"Hey [First], this is Dr. Lazar from Dr. Lazar's office — I'm reaching out because you grabbed our migraine and vertigo voucher recently. I'm not calling to just get you on the schedule — I actually had a specific question about what's been going on with you. Do you have two minutes?"

"Hey [First], this is Dr. Lazar from Dr. Lazar's office — you grabbed our voucher for your child recently. I'm not calling just to get you on the schedule. I actually wanted to understand a little more about what's been going on before we do that. Do you have a couple minutes?"

"Hey [First], this is Dr. Lazar from Dr. Lazar's office — you grabbed our prenatal voucher recently. I just wanted to understand a little more about what's been going on before we get you in. Do you have two minutes?"

"Hey [First], this is Dr. Lazar from Dr. Lazar's office — you grabbed our SoftWave shoulder voucher recently. I'm not calling just to schedule you. I wanted to understand a little more about what's been going on first. Do you have two minutes?"

"Hey, is this [First]? — This is Dr. Lazar from Lazar Spinal Care in Ann Arbor. I saw you just claimed our new patient voucher online regarding [chief complaint] — I wanted to follow up personally to help you get set up. Did I catch you at an okay time, or is there a better time to talk for a few minutes?"

"Hey, is this [First]? — This is Dr. Lazar from Lazar Spinal Care in Ann Arbor. I'm just following up personally on what you've shared with our office about [chief complaint] — wanted to see what's going on for you. Did I catch you at an okay time, or is there a better time to talk for a few minutes?"

"Hey, is this [First]? — This is Dr. Lazar from Lazar Spinal Care in Ann Arbor. I'm following up personally on your inquiry — wanted to see what's going on for you. Did I catch you at an okay time?"

"Lazar Spinal Care, this is Dr. Lazar — how can I help you?"

[listen — get their name + what's going on, then capture contact info]

"Got it — and is this the best number to reach you on if we get disconnected? … And can I grab your email too so I can send you any follow-up information after this call?"

"Hey, is this [First]? — It's Dr. Lazar. I was going back through some records and I noticed it's been a while since you've been in. I just wanted to check in personally and see how you've been holding up since we last worked together. Got a minute, or is there a better time for you?"

"Hey, is this [First]? — It's Dr. Lazar. I was reviewing our records and noticed things kind of trailed off with us a while back. I wanted to follow up personally — not to sell you on anything, just to see what happened, and where you're at now. Got a few minutes?"

"Hey, is this [First]? — It's Dr. Lazar. I was going through our records — looks like we got pretty far with you a while back. We did the consult, the exam, even sat down and walked you through what we found — but you ended up not moving forward. I wanted to follow up personally just to understand what happened. Got a few minutes?"

"Hey, is this [First]? — It's Dr. Lazar. Looks like we did your consult and exam a while back, but we never got the chance to actually sit down and walk you through what we found. I wanted to follow up personally — I think you'd want to know what your exam actually showed. Got a few minutes?"

"Hey, is this [First]? — It's Dr. Lazar. Looks like we started the process with you a while back — we did the consult, but you didn't end up coming back to finish the evaluation. I wanted to follow up personally to see what happened. Got a minute?"

"Hey, is this [First]? — It's Dr. Lazar. Looks like you were on my calendar a while back for a consult and we missed each other. No worries — life happens. I wanted to follow up personally just to see what's going on for you and whether you still want to come in. Got a minute?"

"Hey, is this [First]? — It's Dr. Lazar. I remember you came to one of our workshops a while back. I wanted to follow up personally — I noticed you never came in for a consult after, and I figured I'd just check in to see what's going on for you. Got a few minutes?"

"Hey, is this [First]? — It's Dr. Lazar. I noticed you signed up for one of our workshops a while back but didn't end up making it. I just wanted to follow up personally to see what's going on for you, and whether you'd want to come in some other way. Got a minute?"

"Appreciate it. Before I assume anything about your situation — would it be okay if I asked you a few questions about what's going on, just so I can understand whether what we do here is even the right fit for you?"

"Totally fair. When would actually work better — later today, or tomorrow? If you've got your calendar, I'll pull mine up so neither of us has to chase the other."

