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How One Sale Changed Everything
Most doctors are one great front desk hire away from a completely different practice. In this episode of the Out of the System Podcast, Tom Jackobs shares how nearly going broke in his fitness business forced him to master scripts, sales, and appointment setting, and how those same skills now help concierge and functional medicine doctors build cash-pay practices, train their phones team, and finally get over their fear of ‘being salesy.’
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Most doctors don’t have a sales problem. They have a front desk and a money mindset problem. In this episode of the Out of the System Podcast, Tom Jackobs tells his story of opening a fitness and nutrition center in 2008, blowing through his savings, borrowing money from his dad at interest just to make payroll, and realizing he had no idea how to sell. He walks through how a coaching program and a simple scripted consultation turned a ‘$60 per session’ offer into a $5,500 100-session package and how that one moment led to 95% close rates and the quadrupling of his business.
Tom highlights the critical role of the person answering the phones, why hiring for warmth and personality beats call center ‘experience,’ and how to pay appointment setters so they’re motivated and loyal. We explore common pitfalls—letting doctors overteach, turning the front desk into mini-clinicians, abandoning scripts after one complaint, and clinging to upper limits around income. Tom also shares his HEART framework for selling with integrity, the webinar follow-up questions that can double show-up and booking rates, and why he believes doctors have a duty to sell patients into programs that can change their lives instead of letting them drift back into the broken insurance system.
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Tom Jackobs is a sales and appointment-setting expert who learned his craft the hard way—by nearly going broke after leaving corporate America to open a fitness and nutrition center. A $10,000 loan from his dad, a $1,200 sales course, and one $5,500 package sale showed him the power of simple scripts, clear offers, and asking confidently for the sale, leading to a 95% close rate and a quadrupled business.
Today, Tom runs an appointment-setting and sales coaching company for cash-pay and functional medicine practices, helping turn webinar registrants and inbound leads into committed patients. He’s the author of Selling with Heart, based on his HEART framework (Hugs, Engage, Ask, Refer, Testimonial), and is passionate about helping doctors view sales as service, not sleaze, so they can help more people outside the insurance system.
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Tom Jackobs
Website: tomjackobs.com
Instagram: instagram.com/impactpilot/
LinkedIn: linkedin.com/in/tomjackobs
YouTube: youtube.com/@TomJackobs
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Connect with us:
Schedule a Discovery Call at MavrixProfitSystem.com
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PODCAST
Produced by: https://drtalks.com/podcast-service/
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By Matthew Gillogly
5
55 ratings
Most doctors are one great front desk hire away from a completely different practice. In this episode of the Out of the System Podcast, Tom Jackobs shares how nearly going broke in his fitness business forced him to master scripts, sales, and appointment setting, and how those same skills now help concierge and functional medicine doctors build cash-pay practices, train their phones team, and finally get over their fear of ‘being salesy.’
----
Most doctors don’t have a sales problem. They have a front desk and a money mindset problem. In this episode of the Out of the System Podcast, Tom Jackobs tells his story of opening a fitness and nutrition center in 2008, blowing through his savings, borrowing money from his dad at interest just to make payroll, and realizing he had no idea how to sell. He walks through how a coaching program and a simple scripted consultation turned a ‘$60 per session’ offer into a $5,500 100-session package and how that one moment led to 95% close rates and the quadrupling of his business.
Tom highlights the critical role of the person answering the phones, why hiring for warmth and personality beats call center ‘experience,’ and how to pay appointment setters so they’re motivated and loyal. We explore common pitfalls—letting doctors overteach, turning the front desk into mini-clinicians, abandoning scripts after one complaint, and clinging to upper limits around income. Tom also shares his HEART framework for selling with integrity, the webinar follow-up questions that can double show-up and booking rates, and why he believes doctors have a duty to sell patients into programs that can change their lives instead of letting them drift back into the broken insurance system.
----
Tom Jackobs is a sales and appointment-setting expert who learned his craft the hard way—by nearly going broke after leaving corporate America to open a fitness and nutrition center. A $10,000 loan from his dad, a $1,200 sales course, and one $5,500 package sale showed him the power of simple scripts, clear offers, and asking confidently for the sale, leading to a 95% close rate and a quadrupled business.
Today, Tom runs an appointment-setting and sales coaching company for cash-pay and functional medicine practices, helping turn webinar registrants and inbound leads into committed patients. He’s the author of Selling with Heart, based on his HEART framework (Hugs, Engage, Ask, Refer, Testimonial), and is passionate about helping doctors view sales as service, not sleaze, so they can help more people outside the insurance system.
----
Tom Jackobs
Website: tomjackobs.com
Instagram: instagram.com/impactpilot/
LinkedIn: linkedin.com/in/tomjackobs
YouTube: youtube.com/@TomJackobs
----
Connect with us:
Schedule a Discovery Call at MavrixProfitSystem.com
----
PODCAST
Produced by: https://drtalks.com/podcast-service/