Complete Scripting Decision Trees
417 Performance
Objection Handling
Full word-for-word scripts organized as visual decision flows for chiropractic and sports rehab. Follow the path based on what the client says.
💰 Cost Objection
LEVEL 1 — INITIAL COST CONCERN
Client
"This sounds great, but it's just too expensive for me."
Acknowledge
"Yeah, I totally get that. It's definitely an investment, and honestly—it's one of the most common things we hear."
Associate
"I've had clients tell me the exact same thing early on—they were nervous about the cost. But what a lot of them found was that once they started seeing progress, it actually ended up being one of the better investments they made because they got back to doing the things they love."
Ask
"Can I ask—when you say it feels expensive, is it more that the upfront number feels like a lot right now, or are you more wondering if it'll actually work for your situation?"
🔀
What's driving the hesitation?
PATH A — LEVEL 2a: IT'S JUST THE COST
Client
"No, no, I believe it works. It's just a lot of money."
Acknowledge
"Yeah, that totally makes sense. Thanks for being honest about that."
Associate
"Can I ask you something? If this were free, would you do it?"
(Client: "Of course.")
"Right—because it would solve the problem that's been holding you back."
(Pause for them to confirm.)
"You know, what I've noticed is that the clients who do hesitate a bit on the investment actually tend to get really good results. I think it's because they take it seriously—they show up, they do the work, and they get back to a level they didn't think was possible."
Ask
"So if you felt confident this plan would get you there—feeling strong, pain-free, and back to [their goal]—would it feel worth it to you?"
(Let them say yes.)
"Cool. Then I think the real question becomes less about whether you should do it, and more about figuring out how to make it work with your budget."
(Transition to payment options.)
PATH B — LEVEL 2b: WORRIED ABOUT RESULTS
Client
"It's a little of both, but I'm just not sure the plan will work for me."
Acknowledge
"Yeah, that's totally fair. I appreciate you saying that because honestly—if we're not both confident in the plan, it's not going to work anyway."
Associate
"I've heard this from a lot of clients early on—especially when they've tried other chiropractic or rehab programs that didn't get lasting results. But after helping over 500 people in Springfield and maintaining a 96% satisfaction rate, I can confidently say this: when we both commit fully to the process, the odds of success are incredibly high."
Ask
"Can I share how I think about this?"
(Wait for yes.)
"We tend to see two types of clients: the ones who dabble, and the ones who go all in. The dabblers usually get some relief. The all-in ones—people like you, who actually want this to work—tend to see the really significant results because they're intentional with every movement and consistent with the plan."
"And look—I can't guarantee perfection, but I can promise you this: if after the first month you're not seeing the kind of progress you expected, we'll stop any future payments and I'll personally help point you in the best direction next. Does that feel fair enough to at least get started?"
(Let them say yes.)
✅ Level 3 — Close with Confidence
"Awesome. Based on what you've told me, I'm confident this plan can get you back to [their goal]. Let's get your first block of sessions booked so we can start working toward that version of you that doesn't have to keep thinking about this pain anymore."
🏥 Insurance Objection
LEVEL 1 — INITIAL INSURANCE QUESTION
Client
"Okay, this sounds great, I just need to check what my insurance will cover first."
Acknowledge
"Yeah, that totally makes sense. Insurance is something we all want to use when we can. Every client we see has insurance too, so I completely get the impulse."
Associate
"A lot of people we work with start in that same spot. They want to see what's covered before deciding, but then realize that what they're really looking for isn't coverage—it's results that actually last."
Ask
"Can I ask—when you say you want to check insurance, is it more about the cost, or more about just wanting to use what you're already paying for?"
🔀
Cost concern or principle?
PATH A — LEVEL 2a: IT'S ABOUT COST
Client
"It's more about the cost."
Clinician
"Totally makes sense—nobody wants to spend money without being thoughtful about it. Can I share something that might be helpful?"
(wait for yes)
"I've had quite a few clients who went the insurance route first. They used it, saved a bit up front, but ended up spending more over time because they never really got back to 100%.
So when you think about this investment, it's not just about the sessions—it's really about getting back your ability to [run/lift/golf] without having to constantly manage around the pain."
Ask
"If you felt confident this plan would actually get you there and keep you there, would using insurance still be the main thing you're thinking about?"
(If they say yes → pivot to cost objection framework)
PATH B — LEVEL 2b: IT'S ABOUT PRINCIPLE ("I HAVE IT, I SHOULD USE IT")
Client
"It's not the money—I just feel like I should use my insurance since I have it."
Acknowledge
"Yeah, that totally makes sense. Insurance costs a ton these days, so it's natural to want to use it."