"So just so I've got this straight — you've been dealing with [chief complaint] for [duration], you've tried [things tried], and the biggest reason you want this to get better is [anchor reason]. Did I get that right?"

"Based on what you've told me — I think it makes sense for us to bring you in for a Discovery Visit. That's where we sit down, I actually look at what's going on, and we figure out together whether what we do here is even the right fit for your situation. It's not a commitment to care — it's a commitment to getting clarity on whether we can help. Does that sound like something you'd want to do?"

"Good. Let's get you on the calendar. Do mornings or afternoons work better for you this week?"

"Perfect. The last step is just to finalize your reservation. We simply go ahead and run the fully refundable $97 today so your appointment is secured and no one else can take that time. Whenever you're ready, you can start with the card number — I've got you."

"No problem — when will you be able to access it?"

[they say a specific time] "Great, I can give you a call back at [time]. Could you keep your phone handy so you'll see my call?"

"Totally understand. I can text you a payment link right now if that's easier."

[send link while on phone] "I'll stay on the line just to make sure it comes through."

"Thanks [First]! You're all set for [day/time]. If you need to reschedule, we do need at least 24 hours notice or we have to charge full price for the visit. I'll send you an email with our intake paperwork — just a few basic forms for me to review before you come in. The day of your appointment, I'll send a reminder text with our address, where to park, and a few other details. Before I let you go, any other questions?"

• "When you say [their words] — what do you mean by that exactly?"
• "How do you mean?"
• "Why do you say that?"
• "What specifically is going through your mind right now?"
• "Where did that thought come from?"
• "Can you tell me more about that?"

"That makes complete sense — and honestly, based on what you've shared so far, I'm not even sure what we do would be any different for you either. Can I ask — when you tried that, what specifically happened that made you feel like it wasn't working?"

"That's a fair question — and I want to be upfront with you, I don't even know yet if what we do is going to make sense for your situation. Before we get there — what made you feel like cost was going to be the deciding factor for you?"

"That makes complete sense — and honestly, I'd want you to think about it too. I'm not even sure yet that we're the right fit for you. Can I ask — when you say you want to think about it, what specifically is going through your mind right now?"

"Totally fair — and to be honest, I'm not sure this is even the right time for you anyway. The people we work with are usually at a point where they're really ready to find an answer. Where are you with that?"

"I can do that — and I want to be upfront with you, I'm not even sure yet that what we do applies to your situation. What I'd rather do is understand a bit more about what's going on with you first, so that if I do share more, it actually means something. Would that be okay?"

"Honestly? I'm not sure yet either. I don't know enough about your full situation to tell you that — and I wouldn't tell you that until I did. Can I ask — what specifically makes you feel that way?"

"Not a problem — what specifically are you hoping to see from it? Just so I send you the right thing.

[listen] … Got it. Before I put that together — it'd help me to understand a little more about your situation, so the info I send actually fits what you're dealing with. Mind if I ask a couple of questions?"

"I appreciate you being upfront with me. Tell me — if money weren't the issue, is this something you'd want to do?
[yes] … Why do you feel it would help you though?
[their answer] … So I can appreciate money might be tight. How do you think you could resolve that so you could actually [their anchor reason]?"

Fast pass (Lazar Method NEPQ 7):
"We're a cash-pay practice — I know that's not what everyone wants to hear. Can I ask — is insurance the deciding factor for you, or is it more about making sure the cost makes sense for what you get out of it?"

If insurance is the dealbreaker, don't push — soft exit. If it's about value, bridge to the deposit structure and what the evaluation actually delivers.

If they push for the longer answer:
"Fair question — and honestly, before I get into how billing works, I want to be upfront with you, I'm not even sure yet what we do is going to be the right fit for your situation. Can I ask — are you looking for whatever insurance happens to cover, or are you more focused on actually getting to the root of what's going on?"

If they say "best results":
"Got it. Here's the honest answer on insurance — what Dr. Lazar practices is a highly specialized upper cervical technique called QSM3. It's not something insurance protocols are built around — insurance is set up around general adjustments and a fixed visit count, not around customized structural correction. That's why we're cash-based. It lets us actually build the care plan around what your body needs, not what gets approved. Does that make sense, or want me to dig in more?"