Ep 363 The Business of Consultation | Dr Jake Sloane & David Segal

Episode 363 showcases our hosts Dr Jake Sloane & David Segal.

In this episode, we dive into the business side of the consultation and why communication, rapport and trust are such a big part of what we do in aesthetic practice.

We talk about some of the practical ways we build rapport with patients, adapting our communication to different personalities, and understanding the different "currencies of trust" that influence how patients make decisions. We get into:

Setting the agenda early The use clinical photography to educate patients Talking through treatment plans and budgets Managing toxin dosing expectations Running better clinical reviews The rebooking process The idea of a "reset consultation" for long-term patients How to handle common objections and treatment requests driven by social media Some of the challenges that come with anxious patients. Critiquing own consultation skills by recording them 00:00 Introduction

01:24 The Business of Consultation

02:59 Want-Based Medicine

05:31 The Communication X Factor

10:13 Trust, Rapport and "Vibes"

13:49 The FACE Rapport Framework

15:30 Adapting to Different Patient Styles

17:43 Currencies of Trust

20:51 Setting the Consult Agenda