PME SCRIPT

Step 1: GREETING
Hi Mrs. Smith, it’s good to see you again. Mr. Smith it’s nice to meet you. Welcome to
our office. Please come in and make yourself comfortable.
Steve, I want to thank you for taking the time to be a part of this consultation today.
You’re probably wondering why you’re here. One of the things we notice is that our
most successful clients have a strong support system at home.
I recognize that in many cases, people who end up in our office have been struggling
for a long time, maybe they’ve tried a lot of different things and they are becoming
increasingly frustrated or even losing hope. I also understand that as a supportive
spouse, watching someone you love suffer might cause you to become skeptical of
alternative approaches. Our approach is very different from traditional medicine, so I
want to make sure I answer all your questions about your spouse’s participation in a
program with us. Also, I respect that most couples like to make these important
decisions together.
Steve, since you were not able to attend the dinner presentation with Barbara, I’d like
to take a few minutes to summarize what we covered. First, we talked about why our
country as a whole seems to be getting sicker and sicker, even as our medical system
continues to advance. Would you agree that even though we have more medications
than ever, our country is sicker than ever? (Yes) So obviously something isn’t working.
Dr. Andrew Weil, a leading medical doctor said that our healthcare system is actually
just a disease management system – meaning that the system focuses primarily on
using drugs to treat symptoms, or surgeries to deal with an acute crisis, but it doesn’t
address the underlying cause of why people get sick. Additionally, since insurance is
setup to pay for drugs and surgeries within the broken model, it doesn’t pay to
address the underlying cause of disease. Our practice refuses to be part of the broken
system. Rather than merely mask symptoms with drugs, we take a proactive, lifestyle
and education-based approach to health that empowers our clients to take control of
their health for rest of their life. This is why our clients get such great results, and why
those results last.
 Step 2: SET EXPECTATIONS
The reason we are meeting here is so we can determine if this will be a fit for us to
work together. First, we are going to briefly cover your heath history and concerns.
But more importantly, I want to discuss how these health concerns are affecting your
quality of life. Then I’d like to discuss your goals and in what way you’re hoping that
my team and I can help you. I also want you to visualize how reaching these goals will
help you create the life that you want for yourself. Then, if I believe my team can help
you achieve your goals, we’ll talk about what your program will look like and how it is
different from everything you’ve tried up until this point. Then I’ll let you decide if this
is the approach you are looking for. And I’ll ask you a few questions to make sure I
can accept your case, and that you are ready to do what needs to be done to reach
your goals. Then, once we’re in agreement and ready to move forward, we’ll cover the
finances, if we need to, so we can get you started today. Does that sound fair? (Yes)

Step 3: HEALTH HISTORY

Thank you for taking the time to fill out all your paperwork and share with me your
story. I’ve reviewed all of it and I have a pretty good understanding of what is going
on, but I want to ask a few questions to clarify some things. (This information should
be pulled from their intake paperwork)
I see from your paperwork that you are struggling with stubborn weight, stomach pain
and bloating that you said has been going on for 15 years, arthritis, low libido, fatigue,
a thyroid nodule, and thinning of your eyebrows, which is a common symptom that
goes along with thyroid issues.
You wrote down here that you’ve tried restricting your calories, eliminating certain
foods from your diet, as well as going to gym and working with a personal trainer, is
that right?
(Yes, I worked out 4 times a week for an hour and did lose any weight)
I understand that you are feeling pretty frustrated by how long all of this has been
going on, and the lack of improvement, despite your best efforts.

Step 4: EMOTIONAL CONNECTION

You wrote down that your stomach often feels very uncomfortable, you even wake up
with severe stomach pain at times. Has this caused you to miss out on some things?
Maybe not feeling well enough to go out with friends or family?
(Yes, I’ve canceled plans with my girlfriends before because I was in so much pain)
I imagine the fatigue could probably keep you at home as well, or cause you to not
feel like you can keep up, does that sound right?
(Yes, I’m exhausted all the time)
What kinds of activities have you not been able to enjoy lately because of the fatigue
and digestive issues?
(I used to really enjoy playing tennis, but I haven’t played in years. I also don’t dance
anymore)

You also wrote down arthritis. Where do you hurt the most?

