Course curriculum

  • 1

    ESPIRE VERBIAGE (5 MIN)

    • Elite Verbiage Overview

    • What Verbiage do YOU think is BETTER?

    • Espire Verbiage Printout
  • 2

    THE R-FACTOR (35 MIN)

    • Managing the R

    • Managing the R Quiz

    • The R Factor Mindset

    • The R Factor Mindset Quiz

    • Discipline Over Default

    • Discipline Over Default Quiz

    • The R Factor Disciplines

    • The R Factor Disciplines Quiz

    • R1 Press Pause

    • R1 Press Pause Quiz

    • The Three Pause Points

    • The Three Pause Points Quiz

    • R2 Get Your Mind Right

    • Get Your Mind Right Quiz

    • Ownership Mindset

    • Choose YOUR Mindset Scenario Quiz

    • R3 Step Up

    • Step Up Quiz

    • Adjust and Adapt

    • Adjust and Adapt Quiz

    • The Do's and Don'ts in Response to Change

    • The Do's and Don'ts in Response to Change Quiz

    • R5 Make a Difference

    • Make a Difference Quiz

    • The Three Elements of Experience

    • The Three Elements of Experience Quiz

    • R6 Build a Skill

    • Copy of Three E+R=O Skill Building Commitments

    • Copy of E+R=O Skill Building Quiz
  • 3

    SIX ESPIRE SENSES (10 MIN)

    • Overview: The Science of the Senses

    • Sight

    • Hearing

    • Touch

    • Smell

    • Taste

    • Vibe
  • 4

    PATIENT INTERVIEW (30 MIN)

    • Why the Patient Interview Matters. Video

    • Say Their Name. Video

    • Hear to Help. Video

    • Empathy They Can Count On. Video

    • What NOT to Say: Switching Your Script. Video

    • Filler Words. Video

    • Technical Terms. Video

    • Minimizing Language. Video

    • Primary Interest. Video

    • Emotional Motivation. Video

    • Primary Concern. Video

    • The Social Interview. Video

    • Social Interview. Example Audio
  • 5

    CO-DIAGNOSIS (5 MIN)

    • Discovery & Co-Diagnosis. Video

    • Co-Diagnosis. Example Audio
  • 6

    2 TO 1 LINKS (12 MIN)

    • 2 TO 1 Clinical Link

    • 2 TO 1 Clinical Link. Example Audio

    • 2 TO 1 Completion Link

    • 2 TO 1 Completion Link. Example Audio
  • 7

    OVERCOMING OBJECTIONS (33 MIN)

    • 1. Questions are the Answer. Objections are the Beginning of a Connection

    • 2. Finding the YES. Turning Limitations into Options

    • 3. Why ESPIRE. Communicating the Value of YOUR Care

    • 4. Law of the Herd. People Want to Do What Other People are Doing

    • 5. Openers & Closers. From Monologue to Dialogue

    • 6. Echo & Explore. Connection Starts with Curiosity

    • 7. When to Ask & When to Honor. The Difference Between Objections & Conditions

    • 8. Be REAL. The Power of Authenticiy

    • 9. Putting It Together. Conversation Framework for Patient Objections

    • Download and Print Question Cue'd Team Activity Playbook

    • QUESTION CUE'D ACTIVITY & INSTRUCTIONS

    • How Long Is This Going to Take?

    • How Long Is This Going to Take. Possible Questions

    • Is This Going to Hurt?

    • Is This Going to Hurt? Possible Questions

    • I Need to Talk to My Partner/Think About It

    • I Need to Talk to My Partner/Think About It. Possible Questions

    • Do You Have Any Appointments on Saturdays?

    • Do You Have Any Appointments on Saturdays? Possible Questions

    • Necessity Concern

    • Necessity Concern. Possible Questions

    • Cost Concerns

    • Cost Concerns. Possible Questions

    • Bargain Hunter

    • Bargain Hunter. Possible Questions

    • Insurance Coverage

    • Do You Take My Insurance. Possible Questions

    • Join Insurance List

    • Join Insurance List. Possible Questions