LIVE Q&A SESSION - March 2026

This Q&A focused on mastering the Report of Findings (ROF) as a high-impact moment in patient conversion. Dr. FJ breaks down how to deliver a concise, confident, and effective ROF that builds value without overwhelming the patient. He emphasizes communication, authority, patient psychology, and structure—showing how small shifts (like mirroring language, foreshadowing, and setting expectations) dramatically improve outcomes. The conversation also touches on pricing confidence, patient commitment, and how the first two visits drive the majority of practice success.

His ROF framework includes:

•  State the purpose upfront Let the patient know exactly what’s going to happen during the visit 
•  Review and mirror key points from the first visit Repeat their words, experiences, and struggles to: Build rapport Show you were listening Reinforce the emotional impact of their problem
• Clarify the problem and its impact Especially for chronic patients, help them see: It’s been building over time It will continue to worsen if not addressed 
• Create value through foreshadowing Set expectations early: “We’re going to need to see you a lot” “This is going to take time” “This is more advanced / different care”
•  Get small commitments from the patient Guide them into agreement:
  “You want to feel better?” “You want to get back to doing ___?” These small “yes” (and even strategic “no”) responses build momentum 
• Review X-rays simply and confidently Not over-explaining, just: Show what’s wrong Show what needs to change Reinforce authority 
• Explain the plan (with clarity, not overload) Healing timelines (3 months, 1 year, etc.) Frequency of care Expected responses to care
• Present pricing with confidence and neutrality State costs clearly Acknowledge differences (“we are more expensive”) Stay completely calm and indifferent 
• Offer options and remove pressure Give a “way out” Allow them to think about it Reduce resistance 
• Keep it human, not scripted The structure stays the same, but the delivery is always conversational

"They’re not buying your script, they’re buying your perceived competency” DR. FJ

💪 Monthly Challenge:  

The Goal: Deliver every Report of Findings in 10 minutes or less while increasing clarity, confidence, and conversions.

Next Live Q&A is TUESDAY, April 7, 2026 @11am EST