Self-callers (61%) vs loved ones (36%). Different needs, different approaches.
Master the 5-phase journey from greeting to booking admission.
Proven scripts for rapport, discovery, insurance, urgency, and closing.
Address cost, logistics, fear, and readiness concerns with confidence.
Learn from Jake Smith and Tyler Glass - top performers with distinct styles.
One-page cheat sheet with the most critical talk tracks and responses.
Build genuine rapport before gathering information. They're scared - acknowledge it.
"The fact that you called today is huge." Every day delayed is a day at risk.
Handle logistics proactively. Insurance, travel, work - solve problems before they're raised.