CBP 320: Over 70% of Practice Owners are Dead Wrong about This
The Cash-Based Practice Podcast
Release Date: 08/08/2026
CBP 320: Over 70% of Practice Owners are Dead Wrong about This
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...
info_outline
CBP 319: The Event Marketing Formula That Kills The Competition
The Cash-Based Practice Podcast
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...
info_outline
CBP 318: Do This When You’re Asked Casual Injury Questions in Social Settings
The Cash-Based Practice Podcast
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...
info_outline
CBP 316: A Timing Tactic that Converts More Cash-Pay Patients on the Phone
The Cash-Based Practice Podcast
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...
info_outline
CBP 315: How to Set New Clinicians Up for Success in Your Cash-Based Practice
The Cash-Based Practice Podcast
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...
info_outline
CBP 314: Do this if you’re feeling spread thin as a Practice owner
The Cash-Based Practice Podcast
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...
info_outline
CBP 313: How to Create Facebook Ads That Actually Produce Cash-Pay Patients
The Cash-Based Practice Podcast
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...
info_outline
CBP 312: How Cash Practices Can Win in an AI World
The Cash-Based Practice Podcast
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...
info_outline
CBP 311: The Costly Retention Mistake Most Practice Owners Overlook
The Cash-Based Practice Podcast
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...
info_outline
CBP 310: A Simple Tactic to Push Through the Daunting Tasks You're Avoiding
The Cash-Based Practice Podcast
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_outlineWe 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 costly problem in cash practices...
The data shows that the largest, most common problem is that too many prospective patients never become paying patients… the phone is ringing enough for that practice to be booked out, but too few callers are being converted into customers....
We’ve found that improving phone conversions by just 10–30% usually fills the remaining gaps in your schedule without spending another dollar on marketing… and that level of improvement is not difficult with a proven phone call framework and scripts....
In this episode, I'll explain why this is one of the biggest profit leaks in Cash-Based practices and the incredibly simple first step you can take to find out if it's happening in yours.
And if you discover your phone conversions aren't where they should be, save November 13–14, 2026 on your calendar. I'm hosting the Cash-Pay Conversion Summit live in Austin, Texas, where we'll spend two days implementing, customizing, and practicing the systems and scripts that can dramatically improve your conversions, so you can keep your practice’s schedule full without any additional marketing or advertising. More on that below.
What You'll Learn in This Episode
-
Why most practice owners misdiagnose their biggest growth problem
-
The first KPI I'd start tracking immediately
-
Why more marketing usually doesn’t fix an empty schedule
-
The conversion rate Cash-Based practices should be targeting
-
How just a small phone conversion improvement could add $100,000+ in annual revenue to your practice
-
How to start tracking conversions without creating another complicated system
USEFUL INFORMATION:
Check out our course: How to Answer "Do you take my insurance?"