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Part 2 of 4 Transformational Onboarding Mini-Series: What to Say (and not to Say) on a Discovery Call
Discovery calls don’t have to feel awkward or forced. They can actually be some of the most energizing conversations you have in your practice. In this second part of my Transformational Onboarding Mini-Series, I share my five-step framework for turning those calls into genuine moments of connection and clarity. I call it connect, clarify, align, invite, and detach - a simple flow that helps you stay grounded while confidently guiding patients toward the next step that feels right for them.
If you’ve ever found yourself overexplaining when it’s time to talk about pricing or hesitating to extend an invitation to work together, you’re not alone. I’ve been there too, and I know how uncomfortable it can feel. I’ll walk you through ways to bring more ease and authenticity into these calls so they reflect your values instead of feeling scripted.
I also share why I’ve abandoned high-pressure sales tactics in favor of what I call a “slow cook medicine approach” - a model that builds trust, respects boundaries, and supports patient readiness. By the end of this episode, you’ll see discovery calls as conversations that deepen relationships and remind you why this work still lights you up.
Episode Breakdown:
00:00 The Art of Authentic Discovery Calls
02:52 Why Practitioners Overexplain and How to Stop
04:49 The Five-Step Discovery Call Framework
05:32 Step 1: How to Build Safety and Trust
07:08 Step 2: Clarify the Patient’s Story
10:20 Step 3: Align Your Services with Their Needs
13:30 Step 4: Invite Without Feeling “Salesy”
17:49 Step 5: Detach with Confidence
20:19 What to Avoid in Discovery Calls
23:31 Why Pressure Kills Trust
24:45 Recap: The Flow of a Confident Discovery Call
25:49 Catalyst Question: Strengthening Your Boundaries
Links
Book a Brainstorm Session
Shop at Dr. Lara’s Website
Connect with Dr. Lara Salyer:
Visit Dr. Lara’s Website
Explore The Catalyst Way
Subscribe to Dr. Lara’s YouTube Channel
Connect with Dr. Lara on LinkedIn
Follow Dr. Lara on Instagram
Follow Dr. Lara on Facebook
Follow Dr. Lara on TikTok
Podcast production and show notes provided by HiveCast.fm
View all episodes
By Dr. Lara SalyerDiscovery calls don’t have to feel awkward or forced. They can actually be some of the most energizing conversations you have in your practice. In this second part of my Transformational Onboarding Mini-Series, I share my five-step framework for turning those calls into genuine moments of connection and clarity. I call it connect, clarify, align, invite, and detach - a simple flow that helps you stay grounded while confidently guiding patients toward the next step that feels right for them.
If you’ve ever found yourself overexplaining when it’s time to talk about pricing or hesitating to extend an invitation to work together, you’re not alone. I’ve been there too, and I know how uncomfortable it can feel. I’ll walk you through ways to bring more ease and authenticity into these calls so they reflect your values instead of feeling scripted.
I also share why I’ve abandoned high-pressure sales tactics in favor of what I call a “slow cook medicine approach” - a model that builds trust, respects boundaries, and supports patient readiness. By the end of this episode, you’ll see discovery calls as conversations that deepen relationships and remind you why this work still lights you up.
Episode Breakdown:
00:00 The Art of Authentic Discovery Calls
02:52 Why Practitioners Overexplain and How to Stop
04:49 The Five-Step Discovery Call Framework
05:32 Step 1: How to Build Safety and Trust
07:08 Step 2: Clarify the Patient’s Story
10:20 Step 3: Align Your Services with Their Needs
13:30 Step 4: Invite Without Feeling “Salesy”
17:49 Step 5: Detach with Confidence
20:19 What to Avoid in Discovery Calls
23:31 Why Pressure Kills Trust
24:45 Recap: The Flow of a Confident Discovery Call
25:49 Catalyst Question: Strengthening Your Boundaries
Links
Book a Brainstorm Session
Shop at Dr. Lara’s Website
Connect with Dr. Lara Salyer:
Visit Dr. Lara’s Website
Explore The Catalyst Way
Subscribe to Dr. Lara’s YouTube Channel
Connect with Dr. Lara on LinkedIn
Follow Dr. Lara on Instagram
Follow Dr. Lara on Facebook
Follow Dr. Lara on TikTok
Podcast production and show notes provided by HiveCast.fm