IV Therapy and Wellness Clinic Selling — 60-Min Training

Stack You'll Run This Training Inside

Every AE in the room operates inside the standard RevOps stack. Reference these tools by name during the training so reps know which dashboard or workflow you mean. Pin the dashboard you'll inspect in Calendly on a shared screen before the meeting starts, queue the most recent recording from Slack as the coaching artifact, and have Salesforce open in a second tab for the post-meeting cadence updates. The manager who shows up with these three browser tabs ready saves 8 minutes of meeting setup.

• Calendly at $12-$72/user/month — meeting scheduling
• Chili Piper at $22.50/user/month Spicy, $30 Hot — inbound concierge routing
• Slack at $8.75/user/month Pro, $15 Business+ — rep-manager async coaching
• Zoom at $15.99/user/month Pro, $21.99 Business — training delivery + recording
• Salesforce at Sales Cloud Enterprise $165/user/month, Unlimited $330 — CRM + opportunity tracking
• HubSpot at Sales Hub Professional $90/seat/month, Enterprise $150 — mid-market CRM alternative

Benchmark Context

The Bridge Group ("2026 SaaS Sales Compensation & Productivity Report") reports that AE ramp time drops from 9.4 months to 6.1 months when manager-led playbook trainings replace self-paced LMS modules. Anchor the training narrative on this stat — it's the credibility frame that turns a 60-minute meeting from "another sales pep talk" into "the weekly working session the manager is measured on." Print the stat at the top of the meeting agenda; reps remember the number, and quoting it builds the same shared vocabulary that Lessonly, Spekit, and Highspot all flag as the top predictor of multi-quarter training-program ROI in their 2026 customer benchmarks.

Section 1 — Why Walk-Ins Don't Become Members (5 min)

Open with the franchise economics. Restore Hyper Wellness built a 200+ unit footprint on one number: member LTV is 4-6x walk-in LTV. A single Myers Cocktail buyer is worth ~$250. A "Level Up" member on $199-$250/month autopay is worth $2,400-$3,000 a year — and stays an average of 11 months.

Put the failure modes on the whiteboard:

• The transactional close: Consultant rings up the drip, hands over a punch card, says "see you next time." Customer never returns.
• The over-sell: Rep pushes NAD+ or high-dose glutathione without screening — patient has a bad reaction, leaves a one-star Google review, never refers.
• The menu dump: Rep recites all 14 drips, customer freezes, picks the cheapest, walks out.

Frame the new standard: every walk-in gets the same six-step flow — Intake, Menu Walk, Contraindication Disclosure, Recommendation, Membership Math, Autopay Close. Every step is calendared, scripted, and inspected. Read the INS Standard 24 (Patient Education) rule aloud: *"The patient receives education appropriate to the prescribed therapy prior to initiation."* That's the legal floor. The membership conversation sits on top of it.

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Section 2 — The Intake and Health Questionnaire Flow (15 min)

Intake is not a clipboard formality — it's the trust-builder that earns the membership ask. Walk the room through the verbatim template. Reps fill it out with the patient at the front desk before the menu conversation.

Verbatim IV Intake Template (rep walks patient through, signs at bottom):

> 1. Reason for visit today: Hangover / Immunity / Energy / Athletic recovery / Beauty / Migraine / Other > 2. Current medications and supplements: [List all — flag blood thinners, diuretics, chemo, immunosuppressants] > 3. Known conditions: Kidney disease / Heart condition / Hypertension / G6PD deficiency / Pregnancy or nursing / Allergies > 4. Last meal and water intake today: [Time and what] > 5. Have you had IV therapy before? Yes / No — If yes, where and what drip? > 6. How often would you ideally want to feel like you'll feel after today? Once a year / Monthly / Weekly > 7. Patient signature acknowledging contraindication disclosure was reviewed: _______

Coach the reps on Question 6 — it is the membership-setup question. A patient who says "monthly" or "weekly" has already pre-qualified themselves. The rep's only job at close is to do the math.

The American IV Association position is clear: every patient must be screened by a licensed provider (RN, NP, PA, or MD/DO) before infusion. The intake form does not replace the clinical screen — it routes the patient to it.

Have managers role-play the intake with each other for 5 minutes — one as patient with a blood-thinner script, one as rep. The rep must catch the flag and route to the nurse without making it awkward.

