Why are long phone calls with patients a bad sign? Because the longer you talk, the more you tend to unravel the consult before it ever happens. I know a thirty-minute phone call feels productive, like you really bonded with the patient. It is usually the opposite. The best thing you can do on that call is get the basics, reassure them they made the right decision reaching out, and get them scheduled. Beyond that, every extra minute is a chance to answer something badly, raise a doubt, or talk them out of coming in. That is the sales fundamental people [...]