Pick the situation, read the structure, book the next step. You're reading the flow, not word for word.
Rule 1Don't lead with the $250 consult. Disclose it when booking the consult, always framed as crediting to the first month.
Rule 2Never tell someone who already paid to pay again. Check the paid flag first.
Opening — any call
"Hi, is this [first name]? This is Keani from Dr. Shim Ching's office at Asia Pacific Aesthetics. You reached out about our testosterone program — is now an okay time for a couple minutes?"
If yes, find the lane with one question
"Quick question so I point you the right way — have you done any testosterone treatment before, or would this be your first time looking into it?"
First time or unsure → New lead. Already on TRT → Established. Already paid the $99 → Paid callback.
Which lane is this lead?
New lead — unpaid
Goal: book the $99 screening.
Connect
"Got it. What's been going on that made you look into this — low energy, drive, workouts not landing like they used to?"
Listen. Let him talk before you pitch.
Recommend — the win-either-way frame
"That's exactly what we check for. Here's how it works, and it's built so you can't really lose. For $99 we run a Total T and Free T screening, and Dr. Long, our hormone specialist, reviews your numbers personally in a few days. If you're low, we get you in with Dr. Long to build your treatment plan. If you come back normal, you keep a $100 credit toward our Men's Wellness Center. Either way you walk away knowing instead of guessing."
Close — one ask, two time options
"Let's get your screening set. I've got openings this week — would earlier in the week or later be easier for you?"
Paid callback — already paid the $99
Goal: book the lab + the consult. Do NOT pitch the screening.
Confirm and move to booking
"Hi [first name], Keani from Dr. Shim Ching's office — thanks for getting your screening started. I'm calling to lock in your lab and your consult with Dr. Long. The lab is a quick Total T and Free T draw, then Dr. Long reviews it personally and you'll meet with him to go over your results and next steps. Let's get both on the calendar — what days work for you this week?"
Disclose the consult fee here
"Quick heads up on cost so there are no surprises: the consult with Dr. Long is $250, and it credits toward your first month of membership if you enroll within 60 days. So if you move forward, it rolls right into what you'd be paying anyway."
This is the right moment for the $250 — they've paid the $99 and you're booking the consult. Always pair it with the credit framing.
They already paid. No offer, no pitch. Just schedule and make them feel taken care of.
Established TRT patient
Goal: book the consult with Dr. Long. Skip the screening.
Route straight to consult
"Perfect — since you've been on it already, we can skip the screening and get you straight in with Dr. Long to review where you are and what you want to change. He'll go over your current protocol and build a plan. Want me to get that consult on the calendar this week?"
Acknowledge · Reframe · Close
"What do I actually get for the $99?"+
Acknowledge
"Fair question."
Reframe
"It's a real lab panel — Total T and Free T — plus Dr. Long personally reviewing your results, not a generic report. And it's real value: if you're low, you move forward with Dr. Long on a plan; if you're normal, you keep a $100 credit."
Close
"So the $99 either points you to treatment or comes right back to you. Want me to set it up this week?"
"I need to think about it."+
Acknowledge
"Totally fair — it's worth being sure."
Reframe
"The thing is, the screening is what answers the questions you're thinking through. It's just your real numbers, and there's no commitment beyond the $99."
Close
"Let me hold a spot for you this week — you can always move it if you need to."
"Is it covered by insurance?"+
Acknowledge
"Good question."
Reframe
"This is a cash program, which is actually what lets Dr. Long give you direct, personal care without insurance limits. The $99 screening is the whole first step — no surprise costs."
Close
"Want me to get your screening on the calendar?"
"What does it cost per month if I go on it?"+
Acknowledge
"Happy to give you the shape of it."
Reframe
"If you qualify and choose to enroll, it's one flat monthly rate that covers your medication, supplies, labs, and visits — no piecemeal billing."
Close
"Dr. Long walks you through all of it at your consult once we know your numbers. First step is just the $99 screening — shall we book it?"
"What does the consult with Dr. Long cost?"+
Acknowledge
"Good to know up front."
Reframe
"The consult with Dr. Long is $250, and it credits toward your first month of membership if you enroll within 60 days. So if you move forward, it isn't an extra cost — it rolls into what you'd pay anyway."
Close
"The screening comes first though, that's the $99. Want me to get that on the books?"
"Do I have to come in?"+
Acknowledge
"Easy answer."
Reframe
"Just for the quick lab draw and your visit with Dr. Long — both here in Honolulu. Fast and simple."
Close
"Let's find a time that's convenient — earlier or later in the week?"
"Is this safe / is it legit?"+
Acknowledge
"Smart to ask."
Reframe
"This is a physician-run program at a real practice. Dr. Long is our hormone specialist and he reviews every result personally — nothing is automated and nothing is prescribed without your labs and his sign-off."
Close
"That's exactly why we start with the screening. Want me to set it up?"
Texts — paste anywhere (iMessage, LeadLoop)
Emails — fire from LeadLoop; static copy here for backup
The offer, at a glance
Pricing
Screening$99
Consult$250, credits 1st mo
If normal → credit$100
Membership$399/mo
Membership, annual$3,990/yr
HCG add-on$75/mo
What the screening is
TestsTotal T + Free T
Reviewed byDr. Long, personally
Results in3–5 days
Membership coversMeds, supplies, labs, visits
The three lanes
New, unpaidSell the $99
Already paidBook lab + consult
On TRT alreadyStraight to consult
Contacts
Keani direct808-439-8074
Main office808-585-8855
Never say
That the consult is freeit's $250
"Pay again"to a paid lead
The one habit
New leadFirst touch < 5 min
They replyMove to Responded
Every closeOffer two times
Internal use only — Asia Pacific Aesthetics, Honolulu