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CBP 324: How to Get More ‘Yes’s’ From Discovery Visits and Evals: A Cash-Pay Conversion Masterclass

The Cash-Based Practice Podcast

Release Date: 10/17/2026

CBP 324: How to Get More ‘Yes’s’ From Discovery Visits and Evals: A Cash-Pay Conversion Masterclass show art CBP 324: How to Get More ‘Yes’s’ From Discovery Visits and Evals: A Cash-Pay Conversion Masterclass

The Cash-Based Practice Podcast

Ever finish a discovery visit or evaluation feeling confident you can help someone, only to hear, “I need to think about it”? You might assume you need a better closing script or a stronger way to explain why your care is worth the investment. But here's what I tell the practice owners I coach: The close happens long before you ask someone to book. In this episode, I walk through a real coaching conversation that turns into a mini masterclass on converting more discovery visits and evaluations into paying patients. And if you want to take your conversions to the next level, my is coming...

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The Cash-Based Practice Podcast

If you ever offer free consultations or “discovery visits” in your practice, you’d be crazy not to listen to this episode.   Have you ever offered a free consultation, only to realize the person was really just looking for a few free exercises or stretches, with zero intention of becoming a patient? If you have enough of those experiences, you might start wondering whether free consultations are even worth offering. But don’t eliminate them just yet… In this episode, I share a coaching conversation from my about identifying potential tire kickers, setting expectations on the...

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If you’ve been in practice long enough, you’ve heard some version of this: “I already tried physical therapy… It didn’t work.” Sometimes you hear it during a consultation. Sometimes it even comes up on the phone. And it can be especially challenging when that person is contacting you specifically for something else, like Shockwave or Laser therapy, because the last thing you want to do is create friction by immediately trying to sell them on the very thing they believe has already failed them. But as more and more practices are incorporating these types of modalities and...

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Getting a patient to say yes to treatment isn't the end of the sale. Every time they decide whether to book another visit, follow your recommended frequency, finish their plan of care, or continue beyond a package, they're making another decision about the value of their care. That's why one of the themes that came up in a recent coaching call was something that can sound a little uncomfortable in healthcare: always be selling. I'm not talking about constantly pitching patients, and I’d never recommend care they don't need… I'm talking about continually connecting what you're recommending...

info_outline CBP 320: Over 70% of Practice Owners are Dead Wrong about This show art 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 show art 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...

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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...

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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...

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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...

info_outline CBP 314: Do this if you’re feeling spread thin as a Practice owner show art CBP 314: Do this if you’re feeling spread thin as a Practice owner

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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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More Episodes

Ever finish a discovery visit or evaluation feeling confident you can help someone, only to hear, “I need to think about it”?

You might assume you need a better closing script or a stronger way to explain why your care is worth the investment.

But here's what I tell the practice owners I coach: The close happens long before you ask someone to book.

In this episode, I walk through a real coaching conversation that turns into a mini masterclass on converting more discovery visits and evaluations into paying patients.

And if you want to take your conversions to the next level, my Cash-Pay Conversion Summit is coming up November 13–14 in Austin, Texas. We'll spend two days practicing the phone scripts and conversion systems that help you turn more of your existing leads into paying patients.

What You'll Learn in This Episode

  • Why the first 80% of your evaluation matters more than the final five minutes

  • How to uncover the deeper emotional reasons patients want to get better

  • What to carry over from the initial phone call into the evaluation

  • How to build confidence in your treatment plan throughout the visit

  • How to handle price objections without immediately discounting your services

  • Why practicing your consultation scripts is essential to improving conversions

USEFUL INFORMATION:

Check out our Summit: CASH-PAY CONVERSION SUMMIT