CBP 308: Masterclass: How to Get Cash-Pay Patients at Events
The Cash-Based Practice Podcast
Release Date: 05/16/2026
CBP 308: Masterclass: How to Get Cash-Pay Patients at Events
The Cash-Based Practice Podcast
Most practice owners dramatically underperform at local events. They show up with a table, maybe do a few injury screens, collect some emails, hand out some flyers… and then wonder why almost nobody actually becomes a patient afterward. But the problem usually is not the event itself. It is the strategy used by the practice owner and their team. Because when you have a concentrated group of your target market standing in front of you for hours at a time, that should absolutely turn into real patients, referral relationships, and long-term revenue opportunities for your practice. This episode...
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CBP 307: Cash Practice Admins that crush it – Interview Musts to find yours
The Cash-Based Practice Podcast
Most practice owners think hiring problems begin after the employee starts. Usually, they begin during the interview. Because the wrong admin can sound amazing in a conversation. They can be friendly, confident, experienced, and still end up becoming one of the biggest operational headaches in your business. That’s especially true in a Cash-Based practice. This model requires a very different type of front desk team member than most traditional Insurance-Based clinics are used to hiring… The communication responsibilities are way higher. The ownership level must be higher. The ability to...
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CBP 306: The Leap of Faith - When & How to Go from Side-Hustle to Full Time Cash Practice
The Cash-Based Practice Podcast
Most practice owners who start their practice as a side hustle, don’t struggle because it’s not a good model/approach. They struggle because it when it really starts working, and they don’t know when they can safely stop splitting their time, cast away the employment safety net, and do a cannonball into full-time practice ownership. (I used to be a springboard diver so I’m always pumped when I can make a diving reference) In this episode, you’ll hear a real conversation inside my Mastermind with a practice owner who hit her first five-figure month while still only working part-time...
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CBP 305: The Post-Discharge Follow System that Reactivates Patients and Earns Google Reviews
The Cash-Based Practice Podcast
If you don’t have at least a 6-12 month follow-up system for patients after discharge, you’re leaving a lot of money on the table. Most practices either don’t follow up at all, or they send one message a few weeks later that says something like, “Just checking in to see how you’re doing.” The intention is good, but the message is too easy to ignore. It doesn’t remind the patient what they accomplished, it doesn’t ask a specific question that commands a response, and it doesn’t create a clear path back onto the schedule if they need help again. That’s what this episode is...
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CBP 304: AI to Skyrocket your Social & Save Time, But Keep a Human Touch
The Cash-Based Practice Podcast
If you use social media in your practice and it takes a lot of time and/or doesn’t generate many actual patients, then this episode is for you. The appeal of AI is obvious for this delima: it can save time, speed up content creation, and help you get more mileage out of what you already produce. But there is also a real risk here, and it is one a lot of practice owners are starting to run into. When AI is used too heavily or too lazily, your content starts to feel generic, impersonal, non-human, and easy to ignore. That is what this episode is really about. It is not about whether AI...
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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...
info_outlineMost practice owners dramatically underperform at local events.
They show up with a table, maybe do a few injury screens, collect some emails, hand out some flyers… and then wonder why almost nobody actually becomes a patient afterward.
But the problem usually is not the event itself.
It is the strategy used by the practice owner and their team.
Because when you have a concentrated group of your target market standing in front of you for hours at a time, that should absolutely turn into real patients, referral relationships, and long-term revenue opportunities for your practice.
This episode is essentially a mini masterclass on how to do exactly that. I walked one of my Mastermind members through the specific frameworks, conversations, positioning strategies, and conversion tactics that turn event interactions into actual cash-pay patients.
And you can scroll down for a much more detailed checklist of everything you need to do to generate the most cash-pay patients possible.
What You’ll Learn in This Episode
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Why most local events fail to generate meaningful patient conversions
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The exact, proven structure for event injury screens
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How to guide conversations toward emotional buying triggers
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Why booking people on the spot changes conversion rates dramatically
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How to create event offers without sounding pushy or overly salesy
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The role urgency and scarcity play in event-based offers
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How to use lead magnets and giveaways more strategically, to generate business for years to come.
USEFUL INFORMATION:
Check out our course: Cash-Based Practice Freedom 2.0