In this episode, Uli Iserloh and Mike Kim provide practical, tactical advice for health practitioners looking to turn more discovery calls into committed patients – without feeling sleazy or pushy. They explain what needs to happen before you even get on a discovery call to increase your conversion rates while staying true to your values as a heart-centered practitioner.

This episode is part one of a two-part series diving deep into discovery call mastery. In this first installment, Uli and Mike focus on the critical pre-call elements and mindset shifts needed to set yourself up for success.

Listen in to learn:

• How to use intake forms strategically to create psychological commitment before the call
• Why the "persuasion process" starts long before the actual discovery call
• The three types of objections prospects have and how to address them proactively
• How to shift from a "closing" mindset to an "opening relationships" approach
• Why the DIY-to-professional care transition is your prospect's first crucial decision
• The importance of addressing modality, internal, and external objections before the call

Quotes:

• "Marketing isn't about closing a sale. It's about opening a relationship. So what do we do in good relationships? We hold space for the other person." (Mike Kim)
• "Selling is serving. If you want to serve them, then you have to get them to enroll." (Uli Iserloh)
• "People will do anything for those who justify their failures, allay their fears, throw rocks at their enemies, confirm suspicions, and encourage their dreams." (Mike Kim)
• "The first decision that they have to make on social media is, do I want to abandon the DIY approach? Do I want to maybe abandon the conventional medical approach?" (Uli Iserloh)

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Thank You For Listening!

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Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv