The Cash-Based Practice Podcast
The podcast that covers all components of starting or transitioning into the cash-based business model for your private healthcare practice.
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CBP 289: How to Rise Above Cash-Based Competition
11/15/2025
CBP 289: How to Rise Above Cash-Based Competition
Competition in the Cash-Based PT world is rising—fast. If it feels like new Private-Pay practices are popping up every month in your area, you’re not imagining it. Clinicians are leaving insurance jobs, jumping Out-of-Network, and launching Cash-Based practices at the fastest rate we’ve ever seen. So here’s an inconvenient truth: Longer, One-on-one sessions are no longer a differentiator. Every cash practice offers that now. So in this episode, I walk a Mastermind member through how to stay confident, stay full, and stay ahead—without burning out or obsessing over competitors and the things they can’t control or influence. What You’ll Learn Today The 3 things every practice MUST excel at to outcompete in 2026 Why obsessing over new competitors only slows your growth The mindset shift that top owners use to stay motivated The #1 differentiator in a market full of long one-on-one sessions How to create a culture that patients never want to leave USEFUL INFORMATION: Check out our course:
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CBP 288: Recurring Cash-Pay Revenue in Private Practice – How to Get Yeses to your Maintenance Memberships
11/01/2025
CBP 288: Recurring Cash-Pay Revenue in Private Practice – How to Get Yeses to your Maintenance Memberships
Every practice owner wants consistent, predictable revenue—and the best way to earn this are patients who keep coming back because you continue to transform their life, and they truly value what you provide. That’s exactly what continuity and maintenance memberships can create. In this episode, I walk through the most effective strategies for getting more patients to say “yes” to your ongoing care memberships—without feeling salesy or pushy, or offering them anything that wouldn’t be of significant value to them.. And since this episode releases right around Halloween, I’ll start with a quick personal update. 🎃 Our twins, Adelaide and Gray, were a mummy and a pharaoh this year. They’re seven and a half now—getting funnier, cuter, and more physically independent every year. Many longtime listeners know they both have Spinal Muscular Atrophy (SMA), and their journey inspired much of the neuron regeneration research and philanthropy I’m now deeply involved in. We’re currently funding neural repair experiments through Dr. David Sinclair’s lab at Harvard, exploring ways to reactivate healing in damaged neurons using cellular reprogramming techniques. The early cell reprogramming animal studies in his lab have been incredibly promising, showing up to 5x improvement in neuron repair. If you’d like to stay updated—or support this mission—visit or . Alright… now let’s talk about how to make your memberships as successful as possible. What You’re Getting Today My point of view on the “We don’t want lifelong patients” mindset The easiest, most natural ways to present memberships during care How to plant seeds early in the POC that lead to more “yeses” A free download of the exact emails and texts one of my Mastermind member used to generate $34K from memberships in a single campaign For the full framework and to download those done-for-you templates, visit . USEFUL INFORMATION: Check out our course:
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CBP 287: The Riches in Cash-Based Niches
10/26/2025
CBP 287: The Riches in Cash-Based Niches
If you’ve ever wondered whether niching down could really accelerate your practice growth, this episode is your answer. I sat down with longtime Mastermind member Danielle Vernon, founder of , to talk about how she built a thriving Cash-Based practice around a single, underserved niche—and turned it into a referral-generating machine. From starting out in her home clinic to building a 2,200-square-foot specialty practice, Danielle shares the exact steps, lessons, and mindset shifts that helped her go from burnout in traditional orthopedics to fulfillment and freedom in a Cash-Based niche. What You’re Getting Today The real-world story of how niching transformed one PT’s practice The simplest (and most overlooked) marketing tactic that filled her schedule How she turned physician referrals around—and got doctors inviting her to lunch Lessons learned from a decade of building a cash-based specialty practice USEFUL INFORMATION: Check out our course:
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CBP 286: Lesser-Known Rules on Medicare and Cash Pay PT
10/18/2025
CBP 286: Lesser-Known Rules on Medicare and Cash Pay PT
