CBP 310: A Simple Tactic to Push Through the Daunting Tasks You're Avoiding
The Cash-Based Practice Podcast
Release Date: 05/30/2026
The Cash-Based Practice Podcast
We routinely poll Cash-Based practice owners and ask what they think is holding their business back… what’s their “biggest problem/challenge”?.. And in all our surveys over the years, 60-75% of them answer “lead generation” / "I need the phone to ring more." But after more than 15 years of tracking the patient lifecycle across hundreds of practices, and identifying all the profit leaks and missed opportunities (lead gen, phone conversions, clinic conversions, pt retention, reactivation, etc), I've found that the numbers often tell a very different story about the most common and...
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One of my Mastermind members recently attended a local racket-sports tournament with a booth alongside several competing healthcare businesses. The other providers waited behind their tables, hoping people would stop by. Meanwhile, she had a steady crowd at her booth and booked 8 new patients! That difference wasn’t luck. She used a clear pain-focused offer, promoted it throughout the venue, created real scarcity, provided treatment people could immediately experience, and booked their next appointment before they walked away. In this episode, you’ll hear exactly how she did it. This win...
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We’ve all experienced it… You're at a party, attending a networking event, or watching your kid's game, when someone discovers what you do for a living. Before long they ask, "Can I ask you something about my shoulder?" Most providers either start giving free advice or try to politely end the conversation. In this episode, I explain how to quickly and naturally guide these conversations toward a booked evaluation instead. If you're looking for more practical, proven strategies to consistently attract Cash-Pay patients, this is exactly why I created the . It teaches my R.O.I. Marketing...
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After more than 15 years of coaching practice owners, I've seen the same misconception over and over… When schedules aren't full, most owners assume they need more leads. They start trying different marketing or chasing more referral sources. But when we track the entire patient lifecycle, the real issue is often conversions… dare I say, “sales.” Calls aren't converting, evaluations aren't creating enough buy-in, or patients are dropping off before completing care. This episode focuses on one of the most important parts of that process: knowing when to move a phone call forward...
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If you want your patients to get the best possible outcomes, your clinicians to thrive, and your practice to get maximum value from every new hire, your onboarding process matters far more than most owners realize. In the Cash-Based model, clinical skill alone isn't enough. Via your onboarding and ongoing training, yourYour clinicians need to understand your mission, your values, your ideal patient, your patient lifecycle, and how to confidently guide people toward decisions that are genuinely in their best interest. And before you listen to this episode outlining all the above, make sure you...
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If your Cash-Based practice isn't growing as quickly as you'd like, it's natural to assume you may have a marketing, or sales, or retention problem. Maybe you need more referrals, better Facebook ads, or a stronger sales process. Sometimes that's true. But after coaching hundreds of practice owners over the years, I've found that many growth problems have little to do with those things… Quite often, they come down to bandwidth, focus, and whether your time is actually aligned with the goals you're trying to achieve. This episode came from a coaching conversation with a practice owner...
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One of the most common things I hear from practice owners is some version of this: "I tried Facebook ads before, and they didn't work." Sometimes they hired an agency. Sometimes they boosted a few posts. Sometimes they spent a few hundred or even multiple thousand dollars, but never saw a patient walk through the door. The problem is that most practice owners never set up the campaigns in the unique way that is actually proven to produce patients… They either target the wrong audience, use the wrong offer, don't test enough variations, or quit before they collect enough data to know what's...
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Here’s a harsh truth that is vital for you to understand if you don’t already: You are already losing patients to AI. Patients are already using ChatGPT, Gemini, Claude, and other tools to get diagnoses, treatment suggestions, exercise programs, and answers to health questions rather than going to (or returning) to your clinic. And those answers are getting better every month. So what can you do today that will make patients continue choosing you over just asking AI? And before you leave this page, make sure you scroll down for this episode's free resource… It will position your practice...
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Most practice owners assume that if they want to grow, they need more leads. More referrals. More website traffic. More ads. More people calling the clinic. Sometimes that's true. But after coaching more than 1,000 Cash-Based practice owners over the years, I've found that most practices actually have a much bigger and more costly problem with conversion and retention, than they do with lead generation. This episode is a perfect example of that distinction, and how fixing customer retention can unveil that you can keep a wonderfully full schedule of cash-pay patients with your current...
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One of the most common patterns I see among clinicians turned practice owners is that they struggle to pull the trigger, uncertain key things necessary to build a successful business… For many that “thing” is hiring … whether their first employee, or even their fifth. It’s a process that makes them cringe, and therefore, is often put off way too long. The schedule is getting fuller. Their responsibilities are growing. They know hiring would likely help them move forward. Yet instead of taking action, they find themselves stuck in a cycle of hesitation. Not because they are...
info_outlineOne of the most common patterns I see among clinicians turned practice owners is that they struggle to pull the trigger, uncertain key things necessary to build a successful business…
For many that “thing” is hiring … whether their first employee, or even their fifth. It’s a process that makes them cringe, and therefore, is often put off way too long.
The schedule is getting fuller. Their responsibilities are growing. They know hiring would likely help them move forward. Yet instead of taking action, they find themselves stuck in a cycle of hesitation.
Not because they are lazy.
Not because they lack ambition.
But because hiring feels overwhelming.
In this episode, I coach a Mastermind member who finds herself in exactly that situation. Her practice is growing, her responsibilities are increasing, and she knows she probably needs to hire. The problem is that when she thinks about recruiting, onboarding, management, payroll, and everything else that comes with bringing on an employee, the entire process feels so daunting that she ends up doing nothing instead.
Hiring does not have to start with your dream full-time clinician. Sometimes the smartest move is learning how to attract, evaluate, and onboard the right person for the next small role first.
If you want a deeper step by step system for that process, my “How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules With Patients As Quickly As Possible” Masterclass walks through how to attract better employees, onboard them so they add value quickly, and manage them in a way that actually supports growth.
And before you leave this page, make sure you scroll down and grab this episode's free resource, The Ultimate New Employee Onboarding Resource Guide. Most hiring advice focuses heavily on recruiting and interviewing, but what happens after someone joins your team can have an even bigger impact on whether they become a successful long-term employee.
What You’ll Learn in This Episode
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Why hiring often feels much bigger than it actually is
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The mindset trap that keeps many owners stuck in solo practice
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How to use "baby steps" to make intimidating business decisions easier
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Why your first hire does not need to be a full-time clinician
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How small hires can create significant growth opportunities
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The hidden risks of remaining the only revenue producer in your business
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A practical way to start building a team without feeling overwhelmed
USEFUL INFORMATION:
Check out our course: Automated Top Talent Attraction and Hiring System