The Cash-Based Practice Podcast

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 iden...

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-s...

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 proce...

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 hig...

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 wante...

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 w...

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...

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 moonlightin...

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...

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...

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...

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 busine...

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 own...

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...

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 fo...

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 su...

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 conten...

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 listeni...

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...

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 co...

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, a...

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...

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% telehealt...

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 act...

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 sche...