Associate
"I had a client not long ago who said the same thing. They ended up going to a traditional clinic that took their insurance. But after about 3 months, they were still in pain, doing cookie-cutter exercises, and felt like they were just going through the motions.
They came back to us, and within about 6 weeks their [problem] was basically resolved—and now they're back to [goal]. It wasn't magic or anything—it was just because we could actually spend real time one-on-one and build a plan around their body, not the insurance company's checklist."
They came back to us, and within about 6 weeks their [problem] was basically resolved—and now they're back to [goal]. It wasn't magic or anything—it was just because we could actually spend real time one-on-one and build a plan around their body, not the insurance company's checklist."
Ask
"Let me ask you this—if a place accepted your insurance but you still weren't seeing the results you wanted after a few months, would it still feel worth it to you?"
(Let them answer—pause)
"That's why most of our clients end up choosing to invest in their recovery rather than waiting for permission from insurance. They just want to feel better, not get partial coverage for something that doesn't work."
✅ Level 3 — Close with Confidence
"So based on what you've shared, it sounds like results are really the most important thing for you—and that's exactly what we focus on here.
If we could get you those results, would you be open to getting your next few sessions booked so we can start working toward [goal] together?"
If we could get you those results, would you be open to getting your next few sessions booked so we can start working toward [goal] together?"
⏳ "I'm Too Busy" Objection
LEVEL 1 — INITIAL TIME CONCERN
Client
"This all sounds great, I just don't think I'll have the time right now to do a program like this."
Acknowledge
"Yeah, that makes sense. We work with everyone from stay-at-home parents to CEOs, and this is something we hear pretty often."
Associate
"Everyone's busy—and honestly, the people who say that are usually the ones who need this the most. They've got a lot on their plate, and their body is what's starting to pay the price."
Ask
"Out of curiosity—do you think you'll be more busy or less busy over the next few months?"
🔀
How do they see their schedule?
PATH A — LEVEL 2a: "I'LL BE LESS BUSY LATER"
Client
"Well, I think I'll be less busy in a few months, so I was thinking of starting then."
Acknowledge
"Yeah, that makes sense to think that way—most of our clients say something similar at first."
Associate
"Can I challenge that idea for a second?"
(Wait for them to say yes.)
"I know this might sound backwards, but starting when you're busy is actually one of the better times to start. Here's why: when you wait for things to calm down, life just fills back up again—and this tends to be the first thing that falls off.
But when you start during a busy season, you learn to fit it into your actual schedule—and that's what makes it stick long-term. Then, when life does slow down a bit, you're already feeling better and can actually enjoy that free time doing the things you love."
(Wait for them to say yes.)
"I know this might sound backwards, but starting when you're busy is actually one of the better times to start. Here's why: when you wait for things to calm down, life just fills back up again—and this tends to be the first thing that falls off.
But when you start during a busy season, you learn to fit it into your actual schedule—and that's what makes it stick long-term. Then, when life does slow down a bit, you're already feeling better and can actually enjoy that free time doing the things you love."
Ask
"If we could make the schedule work around what you've already got going on and still get you the results you're after, would it make sense to start now instead of waiting?"
PATH B — LEVEL 2b: "I'M ALWAYS BUSY"
Client
"Honestly, I'm going to be super busy for the foreseeable future."
Acknowledge
"Yeah, I get that. I think most of us can relate—when you're driven and ambitious, life doesn't really slow down, does it?"
Associate
"Here's what I've noticed after working with a lot of high-performing people:
There's the version of you that keeps pushing this off because life's crazy, and then there's the version of you three months from now—pain-free, moving strong, and still doing everything you're doing now, just without the limitation.
That version didn't wait for life to get easier. They just made it a priority because fixing this became more important than waiting for the perfect time."
There's the version of you that keeps pushing this off because life's crazy, and then there's the version of you three months from now—pain-free, moving strong, and still doing everything you're doing now, just without the limitation.
That version didn't wait for life to get easier. They just made it a priority because fixing this became more important than waiting for the perfect time."
Ask
"So if we could build a plan that fits inside your schedule—without you needing to overhaul your whole life—would it make sense to go ahead and get started?"
✅ Level 3 — Close with Confidence
"Awesome. You're exactly the type of person who tends to do well in this program—you've got a lot going on, and that structure actually helps you follow through. Let's go ahead and reserve your spot so we can start working toward that [goal] version of you."
👫 Spouse Objection
LEVEL 1 — INITIAL PARTNER CONCERN
Client
"This all sounds great! I just need to talk this over with my partner first."
Acknowledge
"Yeah, that makes sense. I talk to my partner about big decisions too, so I totally respect that."
