The Cash-Based Practice Podcast: Recent Episodes
Jarod Carter
Gathering input from many successful cash-based practice owners, this podcast covers all components of starting or transitioning into the out-of-network/private-pay business model for your private practice. Though the host, Jarod Carter PT, DPT, MTC, and many interviewees are physical therapists, this information is applicable to most healthcare, fitness, and wellness-related businesses looking to decrease reliance on 3rd party payors, and increase cash-based revenue streams. We cover a huge number of topics including: practice transition strategies, 3rd party payor contract legalities, Medicare rules and legalities in the cash-based model, referral source diversification, online marketing, word-of-mouth marketing, optimal website design, blogging, Youtube and video marketing, networking skills and strategies, the vital cash-based mindset, phone conversations and conversions, scheduling, discharge marketing, administrative training, low overhead systems and automation, private-pay wellness/fitness/prevention programs, and everything else that involves the self-pay practice model, how it differs from the traditional insurance-based model, and what you need to do to be successful with this low-stress, rewarding type of private practice.
We routinely poll Cash-Based practice owners and ask what they think is holding their business back… what's their "biggest problem/challenge"?.. And in all our surveys over the years, 60-75% of them answer "lead generation" / "I need the phone to ring more."
But after more than 15 years of tracking the patient lifecycle across hundreds of practices, and identifying all the profit leaks and missed opportunities (lead gen, phone conversions, clinic conversions, pt retention, reactivation, etc), I've found that the numbers often tell a very different story about the most common and costly problem in cash practices...
The data shows that the largest, most common problem is that too many prospective patients never become paying patients… the phone is ringing enough for that practice to be booked out, but too few callers are being converted into customers....
We've found that improving phone conversions by just 10–30% usually fills the remaining gaps in your schedule without spending another dollar on marketing… and that level of improvement is not difficult with a proven phone call framework and scripts....
In this episode, I'll explain why this is one of the biggest profit leaks in Cash-Based practices and the incredibly simple first step you can take to find out if it's happening in yours.
And if you discover your phone conversions aren't where they should be, save November 13–14, 2026 on your calendar. I'm hosting the Cash-Pay Conversion Summit live in Austin, Texas, where we'll spend two days implementing, customizing, and practicing the systems and scripts that can dramatically improve your conversions, so you can keep your practice's schedule full without any additional marketing or advertising. More on that below.
What You'll Learn in This Episode * Why most practice owners misdiagnose their biggest growth problem * The first KPI I'd start tracking immediately * Why more marketing usually doesn't fix an empty schedule * The conversion rate Cash-Based practices should be targeting * How just a small phone conversion improvement could add $100,000+ in annual revenue to your practice * How to start tracking conversions without creating another complicated system
USEFUL INFORMATION: Check out our course: How to Answer "Do you take my insurance?"
One of my Mastermind members recently attended a local racket-sports tournament with a booth alongside several competing healthcare businesses.
The other providers waited behind their tables, hoping people would stop by. Meanwhile, she had a steady crowd at her booth and booked 8 new patients!
That difference wasn't luck. She used a clear pain-focused offer, promoted it throughout the venue, created real scarcity, provided treatment people could immediately experience, and booked their next appointment before they walked away.
In this episode, you'll hear exactly how she did it.
This win came from a Mastermind member implementing the event strategies we had worked through together, then bringing the results back to the group so we could improve the process even further.
That kind of practice-specific coaching and breakthrough results is exactly what happens inside the Cash-Based Practice Mastermind.… And for the next few days, you can join us and get your first month of coaching for just $1.
Just click HERE, select GOLD level Mastermind. During checkout, click "Have a promo code?", enter MASTERMIND1, and "apply" to bring the first month price down to just $1.
This offer ends Tuesday at midnight.
What You'll Learn in This Episode * How to attract more people to your booth instead of waiting for them * Why pain-focused messaging usually beats injury-prevention offers * How to use scarcity without creating fake urgency * The offer that converted eight event attendees into booked patients * How to reduce cancellations and no-shows after an event * Why prepayment and first-visit videos can improve follow-through
USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND
We've all experienced it… You're at a party, attending a networking event, or watching your kid's game, when someone discovers what you do for a living. Before long they ask, "Can I ask you something about my shoulder?"
Most providers either start giving free advice or try to politely end the conversation. In this episode, I explain how to quickly and naturally guide these conversations toward a booked evaluation instead.
If you're looking for more practical, proven strategies to consistently attract Cash-Pay patients, this is exactly why I created the Cash-Based Practice Marketing Intensive. It teaches my R.O.I. Marketing Method along with simple, AI-powered tools that help keep your phone ringing with qualified prospective patients on autopilot..
Before you leave this page, also make sure to click here for this episode's free resource: Cash-Pay Consultation Closing Scripts. These are the exact scripts I teach to help convert more consultations and evaluations into committed Cash-Pay patients.
What You'll Learn in This Episode * Why casual injury questions are often buying signals, not just someone looking for free advice. * The biggest mistake providers make during these conversations * How to guide someone toward an evaluation without sounding salesy * Why giving free advice usually hurts more than it helps
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom e-Course 2.0
After more than 15 years of coaching practice owners, I've seen the same misconception over and over…
When schedules aren't full, most owners assume they need more leads. They start trying different marketing or chasing more referral sources.
But when we track the entire patient lifecycle, the real issue is often conversions… dare I say, "sales." Calls aren't converting, evaluations aren't creating enough buy-in, or patients are dropping off before completing care.
This episode focuses on one of the most important parts of that process: knowing when to move a phone call forward and when to slow down, listen, and build trust.
Before you listen, click the link here for this episode's free resource: Cash-Pay Phone Closing Scripts. They'll give you proven language for handling some of the key questions that often determine whether a prospective patient says yes.
P.S. As you'll hear in the beginning of this episode, I'm hosting the "Cash-Pay Conversions Summit" in Austin, Texas this October 2nd and 3rd... save the date and keep a close eye on your inbox if you're interested in the most heavily discounted early bird seats. We'll be making those available later this month.
What You'll Learn in This Episode * Why so many practice owners with "lead problems", actually have conversion problems * Which types of phone calls provide the best training opportunities for your admin. * What specific weakness cancellations and no-shows reveal and a tactic to improve it * When to slow down instead of rushing a new patient conversation… and when it's okay to speed it up. * How to structure your receptionist team as your practice grows
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom e-Course 2.0
If you want your patients to get the best possible outcomes, your clinicians to thrive, and your practice to get maximum value from every new hire, your onboarding process matters far more than most owners realize.
In the Cash-Based model, clinical skill alone isn't enough. Via your onboarding and ongoing training, yourYour clinicians need to understand your mission, your values, your ideal patient, your patient lifecycle, and how to confidently guide people toward decisions that are genuinely in their best interest.
And before you listen to this episode outlining all the above, make sure you scroll down for this episode's free resource. Finding quality clinicians has become dramatically harder over the last few years, and this resource will show you one of the most effective recruiting strategies I've found.
What You'll Learn in This Episode * Why onboarding matters more in Cash-Based practices * The difference between mission and core values * Why every clinician should know your ideal patient avatar * How to train the proper money mindset from day one * How to train new hires on free consultations and evaluations that convert * The Patient retention checklist that needs to happen during clinician * How onboarding impacts both patient outcomes and business growth
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom e-Course 2.0
If your Cash-Based practice isn't growing as quickly as you'd like, it's natural to assume you may have a marketing, or sales, or retention problem.
Maybe you need more referrals, better Facebook ads, or a stronger sales process. Sometimes that's true. But after coaching hundreds of practice owners over the years, I've found that many growth problems have little to do with those things…
Quite often, they come down to bandwidth, focus, and whether your time is actually aligned with the goals you're trying to achieve.
This episode came from a coaching conversation with a practice owner who felt like progress had stalled. What emerged wasn't a lead generation issue or a conversion problem. It was a bandwidth and focus problem, and I think it's one that quietly limits far more cash-based practice owners than most people realize.
And before you leave this page, make sure you scroll down for this episode's free resource. It contains several ways successful cash practices increase perceived value and justify premium pricing without adding more visits or working longer hours.
What You'll Learn in This Episode * Why bandwidth problems often look like marketing problems * Why many owners stay stuck despite working incredibly hard * How to determine what deserves your attention and what doesn't * Why niche clarity accelerates growth * A simple exercise that can completely change your decision making
- hat other practice owners experienced after finally going all in
USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND
One of the most common things I hear from practice owners is some version of this:
"I tried Facebook ads before, and they didn't work."
Sometimes they hired an agency. Sometimes they boosted a few posts. Sometimes they spent a few hundred or even multiple thousand dollars, but never saw a patient walk through the door.
The problem is that most practice owners never set up the campaigns in the unique way that is actually proven to produce patients…
They either target the wrong audience, use the wrong offer, don't test enough variations, or quit before they collect enough data to know what's actually working.
In this episode, I walk one of my Mastermind members through exactly how I would approach Facebook and Instagram ads for her niche. While the specifics were tailored to racket sports athletes, the framework applies to almost any Cash-Based practice.
P.S. In association with this week's episode, and in celebration of Father's Day and my 47th birthday, I decided to do something really special for anyone who wants to know every single step of setting up a patient producing Facebook/IG Ad …
The exact process is outlined in detail in one of the nine lessons of my flagship lead generation course: Cash-Based Practice Marketing Intensive, and I put it on a whopping 50% discount until this coming Monday at midnight… you're not only give you every step of what to do, it explains how to use AI to make it all faster and better along with Ad templates, examples, AI prompts, proven graphic templates …go to drjarodcarter.com/intensive and use promo code MORECASHPATIENTS at checkout to get 50% off.
What You'll Learn in This Episode * Why most Facebook and Instagram ad campaigns fail * The first thing you should verify before building an ad * How to structure a simple ad-testing campaign * The difference between offers that generate leads and those that don't * Why budget matters more than most owners realize * How long you should realistically test a campaign * The mindset required to make paid advertising work long term
USEFUL INFORMATION: Check out our course: Cash-Based Practice Marketing Intensive
Here's a harsh truth that is vital for you to understand if you don't already: You are already losing patients to AI.
Patients are already using ChatGPT, Gemini, Claude, and other tools to get diagnoses, treatment suggestions, exercise programs, and answers to health questions rather than going to (or returning) to your clinic. And those answers are getting better every month.
So what can you do today that will make patients continue choosing you over just asking AI?
And before you leave this page, make sure you scroll down for this episode's free resource… It will position your practice so AI is most likely to recommend you when people in your area are looking for help with things you treat.
What You'll Learn in This Episode * Why AI is now your competitor, not just a tool * Which healthcare services (and prospective patients) are most vulnerable to AI competition * How to use human connection as your greatest differentiator * How community-building creates long-term competitive advantages, and minimizes loss of patients to AI platforms * Ways to future-proof your practice as technology rapidly evolves * Practical steps you can take today to stay ahead
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most practice owners assume that if they want to grow, they need more leads. More referrals. More website traffic. More ads. More people calling the clinic.
Sometimes that's true.
But after coaching more than 1,000 Cash-Based practice owners over the years, I've found that most practices actually have a much bigger and more costly problem with conversion and retention, than they do with lead generation.
This episode is a perfect example of that distinction, and how fixing customer retention can unveil that you can keep a wonderfully full schedule of cash-pay patients with your current lead flow..
One of my Mastermind and Forum members recently shared a huge win. Her pelvic health therapist was averaging just 3.7 visits per plan of care. Patients were dropping off long before they received the full benefit of care, and the clinic was constantly forced to replace those patients with new ones.
After implementing a few key changes, that number increased to more than 10 visits per evaluation, creating a dramatic improvement in patient outcomes, schedule utilization, revenue, and profit per patient.
And before you leave the episode page, make sure you scroll down for this episode's free resource. The Motivator Index has become one of the most valuable leadership tools I've ever used for hiring, managing, and motivating team members, and it plays an important role in the story you'll hear today.
P.S. If you'd like help identifying hidden bottlenecks in your business and building systems that improve retention, conversions, and profitability, click here to join the Cash-Based Practice Mastermind and get the real-time guidance you need from me and a group of successful practice owners walking the path shoulder to shoulder with you.
What You'll Learn in This Episode * Why many practices have a retention problem disguised as a lead generation problem * How to identify therapists with unusually short plans of care * The connection between patient buy-in and visit frequency * Why clinician expectations need to be clearly defined * How to use the Motivator Index to improve staff performance and patient retention * The role KPIs play in driving clinician accountability * How to coach underperforming employees before considering termination
USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction and Hiring System
One of the most common patterns I see among clinicians turned practice owners is that they struggle to pull the trigger, uncertain key things necessary to build a successful business…
For many that "thing" is hiring … whether their first employee, or even their fifth. It's a process that makes them cringe, and therefore, is often put off way too long.
The schedule is getting fuller. Their responsibilities are growing. They know hiring would likely help them move forward. Yet instead of taking action, they find themselves stuck in a cycle of hesitation.
Not because they are lazy.
Not because they lack ambition.
But because hiring feels overwhelming.
In this episode, I coach a Mastermind member who finds herself in exactly that situation. Her practice is growing, her responsibilities are increasing, and she knows she probably needs to hire. The problem is that when she thinks about recruiting, onboarding, management, payroll, and everything else that comes with bringing on an employee, the entire process feels so daunting that she ends up doing nothing instead.
Hiring does not have to start with your dream full-time clinician. Sometimes the smartest move is learning how to attract, evaluate, and onboard the right person for the next small role first.
If you want a deeper step by step system for that process, my "How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians' Schedules With Patients As Quickly As Possible" Masterclass walks through how to attract better employees, onboard them so they add value quickly, and manage them in a way that actually supports growth.
And before you leave this page, make sure you scroll down and grab this episode's free resource, The Ultimate New Employee Onboarding Resource Guide. Most hiring advice focuses heavily on recruiting and interviewing, but what happens after someone joins your team can have an even bigger impact on whether they become a successful long-term employee.
What You'll Learn in This Episode * Why hiring often feels much bigger than it actually is * The mindset trap that keeps many owners stuck in solo practice * How to use "baby steps" to make intimidating business decisions easier * Why your first hire does not need to be a full-time clinician * How small hires can create significant growth opportunities * The hidden risks of remaining the only revenue producer in your business * A practical way to start building a team without feeling overwhelmed
USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction and Hiring System
If you are hiring in your practice right now, or know you eventually will be, this is an incredibly important conversation.
Because the hiring landscape has changed dramatically over the last few years.
Gone are the days where most private practice owners could simply post a job on Indeed and get flooded with great clinician applicants. In most markets now, that just is not happening consistently anymore. And honestly, I'm seeing this everywhere through my coaching clients across the country and internationally as well.
This episode came from a conversation inside my Mastermind program with a practice owner who suddenly found herself with a waitlist, a surge of referrals, and the realization that she needed to hire much sooner than expected.
The problem?
She had never hired before.
And that combination of growth, urgency, and uncertainty is something I see all the time with practice owners.
In this episode, I walk through the exact strategies I'm using inside my own practice right now to attract significantly more clinician applicants in a market where many owners are struggling to get any at all.
And make sure you scroll down to grab the free resource for this episode. It gives you the step-by-step process I'm using to get job posts in front of clinicians who are not actively searching on job boards, including how to use boosted social posts to dramatically increase visibility and applicant flow.
What You'll Learn in This Episode * Why Indeed and traditional job boards are no longer enough by themselves * How to get your job posts in front of clinicians who are not actively job searching * The exact social media boosting strategy I'm using to generate clinician applicants * Why networking and recruiting must become an ongoing part of running a practice * Creative places to recruit clinicians outside traditional hiring platforms * How to position your practice as a premium opportunity for clinicians * Why hiring systems matter even if you are "just trying to maintain"
USEFUL INFORMATION: Check out our course: Attraction and Hiring System
Most practice owners dramatically underperform at local events.
They show up with a table, maybe do a few injury screens, collect some emails, hand out some flyers… and then wonder why almost nobody actually becomes a patient afterward.
But the problem usually is not the event itself.
It is the strategy used by the practice owner and their team.
Because when you have a concentrated group of your target market standing in front of you for hours at a time, that should absolutely turn into real patients, referral relationships, and long-term revenue opportunities for your practice.
This episode is essentially a mini masterclass on how to do exactly that. I walked one of my Mastermind members through the specific frameworks, conversations, positioning strategies, and conversion tactics that turn event interactions into actual cash-pay patients.
And you can scroll down for a much more detailed checklist of everything you need to do to generate the most cash-pay patients possible.
What You'll Learn in This Episode * Why most local events fail to generate meaningful patient conversions * The exact, proven structure for event injury screens * How to guide conversations toward emotional buying triggers * Why booking people on the spot changes conversion rates dramatically * How to create event offers without sounding pushy or overly salesy * The role urgency and scarcity play in event-based offers * How to use lead magnets and giveaways more strategically, to generate business for years to come.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Most practice owners think hiring problems begin after the employee starts.
Usually, they begin during the interview.
Because the wrong admin can sound amazing in a conversation. They can be friendly, confident, experienced, and still end up becoming one of the biggest operational headaches in your business.
That's especially true in a Cash-Based practice.
This model requires a very different type of front desk team member than most traditional Insurance-Based clinics are used to hiring…
The communication responsibilities are way higher. The ownership level must be higher. The ability to follow scripts, handle feedback, and help guide patients through a sales process matters far more than most owners realize.
If your interview process doesn't identify those qualities and skills, you'll pay for it later through poor conversions, operational chaos, and a schedule that has way more gaps than it should have.
And if you're interested in my recruiting, hiring, and interviewing system that automates the filtering out of bad candidates who might otherwise talk their way into your business, check out "The Automated Talent Attraction and Hiring System"
What You'll Learn in This Episode * How to identify the characteristics that matter most before hiring * Why many experienced medical receptionists fail in cash-based practices * The biggest interview mistakes most practice owners make * How to ask questions that expose red flags quickly * Why coachability matters more than experience * How to use AI to generate the best interview questions to identify the best fit for a specific role you're trying to fill * How to determine if you are ready for full-time administrative help
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most practice owners who start their practice as a side hustle, don't struggle because it's not a good model/approach. They struggle because it when it really starts working, and they don't know when they can safely stop splitting their time, cast away the employment safety net, and do a cannonball into full-time practice ownership. (I used to be a springboard diver so I'm always pumped when I can make a diving reference)
In this episode, you'll hear a real conversation inside my Mastermind with a practice owner who hit her first five-figure month while still only working part-time in her side hustle. We walk through the deciding factors and numbers to look at to help make the decision of: when it's time to let go of the side job and go all in?
And as a wonderful bonus in this episode, two other Mastermind members share their story of starting out, in very difficult circumstances, and give added advice and inspiration I think everyone out there should hear.
P.S. If this conversation and the advice and support this practice owner received resonates with you, I've got something special for you this weekend… If you want real-time coaching, support, and feedback from me and a group of Cash-Based practice owners who are building and growing alongside you, click here to join the Cash-Based Practice Mastermind. Upon checkout, use the promo code Mastermind50 to get 50% off your first month. (promo ends Monday night!)
What You'll Learn in This Episode * How to know if your side hustle is ready to become your full-time practice * Why revenue alone is not the only number that matters * How to evaluate the real risk of leaving your side job * Why staying part-time can become the thing holding you back * What other practice owners experienced after finally going all in
USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND
If you don't have at least a 6-12 month follow-up system for patients after discharge, you're leaving a lot of money on the table.
Most practices either don't follow up at all, or they send one message a few weeks later that says something like, "Just checking in to see how you're doing." The intention is good, but the message is too easy to ignore. It doesn't remind the patient what they accomplished, it doesn't ask a specific question that commands a response, and it doesn't create a clear path back onto the schedule if they need help again.
That's what this episode is about.
I'm walking through the exact post-discharge follow-up system we use in my own clinic to stay in front of patients for more than a year after they finish care. It's simple, repeatable, handled by staff, and it helps us reactivate patients almost every week.
What You'll Learn in This Episode * The 13-month follow-up structure we use after discharge * How to write follow-up texts that actually get responses * What to say when patients reply that they are still doing great * What to say when patients have lost progress and need to come back in * How to avoid follow-up automation mistakes when patients return to the schedule
USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND
If you use social media in your practice and it takes a lot of time and/or doesn't generate many actual patients, then this episode is for you. The appeal of AI is obvious for this delima: it can save time, speed up content creation, and help you get more mileage out of what you already produce.
But there is also a real risk here, and it is one a lot of practice owners are starting to run into. When AI is used too heavily or too lazily, your content starts to feel generic, impersonal, non-human, and easy to ignore.
That is what this episode is really about.
It is not about whether AI is good or bad. It is about how to use it in a way that makes your marketing more efficient without stripping out the human quality that actually builds trust and gets people to pick up the phone or DM your practice.
What You'll Learn in This Episode * Why fully AI-generated social media content often underperforms * How to use AI to save time without losing authenticity * How a few simple videos can become weeks of useful content * What still needs to stay human if you want social media to actually generate patients
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Most practice owners don't just struggle with hiring these days...
They struggle with what happens after hiring.
Because once someone is in the role, a new tension shows up if you're not a seasoned manager/CEO:
Am I asking too much? Am I not being clear enough? Am I giving too much constructive criticism… or not enough?
And underneath all of that is a bigger fear:
"If I push too hard, I might lose them."
This episode tackles that exact problem.
Not from theory.
From a real scenario inside one of my coaching calls, where a practice owner is trying to manage a part-time admin and isn't sure if the issue is workload, communication, or competency.
What You'll Learn in This Episode * How to determine whether your employee is overloaded—or underperforming * Why a lot feedback fails to instill your desired change (even when it's accurate) * How to give feedback in a way that actually gets implemented * A simple weekly meeting structure that eliminates constant micromanaging * How to decide when to train more vs. when to replace
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If the word sales makes you—or your staff—feel uncomfortable…
You are not alone.
It's one of the most common mental barriers in cash-based practice.
Clinicians feel it. Admins feel it. Receptionists feel it.
And unfortunately, that discomfort quietly crushes growth.
Because if you don't feel good about selling, you won't do it well. And if you don't do it well, fewer people say yes. Fewer people stay on schedule. And more people drift away before they get the help they actually need.
That's what this episode is about.
Not cheesy persuasion. Not manipulative scripts. Not becoming someone you're not.
This is about reframing sales for what it actually is in a Cash-Based practice:
Helping people make the decision that is best for them.
P.S. This episode comes from my in-network / partially in-network Forum group, which is a 12-month program for practice owners who want to drop low-paying contracts and/or simply increase their cash-pay revenue at the lowest possible risk. We're about to begin enrolling the next cohort, and if that sounds like something you'd want to explore, you can email me at jarod@drjarodcarter.com to learn more.
What You'll Learn in This Episode * Why discomfort with sales is one of the biggest hidden barriers to success in the Cash-Pay model * How to reframe selling so it feels ethical, clear, and aligned with patient care * The mindset shift that helps clinicians and admins stop resisting sales conversations * Why "selling to serve" is the only frame that matters * How to talk to your staff when they feel weird, hesitant, or resistant about selling
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
When the schedule softens, most practice owners do the same thing.
They panic. They think, "I need more leads." They start chasing brand-new people.
But that's usually not the fastest move.
Because when you need results quickly, the smartest question isn't:
"How do I get more strangers to find me?"
It's:
What's the lowest-hanging fruit to get the result I want?
That's what this episode is about.
You'll hear me coaching a practice owner who was in the middle of a slowdown while also making a major transition out of network and dropping a big payer. And instead of reaching for the most complicated solution, we focused on the fastest one.
Not more noise. Not more random tactics. Just a better filter for making decisions when the pressure is on.
What You'll Learn in This Episode * Why "what's the lowest-hanging fruit?" is one of the best questions you can ask when revenue dips * Why reactivating past patients is often faster and easier than chasing brand-new leads * How to use calls, texts, and email together when you need to fill gaps quickly * Why one follow-up attempt is almost never enough * How to think more strategically when your practice hits a slowdown
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Episode 300 feels like a good time to zoom out.
I started this podcast back in 2014. It was the first podcast on this topic of Cash-Based practice. Since then, I've had a front-row seat to startup clinics, multi-location operators, practice owners who were barely hanging on, and practice owners who were absolutely crushing it.
And when you watch enough practices long enough, patterns become impossible to ignore.
Some things keep working. Some things quietly stop working. Some new opportunities show up fast. And some threats build slowly until they start crushing the people who weren't paying attention.
That's what this episode is about.
Not one tactic. Not one trend. A high-level scan of the Cash-Based practice industry in 2026 and what's likely to happen in the near and distant future.
What You'll Learn in This Episode * Why niche positioning matters more than ever in a crowded Cash-Based market. * Why the human element is becoming more valuable as AI-generated marketing spreads. * How operational excellence has overtaken marketing as the real differentiator. * What is quietly failing in tech, hiring, and leadership. * How AI search is changing the way patients find clinics, and what you can do now to get AI to suggest your clinic over others. * What parts of healthcare are most vulnerable to AI and robotics, and what will stand the test of time… Listen to find out which side your practice currently sits.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Most Cash-Based practice owners approach referral source networking the same way… They imply they'll "send patients" to the prospective new referral source, and they hint at a partnership that (if we're being honest) they can't actually sustain.
Because if you're trying to build 10–20 referral relationships, you cannot send everyone patients. It's not realistic. And the physician/clinician knows it.
So the real question isn't:
"How do I get them to refer to me?"
It's:
How do I walk in with something that makes them glad they met me and makes them look good for sending patients my way later?
If you want referrals that actually stick, you lead with value first, but that value is not simply the promise you'll try to send them patients as well.
What You'll Learn in This Episode * Why "I'll send you referrals" is the fastest way to sound like everyone else * The simple "what's in it for them?" filter that makes referral relationships sustainable * What not to do on the first visit (and why asking for referrals early backfires) * How to use a simple one-page resource to earn trust and trigger referrals over time * Why the fortune is in the follow-up, and how to actually stay consistent with it
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Drop-offs happen.
Even if you run a tight ship… even if outcomes are strong… even if you've trained your team well…
People still drift.
They hit 70% better, and justify to themselves that they feel "good enough". They get busy. They tell themselves, "I'll just stay consistent with my home program." And suddenly you've got gaps in the schedule that didn't need to be there.
This episode is about what to do when that happens.
Not theory. Not fluff.
A simple, repeatable follow-up process that gets people back on the schedule at a high level—using the right cadence, the right channels, and the right messaging.
What You'll Learn in This Episode * How frequently to follow up (and how many total attempts) to maximize reactivations * Which channels work best (text vs email vs voicemail vs phone call) and how to combine them * Who should own the follow-up: admin vs clinician—and when to switch gears
The exact wording that gets replies by tying progress to goals, urgency, and "don't lose momentum" framing
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
A lot of practice owners don't lose revenue because of ineffective marketing…
They lose revenue due to slow lead follow-up and weak conversions.
And sometimes I even come across those that don't follow up with every lead because they/they're staff think "we're too busy" … THE HORROR!
In this week's episode, you'll hear a slightly different flavor of my coaching, and it applies to both fully Cash-Based practices AND In-Network practices trying to increase Private-Pay revenue.
The practice owner I'm coaching has a practice that is:
- Busy
- On a waitlist.
- Currently about 60% in-network pts, and 40% cash-pay pts
- Getting "more leads than we can handle" through his PatientSites website.
And still not maximizing cash-Pay growth.
Because leads weren't being followed up with immediately — and when they were, they weren't being handled strategically.
Primarily because leads weren't being followed up with immediately — and when they were, they weren't being handled strategically to maximize conversions of those that would be higher-profit, self-pay patients. Pre-PS: If you are still In-Network with any insurances and want to increase your Cash-Pay revenue (like this episode's coaching client) — whether that involves dropping contracts or not — I have a 12-month program designed specifically to help you accomplish that, and we're starting a new cohort in a few months.
If you'd like to add your name to the interest list and get more details, email me at jarod@drjarodcarter.com
What You'll Learn in This Episode * Why "we're too busy to follow up" is one of the most expensive beliefs in private practice * The response-time benchmarks that every practice should place on lead follow up * When it's actually quite important for the practice owner to personally handle discovery/consult calls (temporarily) * How to structure receptionist-to-clinician handoffs for higher Cash-Pay conversions * Why generic business advice on Podcasts and Youtube often fails miserably when applied to your specific practice and situation
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most Cash-Based practice owners don't struggle to get interest.
They struggle to turn interest into commitment.
You run or participate in an event that is filled with your ideal prospective patient... You offer free screens or discounted consults. People seem excited, but then they say things like, "I'm going to try this on my own," or "I want to see how I do with the exercises," or "Let me think about it."
This episode tackles why that happens and how to stop it.
It's pulled straight from a live Mastermind coaching call, where a practice owner finally started booking people from events, but then realized that converting those event leads required a different strategy than referrals or full-price evals.
What You'll Learn in This Episode * Why giving too much treatment, home program, or results too early quietly kills conversions * How to pre-frame consults so patients don't default to "Let me see how I do with these exercises" * The difference between "educating" and creating buy-in in a first visit * How to create a strong "wow" factor without accidentally making people cancel * What to say so that patients commit, without you feeling pushy or salesy
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most Cash-Based practice owners don't fail because they lack effort.
They fail because their effort is scattered.
They're busy all year. They're solving problems constantly. They're reacting instead of directing.
And when December rolls around, they realize they worked hard… but didn't intentionally build the business they actually want.
This episode is about fixing that.
Not with a complicated planning system. Not with endless spreadsheets.
But with a clear, executable strategic plan that keeps you focused on exactly what matters—and guides you step-by-step to accomplishing your goals If you didn't catch last week's episode on The Year-End Review Process That Actually Grows Your Cash-Based Practice and extract the insights that actually matter, you may want to start here—because this strategic planning process builds directly on that foundation.
What You'll Learn in This Episode * The three questions that expose where growth is actually being blocked * How to set targets your current team can realistically hit (or know what changes are necessary to get there) * Why most strategic plans fail within the first quarter * How to turn planning into execution and results, rather than a waste of time
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
As a new year begins, most practice owners feel like they should "plan better" than they did last year.
But here's the problem: Most annual reviews are so complex that they never actually get finished and often focus on things that don't really move the needle for a cash-based or mostly OON practice.
In this episode, I walk through a practical, real-world approach to reviewing your year and designing the next one — without chasing someone else's version of success or spending time/resources on things that don't make a big impact.
This isn't about arbitrary benchmarks or grinding harder… It's about building a Cash-Based Practice that supports your life, priorities, and definition of success.
What You'll Learn in This Episode * Which KPIs actually matter in a cash-based model * How to evaluate revenue, expenses, and growth honestly * Why "good revenue" can still hide serious problems * How to turn a year-end review into a clear plan for the year ahead
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
As the year winds down, most practice owners feel the pull to "look back" and "plan ahead."
But too often, that process turns into either a surface-level glance at revenue—or an overwhelming spiral of things you should have done better.
That's not helpful. And it's not how you build a practice that actually supports the life you want.
In this week's episode, I walk through a more grounded, intentional way to review the past year and plan the next one—starting with a question most business owners skip entirely:
What does success actually mean to you?
Because if you don't define that first, you're shooting in the dark, and your KPI's and goals could be leading you in the wrong direction.
What You'll Learn in This Episode * Why success must be defined before reviewing any numbers * How to review the past year without burnout or self-judgment * Which key performance indicators actually matter in a cash-based model * How to use a SWOT analysis in a practical, non-overwhelming way * How to turn insights into a realistic plan for the year ahead
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
A lot of Cash-Pay practices are doing something very smart right now.
They're using entry-point services to get new customers in the door… things like specialty services and modalities (like shockwave therapy, red light sauna, etc), performance-based training, etc.
And it works…
Ads convert. Promotions fill schedules. New Patients and Revenue comes in.
But here's the problem I keep seeing in most practices doing this …
They struggle to get these new customers to say 'yes' to everything else that could benefit them.
For example: pretty much everyone who would benefit from shockwave to speed healing, could benefit even more by getting physical therapy along with the shockwave.
Patients come in for one thing. They buy one thing. They leave … even though they clearly need more.
Today's episode is about fixing that.
Specifically, how to use a brief, intentional assessment and conversation process to help patients see what they actually need, and eagerly say yes to it.
Before you click over to the episode, a quick announcement: I'm hiring at my clinic in Austin and could really use your help. If you know any skilled manual physical therapists in Austin (or who might want to move to Austin) who would love to be paid really well to treat every patient 1-on-1 for a full hour, PLEASE forward this to them or send me an email at Jarod@CarterPT.com.
Click here to see the job post and apply.
What You'll Learn in This Episode * Why entry-point services create a lopsided schedule, overloaded with clients Not getting your core service, and how to avoid that * How to use a short assessment to open patients' eyes * The exact language that links services to real outcomes * How to eliminate "I just want this one thing" patients * Why setting expectations early increases commitment and retention
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
When most clinicians think about scaling, they picture working more hours, taking on more risk, or grinding harder than ever.
Jonathan Parr took the opposite path.
He built a multi-location, seven-figure, cash-based practice by focusing on a niche most practice owners avoid… and by building systems that made growth predictable instead of overwhelming.
If you've ever wondered whether mastering a niche, developing your team, and creating actual freedom is possible in today's environment…
…Jonathan's story is proof that it is.
What You'll Learn Today * How Jonathan built full caseloads in two cities by focusing on an underserved population * The training process he uses to turn new grads into highly skilled niche clinicians * Why retention skyrocketed once he redesigned schedules, caseloads, and benefits * How his internal systems naturally evolved into globally purchased online programs * The mindset shift that helped him stop doing everything himself and step into leadership
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
As insurance companies steadily cut Out-of-Network benefits and reimbursement, many Cash-Based practices are really feeling the impact.
Patients who once received 40–50% back from self-claims suddenly get zero, and some respond with: "I just can't afford this anymore. I need to use my insurance."
It's frustrating. It feels out of your control. And yes—this trend is growing nationwide.
But here's the part most practices NEVER realize:
You can win back a lot of these patients—if your follow-up strategy is airtight.
