The Script That Turns Leads Into Booked New Patients — Word for Word

Most clinics never train their front desk team on how to speak to new patients.
They hand them a phone, give them a price, and hope for the best.

But conversions don’t happen by luck —
they happen because the call follows a repeatable, proven structure.

This blog isn’t theory.
It’s the exact script and flow we use across hundreds of clinics to turn cold leads into committed new patients using the 5P Framework + Straight Line Method.

If you want your CA speaking with confidence, certainty, and clarity…
this is the script they should follow every single time.

TL;DR

• The NP call is NOT admin — it’s the beginning of the new patient exam

• Leads aren’t “sold,” they’re guided

• The 5P framework builds trust fast: Preframe → Problem → Possibility → Pathway → Payment

• Use micro-commitments instead of yes/no questions

• Follow Straight Line principles to keep certainty high

• End with confident booking + payment

• Handle objections calmly and loop back to clarity

Your job isn’t to “close.”
Your job is to make the patient feel safe, understood, and clear.

📜 New Patient Conversion Script

Preframe (Set the Frame + Control the Call)

CA:
“Hi [Name], it’s [Your Name] here from [Clinic Name]. How are you doing today?”
(Pause + listen, acknowledge response)

CA:
“Ah, great. I just saw your name come across my desk from our Facebook ad and I wanted to reach out personally. What actually prompted you to click through and reach out to us?”
(Listen deeply — this is their entry point, the reason they’re talking to you)

CA:
“I see, thank you for sharing that. Here’s what I’d love to do — on this call I’ll ask you a few quick questions to really understand what’s causing your pain, share whether or not we can actually help, and if it looks like a good fit, I’ll explain what we do here and help you book your first appointment. Sound fair?”
(Get verbal agreement — “yes” = micro-commitment)

Problem (Dig into Pain with Certainty + Empathy)

CA:

• “Ok, so tell me a little bit more about what’s been going on. What’s the main issue you’ve been dealing with?”

• “How long has this been bothering you?”

• “Has it been getting worse over time or staying the same?”

• “What have you tried already? Did that help at all?”

• “How is this affecting your day-to-day life — work, family, sleep, things you enjoy?”

(Straight Line: keep them talking about pain until they FEEL the cost of the problem.
Acknowledge, paraphrase back, use empathetic listening.)

Possibility (Future-Pacing to Build Desire)

CA:
“Thank you for sharing that with me. The good news is, many people we see with [their issue] are able to get real relief once we find and address the root cause of what’s going on.”

CA:
“Let me ask you — if this pain wasn’t holding you back, what would you love to get back to doing? What’s most important for you — being comfortable at work, sleeping better, playing with the kids, or maybe even getting back into exercise?”

(Listen. Anchor their goal.)

CA:
“Perfect — so that’s exactly what we want for you too.”

Pathway (Show the Solution Clearly)

CA:
“Here’s how we help: the very first step is a full evaluation with one of our chiropractors. It’s a [consultation + thorough exam + specific assessments] so we can really understand what’s causing your problem.”

CA:
“Once that’s done, the doctor will sit down with you, explain the findings in plain English, and outline the best plan forward — whether that’s care here or even a different recommendation. The point is: you’ll walk away with absolute clarity.”

(Straight Line principle: you keep the frame → they need clarity, you’re the guide.)

Payment (Confident Close + Booking)

CA:
“Now normally a visit like this could cost a lot more, but right now we offer a New Patient Special for just [$X]. That includes everything I mentioned — the consultation, exam, and assessments — and it gives you clear answers about what’s actually going on.”

CA:
“The next step is simply booking your first appointment. We have two openings this week — [Day/Time 1] and [Day/Time 2]. Which works better for you?”

CA:
“Which card would you like to process that payment on?”
(Always give 2 choices, never “yes or no.”)

Objections (Straight Line Style – Loop Them Back)

Objection: “I need to think about it.”

Response:
“Totally understand. Many of our patients felt the same way at first. The reason they decided to book is because this first visit is about clarity — no long-term commitment, just answers. Let’s hold a spot for you so you don’t lose availability. Does [Day/Time] work?”

Objection: “I don’t have time.”

Response:
“I hear you. That’s why we offer early mornings and evenings. Would before work or after be easier for you?”

Objection: “Not sure chiropractic works.”

Response:
“That’s exactly what this first visit is for — to find out whether chiropractic is the right fit. If it isn’t, we’ll guide you to the best next step. So either way, you win. Would [Day/Time 1] or [Day/Time 2] be better?”

Objection: “It’s too expensive.”

Response:
“I understand. Most people find that addressing the root cause saves them money long-term — fewer short-term fixes. And we keep this first visit super affordable at just [$X]. Would [Day/Time 1] or [Day/Time 2] be better?”

FAQ: The NP Conversion Script

1. Why is this script built around psychology?

Because NP calls are emotional decisions, not logical ones. People book when they feel safe, understood, and guided.

2. Why micro-commitments?

“Yes” early in the call builds momentum toward booking.

3. Should my team read this word for word?

No. Scripts create structure. Training creates skill. The goal is natural flow.

4. Why take payment on the call?

Payment massively reduces no-shows. It signals commitment.

5. What’s a good lead-to-booking rate?

Aim for 50%+. Anything below that is a tone, timing, or certainty issue.

6. Who should handle NP calls?

Your best communicator. Not your “most available” person.

If you want your team converting like this consistently, the next step isn’t more scripts — it’s better leads.

Inside the 28-Day Ad Reset, we build the exact marketing system that feeds your clinic high-quality new patient leads every week…
so calls like this feel easy, natural, and predictable.

👉 Click here to learn more about the 28-Day Ad Reset™

📌 Additional Resources

🏫 Join The Free Skool Community — The Influential Chiropractor
Free trainings, templates, ad breakdowns & resources.
https://skool.com/influential-chiropractors

🧭 Take the Clinic Growth Audit (Free)
Find out exactly what level your clinic is operating at — and what to build next.
www.pracdev.com/marketing-audit

💰 Download the Profit-First Marketing Roadmap
See the 5 Levels and get your personalised “next step” plan.
www.pracdev.com/5-levels

🎥 Join The 28 Day Ad Reset
5 new chiropractic ads every month + scripts + CRM + systems.
www.pracdev.com/ads