Mastery Pack
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RYAN RIEDER<br />
TELEPHONE<br />
HIRE &<br />
MASTERY<br />
PACK<br />
ALL THE ADVERTS, SCRIPTS AND TIPS<br />
AND TECHNIQUES YOU NEED TO HIRE<br />
AND TRAIN YOUR TELEPHONE HIRE
RYAN<br />
RIEDER<br />
CONTENTS<br />
THOUGHT PROCESS<br />
BEHIND YOUR HIRE<br />
2<br />
APPLICATION PROCESS<br />
3<br />
JOB ADVERT EXAMPLE<br />
5<br />
THE INTERVIEW<br />
PROCESS<br />
8<br />
EXAMPLE INTERVIEW<br />
QUESTIONS<br />
12<br />
TRAINING<br />
14<br />
1,4,4 CALL RULE<br />
22<br />
ONBOARDING<br />
24<br />
INCENTIVE & BONUSES<br />
26<br />
SCRIPTS<br />
27<br />
OVERCOMING<br />
OBJECTIONS<br />
32<br />
FINAL THOUGHTS FROM<br />
RYAN<br />
35<br />
© 2018 - 2021 Rieder Wellness Ltd.
RYAN<br />
RIEDER<br />
THE THOUGHT<br />
PROCESS<br />
BEHIND YOUR<br />
HIRE<br />
Bringing on a new team member<br />
should be done to make yours and<br />
your team's lives easier.<br />
This role could be seen as a sales<br />
and nurture role, sometimes if you<br />
own a bigger practice you can<br />
separate these out as outbound calls<br />
and inbound calls , yet in small<br />
clinics, one person will be able to<br />
hold this responsibility. As it’s a<br />
sales role, you need to think about<br />
what this role looks like, and what<br />
you would like them to achieve to<br />
boost your patient numbers. The<br />
things you need to think about are;<br />
Key Performance Indicators<br />
It's helpful to know your cost of<br />
acquisition and lifetime value in<br />
order to know what you are able to<br />
afford in terms of bonus and invest<br />
in this <strong>hire</strong>.<br />
What numbers will they need to hit<br />
for this to be worthwhile? It’s good<br />
to set a parameter for goals, so that<br />
candidates are given clear outcomes<br />
they are working toward.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
Discovery calls<br />
How many calls do you expect them<br />
to make per month.<br />
Re-activation<br />
Who has not been in over the past 12<br />
months, and how many would you<br />
like to see again.<br />
Drop-Off’s<br />
If you are seeing an increase of drop<br />
off’s, how many of these could they<br />
rescue?<br />
Follow up<br />
We all know how important the<br />
follow up is, we need someone on<br />
the phone who is an action taker and<br />
willing to keep following up UNTIL<br />
the booking is made.<br />
Skills & Experience<br />
What you would like to see in this<br />
person, not only is this based on<br />
their sales experience and<br />
qualifications, but also their work<br />
ethic and their values. You want<br />
someone who will fit in with your<br />
team, so this is important. Add your<br />
values in there! How many years’<br />
experience do you want them to<br />
have? Do you want someone who can<br />
work in a fast paced environment, a<br />
good attention to detail, a quick<br />
learner and self motivated starter?<br />
For a sales person, it’s important<br />
that they are comfortable on the<br />
phone, enjoy talking to people, are<br />
able to meet deadlines, and have<br />
experience with CRM systems etc.<br />
2
RYAN<br />
RIEDER<br />
THE<br />
APPLICATION<br />
PROCESS<br />
The Job Advert<br />
With the correct advert, you have<br />
multiple options on how to make<br />
your job known, LinkedIn, Indeed and<br />
Facebook are all viable options<br />
available to you.<br />
If you use a job website such as<br />
Indeed, specify a “daily budget”,<br />
which is the average amount you’d<br />
like to spend per day to promote<br />
your job to boost the amount of<br />
applicants you recieve. There are no<br />
contracts, so you can stop sponsoring<br />
or change your budget at any time.<br />
We recommend boosting your advert<br />
for as little as £3 per day.<br />
For the 'job title', try split testing<br />
• Appointment Setter Needed For<br />
Immediate Hire<br />
• SDR (Sales Development Rep)<br />
Needed…<br />
• Junior Sales Rep Needed…<br />
• Account Manager Needed…<br />
• Telemarketer Needed…<br />
To encourage applicants to include a<br />
cover letter, we like to add a<br />
disclaimer stating that only<br />
applications with a cover letter<br />
attached will be considered.<br />
In the first couple of lines, briefly<br />
describe your business. Here is an<br />
opportunity to let them know about<br />
you and your clinic. Your aim is to<br />
have a nice blurb that sell’s your<br />
company and lets them know what<br />
you are all about. Then add why you<br />
are looking for this person. Follow<br />
this with a brief description of the<br />
role, outlining the working<br />
environment and key responsibilities.<br />
Having a clearly defined job<br />
description will help you establish a<br />
solid set of expectations for you to<br />
communicate to your employees, can<br />
help you evaluate performance<br />
(which is key in any role, and more<br />
importantly in a sales role) and also<br />
gives your employee’s an awareness<br />
of what is needed from them.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
3
RYAN<br />
RIEDER<br />
Key Responsibilities: It is important<br />
to outline what the job role will<br />
entail. The simplest, most digestible<br />
way to do this is through a bullet<br />
pointed list of the Key<br />
responsibilities. These should<br />
include the tasks the candidate will<br />
be expected to complete on a day to<br />
day basis. By bullet pointing these,<br />
candidates will be able to quickly<br />
tell if this job is suited to them or<br />
not.<br />
By listing the qualities and<br />
experiences you wish a candidate to<br />
possess, you quickly paint a picture<br />
of what the perfect candidate should<br />
look like. These bullet points act as<br />
qualifying questions and will help<br />
cull the dead weight. You can also<br />
use these as a reference point when<br />
interviewing, if a candidate is talking<br />
about their personality and<br />
experience and you are able to put a<br />
tick next to all your points, you have<br />
likely found yourself a great<br />
candidate.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
4
RYAN<br />
RIEDER<br />
JOB ADVERT<br />
EXAMPLE<br />
Title: SDR ( Sales Development Rep) Needed...<br />
Are you a highly motivated and great on the telephone? Then we want to speak<br />
with YOU!<br />
Because we’re growing, we are looking for a full-time Sales Development Rep to<br />
join our team! We are looking for a confident, out-going candidate with customer<br />