That's what this episode breaks down.
Before you do though, a quick announcement: I'm hiring at my clinic and could really use your help … If you know of any skilled manual therapists in Austin (or who might want to move to Austin), who would love to be paid really well to treat every patient 1-on-1 for a full hour, PLEASE forward this opportunity to them. You can click HERE to see the job post and apply.
What You'll Learn Today * Why insurance reimbursement is dropping for Out-of-Network claims * How to re-engage patients who left due to insurance changes * The exact follow-up script I use * The #1 mistake clinics make that destroys retentionHow to automate patient tracking so no one slips through the cracks
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Competition in the Cash-Based PT world is rising—fast.
If it feels like new Private-Pay practices are popping up every month in your area, you're not imagining it. Clinicians are leaving insurance jobs, jumping Out-of-Network, and launching Cash-Based practices at the fastest rate we've ever seen.
So here's an inconvenient truth:
Longer, One-on-one sessions are no longer a differentiator.
Every cash practice offers that now.
So in this episode, I walk a Mastermind member through how to stay confident, stay full, and stay ahead—without burning out or obsessing over competitors and the things they can't control or influence.
What You'll Learn Today * The 3 things every practice MUST excel at to outcompete in 2026 * Why obsessing over new competitors only slows your growth * The mindset shift that top owners use to stay motivated * The #1 differentiator in a market full of long one-on-one sessions * How to create a culture that patients never want to leave
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Every practice owner wants consistent, predictable revenue—and the best way to earn this are patients who keep coming back because you continue to transform their life, and they truly value what you provide.
That's exactly what continuity and maintenance memberships can create.
In this episode, I walk through the most effective strategies for getting more patients to say "yes" to your ongoing care memberships—without feeling salesy or pushy, or offering them anything that wouldn't be of significant value to them..
And since this episode releases right around Halloween, I'll start with a quick personal update. 🎃 Our twins, Adelaide and Gray, were a mummy and a pharaoh this year. They're seven and a half now—getting funnier, cuter, and more physically independent every year.
Many longtime listeners know they both have Spinal Muscular Atrophy (SMA), and their journey inspired much of the neuron regeneration research and philanthropy I'm now deeply involved in.
We're currently funding neural repair experiments through Dr. David Sinclair's lab at Harvard, exploring ways to reactivate healing in damaged neurons using cellular reprogramming techniques. The early cell reprogramming animal studies in his lab have been incredibly promising, showing up to 5x improvement in neuron repair.
If you'd like to stay updated—or support this mission—visit NeuronRegeneration.com or NeuronRegeneration.com/donate.
Alright… now let's talk about how to make your memberships as successful as possible.
What You're Getting Today * My point of view on the "We don't want lifelong patients" mindset The easiest, most natural ways to present memberships during care * How to plant seeds early in the POC that lead to more "yeses" * A free download of the exact emails and texts one of my Mastermind member used to generate $34K from memberships in a single campaign
For the full framework and to download those done-for-you templates, visit HERE.
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Mastermind
If you've ever wondered whether niching down could really accelerate your practice growth, this episode is your answer.
I sat down with longtime Mastermind member Danielle Vernon, founder of Scolio Austin, to talk about how she built a thriving Cash-Based practice around a single, underserved niche—and turned it into a referral-generating machine.
From starting out in her home clinic to building a 2,200-square-foot specialty practice, Danielle shares the exact steps, lessons, and mindset shifts that helped her go from burnout in traditional orthopedics to fulfillment and freedom in a Cash-Based niche.
What You're Getting Today * The real-world story of how niching transformed one PT's practice * The simplest (and most overlooked) marketing tactic that filled her schedule * How she turned physician referrals around—and got doctors inviting her to lunch * Lessons learned from a decade of building a cash-based specialty practice
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If you treat (or plan to treat) Medicare beneficiaries in a Cash-Based model, this week's short but crucial podcast episode is for you.
There's a lot of confusion about about the topic as a whole, and even more confusion when it comes to allowing or not allowing self-claims in the scenarios of:
- "Medicare as a secondary"
- Medicare as primary, but having a private insurance as a secondary"
- and "Medicare Advantage plans"
In this episode, I walk through real-world scenarios and answer the questions I get most often inside the Mastermind about how to safely handle self-claims and cash-pay situations in the above scenarios, as well as when a beneficiary has Medicare Part A only (not Part B).
What You're Getting Today: * The key Medicare scenarios every cash-based PT should understand * When self-claims are allowed (and when they absolutely aren't) * A free Medicare and Cash-Pay PT Quick Start Guide to help you avoid costly compliance mistakes
For all the details on this topic, make sure to download the free Quick Start Guide HERE.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most social-media tactics come and go. The algorithm changes, trends fade, and what worked three months ago might be dead today.
That’s why I rarely create public content about social-media marketing—because most of it isn’t evergreen.
But in this episode, I share the one approach that always works to generate real patients, no matter the year, the platform, or the algorithm.
What You’re Getting Today * The evergreen framework for turning social followers into real patients * How to structure every short-form video so it actually produces leads * A free downloadable checklist for executing the system step-by-step
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
…Patients who show up for the eval, and never come back.
They book once, and at the end of the first appointment: “I’ll just see how I do with these exercises.” Or “I need to watch my expenses, so I’m gonna try an in-network clinic.”
Sound familiar?
In this episode, I coach a Mastermind member through this exact issue—and share the exact scripts I use to keep patients committed, from eval all the way to discharge.
What You’re Getting Today * The common mistake that drives patients away after the eval * Simple scripts to keep patients from “testing the waters” at home * A free resource: three done-for-you scripts that turn hesitant prospects into fully committed patients
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Let’s face it: insurance companies aren’t just screwing over private practices… they are pulling the rug out from under our patients as well.
Once upon a time, they’d file a self-claim and get 40–50% back.
Now? Quite often it’s Zero.
That means more and more patients—sometimes even loyal ones you’ve treated for years—are saying, “I can’t afford this anymore. I’ll try in-network.”
Painful. But here’s the truth: while you can’t stop this trend completely, you can win back a surprising number of these patients—if you have the right follow-up systems in place.
What You’re Getting Today * The hidden trap that causes patients to slip away for good * The system my practice uses to follow up and win them back * A free follow up spreadsheet + video training to plug into your own practice, and never let a winnable. Grab your free guide here. * Lead/patient slip through the cracks again
USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MARKETING INTENSIVE
Every practice owner faces this at some point: you’ve got a great clinician, but their patients are dropping off way too early. You’ve given them the scripts, the strategies, the playbook… and yet nothing changes.
It’s frustrating—and it threatens both your revenue and your reputation.
Here’s the truth: most practice owners assume their staff are primarily motivated by money or job security. But often, that’s not the case. If you don’t figure out what really drives each team member, you’ll never unlock their full potential, get buy-in and compliance with your instructions —or reduce those costly drop-offs.
This week’s episode will show you exactly how to do it.
What You’re Getting Today * The hidden trap: why money isn’t always the motivator * The fix: tie desired behaviors to what your staff value most * A free tool: The Motivator Index to uncover your team’s real drivers. It is a one-page tool your team completes to rank what drives them. Use it in hiring and with current employees to tailor coaching, boost follow-through, and reduce patient drop-offs. It’s the same tool I use in my practice, and it will change the way you lead. Grab your copy here.
3 Ways I Can Help You Scale Without Burning Out 1. Cash-Based Practice Freedom e-Course 2.0 A proven blueprint for landing cash-pay patients whenever you want. This course gives you every script, process, and resource I’ve used (and coached 1000+ practice owners through) to build highly profitable, insurance-free practices. Check out the Course here. 2. Cash-Based Practice MastermindIf you want to double your profit per patient and build the practice of your dreams, without relying on greedy insurance companies, this is your best opportunity. Weekly live coaching, an interactive community, and a members-only portal give you the accountability and clarity to reach your goals without wasting years. Check out the Mastermind here. 3. How to Answer “Do You Take My Insurance?”This one-hour masterclass shows you how to grow your practice through headache-free hiring and smart leadership. You’ll learn how to attract and onboard stellar employees, manage them like a CEO, and quickly get their schedules filled—so you reduce drop-offs and keep your team motivated to perform at their best. Check out the Masterclass here.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind
Most clinics don’t fail because they’re bad at treatment—they stall because their tools don’t talk. EMR here. Scheduler there. Email somewhere else. A texting app. A CRM you meant to set up “one day.”
In the gaps between them?
Patients and leads fall through.
This week’s episode gives you a simple, durable way to fix it—without another fancy platform, without months of setup, and without you doing more.
What You’re Getting Today * The hidden trap: Platform sprawl → missed follow-ups → lost revenue * The fix: A single Google Sheet + one “quarterback” to run it * How to scale it: SOPs your whole team can follow * Your next step: Grab the free Sheet + video walkthrough that can completely transform your follow-up process—and the impact you have with your practice. The Lead Management and Patient Follow-up Tracking Sheet and Training is the same tool I use in my own clinic. It makes it easy to track follow-ups, set timely reminders, and stay top-of-mind with the people most likely to say yes down the road—so no one, and no revenue, slip through the cracks. Grab your copy here.
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
If your cash-based practice is still a side hustle—or you're flying solo—this episode is your wake-up call. You're stuck in the Yo-Yo Schedule Loop: feast, famine, hustle back up… rinse, repeat.
Been there. Done that. And trust me, it’s not sustainable. But today, you’re getting the roadmap out. Ready?
What You're Getting Today: * The hidden trap that's burning out solopreneurs * Three shifts that anchor your schedule—so you stop riding the rollercoaster * Science-backed proof these moves actually work
Your next step: grab the free “22 Best Sources of Cash-Pay Patients for Physical Therapy Practices” guide HERE. Your cheat-sheet for building patient-generating assets that compound.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
What if there were an easier way to unlock an extra stream of revenue in your practice — one that doesn’t require new certifications, long hours, or complicated marketing funnels?
The truth is, most cash-based practice owners already have everything they need to spark a steady surge of income… they just haven’t tapped into it yet. With a few simple steps, you can reactivate past patients, fill your schedule, and add thousands in additional revenue — all without changing the way you care for people.
In this week’s podcast, I reveal a strategy that can add five figures of cash-pay revenue to your practice every single year — with just 30 to 60 minutes of planning each quarter. And here’s the kicker: most (if not all) of it can actually be handled by your staff.
If you’re willing to trade three or four hours of your team’s time for an extra $10K+ in revenue (and a whole lot more impact), you need to hear this.
To make it even easier, I’ve created The Seasonal Promotions Email Bundle — two proven campaigns with plug-and-play templates. Just drop them into your system, send them out, and watch old patients reactivate while new ones raise their hands. Grab your free copy HERE and put it to work in your practice. USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
This week, I had the chance to interview my longtime client (and now good friend) Jim Palmer, a PT in New York City who built a completely mobile, cash-based practice that he has grown to multiple clinicians and multiple services outside of PT.
Jim had worked the gamut—staff PT, clinic manager, clinic director—and like so many therapists, he felt handcuffed. Insurance restrictions, shrinking treatment times, more patients packed into every day. He described it as his “life force being squeezed out.”
But Jim didn’t quit. Instead, he built something different.
In one of the toughest markets in the country—New York City—Jim launched a fully mobile cash-based practice. He started just months before the pandemic, pivoted to virtual PT when the city shut down, and somehow grew through it all.
Today, his practice isn’t just surviving—it’s thriving with a full team of clinicians, concierge services, medical fitness programs, a golf performance arm, and referral relationships with high-level concierge physician groups across Manhattan… In today’s episode, you’ll learn exactly how he did it.
And here’s the part you don’t want to miss: Jim will be hosting a members-only deep-dive training and Q&A in our Cash Practice Mastermind a few days after this blog post is published, where members can ask him anything about scaling, referrals, or running a mobile team.
If you want access to that (and to the kind of support that accelerates your success), you can join us and the rest of the successful cash-pay practice owners HERE for 50% off your first month — just use promo code “AUGUST50” at checkout. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
You’ve probably heard it before.
A new patient consult is going well. They’re nodding along, clearly seeing the value in what you offer. And then, right at the end, you get hit with it:
“I just need to talk to my spouse about it first.”
Or maybe it’s a young college student and their parents are footing the bill.
Either way, the person with the final say—or the wallet—isn’t in front of you. And suddenly, all that momentum you built... slips away. If this sounds familiar, this podcast is a must-listen.
In this week's episode, I answered a question from one of my Cash Practice Mastermind members who runs into this exact situation with young patients—often college students—whose parents still make the final call. But this applies to any scenario where the decision-maker isn’t in the room.
The good news? There’s a far better way to handle these moments—one that keeps the conversation moving forward, engages the right person, and dramatically increases your chances of a “yes”… without ever sounding pushy.
One more thing… Because this episode is all about improving your conversion rates in cash-pay practices, I created a free resource to go with it: Cash-Pay Closing Scripts for Free and Paid Consults. It gives you the exact language and emotional cues to help first-time patients say “yes” with confidence—without ever needing to “sell.”
So make sure to scroll down and grab it for free below.
Let me ask you something: how many of your past patients—who loved your care—haven’t returned, even though they likely still need your help?
Now, what if I told you there’s a proven, powerful, word-for-word way to get them back on the schedule—without feeling pushy or salesy?
In this episode, I’m sharing the exact scripts—yes, verbatim phone and voicemail scripts—used by some of the most successful cash-based practices in the country to reactivate past patients. These aren’t guesses or hunches… these are time-tested, results-driven strategies that have brought patients back through the door months after they stopped care.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
What if I told you the most powerful lead-generation strategy for your practice isn’t something new you need to learn… it’s something you’re already doing?
Too often, practice owners jump from tactic to tactic, chasing that one elusive "secret" to fill their schedules. But the truth is, if something is already working—even just a little—you might be one simple shift away from multiplying its effectiveness tenfold.
On a recent Mastermind call, I revealed a simple mindset shift and some actionable tactics that can unlock more patients without adding anything new to your plate. It’s not about finding the next big thing—it’s about recognizing the hidden goldmine you’re probably already sitting on.
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
There’s a silent killer lurking in most cash-pay practices—and it’s draining your revenue and limiting your impact more than you realize. It’s not poor marketing. It’s not your clinical skills. It’s patient drop-offs—when clients leave before completing their full plan of care. And while it may feel like an unavoidable part of running a practice, the truth is: you can stop it.
In this week’s podcast episode, I share an inside look at our weekly mastermind group coaching call, where I walk through two lesser-known strategies for dramatically reducing drop-offs. These aren’t your typical reminders to “educate more” or “build better rapport.” We’re talking about mindset shifts and strategic adjustments that create long-term commitment, starting before the first visit even happens.
Also, be sure to scroll down and grab my free resource—“3 Simple Scripts That Turn Uncommitted Prospects Into Fully Committed Patients”, that are designed to help you overcome one of the biggest practice killers: uncertain leads who never convert into loyal clients. If you’ve ever struggled with patient retention or getting hesitant prospects to fully commit, this resource is made for you. Scroll down to download your free copy now.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
What if one simple workshop could open the door to a steady stream of your ideal patients?
That’s exactly what happened to one of our Mastermind members when a local running store offered him the chance to host a few workouts for their customers.
Sounds like a perfect opportunity, right? But here’s the real kicker…
You don’t need to sit around waiting for opportunities like this to land in your lap.
In this episode, I walk you through exactly how to turn a simple idea, like leading a workshop, into a powerful strategy for attracting new patients and building strong local partnerships.
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
If you’re still dealing with no-shows for your evals or drop-offs after the first visit… this one’s for you.
In this episode, you’ll get a set of surprisingly simple but incredibly powerful strategies that you can plug right into your pre-eval onboarding processto ensure that when a new patient walks through the door, they’re already pre-framed to say “yes”…
Yes to their plan of care…Yes to staying committed till they’ve reached their goals … And yes to referring their friends and family.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If you’ve ever wondered why some consultations turn into loyal, long-term cash-pay patients—and others don’t—this episode will give you the missing pieces you may not even realize are missing.
Whether you're brand new to running free discovery sessions or you’ve done hundreds, there are subtle (but powerful) tactics that can drastically improve your conversion rates and long-term retention. And best of all, many of these are not commonly taught.
In this short but value-packed episode, I share rarely-discussed insights pulled from a previously recorded mastermind coaching call—captured right after a deep-dive walkthrough of the discovery session process. These aren’t just theories… These are real-world tactics I’ve taught and used with cash-based practice owners across the country to help them consistently convert more consults, retain more patients, and grow thriving, profitable practices. USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
Have you ever felt like you were doing everything in your practice—and that it still wasn’t enough?
Maybe you started your clinic because you love treating patients, not because you wanted to become a business owner. But as your caseload grew and burnout crept in, you realized something had to change.
If that resonates, this episode will speak directly to your journey.
I sat down with Jennifer Chu, pelvic health physical therapist and founder of ITR Physical Therapy in the Washington, DC area. What started as a solo practice born out of a passion for one-on-one care has evolved into a thriving, two-location business with seven providers and over seven figures in annual revenue—all in a cash-based model.
Jennifer didn’t set out to build a large company. In fact, she resisted growth for years. But when COVID forced her to pause and reflect, a mindset shift opened the door to something greater: a mission-driven team helping more patients than she ever could alone.
If Jennifer’s story inspires you and you want to learn how to build or scale a purpose-driven, cash-based practice of your own, click HERE and join her in the Cash-Based Practice Mastermind. You’ll get the chance to connect directly with her, me, and a supportive group of fellow practice owners. Use promo code MAY2025 to get 50% off your first month.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If you're all about making every effort have maximum positive impact on your Cash Based Private Practice, this episode is for you…
Whether you're writing blogs, filming short videos, or giving live presentations, there's a low-maintenance way to turn that effort into long-term visibility, higher rankings, and consistent new patients.
In this episode, I walk you through a proven system that transforms a single piece of content into a multi-platform, lead-generating machine—without requiring more time or complexity.
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
If you’ve ever asked yourself, “What numbers should I actually be tracking in my practice?” — this episode is a must-listen.
I’m pulling back the curtain on the exact KPIs (Key Performance Indicators) I track with my team every single week — and showing you how these small, consistent habits have made a massive impact on everything from lower cancellation rates to higher reactivations, more Google reviews, and, of course, better revenue.
You’ll also get a behind-the-scenes look at how we structure our weekly staff meetings — including the simple agenda we follow that keeps everyone aligned, motivated, and moving toward practice goals.
This episode is short, but incredibly powerful. And it’s actually pulled straight from one of my mastermind coaching sessions, where I share the real-world systems that are helping practice owners across the country grow their dream practices faster (and with fewer headaches).
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
If you’re ready to stop losing patients you’ve already worked hard to win — and start filling your schedule more easily — this podcast is a must-listen.
In this week’s episode, I break down exactly how I approach reactivating patients without being pushy — using a simple system of texts, calls, emails, and even direct mail that keeps our schedule full and our patients feeling cared for. You’ll learn how to plug the hidden profit leaks in your practice and why your past patients are your most powerful growth strategy. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Are your billing habits silently sabotaging your practice?
If your cash-pay patients aren’t receiving the maximum possible reimbursement from their insurance via your superbills or out-of-network billing, you could be unintentionally creating friction that costs you trust, retention, and new business. Indeed, I’ve seen this be the very reason a prospective stellar customer never gets started with a cash-based practice—or why some patients drop off before completing their plan of care.
In the episode, I break down the most effective and often overlooked strategies for out-of-network billing, crafting optimized superbills, and making your payment process one that supports your growth.
Listen to this episode to get my powerful free resource which includes a plug-and-play superbill template that meets all insurance reimbursement standards and the exact list of questions I give prospective patients to ask their insurance providers if they’re insistent on checking their out-of-network benefits before starting with you— to minimize them getting talked out of going out-of-network, AND understanding what they’ll get back from self claims as well as the often-higher cost of going in-network if they still have a deductible to hit. USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
Thinking about raising your cash-pay rates but worried that your current patients will push back and new leads will start saying “no”? You’re not alone—but the good news is, there’s a way to do it smoothly without losing business.
In this episode, I’ll walk you through how to increase your prices strategically, so you can stay ahead of inflation, cover rising overhead costs, and pay yourself and your staff better—without triggering mass client drop-offs.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Have you ever had that moment in a conversation where everything is going perfectly? Your prospective patient is engaged, excited, fully bought in… until you mention the price. Suddenly, hesitation creeps in. They need to “think about it.” Maybe they book, but then cancel.
If this sounds familiar, this episode is a must-listen.
There’s a simple way to overcome this objection—using just three words that can shift price-sensitive patients from uncertainty to action.
In this podcast, I share a powerful strategy I learned from sales expert Dave Dee—three words that can turn hesitation into commitment. I break down exactly how to use them in your consultations and how they’ve helped countless practice owners convert hesitant leads into fully committed patients.
Plus, don’t forget to grab your free script resource—a must-have tool to keep hesitant patients engaged and committed throughout their care journey. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If you aren’t converting at least 80% of your leads into cash-pay patients, or if you’re struggling to keep at least 90% of them on schedule until they reach 100% of their goals, then this episode is for you.
In this episode, I deliver a concise yet powerful breakdown of the key strategies to not just get that initial “yes,” but to keep patients committed throughout their plan of care and beyond. The strategies you’ll learn in this episode have helped countless clinicians transform their practices and finally get the vast majority of their leads to say ‘yes’ and continue saying ‘yes’.
USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”
Ever struggle to balance significant family responsibilities with starting/growing your private practice?
Would you like to add new cash-pay services or classes to your existing practice, generating loads more revenue and creating a new stream of patients at the same time? If you answered ‘yes’ to either of those questions, then this episode is a must listen … In this interview, I had the pleasure of speaking with Jennifer Penn, the founder of Create Your Core Physical Therapy. Jennifer transformed her career from nearing burnout to launching a successful cash-based practice, all while building a family of 3 little ones! If Jennifer's story and strategies resonate with you and you’re eager to learn more about building a successful cash-based practice, click HERE and join her in the Cash-Based Practice Mastermind where you can ask her, me, and the entire group any questions you have. Upon checkout, use the promo code ‘MARCH50’ to get 50% off your first month. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
If you struggle to get patients to commit from the beginning to complete 100% of their plan of care, and not drop off schedule once they’re 75% better, this episode is a must-listen… … You’ll also get to hear the story of how I met my wife, and how the strategy I used to get her phone number can also be used to get “Yes’s” to your cash-based services. Plus, if you want the exact high-converting script that you can use with your prospective patients to get maximum buy-in and long-term profit by stopping these drop-offs, listen to the episode and download your free resource now!
If you need to set and raise your cash-pay rates with confidence—while keeping your patients satisfied and avoiding pushback or “No’s” —this week’s podcast is a must-listen.
Pricing your services right is one of the biggest challenges for cash-based practice owners—yet it’s also key to long-term success. Many practitioners struggle with asking for three figures out of pocket, even when they know their services are worth it. If this resonates with you, you’re not alone.
In this episode, we dive into the psychology of pricing, strategies to confidently set and raise your rates, and the key steps to minimize pushback while maximizing profitability. Plus, scroll down to grab the free “Superbill Template” resource to help your patients maximize their insurance reimbursements, making your services even more accessible, and increasing your customer lifetime value…
USEFUL INFORMATION:
Check out our course: How to answer, “Do you take my insurance?”
What if the worst day of your career turned out to be the best thing that ever happened to you? I recently had the pleasure of interviewing Kristen, a pediatric occupational therapist based in Lincoln, Nebraska, who transformed a sudden job loss into a thriving cash-based practice. Within hours of deciding to start her own business, Kristen had already booked her first patient—and she hasn’t looked back since. Her story is a masterclass in resilience, creativity, and the power of knowing your "why."
If Kristen's story resonates with you and you’re eager to learn more about building a successful cash-based practice, click here and join her in the Cash-Based Practice Mastermind where you can ask her and the group any questions you have. Upon checkout, use the promo code Jan50 to get 50% off your first month.
Next, scroll down to watch the full episode and discover the strategies you can apply to your own practice.
Imagine generating over $50,000 in just 4 days—sounds incredible, right? In this episode, I’m revealing how one of my coaching clients achieved this with a simple yet powerful promotion for their clinic’s membership program. The best part? This framework can be tailored to fit any clinic or service-based practice, regardless of your niche, and can be designed and implemented in less than 2 hours.
It is literally so simple to put this in place in your practice, even if you don’t yet have a membership program, and this podcast episode breaks down every step in less than 15 minutes. Plus, scroll down to grab the free downloadable resource packed with the exact texts and emails used to sell these programs and add multiple 5 figures per year in revenue.
These strategies are proven to deliver results, and I’m confident they can do the same for your clinic—don’t wait to get started. Listen to the episode and download your free resource now!
Are seasonal cancellations leaving your practice schedule a bit empty at the end of the year during the holidays? If so, this week’s podcast is for you! You’ll hear about two super easy-to-implement promotions that quickly bring patients in the door to offset a holiday slowdown and ensure you finish the year stronger than ever before.
Also, scroll down to get the exact emails and details so you can implement these promotions with very little of your time.
In this podcast, I explain how to leverage these simple strategies, using specific examples taken from my own cash-based practice. You will learn how to craft promotions that your audience will find irresistible quickly.
USEFUL INFORMATION:
I’ve got a free resource for you: “Seasonal Promotion Done-For-You Email Bundle,” which can help you reduce the typical holiday slowdown in the clinic schedule.
In this episode, I had the pleasure of reconnecting with Jason Racca, who’s come a long way since we first interviewed him. Back then, he was a solo practitioner starting his cash-based practice as a side hustle, navigating the low-risk way to ease into full-time practice. Fast forward to today, Jason’s grown his practice significantly—he now has two therapists, is hiring a third, and in just the past year has created a membership model in his cash-based PT practice that generates over $15,000 in recurring monthly revenue.
Curious about how Jason achieved this remarkable success? Scroll down to watch the full episode and discover the strategies you can apply to your own practice!
Do you struggle with how to develop new referral sources for your cash-based practice? Or do your efforts to reach new prospective referral sources rarely get answered? If you answered yes to either of those questions, you’ll want to check out this video. I share a simple healthcare referral marketing strategy that works, without making you feel like a used-car salesman.
In this week’s video, you’ll hear my favorite tactic to drastically increase your referral source network, without all the awkwardness, cold calling, or uncomfortable conversations. You’ll learn how to cultivate referral sources who are happy to send you cash-pay patients.
If you’re looking for a free, easy, and powerful way to attract more cash-based patients to your practice, this episode is for you. A steady stream of positive online reviews can be a game changer for a cash-based practice, helping boost your visibility, build credibility, and get interested patients primed to say “yes” to your out-of-network services before they’ve even picked up the phone...
In this episode, I share multiple key strategies to help you increase the number of patients who leave reviews, as well as tips to ensure those reviews attract even more patients to your practice. You’ll learn simple but powerful methods for when and how to ask for reviews, a time-tested follow up process, and a total system that skyrockets the number of 5-star reviews your practice is getting.
Are you eager to attract more cash-pay patients without spending money on ads or costly marketing? You’re in the right place! In this week’s episode, we’re breaking down three powerful strategies to bring new cash-pay patients into your practice—completely free.
These methods are quick to implement and, as a bonus, often attract patients who are already aware that you’re out-of-network. Plus, the way they discover you will likely boost your credibility and make them more inclined to choose your cash-pay services.
USEFUL INFORMATION:
Check out our course: How to answer, “Do you take my insurance?”
When it comes time to ask a prospective patient to say ‘yes’ to your cash-based services, do you feel awkward, uneasy, or even scared?
Do you feel less than 100% confident when offering a plan of care to a new patient?
If you’ve answered yes, then you’re at the right episode, you’re not alone, and there is a solution.
This podcast episode provides a powerful mindset tactic and a consultation script that will infuse you with confidence and leave patients eager to commit to your treatment plan (AND make sure to also grab the free “closing scripts” resource below to supercharge your conversion rates.
Check out our course: How to answer, “Do you take my insurance?”
Starting a business is never easy, but launching a physical therapy practice during a global pandemic? That takes real grit and determination. In this episode, we dive into the incredible journey of Ashlyn Tersigni and Sarah Clayton, co-owners of Clash PT Specialists in Massachusetts. These two physical therapists didn’t just survive the challenges of COVID-19—they built a thriving, cash-based practice from the ground up.
Ashlyn and Sarah’s journey shows that the biggest challenges can spark the greatest opportunities. Their journey through the pandemic and their innovative approach to physical therapy proves that with the right mindset, a strong partnership, and relentless perseverance, you can build a thriving practice no matter the odds.
And if you’d like the ability to pick their brain yourself, scroll down below the video to read how you can do so …
Are you struggling to get more patients to commit to your treatment packages? Or you’d jump on a strategy that increases your conversions by at least 10-20%? In this episode, I’m revealing the biggest mistake practice owners make when selling cash-pay packages—and how to turn it around so patients start saying 'yes'! and begin their treatment journey. Hint: it all comes down to timing.
This approach will not only increase patient acceptance of your packages but also help them take that crucial first step with your practice rather than being overwhelmed by a large price tag and run the other way. Plus, I’ll show you how to apply retroactive discounts to maximize conversions without coming across as pushy or sales-driven.
USEFUL INFORMATION:
Check out our free resource called the “Cash-Pay Treatment Package Calculator,” which simplifies the process of offering retroactive discounts on pre-paid sessions, helping you maximize conversions and patient satisfaction.
In a world where most healthcare practice owners are scrambling to maintain their in-network reimbursement rates, Lilly Bojic took a bold leap in the opposite direction—and it paid off big time.
When I first met Lilly Bojic three years ago, she was at a crossroads—facing the daunting decision to step away from the traditional insurance model and venture into the uncertain world of cash-pay services. Fast forward to today, and Lilly has not only built a thriving, 7-figure cash-based practice but also redefined what personalized, high-end care looks like in physical therapy, and how it can provide “$50K days” and serve patients for life rather than just short term plans of care..
In this episode, Lilly and I take a deep dive into her remarkable journey, exploring the bold decisions, the challenges, and the strategies that led to her successful transition out of network.
Are you ready to unlock an additional 5-10% revenue in your practice?
Think of a thriving clinic where cancellations are minimal, patients are more committed, and your bottom line is stronger than ever. In this episode, I dive into a mini-masterclass that could transform how you manage your practice and help you increase revenue and improve efficiency.
With insights drawn from one of my mastermind coaching sessions, I reveal how one practitioner was shocked to discover a 20-25% cancellation rate—a figure that’s far too high. In this podcast, I will walk you through practical strategies to bring that number down to the ideal target of under 10%, with tangible steps that you can implement right away.
USEFUL INFORMATION:
massively increasing patient volume, skyrocketing your profit per visit, and adding 2 additional clinicians to your team, all while transitioning out-of-network and doing 7-figures in cash-pay revenue!
This might sound too good to be true, but Elizabeth Rogers made it happen. In this exclusive interview, you'll hear exactly how Elizabeth defied the odds and built a 7-figure cash-pay business that just 2 years earlier was predominantly in-network/insurance-based. Elizabeth's story offers powerful insights for all healthcare private practice owners seeking to take control of their income, improve patient care, and build a more fulfilling practice.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Every practice experiences gaps in their schedule from time to time. Discharges, cancellations, and unexpected events can leave even the busiest clinician with open slots. Imagine this: one of your clinicians has a busier than usual week with discharges and cancellations. Suddenly, their normally full schedule is looking half empty. This situation can cause a dip in revenue and seriously affect your profit for the month.
In this episode, I'm diving into a real-life situation from my practice... We had a clinician's schedule unexpectedly develop a number of gaps, and you’ll learn the three powerful marketing tactics we used to fill those slots in just 48 hours. These strategies are not only proven to be effective but also incredibly easy to implement in your own practice.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
Struggling to compete with in-network providers offering low copays? You're not alone. But price isn't everything!
When I poll my audience and students, the top concerns are often lead generation and converting those leads into paying customers. It's crucial to master this conversion if you want to build a successful practice. In this video, I will teach you how to convert leads into cash-pay customers and keep them coming back, ensuring a loyal customer base.
Discover how to communicate the unique value your clinic offers that goes beyond cost, and learn how to position yourself as the clear choice for patients seeking superior care and exceptional outcomes.
Watch now and see how to leverage these "other factors" to convince patients that investing in your clinic is the best decision for their health.
USEFUL INFORMATION:
Check out our “15 Little-Used Ways Cash-Practices Command Top Dollar for their Services”
Struggling to break free from an in-network clinic and build your own thriving, cash-based physical therapy practice?
In my recent interview with Nicole Dumas, we unveil the secrets to getting started and achieving success with minimal risk.
Her decision to leave an overwhelming in-network clinic, where she saw up to 20 patients a day, led her to create a practice that not only fulfills her passion but also allows her to provide top-notch care without burning out.
Nicole started her practice as a side-hustle, mobile practice and later transitioned to a brick-and-mortar clinic space, Recovery Sports Therapy in Massachusetts., Her progression from burned out employee, to side-hustle, to full time private practice owner was a move that significantly improved her work-life balance and overall health.
In an insightful interview, Nicole shares the strategies, mindset shifts, and challenges she overcame to achieve her success. She also discusses the impact of being part of the Cash-Based Practice Mastermind group, where she gained invaluable perspectives and support from other successful practice owners.
If you’re dreaming of building a profitable, insurance-free private practice, Nicole’s journey is a must-watch. Learn how she is constantly getting fully booked structured her business for maximum impact, and maintained a healthy work-life balance.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
In my recent interview with Trent Corey, he shared how he built Extra Mile Physical Therapy from scratch during the COVID-19 pandemic. Starting from his home office, he moved to a prime location in a gym and used “SoftWave Therapy” to attract new patients. Trent discussed overcoming challenges, effective networking strategies, and the importance of self-promotion. He also highlighted the benefits of business coaching and being part of a mastermind group, which boosted his confidence and accelerated his practice's growth. This episode is essential for anyone looking to grow their private practice.
