Some people walk in ready to sign before you open your mouth. Others need three weeks, a printout, and a notebook full of questions. Same practice, same price, same words out of you — completely different result. Troy Cole runs LogiCole Consulting and has spent about 20 years coaching refractive and cataract surgery teams to convert more patients and command premium prices. He teaches Andrea DISC, a four-quadrant personality framework simple enough to use live on a phone call, then reads Andrea's own DISC profile in under three minutes to prove it works. Two lines (a motor and a compass) are all it takes to place someone. The part that catches teams off guard: S types are about 35% of the population, and they are exactly the people a same-day-close push drives away. Troy explains why the highest-converting coordinators are often the S types already on staff, how to spot a D, I, S, or C in a text message, and what changed for one “high-D” surgeon when she quit walking into her administrator's office like a tornado. Questions answered by this episode What is DISC personality profiling?What do the letters in DISC stand for?What are the four DISC personality types?How do you identify someone's DISC personality type?How do you handle a price objection in a plastic surgery consultation?What percentage of the population is each DISC personality type?What is the difference between DISC and Myers-Briggs?How do you use DISC in sales conversations?Can you identify a personality type from a text message or email?Why do patients say they need to think about it? Troy ColeFounder, LogiCole Consulting Troy Cole runs LogiCole Consulting, where he coaches refractive and cataract surgery teams to sell without sounding salesy. He has spent about 20 years in the ophthalmology space, and his firm has worked with hundreds of elective surgery practices across North America, helping phone teams and patient counselors turn more leads into consults and more consults into procedures. His DISC for Doctors & Teams program trains staff to read communication styles in real time and adapt mid-conversation; his E3 Bootcamp is a 12-week intensive built for phone teams and patient counselors. He is based outside Fort Worth, Texas, and coaches youth baseball, where he says DISC works just as well as it does in a consult room. Connect with Troy on LinkedInLearn more about LogiCole Consulting Practiceland is presented by PatientFi — the patient financing partner built for aesthetic practices. PatientFi gives your patients access to flexible payment plans and gives your team the tools to offer financing confidently, without the awkward money conversation.Learn more at patientfi.com/aesthetics SHE DID WHAT? Got a wild customer service story or a sticky patient situation to share? If your tale makes it into our "She did what?" segment, we'll send a thank you gift you'll actually love. Promise, no cheap swag here. Send us a message or voicemail at practicelandpodcast.com. SUBSCRIBE Are you one of us? Subscribe for new episode notifications and more at practicelandpodcast.com. HOST Andrea Watkins, VP of Practice Growth at Studio III Marketing Andrea Watkins, Vice President of Practice Growth at Studio 3, coaches plastic surgery and aesthetics teams on patient acquisition, lead management, and practice efficiency to drive measurable growth. Formerly COO of a multi-million-dollar practice that nearly tripled revenue under her leadership, she now partners with over 100 practices nationwide—helping them capture and analyze data, streamline consultations and booking, and align staff training with business goals. With a directive yet approachable, non-salesy style, Andrea turns data into action, empowering practices to boost conversions, maximize marketing, and elevate the patient experience in a competitive market. Learn more about Studio III Marketing and LeadLoop CRM for plastic surgery practices and medical spas. Host: Andrea Watkins Producer: Eva Sheie @ The Axis Assistant Producer: Mary Ellen Clarkson Engineering: Chris Mann Theme music: Full Time Job, Mindme Cover Art: Dan Childs Practiceland is a production of The Axis: theaxis.io