Associate
"A lot of our clients say something similar at this point. They just want to make sure their partner's on board before committing—which is completely fair."
Ask
"Just so I understand better—if they were here right now, what do you think they'd want to know more about before feeling comfortable with you starting?"
→ This usually surfaces the real concern — cost, time, or whether it'll actually work.
IF THEY'RE NOT SURE
"Yeah, that makes sense since they're not here (haha). Can I ask you something though?"
(Wait for yes)
"If they were fully on board, would you want to move forward today? Like, do you feel this is the right program to help you reach your goals?"
(If no → handle real objection instead. If yes → continue below.)
🔹 NEW BRIDGE (WHEN THEY SAY YES)
Acknowledge
"Awesome — I'm really glad to hear that."
Associate
"Most of the people who end up doing really well here say that same thing. They know it's the right fit — they just want to make sure their partner understands how important this is to them."
Ask → Transition
"Let me ask you this though — does your partner know how much this has been affecting you lately?"
(Now continue into Level 2a or 2b based on their answer.)
🔀
Does their partner know how much this has been affecting them?
PATH A — LEVEL 2a: PARTNER ALREADY KNOWS
Client
"Yes, they know how much this has been affecting me."
Acknowledge
"Okay, that's great. It's good that you're open like that—a lot of people aren't."
Associate
"In my experience, when someone's partner already knows how much this has been bothering them, they usually just want to see them get better. They'd rather see you happy and healthy again than watch you struggle with this."
Ask
"So if they knew how much this meant to you—and that it could finally get you back to [insert goal]—do you think they'd support you?"
(If yes → move to close. If no → see 2b.)
PATH B — LEVEL 2b: PARTNER DOESN'T KNOW
Client
"No, they don't really know how much it's been bothering me."
Acknowledge
"Yeah, that's understandable. Sometimes we just don't want to worry the people we care about with every little thing."
Associate
"But here's the thing—if they don't fully understand what you're dealing with—the pain, the limitations, how it's affecting your workouts or your day—it's going to be pretty hard for them to see why this matters so much to you."
Ask
"So let me ask… if they don't really know how much this has been weighing on you, what do you think the chances are they'd say yes to something like this?"
(Client: "Probably low.")
"Right. And that's not their fault—they just don't feel what you feel.
But here's what concerns me: if they say no, and you stay stuck in the same pain and frustration, what usually happens? Often it's more discomfort, less progress, and sometimes even some resentment because you wanted to take action but didn't."
But here's what concerns me: if they say no, and you stay stuck in the same pain and frustration, what usually happens? Often it's more discomfort, less progress, and sometimes even some resentment because you wanted to take action but didn't."
(Pause — let it land.)
✅ Level 3 — Close with Confidence
"In my experience, when someone goes home to talk to their spouse about this, it tends to go one of two ways:
Option 1: Ask for permission.
That sounds like: "They want me to do this PT program, it's [$$$], I'm not sure… what do you think?"
Option 2: Ask for support.
That sounds like: "I finally found someone who actually understands what's going on, they laid out a clear [X‑visit] plan to get me back to [goal] in about [Y] weeks, and I really want to do this. Will you support me?"
"People who tend to get the best results usually take the second path.
Which one feels more like what you actually want to do?"
Which one feels more like what you actually want to do?"
Let them choose. If they say "support," you're green-lit. If they hedge, there's probably a conviction issue to address.
SCRIPT THE SUPPORT ASK
"Great. Let's take 2 minutes and script that so it's not awkward when you bring it up."
"What do you think [spouse's name] cares most about: the money, the time, or making sure this actually works?"
Use their answers to build:
"Here's how I'd say it. Put this in your phone:
'I found a sports rehab specialist who actually watched me [run / lift / move], figured out what's really going on, and laid out a [X‑visit] plan to get me back to [goal] in about [Y] weeks.
We've already tried [failed things]. If we don't do this, I'm worried I'll keep dealing with [their fear].
It's about $[total] spread over [# weeks], and it matters a lot to me to be able to [run / lift / play with the kids]. I want to do this. Will you support me?'
We've already tried [failed things]. If we don't do this, I'm worried I'll keep dealing with [their fear].
It's about $[total] spread over [# weeks], and it matters a lot to me to be able to [run / lift / play with the kids]. I want to do this. Will you support me?'
Have them read it back.
Schedule at least one follow up:
"Here's what we can do - let's hold your spot and get your next session scheduled. That way, you have time to talk it through tonight, but you don't lose momentum. If you two decide it's not the right time, no problem - we can release the spot. Sound fair?"
Book it before they leave.
