The Cash-Based Practice Podcast

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...

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...

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 healthc...

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 off...

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 fo...

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 y...

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 deci...

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 tho...

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 w...

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 t...

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...

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 busin...

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...

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 s...

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 t...

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...

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,...

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...

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 ex...

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 ar...

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?...

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 p...

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 me...

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...

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...