USEFUL INFORMATION:
In this episode of the Cash-Based Practice podcast, I tackle a question many new business owners face: How to find and hire your first virtual assistant (VA) or on-site admin, and how to prioritize the tasks you give them in order to move your business forward... If you're feeling overloaded and want to finally free up your time to focus on what you do best, this episode is a must-listen! And make sure you also scroll down to get a free resource that will save you hours of time on boarding your staff and take the guest work out of the new employee onboarding process. This is also a must-have for any private practice owner who wants to avoid bad hires or wasting great opportunities by not properly training your new employees.
USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0
In today's episode, we delve into the common challenges and frustrations faced by entrepreneurs and cash-based practice owners from technical disruptions like website and email failures,, to administrative issues and lost leads, the entrepreneurial journey can be daunting and at times downright overwhelming.
If you ever get hit with a number of difficulties and frustrations all at once and wonder “could anything else go wrong?“ Or “is owning my own business really gonna be worth it someday?“ …this episode is for you.
After years of running 2–3 businesses at a time while managing a medical household for 2 children with severe medical needs, in this episode, you’ll hear my best advice and mental strategies for pushing through tough times as an entrepreneur and cash-based practice owner.
(And before you leave the episode, make sure you scroll down to get a hugely valuable resource, completely for free: Cash-Based PT Superbill Template and OON Coverage Guide. This resource includes an optimized superbill template and all the questions I have my prospective patients ask their insurance companies so they can get the maximum reimbursement for your services.)
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Freedom 2.0
Are you ready to turn your next presentation into a lead-generating powerhouse and major revenue producer for your practice? In today’s podcast, we unveil the strategies for effectively collecting and nurturing potential clients at (and after) presentations or workshops.
Through these proven and practical strategies, you can easily engage your audience and obtain their contact information without sounding sales-y, AND pre-address common objections to saying yes to your offer.
(And before you leave the episode, make sure you scroll down to get a hugely valuable resource, completely for free: An exact outline of a high converting cash-pay patient presentation, so you can create a winning presentation and combine it with this episode’s strategies on gathering and converting the leads you generate.)
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Marketing Intensive
Diving into the journey of establishing a successful cash-based practice can be daunting, but what if you had a clear blueprint to guide your path? In this episode, we explore the essential pillars needed in a TRULY successful and sustainable cash-based practice that not only attracts plenty of patients but also delivers unparalleled service that they're happy to pay for out-of-network.
And we also have a special free resource associated with this episode … my report on the “22 Best Sources of Cash-Pay Patients” - just scroll down to download it now.
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Marketing Intensive
Ever wondered why some content grabs your attention while you just scroll right past the others? If you are curious about how you can make your target patients stop and read your content, this podcast episode is for you!
You’ll learn why and how videos can elevate your marketing strategies and what topics your audience may find relevant and engaging. Moreover, you’ll discover how AI technology is changing the game when it comes to content creation.
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Marketing Intensive
How your practice admin handles the phones may seem somewhat less important than patient care, but this area can silently cost a practice thousands in lost business. For that reason, your new admin needs to develop all the skills to handle initial phone calls, but the tricky part is how to get from new hire to high-converting telephone master? In this podcast, you’ll hear my favorite strategy for taking your new admin trained to handle those initial calls… without losing business.
As a bonus, if you scroll down, you can download my “Cash-Pay Practice Closing Scripts” which includes the proven patient-generating scripts I use in my own practice.
In this podcast, you’ll hear some easy strategies that will allow you to get your new practice administrator properly trained to handle new patient phone calls with confidence, but without costing you valuable business in the process.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: AUTOMATED TOP TALENT ATTRACTION AND HIRING SYSTEM
For a cash-based practice, building and maintaining strong relationships with referral sources can be a huge engine for new business, especially when a practice is getting itself established. If you have the sense there may be some untapped referral sources in your area, you’ll definitely want to check out this podcast to learn some practical referral marketing strategies that will help you make a case for why another professional should trust you with their patients.
As a bonus, if you scroll down, you can download my “Referral Source Tracking and Follow-Up Reminder Spreadsheet.” This resource will help you stay in touch with potential referral sources—even when your schedule gets overloaded—and give you some proven patient-referral scripts I use in my own practice.
In this podcast, I explain how to get a foot in the door with potential referral sources, arrange consistent touchpoints, foster personal connections, and deliver genuine value to other professionals who have contact with your target patients. I’ll also explore a surprising way to leverage patient reviews to strengthen your connection with those providers who actually send patients your way.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: A Little-Known Yet Easy Way to Generate at Least 1 New Referral Source Each Month
If you’re hoping to compete in the increasingly crowded cash-based marketplace, building genuine connections with your potential patients isn't nice to have, it’s essential to success. So this week’s podcast delves into the art of authentic patient engagement using email to convert leads without any pushy sales tactics.
As a bonus, if you scroll down this page, you can download a guide on how to get AI to do the heavy lifting when it comes to writing those emails. This resource walks you through the steps that help ChatGPT write engaging, market-optimized content you can use to nurture and convert your leads.
In this episode, I explain several approaches that can help make it easy for a busy practice owner to pull off powerful email campaigns that build lasting, trust-based patient relationships. You’ll hear about an automation strategy that can allow you to easily target leads based on where they came from, how to weave the magic of storytelling into your emails, and how to design a coordinated communication strategy that drastically reduces appointment drop-offs.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
Every practice owner knows the sting of hiring someone who seemed perfect on paper, only to discover their attitude doesn't align with the existing practice values. It's not just about credentials… it's about finding someone who truly resonates with your approach to patient care. Fortunately, there are some simple healthcare interview tips you can put to use that will help you avoid the unpleasant surprise of a bad hire.
Even better, by scrolling down this page, you can download an incredibly powerful HR tool that will help you determine precisely what really drives an interviewee.
In this podcast, you’ll hear how to push candidates to reflect on their past experiences and compel them to go beyond rehearsed answers. Since past performance is often the most accurate predictor of future behavior, you'll be equipped with a strategy to ensure your next hire is not only skilled but also wholeheartedly buys into your patient care philosophy.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
Imagine you’re at a busy event, and more than one potential client is waiting to talk with you. How can you juggle prospects in a way that makes the most of all your opportunities? This is a common problem for practice owners who choose to try some event marketing without a team at their disposal. The environment can be overwhelming, and the pressure to get attendees to sign up for a consult can sometimes lead you to sacrifice one sale for another. Fortunately, there are some simple strategies for converting attendees into cash-pay consults that can help you get the time you need with each prospect.
In this podcast, you’ll hear me coaching one of my Mastermind members on how to manage the crowd at an upcoming event to maximize the number of scheduled consults for her mobile PT practice. You’ll hear tips on how to avoid feeling rushed, leveraging non-clinical help to speed up assessments, using virtual consultations for follow-up, discount strategies, and screening participants so you can invest your limited time wisely.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast. USEFUL INFORMATION: Check out our course: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
Every private healthcare practice owner knows the importance of a well-functioning front desk. But have you ever stopped to consider the true cost of employing an admin who isn’t great at conversions? You may be shocked to discover your actual investment for keeping an ineffective admin on staff can quickly add up to thousands, maybe even more than 5 figures.
In this podcast, I delve into the hidden pitfalls that arise when your admin isn't up to par. The impact on your bottom line is undeniable… after you've worked so hard to get the phone ringing, you have someone effectively chasing away customers! So let’s dig in to uncover this silent profit killer and learn how you can address it head-on.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction And Hiring System
Imagine your healthcare practice thriving on predictable income that is not dependent on an uninterrupted flow of new patients. This foundation can help keep your business in the black, even when the economy tightens. And that’s why this week’s podcast explores the transformative power of cash-based memberships and how they can revolutionize a private healthcare practice.
In this episode, I share insights and strategies that can help you build a pipeline of reliable, recurring revenue for your clinic. You’ll hear creative ideas for crafting memberships that provide value to patients at a low cost for the practice, how to market them to your patients, and tips for differentiating your membership options to appeal to different targets.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Recession-Proof Your Practice in 2 Hours
Are you missing out on the easy sales that can come from people who already understand the incredible value of your cash-based services? Just because a patient has completed their full plan of care doesn’t mean they won’t have a need in the future—or that they don’t have a friend or family member you would be able to help. Yet many practice owners fail to tap into this ready pool of potential business! So in this episode, I explain some email strategies that can help keep your connections strong with discharged patients.
You’ll hear about some options for maintaining a presence in your former patients’ inboxes, so you’ll be top of mind the next time symptoms surface or whenever they can refer someone to your practice. Whether automated efficiency or personal touch is your forte, I’ve got some tips for providing ongoing value and capitalizing on the prime period in which symptoms are likely to return following discharge.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
Could your practice benefit from the noticeable injections of revenue a high-ticket offer can provide? This is one of my favorite strategies for recession-proofing, as it tends to appeal to affluent customers who are less price sensitive, and it can help make up for any slowdown in business during an economic downturn.
And that’s why this week’s podcast explains some highly effective approaches for marketing a costly program or package. You’ll hear how to leverage your existing list to promote the offer in a way that actually converts, and we’ll explore an easy strategy to pluck the lowest-hanging fruit with an irresistible email offer. Then you’ll hear how you can use a simple webinar to nurture all your warm leads so they’ll be willing to invest in a platinum-level offer.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
As the owner of a cash-based practice, you know the value of having patients that can easily afford to pay out of pocket for top-quality care. Today, I'm excited to share with you a simple promotional strategy that I personally use in my practice to tap into affluent patient networks. These discerning individuals highly value the exclusivity and personalized attention an OON provider can offer, and better still, selling some high-ticket services can help keep a practice profitable during periods of increased economic stress.
In this episode, I’ll explain the art of asking wealthy buyers for referrals in a way that allows them to feel generous about recommending your services to their friends and family. You’ll also hear how to quickly position your practice as the premier choice for influential patients, so you can take your practice to the next level.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
The thought of raising rates often stirs up feelings of stress and uncertainty—even outright panic—for a cash-based practice owner. And that fear can keep you working for less than you’re worth for years! But, I’m here to tell you that by equipping yourself with the right knowledge and strategies, you can confidently wrangle your sense of dread so you can raise rates fearlessly and help get your practice to the next level!
In this podcast, you’ll discover effective ways to manage your anxiety and make informed, rational pricing decisions for your practice. You’ll hear ideas for how you can handle existing patients, manage price objections, strategically assess your results, and quickly fill any holes in the schedule.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to increase your cash pay rates, maximize profits, and minimize customer pushback on cost
Are you about to make a critical mistake now that you found an amazing clinician who is interested in a job? In our zeal to nab a talented candidate, we often tend to overlook the longer-term motivations behind their current career ambitions… and I can tell you from personal experience, learning your star employee is going out on their own to compete with you is an expensive, painful lesson you won’t soon forget. So how can you avoid hiring a future cash-based competitor?
In this episode, I share the wisdom I’ve gained from my own experience as well as that of many of my coaching clients on how to find out if that fantastic candidate really sees your job as a stepping stone to a practice of their own. You’ll discover what to watch for and how to discuss the topic to learn if they have entrepreneurial ambitions or would be perfectly happy to be a loyal member of your team for the long term.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How To Attract Top Talent, Manage Like A Ceo, And Fill New Clinicians’ Schedules With Patients As Quickly As Possible
In today's competitive job market, it's crucial for practices to create employment packages that not only attract talented candidates but also keep them motivated during uncertain times. For a private practice, that often means you’ll be forced to decide if you can afford to offer a base salary when it becomes clear there are highly desirable candidates who simply aren’t interested in hourly compensation.
In this podcast, I explore some strategies for finding a good balance between minimizing the risks associated with sky-high overhead costs and being able to entice clinicians who prefer stability in their compensation packages. We will explore ideas for creating a compensation structure that will allow you to hire the right people, make sure they’ll be willing to contribute fully as a part of your team and manage the financial risks so you can ensure long-term success for your organization.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
Are you looking to give your cash-based practice a quick revenue boost? Look no further! Promotions are an effective tool for bringing new patients to your clinic or enticing existing patients to come in for additional services. They provide an incentive for patients to come in and create a sense of urgency that encourages them to take action. And that’s why this week's podcast delves into the world of proven promotions and revenue boosters that can help you keep your schedule full this summer.
In this episode, you’ll discover how to craft enticing promotions that can bring new business to your door, without breaking a sweat—or breaking the bank. I explain a simple approach for making promotions a regular part of your routine, to keep your schedule full and your revenue growing. You’ll also discover how easy it can be to keep your offers fresh and valuable, so they stand out and grab attention.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to increase your cash pay rates, maximize profits, and minimize customer pushback on cost
If you’re going to the effort of creating a highly valuable presentation or workshop as a marketing tool, you need to be sure you get some business in return. But the critical step that actually converts attendees into patients or referral sources often gets surprisingly little thought: getting participants to opt-in for further interaction. So today, I’m explaining a simple method for establishing a direct connection with attendees that will ensure you get more patients from your presentations.
In this podcast, I explain a few tricks that will allow you to gather dramatically more leads, whether online or in person—even when you are not hosting the event. You’ll learn how you can position the “ask” in such a way that it seems natural, not at all salesy, and highly beneficial to your audience.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION: Check out our course: The 60-Minute Patient Attraction System
Are financial pressures making it harder to get potential patients to say ‘yes’ to treatment? In recent months, this has become a growing concern for many cash-practice owners. And that’s why this week’s podcast explains some approaches that can help ensure a positive cash flow even during a recession.
In this episode, you’ll learn about tactics that will keep your practice going strong in an increasingly price-sensitive marketplace. I share several strategies that help create stable revenue, convert more leads, and get additional business from your existing patients.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
Check out our course: 3 Simple and Powerful Strategies that Immediately Build Expert Status and Attract High-Quality Patients
Looking for some easy ways to maximize your practice potential and attract new business? Crafting a solid patient discharge follow-up system is a great place to start. While an organized approach to post-discharge communication can be a super-easy way to capture reactivations and referrals (and generate some online buzz for your practice), it’s an often overlooked area that allows business to slip through the cracks. That’s why in this week’s podcast, I share how you can use a personalized follow-up strategy to get new business in the door.
In this episode, you’ll learn how to design an effective patient discharge follow-up system that will help you reactivate patients who need additional treatment as well as get the word out about your practice. You’ll hear exactly how and when to reach out—plus tips for automating the process to make it easy for you and your staff.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION: Check out our course: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
During these uncertain times, many practice owners are looking for new service areas that can provide additional revenue and marketing potential. One such area that many find attractive is in preventive services, which can seem like a great way to attract a new collection of asymptomatic patients who would otherwise slip through the net. However, there are some little-understood pitfalls to avoid when considering a prevention offering… So this week, I’m sharing a few approaches that can dramatically improve your results should you decide to begin selling prevention services in a cash-based practice.
In this episode, I explain the key factors to consider when rolling out prevention services. You’ll hear how to decide exactly who to target, how to position your service in a way that touches on the higher-order emotional benefits, and a simple method for using a prevention offer as a powerful lead magnet.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
In the decade since I started my own cash-based practice, the market has been flooded with out-of-network competitors—which makes it a whole lot harder to stand out. Where longer visit time used to be the only advantage you needed to bring up with prospective patients, it becomes steadily less effective when other cash competitors can advertise the same thing. So… this week’s podcast is focused on how to make sure your clinicians deliver a patient experience that will make your practice stand out from its cash-based competition.
In this episode, I explain how to create a consistently outstanding experience for each patient and ensure that experience is delivered every time. You’ll hear what sort of changes you can make that go beyond the basics to distinguish your practice from the growing array of local competitors who are similarly unencumbered by the insurance paradigm.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
As the first voice most of your leads will hear, your front desk admin is incredibly important to the success of your cash-pay practice. If the impression they deliver isn’t great, the schedule will be empty and your fantastic clinicians will never have a chance to show their stuff! So this week, I’m sharing some of the critical metrics that can be used to enhance the performance of your front desk staff.
In this podcast, you’ll learn how to use these key metrics to assess admin performance and help them improve over time. This concrete approach to managing your front desk can help both you and your admin staff really understand what’s working (or not) so you can attract more prospects to your clinic and improve conversions.
USEFUL INFORMATION:
Check out our course: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
Tired of dealing with uncomfortable silence or a hasty ‘no thanks’ as soon as a prospective patient hears how much they’ll have to pay for treatment at your clinic? You may be surprised to learn that it can be relatively easy to head off all that sticker shock—so you can enjoy higher conversion rates and greater patient commitment to the importance of their own care.
In this week’s podcast, I walk you through some simple yet incredibly effective strategies for minimizing price sensitivity among potential patients. You’ll hear how to skillfully guide discussions so that prospects will come to truly understand why the high value of your services is worth more than the out-of-pocket cost to them.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
Thinking about moving or expanding your practice? This process can either be exciting or incredibly expensive and disappointing, depending on what comes of the negotiations. So in the interest of helping my colleagues avoid learning some big lessons through painful mistakes, this week’s podcast digs into the art of negotiating a great deal on a lease for clinic space.
In this episode, I explain how to approach the negotiations so you’ll end up with a lease for clinic space that will keep you smiling over time. You’ll hear how to leverage landlord priorities to obtain a better deal, why I always recommend using a commercial real estate broker, and how you can salvage things in the event you’ve already started negotiating directly with a landlord.
USEFUL INFORMATION: Check out our course: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
Hard to believe it’s already time for another annual year-in-review podcast! As usual, I listened to the recordings from prior years to find out how my previous expectations fared against reality. And once again, I was pleased to discover most of the predictions were pretty well on target, which makes me more confident than ever to share with you all my latest lessons learned—plus my advice for 2023.
In this episode, I talk about the concerns and challenges currently facing healthcare practices, and how you can get proactive to keep your business thriving despite continuing reimbursement cuts and recession fears. You’ll hear specific suggestions for overcoming the paralysis of fear, adding new revenue sources, promoting your services, and making your practice stand out from competitors. I also share some HR advice that could have saved my own Austin-based physical therapy practice big last year.
USEFUL INFORMATION:
Check out our Masterclass, "How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
How successful was your practice in 2022? What specific factors have contributed to its success? Which things are holding you back? What do you need to protect against in 2023? If you aren’t quite sure how to answer these questions, this week’s podcast will be worth a listen. I explain exactly how you can objectively measure your success and create a business plan for your practice that will help ensure you can create the business of your dreams.
In this episode, you’ll discover why the critical first step in creating a great annual business plan must be to define what success would look like for you. Then, you’ll learn how to take your vision and quickly turn it into an organized calendar for the coming year that will leverage strategic planning and data-driven decisions to ensure your practice succeeds.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: Automated Talent Attraction and Hiring System
Have you got a great lead magnet but not sure how to get it in the right hands? Looking for ways to get new patients through the door quickly? Want to make sure you actually get business from participating in the next in-person event? If you’ve said ‘yes’ to any of these questions, you’ll want to take a few minutes to listen to this week’s podcast where I discuss some easy lead magnet ideas that can help you build your audience and attract more cash-pay patients to your practice.
In this episode, I explain some high-conversion tactics that can help you connect with and get your message in front of your target audience. You’ll hear my favorite lead magnet ideas to drive traffic to the opt-in page and pro tips for improving the impact of your promotional content.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: Online Patient Attraction System
Tired of seeing patients fall off the schedule the minute they feel a bit better? In addition to profit leak from all the anticipated visits that never happen, those drop offs can absolutely wreck your schedule when several patients decide to ghost you in the same week.
In this episode, I explain how you can help reduce the likelihood that a patient will fall off the schedule before they complete their full treatment plan. You’ll hear how to set yourself up for success right from the start by making sure each patient truly recognizes the value of the care you provide and is committed to their own goals.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Recession-Proof Your Practice in 2 Hours
Want some stable revenue that doesn’t depend on new patients? If so, you’ll want to check out this week’s podcast. You’ll learn how your practice can market a cash-pay membership program that cultivates ongoing revenue from existing patients who have completed their full plan of care.
In this episode, I share strategies for how to structure a membership program that is lucrative for the practice, genuinely valuable to your patients, and easy to deliver. Plus, you’ll hear exactly how you can sell the program to existing patients.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Make Your Website a Patient-Producing Machine
Frustrated that your Facebook ads are flooding your practice with leads that never convert? Trust me, you’re not alone! Once you have developed a successful ad campaign, the next hurdle is in separating the wheat from the chaff. So this week I’m discussing how to optimize Facebook leads follow-up so you can cost-effectively screen out those who will never convert while nurturing those who will.
In this podcast, I explain some strategies for handling the sometimes overwhelming volume of leads that come in from Facebook ads in a way that helps you hold onto those that are actually a good fit for your practice. You’ll hear how you can efficiently organize, screen, and offload lead follow-up tasks in a way that increases the number who become regular, cash-pay patients.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Make Your Website a Patient-Producing Machine
Is your practice ready for some help managing the front desk? It’s an inevitable part of building a successful business—but if you don’t find the right person, it can cost you big money. So this week, we dig into the topic of healthcare hiring to find out what it takes to get someone in place to man the phones like a pro.
In this podcast, I provide guidance on how to find a great fit for your front desk so you’ll have more time to work on building your practice. You’ll hear ideas for creating a flexible job to attract a broader pool of candidates (and limit your financial risk) plus a crazy-simple way to generate amazing SOPs.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
Is your practice ready for some help managing the front desk? It’s an inevitable part of building a successful business—but if you don’t find the right person, it can cost you big money. So this week, we dig into the topic of healthcare hiring to find out what it takes to get someone in place to man the phones like a pro.
In this podcast, I provide guidance on how to find a great fit for your front desk so you’ll have more time to work on building your practice. You’ll hear ideas for creating a flexible job to attract a broader pool of candidates (and limit your financial risk) plus a crazy-simple way to generate amazing SOPs.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
Are you overloaded with patients while your new hire still has huge gaps in their schedule? This patient scheduling problem is one of the biggest hurdles practice owners face as they attempt to scale beyond a single practitioner. Fortunately, there are some simple tactics that can help convince your patients to try out that new clinician.
In this episode, I explain how you can persuade patients to move off your schedule and give your new clinician a try. These approaches will help keep your clinic schedule booked even as you free up your own time to focus on other things.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: Automated Talent Attraction and Hiring System
Do you hate it when a prospective patient asks about insurance right out of the gate? If so, you are not alone. But fortunately, handling those calls is a learned skill and there are quite a few things you can say to convert phone consultations into cash-pay patients—even when they have been seeing in-network providers for years.
In this episode, I share some proven strategies to convey the high value of your service to prospective patients whose experience with other providers has led them to expect fairly inexpensive treatment for relatively low-level care. You’ll hear how to find out what is most likely to motivate the patient to invest in their care, how to quickly decide if a caller is unlikely to become a patient, and how to deftly address concerns about price.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to answer, “Do you take my insurance?”
Are you frustrated by the number of new-patient consultations who never move forward with treatment? These missed opportunities can quickly drain your resources and leave your schedule full of holes, so it’s worth some effort to become as effective as possible at turning those prospects into paying patients. Fortunately, there are some simple things you can do to dramatically improve the number of conversions that result from your consults.
This week marks a big milestone for the Cash-Based Practice Podcast—the 200th episode! To celebrate, I wanted to do something really special… So I decided to share an excerpt from Module 2 of my newly released Cash-Based Practice Freedom 2.0 course (see what I did with all those 2s?).
This excerpt walks you through some relatively simple adjustments in your preparation and client reception that will have a huge impact on how prospective patients perceive the value of your services and get more leads to become cash-pay patients.
For more on this topic, don’t miss my free webinar that teaches you how my “Cash-Pay Profit Formula” can fill your schedule with cash-pay patients.
USEFUL INFORMATION:
Check out our free webinar that teaches you how my “Cash-Pay Profit Formula” can fill your schedule with cash-pay patients
Does the mention of “social media marketing” make you want to crawl under your desk? Are you struggling to figure out how to get more Google reviews? Are you having trouble getting established as a high-end provider? If you answered ‘yes’ to any of these questions, I’m so excited to be able to share this week’s podcast with you! I had a chance to talk with Scott Waddell about a few powerful new tools from Patientsites that can make it easy for your practice to outshine the competition.
In this interview, Scott explains how these new tools can help practice owners make sure their message can be found where potential patients are actually looking. You’ll hear details on how these tools can simplify 3 different areas of clinic marketing—patient reviews that build credibility and put you on top of search results, a quarterly magazine that can take your brand to the next level, and content that allows you to build an audience on social media.
USEFUL INFORMATION:
Check out our Masterclass: 3 Simple and Powerful Strategies that Immediately Build Expert Status and Attract High-Quality Patients
If you’ve ever struggled to get enough patients in your niche, this week’s podcast episode is a must-listen. I share a low-cost niche healthcare marketing plan that can quickly prove your authority and get the phone ringing.
In this episode, I talk one of my Mastermind members through how to market specialized physical therapy services to those struggling with fertility problems. You’ll hear a number of simple, inexpensive approaches that can be translated to market any healthcare specialty within a specific niche.
This sort of coaching is just one part of what Gold-level members get in our live, weekly group Q&A calls. Every Mastermind member also has access to a private, supportive community of successful cash-practice owners—plus a large collection of tools, resources, templates, and a training library that can help take your practice to the next level.
And now, for a limited time, you can try your first month risk-free for just $47! Click here to grab access before this offer expires!
USEFUL INFORMATION:
Check out our Masterclass: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
If your profits are being squeezed by low-reimbursement insurance contracts but you hesitate to drop them because you think you'll lose too many patients, then this podcast episode is for you. I'm going to explain 4 key steps that my students have used to not only minimize loss of current patients, but to actually increase their patient numbers with high-value services that more than double their profit per visit!
You’ll hear the top strategies that can help a practice successfully navigate the transition from insurance-based to self pay. This is equally applicable for practices that will be dropping all those low-reimbursement insurance contracts at once, for hybrid practices that are trying to cultivate more out-of-network business, and even to fully cash practices that are looking for ways to stand out from the insurance-based competition.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Answer “Do you take my insurance?”
Do you struggle to turn workshop attendees into paying customers? There’s little more disappointing than having put a huge effort into creating highly valuable content and then walking away with no business. Not to worry, there are some simple workshop strategies you can use to make your offer irresistible and keep your practice in front of participants long after you’ve finished presenting. In this episode, I explain how to ensure your next workshop gives you the greatest number of participants who will then choose to become patients. You’ll hear my favorite workshop strategies for gathering contact info and finding relevant opportunities to get in touch. And you’ll learn the secrets that urge attendees to act immediately on your offer.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Online Patient Attraction System
Wondering if there’s a way you could leverage your resources to see better growth for your practice? It can be confusing to figure out the best way to get the word out about our services, particularly when there are significant limits on our time or the money we can invest. And that’s why this week’s podcast discusses the growth strategies that will make the most sense in the context of your specific priorities.
In this episode, I answer three critical questions on the best way to make use of finite resources to build the practice of your dreams:
- “If money were no object but time was, what would be the fastest way to grow?”
- “If time was no object, but money was, what would you do?”
- “Is there a sweet spot in between?”
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
Need to make a great impression with a promising potential referral source? Then this week’s podcast on how to manage your first meeting with a nearby provider should be just what the doctor ordered.
In this episode, I explain how to make the most of your in-person introductions to referral sources. You’ll hear how to guide the conversation to build rapport and help them understand the value you can bring to their patients. And I also share some tips for how to describe your cash-based practice in an enticing way that helps it outshine the competition.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
Don’t reinvent the wheel every time you want to create a touchpoint with your audience! There are some simple strategies for repurposing your articles, resources, and videos that will allow you to build more credibility with potential patients without wasting a lot of your time. In this week’s podcast, I walk you through how you can get more bang for your buck on all your content marketing efforts. You’ll learn creative ways to take a single piece of content and turn it into a variety of highly effective marketing touchpoints. These approaches help you get your message out more efficiently and more often, so those who need your services can discover how you can help them.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our step-by-step Cash Practice Guide
Are you getting ready to hire but afraid of putting your practice in the wrong hands? Creating the right team is definitely one of the trickier parts of growing a practice, but there are some simple strategies that can make it far easier.
In this week’s podcast, I walk you through approaches that will help you build the right team to fit your unique practice goals. You’ll hear specific tactics that can help you identify the type of personality a position requires, efficiently screen candidates, and train an admin to become a conversion rock star on prospective-patient phone calls.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
Do you dream of starting your own cash-based practice but are held back by the fear of what it will take to make that work? If so, this week’s podcast may be just what you need! Starting a practice as a side hustle dramatically limits the time and money required in order to get started, so you can begin working toward your dream without feeling like you’ve jumped from a plane without a parachute. In this episode, I explain how a side hustle can help you maintain a relatively relaxed work/life balance and keep your anxiety to a minimum as you get established. You’ll hear exactly how this type of practice works, what systems you’ll need to set up before you start seeing patients, and how you can scale the practice as demand grows.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Online Patient Attraction System to learn how to create webinars and online workshops that generate loads of patients for your private practice … on autopilot!
Does it make good business sense for a cash-based practice to have a presence at a local event? After all, the investment doesn’t only include the price of the booth itself, but also your time and any promotional materials you bring along. In this week’s podcast, I explain how to decide if having a space at a live event is right for your practice, and if so, how to make the most of your booth. You’ll hear how to know if the cost is likely to deliver a big-enough return, how to handle the crowd so you’ll turn visitors into leads, and tips for following up that help you maximize the number of paying patients that result. This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our step-by-step Cash Practice Guide
Tired of playing phone tag with prospects? Are you sometimes ghosted by website leads? If so, this podcast may be just what the doctor ordered to help you learn precisely how to get in touch with the leads who have expressed an interest in your practice.
In this episode, I explain the simple followup techniques that can help you get in touch with all those interested leads who found you through your marketing efforts. You’ll hear exactly what to do, when to do it, and which media to use in what ways to make sure no one slips through the net who is genuinely interested in what you have to offer.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
Do you have trouble deciding whether to pursue each new opportunity that arrives? Do you find it hard to hire people who are a great fit for your practice? Do you sometimes struggle to get your practice to reflect your vision for it? Well, the solution to it all might be as simple as understanding how to leverage two critical documents: the mission statement and core values. In this episode, you’ll learn how to save time, stress, and potential regrets by creating an actionable mission statement and set of core values for your practice. You’ll hear how to use these two documents as a roadmap for practical management and decision making that will ensure your business ends up moving in a direction you truly want to go.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
If you’ve been thinking about going out on your own but are afraid to make the leap, you’ll definitely want to hear this week’s podcast. Jason Racca is one of my Mastermind group members, and he’s managed to lean into practice with a solid side hustle that involved very little risk or disruption to his life! From the moment he encountered manual therapy in PT school, Jason was sold. As he learned more about the transformative power of some leading-edge manual therapy techniques, he always kept the idea of starting a private practice in mind. He was fortunate to join an insurance-based practice that was happy to mentor him toward his dream of owning his own practice one day, and that relationship has endured for quite a few years.
But by February 2020, Jason was finally ready to take the leap and start seeing patients in a mobile, cash-based side hustle. This low-risk approach allowed him to continue working the same job while testing the waters to see what would happen. One month later, Covid hit. Nevertheless, he continued building his practice and has recently begun cutting his hours at the other clinic.
In this interview, you’ll hear about the strategies that helped Jason create his practice completely outside the insurance world and with very little risk—including what’s worked well and lessons learned along the way.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
So you’re ready to hire, and you’ve got interviews scheduled. But do you know how to strategically use an interview to find out if a candidate is going to be a good fit for your practice?
In this week’s podcast, I explain how to prepare for an interview with a candidate so you’ll be able to decide if they possess the characteristics and personality you need for the role. You’ll hear how to decide what traits really matter and how to leverage behavioral interviewing techniques that can help you see the true person beneath their prepared facade.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our step-by-step Cash Practice Guide
The cash-pay practice model is going to see major changes in 2022, and nobody seems to be talking about it! … That’s why today’s podcast is so important—because understanding the trends and strategies I share can mean the difference between your sustainable success or ongoing struggle and failure in the cash practice model.
For some time, there’s been a trend of mergers and acquisitions in healthcare, where large corporations buy up small practices and practice groups to add to their network. The pandemic restrictions on in-person interactions dramatically accelerated this trend, and this in turn created ANOTHER trend… providers deciding to go out of network and be cash-based. An explosion in the number of cash-based, out-of-network, and concierge-style practices in all fields of healthcare means cash practices are now facing competition like never before. As a result, you can no longer get by and differentiate yourself JUST by having hour-long appointments or being a really effective clinician.
The good news is that there are A LOT of things you can do to rise above this massive increase in true competition, whether you have an established cash practice or you are transitioning to or starting one soon.
In this episode, I share a number of actionable tactics and additions to your customer experience that will truly set your practice apart from the growing competition, provide even better results for your patients, and make you more profitable.
And this Saturday at 2PM Eastern I’m holding a free, live online training where I’ll break down all 4 steps of my “Cash-Pay Profit Formula.”
This is a literal blueprint to adding or expanding your Private-Pay patient base so you can make 2022 a more profitable year without having to increase your workload.
Seats are limited so REGISTER FOR SATURDAY’S LIVE TRAINING HERE
Once you register, be sure to watch today’s video on handling the price objection from potential Cash-Pay Patients. Then on Saturday’s webinar I’ll show you how to generate more leads, bring in more consultations, and so much more.
USEFUL INFORMATION:
Check out our Cash-Based Practice Mastermind
Thinking about handing off your marketing to a slick vendor who promises fantastic ROI? Before you leap head-first into any deals, you’ll want to make sure you know what to look for to recognize a less-than-stellar marketing company or a bad contract. While there are amazing marketing professionals who are worth huge sums because of the astonishing results they deliver, there are also many who offer lots of empty promises and demand payment for little if any results!
In this episode, I explain how to decide if a professional marketing company makes sense for your practice. You’ll hear how to choose a great vendor and make sure any contract you agree to is one you will not live to regret. Plus, I offer suggestions for how you can try to salvage things if you’re already stuck in a deal with a disappointing contractor.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
It’s not everyday I get to interview someone who has been making the cash-based healthcare model work since the 90’s! But in this interview you’ll go on a journey with a true pioneer of cash practice, Dr. Tom Yarema and learn how he was able to do it at a time when almost no one else was (and on the rural island of Kauai!)
