Pre-Education Is Key

foundational assessment membership model membership practice onboarding patients practice management Dec 12, 2024
 

At Origins Incubator, our mission is to help MDs, DOs, and NDs build authentic, heart-centered, cash-based membership practices. Today, we want to share insights into a key element of our approach: the sales process. Specifically, we’ll focus on the role of pre-education in creating a seamless and supportive experience for prospective patients.

We view sales as an opportunity to help patients make informed decisions that align with their needs and values. By pre-educating patients about the journey ahead, we can eliminate confusion, build trust, and ensure they feel confident every step of the way. 

Why Pre-Education is Crucial

When launching a practice, its common to find yourself wearing many hats: physician, administrator, assistant, and more. It’s easy to unintentionally overwhelm patients with details about how your process works. Pre-education simplifies this journey, making each step—from an initial inquiry to joining the membership—a natural progression.

Pre-education creates clarity, saves time, and ensures that when patients decide to join, they already understand your offerings, the value of your membership, and the flow of your practice.

How We Incorporate Pre-Education

Here’s how we structure the process to guide patients smoothly through their decision-making journey:

Step 1: The Practice Information Email

When a patient reaches out—whether by phone or email—they receive a practice information email. This email introduces the practice, highlighting key components such as:

  • A video explaining the foundational assessment.
  • An overview of the membership model and why it works.
  • Transparent pricing information.

By the time the patient schedules a discovery call, they already know what to expect, making the call focused on their specific needs rather than logistics.

Step 2: The Discovery Call

During the discovery call, we focus entirely on the patient. This is our opportunity to:

  • Understand their health concerns.
  • Share how our approach and practice can help.
  • Explain their next step: the foundational assessment, or initial consultation.

Because we pre-educate patients beforehand, we can avoid toggling between clinician and administrator roles during the call.

Step 3: The Welcome Packet

Before the foundational assessment, patients receive a welcome packet (either in person or via email for virtual practices). This packet further educates them about:

  • What to expect during the foundational assessment.
  • Membership benefits, including the number of appointments, available services, and unique offerings like education series or partnerships.
  • Information about independent contractors or team members who support the practice.

Patients can review this packet at their own pace, ensuring they understand the administrative aspects of our practice before their appointment.

The Benefits of Pre-Education

By pre-educating patients, we:

  1. Save Time and Stay Focused

    During the foundational assessment, we can dedicate ourselves fully to their health needs, avoiding logistical discussions that disrupt the flow.

  2. Streamline Decision-Making

     Patients who understand our process and pricing beforehand are more prepared to decide whether our membership is the right fit.

  3. Foster Confidence and Trust

     A clear, transparent journey builds trust, allowing patients to see the value of our offerings without feeling overwhelmed.

Common Challenges 

Some practitioners may hesitate to implement pre-education, fearing it adds complexity to their workflow. However, once you’ve created the resources—email templates, videos, and welcome packets—they work for you on autopilot. Even without an assistant, these tools save significant time and effort in the long run.

Without pre-education, we risk spending valuable appointment time explaining administrative details. This can dilute the impact of our clinical expertise and leave patients uncertain about their next steps.

Conclusion

By embracing pre-education, we create a smoother, more patient-centered experience while freeing ourselves to focus on what we do best: providing exceptional care. This approach helps patients feel informed, valued, and empowered to take the next step in their healing journey.

If you’re ready to transform the way you approach sales in your practice, start with these simple pre-education steps. You’ll find they not only ease your workload but also enhance the patient experience, setting the stage for a thriving membership practice.

Are you ready to build the practice of your dreams? 

Click below to view our free minicourse and learn the principles behind building a profitable practice!