(My knees)
Has that also kept you from some of these activities?
(Yes)
How does that make you feel? To be missing out on the things you used to love.
(It’s horrible, I almost feel depressed)
But that’s not you is it?
(No, it’s not)
Steve, is there anything you want to add? What have you noticed about how these
issues are affecting your wife?
(I just feel like she is missing out on a lot. She used to be so active and dragging me all
over the place. Now it seems to be a struggle for her to do much of anything)
You two have been together for a long time, you’ve had a great courtship, it sounds
like you miss having your partner there to enjoy life with you.
Barbara, how long have you been struggling with a low libido? I imagine that must be
frustrating as well. I think intimacy is important in a relationship, but if you don’t feel
like yourself, you don’t feel good in your body, you don’t like what you see in the
mirror, and if your hormones are off, it can cause you to feel like a stranger in your
own skin. Does that sound familiar?
(Yes)
I think I understand why you are here. The way things are right now is not acceptable,
that’s not who you really are, is it?
(No)
You want your life back. I can tell that you are suffering. To me, it is also unacceptable
for you to continue down this path.
I see that you wrote down that if things don’t change, in the next 3-5 years you expect
to be “fatter, depressed, homebound, not living.” Tell me more about what that means
to you.
(I won’t be able to be the wife or mother I want to be. It means I won’t be present in
my own life. And I won’t be happy).
It sounds to me like you see this impacting not only your enjoyment of life, but also
impacting your relationship with the people you love most. Is that correct?
(That’s right).
So, we recognize that if we don’t make some changes, things are going to continue to
decline. The stomach pain will continue for another 15 years, a struggle to have
intimacy in your relationship, continued weight gain, increasing joint pain. How does
that future make you feel?
(It’s depressing, I don’t want to think about it)
I understand it’s not fun to imagine, but do we recognize that’s the direction things are
going?
(Yes)
Do you agree that we need to get you on a better path to avoid that future?
(Yes)

Step 5: GOALS
OK, so let’s talk then about what you want your future to look like. I’d like to help you
paint a picture of what you see your life to be, that hope for destination. So, imagine 3
years from now we sit down and talk about the progress you’ve made, what would life
look like?
I see you wrote down “weight under control.” What does that mean? 5 pounds, 50
pounds? How will that impact your life?
(I would feel better about myself. I imagine that would also help with the fatigue and
knee pain)
Is there anyone else that would be impacted by achieving this?
(I know my kids and grandkids would feel better knowing that my health is improving)
How will you feel when you can look in the mirror and love what you see?
(It’s been a long time since I’ve felt that way, it would be nice)
Who will you become once you’ve achieved the weight and physique you want? How
will that change you, how you feel about yourself?
(I feel like I’ll finally become the person I’ve always wanted to be, I’ll feel more
confident)
Why is that important to you? What do you feel is your purpose for taking control of
your health?
(I want to be there for my kids, I don’t want to be the old, disabled grandma, I want to
be vibrant and full of life)
I think that is a beautiful purpose, thank you for sharing that with me. I know that may
be difficult to imagine because you’ve been suffering for so long, but I see these
changes take place all the time here in our practice, and I believe you can gain the life
you want.
You wrote down that you want to be retired in 3 years. What else would you like to do
with your free time?
(I’d like to get back into tennis, maybe gardening)
Do you feel your health needs to be a priority now, so that you can enjoy those
activities in the coming years?
(Yes)
You also wrote down that you want to do some travelling. Where do you want to go?
(Italy)
Oh, that’s awesome, that was my favorite trip I took with my wife. There are a lot of
hills there, we walked miles every day. If you were out of pain, and you felt like you
could walk and keep up with your husband, how much more enjoyable will that trip
be?
(That’s exactly what I want)
That’s exactly what I want for you too. Now we have a clear vision of what your
destination looks like so that we can help keep you motivated on the path to your
goals.
Steve, is there anything else that you want to add?
(I just want my wife to feel better and be happy)
OK, great, let’s talk about how we’re going to get there.

