What are effective ways to handle physician objections to functional training referrals?

1 Explain the goals and principles of functional training

The first step to handle physician objections is to explain the goals and principles of functional training in a clear and concise way. You can use examples of functional movements that are relevant to the patient's condition, such as squatting, lunging, reaching, or carrying. You can also highlight how functional training differs from traditional exercise modalities, such as isolation, machines, or cardio. Functional training focuses on integrating multiple muscle groups, joints, and planes of motion, as well as challenging the neuromuscular system with varying intensity, complexity, and variability. By doing so, functional training can help the patient achieve better outcomes in terms of function, quality of life, and injury prevention.

2 Provide evidence-based support for functional training

The second step to handle physician objections is to provide evidence-based support for functional training. You can cite research studies, case reports, or testimonials that demonstrate the effectiveness of functional training for various populations and conditions. You can also refer to professional guidelines, standards, or recommendations that endorse functional training as a valid and safe form of exercise prescription. For example, you can mention the American College of Sports Medicine (ACSM) position stand on exercise and physical activity for older adults, which states that functional training can enhance the ability to perform activities of daily living and reduce the risk of falls.

3 Address common misconceptions and concerns about functional training

The third step to handle physician objections is to address common misconceptions and concerns about functional training. You can acknowledge the physician's perspective and empathize with their reservations, but also correct any misinformation or myths that they may have. For example, some physicians may think that functional training is too advanced, risky, or unsuitable for certain patients, such as those with osteoporosis, arthritis, or cardiovascular disease. You can explain that functional training can be adapted and modified to suit the individual needs, preferences, and limitations of each patient, and that it can actually improve their bone density, joint health, and cardiovascular function.

4 Demonstrate the value and quality of your functional training program

The fourth step to handle physician objections is to demonstrate the value and quality of your functional training program. You can showcase your credentials, qualifications, and experience as a functional trainer, and how you assess, design, and monitor your programs based on the best practices and standards of the field. You can also highlight the features and benefits of your program, such as its flexibility, affordability, accessibility, and personalization. You can also share some success stories or testimonials from your previous or current clients, and how functional training has helped them achieve their goals and improve their well-being.

5 Build rapport and trust with the physician

The fifth step to handle physician objections is to build rapport and trust with the physician. You can communicate with them in a respectful, professional, and courteous manner, and show appreciation for their referral and collaboration. You can also invite them to observe or participate in your functional training sessions, and offer them feedback and updates on the patient's progress and results. You can also ask them for their input, suggestions, or questions, and address any issues or challenges that may arise. By doing so, you can establish a positive and productive relationship with the physician, and increase their confidence and satisfaction with your functional training program.