Dr Yarema got his start in medicine nearly 40 years ago. His work at the forefront of the newly developing field of emergency medicine gave him an opportunity to learn and create new ways to help trauma patients heal. In time, he began doing medical relief work in foreign countries.
Through this exposure to medicine in other parts of the world, he became increasingly aware that American doctors who practiced in hospitals were prevented from offering many alternative treatments he knew were effective. His frustration with such restrictions drove him to leave the hospital and join a cancer clinic where he would be free to make the greatest improvements in patients’ lives.
By 1995, he feared reprisals from the increasingly restrictive medical establishment in California, so he moved to Hawaii and started the first cash-based practice in Kauai. Soon after, a personal health crisis led him to get educated about the critical role of diet and lifestyle, and that completely changed the way he practiced medicine.
In this interview, Tom shares how he built several healthcare businesses over the years—including what’s working in his current, highly successful functional medicine practice. You’ll hear what he’s learned about running a profitable business and where he sees the greatest opportunities to make an impact and build a lucrative practice in medicine today.
If you're interested in keeping the phone ringing and having staff that know how to convert callers into cash-pay customers, then don’t miss my free Live training this Saturday Dec 11th at 2pm Eastern: click here to claim your spot in the free online training that teaches you how my “Cash-Pay Profit Formula“ fills your appointment schedule with cash-pay patients.
USEFUL INFORMATION:
Check out our Masterclass on Authority Marketing: 3 Simple and Powerful Strategies that Immediately Build Expert Status and Attract High-Quality Patients
Are you missing opportunities to turn your patients into raving fans? Since human beings are wired to notice defects and problems, it takes more than just competent care in a decent office to truly impress. Fortunately, with a little thought, most practices can discover some fairly easy changes that will make a big impact on the overall patient experience you can deliver.
In this episode, I walk you through some of the critical—but often overlooked—features that can help set a cash-based practice apart from the competition. You’ll hear tips for simple changes you can introduce that will make a real difference to how your customers and prospects feel about coming to see you—so they'll be more likely to complete their full plan of care, refer their family and friends, and return in the future.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out my Masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
Jenny Williams felt called to pediatric OT since high school. But shortly after graduation, her job in an insurance-based setting where she had to see as many as 15 kids back-to-back in a day left her burnt out and disillusioned. She switched to treating adults as a break, but soon felt the pull to return to her specialty in sensory processing for kids.
After 9 years in the field, she finally decided to create a practice of her own. To avoid the miserable lifestyle she’d observed among insurance-based practice owners, she settled on the cash-based model. Delays with her office construction meant she finally opened her doors just as last year’s pandemic shutdowns began in her small town. Undaunted, she arranged her schedule to allow for in-person treatments and continued seeing patients throughout 2020. Now just 18 months later, she has a 6-month-long waitlist and is currently looking to hire a full-time therapist.
In this interview, Jenny explains how she decided to open an out-of-network pediatric OT practice and what has contributed to her rapid success. She candidly shares how she got started, what she’d do differently, and what elements bring a steady stream of patients to her door who are willing to wait months for a chance to work with her.
USEFUL INFORMATION:
Check out our Masterclass: How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules with Patients As Quickly As Possible
Are you so focused on getting new patients in the door that you’re missing out on the profit potential of your already-satisfied customers? Similar to last week’s podcast on losing patients before they’ve completed treatment, ignoring your past clients creates a “profit leak” that can cost your practice tons of revenue, both in terms of losing potential business to your competitors and in all those referrals you could have gotten if they’d remembered you.
In this episode, I walk you through some strategies for gaining new business from past patients. You’ll hear tips that can keep you in touch with all those happy customers long after their issues have been resolved, so they can return when the need arises and spread the word about all you offer!
To learn how you can use email to stay in front of past patients, check out our masterclass: How to Generate New and Return Patients via Email in Just 15 Minutes a Week… without cheesy sales tactics or lots of un-subscribes.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
Tired of losing patients who improved just enough that they lost interest and never returned? This costly “profit leak” erodes your lifetime revenue per patient, increases the number of new prospects you must bring in each month to fill the schedule, and puts your practice reputation at risk. Fortunately, there are things you can do to keep your patients truly invested in their own goals so they will continue with treatment until they complete the full plan of care.
In this episode, I explain five powerful strategies that plug profit leaks throughout the patient lifecycle to increase the value of your average customer plan of care. You’ll hear exactly how to guide patient expectations from the initial phone call onward to help ensure they make it all the way to final discharge and how to easily gather lots of positive buzz for your practice that will bring new patients to your door.
For a deep dive on how to maximize your referrals from current patients, check out our masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
Do you have a hard time recommending the optimal treatment plan to a cash-pay patient who seems of modest means? In an effort to be sensitive to our patients' limitations, most practitioners often end up suggesting a cheaper option that may not produce the best outcome for the patient. And that can become a lose-lose proposition, as your practice misses out on revenue and the patient decides the treatment isn't very effective.
In this episode, I explain how to avoid letting your assumptions about patient economics drive the treatment bus into a ditch. You’ll hear how to develop the ability to consistently recommend the ideal treatment plan, so your patients will always have an option to choose the care that is best for them.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: How to Make Your Website a Patient-Producing Machine
Did last years’ explosion in telemedicine get you curious about how you might leverage video to reach potential patients? While the idea of creating marketing videos may sound daunting, when done well, this can be among the most-efficient methods for quickly establishing your credibility with people who are actively seeking the kind of help you can provide.
In this episode, I describe some tactics and pro tips that take the stress out of producing engaging videos that bring in new patients to your practice. You’ll hear how to structure the content to improve conversions, which metrics to analyze so you can build on your successes, and how to get more views from your target market.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
Is your practice website little more than a digital business card? If so, you’ll want to listen to this week’s podcast… because that boring practice website is leaving a lot of money on the table in the form of potential patients who actually found you but then clicked off into the ether seconds later!
In this episode, I walk you through the specific elements that will transform that website business card into a high-converting lead generator for your practice. You’ll hear exactly what content to include and why it works to improve conversions—plus ideas for how you can start building credibility with potential patients who are not quite ready to talk with you on the first visit to your site.
This podcast goes through a few key strategies on this topic, but if you want all the details of how to optimize the conversion power of your practice website… check out our Masterclass: How to Make Your Website a Patient-Producing Machine
USEFUL INFORMATION:
Check out our Cash-Based Practice Guidebook
Looking for a way to attract your ideal customer and make it obvious they’ll want to work with your practice? By crafting an irresistible promo offer, you can get a chance to introduce your practice to tons of prospective patients and start building the trust that leads to conversions.
In this podcast, I explain how you can use giveaways, discounts, and other promotions to attract a new audience who are likely to have a need for your services. By leveraging the perception of savings, you can build your marketing list while creating opportunities to demonstrate your value to potential patients—thus removing the biggest barrier to any purchase decisions that follow.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our eCourse: How to answer the question, “Do you take my insurance?”
Looking for a fast, easy way to attract tons of highly interested customers to your door? Then this week’s podcast on word-of-mouth marketing (WOM) techniques is for you. By learning how to properly leverage WOM, you will be able to efficiently reach many more potential customers in a way that establishes your credibility and value right from the start.
In this episode, I explain some simple WOM strategies that can quickly bring in more business with little effort or expense. You’ll hear exactly what to do to get the word out both online and in-person, including some powerful networking techniques to reach more of the people who need your help. Best of all, some of the most-effective tactics will only cost you a few minor adjustments in your approach to patient communication!
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
For more on this topic, check out our Masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
Are you tired of watching your “busy” schedule end up full of holes? If too many patient dropoffs are wreaking havoc on your practice, you’ll want to give this podcast a listen. There are a few simple strategies that can transform those flighty customers into reliable partners who are truly invested in reaching their own goals!
In this episode, I explain how you can address the underlying issues that can contribute to a problem with patient dropoffs. You’ll hear exactly what situations tend to prime people to cancel and how you can easily turn things around. I also share some of the things you can do to help ensure your patients are fully committed to completing their entire plan of care.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out my Masterclass: 5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
If you offer injury prevention services in your practice, you’ve likely faced a common paradox of human behavior—how do you convince people to invest time or money addressing a problem that they don’t realize they have. While it may be a poor long-term strategy, most people are far more interested in resolving acute pain than they are in optimizing their situation or avoiding a future injury. And that means you can face an uphill battle when you attempt to sell health-optimization and injury-avoidance services in a straightforward, direct way.
In this episode, I explain how you can use an indirect approach to create an opportunity to persuade your target market to seek the services they are unaware they desperately need.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our last Masterclass: How to increase your cash pay rates, maximize profits, and minimize customer pushback on cost
Ever wonder how badly the pandemic and 2020 really was for the average PT private practice? Or what practice owners and practitioners did to get through it, and how they’re doing now? Well, Heidi Jennenga, founder of WebPT, recently released the 5th annual State of Rehab Therapy report with over 7000 respondents to tell us exactly that and so much more…
In their report and this podcast episode, you’ll not only learn the above, you’ll also learn about a profound shift in business models and the accelerated push to add cash-based services in over half of PT practices out there.
But first, Heidi’s backstory as a PT-turned-entrepreneur and CEO of a major company was something I couldn’t pass up asking about...
During college, Heidi Jannenga suffered a serious knee injury that made it impossible for her to continue participating in sports. She was referred for physical therapy, and as a result, was able to heal and return to her former athletic performance level. She found the prospect of being able to help other athletes in the same way fascinating, so she changed her major from pre-med to PT.
Eventually, Heidi became Clinic Director for a top-tier sports medicine clinic. She noticed the clinic was wasting a huge amount of time on dictation documentation, so she tried to find a solution that could make this task simpler—but none existed. Recognizing the enormous value such a tool would have for the practice, she partnered with a software engineer, and together, they created one. Once it became apparent there was a genuine market demand for their new software, they formally launched WebPT in 2008.
In this interview, Heidi explains how she’s grown WebPT into the most-popular EMR in the field of physical therapy… and of course also walks us through some of the findings from this year’s “State of Rehab Therapy” report, which investigated what’s been going on in the field throughout the past year and what tactics enabled practices to flourish despite the extremely difficult conditions created by the pandemic.
USEFUL INFORMATION:
Check out our Masterclass: How to Generate New and Return Patients via Email in Just 15 Minutes a Week
Tired of losing patients to a cheaper clinic when you know they really need the higher-level care you provide? Sadly, the cost to the patient of not getting the help they need can be far greater than the cost to you of simply losing their business. And this is why you’ll definitely want to check out this week’s podcast to learn how you can address the underlying concerns that lead many patients to decide they cannot afford the best available treatment.
In this episode, I explain how you can help your financially strapped patients afford the treatments they need in order to be able to fully enjoy their lives. You’ll hear tips for how to address cost objections—including three powerful tactics that can make a plan of care more affordable, how to guide the conversation to focus on value, and how to develop your selling skills.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Cash-Based Practice Guidebook
Are declining reimbursements driving you to the brink? Well, then you’ll be especially interested in this interview with Austin cash-practice owner Dan Bockman, one of my Mastermind group members… After working as a chiropractor for 21 years, Dan found himself in exactly that position. He was one of the top-rated docs in Austin with a busy pre/post surgical-rehab practice for treating spine and extremities. But since a full 80-90% of his patients were insurance-based, he began to notice a startling trend: while patients outcomes were getting better and better, he was getting paid less and less.
Eventually he got “literally squeezed out” of accepting insurance because the reimbursements no longer allowed him to provide high-quality patient care. Despite his fears, he decided the only option was to stop accepting insurance. Last year, despite a pandemic and a move to new office space, he took the plunge and dropped all his insurance contracts. With a little early course correction, the transition went better than he could have imagined—garnering zero patient complaints.
In this interview, Dan explains how he navigated the switch to create a practice that he looks forward to reaching on his drive each morning. You’ll hear details on how new-patient calls are managed; the schedule arrangements that lead to a relaxed, optimized atmosphere for both provider and patient; and how he scores tons of stellar online reviews.
USEFUL INFORMATION:
Check out our free training: 8 Non-Negotiable Keys for Cash Practice Success
Looking for a great way to showcase your services to a brand-new audience? A great lead magnet might just do the trick. In their many forms, lead magnets can be one of the best ways to reach an untapped target so you can give them an enticing peek into what makes your practice special.
In this podcast, I explain exactly how to create a polished lead magnet you can use to attract the people who are most likely to become paying patients. You’ll hear how to choose a topic, decide which type of lead magnet will work best, write an irresistible title, and avoid common mistakes that can lead to poor results.
USEFUL INFORMATION:
Check out our last Masterclass: How to increase your cash pay rates, maximize profits, and minimize customer pushback on cost
Given the pace of modern life and the fact that people tend to keep a smartphone at hand 24/7, it’s not uncommon for a cash-practice to receive some pretty tricky questions in writing rather than in-person. So what’s the best way to handle such sensitive price questions—given the obvious limitations inherent in responding by email or text—so their decision isn’t reduced to only dollars and cents?
In this episode, I walk you through how to manage written rate questions in a way that maximizes your potential to turn those prospects into paying customers. You’ll learn exactly how you can create an opportunity to understand the potential patient’s needs, so you can get them excited about the level of care you provide and help them understand the high value of your services.
And for more on the topic of answering questions on cost, check out my Masterclass series that teaches how to confidently answer the dreaded question: “Do you take my insurance?” You’ll learn how to skillfully guide the initial phone conversation and convert the maximum number of prospects into cash-pay customers.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out How to Generate New and Return Patients via Email in Just 15 Minutes a Week
This episode is perfect for anyone interested in learning how to better manage patient price objections. You'll hear how to sell treatment packages, how to skillfully use (and not overuse) discounts to increase conversions, and what to do when a prospective patient says they need to speak with their spouse before moving forward.
And for more on the topic of pricing, raising rates, and increasing profits 10-50% overnight, you’ll definitely want to check out my Masterclass that teaches you how to keep your schedule packed with patients who really value the amazing results you provide and are happy to pay top dollar.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our How to Recession-Proof Your Practice in 2 Hours
The idea of raising your rates is enough to induce quiet panic among most cash-based practice owners. Yet it is one of the easiest ways to both improve your compensation and give your practice the resources needed to provide truly outstanding patient care. Even so, most practices wait far too long to raise prices and effectively leave a ton of money on the table while they struggle to make ends meet.
In this episode, I discuss how you can raise your rates without risking your practice. You’ll hear tips for determining the right prices, introducing them to your clients, and how to put your fears to rest that you are about to destroy your business. So take a few minutes to learn the easy way to get a long-overdue raise for yourself!
For more on this topic, you’ll want to check out my upcoming Masterclass that will walk you through exactly how to fill your schedule with patients who will pay top dollar without thinking twice. It’s a deep dive on how to raise your rates and make sure you and your team can get paid what you’re worth. I’ll share all the details when enrollment opens next week.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
No one wants to work in a toxic environment characterized by in-fighting and power struggles among staff, and you certainly can’t afford to have work squabbles interfere with patient care. But making sure you create and maintain a positive work culture can be easier said than done. Fortunately, even in cases where there has already been a fair bit of conflict, you can turn the tide—and it doesn’t necessarily require you to replace employees.
In this podcast, I share strategies for creating a truly positive work culture in your practice. You’ll hear how to recognize candidates with the wrong mindset before you hire them, clearly communicate your expectations to your employees, and keep those standards in place over time.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Cash-Based Practice Guidebook
Since I last talked with cancer-rehab specialist Angela Wicker-Ramos in 2016, her practice has experienced incredible growth. Despite working in a niche where patients are heavily reliant on insurance for the bulk of their care, Angela’s cash-based practice is thriving. Currently she has a group of 15 providers from various disciplines offering services to patients, but none are regular employees. This structure allows Angela to keep things simple while still providing all the services cancer patients need.
With a combination of referrals and community-based marketing, her message of specialized care and a highly integrated customer experience has been resonating throughout the Austin area.
In this interview, Angela shares how she built the practice through a strong referral network of busy oncology providers, support groups, and even her own competitors.
USEFUL INFORMATION:
Check out our AUTOMATED TOP TALENT ATTRACTION AND HIRING SYSTEM
When it comes to marketing a cash-based practice, there’s simply nothing that can replace offline marketing strategies—that is, good old-fashioned, face-to-face relationship building. When done well, these approaches can help you efficiently connect with lots of prospective patients who will value what you have to offer and get them on your schedule.
In this podcast, I explain how to make the most of your presentations, workshops, and other in-person events. You’ll hear my top three tips for dramatically increasing the number of new patients sign ups from an event and improving their show rates afterward.
USEFUL INFORMATION:
Check out our course: The Online Patient Attraction System
Offering discounted multi-treatment packages can be a great way to help fill your clinic’s schedule, and minimize drop-offs to maximize the raving fans you create for your practice. However, the higher price tag can scare off those who aren’t totally sold on the value of your services if you don’t frame the “ask” in a way that builds trust, addresses objections, and is timed perfectly.
In this episode, I walk you through how to effectively sell packages to your patients, including the simple analysis that will enable you to predict if offering discounted plans is likely to leave you with regrets down the road. You’ll hear how to position a package in a way that emphasizes the high value, and how packages should be billed if a patient needs documentation to submit for self claims.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our latest masterclass, “A Little-Known Yet Easy Way to Generate at Least 1 New Referral Source Each Month”
Ever think a cash-based practice won’t work in a rural area without “a lot of money”? Well, I’m especially proud to share this interview with cash practice owner Tammi Stewart, one of my Mastermind group members… Why? Because she started her practice right after her second child was born, in 2 niches that were completely new to her, and did it all in a small town where she just moved and had no established referral sources or patients following her from another practice!
For as long as she can remember, Tammi had a passion for helping people feel better. She channeled that passion to pursue a career in physical therapy, which dramatically changed her geography and life path along the way. After graduation, she landed one part-time job in an outpatient, hospital-based clinic and a mentorship working with a small, private practice that focused on chronic pain and helping the patients “nobody else could fix.”
After Tammi’s second child arrived in 2019, she decided it was time to leave her mentor and start a side-hustle cash-based practice in her small town. Before long, she was ready to leave her clinic job to focus on her mobile practice full-time—and less than a year later, she moved the growing practice into space in a Crossfit gym.
In this interview, Tammi shares how she got started in physical therapy, what led her to start her own practice, what worked best to quickly fill the schedule, and how she maintains a great work/life balance for her young family. For a practice that’s only about two years old, the growth has been impressive and her obvious joy as she creates the practice of her dreams is inspiring. And just this month, Tammi made the final jump from employee to employer when she hired her first clinician!
USEFUL INFORMATION:
Check out our Practice Success Masterclass Series
In order to be able to attract your ideal customer, you need to define exactly who that is. This may sound self-evident, but so few businesses actually do it, it’s something I have to repeat quite often. Creating an ideal patient “avatar” should be one of the foundations of an effective marketing plan for any practice Further, in business, you’ll constantly need to make decisions that can have huge long-term impact and are often not easy to make. One of the easiest ways to take the guesswork out of decisions, is to be able to ask, “will this help me to better attract and better serve my ideal patient?”
In this podcast, I explain what a well-defined patient avatar should look like—using examples from my own cash-based physical therapy practice in Austin. You’ll hear about why an avatar might evolve or even multiply as your practice grows over time and how you can use the specific traits you identify for your ideal patient to know where to connect with them and how to appeal to them.
USEFUL INFORMATION:
Check out our upcoming Masterclass: A Little-Known Yet Easy Way to Generate at Least 1 New Referral Source Each Month
This week’s podcast features my conversation with Jorge Massano, one of my Mastermind group members. Jorge has been knocking it out of the park with social media marketing for his cash-based practice in Portugal, with individual Instagram posts sometimes resulting in as many as 5 new patients! Just a few months before the pandemic, Jorge went full time in his cash-based practice and one year later (even with all the Covid shutdowns) he has already hired 3 other clinicians … almost all fueled by his use of social media!
As a result of a personal diagnosis, Jorge decided to pursue a career in physical therapy. After graduation from 9 long years of school, he took a position working for a top Portuguese soccer team. But it required far too many hours to leave quality time with family. Since he’d always wanted to start a business, he chose to invest his only day off each week in a side hustle building a practice of his own. The conventional healthcare system in Portugal made it impossible for him to offer anything but cash-based services, so he immediately set to work learning how to market outside the insurance-based system.
When the soccer team told him he would have to increase his hours for less money, he knew it was time to quit and focus on his own practice full time. Armed with the marketing knowledge he’d gained and some perspective shifts about what people actually want from social media, he cracked the code on attracting business using Instagram, Facebook, and Youtube. In this interview, you’ll learn exactly how to create results-generating content for each platform and tactics that ensure all that great content is seen by your target audience.
USEFUL INFORMATION:
Check out our Cash-Based Practice Guidebook
Need help creating a compelling landing page or blog post? Maybe you’d like ongoing help from a virtual assistant, graphic designer, or website expert—but don’t know where to look. If the hassles of finding competent contracting help have led you to put off the search, it might be time for you to give Upwork and Fiverr a look.
In this week’s episode, I explain my favorite strategies for hiring contractors using Upwork and Fiverr. I share my top tips for saving time and money as well as best practices for using these sites to outsource graphics, writing, programming, or other projects in your practice.
USEFUL INFORMATION:
Check out our latest masterclass, “How to Make Your Website a Patient-Producing Machine”
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
Do you secretly dread having to sell your services to prospective patients? If so, you’re not alone. This is one of the most-common complaints I hear from other cash-practice owners, which is a problem because it’s a necessary part of running any successful business. Fortunately, it’s possible to develop a comfort level with selling that will not only make those conversations less awkward, it will also improve your new-customer conversion rates.
In this week’s episode, I explain exactly how to navigate the discussion in a way that will have you feeling less like a used-car salesman and more like the expert healthcare provider you are. You’ll hear how to keep the focus on the value you deliver, how to manage your discovery sessions to improve conversions, and how to address objections so your prospects can choose your services with confidence.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our e-Course on how to answer insurance objections
I’m so excited to share this inspiring interview with Greg Judice, one of my Mastermind group members. Since joining the group last year, he has created a vibrant network of referral partners, and his practice had its best year ever—despite the pandemic!
During PT school, Greg became disillusioned by the harsh economic realities that overshadowed his dream of starting a private practice. So after graduation, he decided it was better to simply work in a corporate PT job. But that quickly led to burnout, which gave him the motivation to find a way out, and that eventually led him to investigate the cash-based practice model. Armed with that information, he laid the groundwork to start a practice during his residency program; and in 2017, he opened his doors. Unfortunately, the flood of business he’d anticipated was more like a slow trickle. He spent the next 2.5 years experimenting with marketing efforts that didn’t bear much fruit and finally concluded it was time to get some professional guidance in my Cash-Practice Mastermind group.
In this interview, you’ll hear how Greg got started, what he learned along the way, and what really took his practice from struggling to successful in a few short months. He shares exactly how he uses a podcast that costs around $60-$75 per episode to turn an incredible 20-25% of his guests into referral partners. And he describes how working with two different coaches completely transformed his results just a few months.
USEFUL INFORMATION:
Check out our Practice Success Masterclass Series
Word-of-mouth referrals can be one of the easiest, lowest-cost ways to attract new patients to a cash-based practice. While this form of marketing can often be considered quite passive, there are a number of fairly easy things you can do that will improve your results. By employing these tactics, you’ll enhance your online credibility, powerfully connect with your target customer, and dramatically increase your word-of-mouth referrals.
In this podcast, I discuss specific strategies that will maximize your word-of-mouth referrals. You’ll hear how you can create a steady stream of patient reviews and how to make sure those reviews will highlight the best features of your practice and help you stand out in the marketplace.
USEFUL INFORMATION:
Check out our course: The Online Patient Attraction System
After finishing PT school, Chris Johnson spent a decade working as a therapist for a New York hospital in their cutting-edge sports medicine program. During that time, he also made house calls on the side and discovered he could earn as much or more money as he did at his “regular” job—but with about 10% as much work. He eventually felt he could only reach his full potential as a therapist by going out on his own, which was daunting because of the costs associated with opening a practice in New York City. But his gamble paid off, and he quickly filled his schedule with patients who valued his sports-medicine expertise.
Eight years ago, he and his wife decided it would be better for their family to relocate to her hometown of Seattle. So he closed his New York practice, moved across the country, and made the “torturous” transition to working in a staff therapy position. In time, he gained enough traction to go out on his own once again, leveraging his therapy expertise and his passion for running. Today, Chris has a thriving sports-medicine practice that serves runners around the country with highly tailored therapy and information resources that help them continue to enjoy and excel at the sport they love.
In this episode, Chris shares what he’s learned from his experiences in building two cash-based practices in distinctly different markets. He explains how he uses content to drive his marketing efforts and how he ensures he can consistently deliver superb patient experiences that persuade customers to pay top dollar for his out-of-network services.
USEFUL INFORMATION:
Check out our Practice Success Masterclass Series
I’m often asked what is the key to success as an entrepreneur. Based on what I’ve observed in my own businesses as well as the many other practice owners I’ve coached in my Mastermind group, the main factor governing your results is always the perspective you apply as you begin. By mastering the right mindset, you can create a fulfilling opportunity to serve your patients instead of turning yourself into a stressed-out workaholic.
In this week’s episode, I explain my own entrepreneurial background and walk you through the specific mindset shifts that I believe are critical to cultivating a business you will love to be a part of in the long term.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
Confused or clueless when it comes to Facebook Ads and how to create ad campaigns in-house that actually generate patients for your practice? Then this episode is for you!
For the past 8 years, Jordan Mather and his partner have made a business of helping physical therapy practices successfully manage their online marketing. But in light of the mounting financial pressure on those practices during the pandemic, they decided to pivot and teach their clients how to handle their online marketing in-house. Their company, The Clinical Marketer, now specializes in sharing the knowledge and skills that enable practice owners to leverage digital marketing themselves and avoid paying large monthly fees to outside marketing firms.
In this podcast, you’ll hear some powerful strategies and easy-to-implement tactics for getting big returns on your Facebook ads and other digital marketing efforts.
USEFUL INFORMATION:
Check out our Masterclass on Recession-Proofing Your Practice
Are you struggling to turn initial phone calls into cash-paying customers? Do you cringe when a prospective patient asks if you take their insurance? Then you won’t want to miss this week’s podcast episode, where I share tried-and-true techniques for improving the initial phone call conversion rate for your cash-based practice. You’ll hear relevant marketing tips and actionable strategies for managing those first customer conversations, improving your value proposition, and shifting your perspective to increase sign ups and reduce no-shows.
And for every last detail on how I handle insurance objections and guide wary prospects into happy cash-pay customers, check out our proven, business-producing system: How to Answer the Question “Do you take my Insurance?”
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Answer the Question “Do you take my Insurance?”
This week’s podcast guest is an integrative pain care specialist who had a 15-location private practice that was primarily cash-based... In New York City! The real estate costs of something like that alone make my eyes glaze over, but the fact that he and his business partners did it with very little insurance involvement takes it to a whole other level.
Joe Tatta began his career as a traditional physical therapist 25 years ago. His first job was at a costly NYC in-patient rehab facility that focused on chronic pain. Next, he spent 2 years working for an outpatient private practice that focused on stage performers. Armed with those experiences in wellness and rehab, he and some partners opened a cash-based private practice that was a mix of PT and personal training.
In time, the business expanded to include 15 locations, with a mix of cash-pay and insurance-based patients. This background laid the foundation for his interest in integrative pain care, and in 2015, he left the clinics behind to write a book on the topic.
In this interview, Joe explains how integrative pain care helps bring the kind of healing that was previously only available in a pricey in-patient setting. You’ll hear how this approach involves all facets of a patient’s life in their journey toward a pain-free future, including diet, lifestyle, work, family, and mindset… and how you can apply these powerful methods to your practice and get the type of elusive results in chronic pain that people will gladly go out-of-network to achieve.
USEFUL INFORMATION:
Check out our Masterclass on Recession-Proofing Your Practice
In this episode, I explain how you can find opportunities for your practice throughout the patient lifecycle. This topic is critical because helping your existing patients fully heal their injuries and reach their goals is one of the easiest ways to improve your practice revenues.
You’ll hear specific tips for how to find and plug profit leaks that are costing your business money, including strategies for minimizing drop-offs from the schedule.
USEFUL INFORMATION:
Check out our Cash-Based Practice Mastermind group
Welcome to 2021! This past year exposed a lot of the vulnerabilities in our businesses, but fortunately, many practices were able to mitigate the potential threats and weaknesses they faced. And some not only survived—they thrived!
For my own cash-based practice in Austin, when it became apparent that gaining new customers would be far more difficult than usual, I focused more on optimizing the POC value of all current AND past clients as possible. And this strategy, along with many others, worked amazingly well to help us stay afloat during the pandemic.
In this podcast, I focus on lessons learned and specific strategies to help strengthen your practice so it will be resilient no matter what surprises 2021 has in store. You’ll hear tips on keeping yourself in the right frame of mind, how to prepare for disaster, marketing ideas, as well as HR and operational strategies.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
Jessica Campos is a brand-building consultant who has cracked the code on leveraging online communities to advertise your business. Her proven strategies for building a network of potential customers who trust you and your brand can lead directly to increased revenue for your practice.
In this podcast, you’ll hear techniques for creating vibrant communities and how that can increase the impact of your advertising spend on Facebook. By applying her unique approach, you can build your own online communities so you’ll have a ready, highly engaged audience who will be excited to hear from you and to spread your messages organically.
Libsyn Description (in addition to Content paragraphs):
USEFUL INFORMATION:
Check out our new masterclass on seasonal promotions
In this episode, I explain the various key performance indicators (KPIs) that I suggest a cash-based practice owner should be focusing on. I’ll cover exactly which metrics are important to understand for each area of business as well as for practices at different developmental stages. You’ll also hear how to put all that data to use to improve your decision making.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our course: How to Answer the Question “Do you take my Insurance?”
After Jaimie Perkunas graduated from PT school, she took a job in an outpatient clinic. She gradually began adding some yoga elements into that traditional setting, and found it both effective for patients and interesting for her personally. Eventually, with lots of encouragement from her husband, she decided to open a side-hustle, home-based practice that officially combined yoga and physical therapy.
After a year or two juggling both jobs, she was ready to quit her per diem work and focus on her own practice full time. Ever since, Jaimie has been working to find a balance between the practice she envisions and the practice she is creating, and course correcting along the way—which kept her foot in the “traditional” PT world even as she was running her own practice and caused her to completely revamp her practice structure over time.
In this interview, Jaimie shares how she got started, what worked and didn’t work, and what she’s learned along the way. You’ll also hear some interesting ideas for marketing and what’s worked to retain clients during pandemic closures.
USEFUL INFORMATION:
Check out our Online Patient Attraction System (If we have the masterclass sales page ready, use that instead)
In this episode, I delve into a topic that I think is absolutely critical to any successful cash-based practice, and that is your mindset. After working with hundreds of practice owners through the years, I have yet to find any who are able to create the practice of their dreams without the proper mindset. It’s a super fast listen that can help anyone who’s interested in running a practice to identify some of the subconscious blocks that can hold you back.
You’ll also hear me mention the importance of finding patients with the right mindset. For more on this topic, check out my blog post on how to make sure you’re attempting to sell to the right sort of person.
USEFUL INFORMATION:
Check out our Cash-Based Practice Mastermind group
After medical school, Dr. Michael Kim worked for years in various conventional healthcare settings that made him worry about the growing negative influence insurance was having on patient care. As he became more disillusioned over time, he began looking for alternatives, which led him to the idea of direct primary care. After much investigation, he concluded the DPC practice model was a far more-satisfying way to practice medicine—providing financial sustainability and a positive work/life balance.
As a result, he opened a direct primary care clinic, Coachella Valley DPC, with his physician wife last year. After just 10 months and having started from scratch, their practice is already self-sustaining—even with a pandemic—having 70 members currently enrolled!
In this interview, Michael shares how he and his wife got their practice started and the specific initiatives that have helped them succeed. You’ll hear about the marketing, networking, pricing, and strategic business approaches that have worked best to quickly grow their practice.
USEFUL INFORMATION:
Check out our new course: How to Answer the Question “Do you take my Insurance?”
In this episode, I coach Jim Heafner on how to best manage the growth of his young cash-based practice as he approaches the moment when he’ll need to add his first PT. We discuss some of the fundamentals of hiring, including how to find great candidates and how you can structure a position to best meet the needs of your practice. You’ll also hear some specific techniques for making the whole process of hiring easier and more efficient.
This “highlight” is from a full episode on growing a practice from side hustle to fully booked.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System course
In this episode, I discuss strategies to inexpensively market your cash-based practice using an emailed newsletter. You’ll hear how to decide what sort of messages your target audience will want to read, how to structure the content and produce it easily, and how to make sure your messages actually get received and read.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our new course: How to Answer the Question “Do you take my Insurance?”
I am so freakin excited about this episode and this guest … I have been on this guy’s email list for over 2 years now, and he emails me every day! Yes, you read that correctly … not only have I not unsubscribed, but I genuinely look forward to his daily email. And over time, I’ve spent a pretty penny on his courses so that I can become a better marketer myself.
Since he was a child, Dave Dee wanted to be a magician. But he grew up and settled for work in “practical” jobs, adding in magic shows when he could. Like most of us, he believed if he got really good at his craft, success would follow. But instead, he just fell further into debt.
In an effort to find answers, he studied marketing, and that sparked a huge mindset shift. He began to think of himself as a “marketer of entertainment services” instead of a magician—and acted accordingly. Just 4 months later, he had gone from doing 3 magic shows per month to 57!
Every private practice must do the same things to succeed: generate leads and close them, perform the service and get paid, and generate repeat business and referrals. That’s why many of the same marketing principles that work for a magician will work for essentially any private practice. When Dave realized the power of sharing those principles with other business owners, he knew he’d found some real-world magic.