support/booking and sales experience to work on the telephone<br />
Who Are We?<br />
XXX is a rapidly growing XXXX Clinic that has experienced rapid growth in the<br />
last few years. Our marketing efforts have helped us to grow to where we are<br />
today and we now have a great position for a skilled appointment setter to come<br />
in and convert our white hot leads to help us grow even faster.<br />
The Owner and Director of XXXX is XXXX. A dedicated, caring practitioner who<br />
has built this Practice from the ground up with the aim to serve and create health<br />
and wellbeing in the local community.<br />
The company website is here: XXXX<br />
In this role you’ll be working to follow-up on the leads coming into our office to<br />
schedule health appointments, field questions, follow-up on inquiries, send out<br />
information packages and assist in maintaining the integrity of the company’s<br />
database. You will be the first point of contact for many of our clients so the right<br />
candidate must be professional, enthusiastic and happy to help start our clients<br />
journey to better health.<br />
You MUST have previous experience in SUCCESSFULLY SCHEDULING<br />
APPOINTMENTS and/or other relevant phone sales experience. Please ONLY apply<br />
if you have been SUCCESSFUL in the role of scheduling appointments and or<br />
phone/sales and prospecting, as the primary outcome of your role is to secure at<br />
least 15-20 qualified appointments per month.<br />
This position offers a solid base salary plus bonus and commission. Our marketing<br />
strategies mean you will be working an extensive book of white-hot leads, you’ll<br />
be using an amazing CRM that makes calling leads quick and easy, sending your<br />
number of dials (and commissions!) through the roof.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
5
RYAN<br />
RIEDER<br />
JOB ADVERT<br />
EXAMPLE<br />
The role will involve:<br />
Making high volume outgoing calls to HOT leads.<br />
Providing the best possible journey for all our clients<br />
Managing client journey from lead to first appointment<br />
Booking and scheduling clients 1st and 2nd appointments with us<br />
Taking payments on the call and allocating appropriately<br />
Involvement with external/online campaigns<br />
Management of live chat and other social messaging platforms<br />
The ideal candidate will:<br />
Have experience in outgoing calls<br />
Be willing to learn<br />
Be punctual and a great communicator<br />
Able to convert leads<br />
Able to use initiative to find the most appropriate times for client’s<br />
appointments<br />
Interested in health and wellbeing<br />
Flexible with hours<br />
We will provide:<br />
Full training<br />
Salary starting from £9.25 Per Hour / £19,200 a year<br />
Commission after completing probation<br />
Generous company benefits<br />
20 Days Paid Holiday<br />
Location:<br />
The role is an office based sales role at our Practice in XXXX<br />
The role will involve:<br />
Making high volume outgoing calls to HOT leads.<br />
Providing the best possible journey for all our clients<br />
Managing client journey from lead to first appointment<br />
Booking and scheduling clients 1st and 2nd appointments with us<br />
Taking payments on the call and allocating appropriately<br />
Involvement with external/online campaigns<br />
Management of live chat and other social messaging platforms<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
6
RYAN<br />
RIEDER<br />
JOB ADVERT<br />
EXAMPLE<br />
The ideal candidate will:<br />
Have experience in outgoing calls<br />
Be willing to learn<br />
Be punctual and a great communicator<br />
Able to convert leads<br />
Able to use initiative to find the most appropriate times for client’s<br />
appointments<br />
Interested in health and wellbeing<br />
Flexible with hours<br />
We will provide:<br />
Full training<br />
Salary starting from £9.25 Per Hour / £19,200 a year<br />
Commission after completing probation<br />
Generous company benefits<br />
20 Days Paid Holiday<br />
Location:<br />
The role is an office based sales role at our Practice in XXXX<br />
How to Apply:<br />
Please apply ONLY if you have at least one years experience in an inside sales<br />
position, preferably setting appointments in a business-to-consumer environment.<br />
You must have a proven track record for success in an SDR role, Telemarketing or<br />
phone sales role.<br />
To apply for this position, please submit your CV along with your cover letter<br />
explaining what you can bring to this role and why you would be a great addition<br />
to the team. Please note - applicants who do not complete the assessments will<br />
not be considered.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
7
RYAN<br />
RIEDER<br />
THE<br />
INTERVIEW<br />
PROCESS<br />
The interview process can be<br />
extremely arduous and time<br />
consuming, so by ensuring you have<br />
a process in place is not only<br />
important, but makes your job much<br />
easier. In this next section we will<br />
outline a time conscious interview<br />
strategy that will ensure you get<br />
your perfect Rockstar <strong>hire</strong>!<br />
CV Sifting<br />
This bit is the one of the hardest,<br />
and can be time consuming, so<br />
ensure you book out some time to<br />
sift through CV’s, whether this is at<br />
the end of a deadline or day by day.<br />
As it’s a sales role, you will likely<br />
receive a lot of applications, so your<br />
first step would be to sieve out the<br />
unqualified applicants. With this kind<br />
of volume will come a lot of time<br />
wasters,<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
no matter how much info and pre<br />
screening questions you add in. So at<br />
this stage, scan CV’s & cover letters<br />
looking for sales experience and any<br />
other key skills they must have, and<br />
jot these down. Try not to be picky,<br />
for lower salary <strong>hire</strong>s, the CV really<br />
can't tell you all that much and you<br />
will learn 10x more about the<br />
candidate when you actually speak to<br />
them. When you have a nice amount<br />
of CV’s you are considering to<br />
interview, check out their LinkedIn /<br />
Social Media pages, as you may find<br />
out more about their work<br />
experience.<br />
Screening Call<br />
Remember some candidates can have<br />
great CV’s, and can turn out to be<br />
clueless in an interview, so this is<br />
why we do a screening call.<br />
Screening calls are really important<br />
and save you time, as you can run<br />
