Ep821 | How To Respond When Patients Say: "I'll Just Use My Insurance"
Release Date: 06/05/2025
Ep851 | Should You Go To Med School or PT School?
The P.T. Entrepreneur Podcast
PT vs. Medical School: Lifestyle, Income, and the Business Path Few Consider In this solo episode, Doc Danny Matta breaks down a classic fork-in-the-road question for students and career-changers: Should you pursue physical therapy school or medical school? Drawing on a candid lunch with a former intern (and on his own early dilemma), Danny compares lifestyle, income, loans, training length, and how entrepreneurship can change the math for PTs—without sacrificing family and health. Episode Summary The question: A former intern (eligible for either path) asks: PT school or medical school...
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Ep850 | 8 Lessons From 850 Podcasts
The P.T. Entrepreneur Podcast
850 Episodes In: 8 Lessons That Actually Move Your Business In this milestone episode, Doc Danny Matta reflects on 8+ years and 850 podcasts—what stuck, what changed, and what really matters if you want a durable, thriving cash-based PT business. From showing up consistently to building systems and recurring revenue, Danny lays out the playbook he wishes he had at the start. Episode Summary Consistency pays: Two episodes a week for 8+ years—compound impact over time. Origin story: From the Doc & Jock days to PT Entrepreneur, content created demand and clarity. The big mission: Add $1B...
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Ep849 | One Simple Sales Hack To Improve Your Cash-Based PT Clinic
The P.T. Entrepreneur Podcast
Prognosis Over Price: A Simple Hack to Boost Sales Conversions In this episode, Doc Danny Matta unpacks one of the most common struggles in cash-based PT: helping staff (and owners) get comfortable with sales. Drawing from years of coaching, Danny shares a simple “prognosis-first” approach that removes the stress around money and makes closing plans of care natural and effective. Episode Summary The sales hurdle: Many clinicians (especially new grads) struggle with money conversations. Danny’s early mistakes: Starting at $175/session, no packages, offering weak 3-visit plans. The...
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Ep848 | Two Cash-Based PT Clinic KPIs That Transform Your Clinic
The P.T. Entrepreneur Podcast
🚀 Two Variables That Separate 7-Figure PT Clinics From the Rest In this solo episode, Doc Danny Matta breaks down data from PT Biz’s industry report across 200+ clients. He reveals the two key factors that distinguish the biggest, most successful clinics from those still struggling to grow—and how you can apply them immediately to build a more profitable, scalable practice. 🎯 Episode Summary The name tag system: Clinics are grouped by revenue, from white ($<100K) to gold ($1M+). Two game-changers: Higher revenue per session and more recurring revenue separate gold clinics from...
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Ep847 | Foundation Repair, Ass To Grass Squats And Word Of Mouth Referrals
The P.T. Entrepreneur Podcast
The 20% Rule: Health, Reputation & Real Growth for Your PT Clinic In this solo episode, Doc Danny Matta shares a simple story with a big lesson: a 67-year-old foundation repair rep drops into a perfect squat and pops back up—proof that health is a choice and momentum. Danny connects this to how PTs can reach the 70% of people who aren’t actively searching for help yet, using reputation, relationships, and clear asks—not just ads. 🎯 Episode Summary The 20% vs. 80% reality: A small slice stays active and sharp; most slide without structure and accountability. Choice beats chance:...
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Ep846 | Running A Cash-Based PT Clinic Like A Barbershop With Ashley Speights
The P.T. Entrepreneur Podcast
Building Independence & Culture: Inside PHYT Collective with Ashley Speights In this episode, Danny sits down with Ashley Speights, PT Biz coach and founder of PHYT Collective in Washington, D.C. Ashley shares how she built her 4,000 sq ft practice during the pandemic, structured a unique contractor-based collective model, and created a culture of independence, collaboration, and empowerment. They explore the realities of running a clinic in a high-cost city, setting compensation models that work, and why listening deeply to patients creates lifelong loyalty. 🎯 Topics Covered How...