In this interview, Dave shares some incredible strategies for email marketing and the initial prospective patient phone call that will completely transform your ability to acquire new patients for your practice...
Ever freak out or panic when a prospective patient calls and asks if you take their insurance? Then this episode is a must-listen, and this new masterclass titled “How to answer ‘Do you take my insurance?’” is a must see.
USEFUL INFORMATION:
Check out our eBook on Medicare & Cash-Pay PT
In this podcast, I share some strategies for cultivating your network of referring physicians. I explain how to navigate the initial conversation, including discussing your billing arrangements, how to establish rapport, and things you can do to increase the chances that any referrals you receive will convert. You’ll also hear some clever followup techniques that create ongoing touchpoints that will help establish you as a valued resource.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Mastermind coaching group
This highlights episode features a conversation I had with Gene Shirokobrod of UpDoc Media about how to position your practice for growth from the very start. We talk about the mindset, planning, and specific strategies that lay the groundwork that enables you to scale up your practice so it includes multiple clinicians and/or multiple locations.
We discuss how to plan, hire, and manage with that future growth in mind so you can successfully scale up your practice when you’re ready—and build the lifestyle of your dreams!
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System course
After Dr. Morgan Camp finished his Medical residency, he accepted a position in a successful, cash-based functional medicine clinic where he got to work alongside experts in the field. He found early success and soon decided to open his own concierge medical practice which attracted a good number of high profile clients in the Bay Area.
He built his practice over time with low risk by moonlighting in ER and urgent care as he grew his patient base. For a variety of reasons we discuss in this episode, his practice grew into something he was not satisfied with, and though it was thriving financially he eventually decided to “mostly close.” He took a couple years to rest, travel, and decide what would come next. When he was ready, he reopened a functional medicine concierge practice that would allow him to help patients in the way he desires while maintaining a balanced life.
In this interview, Dr. Camp explains how he got started and what he’s learned from running two different cash-based medical practices, including what worked and what he’d do differently if starting over again.
USEFUL INFORMATION:
Check out our ebook Medicare and Cash-Pay PT
As business around the country begins returning to normal, many practices are looking to hire new staff. With that in mind, this week’s podcast is focused on how to structure a position and compensation package so you can attract the right sort of candidate. I explain the legal, psychological, and strategic factors to consider in order to make sure your next hire is a good one!
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our Automated Talent Attraction and Hiring System
Earlier this year, Jordan Mather and his partner Will Boyd set out to discover why some of their clients' online workshops were generating so much more business than others. When they realized that difference came from my Online Patient Attraction System, they reached out to learn more. This week’s podcast was recorded during a Facebook Live in which Jordan conducted a ‘reverse-interview’ with me to explore what sets apart the webinars that really produce patients from those that simply inform.
In the interview, we cover what goes into high-converting webinars and the followup strategies that are pivotal to success. You’ll also hear all about Jordan’s Online New Patient Workshop System Toolkit, the incredibly discounted package we’ve created to get this information in your hands as economically as possible. We walk through exactly what’s included and how each of the tools help make sure your online workshops actually produce patients.
USEFUL INFORMATION:
Check out our Cash-Practice Mastermind group
In this episode, I dig into the specific strategies and marketing tactics that have led some practices—like my own physical therapy practice in Austin—to not only survive the pandemic, but actually thrive. You’ll hear exactly what has worked to keep my own cash-based practice going strong throughout 2020 and my marketing plans for the coming months.
You’ll also hear about our Labor Day flash sale, where you can save 20% on all my courses, ebooks, and coaching programs. To take advantage, just visit my website and during checkout, click “have a promo code”, enter“FREEDOM” and click “apply”.(Sale ends Monday at midnight.)
USEFUL INFORMATION:
Check out our Mastermind coaching group
During PT school, Valerie Schwalbe discovered she had a passion for pelvic physical therapy. So right after graduation, she started a pelvic health program in an outpatient orthopedic clinic and ran it for 2 years. Over time, she realized her dream of a standalone, dedicated pelvic health clinic where patients could be completely comfortable wasn’t really possible within the insurance-based business model.
Valerie began listening to this podcast and joined my Cash-Practice Mastermind group so she could learn what to do in order to get a new practice off to a strong start. Two years ago, all that preparation was put to good use when she finally opened her own private-pay pelvic health practice. Incredibly, her new clinic was 75% booked within just 3 months! Despite all the craziness of 2020, Valerie’s practice continues to grow, and she utilized my Automated Hiring system to hire her first physical therapist as well as admin support.
In this interview, she shares the story of how she got started, what worked and what didn’t, and details on pricing, HR, marketing, and office space rental (and pitfalls to look out for).
Check out our Automated Talent Attraction and Hiring System
In this highlights episode, I explain how you can target a niche to make your practice stand out from the competition. While it may seem counterintuitive to focus on a smaller market, the highly personalized messaging you can create for a niche makes your offer resonate far more than a generic “we fix everything” message ever could. This approach has been a real game changer for many practice owners.
I share specific strategies for choosing your niche and reaching out in ways that will help you gain a warm reception. And I explain a trick for how to multiply the ROI you’ll see from your outreach efforts.
Check out our Cash-Based Practice Mastermind group
Scott Waddell has been building cutting-edge content management systems for more than 20 years. His company, PatientSites, has spent the past decade developing software services and tools to make owning a cash-based practice easier and more profitable. As this year’s pandemic unfolded, PatientSites was among the first to provide vital information, ideas, and support to help practices continue to operate safely so they could stay in business despite the mayhem.
During our conversation, Scott shared the exciting news that PatientSites is introducing some incredible new resources to help leverage the many opportunities that have been created as a result of the pandemic. We dig into some inventive new possibilities for leveraging telehealth as well as some advanced automation tools to improve your responsiveness to patient calls and enhance the overall experience your clinic provides. And you’ll hear about the powerful new content management system that analyzes for SEO so you can create messaging that will get you on top of the search rankings where your audience can find you!
USEFUL INFORMATION:
Check out our Online Patient Attraction System
In this episode, I explain how you can develop a mindset that will allow you to artfully handle cost conversations about your cash-based services. You’ll hear how to shift your perspective and help convince yourself of the substantial value you provide. Believe it or not, in time you’ll come to truly believe your pricing is fair and reasonable—so you can calmly, confidently ask patients to pay for a full plan of care or expensive treatment package.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
Dr. Karen Litzy hosts of one of the most-popular PT podcasts in the country, with tens of thousands of monthly downloads. She has used her “Healthy Wealthy and Smart” podcast to successfully market her cash-based practice to her fellow New Yorkers—and to a worldwide audience as well. In light of the recent surge in telehealth capabilities among my listeners, I’d encourage everyone to consider such creative methods to attract interest from patients outside your local area.
In this interview, Karen shares exactly how she uses podcasts to attract both new patients and referral sources, while establishing herself as an expert in the field.
This “highlight” is from a full episode on what’s working for a wildly successful concierge PT practice.
USEFUL INFORMATION:
Check out our new Silver-Level Mastermind membership option
In this episode, we delve into the world of Facebook marketing for a cash-based practice. The discussion centers around the real-world results from my Austin-based PT clinic and those of some members of my Mastermind Gold group, as we brainstorm on how to enhance the effectiveness and reach of their social media marketing efforts. You’ll learn specific techniques for efficiently generating content that gets the attention of the right people—and tips for making sure it ends up being seen.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
After Eric Wallace graduated from PT school, he worked for several years as a staff physical therapist at a hospital-based outpatient clinic. Though he’d never imagined owning a practice, after having kids, he couldn’t bear the thought of coming home from work each day drained and unhappy. He knew he wanted something more, and that led him to begin exploring cash-based PT options—including listening to this podcast!
When his family relocated to Appleton, Wisconsin, Eric teamed up with a chiropractor and ran the physical-therapy side of their business. He soon learned all about the frustrations that come with accepting insurance, and he began to dabble with offering some cash-based services.
Soon after, Eric decided to go it alone and start his own fully cash-based physical therapy practice. He rented space in a gym to start, but his lack of a real business plan made things difficult. He quickly niched his focus to golf—an area of passion for him personally and a highly motivated target for the business. Eventually, he moved into his own space and went 100% cash-based with a focus on improving performance for golfers.
In this interview, Eric shares what he’s learned along the way and what’s worked best in his recent foray into online workshops. He provides his top strategies for niche marketing and managing a practice as it grows.
USEFUL INFORMATION:
Check out our Online Patient Attraction System
In this highlights episode, Prajanay Paul of PatientSites.com explains how you can increase the chances that the emails you send out to market your cash-based practice will actually be seen. With the industry average for email deliverability at around 60-70%, it’s likely a whole lot of your carefully written emails are never seen by anyone.
Remember, every message that goes missing is a potential lost sale! So while this is probably not your favorite topic, the tips and tools Paul shares make it so simple to solve email deliverability problems that you simply cannot afford to continue letting your messages get swallowed by spam and promotions filters.
USEFUL INFORMATION:
Check out our Cash-Based Practice Mastermind group
After many successful years in private practice, Jerry Durham has made a business out of helping physical therapy practice owners to improve the client experience from start to finish. Much of this focus (and the resulting client experience strategies) stemmed from a year when he took over a thousand incoming prospective patient phone calls at his practice. And over time, he has identified some common mistakes that virtually every practice makes—mistakes that cost them business and lower the lifetime value of each customer.
In this interview, Jerry explains his philosophy on enhancing client experience and some actionable steps any practice owner can immediately take to improve their business results. We do a deep dive into the initial patient phone call and the “do you take my insurance?” question. The insights he shares on building relationships that foster an environment of trust can help you get your cash-based practice on its way to happier customers and bigger profits!
USEFUL INFORMATION:
Check out our Online Patient Attraction System
In this podcast, Jarod explains precisely how to get started with social media marketing for your physical therapy practice. He shares strategy, platform recommendations, content ideas, technical details, and some of the tools that can help you manage your posts more easily. It’s a concise tutorial that demystifies the subject for those who haven’t yet made the leap into social media marketing, and it provides some great ideas for those who already have.
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out my free training The 8 Non-Negotiable Keys for Cash Practice Success
Jennifer McGowan had been a physical therapist for years when she got pregnant with twins. She already had 2 young daughters at home, so she began to realize that continuing to work in an outpatient orthopedic setting where she was responsible for seeing 3 patients per hour would become unbearable after her delivery. She knew she needed to find a way she could spend more time with her kids, treat patients on her terms, and make good money, so she started a cash-based PT practice.
As you’ll hear, when Covid-19 hit, she quickly pivoted to telehealth and then absolutely crushed it with online workshops/webinars (earning $3,500 with her first two webinars and Facebook Live events as well!)
In this interview, Jennifer shares her journey from employee to practice owner and what’s given her the best results to effectively market her practice. She explains her highly effective approach to selling packages during a discovery session, as well as pricing and referrals. You’ll hear how she uses workshops—both in-person and online—to reach her target and convert more than half of the attendees into paying customers! And we discuss what she’s learned since her recent transition to telehealth visits that allowed her to keep 30% of her existing business when she closed her doors in March, pick up new business in April, and once again be fully booked when most practices are seriously struggling.
USEFUL INFORMATION:
Check out our Online Patient Attraction System
Last week, I was interviewed by my friends Alex Engar and Will Boyd of Healthy Funnel. The fun and often funny discussion focused on something I’m incredibly fired up about: How a practice can use online workshops to quickly acquire loads of new patients… BOTH telehealth patients AND in-clinic patients.
Thanks to COVID19, I had to temporarily convert my own physiotherapy practice to 100% telehealth visits, and we lost about 50% of our business virtually overnight. The fact we were able to retain and convert 50% of our manual therapy patients into telehealth patients was actually pretty good, but it was still a big hit. So I suddenly needed to find a way to reach a new pool of people who would be interested in telehealth services.
Necessity being the mother of invention, I was able to crack the code on how to attract new business like a magnet using online workshops! And this is something I believe anyone can learn to do so they’ll have their first patient-generating webinar launched in a week.
In this podcast episode, we walk through all the modules of my new course—the Online Patient Attraction System—and in doing so, you actually get the blueprint and every step of what you’d need to do to start (re)building your practice using webinars. You’ll learn exactly what’s included and how you can get your first high-converting workshop launched in days.
USEFUL INFORMATION:
Check out my Mastermind coaching group for practice owners
This week marks the launch of my Online Patient Attraction System, a course that teaches you precisely how to create webinars and online workshops that generate loads of telehealth patients for your private practice. So in this episode of the podcast, I’m sharing a segment from the course that walks you through how to create a high-converting presentation script that will ensure your webinar actually does its job of bringing patients into your practice.
You’ll learn the strategies that elite sales professionals use when creating their online presentations. We delve into the science and art of taking your audience on a proven journey that maximizes their likelihood to say ‘yes’ to your offer. This recording is just a sample of what you’ll get in the self-paced course—a comprehensive, 5-module system that walks you through the process of marketing your telehealth and in-clinic services with online workshops. The course is packed with actionable steps and done-for-you templates that clear away the guesswork and confusion, so you can generate new patients and revenue streams for your practice asap.
Click here to learn more on how the Online Patient Attraction System can help you market your practice with easy-to-assemble webinars.
USEFUL INFORMATION:
Learn How To Get Telehealth Services Setup In Your Practice As Quickly As Possible with my free Telehealth Quick-Start Guide
In this episode, I explain how you can use Facebook Live events to market your cash-based physical therapy services. Promoting live events to your existing list of contacts is a great followup strategy for increasing reactivations and tune-up sessions and keeping your practice top of mind among discharged patients. You’ll hear tips for deciding if there’s sufficient interest, how to approach scheduling, and how to make sure everything goes smoothly. It’s an extremely quick listen packed full of useful information that really helps demystify this topic.
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out my free Telehealth Quick Start Guide!
This week’s highlights episode is taken from an interview with Michael Garrett, MD, an Austin-area “direct primary care” physician with a private medical practice near my own cash-based physical therapy clinic in Austin, Texas. As our interview began, we inadvertently recorded a great example of a conversation I like to have with all my physician referral sources. I find it really helps them better understand how my cash-based services can represent a much better value for many of their patients than insurance based options. And that prepares them to frame my services and the associated costs in an accurate, yet enticing way when the time comes.
This is a really quick listen that can help you see how to set up your referral sources to position your practice in the best light with their patients. Definitely worth a few minutes of your time!
This “highlight” is from a full episode on the direct primary-care movement in the US.
USEFUL INFORMATION:
Check out our Mastermind group
In this episode, I do a deep dive on how to approach social media marketing for a cash-based physical therapy practice. You’ll learn about constructing compelling ads and targeting them to your ideal customers. And I’ll walk you through how you can determine exactly which ads are effective in bringing enough cash-pay business into your practice.
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our free training: The 8 Non-Negotiable Keys to Cash Practice Success
With all the stresses and fears plaguing many private practice owners right now, I thought this would be a good time to focus on mindset. There are some key components to controlling our mindset that I believe all practice owners should know and be utilizing in these difficult times.
To that end, this week’s highlights podcast is taken from two earlier episodes (CBP #83 and CBP #84) I recorded during a frightening, emotional 3 months when my infant son was hospitalized with a life-threatening illness. I candidly discuss key situations that unfolded, including what I was feeling, where I found sources of inspiration, and what I learned that can be applied to make any practice stronger. This is a “time lapse” version of what actually unfolded over 3 months—starting from the early, fingers-crossed stage through to when we were finally able to take Gray home—so you get to hear how things worked out.
USEFUL INFORMATION:
Check out our Mastermind group here.
At a time when most business owners are scrambling to keep their business alive in a pandemic and reaching for any low hanging fruit they can manage, it’s those that get truly innovative and creative that will not only survive the pandemic but also become the strongest companies long-term. So I couldn’t think of a better time for this episode with Duncan Wardle, the former VP of Innovation and Creativity for Disney (yes, THE Disney).
In this fascinating interview, Duncan walks us through multiple examples of how innovation was used to remove the customer’s biggest pain points and create historical profits; and he gives a handful of exercises we can use ourselves to do the same for our private practices.
For example, Disney knew visitors dreaded the long lines at the gate and every attraction, shop, and hotel throughout the park. So Duncan reframed this and asked a “crazy” question: What if there were no more lines? This eventually led them to the solution of RFID wristbands that could allow visitors to access services automatically. As a result, Disney enjoyed record revenues. Further, they could now truly understand what elements visitors actually preferred by analyzing the map of their travels within the park.
Since leaving Disney, Duncan has become an evangelist for the business value in creating improved customer experiences. In this interview, he explains methods for finding truly breakout solutions for your practice. He’ll give you strategies to get out of your habitual ways of thinking so you can find solutions to eliminate your patient’s fears and resolve the issues that make it hard for them to buy from you.
USEFUL INFORMATION:
Learn How To Get Telehealth Services Setup In Your Practice As Quickly As Possible with my free Telehealth Quick-Start Guide
In this week’s podcast, you get to listen in as I give my Mastermind group a detailed Masterclass on getting started with Telehealth services as quickly as possible. This is a must-listen if you’re interested in using telehealth to get your practice through the coronavirus crisis.
But before you dive in, if you haven’t already, make sure you download a copy of the free TELEHEALTH QUICKSTART GUIDE … learn exactly how my staff and I set up telehealth in my practice and were performing online physical therapy sessions in less than 48 hours.
This episode is taken from a Q&A coaching call with my Mastermind group. The information we cover builds on last week’s podcast with Rob Vining, which explains exactly how to get your practice set up to provide the telehealth option.
USEFUL INFORMATION:
Check out our Mastermind Group to learn how to start, grow, or transition to a cash-based private practice.
There isn’t a single private practice that won’t be affected by the Coronavirus pandemic in some way … some may fail, but others will flourish. This episode (and next week’s) are all about providing you with the information I feel will most help practices survive and thrive through all this …
This podcast is from a Facebook Live interview I just did this week with Rob Vining, the leading expert on telehealth physical therapy. Rob generously made time in his super-busy schedule to help us learn how we might weather the storm of Coronavirus-related cancelations by putting this technology to work in our practices.
In this interview, Rob explains options for getting your practice ready to conduct telehealth visits, including details about specific platforms, pricing plans, legal considerations, and resources.
USEFUL INFORMATION:
Check out my Facebook Live every Tuesday at 2:15pm Central, where I discuss one of the many topics that came up in my Cash Practice Mastermind coaching call earlier that day.
In this episode, I discuss the marketing potential in offering promotions for injury prevention services. You’ll learn how to target your campaign toward highly motivated niches, how to craft and deliver effective marketing messages, and how to ensure that the screening visit is designed to create new physical therapy business for your cash-based practice.
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
USEFUL INFORMATION:
Check out our free training, "The 8 Non- Negotiable Keys to Cash Practice Success"
In this highlights episode, Leon Knight explains how he uses Instagram to bring in at least one new patient per week! To some, that may not sound like a lot. But for a small cash-practice, that’s more patient generation via social media than I’ve heard of almost any practice owner doing without paying for ads on Facebook and Instagram (and it still beats most that are paying for ads).
In just a couple years, he built a large following for his solo cash practice from seriously humble beginnings—without a single paid ad. At the time of this original recording, Leon had over 75,000 followers, which is impressive enough. However since then, his following has grown to more than 200,000!
Leon shares exactly how he grew his large Instagram following, the type of content that works best to attract new patients, and how he positions his practice to stand out from the competition.
This “highlight” is from a full episode on starting a cash-based physical therapy practice and leveraging free social media marketing.
Joseph Reinke got his start working in investments. During the runup to the mortgage market meltdown, he noticed that most of the professionals in the field didn’t understand the basics, which led them to take truly absurd risks. He also noticed a segmentation problem in the financial arena that makes it hard for average Americans to get the help they need in order to make good money-related decisions. He saw young people graduating with student loan debt that equals, on average, twice what they can expect to gross in a full year of work.
This bleak situation inspired him to start FitBUX, a company that provides educational resources, tools, and personal coaching to help graduates take control of the student loan debt that threatens their dreams for the future. In this interview, Joseph explains how FitBUX combines individualized financial analysis with wise strategies to help people find the best approach to manage their student loan debt and reach their goals.
We know many of our Cash-Based Practice Podcast listeners are struggling with student loan debt, so we encourage you to check out FitBUX today!
In this episode, I explain some of the unexpected benefits your cash-based practice can gain from using a good online booking system. While the convenience to patients is obvious, there are many practice-side benefits that can offset the expense. This one is a really quick listen, with highly targeted information—so if you’ve ever thought about implementing an online booking solution for your cash-based practice, this is definitely worth a few minutes of your time! (Fullslate is the online booking system I use in my practice. We use intakeQ as our EMR which also has online booking capabilities.)
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
I’m so excited to share this tool and the fascinating story of how it came to be. It’s not every day a NYC psychiatrist finds himself in the software business, disrupting the insurance and claims industry!
When Vatsal Thakkar first opened his own practice, he decided on the cash-based model because he wanted to spend more time with each patient. He found the experience of helping his patients inspiring and “magical” compared with what he saw among many of his in-network colleagues who had to see 20-30 patients a day!
Throughout the years, Vatsal found ways to streamline the process of filing out-of-network reimbursement claims for his patients. He discovered how incredibly valued this service was to his time-starved patients and how much additional business it was bringing in for the practice. It was clear there was a need for something to help patients get their out-of-network reimbursements, so he decided to sell his practice and create a system that would simplify this convoluted process. The result is Reimbursify, an app that can file a reimbursement claim for virtually any insurance plan in less than a minute!
In this highlights episode, Phil Plisky explains exactly how an insurance-based clinic can generate lots of cash-based revenue by offering wellness-focused screenings and injury-prevention services. He describes precisely how they’ve successfully leveraged injury-prevention screenings to develop a wellness-service niche that patients are happy to pay for out of pocket, even though they are accustomed to using their insurance at that PT practice!
This low-risk approach to developing out-of-network business that can protect your practice from future reimbursement cuts might be an ideal way for practices that are highly reliant on insurance-based business to get started with the cash-based model.
This “highlight” is from a full episode on developing a niche with injury prevention programs.
In 2005, Cody Barnett left his job to open a physical therapy practice because he wanted to be able to provide the kind of care that exceeds patient expectations. For the same reason, he had the intention of structuring the practice as cash-based from the start. However, with limited access to good resources on how to make that succeed, he felt he needed to bolster his cash-pay practice by participating with the two biggest insurance carriers in his market. But after years of fighting with insurance companies, he began “plotting his escape.” In 2015, he officially quit playing the insurance reimbursement game—going cold turkey and dropping all his insurance contracts.
Within 3 years, Cody’s cash-based physical therapy practice was going gangbusters. A couple years after that, he moved the clinic into a larger space and added full-time admin help and a staff PT. Today, his bustling practice is delivering high-quality care and changing lives, and all the time he once wasted with insurers is a distant memory!
In this interview, Cody shares how the transition was handled in terms of economics, logistics, marketing, referrals, and staff training.
In this highlights episode, Eric Oliver explains exactly how he was able to finally start getting traction with the marketing for his fledgling physical therapy clinic. By targeting the niche of endurance athletes in the community, his fully cash-based practice was able to develop a direct connection with a highly motivated market. Eric shares details on what’s worked in his niche, how he gets referrals, and some of the key tricks he’s used to stand out from the competition.
This “highlight” is from a full episode on creating a niche, cash-based physical therapy practice.
This is the first interviewee I’ve had on the podcast who offers single-sessions that cost over $1000! Granted, these are 4-hour sessions, but it was quite impressive to hear how this level of service is sold.
When Gina Calderone first started out, she saw herself more as an in-home personal trainer even though she was a licensed physical therapist. As she took on more clients, she soon realized she wanted a dedicated space to work in, and she officially started a cash-based practice in 2004. Many of her training clients suffered from chronic pain, which led her to slowly edge back into her specialty of physical therapy.
In this interview, Gina shares how she got started and found her way in the early years and how she markets her fascinating approach to physical therapy using social media and compelling word-of-mouth referrals. She gets into the details of pricing and scheduling as well as how she conducts her evaluations in such a way that they routinely end with a client buying a multi-visit package.
In this episode, I discuss the rather uncomfortable question often raised by prospective patients—that is, whether you participate with their health insurance plan. Over the years, I’ve found some strategies for making that conversation a whole lot more comfortable. And my approach is quite successful in leading many of the insurance “objectors” to choose my Austin-based physical therapy clinic despite the fact we are out of network. I walk you through this awkward conversation step by step, so you can field the “do you take my insurance” question with confidence!
This “highlight” is from a Q&A call with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
So here we are in 2020! This past year has been both incredible and incredibly challenging, and I wanted to share my biggest cash-based practice lessons learned and must-have strategies to bulletproof your private practice. Life can throw you curve balls, and if your business doesn’t have the components and foundations I describe in this episode, those curve balls can put you out of business.
You’ll hear what’s been going on in my life and how it might have resulted in the collapse of both of my businesses. Fortunately, the amazing teams I’ve recruited and built kept things going despite all the chaos, and business is better than ever!
In this week’s podcast, I’ll go over my key mindset, business, and logistics lessons and how you can apply them as you work toward your dream practice and lifestyle.
In this highlights episode, Meredith Soelberg and Brooke Mitchell describe their experience as employees in an insurance-based physical therapy practice that had to “weather the storm” of massive reimbursement cuts. The impact of those cuts made it apparent that they’d have to change their business model or face economic ruin. The cash-based practice model seemed to be the obvious solution, so the decision was made to give it a try.
Meredith and Brook explain exactly how the transition to cash-based was managed so the practice could remain viable for the long term. This information is especially relevant in light of the recent announcement of the coming 8% cuts to Medicare reimbursements for physical therapy services that will soon leave many practices facing similar situations.
Their ultimate success with the cash-based practice model as employees helped prepare them to open their own out-of-network practice, a concierge physical therapy and fitness facility that combines rehabilitation and wellness services. Their highly successful California clinic has grown to employ multiple physical therapists, personal trainers, Pilates instructors, and massage therapists.
This “highlight” is from a full episode on how to succeed with a cash-practice partnership.
This is Part 2 of my interview with Brenda Heinecke, who has spent the last 4 years building an incredibly successful pelvic-floor physical therapy practice that’s entirely cash-pay. If you missed Part 1, check it out to hear her tell the remarkable story of how she got a private pay practice started and managed the many challenges along the way.
In this episode, we dig into the details of all the marketing efforts that have driven the incredible growth and resilience of Brenda’s niche physical therapy practice. She shares exactly what drives the astonishing conversion rates for her workshops that make them a major part of her private practice marketing efforts. And she talks about her latest project—a new podcast to attract patients and referral sources that just launched in October.
Brenda Heinecke knew she wanted to be a physical therapist since high school. She envisioned a peds focus for her career, but once she landed her first job after PT school, she knew it wasn’t a good fit. While looking for another job, she started doing some in-home therapy—and continued that even after she took a full-time job. Within a few months, she rented a small office to see her own patients with the hope of using that as a springboard to her own sports-oriented physical therapy practice. But because she didn’t want to deal with the hassles of insurance billing, she didn’t know when or how she could move ahead with her dream.
At her husband’s suggestion, she began to investigate the cash-based practice model. She quickly found my website, made use of all the resources available there, and read my cash-based practice guidebook. This convinced her there were already many people running successful cash-based physical therapy practices, which meant it was possible for her to start a practice that didn’t revolve around insurance hassles.
Brenda put all she learned to work, and has spent the past 4 years building the practice she’d long imagined... despite being faced with some incredible challenges along the way. Now her bustling pelvic-floor physical therapy clinic has two locations and seven employees. In this interview, she candidly shares the details of how she made her dream of owning a cash-based practice into a reality. Her resilience and positive attitude can serve as an inspiration for us all!
We covered so much in this interview that it’s split into two parts. This episode covers how Brenda got started and how she managed her clinic’s unexpectedly fast growth and early setbacks without taking on any debt.
In this episode, I share website strategies that will help your cash-based physical therapy practice generate more leads that eventually become paying customers. I provide plain-language explanations of the top three factors that affect how high your site ranks with search engines, so you’ll understand what matters and why. And I explain exactly how to make sure you are performing well in each area.
This “highlight” is from a Q&A call I had with my Mastermind group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams.
After grad school, Joey Salgado found his first job overwhelming and disappointing, as he was required to see 4-5 pts per hour plus the evals that came in. Assorted other jobs that followed all left him similarly unfulfilled, until he finally began to wonder why he chose physiotherapy at all. Eventually he’d had enough. Joey decided to “give up fear for Lent” and start working on his own cash-based practice, a place where he could reignite his passion for physiotherapy and provide the kind of treatment he knew his patients deserve.
Meanwhile, Josh Moreali—Joey’s friend from grad school—had also worked for years in a “money-mill” type practice, but he was driven to do something bigger. He knew that would be impossible within the traditional practice where he’d built his career, so when Joey’s practice had grown enough, Josh was ready to help out as a part-time contractor. In time, they were working together full time, so they decided to formalize their partnership by opening a joint physiotherapy practice.
In this interview, Joey and Josh share how they’ve built a thriving partnership that fosters their passion to make a difference in the field of physiotherapy. They divulge specific details on the pricing, marketing, financing, and logistics that have helped them create a private practice that embodies their vision for all that’s possible in physiotherapy.
In this episode, I answer some of the questions I received on how I market my own cash-based physical therapy practice. I share details on how I started my clinic, what I’ve learned about creating an effective, sustainable web presence, and how we follow up with prospective customers to improve the odds they’ll become patients.
This “highlight” is from a full podcast FAQ on going out of network.
After watching her employers in an insurance-based practice “drowning and miserable” for 5 years, Alicia Willoughby knew she wouldn’t work in that business model for the rest of her career. She searched for information on the private-pay model, which led her to the Cash-Based Practice Podcast. As she learned more, she began reaching out to others who were succeeding with their cash-pay practices.
Finally, she was ready to take the plunge and started her own pre- and post-partum physical therapy practice. Three years later, Alicia’s practice is succeeding beyond what she even imagined was possible. She is now exploring online business opportunities and anything outside the crushing constraints of the “medical box.”
In this interview, Alicia explains exactly how she started and built her niche physical therapy practice from inception. She openly shares the details of her journey, including what has worked best for building and marketing her practice.
Dr. Carlos Berio shares his strategies for growing a cash practice to include multiple therapists. He candidly discusses the practical considerations of hiring in detail, including approaches to compensation and incentives.
During PT school, Greg found a fantastic sports rehab website and set up a clinical rotation with its founder, Joe Heiler. That experience was life changing for Greg. After graduation, he found work as a physical therapist and later decided to start his own cash-based practice part-time.
Greg soon found his employment schedule was limiting the growth of his own practice, so he quit his other job and committed to his own business full-time. When presented with the opportunity to take over the sports rehab website he knew and loved, Greg enthusiastically jumped in because it provided a welcome source of stable revenue as his practice gradually found its market. Ever since, Greg has been building two businesses, which has been a blessing and a challenge for a single person. Now, his online business has grown to offer highly interactive, educational programs; and his cash-based sports rehab practice is preparing to hire its first employee!
In this interview, Greg shares what he’s learned in his experiences with gyms, marketing efforts, referral sources, and software.
Considering starting a cash-based practice or online business? Here’s my advice on the top things to consider in your decision-making process that will ensure you are geared toward success.This “highlight” is from a full interview I did with Chad Prince.
More specifically, we discuss these cash-based practice topics:
- Setting realistic expectations for profit margins, overhead costs, and the overall time commitment.
- The importance of leveraging experts instead of doing it all yourself.
- Approaches for hiring online contractors to make sure you get what you need.
- The best strategy for developing a new product that will sell.
After leaving a career in finance where he was “pretty miserable,” Mike Braitsch decided to start anew and pursue his passion for physical therapy. During his education at UT Southwestern, he combined his knowledge in PT and a background in martial arts to put together a pilot program to test the benefits of boxing and martial arts training for Parkinson’s patients. The program did so well that he decided to open his own practice after completing school.
Three years later, Mike’s practice is open and now offers 18 different group classes for people with Parkinson’s and other forms of Parkinsonism. His structured, group approach is augmented with one-on-one therapy to keep patients engaged and active long term, resulting in a thriving practice (with another PT employee) in just 3 years.
If you can’t find your dream job, create it! After receiving her PT degree, Kelsey Baas found rewarding work in the specialties of developmental pediatrics and orthopedics in a Houston hospital, and saw the importance of multiple disciplinary teams in providing the best care. But personally, she and her husband wanted to move back to Waco. Since Waco offered no opportunities for her to work in a way that integrated the specialties she’d come to appreciate so much, she decided to create her own multidisciplinary cash-based practice.
Soon after, she opened Compleo Physical Therapy & Wellness, a one-stop-shop that can take care of the whole family to keep everyone healthy and active. Initially offering physical therapy, counseling, and a dietician; the practice has grown and recently added pilates and personal trainer… in just 2 short years!
In this interview, Kelsey shares what has worked as well as the important adjustments she’s made along the way to make this novel approach to healthcare work in a small-town environment. She explains why she went from fully cash-based to the current hybrid model that accepts insurance from a single carrier and when this same model may be the best fit for others listening in.. And she shares what she’s learned about managing employees and marketing that has allowed her to grow her practice while maintaining a high quality of life.
In 2005, Rob Vining developed and launched the world’s first digital practice for physical therapy. His telehealth model allowed him to accept and treat patients from all over the world on a cash-pay basis, and it became clear those patients were getting great results. In time, Rob found himself focusing more on developing software tools that would enable medical professionals to easily enter the growing telehealth market. He and his students are proving the potential for PTs to become more efficient and profitable by making telehealth visits available for the convenience of existing patients as well as by reaching the large number of potential customers who are unable or unwilling to pursue in-person PT.
In this interview, Rob explains how telehealth visits work in terms of effectiveness, technology, workflow, marketing and conversions, and legal issues … And he also explains something I didn’t realize was possible: how a telehealth component added to your website can massively increase in-clinic/local leads for your brick-and-mortar practice!