through your shortlist quickly to<br />
check they have the right experience<br />
to start interviewing. This interview<br />
should be quick (no longer than 15<br />
minutes each) and is a chance to put<br />
a name to a face, lay out some<br />
context for the role and your<br />
business, whilst getting a feel for<br />
the person and their experience. We<br />
do these via Zoom as it’s handy<br />
because it will help save time and<br />
allow you to fit them around your<br />
schedule.<br />
8
RYAN<br />
RIEDER<br />
First Interview<br />
After you have shortlisted from the<br />
screening stage, it’s time to set up<br />
the first interview. We always try to<br />
do it in person, or virtually (zoom)<br />
Ensure that for face to face<br />
interviews you confirm in an email,<br />
and include the date & time,<br />
address, and the job description. And<br />
ask them to confirm once they have<br />
received it. The first stage is to ask<br />
questions about them, and learn<br />
more about their background and<br />
their work experience and<br />
qualifications. You can also tell them<br />
more about the role and answer any<br />
questions they may have.<br />
This typically lasts for approx 45-60<br />
minutes.<br />
Second Interview<br />
If they have got this far, it means<br />
they have the skills and that has got<br />
them to the final part of the process.<br />
At this stage you can delve deeper<br />
into their experience, but it’s also to<br />
find out if they will fit with you and<br />
your team. We call this the culture<br />
fit. This should be done at the place<br />
where they will be working so they<br />
get a chance to see the working<br />
environment, meet some of the team<br />
and experience the commute (if<br />
applicable).<br />
When hiring, it is a two-way street,<br />
you want a great asset, but you also<br />
want your employee to be happy<br />
where they are.<br />
At this stage you want to ‘air out<br />
your dirty laundry’, tell them all your<br />
business imperfections and be<br />
brutally honest about the role<br />
(include the good, the bad, the ugly).<br />
The worst thing you can do is sugar<br />
coat everything and end up hiring<br />
someone who is not actually suited<br />
for the role, who only stuck around<br />
because they had a warped<br />
understanding of what the job was<br />
going to be.<br />
In this interview, you can also ramp<br />
up the skill orientated questions and<br />
really dive deep into their<br />
experience. After the second stage<br />
interviews, if you are still not 100%<br />
sure on who you liked most, don’t be<br />
afraid to book in more subsequent<br />
interviews. I have personally been<br />
involved in interview processes<br />
where we have interviewed the same<br />
candidate 5 or 6 times before making<br />
a decision. We like to think of the<br />
interview process as ‘dating’. Hiring<br />
an employee is a long-term<br />
commitment, so we want to make<br />
100% sure that this person is right<br />
for us and that we are right for them.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
9
RYAN<br />
RIEDER<br />
Equally, don’t be afraid to make the<br />
decision that none of the candidates<br />
are right for you. Sometimes this is<br />
the best decision to make and there<br />
are always more applicants waiting<br />
to apply! We work on the principle of<br />
<strong>hire</strong> slow, fire fast. By hiring slow,<br />
you are unlikely to make a mistake,<br />
but if after the first three months’<br />
probation period you know things are<br />
not going well, don’t hesitate to end<br />
the relationship quickly, or you can<br />
always extend the probation period<br />
with an action plan to bring them up<br />
to speed. This will be beneficial for<br />
both parties down the line, trust me!<br />
We call this the culture fit. This<br />
should be done at the place where<br />
they will be working so they get a<br />
chance to see the working<br />
environment, meet some of the team<br />
and experience the commute (if<br />
applicable). When hiring, it is a twoway<br />
street, you want a great asset,<br />
but you also want your employee to<br />
be happy where they are.<br />
At this stage you want to ‘air out<br />
your dirty laundry’, tell them all your<br />
business imperfections and be<br />
brutally honest about the role<br />
(include the good, the bad, the ugly).<br />
The worst thing you can do is sugar<br />
coat everything and end up hiring<br />
someone who is not actually suited<br />
for the role, who only stuck around<br />
because they had a warped<br />
understanding of what the job was<br />
going to be.<br />
In this interview, you can also ramp<br />
up the skill orientated questions and<br />
really dive deep into their<br />
experience. After the second stage<br />
interviews, if you are still not 100%<br />
sure on who you liked most, don’t be<br />
afraid to book in more subsequent<br />
interviews. I have personally been<br />
involved in interview processes<br />
where we have interviewed the same<br />
candidate 5 or 6 times before making<br />
a decision. We like to think of the<br />
interview process as ‘dating’. Hiring<br />
an employee is a long-term<br />
commitment, so we want to make<br />
100% sure that this person is right<br />
for us and that we are right for them.<br />
Equally, don’t be afraid to make the<br />
decision that none of the candidates<br />
are right for you. Sometimes this is<br />
the best decision to make and there<br />
are always more applicants waiting<br />
to apply! We work on the principle of<br />
<strong>hire</strong> slow, fire fast. By hiring slow,<br />
you are unlikely to make a mistake,<br />
but if after the first three months’<br />
probation period you know things are<br />
not going well, don’t hesitate to end<br />
the relationship quickly, or you can<br />
always extend the probation period<br />
with an action plan to bring them up<br />
to speed. This will be beneficial for<br />
both parties down the line, trust me!<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
10
RYAN<br />
RIEDER<br />
Task or further reading<br />
(Optional)<br />
Between or after either of these<br />
interview stages, don’t be afraid to<br />
throw a small task or bit of research<br />
at your applicants. There are so many<br />
sales books that they could read up<br />
on such as Blair Singers, Sales Dog.<br />
The way they approach this will<br />
likely give you an understanding of<br />
how serious they are about your role<br />
and how quickly they can adapt to<br />
