Most chiropractors don’t struggle because they’re bad at sales.
They struggle because they’re selling too soon.
Before trust.
Before understanding.
Before the patient even feels heard.
In this episode of the Built to Scale Podcast, Dr. Alan Miner and Dr. Mark Mouw unpack the sales framework they’ve naturally developed after years of presenting high-value care plans, building successful practices, and helping thousands of chiropractors grow through Chiro Matchmakers.
This isn’t a script.
It’s a mindset.
Whether they’re discussing a $9,000 chiropractic care plan, a $5,000 decompression program, or helping clinic owners hire the right associate, the process is always the same:
Build trust first.
Because people don’t buy when they understand you.
They buy when they feel understood.
In this episode, we discuss:
✅ Why listening is your greatest sales tool
✅ How trust is built in the first few minutes of every conversation
✅ The biggest mistake chiropractors make during report of findings
✅ Why talking more usually lowers your conversion rate
✅ How to confidently present premium-priced care plans
✅ The importance of certainty when communicating your recommendations
✅ Why selling should feel like solving a problem—not convincing someone to buy
One of the biggest takeaways:
People don’t need a better sales pitch.
They need a doctor who understands their problem, communicates with confidence, and offers a clear path forward.
The best closers aren’t the best talkers.
They’re the best listeners.
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