He shares details about how software tools make such visits easy to implement and relatively low cost for those considering a jump into private practice. His approaches for marketing, including a highly effective strategy for lead generation, offer any practice an opportunity to create new sources of revenue with little risk. And finally, he offers a very-encouraging update on telehealth legislation that may soon bring telehealth into the mainstream in terms of Medicare and insurance acceptance.
After PT school, Cameron Garber found himself increasingly frustrated by the standard approach to healthcare that focuses on treating illnesses rather than preventing them. This led him to buy an existing partially cash-based practice that would allow him to offer the kind of care he felt was best for his patients. However, this decision proved troublesome for many reasons, and Cameron struggled to make it work (which we discuss in detail) —eventually letting go of virtually all the existing patients, referral sources, insurance contracts, and employees he’d acquired!
With some courage, guidance from coaches, and a real interest in helping people live life on their own terms, the business of his dreams gradually emerged from the ashes and is now growing nicely with a monthly payment model … a model designed to stabilize cash-flow and provide patients with more than just an injury fix, but a life-changing focus on long term health and wellness.
In this interview, Cameron shares details of what worked, what didn’t work, and what he’d do differently. He also explains the approach that works best for communicating with potential and new patients for highest conversion rates and buy-in to long-term care plans. And finally, we discuss how upfront transparency about costs contributes to the value patients see in the service, and how his cash-pay monthly payment plans work well for the business as well as the patients’ compliance to a truly transformative plan of care.
“Am I living out my purpose?” That’s the question Amanda Heritage asked herself as she assessed her career in physical therapy. When she realized the answer was “no,” she knew she needed to make a change. Despite the naysayers who told her it was impossible to create a successful cash-based PT practice in southern New Jersey, she decided to give it a go.
She began looking online to learn how to build a profitable, cash-based practice that could meet the needs of an underserved market. By July 2017, she left her job and launched a cash-based practice focused on PT for pelvic health. In less than a year, her original vision of a thriving niche PT practice that enables her to fulfill her purpose has become a reality!
In this interview, Amanda shares her key insights from the past year and the special considerations that come with marketing a niche business. She explains how she’s built her referral network and what she did to manage an unexpected surge in business last October. And she offers her strategies for keeping the right mindset as you find your way.
In this interview, Tony describes how he built a 100% mobile neuro cash-based practice from scratch, walking us through his journey and how he specifically got started with home care. He shares specifics on his main referral sources which unexpectedly came from not having a fax machine and what has been the best marketing strategies for his practice.
Tony also give some great advice on hiring and working with independent contractors and how, more importantly, and how he’s working within the tax laws. You’ll learn in this episode how Tony schedules his day and week running a fully mobile practice. He also describes how he’s able to have conversations with potential patients that lead to long term care.
What do neuro, non-profits, and the NBA have in common? They are all major components of Valerie Johnson’s successful cash-based neuro practice in Dallas-Fort Worth! Valerie’s jumped on a number of unique opportunities on her journey to cash-based physical therapy. She quit her full time job to take on her position as the neuro specialist for the Dallas Mavericks, launched her private practice on the coatends of maternity leave, and took on teaching positions everywhere from her local Parkinson's support groups to the UNT Health Science Center.
Kevin Vandi knows how to market a high-tech cash practice. 3 years ago, Kevin opened Competitive EDGE PT as a full-scale running gait lab and sports performance center. Utilizing IMU sensors, instrumented treadmills, force plates, and muscle EMGs, Kevin and his staff have been able to craft a niche in the running and triathlon markets. Competitive EDGE also provides expert PT in the soccer niche as the official provider for the San Jose Earthquakes pro soccer team. Since opening in 2015, Kevin has scaled to 4 PT's and two full time admins in less than 3 years!
During the interview, Kevin describes the methods he found work best for marketing specifically to data-driven athletes (hint: it isn’t in newspapers). He provides awesome tips about publicizing your workshops utilizing current patients and social media. He also discusses his expansion into the dance niche, despite having no formal experience in the world of dance! Be sure to check out the resources section below, as Kevin has kindly provided a guide to the three-step video Facebook Ad series he discusses in this episode.
More specifically, we discuss: * Investing a lot of capital up front instead of vs. using the bootstrapping method to build a cash practice * Strategies Kevin used to reach the high-caliber athlete nice even though many are already patients in hospital systems * Why Kevin preferred hiring an administrative aid before a second physical therapist * Approaching your current employer to let them know you’re opening a cash practice but would like to continue employment * Marketing to his high-tech, data-driven clients (hint: it isn’t the newspaper!) * Steps to utilizing a three video ad series to retarget and nurture potential clients via Facebook * Awesome tips for publicizing your clinic’s workshops and presentations * CompEdge’s expansion into the competitive dance niche, despite having no formal dance experience * The benefits being the official team therapists for the San Jose Earthquakes, an MLS team * How Kevin leveraged his practice to avoid any additional work comp paperwork
Resources mentioned in this episode: * Jarod’s Twins website and GoFundMe campaign to help get them all the (non-covered) care they need. * Jarod’s Cash-Based Practice Freedom e-Course * compedgePT.com * Paul Gough’s 6 Week Accelerator course * Kevin’s guide to creating a retargeting FB ad series
With Mentions of: * Paul Gough * Chris Powers
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash Practice <<
NOTE: This is second part of my Biz Lessons from the ICU podcast series. You can listen to part one HERE.
Last year my son, Gray, was hospitalized for more than three months. While I was more or less living at the hospital, I spent many hours reflecting on what the experience was teaching me. I wrote down many of those lessons and found that most of them applied to not just my life and my family's, but also to my business. In this episode of the podcast, I share three more Biz Lessons you can apply to your practice.
This episode contains a lesson on shifting perspective as start your own business, my tried and true method for providing feedback to your employees, and a challenge that will leave you a better business owner with just 15 minutes a week. It is a great combination of mindset structuring and actionable items. If you find you want more training, I've just recently launched my free online training, “8 Non-Negotiable Keys For Cash Practice Success”. This training was originally designed as a live webinar. However, the huge amount of positive attendee feedback I receive convinced me that this is information that should be permanently accessible to practitioners interested in cash-based practice.
In this podcast, I discuss: * How growing your business can change your perspective on success and, if you aren't careful, lead to disappointment. * What my time in the ICU has taught me about the important of gratitude, in my life and in my business. * The concept of feedback equity / complaint equity and why over-utilizing direction can actually weaken your feedback * My tried and true method for structuring feedback for employees, based off my personal business experience. * Why pending time reviewing your own performance and results is essential to developing yourself as a business owner.
If you’d like to learn many more lessons on how to create the private practice of your dreams, click the link below to join one of my free online trainings.
Resources mentioned in this episode:
- My upcoming free online training, “The 8 Non-Negotiable Keys to Cash-Practice Success”
- PatientSite's LeadAutom8r platform
- Carter Twins website and GoFundMe campaign to help get them all the (non-covered) care they need.
- Dr. Jarod Carter’s Cash-Based Practice Freedom e-Course
Interested in the transitioning out of network, starting your own cash-based private practice model, or growing a cash-practice you already have?
Click Here to register for my live training on 8 Non-Negotiable Keys to Cash-Practice Success <
Over four years ago, Dr. Carlos Berio was the SEVENTH guest on the Cash-Based Practice Podcast. It is hard to believe how much has changed in the time between episodes. I start off this episode with two major life updates. The first is an update on my twins' health and the second is an announcement about registration for my upcoming Cash-Based Practice Freedom e-course.
During the interview, I catch up with Carlos about hiring employees for a cash-based practice, what kind of physical therapy and training services SPARK Physiotherapy is offering, and how he has continued to grow his practice with ZERO paid marketing! You'll really get a feel for how connecting with patients drives his cash practice, brings in clients, and creates marketing opportunities. Stick around for the end when Carlos, a fellow #twindad, tells me about all the exciting things I should expect while raising twins!
More specifically, we discuss: * + What traits Carlos looks for in hiring employees for cash-practices vs insurance-based ones
-
- Why salaried staff at Spark Physiotherapy are still motivated to fill gaps in their schedules
-
- Services offered at Spark Physiotherapy, from PT, to personal training, to “PT Lite”
-
- How Carlos grew his practice…without spending a dime on marketing
-
- Lessons learned from organizing a physical health festival
-
- Using current clients’ connections to arrange high-converting presentations and events
-
What Jarod should expect when raising twins!
Resources mentioned in this episode: * + Jarod’s Cash-Based Practice Freedom e-Course
-
- Instagram for SPARK Physiotherapy
-
- Facebook for SPARK Physiotherapy
-
- SPARK Personal Training
-
YouTube channel for SPARK Physiotherapy
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
Between running her cash-based practice in NYC, recording her thriving Healthy Wealthy and Smart podcast, and co-founding the Women in PT Summit, Dr. Karen Litzy is one BUSY person. I last interviewed Karen back in episode 40, so when our schedules lined up nearly 3 years later I was stoked to get in a follow-up episode! In this short interview, I get Karen’s thoughts on hiring new employees for her concierge practice, how podcasting has changed her life and how my listeners might start their own patient-generating podcasts, and her upcoming speaker series, public speaking workshops, and women's summit.
More specifically, we discuss: * + Karen’s concierge practice and her plans for bringing on a second PT
-
- The speaker series she is organizing in New York to help health professionals continue their education and network
-
- How podcasting has brought Karen multiple new patient referrals… often international patients
-
- What methods PTs might use to attract local patients via a podcast
-
- The Women in PT summit and what experience Karen is striving to create for attendees
-
Karen’s advice for current cash-based PT practitioners and for PTs considering opening a private practice.
Resources mentioned in this episode: * Women in PT Summit on Sept 21-22 * Facebook - HealthyWealthySmart * Twitter - KarenLitzyNYC * Instagram - KarenLitzy * The Healthy, Wealthy, & Smart Podcast
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
With over 75,000 followers, Leon Knight gets at least one patient a week directly from Instagram. For a small solo cash practice … that’s huge! (especially since he currently does zero paid social media advertising) In this episode, Leon shares with us how he grew such a following, the kind of content that brings in local patients, and what he does with his social media to show that his practice is all about the patient. But even if you have no interest in using Instagram for your practice, he also shares some great insights on how he pushed through any hesitancy about the cash-pay practice model, and got his practice going strong in very little time.
In this episode, we discuss: * + Leon’s unorthodox journey to physical therapy
-
- How he prepared for a quick switch to cash-PT just one year out of PT school
-
- The mindset of a cash PT patient and how to craft a perfect elevator pitch
-
- Strategies Leon used for pre-framing his insurance patients before opening his cash practice
-
- How Leon grew his Instagram presence to over 75,000 followers
-
- What types of Instagram content will produce local patients
-
- Tips for quickly producing high quantity, high quality instagram content.
-
- The best practices for reposting content and using #hashtags
-
Why Leon has patient care even at the center of his social media presence
Resources mentioned in this episode: * + Follow Leon on Instagram @ThePerformanceDoc
-
- Ptmovementsolutions.com - Leon’s website with his new patient paperwork
-
- Leon’s PT Podcast “2 Docs with 2 Cents”
-
- “Medicare and Cash-Pay Physical Therapy” eBook by Jarod Carter
-
- The Barbell Physio
-
More questions? Click here to email Leon
Interested in the cash-based private practice model? >> Click Here to learn how to start your own Cash-Based Practice <<
Click here to download this episode
When I produce my videos and podcasts, I always try to answer the questions I hear the most in my mastermind or during conferences. A few weeks ago, I did something a little different and asked for cash practice questions straight from my followers via a FB Live Q&A session. The Q&A was a success and had such a variety of questions that I decided to share it as a podcast for those who missed the live event.
In this episode, I answer the following questions: * + What is your favorite way to document patient notes?
-
- Is a signed Medicare beneficiary payment agreement enough to protect yourself legally when providing PT on a cash-pay basis?
-
- What is the most effective way to reach people via social media?
-
- Do you offer superbills to patients with TriCare?
-
- When did you create your FB and Twitter pages and why?
-
- Can you type your patient notes on a computer without violating HIPAA?
-
- How do you get PT referrals for patients who don’t already have one?
-
- What are your strategies for framing the referral requirement to potential patients?
-
- How important is SEO for a cash-based practice?
-
- What are your favorite marketing strategies?
-
- Do you keep separate personal and business profiles for FB and Instagram?
-
- How long did you research and prepare before opening your cash-based practice?
-
- Do you provide a discount to patients with financial hardships and, if so, how do you regulate it?
-
- Can you give an example of a great elevator pitch for a cash practice PT?
-
- Would you rather have lots of patients paying a lower price or fewer patients paying a higher price?
- When should you hire a second physical therapist?
Resources mentioned in this episode: * + “Medicare and Cash-Pay Physical Therapy” E-book by Jarod Carter
-
- The Cash-Based Practice Mastermind Group
-
- Video Blog - Content Marketing: You’re Wasting Your Time If You Choose the Wrong Topics
-
- Video Blog - 4 Ways to get PT Scripts for Direct Access Patients in a Non-Direct Access State
-
- Google Apps as EMR by Erson Religioso and Aaron Lebauer
-
- WebPT
-
- Clinicient
- Gwen Simons
Never miss a FB Live: Make sure to turn on notifications to let you know when we're LIVE. Here's how:
- "Like" the DrJarodCarter.com - Complete Guide to Cash-Based Physical Therapy page.
- Hover over "Following" near the top of the page. A drop-down menu will appear.
- Make sure under Notifications, make sure "On (Posts)" is selected. If it doesn't, click on the pencil to the right of Notifications. This will bring up a menu. Under "Live Videos" select "All Live Posts".
Interested in the cash-based private practice model? >> Click Here to learn how to start your own Cash-Based Practice <<
Jim Heafner, PT, DPT, OCS, started his cash practice as a “side hustle” while working home health prn in Boulder, CO. Within a year of opening, Jim was able to scale and give Heafner Health 100% of his time, and he’s now fully booked and looking to hire his first PT!
In this episode, I ask Jim about what strategies worked to build his practice so quickly and answer some incredibly common questions/dilemmas about scaling and hiring. We discuss what traits I look for in a PT, how to automate the hiring process, and how to ramp up hours and demand for a new PT.
More Specifically, we discuss: * + How Jim transitioned from home health employment to a permanent location for his cash-based practice.
-
- The early networking connections that earned Jim lots of patients and referrals
-
- Why Jim, Chris, and Brian started TheStudentPhysicalTherapist.com
-
- Jim’s “20 for 20” discovery session model and how it has drastically helped his business (and earns him some money rather than giving completely free consultations)
-
- How Jim got in with a network of 25 personal trainers in his community
-
- Jarod’s advice on what traits to look for while hiring new staff physical therapists
-
- What to do when you need a 2nd PT but can’t employ them full-time off your current patients
-
- Considerations for setting and raising prices in a growing practice
-
- Jarod’s simple experiment that shows you that you CAN ask for more money
-
Jim’s new book, Sticks and Stones, about the complexity of pain
Resources mentioned in this episode: * + Dana Tew and the OPTIM Manual Therapy Fellowship
-
- Sticks and Stones: A Collection of Analogies and Stories to Better Understand Pain by Jim Heafner and Jarod Hall.
-
TheStudentPhysicalTherapist.com
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
Let us know if you enjoyed the show: [Click to Tweet] Thanks Jim Heafner for sharing the strategies you’ve used to build your practice on the Cash-Based Practice Podcast w/ @drjarodcarter ! http://bit.ly/cbp077 #cashPT #bizPT
This episode solves two incredibly common but little known problems for private practices… First, the average email deliverability rate is around 60-70%… which means 30%-40% of your emails are never reaching your target audience! Imagine what just a 10% increase in the delivery of your marketing messages could mean for your private practice’s bottom line. Second, […]
The post CBP 076: Optimizing Your Email Deliverability and Website SEO to plug Cash Practice Profit Leaks appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
In our previous episode of The Cash-Based Practice Podcast, Sturdy McKee shared the patient communication strategy he used each time he dropped an insurance contract and delved into exactly how cash-based practices need to go above and beyond to win out-of-network patients.
Now, in episode 75, Sturdy explains how to identify touch-points where patients or referrers interact with your brand and ways to improve their experience. We talk about everything from getting staff invested and engaged in policy changes, to guiding your referral sources in how they pre-frame potential patients they are sending your way. The episode wraps up talking about how you can move out-of-network one insurer at a time, the finances behind those decisions, and exactly how you should phrase the transition to your patients. It is a can’t miss episode!!
Sturdy discusses the "Scale of Delightedness" and how it relates to running a PT practice More Specifically, we discuss: * + Specific, no-cost changes to make paperwork a better experience for your patients
-
- Guiding your local referral sources in how they speak about your practice.
-
- Strategies for getting your staff involved in making customer-oriented changes
-
- How to relay why you’re dropping an insurance company in a way that is relevant to patients.
-
- Why a decrease in patient volume after going OON with an insurer can SAVE you money
-
- The importance of identifying consumer touch-points with your brand
-
- What touch-point Sturdy identified IMMEDIATELY and how he improved his customers’ experience
-
- The scale of delightedness and how it applies in a physical therapy practice
-
- Where to find detailed steps on getting out of specific insurance contracts
Resources mentioned in this episode: * + How to Recruit and Hire A-Players, online course by Sturdy McKee
-
- Sturdy’s Business Coaching
-
- List of Resources compiled by Sturdy McKee.
-
- Fleet Feet
-
- Oversubsribed: How to Get People Lining Up to Do Business with You, book by Daniel Priestly
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
Let us know if you enjoyed the show: [Click to Tweet] Thanks @SturdyMcKee for sharing the strategies you used to optimize the patient experience and make going OON possible on the Cash-Based Practice Podcast w/ @drjarodcarter ! https://bit.ly/2KPpmgE #cashPT #bizPT
Sturdy McKee took a booming 3-clinic in-network practice and successfully transitioned completely out-of-network without missing a beat. In this episode, Sturdy shares the patient communication strategy he used each time he dropped a provider, asks a thought provoking question about why patients would choose to go out-of-network, and gives examples of where cash-based practices have […]
The post CBP 074: The Keys to Successfully Going Out-of-Network and Maintaining Patient Volume appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
Back in episode 23 and episode 24, Scott Waddell, president of PatientSites.com, gave us tons of advice on how to turn our websites into patient-generating machines. Now, 3 years later, Scott is back to update us on what PatientSites (with tons of data across hundreds of clinic websites) has learned about optimizing your website, emails, […]
The post CBP 073: Must-Know Advancements in Lead Generation and Marketing Over the Past 3 Years – with Scott Waddell appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
Maury Hayashida, DPT, has achieved what a great deal of established practice owners are looking to do … create a cash-based practice alongside his insurance-based practice AND add cash-pay services to his insurance based practice. The goal is certainly not always to just drop all insurance practices and go completely cash-pay. Maury describes exactly how he has achieved this hybrid business model.
But those two practices are just 2 of over 10 business interests Maury has created. As a result, he is a wealth of information and inspiration to the those looking to become serial-entrepreneurs. Following his model of 'thinking big, but going small', Maury has built more than half a dozen businesses to address the needs of his community and his PT staff members.
In this episode, Maury speaks about how he has utilized a vertical integration strategy to allow his insurance-based physical therapists to uncap their income with cash-based opportunities. Using this strategy, his businesses have developed to encompass all realms of human movement, from testing technologies and supporting novel research to training high-level athletes and treating injured patients.
More specifically, we discuss: * How opening a third clinic location helped him recognize the need for a cash-based practice in Santa Barbara. * Why Maury chose to base his cash practice in a gym instead of the space he was renting for his insurance practice. * The concept of “vertical integration” and how Hayashida and Associates’ employees can uncap their earning potential by being employed at a number of Maury’s interrelated businesses. * M2PSB, a cash-based business that allows employees at Hayashida to train healthy individuals outside of providing skilled physical therapy. * Motus Enterprises, Inc, which provides movement tracking software for remote patient monitoring. * How his Variant Training Lab utilizes movement analysis and product testing for train healthy individuals with monthly memberships. * Why physicians approach Maury for networking instead of the other way around * Maury’s non-profit venture that allows staff PTs to conduct and publish original research * The different approaches Maury uses to market his insurance and cash-based practices. * Why he is no longer looking to grow his insurance based clinics and is instead focusing on cash-pay access points for his patients and PTs.
Resources mentioned in this episode: * Hayashida and Associates * Move 2 Perform Santa Barbara * Motus Enterprises * Variant Training Lab * Research Institute of Human Movement * Movement for Life Group
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
Let us know if you enjoyed the show: [Click to Tweet] Thanks Maury Hayashida @HayashidaPT for your awesome interview on success in the Hybrid Cash Practice model and serial-entrepreneurship w/ @drjarodcarter ! https://bit.ly/2J3kOlO #cashPT #bizPT
.
This is a follow up interview with one of the most popular guests I've had on the podcast, and she once again proves why in this episode. When I first interviewed Sarah King back in episode 50 of the Cash-Based Practice Podcast, I was extremely impressed by her knowledge of marketing tools and strategies considering how recently she had opened her cash-based practice.
Now, 1.5 years later, I catch up with Sarah about some new additions to her marketing repertoire and why she is now looking to hire a second PT. Sarah has developed both an offline PT business and an online business serving people with Parkinson's and we discuss all the details of how she's done it ... including her strategies for how to build a large Facebook Live audience of current and prospective clients.
More specifically, we discuss: * + What factors Sarah considered before deciding to employ a second physical therapist
-
- How Sarah simplified her marketing and USP to attract her ideal patient
-
- The power of in-person networking with hard-to-reach physicians and community partners
-
- Utilizing Facebook Live to build an online community and consistent audience
-
- How to use Facebook Live strategies such as live interviews and video series
-
- Resources Sarah and I use to automate our practices and online businesses
-
- The success of Sarah's online Parkinson's Program and how it affects her service-side advertising
-
- How to network more effectively by providing value to potential referral sources
-
- What Sarah has learned about finding good employees and what benefits to offers
. - Resources, resources, resources, resources!
- What Sarah has learned about finding good employees and what benefits to offers
Resources mentioned in this episode: * + Follow Sarah on Facebook for updates and FB Lives
-
- Invigorate PT and Wellness' on YouTube
-
- Email Sarah King, DPT!
-
- Sarah's Resource page just for my listeners!
Find her Parkinson's Challenge, a Content Marketing guide, and discount for her e-book "How to Start your Dream Practice on the Side: 12 Steps to Your Bare-Minimum Launch"
- Sarah's Resource page just for my listeners!
-
- My Cash-Based Practice Mastermind
-
- Our Website Designer Daniel Fava at CreateMyTherapistWebsite.Com
-
- PatientSites
-
- The Capital Area Parkinson's Society
-
- Rock Steady Boxing Group
-
- Answerthepublic.com to find blog/video topics
-
- SamCart for online sales
-
- A-Weber for email marketing
-
- LeadPages for WP lead generation
-
- FreshDesk for customer support
-
- Vidyard to record video
-
- Loom extension for desktop video recording
-
- The Neurocollaborative
-
- Follow the Neurocollaborative on Facebook
-
- Amy Porterfield's Courses that Convert
. - Julie Hershberg at Reactive PT (previous podcast episode!)
- Amy Porterfield's Courses that Convert
Interested in the cash-based private practice model?
Click Here to learn how to start your own Cash-Based Practice <<
Let us know if you enjoyed the show: [Click to Tweet] Thanks Sarah King @InvigoratePT4PD for all the online and in-person marketing tips on the Cash-Based Practice Podcast w/ @drjarodcarter ! Check it out for more on FB Live, networking w/ your niche, and running online businesses: http://bit.ly/2IpqEOe
Note: this is part two in a series. To listen to part one, please click here In part one, the guys from Duck Legs Podcast hosted me for a Facebook Live video interview. We talked about why I started my cash practice, what you should do if you’re planning to start a cash practice soon, strategy, […]
The post CBP 069 How to Build a Cash Practice: Checking in With the Guys from the Duck Legs Podcast Part 2 appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
“It’s good to learn from your mistakes. It’s better to learn from other people’s mistakes.” ~ Warren Buffett I’m a strong believer in this statement from the world’s greatest investor. That’s why whenever I’ve made a mistake, I do my best to put my ego aside and share it candidly with the thousands of people […]
The post CBP 067: Learn From My Mistakes! Lessons Learned in 2017 and HUGE Changes Coming in 2018 appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
Before we get into this podcast episode, a quick reminder that I’m hosting my an in-person 2-day workshop for PT practice owners who want to start/grow a cash-pay practice and develop a 1-year action plan to make sure you’re successful. This is an invaluable opportunity to learn from me in person and launch your practice forward in 2018! […]
The post CBP 64: Over 20 Frequently Asked Questions – ANSWERED! appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
Big news! This podcast has hit 200k downloads—Thank you so much for getting it there. I couldn’t have done it without your support!
Click here to download this episode
Today’s interview is with Jamey Schrier, out-of-network practice owner, PT business coach, and author of The Automated Practice: Success Secrets for Working Less and Earning More. Jamey has had plenty of ups and downs in his practice, including a fire that wiped out his clinic. After his slate was literally wiped clean, he rebuilt the practice (and business) that he wanted instead of the one he had that was wearing him out.
In this episode, you’ll learn: * What happened when the “honeymoon” of owning his own practice ended
-
The ethical dilemma he faced with the semantics of “accepting” insurance (even when his clinic was out of network)
-
The success Jamey has had with his out of network practice and how he builds relationships with in-network physician practices
-
His best advice for: Team-building, hiring, training, and onboarding new staff so that he no longer had to spend every day at his clinic.
-
The “million dollar question” he asks at the end of evaluations when he’s explaining a patient’s plan of care, that lead to an incredible improvement in cancellation and drop-off rates for all his staff.
Resources mentioned in this episode: * Jamey’s book - The Automated Practice: Success Secrets for Working Less and Earning More (It’s free for you … If you prefer a paper copy, get one here--just pay for shipping!) * Jamey’s “Foundations Workshop” - You can complete the application at this site to find the best fit for you!
In this reverse interview, I’m fielding questions from Paul Gough about my first year of expanding from solo-practitioner to hiring staff and becoming a multi-therapist practice owner. We especially dive into the things I would have done differently as well as the decisions I’m very happy I made, so I think this episode will be […]
The post CBP 56: The Unforeseen Challenges of Growing from Solo Practitioner to Business Owner – Reverse Interview with Paul Gough appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
As competition increases, POPTS and hospital systems horde referrals, and profit margins are squeezed by declining insurance reimbursements, targeting a niche market in which you become the “go-to practice” can be a business-saving move. In this episode, I answer the question of how Carter Physiotherapy is breaking into the ‘Running’ niche market in Austin Texas, […]
The post CBP 052: How to Break Into a Niche Market & Generate Loads of New Patients with Both Offline and Online Marketing appeared first on Guide to a Successful Cash Based Physical Therapy Practice.
Click here to download this episode
When I was writing my first book on the Cash-Based business model years ago, I never would have thought it would serve as a guide and inspiration for a PT to start a cash-pay cancer rehab practice ... one block away from my house!
Just 6 months ago, Angela Wicker-Ramos PT, DPT started Cancer Rehab Austin and has used some very effective and unique ways to get her business growing quickly (and avoid debt even though her office is in one of the best neighborhoods in Austin : )
In all seriousness, Angela is a prime example of what can be accomplished with initiative and hustle, and I personally learned of some incredible resources in this interview that I’ve never heard of before.
In this episode, you’ll learn about: * What she did in the years leading up to starting her practice in order to set herself up for success
-
How she found free mentorships and business guides (and even legal advice!) to help her start her practice
-
How she used a GoFundMe campaign to raise money for the launch of her practice, raise awareness, and avoid taking on debt to start her business
-
The primary ways she has marketed her practice and fill her schedule to 66% capacity in just 6 months
-
How she made her clinic a multi-disciplinary center, increases referrals, and offsets her rent with the help of other practitioners.
-
How discusses the cash-pay vs. insurance–based model with referring physicians
-
Her tips and advice for using networking to quickly grow your caseload
-
How she uses a pre-PT intern to help with far more than just changing linens on treatment tables
Resources and Links mentioned in this episode: * My Cash Based Practice - eBook – a primary guide for Angela as she planned and started her cash practice * SCORE – get an accomplished business mentor for Free! * Cancer Rehab Austin website * Cancer Rehab Austin – Facebook Page
Click Here to learn how to start your own Cash-Based Practice
Questions for Angela? Ask them in the comments below
This “reverse interview” episode is essentially a recording of a consulting call I did with a friend and colleague, Richard Symister, PT of Move Evolution PT in Brooklyn, NY.
He is looking to ramp up his practice and hire a PT and more full-time admin as he continues to drop insurance contracts and move fully cash-pay (he started in-network with 15 ins companies and is now down to 2!)
So he had a number of questions for me and we decided to record it all so you could learn from it as well.
In this episode, I answer the questions: * What goals did you achieve in 2015? * What lessons did you learn in 2015? * Who do you love to treat? What is your niche? * How do you satisfy your patient’s “emotional” needs as you provide physical relief of symptoms? * How did you find and match your new staff PT to your niche? How does he/she compliment your practice? * How is his pay/compensation structured ? Any Incentive-based pay? * How do you get him to “buy in” to your promotional and treatment model? * What products/service to you have currently that do not physically need you being there (Pilates, yoga, bodywork, etc)? * What is your opinion on forming relationships with physicians? * As far as continuing education, do you look for courses that enhance your current business skills or your clinical skills? * How do you keep up with and organize the constant thread of information in these two areas (podcasts, blogs, online publications)? * When did you know that you were ready to go out on your own and start your cash-based practice?
Resources mentioned in this episode: * To Sell is Human - by Dan Pink * Seth Godin Blog * Tim Ferriss Podcast * Smart Passive Income Podcast * Karen Litzy Podcast * Therapy Insiders Podcast * Paul Potter Podcast * Scott Harmon Podcast * Joe Simon Podcast
[Click to tweet] Great "reverse interview" w/ @RichardSymister & @DrJarodCarter on the Cash Based Practice podcast! #cashPT #solvePT
Click here to download this episode
I recently had a special guest visit me in Austin and before we dove into all the fun things this city has to offer, we sat down and did a live interview on Periscope … which I of course recorded and now you can either watch the video below or listen to the audio recording above.
Paul shares some brilliant, actionable tips on systems you can start setting up in your practice right now in order to free up your time, increase compliance and “buy in” from patients, and set your practice up for consistent growth and increasing profits even when you’re on vacation.
I especially like the system he uses for “new patient onboarding” which is designed to make a patient very familiar and comfortable with his practice before they arrive for the eval! ... Making it much more likely they’ll agree to the recommended plan of care and follow through with all they need to do to get better.
Click Here to Check Out Paul Gough’s course on Private Practice Systems and Automation. I’m taking it myself and pumped to learn all the systems and processes that fuel his 4-clinic cash practice.
Ever wonder how you can add cash-based services to your private practice but don’t really want to drop insurance contracts? This episode is for you. Actually, this episode will be useful to any type of practice out there interested in a realm of cash-based services that relatively few practices have explored.
Today, I interview Al Moreau, PT who is partner in Moreau Physical Therapy, a large private practice with multiple locations in Louisiana. Though most of their outpatient PT is provided on an insurance-basis, they generate significant cash-based revenue via providing industrial PT, wellness, injury prevention, ergonomics, and other services to a wide variety of industries, companies, municipalities, hospital systems, etc.
In this episode, you’ll learn about: * How he added to the traditional Industrial PT offerings to make his services more valuable and easier to sell. * The variety of services they offer to their cash-pay clientele and how those services infuse their brand into the entire community. * What types of clientele they seek out and why their model works in both rural and metropolitan areas. * The best two ways he has been able to “get his foot in the door” with prospective companies/clients * The astounding financial statistics he uses to present the value and need for his practice’s services, and where you can find those statistics to use yourself. * How he prices the various services. * What types of equipment you will need if doing this type of work. * The laws you need to be familiar with to protect yourself as well as your clients.
Resources and Links mentioned in this episode: * Moreau Physical Therapy * American Society of Safety Engineers * Al on Twitter
Click Here to Check Out Paul Gough’s new course on Cash Practice SYSTEMS. I’m taking it myself and pumped to learn all the systems and processes that fuel his 4-clinic cash practice.
Click here to download this episode
This episode is an absolute Must-Listen … not very long but absolutely packed with marketing strategies and tactics you can immediately implement in your PT business, whether cash-based OR insurance-based.
...
You’ll Learn: * Paul Gough discusses some highlights from Jerry Durham’s presentation and he dives into some great advice on how he scripts out the first conversation his staff has with prospective patients. How they brilliantly “turn the table” on patients who call in to book their first appointment, in order to increase the likelihood of compliance with scheduling, treatment, and that they’ll become raving fans. This is a must-listen!
-
The next recording is my interview of Scott Waddell of PatientSites.com who had just given a presentation called “Moneyball Marketing” … he gives us the cliff notes versions of his presentation and describes what is really working today when it comes to clinical websites generating new patients.
-
The answers you get when you pull a group of genius PT entrepreneurs away from the bar and ask them: “What is one thing that practice owners should be paying attention to or doing that most are not doing or may not even be aware of?”
Meet the Geniuses: * Paul Gough * Scott Waddell / Patient Sites (also on Twitter) * Jerry Durham * Chad Madden / Breakthrough PT Marketing
Click Here to learn how to start your own Cash-Based Practice
Click here to download this episode
Want to be a master of Medicare in a Cash-Based practice? Click HERE
The PPS conference is a blast and this time around (2015) I brought a little microphone with me and recorded a number of conversations to pass on the business highlights and takeaways other attendees and I had at the conference.
This episode is part 1 of 2, and the primary focus is on the marketing and social media advice that a number of our colleagues took from keynote speaker and marketing genius, Gary Vaynerchuk.
Before I get into the recordings I took from the conference, I give an in depth update on the growth of my practice, my new Physical Therapist employee, and all that I've been doing in my busy hiatus from podcasting.
.
