CBP 293: How to Create a Strategic Business Plan for the New Year and Level Up Your Cash Practice
The Cash-Based Practice Podcast
Release Date: 12/20/2025
CBP 302: How to Stop Feeling ‘Icky’ About Sales in Your Practice
The Cash-Based Practice Podcast
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...
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CBP 301: How to Fill Gaps in Your Schedule Fast
The Cash-Based Practice Podcast
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...
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CBP 300 - The State of Cash-Based Practice in 2026: What’s Working, What’s Failing, What’s Next
The Cash-Based Practice Podcast
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...
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CBP 299: The Sustainable Way to Build a Referral Sources for a Cash-Based Practice
The Cash-Based Practice Podcast
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...
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CBP 298: How to Get Patient Drop-Offs Back on Schedule
The Cash-Based Practice Podcast
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...
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CBP 297 - How to Turn Website Leads Into Cash-Pay Patients
The Cash-Based Practice Podcast
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...
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CBP 296: The silent conversion killer in free or discounted consults
The Cash-Based Practice Podcast
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...
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CBP 295: Annual Strategic Planning for Cash-Based Practices - Turn your Vision into Results
The Cash-Based Practice Podcast
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...
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CBP 294: The Year-End Review Process That Actually Grows Your Cash-Based Practice
The Cash-Based Practice Podcast
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...
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CBP 293: How to Create a Strategic Business Plan for the New Year and Level Up Your Cash Practice
The Cash-Based Practice Podcast
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...
info_outlineAs 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
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Why success must be defined before reviewing any numbers
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How to review the past year without burnout or self-judgment
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Which key performance indicators actually matter in a cash-based model
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How to use a SWOT analysis in a practical, non-overwhelming way
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How to turn insights into a realistic plan for the year ahead
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Mastermind