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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

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