Resources/Links * Gary Vaynerchuk's website * Gary Vaynerchuk's Jab Jab Jab Right Hook * Hootsuite - Social Media Management Platform * Karen Litzy's Podcast
Click here to download this episode
Bob Cohen has had a cash-based PT practice since 1996! In this episode we learn the key ways he was able to have success for this long; and long before most people thought this business model was even possible.
In this episode, you’ll learn about: * What compelled him to start his practice, and to choose the cash-pay route back in 1996
-
How he did so with a 6 year old son and little other income
-
the backup plan that he had in case it didn't work out
-
the niche market that he targeted with his initial marketing
-
how he approached this niche market and compelled them to say yes to his marketing presentations
-
the results of his attempts at marketing to physicians
-
key advice he received from his mentor
-
a creative way he utilized a “letter to the editor” of his cities newspaper that resulted in a lot of business over time
-
how he dealt with his hesitance to ask for full cash payment out-of-pocket from patients in his new practice
-
how he explains his treatments and justifies his fees to prospective new patients
-
why he decided to keep his practice a one-man show
-
must-hear advice for success in the cash-based model
Resources and Links mentioned in this episode: * Bob’s practice website
-
The article he wrote about the cash-practice model in 1998 that an editor claimed was impossible.
-
The first interview I did with Bob Cohen
.
Click Here to learn how to start your own Cash-Based Practice like Bob and Jarod
Two cash-based practice owners walk into a bar …
And in this podcast episode you get to hear their conversation about hiring and training cash-practice staff and filling their schedules with private-pay patients.
I just recently gave a presentation at the Referral Ignition conference and it was an awesome experience. My presentation went very well but the biggest highlight for me was meeting the other practice owners, a number of whom were my podcast listeners and eBook readers.
One of the many people I got to finally meet in person was Paul Gough from my podcast episodes 36 and 37. One afternoon, we found ourselves at the hotel bar watching football and I decided to record our conversation.
As I’ve been mentioning this year, I’ll soon be expanding my practice and this was a great opportunity to pick the brain of someone who has grown his cash-based practice to 4 busy clinics.
In this episode, Paul gives us really creative ways to search for staff without paying a huge percentage of salary to a recruiter/staffing agency, the technology and systems he uses for training staff and making his practice scalable, how he actually hires new grads in his cash-practice, and much more (full list below).
You’ll hear me mention Paul’s program, which I’ll be starting soon (as a student/attendee!). To clarify, I and a handful of other practice owners will participate in his 6-week New Patient Accelerator Program that begins on Tuesday November 3rd
I am so pumped to be a part of this program and if you really want to grow your referrals and have packed PT schedules (and/or add more staff) … join me! Let’s go through this course together and charge into 2016 with huge momentum! (Note: Paul will be doing this program in the future too, so if this one is sold out, you can certainly join a future program.)
We’ll be in a small group going through the 6 weekly trainings, interacting and collaborating via a private Facebook page, and holding each other accountable to ensure implementation and results.
Okay, back to today’s episode …
In this episode, you’ll learn about: * How Paul developed his head office manager into someone who runs his practice when he’s gone for months at a time.
-
How he minimizes staff turnover.
-
How he is able to hire new grads for his cash-based practice.
-
How to minimize customer push-back when you (the practice owner) want a patient to be seen by staff other than you (even if you’ve done the evaluation).
-
Why patients “don’t want to see YOU for treatment” and what they actually want when they come to YOUR clinic.
-
The specific systems and technologies he uses to train and communicate with his staff.
-
Two brilliant methods he has his receptionists use to make patients feel really special and have a great experience.
-
What he offers his website visitors in order to collect their contact information.
-
An overview of what I’ll be learning by going through Paul’s program over the next couple months.
Resources and Links mentioned in this episode: * Infusionsoft
- Paul's 6-week New Patient Accelerator program
Karen is a cash-based practice owner who sees all her patients in their homes or offices. She gives an incredible amount of practical and actionable advice for those interested in this model, and much of the advice is applicable to and useful for any type of practice. I was ultra impressed with her answers to my questions, and I’m pumped to present you with this info-packed episode.
In this episode, you’ll learn about: * Why she felt that a home-visit cash practice was a viable option when she was getting started.
-
How she got past the anxiety of quitting her part-time job to go full-time in her practice.
-
How she decided on her cash pay rate.
-
Her advice for transparency when you have a “side practice” while still working for another practice.
-
How she goes about generating physician referrals for her cash-based practice.
-
Her opinion on the viability of the home-visit model in small cities and towns.
-
What EMR she uses and why she likes it so much.
-
The logistics of a home visit practice and how they differ from brick-and-mortar practices.
-
How she mitigates safety risks given she is seeing patients in their homes.
-
Great parting advice you don't want to miss if you're interested in this niche business model.
Resources and Links mentioned in this episode: * WebPT.com * KarenLitzy.com * Karen’s Podcast
[Click to Tweet] Thank you @KarenLitzyNYC for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
If you haven’t seen or heard it already, the Cash Pay PT and Medicare eBook is finally available! *Click here to learn all the rules and regulations on taking private payment from Medicare beneficiaries.*
Click here to download this episode
If you are interested in creating cash-based revenue for your physical therapy practice, but confused about the laws on taking self-payment from Medicare beneficiaries, then this episode is for you. Whether you are a:
-
veteran practice owner who participates with Medicare,
-
hybrid practice owner with Non-Participating status,
-
cash-based practice owner not enrolled in Medicare,
- physical therapist hoping to become any of the above,
… very few seem to know when and if they can take private-payment from Medicare beneficiaries. The answer to this question actually changes depending a large number of factors, and they are all explained in this episode.
In this episode I read the first 22 pages of the Medicare and Cash-Pay Physical Therapy ebook and you will learn: * The 3 possible relationships a physical therapist can have with Medicare and how this affects every decision you make surrounding this topic.
-
How being a "Non-Participating Provider" is Not the same thing as "Opting Out" of Medicare.
-
Why being a "Non-Participating Provider" is Not the same thing as having no relationship with Medicare.
-
Why being non-enrolled or un-enrolling in Medicare is also Not the same thing as "opting out" of Medicare.
-
The "Mandatory Claims Submission" law and how it affects your ability to provide cash-pay services to Medicare beneficiaries.
-
The ONE exception the Mandatory Claims Submission law and how this exception can significantly change your ability to take self-payment from a beneficiary.
-
How your specific relationship with Medicare dictates when/if you are able to provide covered services on a self-pay basis.
-
The 3 reasons that services are not covered by Medicare.
-
The scenarios in which covered services may become non-covered.
-
How meeting the Therapy Cap may or may not change our ability to collect self-payment from that beneficiary, and the process that should be followed in doing so.
-
The key factors you must know to determine when you can take cash-payment for "Maintenance Care"… sometimes you can and sometimes you cannot.
-
How the 2009 HITECH Act and the 2013 HIPAA Omnibus Final Rule may or may not have created opportunities to treat beneficiaries on a cash-pay basis.
-
When you should use an Advanced Beneficiary Notice (ABN) versus a Private Contract if you'll be collecting private-payment from beneficiaries.
-
The correct process for using an ABN when normally-covered services may no longer be covered due to lack of medical necessity.
Resources and Links mentioned in this episode: * MEDICARE AND CASH-PAY PHYSICAL THERAPY – a Guide to the Rules and Regulations on Taking Private Payment from Medicare Beneficiaries
If you are interested in the full-length book, access to all the links and sources, and over 30 more pages of information to clear up the confusion and fear most practice owners have surrounding this topic, click here to get it all.
Click here to download this episode
The public’s perception of physical therapy and especially the “Value” they see in it has become a hot-button topic in the past few years.
I recently joined Periscope and in my first live broadcast, I read some excerpts from a fantastic book called Marketing is Everything by Fred Joyal. I discussed value perception in our patients and prospective patients, how we can increase it, and I wanted to share what I said and expand on it a bit further in this episode.
[If you’re not yet on Periscope, search for it on your phone in the app store and follow me @DrJarodCarter … I'll be doing occasional live broadcasts giving cash-based business advice and answering questions.]
In preparation for this episode, I began with some stream-of-consciousness style note writing and all of a sudden I had written a decent amount. So today I decided to share both a blog post and an episode. With so much going on leading up to the release of the Medicare e-book, I didn't have time to make this a perfectly written article… So make sure you also listen to the episode to fill in the gaps and learn my in-clinic value building strategies and post discharge strategies as well.
Getting Patients in the Door by Tapping into what’s Most Important to them Regardless of your business model you continually need to ask yourself, “Why would someone place a high enough value on my services that they would choose my practice over the competition?” (Note that when the cost of your competition is far less out-of-pocket, the perception of your service’s value must be substantially higher to convert a prospective patient into a paying customer)
Since I and many other cash-based practitioners tout longer one-on-one care and advanced manual therapy training, let me set the record straight:
People do not inherently value your hands-on techniques or longer one-on-one time with their healthcare provider. They value the way those techniques make them feel and ESPECIALLY what limitations those techniques resolve for them.
If you think that only rich people have any surplus of funds that could be spent on out-of-network healthcare expenses, go to Vegas. Do you think all those people blowing thousands of dollars in a weekend are rich? Go to a crappy bar that isn’t really frequented by people with lots of money, and notice that there are still probably at least a few women with breast implants. Not trying to be crude here, just making a point.
Vegas has done an incredible job of convincing the general public that what it offers will make their lives better. Beauty magazines, Hollywood, et al. have done the same when it comes to appearance and what plastic surgery can do for someone’s quality of life. In my opinion, the field of Physical Therapy and other related healthcare fields have done a terrible job of this.
I personally value time and experiences much more than I value things. I have a pretty crappy old car and pretty small TV, and I only go clothes shopping about once every 2 years; but I just spent 3 weeks in Italy, and last year I spent a month in Australia. So someone who wanted to target me for a product or services would be wise to tap into the idea that the product or services would allow me to be in a position to travel more and have more of the experiences that really get me excited (like surfing).
Your market for a cash-based practice is NOT everyone who has pain or everyone who could benefit from your services. It is NOT everyone who has a large financial surplus.
You need to get the attention of those who place a higher than average value on the results you specialize in providing to your clients. Click to Tweet
What you say online, on the phone, in person, and to those who may be speaking to your prospective patients (i.e. your referral sources) should be skillfully crafted to convert that attention into interest and that interest into the decision to choose your practice over others.
This doesn’t mean giving anyone a hard sell. It means getting them to focus on what their pain or other subjective findings are keeping them from doing what they feel is important in their life. Paul Gough mentioned in the episode 36 that the biggest fear/concern for prospective patients is not their pain or that they’ll always have pain, it’s the fear that they will lose their mobility and independence (he was speaking a little more directly about those with back pain).
So if you have or would like to develop a niche market, you need to identify the primary fear of someone in that market. Maybe you’re in women’s health … perhaps your patients most fear that they’ll always have an aversion to sex and it will negatively affect their partnership/marriage (yes, the aversion comes from having pain during sex, but your focus is on the resultant fear that the pain creates in their mind). Or perhaps they fear that they’ll never be able to confidently go out with friends without pads or diapers due to the possibility of incontinence. That fear has nothing to do with pain, but it’s a fear that could compel them to pay cash for PT if you convince them you’re practice has the best answer to their problem.
Runners run through pain all the time. It’s when that pain becomes enough that they can’t run as much as they want to, that sparks the fear trigger in their mind.
What you say in your marketing needs to:
1) Stoke that fear a little bit by directing their attention to what may happen if they don’t do anything about the problem,
2) Then provide hope by letting them know their problem is treatable and that many others with the same limitations have found a solution to their problem.
3) Explain why your solution is different and better than what they will get if they choose to visit your competition.
If you do the above correctly, your prospective patient will place a high enough VALUE on your services to book an appointment. Even though it will cost more to see you than your in-network competition down the road.
But building the perception of your services as being highly valuable has only begun at this point!! Click the Play Button above and listen to the podcast episode to hear the tactics I use in the clinic (and after discharge) to get my patients to place a huge value on what they receive at my clinic.
[Also mentioned in the podcast: Discharge Marketing: Are You Capitalizing on this Precious Opportunity?]
If you don’t want to miss my future live broadcasts, join Periscope now and follow me @DrJarodCarter
Do you have any ideas I didn’t mention on how to increase the perceived value of your services? Share them in the comments below!
This episode is Part 2 of my interview of Paul Gough, an England-based physiotherapist and cash-based practice owner with four clinic locations. What’s most impressive about this is that his business is almost 100% cash-based in a country where everyone can get physical therapy completely for free. That’s right, most of his patients pay $100-$150/visit out-of-pocket at his clinics, even though they would pay $0 to go to his competition.
We continue our conversation about exactly how he has done this, and get into all the details so you can recreate his unique marketing system for your practice.
In Part 2 of this interview, you’ll learn about: * Exactly what you should include in the emails you send to your prospective patients
-
Why Paul is not as big a fan of “testimonials” as he is of patient “stories”
-
How far apart you should space your emails and your phone calls to prospective patients
-
Why the “Call to Action” in his emails is never to “Book an Appointment Now”
-
The two-tiered pricing structure Paul has set for his PT treatments and the clever labels he uses for them
-
How he and his staff address the objection: “But I could get Physio for Free from [competitor] clinic down the road” and the very specific wording they use in doing so
-
How he trains his staff and makes sure they are not only great therapists and admin, but they understand how to sell themselves and their services
-
What three emails he sends to all new patients and how he compels them to spread the word about his clinics long before discharge
-
Great advice on how to get started, no matter how low tech or high tech you may be.
Resources and Links mentioned in this episode: * Phone Amigo – (It’s actually Phone “Amego” but I can’t bring myself to spell it like that :-) * The webpage Paul created to have his patients send to family/friends, increasing word of mouth and lead capture. * Paul’s New Patient Overload [affiliate link]
This is an incredible program where Paul walks you step by step through creating your own Direct Response Patient Generation System like the one he described in this episode.
The marketing tips, techniques, and mindset presented in this episode are absolute gold. I was so pumped when I finished this interview. Paul Gough is a physiotherapist and private practice owner in England with four clinic locations. What’s most impressive about this is that his business is almost 100% cash-based in a country where everyone can get physical therapy completely for free. That’s right, most of his patients pay $100-$150/visit out-of-pocket at his clinics, even though they would pay $0 to go to his competition. How in the world has he pulled this off? We cover it all in this interview. In fact, there is so much detail and information I had to cut the interview into two parts to keep them reasonable in length.
In Part 1 of this interview, you’ll learn about: * Why Paul chose to leave his position as physiotherapist for a professional soccer team to start his own practice.
-
The general structure of the health care and insurance system in the UK… Which provides free physical therapy to everyone.
-
How his profits plummeted overnight due to a change in a law, and what he did to make sure he was never affected like that again.
-
The definition of “direct response marketing.”
-
How and why he changed his “brochure-style” website to a “direct response” website.
-
What he has found people are truly looking for when they inquire about physical therapy… Hint: it is not to “get rid of my pain.”
-
How and why he works to “generate leads” rather than “advertising for a sale”
-
The secret to why many practices have occasional “flat lines” in the amount of new patients they generate, and how to avoid that in your practice.
-
The most common objections that prospective patients have to starting physical therapy, and how to provide answers to them effectively.
-
how he compels website visitors to provide their contact information, and the extremely sophisticated follow-up process he uses to keep 4 cash-pay clinics (7 staff PTs) fully booked, while his competitors charge patients nothing out of pocket.
-
Why you can create the same phone and email system for your practice even if none of your staff are very “good on the phone.
Resources and Links mentioned in this episode: * “Make them Say Yes - 16 Objections to Booking Their 1st PT Appointment” – A highly valuable product that Paul usually sells but is giving it to us here for Free! Thanks Paul!
-
Affordable Email Marketing platforms: Constant Contact, Aweber, Mailchimp (FYI: Mailchimp has an enticing free offer, but their free version does not allow you to set up the automated emails you’ll need for this marketing method)
-
Paul’s Clinic Website
-
Paul’s New Patient Overload [affiliate link]
This is an incredible program where Paul walks you step by step through creating your own Direct Response Patient Generation System like the one he described in this episode.
At the time of this recording, the podcast just passed the 50,000 download mark! Thank you to all who have helped me reach this milestone.
Today’s episode is a Q&A session in which I answer recorded questions from listeners like you.
The following questions are answered in this episode: * If a Medicare beneficiary is training for an event like a marathon and seeks my services due to an injury, would that be considered covered skilled PT services or wellness/fitness, or does it really depend on the type of treatment provided?
-
How do you go about setting and assessing surcharges for travel time with home-based visits? Why is it important to do so rather than just charging more per unit of PT services.
-
If a Medicare patient wants to see a cash-based PT, is that allowable?
-
Do you (Jarod) treat Medicare patients in your cash-based practice? If so, how do you go about it to be safe and compliant?
Resources and Links mentioned in this episode: * Medicare and Cash-Based PT Overview
-
Medicare Mandatory Claims Exception and HIPAA Law Changes
-
Cash-Pay PT and Medicare MAINTENANCE Care regulations
Click Here to learn how to start your own Cash-Based Practice
This is my first interview of someone who had a successful solo cash practice, had to move to another city, and then started another cash PT practice in an area with very different demographics. So Carrie Jose DPT, of CJ Physical Therapy and Wellness, has started TWO cash-based practices from scratch. Not bad! We cover all the details in this interview.
In this episode, you’ll learn about: * Her journey from employee in a burnout sports med clinic to having her own cash practice.
-
Her emotions and thought processes as she started her own practice
-
In a city with very different demographics than Wash DC, and no other cash-based practices, what made her think a private-pay practice was viable in that area
-
The key things and processes she learned from a business coach
-
The top two avenues through which she built her referrals and business in her new city
-
What types of events/presentations she did and how she converted those events into cash-paying customers
-
How she utilizes treatment package discounts to improve the commitment of her new patients
-
Some great parting advice for those interested in starting or transitioning to a cash-based model.
Resources and Links mentioned in this episode: * Text Expander affiliate link
-
Business Networking International
-
WebPT EMR
-
Carrie’s Clinical Facebook Page
-
drjarodcarter.com/awesome
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @Carrie_PT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
This episode is an interview of Tracy Sher, MPT, CSCS who started a cash-based private practice 2 ½ years ago in the Pelvic Health niche. Within one month of starting out, she was already “too busy to market” her practice. This interview covers a wide variety of topics that are applicable to anyone interested in starting of transitioning to a private-pay practice.
In this episode, you’ll learn about:
-
Pricing advice for those starting a cash practice.
-
How she varies her schedule based on patient complexity.
-
How she and her assistant have created a mobile/virtual office.
-
How she was able to find a good office assistant, and a handy trick for sifting through loads of online job listing responses.
-
Why she felt a cash-based practice would be viable for her and in her area.
-
The things she learned from her first experience employing another PT, and what she will do differently next time.
-
Her biggest challenges as she started out, and her biggest ongoing challenges.
-
Her plans for future marketing as she brings in more staff.
-
How she speaks with physicians about her cash-based model, and how she gets them to refer patients anyhow.
-
What she learned from attempting to verify benefits for private-pay patients.
-
Two brilliant pieces of parting advice for those interested in starting their own practice or transitioning to a cash-based model.
Resources and Links mentioned in this episode: * Schedulicity – scheduling system
-
Nextiva – Voice Over Internet system
-
PelvicGuru.com
-
SherPelvic.com – her clinic’s website
-
Tracy on Twitter
-
PelvicGuru Facebook Group
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @PelvicGuru1 for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
.
If you’ve ever wondered if the cash-based model would work for an outpatient Neuro practice, wonder no longer! Re-Active PT and Wellness is a successful multi-therapist Neuro outpatient practice that is completely out of network with all payors except Medicare. Along with their skilled PT offerings, they also offer Occupational Therapy and a number of cash-pay wellness services. In this interview, owner Julie Hershberg PT, DPT, NCS tells us all about how she and her team have created this rewarding and inspiring private practice.
In this episode, you’ll learn about: * Her story of going from solo practitioner with only two patients to a multi-therapist clinic in less than four years
-
The pay rate structure for her contractors/employees, and how it differs from outpatient orthopedic cash practices
-
How she has been able to find variable-hour contractors rather than being forced to bring on full-time employees
-
The way she is able to utilize students in her clinic to create a win-win scenario for them as well as the patients
-
The different types of neuro-based wellness classes and ancillary services that add value for clientele and income to her bottom line
-
Why many of her patients decide to go private-pay even though they have health insurance that could be billed out of network
-
What she feels are the keys to her practice’s growth and success
-
The services offered at her neuro practice that actually attract referrals from other physical therapy clinics
-
How she compels referral sources to begin referring patients to any newly added staff members, and other ways she helps fill their schedule quickly
Resources and Links mentioned in this episode: * Re-Active Physical Therapy and Wellness * BMS Billing and EMR * Re-Active PT on Facebook
Click Here to learn how to start your own Cash-Based Practice
Today I speak with Danny Matta DPT, OCS, CSCS of Athlete’s Potential and MobilityWOD. His cash-based PT practice within a CrossFit gym is less than a year old but already going strong. Though we dive into the nuts and bolts of starting a cash practice within a gym, this interview is absolutely packed with cash-based wisdom applicable to all practice locations. Enjoy!
In this episode, you’ll learn about:
-
Why he decided to start a cash-pay practice (even with two very young children at the time)
-
His advice for choosing the right type of gym for you and your practice style
-
Negotiations and tactics he used to create a win-win with the gym owner and get some free rent
-
How to “get your foot in the door” with gym owners, even if they already rent space to other healthcare practitioners
-
A clever way to get in front of loads of potential patients, even at gyms other than the one you rent from
-
What he teaches to Crossfit coaches and tactical military units and how you can use it for your own patients
-
How he uses video and blogs to generate new business
-
How he is able to shoot high quality videos quickly and edit them in less than a minute
-
His social media marketing strategy and how he uses cheap Facebook “post boosting” to generate new patients for his practice
-
Some of the best advice he ever received from his business-minded Clinical Instructor in PT school
-
The business books he most recommends
Resources and Links mentioned in this episode: * The Cash-Based Practice eBook
-
MobilityWOD (go to “Seminars” to learn about courses near you)
-
Danny’s video on how to use a “Voodoo Band” … and you can buy one here
-
Front Desk practice mgmt and scheduling software
-
Athlete’s Potential – Danny’s clinic website
-
Podcasts Danny Likes:
- The Fitpreneurs
- Barbell Business
- Audible.com – Listen to books on the go
- Books he recommends:
- The Go Giver
- Book Yourself Solid
- To Sell is Human
- How to Win Friends and Influence People
- The War of Art
- Tribes
- The Charisma Myth
- The E-Myth – Chiropractor
Connect with Danny: Twitter, Instagram, and Athlete’s Potential Facebook Page
Let us know if you enjoyed the show: [Click to Tweet] Thank you @DannyMattaPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click Here to learn how to start your own Cash-Based Practice
Click here to download this episode
I’m happy to finally publish the first Q&A episode that utilizes actual audio recordings of questions from you … my audience and colleagues.
In this episode, you’ll learn about: * An exciting announcement about growth at Carter Physiotherapy
-
Answers to the questions:
-
- Do you know of practices that are out-of-network with all private insurances but still in-network with Medicare? Does that model seem to work?
-
- When a patient has a Medicare Advantage Plan (Part C rather than Part B), are the rules the same as when the beneficiary has original Part B? Or can we see them on a private-pay basis like we can with Non-Medicare patients since they have signed their benefits over to a private insurer?
-
- I’m planning to start a cash practice soon but very fearful about making the leap. How did you overcome your fears when starting your practice and what three things would you most suggest to ensure my success?
Resources and Links mentioned in this episode: * APTA article on Medicare Advantage Plans
- The 5 Characteristics Common to All Successful Cash Practices
Click Here to learn how to start your own Cash-Based Practice
Get out your notepad cause this episode has an incredible amount of useful insights and lessons from Meredith Soelberg PT, DPT, MBA and Brooke Mitchell PT, DPT, co-owners of Elevate PT & Fitness. Their practice is 100% cash-based, has multiple personal trainers and ancillary services, and they just hired a staff PT to join them. We cover a lot of ground in this interview.
In this episode, you’ll learn about: * What business entity they chose for their practice and how they came to that decision
-
Their top tips for making a business partnership work in a clinical practice
-
How they utilize independent personal trainer contractors to elongate the continuum of care for their patients and increase their cash flow
-
The story of how they both transitioned from an insurance-based practice to an out-of-network (OON) practice as employees in another practice.
-
What worked and what didn’t work to maintain patients and referral sources during that transition OON
-
The characteristics of the Physicians who embraced the transition OON and continued referring patients
-
The demographics and characteristics of their current patient population
-
Scheduling and administrative logistics
-
How they even get referrals from other PT clinics in their area
-
The multiple ways in which they market their cash-based practice and keep their schedules full of private-pay patients
Resources and Links mentioned in this episode: * Elevate PT & Fitness
-
Everything is Marketing – Fred Joyal
-
Brief explanation of the Mandatory Claims Submission
“The Social Security Act (Section 1848(g)(4)(A)) requires that claims be submitted for all Medicare patients for services rendered on or after September 1, 1990. This requirement applies to all physicians and suppliers who provide covered services to Medicare beneficiaries, and the requirement to submit Medicare claims does not mean physicians or suppliers must accept assignment.”
-
To view the one exception to the Medicare mandatory claims submission regulations, scroll down to Section 40 (starting on pg 22) of chapter 15 of the Medicare Benefit Policy Manual
-
Constant Contact email service provider
-
Elevate PT on Facebook
-
Elevate PT on Instagram
Click Here to learn how to start your own Cash-Based Practice
Click here to download this episode
I’m pumped to present this interview of my friend and physical therapist, Stephen Dunn MPT, COMT, PMA-CPT. Yes, Stephen was actually my physical therapist a couple years ago and I was really impressed with the fact that he was mostly in-network but still spent a full hour one-on-one with every patient like I do. How is he able to do this? Because he and his wife have built a booming Pilates and Gyrotonics cash-based business alongside the PT practice.
In this episode, you’ll learn about: * + How he was able to build his practice as he worked part time for someone else
-
- How he is out of network (OON) with all but two insurances, and some details of billing OON.
-
- Why he often has patients choose to pay privately even though he is in network with their insurance.
-
- When he does and does not offer “same day payment” discounts and why.
-
- His entry into the world of Pilates and how he and his wife built a Pilates business along with his Physical Therapy practice.
-
- The advertising and marketing they tried that did and did not work.
-
- How he utilizes Google Adwords to generate business and my advice on how to capitalize even more on this advertising method.
-
- His advice to those considering starting an ancillary service/business along with a PT practice.
Resources and Links mentioned in this episode: * + CORE Therapy and Pilates
-
- Pilates Method Alliance
-
- Stephen’s Clinic on Facebook
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @TherapyPilates for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
Ever think that cash-based practices can only work and be successful in larger metropolitan areas? With lots of wealthy people? Today’s interviewee, Brenda Shelton PT, is a great example why that’s just not true. She is one of a growing number of successful out-of-network clinics in smaller communities and rural areas, and discusses how referral sources and marketing change when you move from the insurance-based realm into the cash-based model. She’s been a PT for nearly 40 years, has had her private-pay practice for 10 years, and plans to treat patients for many years to come because her practice is so enjoyable and accommodating to the life she wants to lead.
In this episode, you’ll learn about: * Her entry into private practice after nearly 30 years in the PT field
-
What skills she has acquired to make her practice successful
-
The characteristics of the people in her small community that make a cash-based practice viable there (hint: it’s not wealth. AND she’s not the only cash practice in town)
-
How she ended up getting more physician referrals over time even though she struggled to do so when starting out
-
Medicare and her newfound clarity on its regulations and her ability to see beneficiaries
-
An often omitted piece of info for self-claim receipts that will cause reimbursement denials
-
How she utilizes orthotics to add to her revenue and add to the value she can bring to her patients
Resources and Links mentioned in this episode: * My interview with Nancy Beckley on HIPAA and Medicare regulations
-
My article on Cash Pay PT Receipts and what you need to include on them for self claims
-
The Mulligan Concept – fantastic manual therapy continuing education
Click Here to learn how to start your own Cash-Based Practice
.
Have any questions for Brenda? Don’t be shy … drop them in the comments below.
After 10 years in the PT field as an employee in insurance-based private practices, Bob Schroedter PT, DPT took the leap 4 years ago and started a cash-based practice in the Miami Beach area. It has gone really well and he shares his lessons learned and insights in this interview.
In this episode, you’ll learn about: * The logistics of how he runs his solo practice
-
How he participates with Medicare but also provides wellness and fitness services to MC beneficiaries on a cash-pay basis
-
His niche in the Ballet market
-
An interesting way he is found by prospective patients (hint: not his website, not other professionals, and not word of mouth)
-
His experiences with providing treatment at events like marathons and CrossFit competitions
-
What drove him to choose the cash-based model, his fears going into it, and how he handled it all
-
His patient demographics
-
Things you can do as an employee to prepare yourself for private practice ownership
-
Some fantastic parting advice to those interested in the cash-based business model
Resources and Links mentioned in this episode: * Gyrotonics
-
Charlie Rose interview with Dr Rachel Naomi Remen
-
MoveThruRehab on Facebook (Bob posts great content here … worth a follow)
-
drjarodcarter.com/awesome
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @movethrurehab for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Today's episode describes the techniques and tricks I use to make sure the majority of my marketing efforts continually produce business for my private practice every year. You’ll learn a variety of methods to do the same, and some easy new ways to use technology to maximize everything you do to promote your practice.
Resources and Links mentioned in this episode: * Take Advantage of Trends and Squeeze Every Drop From Your Marketing Efforts
-
Jarod Carter's YouTube Channel
-
Hootsuite – For Pre-Scheduling Social Media Posts
-
Click to Tweet
-
How to Create a QR Code (for Free) for your Presentations and Business Cards
-
Elance – to find animation-video freelancers
-
Pow Toon – free tool to make animated marketing videos
Click Here to learn how to start your own Cash-Based Practice
Think your colleagues could benefit from these marketing tips? [Click to Tweet] Great private practice marketing tips and tricks from @DrJarodCarter
Click here to download this episode
This is part 2 of my interview of Scott Waddell, president of PatientSites.com, where we dive into loads of tactics and best practices for using Social Media and Email Marketing to develop relationships and generate business for your private practice.
If you missed Part 1, get it here.
We’ve all heard that we should be using social media and email to market to past, current, and prospective patients. This is how you actually do so.
In this episode, you’ll learn about: * A scenario in which you may NOT want to use social media to market your clinic.
-
The three pillars of a solid social media marketing strategy
-
What gets the most interaction and shares on social media
-
Easy changes and tweaks that I will be making to my own social media marketing strategy
-
How to pre-schedule much of your social media posts to save you lots of time
-
Why email marketing is important and how it works
-
The ideal components of a good email newsletter and how to skillfully incorporate them all
-
How to use and not use “email open rates” to make decisions
Resources and Links mentioned in this episode: * Hootsuite – for prescheduling posts, and posting to multiple social media platforms at once.
-
Scott’s Impact article on Social Media Strategy – this is just a PDF version that doesn’t include the images but it’s still understandable and highly useful without the images
-
PatientSites.com
-
Scott Waddell on Twitter
Click Here to learn how to start your own Cash-Based Practice
.
Wouldn’t it be nice to have ALL the stuff we talked about continuously done for you at your clinic’s website, Facebook page, and email list? Watch this video to see exactly how PatientSites.com handles all of your website, social media, and email marketing to generate loads of new patients for your practice every month. Stop worrying about regular blogging and Facebook posts, and let them handle it.
If you try patientsites.com, tell them you found them here and you will get 20% off your set-up fee (up to a $200 value!), or one month free if you choose the free set-up option.
If you appreciate all this free info, share it with your colleagues by clicking one of the buttons below. Thanks!
If you want your website to produce business for your practice, you need to listen to this episode.
I interview Scott Waddell, president of PatientSites.com, who has developed web programs for huge brands like Microsoft, Sprint, HSBC, and has over 12 years experience in helping businesses thrive online. He has helped hundreds of private practices generate patients via multiple online marketing methods, and he shares all the details of how we can do the same with our website, patient email list, and social media profiles in this two-part interview.
Part 1 runs about an hour and is filled from start to finish with an incredible amount of advice and tactics that you can utilize right away to create more business from your clinic’s website (The entire interview ran 1 ½ hours and includes Social Media and Email marketing, which will be coming your way in part 2).
In this episode, you’ll learn about: * Optimal strategies and best practices for “content marketing” on your website
-
The true value proposition for utilizing content marketing for your practice
-
Specifics on ideal frequency, depth, and relevance for your blogging and your audience of prospective patients
-
Skillful use of keywords to both “speak the patient's language” and still improve your websites search engine rankings
-
Other technical tactics and important information on URL, page title, meta-description, and meta-tags
-
The best uses and types of “calls to action” for your website
-
Why you should consider live chat for your website, and how to easily implement it
-
The ways in which you can tweak your writing/website text, webpage addresses (url/”slug”), “page title,” “tags,” and “meta description” to improve Search Engine rankings
-
What are the most effective ways to actually convert website traffic into paying customers
-
Why the “phone number is king” and how to get more people calling your clinic for appointments
-
Details of text size, color, and placement of phone numbers on the website for best conversion of traffic to customer
-
After years of testing results (at patientsites.com), the average percentage of website traffic converted to customers via trackable phone numbers, live chat, and appointment request forms.
Resources and Links mentioned in this episode: * MoneyBall in Physical Therapy Marketing – by Scott Waddell
-
Google Keyword Tool
-
PatientSites.com
Click Here to learn how to start your own Cash-Based Practice
.
Wouldn’t it be nice to have ALL the stuff we talked about continuously done for you at your clinic’s website? Watch this video to see exactly how PatientSites.com handles all of your website, social media, and email marketing to generate loads of new patients for your practice every month.
If you try PatientSites.com, tell them you found them here and you will get 20% off your set-up fee (up to a $200 value!), or one month free if you choose the free set-up option.
If you appreciate all this free info, share it with your colleagues by clicking one of the buttons below. Thanks!
