Episode 071 - The Secret to Conversion Mastery: It Starts Before Day 2

Most people think Day 2 is where the magic happens but what if the real win happens earlier?

Join us in this discussion on conversion mastery by diving deep into the often-overlooked Day 1 visit. You’ll hear why connection trumps scripting, how to uncover hidden objections early, and the subtle cues that set the tone for trust and long-term commitment. With practical tips and mindset shifts, this conversation unpacks how to build a Day 1 process that feels authentic and leads naturally to yes.

Whether you’re onboarding associates or refining your own approach, this episode gives you the clarity and tools to turn Day 1 into your most effective conversion strategy.

Episode Highlights

01:04 – Lona shares RV mishaps and family time before jumping into the topic of conversion mastery.

03:37 – Dr. Bobby explains that most people undervalue Day 1—but it’s actually where Day 2 is “won.”

05:33 – Lona emphasizes authentic connection over agenda. Day 1 must be about listening and learning who they are.

07:56 – They explain how trust builds at the speed of connection—through eye contact, tone, body language, and curiosity.

10:58 – Using AI to free up connection: Bobby shares how not taking notes lets him truly be present with patients.

11:57 – Discovery means being curious. Tone and facial expressions matter when asking questions—don’t gloss over symptoms.

14:52 – If you’re unsure who’s going to convert by Day 2, you likely didn’t do Day 1 well enough. Handle obstacles early.

18:14 – Dr. Bobby shows how to draw out objections on Day 1 (like money, spouse input, or time) and resolve them upstream.

20:04 – The exam is your communication bridge. A well-done, visual, simple exam can nearly convert someone on the spot.

24:30 – Ninja tip: Use “priming” at the end of Day 1 to set expectations for care plans and minimize Day 2 objections.

28:19 – Dr. Chris sits down with Dr. Aaron Morris from Success Partner, Syntropy, to explore how their work is helping chiropractors elevate their adjusting skills. Learn how Syntropy seminars are transforming both new grads and seasoned practitioners by building confidence, preventing burnout, and driving better patient outcomes. Dr. Aaron shares they support continuous skill development which isn’t optional for chiropractors who want to serve at the highest level.