If you treat (or plan to treat) Medicare beneficiaries in a Cash-Based model, this week’s short but crucial podcast episode is for you. There’s a lot of confusion about about the topic as a whole, and even more confusion when it comes to allowing or not allowing self-claims in the scenarios of: “Medicare as a secondary” Medicare as primary, but having a private insurance as a secondary” and “Medicare Advantage plans” In this episode, I walk through real-world scenarios and answer the questions I get most often inside the Mastermind about how to safely handle self-claims and cash-pay situations in the above scenarios, as well as when a beneficiary has Medicare Part A only (not Part B). What You’re Getting Today: The key Medicare scenarios every cash-based PT should understand When self-claims are allowed (and when they absolutely aren’t) A free Medicare and Cash-Pay PT Quick Start Guide to help you avoid costly compliance mistakes For all the details on this topic, make sure to download the free Quick Start Guide . USEFUL INFORMATION: Check out our course:
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CBP 285: The Only Patient-Producing Approach That Never Stops Working
10/11/2025
CBP 285: The Only Patient-Producing Approach That Never Stops Working
Most social-media tactics come and go. The algorithm changes, trends fade, and what worked three months ago might be dead today. That’s why I rarely create public content about social-media marketing—because most of it isn’t evergreen. But in this episode, I share the one approach that always works to generate real patients, no matter the year, the platform, or the algorithm. What You’re Getting Today The evergreen framework for turning social followers into real patients How to structure every short-form video so it actually produces leads A free downloadable checklist for executing the system step-by-step USEFUL INFORMATION: Check out our course:
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CBP 284: How to Stop Patients from Dropping Off After the Eval
10/04/2025
CBP 284: How to Stop Patients from Dropping Off After the Eval
…Patients who show up for the eval, and never come back. They book once, and at the end of the first appointment: “I’ll just see how I do with these exercises.” Or “I need to watch my expenses, so I’m gonna try an in-network clinic.” Sound familiar? In this episode, I coach a Mastermind member through this exact issue—and share the exact scripts I use to keep patients committed, from eval all the way to discharge. What You’re Getting Today The common mistake that drives patients away after the eval Simple scripts to keep patients from “testing the waters” at home A free resource: three done-for-you scripts that turn hesitant prospects into fully committed patients USEFUL INFORMATION: Check out our course:
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CBP 283: Fortune in the Follow-Up: The Simple System to Win Back Patients Who Leave for Insurance
09/27/2025
CBP 283: Fortune in the Follow-Up: The Simple System to Win Back Patients Who Leave for Insurance
Let’s face it: insurance companies aren’t just screwing over private practices… they are pulling the rug out from under our patients as well. Once upon a time, they’d file a self-claim and get 40–50% back. Now? Quite often it’s Zero. That means more and more patients—sometimes even loyal ones you’ve treated for years—are saying, “I can’t afford this anymore. I’ll try in-network.” Painful. But here’s the truth: while you can’t stop this trend completely, you can win back a surprising number of these patients—if you have the right follow-up systems in place. What You’re Getting Today The hidden trap that causes patients to slip away for good The system my practice uses to follow up and win them back A free follow up spreadsheet + video training to plug into your own practice, and never let a winnable. Grab your free guide . Lead/patient slip through the cracks again USEFUL INFORMATION: Check out our course:
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CBP 282: How to Reduce Drop-Offs and Get Staff to Do Exactly What You Ask of Them
09/20/2025
CBP 282: How to Reduce Drop-Offs and Get Staff to Do Exactly What You Ask of Them
Every practice owner faces this at some point: you’ve got a great clinician, but their patients are dropping off way too early. You’ve given them the scripts, the strategies, the playbook… and yet nothing changes. It’s frustrating—and it threatens both your revenue and your reputation. Here’s the truth: most practice owners assume their staff are primarily motivated by money or job security. But often, that’s not the case. If you don’t figure out what really drives each team member, you’ll never unlock their full potential, get buy-in and compliance with your instructions —or reduce those costly drop-offs. This week’s episode will show you exactly how to do it. What You’re Getting Today The hidden trap: why money isn’t always the motivator The fix: tie desired behaviors to what your staff value most A free tool: The Motivator Index to uncover your team’s real drivers. It is a one-page tool your team completes to rank what drives them. Use it in hiring and with current employees to tailor coaching, boost follow-through, and reduce patient drop-offs. It’s the same tool I use in my practice, and it will change the way you lead. Grab your copy . 