What if patients aren’t saying no because of the price, but because they haven’t experienced the value? Many doctors struggle with pricing because they’re viewing it through the lens of cost rather than impact.
In this episode, Dr. Stephen and Dr. Pete unpack why experience and outcomes are the two forces that drive value, how pricing communicates value before a patient ever starts care, and why a remarkable patient experience creates opportunities that discounting never will.
From limiting beliefs around money to real-world examples of luxury purchases, restaurants, and patient care, this conversation challenges practice owners to rethink what they’re actually selling and how that influences every pricing decision they make. The result is a powerful shift from defending fees to creating value that patients are happy to invest in.
In this episode you will discover:
- Why the biggest pricing problem in most practices starts long before the report of findings
- A powerful distinction between what patients pay for and what they actually value
- The hidden danger of building a business model around assumptions about what people can afford
- How one bad experience can erase an otherwise exceptional outcome
- What it really means to become the practice everyone in town talks about
Episode Highlights
02:57 – What if the biggest obstacle to raising prices has nothing to do with your patients?
03:38 – How do you put a price on changing the trajectory of someone’s life?
04:21 – The people most doctors think are broke may actually have a completely different problem.
04:54 – Why working harder can never fix a broken business model.
05:19 – The difference between something that costs less and something that’s actually worth more.
07:13 – What changes when a doctor becomes fully convinced of the value they provide?
08:15 – Patients don’t always make decisions based on price, but they always make them based on value.
09:34 – Why higher prices often create a stronger perception of quality before a word is spoken.
11:01 – What are patients really buying when they choose a practice?
14:07 – How quickly can one interaction convince someone they’re in the right place?
17:30 – One bad experience was enough to erase everything that went right.
19:02 – Every patient is making a value calculation, whether they realize it or not.
19:59 – Remarkable isn’t a marketing term. It’s a standard.
21:51 – What are patients talking about when they leave your office?
24:23 – Were they paying for breakfast, or were they paying for something else entirely? 25:04 – Dan Anticich from Success Partner Twoconnect, joins Dr. Andrew to discuss how chiropractic practices can improve lead conversion, patient reactivation, and operational efficiency through dedicated offshore support. They explore how virtual team members help practices protect marketing investments, strengthen patient communication, reduce administrative workload, and create scalable systems that support sustainable growth.
Resources Mentioned
To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo
For more information about Two Connect please visit: https://twoconnect.com.au/
Book a Strategy Session with Dr. Pete – https://go.oncehub.com/PodcastPC
Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1
To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.