The diagnosis
Per-treatment selling caps revenue, suppresses retention, and starves capacity.
BRB's data tells a consistent story: avg visits/client = 1.27, retention = 38%, CLV = $456. These are à-la-carte numbers. Patients are buying a single service, not committing to an outcome.
Every consult should end with a 6-month treatment plan — a multi-session, multi-modality roadmap mapped to the patient's concern, presented at three tiers (Foundation / Signature / Elite), paid with a deposit and financing if needed, and scheduled into the calendar before they leave.
This single shift, executed correctly, is worth more than every other initiative combined.
Convert More Consults — System Training
Warm intake followed by the C.O.N.V.E.R.T System — every consult, every provider.
Step 1 — Warm Intake
Front desk completes the Convert More Consults Patient Sheet and hands off to provider with hot-button notes, goals, and budget signal.
Step 2 — The C.O.N.V.E.R.T System
- C — Cultivate Trust — establish rapport, position the provider as the expert guide.
- O — Obtain the Why — uncover the emotional driver behind the visit, not just the surface concern.
- N — Navigate Expectations — set realistic outcomes, timelines, and what "success" looks like.
- V — Verify Barriers — surface objections early (time, money, fear, prior experiences).
- E — Engineer the Solutions — build the customized multi-modality treatment plan around the patient's why.
- R — Reveal the Treatment Plan — present, review, and discuss the written plan with tiered options.
- T — Close — assumptive close, deposit collected, full series scheduled before they leave.
Master treatment plan templates
Starting library — to be tailored per patient.
| Plan | Target Patient | Duration | Sessions | Visits | Price |
|---|---|---|---|---|---|
| Full Glow Up | Comprehensive refresh — 4 areas tox + 3 syringes filler | Single visit + follow-up | 4 areas neurotoxin + 3 syringes dermal filler | 2 | $3,220 |
| Foundation Anti-Aging Plan | Patients 35-50 with early-aging concerns | 6 months | Quarterly Botox + 3 facials + 1 BBL + membership | 8 | $3,800 |
| Signature Skin Quality Plan | Texture, tone, pigmentation, scarring | 6 months | 3 MOXI + 3 microneedling w/ Derma PRP + medical-grade homecare | 7 | $5,400 |
| Elite Lift & Tighten Plan | Mid-face, jawline, neck laxity | 9 months | Ultherapy PRIME + 2 BBL HEROic + filler refresh + retail | 6 | $8,200 |
| PRP Hair Restoration Plan | Early-to-mid stage thinning | 6 months | 4 PRP scalp + topical regimen + 6-mo follow-up | 5 | $2,400 |
| Regenerative Refresh (Derma PRP) | Tired/dull skin, post-laser support | 4 months | 3 Derma PRP + 2 facials + homecare | 5 | $2,200 |
Supporting systems to build
- Convert More Consults Patient Sheet — standardized intake form completed before every consult
- Written treatment-plan PDF generated from EMR — handed to every patient
- Deposit & financing standard (Cherry / CareCredit / in-house split-pay)
- Membership wrap-around for every plan (locks in retention)
- Provider C.O.N.V.E.R.T certification — roleplay, recorded consults, monthly grading
- Front-desk reinforcement scripts at check-out and rebooking