new information.<br />
The Offer<br />
Once you have decided on your<br />
Rockstar candidate, all that's left is<br />
to offer them the position! This is<br />
usually done through a phone call<br />
from the business owner to<br />
congratulate them on their hard work<br />
throughout the interview process and<br />
then offer them the position. Upon<br />
offering, you can send them a formal<br />
email to advise them of the offer so<br />
that they have it in writing, while<br />
you go away and draw up a contract<br />
with all the necessary information<br />
and legal requirements.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
11
RYAN<br />
RIEDER<br />
EXAMPLE<br />
INTERVIEW<br />
QUESTIONS<br />
Example Initial screening Q’s<br />
Can you tell me about your<br />
background? Last 2-3 roles, and<br />
why you think you are suitable<br />
for the role.<br />
What do you know about the<br />
company.<br />
Why are you looking to leave your<br />
current role?<br />
What kind of position are you<br />
looking for and why?<br />
Where are you in your job search?<br />
When could you start working?<br />
Do you have any questions?<br />
Example Q’s for the 1st<br />
Interview<br />
Tell me about your sales<br />
experience, what formal training<br />
do you have?<br />
Have you ever used sales scripts?<br />
How did you prepare for this<br />
interview?<br />
Tell me about your process for<br />
prospecting leads?<br />
Tell me about a time when you<br />
had a reluctant prospect that<br />
ended successfully.<br />
Please tell me about your follow<br />
up process.<br />
What is important to you in your<br />
next role?<br />
What are you really good at (they<br />
should mention sales!)<br />
What motivates you?<br />
What is the most number of calls<br />
you have made in a day?<br />
How do you track your activity,<br />
what CRM systems have you<br />
used?<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
12
RYAN<br />
RIEDER<br />
Example Q’s for 2nd Interview<br />
If they have made it this far, that is a<br />
good sign. This stage is more to see<br />
if they are a good fit for the<br />
company. Cultural fit interview<br />
questions are basically used to single<br />
out the candidates whose beliefs,<br />
values and behavior fit in with your<br />
company's culture. If their values fit<br />
your company’s vision and mission,<br />
then the team is more likely to<br />
achieve goals and be more<br />
productive.<br />
Some good culture Q’s you could use;<br />
What is the culture like at your<br />
current / last place like?<br />
What made it so good/bad?<br />
What are the characteristics<br />
exhibited by the best boss you<br />
have ever had—or wish that you<br />
have had?<br />
If I spoke to your team, what will<br />
they say your greatest strength<br />
is?<br />
If I spoke to your team, what will<br />
they say your greatest strength<br />
is?<br />
We constantly learn and grow -<br />
what does it mean to you to have<br />
drive?<br />
What was the last thing you<br />
studied?<br />
What is the biggest challenge you<br />
have ever faced?<br />
When working with people in<br />
general, describe your preferred<br />
relationship with them?<br />
People first, patient second –<br />
how well can you empathize with<br />
others?<br />
Can you tell me about a time<br />
where you went beyond your job<br />
duties to serve a client?<br />
Open communication – What does<br />
authenticity mean to you? Have<br />
you ever disagreed with<br />
management decisions?<br />
Tell us about an occasion when<br />
you believe that you delighted a<br />
customer, either an internal or an<br />
external customer.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
13
RYAN<br />
RIEDER<br />
TRAINING<br />
Before they Start<br />
To get your new <strong>hire</strong> up to speed<br />
with the Chiropractic Philosophy and<br />
the Team Culture needed to perform<br />
well in this role these are our<br />
recommended readings for new<br />
starters to complete :<br />
Example Q’s for the 1st<br />
Interview<br />
Tell me about your sales<br />
experience, what formal training<br />
do you have?<br />
Have you ever used sales scripts?<br />
How did you prepare for this<br />
interview?<br />
Tell me about your process for<br />
prospecting leads?<br />
Tell me about a time when you<br />
had a reluctant prospect that<br />
ended successfully.<br />
Please tell me about your follow<br />
up process.<br />
What is important to you in your<br />
next role?<br />
What are you really good at (they<br />
should mention sales!)<br />
What motivates you?<br />
What is the most number of calls<br />
you have made in a day?<br />
How do you track your activity,<br />
what CRM systems have you<br />
used?<br />
Fish<br />
Gungho<br />
Reality Check<br />
Read Summary of A Vital Truth<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
14
RYAN<br />
RIEDER<br />
FEEDBACK FORM ON “FISH”<br />
Having read the book “Fish”, please give your comments on the four subjects below:<br />
“Choose Your Attitude”:<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
__________________________________________________________________________________<br />
“<br />
Play”:<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
TRAINING<br />
Give one example of how this relates to the practice:<br />
__________________________________________________________________________________<br />
“Make Their Day”:<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
__________________________________________________________________________________<br />
“Be Present”:<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
__________________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
__________________________________________________________________________________<br />
Name: ______________________________________<br />
Date:______________________________________<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
15
RYAN<br />
RIEDER<br />
FEEDBACK FORM ON “GUNG HO”<br />
Having read the book “Gung Ho!”, please give your comments on the four subjects<br />
below:<br />
“Spirit of the Squirrel”:<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
_______________________________________________________________________________<br />
TRAINING<br />
“The way of the Beaver”:<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
_______________________________________________________________________________<br />
“Gift of the Goose”:<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
