CBP 297 - How to Turn Website Leads Into Cash-Pay Patients
The Cash-Based Practice Podcast
Release Date: 02/13/2026
CBP 303: How to Manage Staff Without Overwhelming Them (While Still Getting Results)
The Cash-Based Practice Podcast
Most practice owners don’t just struggle with hiring these days... They struggle with what happens after hiring. Because once someone is in the role, a new tension shows up if you’re not a seasoned manager/CEO: Am I asking too much? Am I not being clear enough? Am I giving too much constructive criticism… or not enough? And underneath all of that is a bigger fear: “If I push too hard, I might lose them.” This episode tackles that exact problem. Not from theory. From a real scenario inside one of my coaching calls, where a practice owner is trying to manage a part-time admin...
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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...
info_outlineA 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:
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Busy
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On a waitlist.
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Currently about 60% in-network pts, and 40% cash-pay pts
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Getting “more leads than we can handle” through his PatientSites website.
And still not maximizing cash-Pay growth.
Because leads weren’t being followed up with immediately — and when they were, they weren’t being handled strategically.
Primarily because leads weren’t being followed up with immediately — and when they were, they weren’t being handled strategically to maximize conversions of those that would be higher-profit, self-pay patients.
Pre-PS: If you are still In-Network with any insurances and want to increase your Cash-Pay revenue (like this episode’s coaching client) — whether that involves dropping contracts or not — I have a 12-month program designed specifically to help you accomplish that, and we’re starting a new cohort in a few months.
If you’d like to add your name to the interest list and get more details, email me at jarod@drjarodcarter.com
What You’ll Learn in This Episode
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Why “we’re too busy to follow up” is one of the most expensive beliefs in private practice
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The response-time benchmarks that every practice should place on lead follow up
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When it’s actually quite important for the practice owner to personally handle discovery/consult calls (temporarily)
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How to structure receptionist-to-clinician handoffs for higher Cash-Pay conversions
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Why generic business advice on Podcasts and Youtube often fails miserably when applied to your specific practice and situation
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Mastermind