3 Ways I Can Help You Scale Without Burning Out A proven blueprint for landing cash-pay patients whenever you want. This course gives you every script, process, and resource I’ve used (and coached 1000+ practice owners through) to build highly profitable, insurance-free practices. Check out the Course . If you want to double your profit per patient and build the practice of your dreams, without relying on greedy insurance companies, this is your best opportunity. Weekly live coaching, an interactive community, and a members-only portal give you the accountability and clarity to reach your goals without wasting years. Check out the Mastermind . This one-hour masterclass shows you how to grow your practice through headache-free hiring and smart leadership. You’ll learn how to attract and onboard stellar employees, manage them like a CEO, and quickly get their schedules filled—so you reduce drop-offs and keep your team motivated to perform at their best. Check out the Masterclass . USEFUL INFORMATION: Check out our course:
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CBP 281: How to Simplify Your Systems and Keep Patients From Dropping Off
09/13/2025
CBP 281: How to Simplify Your Systems and Keep Patients From Dropping Off
Most clinics don’t fail because they’re bad at treatment—they stall because their tools don’t talk. EMR here. Scheduler there. Email somewhere else. A texting app. A CRM you meant to set up “one day.” In the gaps between them? Patients and leads fall through. This week’s episode gives you a simple, durable way to fix it—without another fancy platform, without months of setup, and without you doing more. What You’re Getting Today The hidden trap: Platform sprawl → missed follow-ups → lost revenue The fix: A single Google Sheet + one “quarterback” to run it How to scale it: SOPs your whole team can follow Your next step: Grab the free Sheet + video walkthrough that can completely transform your follow-up process—and the impact you have with your practice. The Lead Management and Patient Follow-up Tracking Sheet and Training is the same tool I use in my own clinic. It makes it easy to track follow-ups, set timely reminders, and stay top-of-mind with the people most likely to say yes down the road—so no one, and no revenue, slip through the cracks. Grab your copy . USEFUL INFORMATION: Check out our course:
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CBP 280: From Side Hustle to Full-Time: How to Escape the Yo-Yo Practice Trap
09/06/2025
CBP 280: From Side Hustle to Full-Time: How to Escape the Yo-Yo Practice Trap
If your cash-based practice is still a side hustle—or you're flying solo—this episode is your wake-up call. You're stuck in the Yo-Yo Schedule Loop: feast, famine, hustle back up… rinse, repeat. Been there. Done that. And trust me, it’s not sustainable. But today, you’re getting the roadmap out. Ready? What You're Getting Today: The hidden trap that's burning out solopreneurs Three shifts that anchor your schedule—so you stop riding the rollercoaster Science-backed proof these moves actually work Your next step: grab the free “22 Best Sources of Cash-Pay Patients for Physical Therapy Practices” guide . Your cheat-sheet for building patient-generating assets that compound. USEFUL INFORMATION: Check out our course:
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CBP 279: The Easiest Way to Add 5 Figures to Your Practice Each Year (With Just a Few Hours of Work)
08/30/2025
CBP 279: The Easiest Way to Add 5 Figures to Your Practice Each Year (With Just a Few Hours of Work)
What if there were an easier way to unlock an extra stream of revenue in your practice — one that doesn’t require new certifications, long hours, or complicated marketing funnels? The truth is, most cash-based practice owners already have everything they need to spark a steady surge of income… they just haven’t tapped into it yet. With a few simple steps, you can reactivate past patients, fill your schedule, and add thousands in additional revenue — all without changing the way you care for people. In this week’s podcast, I reveal a strategy that can add five figures of cash-pay revenue to your practice every single year — with just 30 to 60 minutes of planning each quarter. And here’s the kicker: most (if not all) of it can actually be handled by your staff. If you’re willing to trade three or four hours of your team’s time for an extra $10K+ in revenue (and a whole lot more impact), you need to hear this. To make it even easier, I’ve created The Seasonal Promotions Email Bundle — two proven campaigns with plug-and-play templates. Just drop them into your system, send them out, and watch old patients reactivate while new ones raise their hands. Grab your free copy and put it to work in your practice. USEFUL INFORMATION: Check out our course:
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CBP 278: The PT Who Turned a Solo Mobile Practice Into a Thriving Cash PT Business
08/23/2025
CBP 278: The PT Who Turned a Solo Mobile Practice Into a Thriving Cash PT Business