Step 6: PROGRAM
Let me summarize my curriculum - as it will help you understand how we are different
from traditional medicine and why we get such great results. I say curriculum because
my ability to help you reach your goals requires education, structure, and one-on-one
mentoring. This is done with a very systematic, easy to follow approach.
This step by step approach first identifies what the true underlying cause of your
health concern is - and we do that through comprehensive testing - but it’s what we
do with the information that’s so important. Rather than try to cover up the symptoms,
we are going to teach and train you, give you the tools and resources to take control
of your health so you can not only feel and function better, but also gain
independence of your health for the rest of your life. This is how you are going to go to
Italy, get back to your old hobbies, and be the wife and Mom you want to be.
(Connect with their health goals established earlier)
Every program is customized to the individual, but what they all have in common is
that they follow the 5 Pillars of health that I mentioned in the talk you came to (or
webinar you watched).
First, we need to take you through a Detox to clean up your body. It’s like spring
cleaning your house. Cleaning your liver is crucial for you to begin balancing your
hormones, burning fat and gaining energy (connect the benefits to their health
goals). The good foods and special supplements that I will be placing you on will work
to repair your digestive tract so you can absorb the nutrition necessary for optimal
health. This process will also help clear up inflammation and boost the immune
system of the body. This not going to have you in the bathroom all day and is very
different than the bowel cleanses you might buy at the grocery store. This is designed
to begin healing the foundation of your health.
The second pillar is Nutrition. I need to teach you how to eat right. What you eat and
drink is what your body uses as the building blocks of your chemistry including your
hormones (or other connection to health goals). This is going to take some time
because your body needs time to heal and reduce inflammation.
The third pillar is Fitness. You will need to be taught how to exercise right because
there are a lot of myths out there. Exercise, when performed correctly can
dramatically impact your hormone balance and energy levels (or other connection to
health goals). This is not about walking on a treadmill for an hour or more to try to
burn calories. A lot of people have tried that and eventually quit because of a lack of
results. We’re going to show you what really works to increase fat burning, balance
hormones, improve mental clarity, etc. (or other connection to health goals). And
you may be surprised at how little time it takes when done correctly.
With detox completed, nutrition in place, and proper exercise, we will also be
evaluating your Hormones, which is the fourth pillar. This will allow many of the
functions in your body to work well. If your hormones are not balanced, you are not
going to get the results that you want and you are not going to feel your optimum.
(Connect to their symptoms and goals where applicable: ie. Inflammation, brain
fog, low energy, etc.)
And the fifth pillar is Mentoring, which really is where your long-term investment is.
We are not here to offer a temporary solution, but a long-term resolution. This comes
from empowerment. My main objective is to mentor you in order for you to gain
permanent control over your health and your life. We will provide health and lifestyle
mentoring every step of the way to ensure your success. This is every bit as important
as the other 4 pillars because it ties everything together into an easy to follow, step by
step plan. As you can see, these pillars are all interconnected which is why we have
all 5 pillars together into a system.
These will all be put in place with a curriculum you can follow. You will also have a
team that will hold you accountable step by step, and as you go, you will have a
coach to help answer questions, overcome challenges and provide the
encouragement you need to be successful.
This will work for you just as it has for so many of our practice members. Now can I
guarantee your response to proper living? No. But if you do the things we ask you to
do and avoid the things we ask you to avoid, use our support, and you will join
thousands of others in success. The one thing that we both know is a guarantee is
that if you keep doing the same things you’ve been doing, you’re not going to reach
your hoped for destiny. How about we change that?

Step 7: DOUBLE ACCEPTANCE

Now that I have described the curriculum and program, does this sound like the right
approach for you?”
(Yes, this is exactly what I’ve been looking for)
Great!
To the spouse: How do you feel about this?
(You must get agreement from the spouse or significant other as well before
moving on)
So, I would like to review a few questions you answered on your intake forms that
help me determine if this is a good fit for us to work together.
(Review scale of 1-10 questions on intake paperwork to establish commitment to
their health, coaching, and lifestyle changes)
On a scale of 1 to 10 how important is it for you to resolve your health concerns?
You put a 9 but I just want to clarify what I'm really asking. Are you willing to put your
health as a top priority? It's easy to put a number so I really want to make sure that
you understand how important your health is. Your health affects every other area of
life. Without your health, it affects your work life, social life, finances, and family. So, I
want to make sure you are committed to reaching your health goals, and not just
interested. If you are only interested, there may be a tendency to not follow through or
to allow other things to take priority. Are you committed to getting your health and life
where you want them to be?
(Yes)
Second, on a scale of 1 to 10 do you feel that you are coachable and would enjoy
a mentor in helping you? You put a 8 here which is fine, but what I’m really asking is,
despite your best efforts, do you feel that you’re in a position where you need help in
order to get your health where you want it to be? Are you coachable and teachable? If
not, I probably can't help you. I'm not asking you to be perfect and I encourage you to
ask questions to make sure you understand why you're doing the things you're doing
but I’ve got to make sure that you're here to learn how to do things differently so we
can get different results. If we work together, if we move forward, I will not just be your
doctor, I will also be your coach. Part of that means holding you accountable. If we
come upon a challenge, if you stumble or procrastinate, I may need to call you out to
help you move forward. Do I have your permission to hold you accountable?
(Yes)
Lastly, on a scale of 1 to 10, are you prepared to make the appropriate lifestyle
changes necessary to achieve your goals? You said a 9 out of 10 and again I just
want to confirm because a number is easy to circle. We can't go through all the
changes now but I have to know that if we are going to ask you to make certain
lifestyle changes, totally reasonable changes - and I won't ask you to do anything that
I haven't done - but I have to know that you're willing to do that. Are you willing to be
proactive and do what it takes to resolve these issues?
(Yes)
Great!