_______________________________________________________________________________<br />
Give one example of how this relates to the practice:<br />
_______________________________________________________________________________<br />
Name: ______________________________________<br />
Date:______________________________________<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
16
RYAN<br />
RIEDER<br />
FEEDBACK FORM ON “REALITY CHECK”<br />
Having read the book “Reality Check”, please give your answers on the questions<br />
below.<br />
What do we mean by the term vertebral subluxation?<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
What does Dr Heidi believe a subluxation is?<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
TRAINING<br />
Symptoms maybe your brain’s attempt to:<br />
_____________________________________________________________________<br />
What do we mean by dysfunctional sequences of muscle activation?<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
How can chiropractic care reduce injuries?<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
Describe the research carried out assessing chiropractic care and falls risk in<br />
the elderly:<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
What was the outcome of the research?<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
_____________________________________________________________________<br />
Name: _____________________________ Date:______________________<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
17
RYAN<br />
RIEDER<br />
VITAL TRUTH SUMMARY<br />
What is Vitalism<br />
Vitalism-a philosophy that the human body has an innate intelligence that governs<br />
all areas of health. This intelligence, or vital force, is found in physical tissues,<br />
mental processes, mental health and spirit and can heal a great many ailments<br />
when given the opportunity. When the vital force is not able to express to its<br />
fullest potential, disease begins to show up. To restore health, an individual must<br />
be supported on all levels to strengthen vitality.<br />
Mechanism-a theory that the phenomena of life is based on the same physical and<br />
chemical laws that govern inorganic matter. It looks at the body as being a<br />
combination of parts, processes that carry out a common function.<br />
TRAINING<br />
Mechanism vs Vitalism<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
18
RYAN<br />
RIEDER<br />
The power that made the body heals the body.<br />
The body is a temple for growth and health expression.<br />
The body has an innate ability to heal itself. No one has to tell their body how to<br />
heal a broken bone it knows!!!<br />
The body gives us signs and symptoms for the benefit of finding out more about<br />
ourselves and the imbalances with which we are living. Disease is necessary for the<br />
optimum growth of our bodies. Allowing the body to build natural immunity<br />
through overcoming disease brings advantages to our health. This is why you will<br />
hear people say your body is having a health expression rather than you are ill. You<br />
would not take drugs to suppress the symptoms of the disease allowing your body<br />
to use its innate ability to heal itself and building up its immune system.<br />
When we have a well-functioning nerve system with reduced interference, we have<br />
a greater opportunity of optimum health.<br />
Think of ways that your body can heal itself other than a cut finger?<br />
How can we help our body reach its optimum health?<br />
There are 3 main stressors in our life that we can manage that will help us reach<br />
optimum health.<br />
TRAINING<br />
Chemical<br />
What are we putting in our bodies?<br />
What are we putting on our bodies?<br />
Can you think of another one<br />
Physical<br />
What movement do we have in our life ?<br />
What is our posture like?<br />
Can you think of another one<br />
Emotional<br />
How much stress are we under?<br />
Are we looking after our mental health?<br />
Can you think of another one<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
19
RYAN<br />
RIEDER<br />
This is why we ask some of the questions on our history form to a get a greater<br />
understanding of our client’s lifestyle. What a client does outside of the clinic is as<br />
important as the adjustment they are receiving in the clinic. This is where they can<br />
become an active participant of their health rather than just relying on the<br />
adjustments to work. This is the reason why we have our boards in clinic and do<br />
health talks to help clients take back control of their health. This is where we as<br />
CAs can educate our clients and set an example by standing at the desk, eating<br />
healthy foods. We all need to take time to make changes in our life to see what we<br />
will gain form the experience rather than what we will lose. “Those who spend<br />
little time on their health have little time”.<br />
Can you give one example of something you could do to lead the way in showing<br />
clients how to take control of their health.<br />
Can you give an example of a board you could do to help clients with their health?<br />
You can have pain with no disease and disease with no pain. Explain this statement<br />
TRAINING<br />
Why have an adjustment?<br />
The communication of the body is housed in the nervous system. In order for your<br />
body to functional at its peak it must be able to communicate with itself. When<br />
disruption/ interference to the communication system takes place, it is called a<br />
subluxation. Clear your subluxations regularly, clear the way to optimum health.<br />
REMEMBER having no symptoms/pain doesn’t mean you are healthy and having<br />
symptoms/pain doesn’t mean you are sick!!!<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
20
RYAN<br />
RIEDER<br />
NATURAL NEEDS NO HELP,<br />
JUST NO INTERFERENCE.<br />
AMAZING FACTS ABOUT YOU<br />
A nerve can send on to a 1000 impulses per second<br />
The adult brain has 1.4 billion nerve cells<br />
The brain uses 25% of all the body’s oxygen<br />
The longest nerve is located in the leg and extends from the large toe to the<br />
spinal column<br />
The body is most sensitive in the afternoon<br />
Nerve impulses travel at 170MPH (274KM)<br />
TRAINING<br />
There are 230 joints in the body<br />
The femur is the longest bone in the body<br />
You shrink 1.25cm during the day, due to compression of the spinal column<br />
There are 20 muscles in the hand<br />
All the body muscles pulling in one direction would equal over 22,600kg of<br />
force<br />