Let me start by wishing you all a Happy New Year. I sincerely hope that 2014 is ending on a high note, and that you have great things coming your way in 2015.
In this episode, I give the juicy details of my life and business in 2014, the things I'm excited about in 2015, two different approaches to goal setting and achievement, the reason I was happier and more productive in 2014, and my personal challenge to you, my friends and colleagues.
More specifically, you’ll learn about: * Details of all the big things I did and worked on in 2014, including how my cash-based clinic did compared to previous years.
-
Everything I’m excited about and planning to do in 2015.
-
An update on the progress of my upcoming eBook Medicare and Cash-Based PT.
-
The topic of the presentation I’m applying to give at the 2015 Private Practice Section annual conference.
-
Two very different approaches to goal setting and achievement, and why I’m using the lesser-known approach.
-
My challenge to you in 2015 in order to set your practice up for success for many years to come.
Resources and Links mentioned in this episode: * The new business I launched with my brother: www.winnerinaweek.com
-
The Five Characteristics Common to All Cash-Based Practices - click here and get these articles for FREE
-
My Cash-Based Practice – your comprehensive guide to the Cash-Based Business Model
-
“How to Be Happy” – presentation by Damien Diecke
Click Here to learn how to start your own Cash-Based Practice
.
Did you enjoy all the info at this website/podcast in 2014? Return the favor by leaving a comment below … Help us all brainstorm by sharing a business development task you’ll be doing (or suggest others try) in 2015. It can be anything, even small things, that will lead to new business for your practice in 2015 and beyond. If you're feeling brave and want to make yourself publicly accountable, list a specific goal you have for 2015.
Today’s episode is an interview with Phil Plisky, PT, DSc, OCS, ATC, CSCS. Phil works at an insurance-based clinic that generates a large percentage of total revenue from cash-pay injury-prevention programs. I’m really pumped to start presenting more ideas of how any practice (cash-based OR insurance-based) can generate more private-pay revenue with non-treatment services.
As I’ve said before, being 100% out-of-network for treatment services will simply not be an option for plenty of clinics out there. So it is imperative that they find non-treatment cash-based services that can offset the decline of third party payor reimbursement over time.
In this episode, you’ll learn about:
-
How Phil moves people from insurance-based treatment into cash-pay programs.
-
How these cash-pay injury prevention programs generate more referrals for the practice (both insurance-based AND cash-based clients)
-
The Y-balance Test and other injury prediction tests you can utilize in your practice
-
How they price their cash-pay sessions, though they are in a “lower income” area.
-
A skillful way to “get your foot in the door” with local teams and athletic programs to implement these injury prevention programs.
-
The great results they had with implementing an injury screening and prevention program with the Milwaukee Brewers and US Army.
-
Phil’s answer to my question regarding the “turf-war” there seems to be between Athletic Trainers and Physical Therapists.
-
What to do during a patient’s evaluation in order to maximize your results as well as the ability to move them into useful cash-pay programs.
Resources and Links mentioned in this episode: * Functional Movement Screen
-
Milwaukee Brewers results:
- http://m.brewers.mlb.com/news/article/67962282/injury-prevention-a-high-priority-for-brewers
- http://bleacherreport.com/articles/2222445-inside-the-2014-numbers-of-each-mlb-teams-regular-season-injury-impact
-
Research supporting the Move2Perform injury prevention approach
-
Phil Plisky’s personal website – great stuff on injury prevention as well as optimal speaking/communication.
-
Move2Perform Injury Prevention Software (affiliate link)*
*I only promote products I believe in and know bring value to my audience. If you click through the link above and utilize the product, I will get a small commission and I deeply appreciate it!
Click Here to learn how to start your own Cash-Based Practice
.
Let us know if you enjoyed the show: [Click to Tweet] Thank you @PhilPlisky for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
In the spirit of Thanksgiving, I’d like to start by mentioning something I’m very thankful for …
YOU! My audience and supportive colleagues!
At the time of this writing, the podcast has now been downloaded well over 20,000 times, and has seventeen 5-star reviews!
Though I haven’t published an all-text blog post in quite a while, I have been writing a great deal in the past year. In fact, I declined to see patients this week in order to do a 3-day “book retreat.”
It was an exhausting but satisfying and successful effort to make big jumps in progress on two books I’m currently writing. I was also putting the finishing touches on something that I mentioned in my last podcast episode: a five article series titled The 5 Characteristics Common to All Successful Cash Based Practices.
What two books am I writing, you may ask … The first is a big expansion on the Medicare and Cash-Based PT eBook that, at the time of this writing, is given to anyone who joins my email list (which you can join at the top of the right sidebar of this webpage) >>>>>>
The second book is the culmination of the massive amounts of questions I’ve been emailed and asked over the past 4 years. It’s over 50 pages long and growing. Let’s call it The Cash-Based Practice FAQ.
In today’s podcast episode… I discuss these projects and also reveal the first of those 5 Characteristics Common to All Successful Cash Based Practices. It’s something I like to call “Cost-Value Ratio.” I explain 7 ways in which successful cash practices make sure they have the proper cost-value ratio and thrive in this business model.
Thank you again for being an awesome part of my audience. If you appreciate the show, please go to iTunes and leave an honest review. (You can do so by clicking here, then clicking the “view in iTunes” button. Once in iTunes, below the podcast title, it says “Ratings and Reviews.” Click there and find the little white button that says “write a review”)
Click Here to learn how to start your own Cash-Based Practice
This is a return to a very popular post I did in 2013 about what I consider a huge problem for the PT field: the undervaluation of our services… not just by patients, referral sources, and (of course) 3rd party payors, but by physical therapists themselves!
This is an important topic and conversation we need to have over and over again, because the low-value mindset is so widespread among our colleagues and the general public alike. It is up to us to solve this issue. Please get involved in the solution.In this episode, you’ll learn about:
-
An Aside: Why my practice may be a “HIPAA Covered Entity” after all! State Laws can be stricter and supersede Federal Laws, and you need to know how to figure out if that is the case for your practice.
-
Why I feel like our services are undervalued.
-
Why so many PTs seem to have a low value mindset about what we provide.
-
How we can begin to change this low-valuation problem across the board.
Resources and Links mentioned in this episode: * The original post: The Chronic Undervaluation of Physical Therapy * Have a Question? Click Here to Ask Me
Click Here to learn how to start your own Cash-Based Practice
.
[Click to Tweet] @DrJarodCarter “If we don’t view our services as highly valuable, then our patients, referral sources, & payors won’t either”
Get involved in this conversation! Let us know what you think about this topic by leaving a comment below, and sharing this post with your friends and colleagues.
I’m so pumped to present this episode and interview with Eric Oliver, PT of Go Beyond Exercise, a fully cash-based practice in Cincinnati with 2 physical therapists and a sports nutritionist. Eric was one of the first visitors to this website and my eBook/Cash-Based System 3 ½ years ago (which I didn’t know prior to the interview) so it was especially exciting to hear about all he’s done in the years since.
Aside from PT treatment services, he and his staff offer numerous cash-pay fitness and performance services in the endurance athlete niche, and we get into all the details of how he’s had success in this business model.
In this episode, you’ll learn about: * How he minimized risk as he started his practice
-
All the things he did to develop a lucrative presence in the endurance athlete niche
-
The logistics of free presentations he gave to generate patients and referral sources
-
How he uses testimonials outside of his website to generate new patients and brand awareness
-
How to use social media in a way that actually reaches more people’s news feeds
-
How he uses high tech equipment like an income-producing employee
-
The mistake he made with how he created the pay structure for his first employee, and what he found works best in terms of employee compensation
-
The variety of performance, fitness, and educational services he offers
-
Some key advice he has for those considering the cash-based business model
Resources and Links mentioned in this episode: * My Cash Based Practice – Essential Knowledge for Creating a Successful Private-Pay Physical Therapy Practice
-
Jab, Jab, Jab, Right Hook – How to Tell Your Story in a Noisy Social World
-
Alter G
-
Mind Body Practice Management Software
-
Fullslate Scheduling software
-
Connect with Eric on Twitter
Click Here to learn how to start your own Cash-Based Practice
.
Let us know if you enjoyed the show: [Click to Tweet] Thank you @BeyondExercise for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
This episode is an interview of Nancy Beckley of Nancy Beckley and Associates, a rehab compliance consulting firm. We get into the nitty-gritty of HIPAA (and also Medicare) as it relates to a cash-based practice. She fields my questions for over an hour and absolutely fills us with the info we need to protect ourselves and our practices.
In this episode, you’ll learn about: * What exactly is HIPAA and why does it exist
-
How to determine if your practice is a “Covered Entity” and must comply with all the laws and regulations of HIPAA
-
If you are a covered entity, and what to use an eFax, some important considerations for finding the right HIPAA-compliant system.
-
HIPAA-compliant texting software, and when something like this is necessary if you are texting/emailing about patients with other providers.
-
The HIPAA Omnibus changes and how they may have opened the door (in some scenarios) to provide covered services to a Medicare Beneficiary on a cash-pay basis.
-
The Jimmo vs Sebelius case on “Medical Necessity” and how it affects our ability to see Medicare Beneficiaries on a cash-pay basis for certain types of services.
Resources and Links mentioned in this episode: * Aaron Lebauer’s Guest post at this site on HIPAA and determining your Practice’s Covered Entity Status
-
The HHS Flow Charts and Info Sheet for Determining your Covered Entity Status
-
Attorney (and PT) Specializing in HIPAA: Paul Welk Esq., PT
-
PT specializing in HIPAA Policies and Procedures: Angie Phillips, PT
-
S-Fax
-
My article on the HIPAA law changes and seeing Medicare Beneficiaries on a Cash-Pay Basis.
-
Connect with Nancy at her website: www.nancybeckley.com and at Twitter: @NancyBeckley
Click Here to learn how to start your own Cash-Based Practice
.
Let us know if you enjoyed the show: [Click to Tweet] Thank you @NancyBeckley for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Some parting notes:
Definitely have a look at the HHS Info Sheet. As I re-listened to this podcast and reviewed that info sheet, I came across a few things that I wanted to point out or re-highlight:
- Determining if your practice is a HIPAA Covered Entity comes down to whether or not you transmit any “covered transactions” “in electronic form”
- “covered transactions” are defined in detail on pages 7 – 9 at the above info sheet. Take a very careful look at all the different things that could be considered covered transactions. It does NOT ONLY include transactions/transmissions of payment/billing-related information. Although I don’t directly bill any third-party payers for my services, there are still “covered transactions” that I do occasionally transmit. I therefore have to make sure that I only transmit such things in non-electric format.
- “In Electric Form” is defined on page 9 of the above info sheet. Essentially, Fax is NOT considered “electronic format” so I, and practices like mine that want to avoid being a “covered entity,” need to make sure that the sending of any information is only done by fax.
I’m guessing many of you may have questions for Nancy. Please type them in the comments below, and make sure to give as much detail as possible on all factors and components surrounding your question so she has the best possibility to give a clear answer.
I received a lot of great feedback from my first Q&A session and a number of people asking me to do more, so I didn’t want to wait to long before I honored their request. I also have an exciting announcement about a new way you can ask me questions to answer in future Q&A episodes like this one.
In this episode, you’ll learn about: * How the cash pay business model affects frequency and duration of patient treatment in my clinic.
-
What I do when I can tell that the cost of treatment is a burden for a patient
-
How I handle late cancelations and no shows, and how I minimize them
-
My answer to the question: Is it possible to have a cash based Pediatric practice?
-
My top tips for how to have success in the cash-pay pediatric market
-
My answer to the question: Do you think that physical therapy practices are moving towards offering cash-based services across the board?
-
Why I think offering cash based services will be more acceptable to the general population in the future, and we will see an increase in the percentage of the population willing to go out-of-network for healthcare.
-
A vital component to retaining customers/patients as you drop insurance contracts and go out of network with their insurance.
-
An exciting announcement regarding future Q&A podcast episodes
Resources and Links mentioned in this episode: * MikeReinold.com – How Self Pay Patients have made Me a More Effective Clinician
-
The Go Giver – A Little Story About A Powerful Business Idea
-
www.speakpipe.com/drjcarter - Record your question to be answered on future Q&A episodes by clicking this link or the record button below…
Click Here to learn how to start your own Cash-Based Practice
.
Need clarification or have further questions from This episode? Drop them in the comment section below.
Click here to download this episode
Liz Gillem-Duncanson PT started her cash-based practice on a part time basis in 2006, doing house calls, and now see’s patients full time and is booking up to four months in advance! In this podcast episode, we discuss her path to this point and how she’s had this level of success.In this episode, you’ll learn about:
-
How she delineates between wellness and skilled PT services
-
How she changed her receipts so that her patients could get reimbursements for self claims
-
How she kept her risk minimized by working part time as an employee while building her private practice on the side.
-
The ways she deals with running a clinic space at her home, and avoiding issues with new patients whom you may not want in your home.
-
The two group classes she offers
-
What she says to patients to promote word-of-mouth referrals
-
The logistics of running her practice
-
Her typical patient and overall patient population demographics
-
What she says to patients who are unsure about whether or not they can/should pay more out of pocket and not use their insurance for PT
-
What skills, experiences, and certifications she has obtained that have helped her to be successful with her cash practice
Resources and Links mentioned in this episode: * Cash PT Receipt guidelines (with downloadable template)
-
Body Temple PT website
-
Genbook Online Scheduling system
-
NSCA Strength and Conditioning Certification
-
Professional Yoga Therapy Certification
-
Western University of Health Sciences
.
Click Here to learn how to start your own Cash-Based Practice
.
Connect with Liz: Body Temple PT on Facebook, and Liz on Twitter
Please Note: Liz clarified after the interview was finished that everyone she sees for "wellness" rather than "skilled PT" had already seen a physician and had been discharged by that physician for that particular issue. This podcast is not an endorsement of any specific definitions or approaches to dealing with the Wellness VS. Skilled PT topic or how to document/delineate between these two things in your practice.
Aaron LeBauer DPT started his 100% Cash-based practice straight out of PT school, and generates about 50% of his new patients from his efforts online. From blogging, SEO, review sites, Google Plus, and Video, we cover it all in this interview.
In this episode, you’ll learn about: * The logistics of his practice and how he makes a great living while leaving a lot of time for family.
-
His average patient demographic and their mindset about treatment and value.
-
His treatment philosophy and specific manual therapy approaches he uses to get results for his patients for which they are willing to pay $125/session.
-
The things he includes on his superbill and how he quickly generates them for patients to send in self-claims.
-
How the changes in insurance deductibles are helping patients to choose cash-based practices over insurance-based ones.
-
Multiple actionable tasks you can do right away to start generating more patients online.
-
The online sites and pathways, aside from your website, through which you should be generating cash-paying patients.
-
The wording you should use and things you should mention on your clinic’s website to generate the most business. Hint: It’s Not about you and your clinicians’ credentials and training.
-
His top tips for creating videos that will generate business for your practice.
-
Recommendations for blog topics that have produced the most patients for both of our practices.
Resources and Links mentioned in this episode: * Myofascial Release
-
The CashPT Toolkit – a collection of admin documents and resources for a Cash Practice
-
Dominate the 1st Page of Google in 30 Minutes – Aaron’s eBook with everything you need to skyrocket your clinic’s search engine ranking.
-
Lebauer Physical Therapy Home Page
-
Aaron’s Clinical Blog
-
Lebauer PT Google Plus Page (and see the screenshot below for how his Website and Google Plus Page shows up when you search for Physical Therapy in Greensboro NC)
-
GetListed.org
-
EzineArticles.com
-
Aaron on Twitter
.
Click Here to learn how to start your own Cash-Based Practice
.
Let us know if you enjoyed the show: [Click to Tweet] Thank you @LeBauerPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
After finishing the interview, I Googled “Physical Therapy in Greensboro NC” and below is what came up at the top of the page. Before any of the individual web page organic results are listed, you get a list of (only) the clinics with a Google Plus business page! And notice which one stands out the most … Aaron’s does because he has 12 five-star reviews while the others have none. Which one would you click on first?
A Final Note: at the time we recorded this interview, Aaron did not mention the huge program he was working on to help PTs create or transition to a Cash Based Practice. I guess he was being respectful of the show and not wanting to sound like he was trying to sell something (which I appreciate). But the morning this post and podcast episode published, Aaron lifted the curtains on his program The Cash PT Blueprint so I felt inclined to include it here .. because it's awesome and is exactly what a lot of my audience is looking for! It's a 6-module step-by-step guide to creating/transitioning to a cash practice, that also includes monthly Q&A as well as all his other eBooks on SEO, Blogging, and the CashPT Toolkit.
Have a look and see what you think: The Cash PT Blueprint
Today’s episode is my first Q&A podcast session where I answer a number of the frequently asked questions I receive via email.
In this episode, you’ll get my answers to the following questions: * Do you offer treatment packages? If so, how much do you discount the packages?
-
Do you list your cash rates publicly (on your website, etc)? Why or why not?
-
How detailed does your documentation need to be if you are not billing insurance/Medicare?
-
If you’re not billing any insurance, do you still have to get an NPI number? Do you include your NPI number of the invoices/receipts you provide to you patients?
-
How do you communicate with the public about the value that we offer as cash-based PT practices vs the 'money-mill' approach that is so common and being passed off as PT.
Resources and Links mentioned in this episode: * Info Needed on Cash-Pay Self Claim Receipts (and a downloadable template)
-
My Clinical Website’s “Rates” Page
-
Blog post at my Clinical Website: “Why Don’t You Take Insurance?”
.
Click Here to learn how to start your own Cash-Based Practice
.
Again, if you’ve found these podcasts useful do me the favor of leaving an honest review of the show at iTunes…
- Click this link: The Cash-Based Practice Podcast homepage
- Then click the blue button that says “View in iTunes.” iTunes will open and you’ll be able to write a review in the “Ratings and Reviews” section.
This podcast episode is an interview with Ben Gold PT of Home Physical Therapy New York City. He has been working full time in his cash-based practice for over 3 years now and he has 3 independent contractor Physical Therapists currently working for him. All patients are treated in the comfort and convenience of their own home or office throughout New York City. He has done extremely well at carving a niche for his practice and quickly filling his patient schedule.
In this episode, you’ll learn about: * How Ben has carved a niche in providing home-based PT and is able to charge $260-$300 per treatment session.
-
Ben’s philosophy and tactics for finding and hiring good contractors/employees.
-
How he has developed Physician referral sources even though he is 100% out-of-network.
-
The right way to call to set up meetings with a potential new referral source.
-
How he is planning to move back to Australia but keep his business running in New York.
-
The big lessons and advice he has received from his highly successful patients
Resources and Links mentioned in this episode: * Ben’s Practice Website: Home Physical Therapy NYC
-
Des Moines University Post-Professional DPT program
-
Ben’s first guest post at this website: How It’s Done Down Under
-
Ben Gold on Twitter
-
The Cash-Based Practice Podcast - homepage (if you’d like to leave a review)
-
drjarodcarter.com/awesome
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @HPTNYC (Ben Gold) for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Have questions for Ben or Jarod? Leave them in the comments below.
Both before and after June 2012, when the Supreme Court upheld the constitutionality of the Affordable Care Act (aka: Obamacare), I have received numerous questions surrounding this topic. This episode is all about my thoughts and predictions regarding Obamacare and its likely effect on out-of-network clinics and the cash-based business model as a whole.
In this episode, you’ll learn about: * Why I may sound a little winded in this episode’s recording.
-
How you can win a free 30-minute phone consultation with me (see below).
-
Three key characteristics and actions that led to my entry into, and positive experiences with, the private-pay business model.
-
Why I do not believe I will lose any cash-pay patients as Obamacare is implemented and the majority of the population obtains health insurance.
-
Why I am not worried about the Affordable Care Act having a significant effect on my practice and my ability to treat patients in the way I feel is best.
Resources and Links mentioned in this episode: * My first blog post on the Affordable Care Act and the cash-based model
-
Will Cash Practices become extinct with the implementation of Obamacare?
-
The Linked-In Cash-Based Physical Therapy Group
Click Here to learn how to start your own Cash-Based Practice Let us know if you enjoyed the show: [Click to Tweet] The effect that Obamacare will have on Cash-Based Practices - @DrJarodCarter
Leave a comment below for a chance to Win a Free 30-minute phone consultation with Jarod. Answer the following question: How do You think the Affordable Care Act will affect Cash Based Practices?
(Winner will be chosen randomly one month after the publication of this episode.)
Click here to download this episode
This episode is part 2 of my interview of Jerry Durham, co-owner of San Francisco Sport and Spine Physical Therapy who transitioned his 3-clinic practice completely out of network with all 3rd Party payors except Medicare. This part of our interview dives into the details of the initial phone conversation with a prospective patient when your clinic is not in network with any insurances. He goes into so many important details, I actually recommend listening to this one twice and taking notes if you are serious about transitioning your practice out-of-network. If you haven’t already listened to part 1 and would like to, click here.
(please excuse the audio quality issues between minutes 10-12… it improves!)
In this episode, you’ll learn about: * The “three points of conversion” for any new patient
-
Everything he has learned about optimizing the initial call from a prospective patient; especially given his clinics are out-of-network with all insurance
-
The interview process they went through to find the best people to answer the phones, and the qualities to look for in applicants for this position.
-
Three books he highly recommends for anyone in private practice.
-
Key concepts about how to handle (and train employees to handle) the initial call from prospective patients when your clinic is out-of-network
-
The concept of “Unique Value Proposition” and it’s importance to your clinic’s ability to survive, and your staff to sell your out-of-network services to prospective patients.
-
“Needs vs Wants” in your prospective patients, and their importance in how you speak with them on the phone and how you guide that conversation.
-
How to define your own “brand promises” and “unique value proposition”
-
Why we are NOT selling Physical Therapy
-
As an out-of-network provider, how do you respond to the “do you take my insurance?” question.
Resources and Links mentioned in this episode: * San Francisco Sport and Spine Physical Therapy
-
HireMojo
-
To Sell is Human – Dan Pink
-
Start with Why – Simon Sinek
-
Barking up a Dead Horse – Tom Batchelder
-
Entrepreneur Organization
-
@Jerry_DurhamPT on Twitter
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @Jerry_DurhamPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
This episode is part 1 of my interview of Jerry Durham, co-owner of San Francisco Sport and Spine Physical Therapy who transitioned his 3-clinic practice completely out of network with all 3rd-Party payors except Medicare. We cover a wide variety of topics surrounding the transition out-of-network. More specifically…
In this episode, you’ll learn about: * How Jerry entered his private practice partnership and the 2 keys for choosing a great business partner
-
Some of the key lessons learned and mistakes made during 13 years in private practice
-
The Key Performance Indicators he pays attention to in his business, and why he transitioned his practice from in-network to out-of-network (OON)
-
How his billing team still has a key role in his business even though the clinic is OON – especially in terms of customer service
-
The most important things to do when dropping an insurance contract
-
How to discuss your transition OON with referring providers to minimize loss of referrals
-
Why he does not notify former patients when he has gone out of network with their insurance
-
How he goes about finding, interviewing, and training office coordinators, sales staff, and PT staff
Resources and Links mentioned in this episode: * San Francisco Sport and Spine Physical Therapy
-
The E Myth – by Michael Gerber
-
San Francisco Sport and Spine Physical Therapy – Career Page
-
Clinicient EMR and Billing
-
Jerry Durham on PT Talker
-
HireMojo
-
Entrepreneur Organization
-
@Jerry_DurhamPT on Twitter
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @Jerry_DurhamPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
In this episode, you’ll learn about: * How Ann’s choice of office space has helped produce cash-based referrals
-
The type of writing and blogging Ann has done to generate new business and how she has developed relationships with publications
-
How Ann has been successful in developing physician referral relationships, even with physicians who own their own PT clinic!
-
The topic of distance consulting and “tele-health” services. The rules and regulations for physical therapists at this point.
- Cash-based Wellness services for Medicare Beneficiaries and the “gray areas” surrounding this topic.
Resources and Links mentioned in this episode: * Prana Physical Therapy
-
My first interview with Ann at this site
-
Linda Formichelli’s Write for Magazines E-Course
-
Ann’s article on Incorporating Wellness Services into your Practice
-
Connect with Ann: On Twitter or Via her Website
-
Ann’s Webinar: Thinking Outside the Box – Creating Your Cash Based Practice -- Make sure to enter “CARTER” as a discount code in the checkout process and get a $10 discount!
.
Click Here to learn how to start your own Cash-Based Practice
Editor’s Note:I am in the process of gaining further clarity on the definitions, rules and legalities surrounding “Wellness” vs “Skilled Physical Therapy” for Medicare Beneficiaries and will of course publish what I find here, as soon as I am confident in all the answers I’ve been given.
.
Let us know if you enjoyed the show: [Click to Tweet] Thank you @PranaPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
Just a couple years out of PT school, classmates Austin Woods PT, DPT, and Paul Killoren PT, DPT, CSCS partnered up to start a cash-based private practice. In this interview they discuss what led them into this business model, how they structured the partnership, and how they very quickly filled their schedules with self-pay patients.
In this episode, you’ll learn about: * What made them decide to go cash-pay and why they felt it was a viable business model for them
-
The logistics and structure of their business partnership
-
How they marketed their services and built strong referral relationships
-
Partnerships they’ve made in the lucrative Golf niche
Resources and Links mentioned in this episode: * Full Slate online scheduling
-
www.doctorsofpt.com
-
The Cash-Based Practice eBook
-
Doctors of PT on Twitter , Paul Killoren on Twitter , Austin Woods on Twitter
-
Doctors of PT on Facebook
-
The Cash-Based Practice Podcast - homepage (if you’d like to leave a review)
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @DoctorsofPT for being awesome guests on the Cash-Based Practice Podcast w/ @DrJarodCarter
Click here to download this episode
Today’s podcast episode is with Cash-Based Practice Owner, Carlos Berio PT, DPT, MS, CSCS, CMTPT. He employs a staff physical therapist, a personal trainer, and an office administrator. He shares multiple lessons he’s learned along the way and the key factors to his success so far.
In this episode, you’ll learn about: * How Carlos got his start in the cash-pay realm and went from a 300 sq ft space to a 2000 sq ft space.
-
The mistakes he made along the way.
-
The compensation plan he has for his cash-based employees.
-
His emphasis on Value and how his team emphasizes this to their clientele.
-
The logistics of out-of-network PT billing on behalf of cash-pay patients.
-
The variety of non-treatment wellness and fitness services he offers and how he markets them.
-
His “soft-discharge” approach and PT “tune up” program.
-
His advice for those interested in this business model but worried about the ability to grow a practice beyond one or two practitioners.
Resources and Links mentioned in this episode: * Spark Physio online
-
WebPT EMR (tell them Carlos Berio sent you)
-
Spark Personal Training
-
Spark Tough
-
Lunch and Learn
-
Spark Physio on Facebook
-
@SPARKphysio on Twitter
-
The Cash-Based Practice Podcast - homepage (if you’d like to leave a review)
-
drjarodcarter.com/awesome
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Thank you @SPARKphysio for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter
In this episode, I interview Sara Squires Davis, a physical therapist who started her cash-based practice in Bethesda, Maryland about a year ago. I would link to her website, but at the time of this writing she has not yet created a website for her practice… she’s been too busy treating patients who pay her $250/eval and $175 for follow up treatment sessions! She has been immediately successful in the private pay business model and this interview is all about her story and how she has done so well.
More specifically, we talk about:
-
What drove her to start her own practice and why she chose to be stay completely out-of-network with any 3rd Party Payors.
-
How relationships with concierge Medical Practices have really helped her to be successful in this model.
-
Logistical topics like the payment processor she uses (and why).
-
A unique approach to how she performs and writes up her evaluations to help her professional image in the eyes of referring physicians.
-
A scheduling tip that saves her time and allows her to predict her monthly revenue.
-
The ways she kept her overhead low, but also the areas where she was willing to spend extra money during her first year.
Resources and Links mentioned in this episode: * Sara Squires Davis on LinkedIn
-
Merchant One – credit card payments
-
Paypal Here – smartphone swipe system I use to take payments
Click Here to learn how to start your own Cash-Based Practice
Let us know if you enjoyed the show: [Click to Tweet] Great interview with Cash Practice owner Sara Squires Davis and @DrJarodCarter
Though treating a wide variety of issues and injuries for a wide variety of people has worked well for many cash practices (including mine), focusing on a niche market can be a great way to get a new practice going strong or develop a new segment of business for your existing practice. This is one of those topics and podcasts episodes that really applies to any type of physical therapy practice, cash based or not.
In this episode, you’ll learn: * One characteristic that every practice must have for success in the cash-based model.
-
Examples of niche markets in which I and other cash practice owners have had success.
-
A consistent way to effectively approach and market to these groups of prospective patients.
-
How to get the most long-term, widespread, and semi-automated effect from the above-mentioned marketing tactics.
Resources and Links mentioned in this episode: * Episode 2 – Interview with Cash Practice owner, Ron Miller
- A presentation I gave to personal trainers that has generated thousands of dollars of business for my cash practice (a side note: because I recorded the presentation, utilized it on my website, and marketed it to personal trainers not at the presentation, this has generated new referrals both from the personal trainers in the audience as well as those who simply saw it online.)
Click Here to learn how to start your own Cash-Based Practice
What niche markets have you had success with, and how did you market to them? Please share your experiences and/or questions in the comments below.
[Click to Tweet] Niche Markets for private PT practices and how to get your foot in the door with them. @DrJarodCarter #bizPT
Ron Miller of Pursuit Physical Therapy, a cash-based PT practice in Orlando FL, joined me for a great interview about his new practice.
Ron was one of the first to reach out and really start interacting with me online after I started this website. Then about a year ago he gave me the exciting news he was making the leap into private practice, and that his practice would be 100% cash-based! So I’m really pumped to have him on as the first guest of the Cash-Based Practice Podcast. He started his practice with zero physician relationships/referrals and zero patients following him from any other practices, but he was profitable within three months!
I learned a great deal from Ron in this interview and I’m confident you will too.
More specifically, you’ll learn about: * The details of a very interesting and unique payment/pricing model that Ron has developed (it’s not what you might expect)
-
Important lessons Ron has learned in his first year as a cash-based practice owner.
-
The importance of “learning to sell,” and how he sells $1500 treatment packages to new patients (hint: it’s not about selling physical therapy, it’s about selling something else).
-
The most effective ways he has attracted cash-pay patients to his clinic, and the marketing methods he has used to start his practice from scratch with zero physician relationships/referrals or patient caseload.
Resources and Links mentioned in this episode: * Pursuit Physical Therapy
-
Ron’s Clinical Blog
-
The Cash-Based Practice eBook
Let us know if you enjoyed the show: Click Here to learn how to start your own Cash-Based Practice
Click to Tweet: New Cash-Practice Owner, Ron Miller, profitable in 3 months and selling $1500 treatment packages. Here’s how: http://bit.ly/1dRYftg
Yep! I started a podcast on the cash-based business model! I’ve wanted to do this for a very long time, but it has been tough to add it to an already full schedule at the clinic. I’ve already recorded a few of them, and I’m having a blast with it. My first interview with a cash-practice owner will be published tomorrow, but due to technical requirements I needed to publish the intro episode on its own first.
In this first episode, you’ll learn:
-
Who I am and a bit about my private-pay practice
-
Why the cash-based business model is becoming ever-more important
-
Why I’m doing this podcast and what to expect from it
For those who prefer to read…
Why I’m Starting a Podcast: * Interviews. This was the first and biggest reason I began thinking about Podcasting and followed through with creating one. Audio is a far better medium for them than simple text and email. Though there are many common threads and similarities between the cash practices out there, no two practices are the same and I want to feature as many sides of this model and ways to make it work as possible (not just my own personal practice story and marketing approach). * So people can listen while driving, exercising, etc. I’m crazy about time and the efficient use of it. I listen to business podcasts pretty much non-stop in the car, so I wanted to provide the same opportunity to those interested in this business model. Since most people who visit my website aren’t going to take the time to read every post, I’ll also be doing episodes that highlight many of the topics I’ve already shared as written blog posts. * To expand the ways in which people can find this information and how they can consume it. Getting this information out there is becoming increasingly important and sought after as reimbursement for our services gets worse over time. I don’t want to see any of my colleagues go out of business because they weren’t armed with the information necessary to make changes in their practice to ensure they don’t just survive, but thrive in the future.
I also don’t want to see the average quality of care that the consumer receives at a healthcare clinic fall lower than it already is. As practitioners are forced to see more and more patients per day to maintain profit margins, there is no way to avoid a decline in quality of care. So this isn’t just about how much we get paid as practitioners… this is also about those seeking out great healthcare, and trying to make sure there will always be practices out there with the capability to offer the highest quality care.
What to expect I’ll try to keep the podcasts to 30 minutes or less, but no promises if I’m in the middle of a great interview and the information is flowing.
I’m a PT and most of my guests will likely also be PTs, but many cash practice concepts and marketing approaches will be applicable to other similar practitioners and businesses including chiropractic, acupuncture, massage, personal training, counseling, and even medical practices; so I will try to keep the scope and language of the podcast broad, but there will certainly be a slant toward physical therapy.
I’m not preaching that everyone in private practice should be striving for a cash-based business model. I would say that fully cash-based practices are actually not a possibility in all areas and situations. What I am saying is that given the current trends and likelihood of things worsening, healthcare practitioners (especially smaller private practice owners) really will need to create revenue streams not reliant on 3rd Party Payor reimbursement.
On that same note, many of the marketing tactics we cover will be applicable and effective even for insurance-based practices, so you even if you aren’t obsessively interested in the private-pay business model, you will still get a lot out this podcast for general healthcare and wellness marketing tactics and advice.
I will soon be setting up a call-in system at which you can leave a voicemail with questions and comments that I will respond to on the podcast.
So make sure you click the little subscribe button here because I’m going to make sure that every podcast has great content for anyone interested in this important business model.
Click Here to learn how to start your own Cash-Based Practice
Click to tweet: @DrJarodCarter started a Cash-Based Practice Podcast. #solvePT #cashPT #bizPT