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Ep845 | Why You Should Set 10x Goals For Your Cash-Based PT Clinic
The P.T. Entrepreneur Podcast
Why 10x-ing Your PT Business Might Be Easier Than 2x-ing It Episode Highlights: Why small, “safe” goals are limiting your growth How 10x goals force innovation and smarter systems Real-life client examples who went from 100K to 1M+ The mindset shift that separates growing clinics from stagnant ones Why even “failing” at a big goal gets you further than hitting a small one Resources Mentioned: Like what you’re hearing? Please consider sharing this episode with a fellow PT and tagging Danny on Instagram. Let us know what part stood out most!
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Ep844 | What's Working In Hybrid Practices With Physio Room Founder Chris Robl
The P.T. Entrepreneur Podcast
Scaling Smart: Lessons from Building a Multi-Location Hybrid PT Clinic In this episode, Danny interviews Chris Roble, a longtime friend, PT Biz coach, and founder of Physio Room, a hybrid model clinic with 4 locations in Colorado. They dive deep into the evolution of his business, how he’s structured team incentives, front desk systems, and the mindset shifts that allowed him to scale without sacrificing culture or profitability. 🎯 Topics Covered The pros and cons of early business partnerships How Chris structured his hybrid model (cash + limited insurance) Why the front desk is your...
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Ep843 | Why Most PTs Bomb At Workshops (And How To Actually Convert)
The P.T. Entrepreneur Podcast
How to Get More New Patients From Local Workshops Most clinicians who run workshops don’t know how to confidently position themselves—and as a result, they walk away with little to no new patients. In this episode, we break down: The mindset shift that turns workshops into patient drivers Why most clinicians fail to confidently pre-frame and close Exactly what to say at the end of a workshop to get new patients Resources & Links: – Learn how to go full-time with a clear, actionable plan – Discover how cash-based PTs overcame fear, imposter syndrome, and built thriving...
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Ep842 | 3 Important Cash-Based PT Trends In 2025
The P.T. Entrepreneur Podcast
3 Important Cash-Based PT Trends in 2025 What’s changing in the world of cash-based physical therapy? In this episode, Danny Mattei breaks down three emerging trends in 2025 that every clinician should know—whether you're just starting your practice or trying to scale past yourself. These shifts are reshaping the profession and will impact how you grow, hire, and stay profitable. 📈 The 3 Trends Clinicians are starting younger than ever: More DPT grads are skipping traditional jobs and going straight into private practice. Is this the new norm? The first growth cycle is getting harder:...
info_outlineHow to Respond When a Patient Says, “I Just Want to Use My Insurance”
In this episode, Dr. Danny Matta breaks down one of the most common (and frustrating) objections in the cash-based PT world—when a patient says, “I want to use my insurance.” Learn how to respond with confidence, empathy, and strategy.
🎯 Key Takeaways:
1. The Landscape Has Changed
- Patients are more informed now—high deductibles, HSA plans, and more out-of-pocket costs are common.
- This creates opportunities to position cash-based care as the better option.
2. Agree and Redirect
- Never be confrontational. Use phrases like: “Totally get it—I have insurance too.”
- Ask if they know their deductible or what their insurance actually covers.
- Educate them that many people are paying out of pocket whether they’re in-network or not.
3. Highlight the Difference in Care
- Traditional PT = high volume, generalist, low face time, limited equipment and customization.
- Cash-based PT = one-on-one, specialized, concierge-level care with better outcomes and communication.
- Reframe the conversation around value, not just cost.
4. If They Still Say No—Lead with Value
- Follow up with a thank-you email and a helpful exercise video based on their issue.
- Check back in 1–2 weeks to ask how they’re doing.
- Often, this simple follow-up brings them back after they realize the difference in care elsewhere.
5. The Triathlete Story
Danny shares how a competitive triathlete left to use insurance, only to return after being handed a generic exercise sheet. That client went on to become one of their best long-term patients.
💡 Tips to Apply Today:
- Have the money and insurance conversation before they walk in your door.
- Never take it personally—always follow up.
- Use these conversations to educate, not sell.
🚀 Want to Convert More Patients Without Insurance?
Learn how to build a thriving cash-based clinic that doesn’t rely on insurance:
✅ Visit PhysicalTherapyBiz.com
✅ Book a Free Discovery Call