Step 8: CHALLENGES
Next I would like to cover any possible challenges that might keep you from moving
forward today. I understand finances can be a concern, and we will certainly discuss
this if we get to that point. In order for us to work together and ensure the results
you’re looking for, I feel it is extremely important that we recognize there will be
lifestyle changes - changes that can be adapted into any situation in life. Let’s be
clear, there have always been and will always be situations occurring in the present
moment that tend to shift our thinking that this just isn’t the right time. Whether it’s
getting married, having children, making a job change, and yes…committing to a
better way of living. There will never be the perfect time. I just want to address any
possible concerns up front so there are no surprises. So, let’s do our best to address
these and if we conclude that you’re up for moving through these challenges, and
working together to achieve the goals you’ve made clear to me, then we’ll discuss
your financial investment. Does that sound fair?
(Now it’s your job to ask all the appropriate questions that reveal any and all
challenges outside of finances. You must close the program and their ability to
move forward now, prior to closing the financial part. In other words, there is
always 2 parts to the close.)
Do you have any concerns about following the approach we have been discussing?
(No, none that I can think of.)
Any concerns about your schedule, being able to fit in some lessons, or coming to
visit us every couple of weeks?
(No, my schedule is pretty flexible.)
OK, good. Any big trips coming up? Or big events like a wedding?
(Well my nephew is getting married but we’ll only be gone a few days.)
And you feel comfortable with the lifestyle changes we’ve been discussing? Making
some nutrition changes? Fitness?
(Yeah, I feel fine with all of that)
Anything else you can think of?
(No)
(Once you have established that there are no other challenges to discuss, move
on)
One final thing, I can't accept people into my program that say their health is a priority
but then when it's time to take action, they're really not willing to do it. What I’m
asking is this. If you know you’re fully committed and view this as an investment into
you, your life, it’s a simple “Yes, let’s move forward.” If you’re not fully committed it’s
a simple “No.” There is not judgement here and I have no intentions of pushing you to
commit to yourself. That’s on you. So no need to find kind words to justify your
decision such as “let me think about it” or “pray about it.” We know you’ve already
been doing this for quite some time.” I prefer working with those who are motivated
and willing to take action because they're the ones that are going to get amazing
results and change their whole life. And if I work with you, I have to make sure you are
100% committed to reaching your goals because my team will also be 100%
committed to your success. Are you absolutely sure you’re ready to make your health
a priority?
(Yes)
So, it sounds to me like as long as we can work out the finances, we’re ready to
get started TODAY, is that correct?
(Yes)