Bones are 1/5 of the total body weight<br />
Muscles normally account for 40% of body weight<br />
There 26 bones in the foot<br />
The last bone to mature is the collar bone<br />
One in 20 people have an extra rib<br />
It takes 17 muscles to smile and 43 to frown<br />
There 206 bones in the body<br />
The brain has approximately 100 billion nerve cells<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
21
98% 62% 36% 24% 17%<br />
RYAN<br />
RIEDER<br />
THE RYAN<br />
RIEDER 1,4,4<br />
CALL RULE<br />
Ryan famously teaches that, the<br />
speed at which you make, the phone<br />
call is critical. So critical, in fact that<br />
there has been ALOT of research on<br />
conversion rates from enquiry to first<br />
contact call. The speed with which<br />
you get back to a client has a HUGE<br />
impact on making the conversion.<br />
Often just sorting this out will solve<br />
up to 50% of your new lead no<br />
booking problem.This image below<br />
shows this …..<br />
Impact of speed to call on lead<br />
conversion rates<br />
391%<br />
160%<br />
1 Minute 2 Minutes 3 Minutes 30 Minutes 1 hour 5 hours 24 Hours<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
22
RYAN<br />
RIEDER<br />
We’ve discussed the importance of<br />
speed, the next training is on<br />
Persistence, Persistence is key - keep<br />
calling UNTIL they book in,<br />
remember 9 times out of 10 we are<br />
calling based on their request for an<br />
appointment! We have illustrated<br />
how many calls per source we<br />
recommend within our Swipe and<br />
Deploy <strong>Pack</strong>.The best SDR’s simply<br />
continue to call! Ryan’s formula for<br />
success is to call your prospect<br />
within the first Minute (1) then again<br />
after 5 minutes have passed and if<br />
still not successful then at the 4<br />
Hour mark. The 1,5,4 Call Rule will<br />
be a game changer if implemented<br />
correctly.<br />
Within Ryan’s Clinic’s his SDR<br />
physically dials over 100 calls per<br />
day. From a recent Facebook leads<br />
list of 147 clients, 90 were booked<br />
for an appointment! This puts her<br />
conversion rate at over 60%! How?<br />
By following Ryan’s 1,5,4 Rule,<br />
keeping communication simple with<br />
clients and being positive and chatty.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
23
RYAN<br />
RIEDER<br />
ONBOARDING CHECKLIST<br />
INTRODUCE YOURSELF TO YOUR NEW TEAM.<br />
CREATE A LASTPASS ACCOUNT TO SAVE ALL YOUR WORK LOG IN DETAILS<br />
LOG IN TO YOUR NEW E-MAIL ACCOUNT.<br />
LOG IN TO YOUR CLINIC SOFTWARE<br />
LEARN YOUR PHONE EXTENSION AND SET-UP YOUR VOICEMAIL.<br />
JOIN THE COMPANY FACEBOOK GROUP.<br />
SET UP YOUR INFUSIONSOFT ACCOUNT (LOG IN AND UPDATE CONTACT DETAILS). ** IF NEEDED**<br />
REVIEW YOUR GOALS AND JOB RESPONSIBILITIES<br />
LET THE OFFICE MANAGER KNOW OF ANY OFFICE SUPPLIES YOU MIGHT NEED<br />
BEGIN READING YOUR REQUIRED READING TRAINING MATERIALS<br />
COMPLETE NEW STARTER FORMS AND GIVE TO YOUR OFFICE MANAGER TO GET PAYROLL STARTED.<br />
STUDY COMPANY MISSION AND CORE VALUES.<br />
SCHEDULE TRAINING TIME TO TEACH PRACTICE SOFTWARE NAVIGATION<br />
SCHEDULE TRAINING TIME TO TEACH CRM NAVIGATION<br />
BEGIN TO READ AND MEMORIZE ALL SCRIPTS, INCLUDING OUTBOUND CALLS, VOICEMAILS,<br />
OBJECTION HANDLING, CONFIRMATION CALLS AND RESCHEDULES.<br />
SCHEDULE A QUICK 15-MINUTE CALL WITH 5 OF OUR LONG-TERM CLIENTS TO LEARN ABOUT THE<br />
COMPANY AND WHAT THEY LOVE ABOUT IT (ASK PRACTICE MANAGER FOR NAMES).<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
24
RYAN<br />
RIEDER<br />
ONBOARDING CHECKLIST<br />
START GETTING COMFORTABLE UPDATING FIELDS IN YOUR PRACTICE SOFTWARE, MAKING NOTES,<br />
COMPLETING FORMS AND TAGGING.<br />
LEARN HOW TO USE THE PHONE (TRANSFER A CALL, PUT SOMEONE ON HOLD, PUT SOMEONE<br />
ONTO A CONFERENCE, ETC.). MAKE SURE YOU HAVE A “CHEAT SHEET” BY YOUR PHONE.<br />
SCHEDULE TIME WITH YOUR SALES MANAGER, 2-3 PEERS AND 2 OTHER EMPLOYEES TO ROLE<br />
PLAY SCRIPTS.<br />
LEARN HOW TO PUT SOMEONE ON HOLD.<br />
LEARN HOW TO TRANSFER A CALL.<br />
LEARN HOW TO CONFIRM AN APPOINTMENT.<br />
LEARN HOW TO RESCHEDULE AN APPOINTMENT.<br />
LEARN HOW TO MARK SOMEONE DO NOT CALL/E-MAIL AND WHEN TO DO THIS.<br />
LEARN HOW TO LINK PRACTICE SOFTWARE AND CRM FOR PROPER OPERATION.<br />
LEARN OUR PROCESS FOR DEALING WITH AN UPSET OR DISGRUNTLED CUSTOMER/CALLER.<br />
LEARN HOW TO SUBMIT A WEEKLY REPORT OF YOUR ACTIVITY.<br />
MAKE SURE YOU’RE CRYSTAL CLEAR ON YOUR DAILY RESPONSIBILITIES.<br />
LEARN HOW TO TRACK YOUR CALLS PROPERLY AND SUBMIT A WEEKLY REPORT.<br />
START MAKING CALLS! THIS WILL BE YOUR FIRST WEEK WITH A BATCH OF NEW LEADS.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
25
RYAN<br />
RIEDER<br />
INCENTIVES<br />
AND BONUS<br />
A Rockstar SDR person is<br />
worth their weight in gold!<br />
Some things to build into<br />
your incentive package:<br />
Your target numbers and the<br />
bonus for reaching this number<br />
The point that ‘All other job<br />
responsibilities MUST be fulfilled<br />
in order to receive the bonus<br />
outlined. It is the sales person's<br />
responsibility to accurately track<br />
and report all opportunities (sales<br />
funnel), as well as maintain<br />
accurate records.’<br />
This line : ‘We hold the right to<br />
change edit and stop bonus’ or<br />
incentives at any time’. This<br />
covers your back and allows for<br />
edits to be made to stay in<br />
alignment with your business<br />
growth.<br />
The impact it makes on your<br />
business is worth paying<br />
Incentives and bonuses for. It<br />
is your choice to start with<br />
incentives or hold off until<br />
probation has been<br />
successfully completed. Either<br />
way it has everyone’s best<br />
intentions to ensure that the<br />
parameters of these<br />
incentives/ bonuses are laid<br />
out clearly.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
26
RYAN<br />
RIEDER<br />
SCRIPTS<br />
Scripts give your phone person a<br />
support net to fall back on, however<br />
the best practice is to allow them to<br />
make them their own. There are<br />
some key points that we need to<br />
make sure are communicated<br />
throughout a call, here is the<br />
summary of why we say what we say<br />
during our scripts:<br />
“Is the appointment for you or your<br />
whole family”?<br />
This lets the client know that we are<br />
a family clinic and may also get them<br />
thinking about who else they may<br />
know that could do with visiting us<br />
for care.<br />
“Do you have health insurance”?<br />
We need to know this for a few<br />