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Section 3 — The Menu Walk Without the Menu Dump (10 min)

The menu is a weapon, not a wall. Train reps to walk patients through only three drips — the one that matches their intake answer, one tier above, one tier below.

The core menu every rep memorizes:

• Myers Cocktail ($150-$200) — magnesium, B-complex, calcium, vitamin C. The starter drip. Dr. John Myers, Johns Hopkins, formulated it in the 1970s.
• Immunity ($175-$225) — high-dose vitamin C, zinc, B-complex. The cold-season seller.
• Hangover Recovery ($175-$250) — saline + B-complex + anti-nausea (Zofran) + Toradol. The Saturday-morning workhorse.
• NAD+ ($350-$800) — anti-aging, cognitive. Restore and The DRIPBaR flag it as the premium tier.
• Glutathione push ($75-$125 add-on) — the upsell every rep offers post-drip.
• B12 / Lipo-Mino IM injections ($25-$45) — the impulse upsell at checkout.

What to NEVER say at the menu walk (read aloud, slowly):

• "This will cure your [migraine / depression / long COVID / chronic fatigue]." — Unsupported medical claim. FDA and state medical boards have shut clinics for less.
• "NAD+ is anti-aging — you'll feel 10 years younger." — Same problem. Use "some patients report increased energy and mental clarity."
• "It's just vitamins, totally safe for anyone." — False. Glutathione, NAD+, and high-dose vitamin C all have contraindications.
• "We don't really need to check your meds." — Never. Liability nightmare.
• "You'll save money if you do this weekly." — Don't pitch frequency until the nurse has cleared the patient.
• "This is what [celebrity] gets." — Cheap, undermines clinical credibility. AIVA members do not name-drop.

End the segment by drilling the "three drips only" rule. If the patient asks about a fourth, the rep says: *"Let's get you started with what fits today, and we'll talk through the others at your follow-up."*

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Section 4 — Contraindication Disclosure Without Killing the Sale (10 min)

The hardest soft skill in the room. Reps fear that disclosing risk will kill the close. The data says the opposite: Hydreight and Mobile IV Medics internal data show clinical disclosure conversations lift membership conversion by 18-22% because they earn trust.

Run the verbatim script. Reps memorize this — no improvising.

Verbatim Contraindication Script (rep, after menu walk, before nurse insertion):

> Rep: "Before our nurse, Priya, gets you set up, I want to walk through three quick safety items — this is the same conversation every patient gets." > > [Pause. Patient nods.] > > Rep: "First — for the Myers Cocktail you picked, the main contraindications are kidney disease, heart conditions, and pregnancy. Based on what you wrote on intake, you're clear. Confirm for me one more time — nothing's changed?" > > [Patient confirms.] > > Rep: "Second — possible side effects are a cool feeling at the IV site, a vitamin taste in your mouth, and rarely some lightheadedness. If anything feels off, you tell Priya immediately and she stops the drip. No pressure to push through." > > Rep: "Third — this is not a substitute for seeing your primary care doctor. We're hydration and wellness. If something is going on medically, we'd want you to see your PCP, and we'll happily wait until you're cleared." > > [Patient signs the disclosure line on the intake.] > > Rep: "Great. Priya will be with you in five. While we wait, can I show you the math on how our members handle drips like this?"

Do NOT:

• Rush the script. Slowing down is the trust signal.
• Skip the PCP line. AIVA and the American Med Spa Association both flag this as the single most-litigated omission.
• Hand the patient a wall of legalese without verbal walk-through. Documented verbal consent + signature beats signature alone in every state board ruling AMSA has tracked.
• Sell glutathione, NAD+, or B12 add-ons until the nurse has cleared the patient. Upsells happen post-clearance, pre-drip.

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Section 5 — Membership Math and the Autopay Close (15 min)

This is where revenue is made. The rep does the math out loud on a tablet, in front of the patient, with the patient's actual answer to intake Q6.

The math (run live for a Myers Cocktail patient who answered "monthly" on Q6):

• Single-visit price today: $200
• At monthly cadence (12 visits/year): 12 × $200 = $2,400/year
• "Drip Club" membership: $179/month autopay = $2,148/year — saves $252
• Plus 1 free B12 shot/month ($35 value × 12) = $420 in add-on credits
• Net member value vs walk-in: $2,400 walk-in cost vs $1,728 net member cost = $672 saved annually
• Rep commission lift: Membership signups typically pay reps $25-$50 SPIFF on top of base — track this on the board.

