CLOSER Formula for Podiatrists: How Better Conversations Lead to Better Care
READ TIME – 2 MINUTES
Welcome to Podiatry Practice Mastery.
This is a recap from a real Monday in my practice, but I want to zoom in on one concept that’s made a big difference for me lately: how we communicate treatment plans so patients actually move forward.
I’ve been working on something called the CLOSER framework, inspired by Alex Hormozi. When I heard it, I realized something important—we already do about 80% of this naturally as podiatrists. But there’s one key part many of us (myself included) tend to skip.
Here’s the breakdown and how it applies directly to a podiatry visit:
C – Clarify
This is what we already do well. “Tell me what’s going on.” “Tell me more.” Let the patient fully explain the pain, the frustration, the impact.
L – Label
Give it a name. “You have plantar fasciitis.” This gives patients relief and certainty.
O – Open it up (go deeper)
How long has this been going on? What have you tried? How much is this affecting your life?
S – Sell the vacation (this is the missing piece)
This is where I used to jump straight into treatment options—and I’m actively training myself not to.
Instead, I now ask things like: “What would life look like if we were meeting in three months and this pain was gone?” “What could you do again that you can’t do right now?”
Patients will tell you exactly why they want to get better—playing with grandkids, walking pain-free, traveling, exercising again. That’s the why behind the treatment.
E – Explain objections before they ask
Patients are already thinking: “Am I going to need surgery?” “Is this going to be expensive?” “Do I need shots or months of PT?”
So I address those before they ask.
Example: “You’re not going to need surgery. You don’t need injections right now. We’re starting with Phase One.”
Then I clearly lay out Phase One and Phase Two, so they see the path forward without fear.
R - Reinforce decision
Many patients are unsure about their decision, and involving staff to reinforce that the treatment is successful can be helpful.
Why this matters
I had an MVP patient with chronic plantar fasciitis who had tried everything. I showed him one slide—Phase Two only. Six shockwave sessions. Timeline. Clear plan.
His response? “Okay.”
He prepaid for treatment and moved forward with confidence. No objections. No hesitation.
This isn’t about being pushy. It’s about leading patients through decisions they already want to make, but don’t know how to articulate.
Key Takeaways
- We already clarify and diagnose well—don’t skip selling the outcome.
- Ask patients to imagine life without pain before listing treatments.
- Address objections proactively to reduce fear and resistance.
- Simple, phased treatment plans build trust and compliance.