First Section
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Intro to Annie's Example Zoom Calls (5:17)
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Providing Reassurance We Can Provide What She Needs (25:15)
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Building Rapport (29:41)
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Good, normal call (28:07)
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Normal call (21:13)
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Great client = already has a business, urgent need (22:43)
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Very business savvy, knows nuanced regulations well (27:01)
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Lots of good Qs from client (23:15)
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Chunked down on the need (29:23)
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Identify & solve client's problem, competitor (31:45)
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Common employer Qs (12:08)
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Employer Qs (27:09)
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Employer issues (20:38)
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Employer's assistant vetting us, explaining employer situation (28:22)
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Employer on call too, back-up physician in PA (Note: we no longer let see agreements even with NDA) (36:55)
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Employer & NP Together (34:46)
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Give added value (29:20)
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Value adds (18:58)
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Value Adds, Price Stacking (30:46)
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Clarification our docs don't do patient care or have billing under them (25:32)
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Psych vs Primary Care, Giving free advice (re: cash patients) (22:50)
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Psych vs Primary Care, Credentialing Qs (24:41)
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License issue in past, Psych vs Primary care (25:33)
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Lots of legal Qs (42:48)
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Tons of Qs (39:30)
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Q about getting product (only thing holding her back -> solve!), CA legal/ownership Qs (42:56)
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Functional Medicine, CA Ownership issue (25:10)
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Cap in TX, credentialing (22:36)
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Florida Aesthetics (21:56)
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FL aesthetics (16:23)
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Non-medical business owner, FL aesthetics rules, NP/RN relationship (21:38)
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Addressing husband's Q about lower rate (35:39)
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Took our old telemed course, laid out all the options (21:51)
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Hiring Manager, kept short & sweet (14:22)
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Not ready soon -> Kept short info session (14:36)
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Complicated, confused client who doesn't understand regulations (skipped slides) (18:26)
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Complicated situation w/ addiction med & wellness, had to chunk down a lot (18:13)
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Talking to competitor (20:39)
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Fixing client's issue, competitors (31:56)
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Clarifying their need (12:03)
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Huge deal, would need to set call with me after your vetting (26:15)
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RN - explained needs an NP (7:06)
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Nurse Call turning into more (20:37)
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Non-NP on call - end quickly (2:33)
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One of our docs wants to work with client through CDs (13:42)
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Needs collaborator for admin reasons (19:57)
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Encourage to put on camera, my big mistake = make sure correct client (23:14)
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After Zoom for Encourage to put on camera...: 4 min
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Price objections, MD back-up in Pennsylvania (27:15)
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After Zoom for: Price objections, MD back-up in Pennsylvania: 6 min
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Taking control, State breakdown on steroids (29:43)
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Lots of value adds, price stacking (29:02)
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After Zoom for: Lots of value adds, price stacking: 5 min
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Building rapport, Guiding to the finish line (20:40)
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Overcoming Objections (15:53)