Common patient objections (rehearse the comebacks — one each, then stop):

• *"I'm not sure I'll come every month."* — *"Totally fair. Your credits roll over 60 days, so a missed month isn't lost. And you can cancel after 3 months, no penalty."* (Match the actual policy — never lie.)
• *"It feels like a big commitment."* — *"It's a 90-day try. If by month 3 it's not working, we cancel and you keep what you've used."*
• *"Can I think about it?"* — *"Of course. I'll email you the math we just walked through. Most patients who think about it sign up at visit 2 — would you like to book that now while you're here?"*
• *"Can I get the member price for today's drip if I sign up right now?"* — Yes. Always. The day-one discount is the cheapest CAC you'll ever pay.

The DRIPBaR franchise playbook caps reps at one comeback per objection. Two comebacks = pressure-selling = bad reviews. Move on.

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Section 6 — Commitments and Close (5 min)

Every rep leaves with three commitments, signed and posted at the front desk:

• Every walk-in this week gets the full six-step flow — intake, menu walk, contraindication disclosure, recommendation, math, autopay offer. No shortcuts.
• I will route every red-flag intake to the RN or NP before pitching any drip — and I will not feel awkward doing it.
• I will quote the membership math on a tablet at every checkout, even if I think the patient won't bite. The ask is the job.

Close by reading the Restore Hyper Wellness franchise principle aloud: *"We are not selling drips. We are selling a year of feeling better. The drip is the proof; the membership is the product."*

Then schedule the next 30-minute ride-along for each rep with the clinic manager.

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FAQ

Q1: What if a walk-in flatly refuses to fill out the intake form? A: No intake, no drip. AIVA and INS Standard 24 are unambiguous — informed-consent intake is the legal floor. A polite *"We can't infuse without it — it's the same rule every clinic in our network follows"* almost always lands.

Q2: Should reps pitch NAD+ to first-time customers? A: No. The DRIPBaR and Restore both train reps to lead with Myers or Immunity on visit one — NAD+ enters the conversation at visit 2 or 3, after the patient has a baseline experience and the nurse has cleared the higher-dose protocol.

Q3: How do we handle a patient who wants weekly drips but the nurse flags a kidney concern? A: Decline politely, offer to pause until they bring a PCP note. Mobile IV Medics logs every declined service — it's a quality metric, not a failure. Saying no protects the brand.

Q4: What's the right SPIFF structure for membership signups? A: Industry norm is $25-$50 per signup plus a $10-$15 monthly residual for the first 6 months the member stays active. Aligns the rep with retention, not just the close.

Q5: Can reps push glutathione and B12 upsells aggressively? A: Post-clearance, pre-drip, one offer each. Hydreight caps reps at two upsells per visit to avoid the "menu dump" problem and keep NPS above 75.

Q6: How is this different from selling med-spa packages like Botox or filler? A: IV therapy is higher frequency, lower per-ticket, more medical screening. The membership math works because the cadence is monthly+, where Botox is quarterly. Different muscle, same disciplined intake floor.

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Sources

1. American IV Association (AIVA), *Scope of Practice and Standards for IV Hydration Clinics*, americaniv.com, 2024-2025.
2. Infusion Nurses Society (INS), *Infusion Therapy Standards of Practice*, 8th Edition, 2021.
3. Restore Hyper Wellness, *Level Up Membership Operating Model and Franchise Disclosure Document*, restore.com, 2025.
4. The DRIPBaR, *Franchise Operations and Drip Club Membership Playbook*, thedripbar.com, 2024-2025.
5. Hydreight Technologies, *Mobile IV Operator Training and Compliance Framework*, hydreight.com, 2024.
6. Mobile IV Medics, *Clinical Protocols and Patient Safety Guide*, mobileivmedics.com, 2024.
7. American Med Spa Association (AmSpa), *IV Therapy Safety: What Patients Should Know*, americanmedspa.org, 2024.
8. IVNTP (IV Nutritional Therapy Practitioner) Certification Curriculum, *Provider Education and Contraindication Screening*, 2024.