This week, I had the chance to interview my longtime client (and now good friend) Jim Palmer, a PT in New York City who built a completely mobile, cash-based practice that he has grown to multiple clinicians and multiple services outside of PT. Jim had worked the gamut—staff PT, clinic manager, clinic director—and like so many therapists, he felt handcuffed. Insurance restrictions, shrinking treatment times, more patients packed into every day. He described it as his “life force being squeezed out.” But Jim didn’t quit. Instead, he built something different. In one of the toughest markets in the country—New York City—Jim launched a fully mobile cash-based practice. He started just months before the pandemic, pivoted to virtual PT when the city shut down, and somehow grew through it all. Today, his practice isn’t just surviving—it’s thriving with a full team of clinicians, concierge services, medical fitness programs, a golf performance arm, and referral relationships with high-level concierge physician groups across Manhattan… In today’s episode, you’ll learn exactly how he did it. And here’s the part you don’t want to miss: Jim will be hosting a members-only deep-dive training and Q&A in our Cash Practice Mastermind a few days after this blog post is published, where members can ask him anything about scaling, referrals, or running a mobile team. If you want access to that (and to the kind of support that accelerates your success), you can join us and the rest of the successful cash-pay practice owners for 50% off your first month — just use promo code “AUGUST50” at checkout. USEFUL INFORMATION: Check out our course:
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CBP 277: How to respond to “I need to talk to my spouse first”
08/03/2025
CBP 277: How to respond to “I need to talk to my spouse first”
You’ve probably heard it before. A new patient consult is going well. They’re nodding along, clearly seeing the value in what you offer. And then, right at the end, you get hit with it: “I just need to talk to my spouse about it first.” Or maybe it’s a young college student and their parents are footing the bill. Either way, the person with the final say—or the wallet—isn’t in front of you. And suddenly, all that momentum you built... slips away. If this sounds familiar, this podcast is a must-listen. In this week's episode, I answered a question from one of my Cash Practice Mastermind members who runs into this exact situation with young patients—often college students—whose parents still make the final call. But this applies to any scenario where the decision-maker isn’t in the room. The good news? There’s a far better way to handle these moments—one that keeps the conversation moving forward, engages the right person, and dramatically increases your chances of a “yes”… without ever sounding pushy. One more thing… Because this episode is all about improving your conversion rates in cash-pay practices, I created a free resource to go with it: Cash-Pay Closing Scripts for Free and Paid Consults. It gives you the exact language and emotional cues to help first-time patients say “yes” with confidence—without ever needing to “sell.” So make sure to scroll down and grab it for free below.
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CBP 276: The Phone Call Strategy That Brings Past Patients Back
07/26/2025
CBP 276: The Phone Call Strategy That Brings Past Patients Back
Let me ask you something: how many of your past patients—who loved your care—haven’t returned, even though they likely still need your help? Now, what if I told you there’s a proven, powerful, word-for-word way to get them back on the schedule—without feeling pushy or salesy? In this episode, I’m sharing the exact scripts—yes, verbatim phone and voicemail scripts—used by some of the most successful cash-based practices in the country to reactivate past patients. These aren’t guesses or hunches… these are time-tested, results-driven strategies that have brought patients back through the door months after they stopped care. USEFUL INFORMATION: Check out our course:
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CBP 275: The Most Overlooked Lead Generation Strategy in Your Cash-Based Practice
07/19/2025
CBP 275: The Most Overlooked Lead Generation Strategy in Your Cash-Based Practice
What if I told you the most powerful lead-generation strategy for your practice isn’t something new you need to learn… it’s something you’re already doing? Too often, practice owners jump from tactic to tactic, chasing that one elusive "secret" to fill their schedules. But the truth is, if something is already working—even just a little—you might be one simple shift away from multiplying its effectiveness tenfold. On a recent Mastermind call, I revealed a simple mindset shift and some actionable tactics that can unlock more patients without adding anything new to your plate. It’s not about finding the next big thing—it’s about recognizing the hidden goldmine you’re probably already sitting on. USEFUL INFORMATION: Check out our course:
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CBP 273: How to minimize drop offs in your cash practice
06/28/2025
CBP 273: How to minimize drop offs in your cash practice