Step 9: FINANCES
Ok, let's go ahead and talk about the financial investment. As we discussed, our
program consists of an educational curriculum, one-on-one coaching and mentoring,
specialized labs and supplements, and visits with the provider to review labs and
create customized protocols and specific changes for your lifestyle. The good news is
that all the education can be completed online instead of having to make trips to the
office. This still offers the critical information you will need, while maximizing our time
and effort in the office. We have also found that many of our practice members really
enjoy this because of the flexibility for their schedule. Each unit can typically be
completed in 10 minutes or less and can be re-watched if necessary.
In addition to including the coaching you need for success, we also offer interactive
group classes here in the office (or online webinars) throughout the month where you
can meet others on the program and find additional support and encouragement.
So, the way we do this is we have the entire program bundled into one investment.
We do this for two reasons. First, we want get the investment out of the way so we
can focus on your care and you can focus on your health. Second, we have a lot of
our members who are single working parents, retired, or on a fixed income, and they
may need to spread this out. So, bundling it all together gives us flexibility with
payment options.
Please understand that our programs can be as long as 18 months, depending on the
complexity of the case, and range as high as $15,000 dollars. So, it really does help to
have monthly payment options, especially when we are working with a family doing
more than one program. Now I'm not saying that your program is going to be that
long, but it helps to understand why we have payment options. And I know you guys
are intelligent people. You know what your budget is, so you know what will work best
for you. So, if that's an option that you want to look into, we'll go there.
Now, after reviewing your case, your history, and covering your goals, I am
recommending a nine month program for you, which includes six months of a
comprehensive period and three months of a management period. I think that’s going
to be the best fit to get you to the destination you painted for me. The bundled
investment for your program is sixty five hundred and ninety seven ($6597)
(Remember: don’t say “thousand” and don’t say “dollars”). Here is what that
includes. It includes all the specialized labs we are going to order during your
program. It also includes a supplement bank to cover all the customized nutritional
supplements you will need throughout the comprehensive period of your program.
That should take care of most everything that we need. You will need some on-going
supplements such as a good probiotic, enzymes and vit D, but those will be
something we discuss with the management period. I don't have a crystal ball so I
don't know which ones or how much you will need so I don't include a supplement
bank for the management period. The program does, however, cover all your doctor’s
visits, as well as us interpreting labs and developing the program and protocols and
working on your case even when you’re not here. It also includes the online
curriculum, as well as all your classes, the books, binders, etc. As you can see the
program is comprehensive and all-inclusive. We got you covered for everything you
will need to reach your goals.
Does this work for you?
(Then no more talking – allow them to digest it and do whatever they need to do.
Remember if they express a challenge, this is not the same things as an
objection or a no sale. Allow them to express themselves. You may need to help
them understand how they can afford it because if not, you don’t get to help
that person change their life. How well you explain this to them will determine if
you will be the one to help change their life for good)
(Once you have a “yes”, move on to the finance options)
Ok, we have three options to help you with this today. You can do a one-time
investment today, which includes a 7.5% prepay discount, saving you about five
hundred dollars ($500).
You have the option of breaking it up into three equal installments, meaning we
would take a down payment today of one third of this, or around twenty-one hundred,
and then two more equal payments thirty and sixty days from now.
Or, we can finance, which roughly half of our members do. You know your budget, so
with that option we can setup a monthly payment which will allow you to bring your
payments in line to best fit your budget.
Which option do you feel will work best for you?
(If they choose financing, ask them what range they would like their payments to
be in)
Great, welcome to the program!
From here, I’m going to have you visit with Mary so she can complete your financial
agreement and cover what’s next. Before I do that, I want to tell you about the self-
saboteur because we all have one living inside us. You know that voice that makes
you stop before you even get started or stalls your progress because of fear? It’s not
uncommon to feel the self-saboteur tonight, tomorrow morning, or even a few months
into the program. Just know if you start to doubt yourself, we are here. It’s our job to
hold you accountable to your commitments, that’s what good coaches do. Making
changes takes work and we are going to be here to help you along the way and
remind you of the self-saboteur should this arise. Is that fair? Good. Let’s get you over
to Mary, because we’ve already agreed to the terms you feel most comfortable with,
she will focus mainly on the summary and the agreement that outlines what each of us
is accountable for. Most of her time will be discussing ‘What’s Next’ in regards to your
labs, upcoming visits and your orientation. Sound good? Great!
(Transition to Enrollment Coordinator – The Power Pass)

Hi Mary, I had a very nice consultation with Mrs. Smith and we are ready to move
forward with a 9 month program. We discussed payment options and Judy would like
to setup financing with monthly payments. She would like to get to around $250 per
month, is that correct Judy? (Yes) So I told her you could help her with that. After that,
please go over her program agreement, order initial labs, and then schedule her
orientation appointment for some time within the next week.

Mr. and Mrs. Smith, it was very nice meeting with you. Congratulations on taking this
important step towards a wonderful new life. Mary is going to take great care of you
from here.