Craig guides practice owners through a proven framework for making consultation processes smooth while closing more clients ethically and confidently. The PREPPS method provides a structured approach that puts clients' needs first while helping practitioners overcome their fear of seeming pushy.
• Most practice owners struggle with sales, often letting potential clients slip through the cracks because they fear appearing pushy
• Reframing your mindset is essential—people seeking your help are "drowning" and need your expertise
• Purpose: Prepare mentally before calls, putting prospects' needs first and getting comfortable with your rates
• Rapport: Build trust and find common ground to ease tension before diving into business
• Evaluate: Learn about their history and journey to better understand their situation
• Problem: Identify their specific pain points and how these issues affect them emotionally
• Project: Help them visualize what life would look like after solving their problems
• Solution: Confidently offer your services with clear next steps and direct invitations to schedule
• Getting a clear yes or no is better than leaving prospects in limbo—establish specific follow-up timeframes
• This consultation framework increased conversion rates from 20-30% to 43%
Grab the slides here.

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*Intro/outro song credit:
King Around Here by Alex Grohl