There’s a silent killer lurking in most cash-pay practices—and it’s draining your revenue and limiting your impact more than you realize. It’s not poor marketing. It’s not your clinical skills. It’s patient drop-offs—when clients leave before completing their full plan of care. And while it may feel like an unavoidable part of running a practice, the truth is: you can stop it. In this week’s podcast episode, I share an inside look at our weekly mastermind group coaching call, where I walk through two lesser-known strategies for dramatically reducing drop-offs. These aren’t your typical reminders to “educate more” or “build better rapport.” We’re talking about mindset shifts and strategic adjustments that create long-term commitment, starting before the first visit even happens. Also, be sure to scroll down and grab my free resource—“3 Simple Scripts That Turn Uncommitted Prospects Into Fully Committed Patients”, that are designed to help you overcome one of the biggest practice killers: uncertain leads who never convert into loyal clients. If you’ve ever struggled with patient retention or getting hesitant prospects to fully commit, this resource is made for you. Scroll down to download your free copy now. USEFUL INFORMATION: Check out our course:
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CBP 272: How to Turn a Workshop Into a Patient-Producing Machine for Your Cash-Based Practice
06/14/2025
CBP 272: How to Turn a Workshop Into a Patient-Producing Machine for Your Cash-Based Practice
What if one simple workshop could open the door to a steady stream of your ideal patients? That’s exactly what happened to one of our Mastermind members when a local running store offered him the chance to host a few workouts for their customers. Sounds like a perfect opportunity, right? But here’s the real kicker… You don’t need to sit around waiting for opportunities like this to land in your lap. In this episode, I walk you through exactly how to turn a simple idea, like leading a workshop, into a powerful strategy for attracting new patients and building strong local partnerships. USEFUL INFORMATION: Check out our course:
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CBP 271: The Secret to Creating Loyal Cash-Pay Patients Before Their First Visit
06/07/2025
CBP 271: The Secret to Creating Loyal Cash-Pay Patients Before Their First Visit
If you’re still dealing with no-shows for your evals or drop-offs after the first visit… this one’s for you. In this episode, you’ll get a set of surprisingly simple but incredibly powerful strategies that you can plug right into your pre-eval onboarding processto ensure that when a new patient walks through the door, they’re already pre-framed to say “yes”… Yes to their plan of care…Yes to staying committed till they’ve reached their goals … And yes to referring their friends and family. USEFUL INFORMATION: Check out our course:
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CBP 270: Lesser-known Tips for Converting Free Consultations into Cash Pay Patients
05/31/2025
CBP 270: Lesser-known Tips for Converting Free Consultations into Cash Pay Patients
If you’ve ever wondered why some consultations turn into loyal, long-term cash-pay patients—and others don’t—this episode will give you the missing pieces you may not even realize are missing. Whether you're brand new to running free discovery sessions or you’ve done hundreds, there are subtle (but powerful) tactics that can drastically improve your conversion rates and long-term retention. And best of all, many of these are not commonly taught. In this short but value-packed episode, I share rarely-discussed insights pulled from a previously recorded mastermind coaching call—captured right after a deep-dive walkthrough of the discovery session process. These aren’t just theories… These are real-world tactics I’ve taught and used with cash-based practice owners across the country to help them consistently convert more consults, retain more patients, and grow thriving, profitable practices. USEFUL INFORMATION: Check out our course:
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CBP 269: From Solo Practitioner to 7-Figure Cash Practice - Interview with Jennifer Chu
05/24/2025
CBP 269: From Solo Practitioner to 7-Figure Cash Practice - Interview with Jennifer Chu
Have you ever felt like you were doing everything in your practice—and that it still wasn’t enough? Maybe you started your clinic because you love treating patients, not because you wanted to become a business owner. But as your caseload grew and burnout crept in, you realized something had to change. If that resonates, this episode will speak directly to your journey. I sat down with Jennifer Chu, pelvic health physical therapist and founder of ITR Physical Therapy in the Washington, DC area. What started as a solo practice born out of a passion for one-on-one care has evolved into a thriving, two-location business with seven providers and over seven figures in annual revenue—all in a cash-based model. Jennifer didn’t set out to build a large company. In fact, she resisted growth for years. But when COVID forced her to pause and reflect, a mindset shift opened the door to something greater: a mission-driven team helping more patients than she ever could alone. If Jennifer’s story inspires you and you want to learn how to build or scale a purpose-driven, cash-based practice of your own, click and join her in the Cash-Based Practice Mastermind. You’ll get the chance to connect directly with her, me, and a supportive group of fellow practice owners. Use promo code MAY2025 to get 50% off your first month. USEFUL INFORMATION: Check out our course:
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CBP 268: Turn One Video or Blog into 15+ Lead-Generating Assets
05/17/2025
CBP 268: Turn One Video or Blog into 15+ Lead-Generating Assets
If you're all about making every effort have maximum positive impact on your Cash Based Private Practice, this episode is for you… Whether you're writing blogs, filming short videos, or giving live presentations, there's a low-maintenance way to turn that effort into long-term visibility, higher rankings, and consistent new patients. In this episode, I walk you through a proven system that transforms a single piece of content into a multi-platform, lead-generating machine—without requiring more time or complexity. USEFUL INFORMATION: Check out our course:
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CBP 267: Essential Cash Practice KPI’s and Successful Staff Meeting Agendas
04/26/2025
CBP 267: Essential Cash Practice KPI’s and Successful Staff Meeting Agendas
If you’ve ever asked yourself, “What numbers should I actually be tracking in my practice?” — this episode is a must-listen. I’m pulling back the curtain on the exact KPIs (Key Performance Indicators) I track with my team every single week — and showing you how these small, consistent habits have made a massive impact on everything from lower cancellation rates to higher reactivations, more Google reviews, and, of course, better revenue. You’ll also get a behind-the-scenes look at how we structure our weekly staff meetings — including the simple agenda we follow that keeps everyone aligned, motivated, and moving toward practice goals. This episode is short, but incredibly powerful. And it’s actually pulled straight from one of my mastermind coaching sessions, where I share the real-world systems that are helping practice owners across the country grow their dream practices faster (and with fewer headaches). USEFUL INFORMATION: Check out our course:
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CBP 266: How to Follow Up With Dropped-Off Patients Without Being Pushy
04/14/2025
CBP 266: How to Follow Up With Dropped-Off Patients Without Being Pushy
If you’re ready to stop losing patients you’ve already worked hard to win — and start filling your schedule more easily — this podcast is a must-listen. In this week’s episode, I break down exactly how I approach reactivating patients without being pushy — using a simple system of texts, calls, emails, and even direct mail that keeps our schedule full and our patients feeling cared for. You’ll learn how to plug the hidden profit leaks in your practice and why your past patients are your most powerful growth strategy. USEFUL INFORMATION: Check out our course:
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CBP 265: 4 Must-Know Out-of-Network Billing Tips for Your Cash-Based Practice
03/29/2025
CBP 265: 4 Must-Know Out-of-Network Billing Tips for Your Cash-Based Practice
Are your billing habits silently sabotaging your practice? If your cash-pay patients aren’t receiving the maximum possible reimbursement from their insurance via your superbills or out-of-network billing, you could be unintentionally creating friction that costs you trust, retention, and new business. Indeed, I’ve seen this be the very reason a prospective stellar customer never gets started with a cash-based practice—or why some patients drop off before completing their plan of care. In the episode, I break down the most effective and often overlooked strategies for out-of-network billing, crafting optimized superbills, and making your payment process one that supports your growth. Listen to this episode to get my powerful free resource which includes a plug-and-play superbill template that meets all insurance reimbursement standards and the exact list of questions I give prospective patients to ask their insurance providers if they’re insistent on checking their out-of-network benefits before starting with you— to minimize them getting talked out of going out-of-network, AND understanding what they’ll get back from self claims as well as the often-higher cost of going in-network if they still have a deductible to hit. USEFUL INFORMATION: Check out our course:
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CBP 264: The Smart Way to Raise Prices Without Scaring Away Clients
03/21/2025
CBP 264: The Smart Way to Raise Prices Without Scaring Away Clients
Thinking about raising your cash-pay rates but worried that your current patients will push back and new leads will start saying “no”? You’re not alone—but the good news is, there’s a way to do it smoothly without losing business. In this episode, I’ll walk you through how to increase your prices strategically, so you can stay ahead of inflation, cover rising overhead costs, and pay yourself and your staff better—without triggering mass client drop-offs. USEFUL INFORMATION: Check out our course:
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CBP 263: 3 Words to Overcome Price Objection
03/14/2025
CBP 263: 3 Words to Overcome Price Objection
Have you ever had that moment in a conversation where everything is going perfectly? Your prospective patient is engaged, excited, fully bought in… until you mention the price. Suddenly, hesitation creeps in. They need to “think about it.” Maybe they book, but then cancel. If this sounds familiar, this episode is a must-listen. There’s a simple way to overcome this objection—using just three words that can shift price-sensitive patients from uncertainty to action. In this podcast, I share a powerful strategy I learned from sales expert Dave Dee—three words that can turn hesitation into commitment. I break down exactly how to use them in your consultations and how they’ve helped countless practice owners convert hesitant leads into fully committed patients. Plus, don’t forget to grab your free script resource—a must-have tool to keep hesitant patients engaged and committed throughout their care journey. USEFUL INFORMATION: Check out our course:
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CBP 262: The #1 Key To Getting More Yes’s To your Cash-Based Services
03/07/2025
CBP 262: The #1 Key To Getting More Yes’s To your Cash-Based Services
If you aren’t converting at least 80% of your leads into cash-pay patients, or if you’re struggling to keep at least 90% of them on schedule until they reach 100% of their goals, then this episode is for you. In this episode, I deliver a concise yet powerful breakdown of the key strategies to not just get that initial “yes,” but to keep patients committed throughout their plan of care and beyond. The strategies you’ll learn in this episode have helped countless clinicians transform their practices and finally get the vast majority of their leads to say ‘yes’ and continue saying ‘yes’. USEFUL INFORMATION: Check out our course:
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CBP 261: From Burnout to Business: Jennifer Penn's Journey to a Successful Cash-Based Orthopedics Practice
03/01/2025
CBP 261: From Burnout to Business: Jennifer Penn's Journey to a Successful Cash-Based Orthopedics Practice
Ever struggle to balance significant family responsibilities with starting/growing your private practice? Would you like to add new cash-pay services or classes to your existing practice, generating loads more revenue and creating a new stream of patients at the same time? If you answered ‘yes’ to either of those questions, then this episode is a must listen … In this interview, I had the pleasure of speaking with Jennifer Penn, the founder of Create Your Core Physical Therapy. Jennifer transformed her career from nearing burnout to launching a successful cash-based practice, all while building a family of 3 little ones! If Jennifer's story and strategies resonate with you and you’re eager to learn more about building a successful cash-based practice, click and join her in the Cash-Based Practice Mastermind where you can ask her, me, and the entire group any questions you have. Upon checkout, use the promo code ‘MARCH50’ to get 50% off your first month. USEFUL INFORMATION: Check out our course:
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CBP 260: The Patient Sales Strategy I Used To Ask My Wife On Our First Date
02/15/2025
CBP 260: The Patient Sales Strategy I Used To Ask My Wife On Our First Date
If you struggle to get patients to commit from the beginning to complete 100% of their plan of care, and not drop off schedule once they’re 75% better, this episode is a must-listen… … You’ll also get to hear the story of how I met my wife, and how the strategy I used to get her phone number can also be used to get “Yes’s” to your cash-based services. Plus, if you want the exact high-converting script that you can use with your prospective patients to get maximum buy-in and long-term profit by stopping these drop-offs, listen to the episode and download your free resource now!
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CBP 259: How to set and raise cash-pay prices effectively
02/08/2025
CBP 259: How to set and raise cash-pay prices effectively
If you need to set and raise your cash-pay rates with confidence—while keeping your patients satisfied and avoiding pushback or “No’s” —this week’s podcast is a must-listen. Pricing your services right is one of the biggest challenges for cash-based practice owners—yet it’s also key to long-term success. Many practitioners struggle with asking for three figures out of pocket, even when they know their services are worth it. If this resonates with you, you’re not alone. In this episode, we dive into the psychology of pricing, strategies to confidently set and raise your rates, and the key steps to minimize pushback while maximizing profitability. Plus, scroll down to grab the free “Superbill Template” resource to help your patients maximize their insurance reimbursements, making your services even more accessible, and increasing your customer lifetime value… USEFUL INFORMATION: Check out our course:
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