🤔 "I Need to Think About It" Objection
LEVEL 1 — INITIAL RESPONSE
Client
"This all sounds great! Let me think about it and I'll let you know."
Acknowledge
"Yeah, I totally respect that. This is an important decision, and I want to make sure it feels right for you."
Associate
"Just to be transparent, I hear this pretty often—and most of the time when someone says they need to 'think about it,' it usually means there's something they're not totally clear or confident on yet. Which is completely okay."
Ask
"Do you mind if I ask—what specifically do you want to think about? Is it the investment, the program itself, or something else?"
→ Most people will name one of those. If not, stay curious and keep exploring.
🔀
What do they want to think about?
PATH A — 2a: THE INVESTMENT
Client
"Honestly, it's just the cost. I need to think about whether I can make it work financially."
"Yeah, that makes sense. We talked earlier about how this is an investment—and it's normal to feel that hesitation before committing.
Can I ask, is it more about the upfront cost feeling like a lot, or more about making sure it's actually going to be worth it for you?"
Can I ask, is it more about the upfront cost feeling like a lot, or more about making sure it's actually going to be worth it for you?"
→ Then transition to Level 2a of Cost Objection for deeper handling.
PATH B — 2b: THE PROGRAM
Client
"I'm just not sure the program will work for me."
"Totally fair — I appreciate you saying that.
If you don't mind me asking, is it the plan itself you're unsure about, or more whether it will work for you specifically?"
If you don't mind me asking, is it the plan itself you're unsure about, or more whether it will work for you specifically?"
→ Then transition to Level 2b of Cost Objection for confidence/plan handling.
PATH C — 2c: SOMETHING ELSE
Client
"It's not that — I just need to think it through."
Acknowledge
"Yeah, I get that. You seem like someone who thinks things through carefully, which I respect."
Associate
"Here's what I've noticed though—when people tell me they want to 'think about it,' what they're often really saying is: 'I want to make sure I'm not making a mistake.' And that makes complete sense. Nobody wants to waste time or money on something that doesn't work."
Ask
"So let's think it through together for a second—what's the main thing that's making you hesitate about saying yes today?"
→ Be quiet. Let them talk. This usually reveals what's really going on—often cost, confidence, or timing.
IF THEY STILL SAY "I JUST NEED TIME"
Acknowledge
"Yeah, that's totally okay. I don't want to rush you—but I do want to make sure we're not just delaying something that could really help."
Associate
"You've been dealing with [pain/problem] for [time]. You said earlier your goal is to get back to [goal]. If we push this decision off a few weeks or months, what do you think actually changes in that time? Will the problem be closer to being solved, or will it probably still be there?"
(Pause and let it sink in—silence is powerful here.)
Ask
"So if we could make this fit your schedule and budget, and actually start getting results, would it make more sense to start now instead of waiting?"
✅ Level 3 — Close with Confidence
"Awesome. Based on what you've told me, I'm confident this plan can get you back to [goal]. Let's get your first block of sessions booked so we can start working toward that version of you that doesn't have to keep thinking about this anymore."
💡 Optional Soft Close: "If you really do want some time to think, that's no problem at all—let's at least reserve your spot for next week. That way, you have time to process everything but don't lose momentum or your slot. If you decide it's not right, we can always release it. Does that feel fair?"
☎ If Someone Calls to Cancel an Evaluation
STEP 1 — ACKNOWLEDGE
If the price or insurance objection:
Acknowledge
"I hear you, and totally understand that it's an investment for you."
—go straight to the next step without waiting for a response.
STEP 2 — ANCHOR THEIR CERTAINTY
Option 1: "Money aside… do you still feel like our approach is exactly what you're looking for so you can… [XYZ goal, eg) get back to pain-free running and beyond"
Option 2: " do you mind if I ask, if you got the results you're looking for, or even beyond that, would it be worth it?"
STEP 3 — ISOLATE THE OBJECTION
"Besides the budget, is there any other reason why you wouldn't want to move forward today?"
STEP 4 — TIE DOWN THE OBJECTION
"Cool, I get it… So, if there were options where working with us could fit within your budget, and made sense for you financially, you'd be ready to move forward? Is that right?"
✅ Step 5 — Address
"Cool, so here's what we can do. I can give Dr._______ a heads up that you'll need some options prepared to make sure you feel comfortable and confident moving forward with a plan to [ ENTER GOAL ] with us. And to be clear, there's no obligation to commit beyond the evaluation if you don't feel good about the options presented. With that said, would it be unreasonable to keep that evaluation so you can get the help and all of the information you need to make the best decision for yourself?"
🔒 Final Objection Cleanup + Advanced Techniques
Stages 4–6: Identity Framing → Expand the Gap → Normalize Doubt