reasons.<br />
1. We need to make them aware that<br />
we no longer bill the insurance<br />
company on their behalf. We will<br />
happily provide invoices for<br />
clients to claim back themselves.<br />
2. Only certain practitioners are<br />
registered with certain providers.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
“X-Rays, if clinically indicated”?<br />
We are not able to make this<br />
decision. The Chiropractor is only<br />
able to take x-rays if there is a<br />
clinical justification.<br />
“AM or PM”?<br />
We establish whether the clients<br />
availability is better in the AM or PM<br />
so that we can be in control of our<br />
diary and to also get the booked in<br />
at times that allow us to block book<br />
the diary. Once the client has given<br />
their preference of AM or PM then a<br />
day and 2 times can be given for<br />
them to choose from.<br />
“Allow up to an hour”<br />
We tell clients to allow more than<br />
enough time for them to fill out<br />
paperwork, have their consultation,<br />
x-rays and book another<br />
appointment. This enables them to<br />
not have a stressed and rushed visit<br />
due to other commitments they may<br />
have.<br />
Don’t use £££ just say the number<br />
Because... It gives it more value on<br />
the care not on the money<br />
We do not adjust on the first visit...<br />
Our Chiropractors want to make sure<br />
that they make a full and thorough<br />
report on every client that they see,<br />
which means that they go away and<br />
make a full report on the findings<br />
from the initial consultation before<br />
they will begin care. This ensures<br />
that the correct care is given to each<br />
client and is tailored for each<br />
individual case.<br />
27
RYAN<br />
RIEDER<br />
THE<br />
PARAGRAPH<br />
The paragraph does not need to be<br />
said word for word, as long as the<br />
main points are covered.<br />
Email with confirmation and<br />
online form to complete<br />
Must be done prior to the<br />
appointment, if they cannot do<br />
this, they must arrive earlier than<br />
the appointment time.<br />
Allow up to an hour<br />
Full and thorough physical<br />
examination<br />
X-rays, if clinically indicated<br />
2-day process<br />
Book follow up visit (Report of<br />
Findings)<br />
That is all booked in for you. Just to<br />
make you aware, you will now<br />
receive a confirmation email along<br />
with an online history form that is to<br />
be completed prior to your<br />
appointment. It’s nice and easy, an<br />
online form that gets sent straight<br />
back to us. If for any reason you<br />
cannot complete this, please arrive<br />
10 minutes earlier to this<br />
appointment so we can go through a<br />
paper version with you.<br />
For this appointment, we recommend<br />
allowing up to an hour with us as<br />
you will have a full and thorough<br />
physical examination that will also<br />
include x-rays if clinically indicated.<br />
We now need to book you in for your<br />
follow up visit – this is where your<br />
practitioner will go through their<br />
findings with you, give<br />
recommendations and go through<br />
costing. It will be on this second<br />
visit you will be able to start care.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
28
RYAN<br />
RIEDER<br />
Example Script<br />
Scenario - Mary has filled in a Facebook Form<br />
SDR – blue<br />
Prospect – green<br />
Hi is this Mary? ( Make sure you speak with a smile)<br />
Yes it is<br />
Hi Mary, This is Annabelle calling from XXX, we are the Chiropractic and<br />
Physiotherapy clinic in [CLINIC LOCATION]. It’s just a quick call as you registered<br />
for one of our [CAMPAIGN] vouchers via our social media recently.<br />
Is now a good time to get that all sorted for you?<br />
Yes that’s correct<br />
That’s great; so just to confirm the offer you have gone for is the [CONFIRM<br />
OFFER, VOUCHER PRICE AND WHAT'S INCLUDED].<br />
Yes okay<br />
Okay great – Just a few questions before we get started. Is this appointment just<br />
for you or your whole family?<br />
And would you be looking to use any Health Insurance?<br />
Yes.<br />
Just for me please!<br />
No thank you<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
29
RYAN<br />
RIEDER<br />
Amazing, so when would you be looking to come in? Are there any times or days<br />
that suit you best?<br />
Any afternoon after 4 would be amazing.<br />
Perfect – I can offer you either Wednesday at 4.30 or Thursday at 6.30?<br />
Wednesday at 4.30 would be great, thank you.<br />
I now need to take a few details from you, please can I confirm your first and last<br />
name?<br />
And what was your Date of Birth?<br />
Yes, it’s Mary O Donnell<br />
2nd December 1990<br />
Can I confirm the best number to contact you on is the number I am calling now?<br />
Perfect and could you also confirm the best email address?<br />
Now can I take your postcode please?<br />
And can you just confirm the house name or number?<br />
Yes please!<br />
mary.odonnell@me.com<br />
SL4 5PP<br />
22<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
30
RYAN<br />
RIEDER<br />
That is all booked in for you. Just to make you aware, you will now receive a<br />
confirmation email along with an online history form that is to be completed prior<br />
to your appointment. It’s nice and easy, an online form that gets sent straight<br />
back to us. If for any reason you cannot complete this, please arrive 10 minutes<br />
earlier to this appointment so we can go through a paper version with you.<br />
For this appointment, we recommend allowing up to an hour with us as you will<br />
have a full and thorough physical examination that will also include x-rays if<br />
clinically indicated.<br />
We now need to book you in for your follow up visit – this is where your<br />
practitioner will go through their findings with you, give recommendations and go<br />
through costing. It will be on this second visit you will be able to start care.<br />
Would an PM appointment still suit you best for this?<br />
Yes that’s great.<br />
I can offer you an appointment on Thursday at 7pm or Friday at 6pm?<br />
Mary, do you know where the clinic is located?<br />
Friday at 6 works best.<br />
I think so, do you have parking?<br />
No, however there is a pay and display car park next door. Would you like our post<br />
code?<br />
No that is fine thank you, I think I know where that is.<br />
That's fantastic, just to make you aware we do have a 24-hour cancellation policy,<br />
so please let us know as soon as possible if you are unable to make your<br />
appointment. So, to confirm your initial consultation appointment is on Tuesday<br />
at 5:30pm. Please give us a call if you have any further questions, we look<br />
forward to seeing you then.<br />
Goodbye Mary :D<br />
Thank you very much, bye<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
31
RYAN<br />
RIEDER<br />
OVERCOMING<br />
OBJECTIONS<br />
One of the biggest challenges your<br />
Sales Development Rep will find is<br />
how to politely address issues and<br />
concerns without it turning into a<br />
conflict which will ultimately push<br />
away your clients.<br />
The Simple LEAPQ Process I am<br />
going to share with you is going to:<br />
1. Address the true issue that is at<br />
play here ( Sometimes what they<br />
are complaining about isn’t really<br />
the issue, it is coming from a<br />
much deeper route)<br />
2. Make your client feel heard and<br />
loved<br />
3. Resolve issues without causing<br />
conflict<br />
4. Help you truly understand how<br />
your clients feel<br />
5. Open up a deeper form of<br />
communication<br />
Ok, so what is LEAPQ?<br />
Listen - Nod and a pause<br />
Empathise - I understand what you’re<br />
saying<br />
Ask - Two Questions - ‘Apart from<br />
(objection), is there anything else<br />
concerning you?’<br />
‘What is it specifically about this,<br />
that is concerning you’<br />
Problem Solve - Provide a Solution<br />
(more on this in a moment)<br />
Question - Trial Close using the pain<br />
symptom they came in about<br />
Problem Solving<br />
The Feel Felt Found (FFF) Method is<br />
a fantastic non-intimidating way to<br />
provide a problem solve and once<br />
you have learnt this method it is<br />
great how quickly your natural<br />
language will adapt, helping you<br />
with all aspects of your life!<br />
FEEL - I know how you feel<br />
FELT - I, he, they felt the same way<br />
FOUND - What I, he, they found is …<br />
There are three types of FEEL, FELT,<br />
FOUND Empathy<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
32
RYAN<br />
RIEDER<br />
First Person:<br />
“I” Giving an example using yourself<br />
Example: Practice Member “I am<br />
really anxious about coming in<br />
today!”<br />
FFF Answer: “I completely<br />
understand how you feel, I felt the<br />
same way when I first walked into a<br />
Chiropractic Clinic yet what I found<br />
was that the Doc was super<br />
knowledgeable and explained<br />
everything in a way that immediately<br />
put me at ease.”<br />
Second Person:<br />
“My..” Using someone else’s<br />
experience<br />
Example: Practice Member “Hmmm I<br />
just don’t know if it going to work”<br />
Response using FFF: “ I understand<br />
your concern(feel) My own mum felt<br />
the same way when she got started<br />
and what she found was that her<br />
sciatica is much more manageable<br />
and she can get back to walking<br />
again”<br />
Third Person<br />
“A lot of…” using the public, a group<br />
or a team of people<br />
Example: Practice Member “I think<br />
i’m too old to start care”<br />
FFF answer“That’s interesting, I know<br />
a lot of people feel that way too,<br />
from my observations .. a lot of<br />
seniors have felt that once they<br />
started chiropractic care they found<br />
that they were able to increase their<br />
quality of life.”<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
The LEAPQ in Action<br />
Scenario: The Prospect Practice<br />
member has had a wonderful chat<br />
with you saying that they filled in<br />
the Facebook form as they have<br />
lower back pain and it’s preventing<br />
them from playing with their<br />
grandchildren but when it comes to<br />
getting them booked in they throw<br />
up some objections<br />
Prospect : “I just don’t think I want<br />
to commit, I’ve never done anything<br />
like this before!”<br />
SDR: “ Hmm, ok I understand what<br />
you are saying” “ Apart from not<br />
wanting to commit, is there anything<br />
else concerning you?<br />
Prospect: “Yer, I hear I have to keep<br />
coming for a really long time”<br />
SDR: “Hmm, I see, and what is it<br />
specifically about the length of care<br />
that is concerning you?”<br />
Prospect: “I’m concerned about being<br />
able to afford my appointments”<br />
(BINGO!! .. here’s the real objection!)<br />
33
RYAN<br />
RIEDER<br />
SDR: “aww, I know how you feel,<br />
many of our members felt exactly the<br />
same way, what I recommended to<br />
them is what I will recommend to<br />
you, let’s take the pressure off, and<br />
firstly focus on getting you checked.<br />
What they found is that once Dr<br />
______ ensures that Chiropractic care<br />
is the right path for them, they were<br />
able to work together to figure out<br />
the best treatment plan to suit their<br />
budget.”<br />
“ If we were able to do the same for<br />
you, do you think that you would be<br />
able to prioritise your care so that<br />
we can help you move more freely<br />
and play with your grandkids without<br />
your lower back pain?” (Now STOP<br />
TALKING .. there’s no need to do any<br />
more selling .. let the Practice<br />
Member talk next)<br />
Prospect: “Yer that does work for me”<br />
Remember .. Objections are positive<br />
as it gives you an opportunity to<br />
overcome a problem which will in<br />
turn make your clients feel more<br />
comfortable within your practice!<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
34
RYAN<br />
RIEDER<br />
FINAL<br />
THOUGHTS<br />
FROM RYAN<br />
From my experiences of running<br />
practices for over 10 years , hiring<br />
training and maintaining this seat<br />
does not come naturally to most<br />
chiropractors and is not something<br />
that 99% of chiropractors or<br />
chiropractic consultants even<br />
recognise is a problem.<br />
But I can assure you that while hiring<br />
training and maintaining will<br />
certainly come with its challenges,<br />
the rewards may well be akin to the<br />
biggest results you will attain from<br />
any single <strong>hire</strong>.<br />
© 2018 - 2021 Rieder Wellness Ltd.<br />
35
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The Information provided by Rieder Wellness Ltd is for general informational and educational purposes only and<br />
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is therefore strictly at your own risk. All rights reserved, no part of this publication may be reproduced, distributed,<br />
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© 2018 - 2021 Rieder Wellness Ltd.