After finishing PT school, Chris Johnson spent a decade working as a therapist for a New York hospital in their cutting-edge sports medicine program. During that time, he also made house calls on the side and discovered he could earn as much or more money as he did at his “regular” job—but with about 10% as much work. He eventually felt he could only reach his full potential as a therapist by going out on his own, which was daunting because of the costs associated with opening a practice in New ...
Feb 25, 2021•59 min
I’m often asked what is the key to success as an entrepreneur. Based on what I’ve observed in my own businesses as well as the many other practice owners I’ve coached in my Mastermind group, the main factor governing your results is always the perspective you apply as you begin. By mastering the right mindset, you can create a fulfilling opportunity to serve your patients instead of turning yourself into a stressed-out workaholic. In this week’s episode, I explain my own entrepreneurial backgrou...
Feb 18, 2021•17 min
Are you struggling to turn initial phone calls into cash-paying customers? Do you cringe when a prospective patient asks if you take their insurance? Then you won’t want to miss this week’s podcast episode, where I share tried-and-true techniques for improving the initial phone call conversion rate for your cash-based practice. You’ll hear relevant marketing tips and actionable strategies for managing those first customer conversations, improving your value proposition, and shifting your perspec...
Feb 04, 2021•23 min
This week’s podcast guest is an integrative pain care specialist who had a 15-location private practice that was primarily cash-based... In New York City! The real estate costs of something like that alone make my eyes glaze over, but the fact that he and his business partners did it with very little insurance involvement takes it to a whole other level. Joe Tatta began his career as a traditional physical therapist 25 years ago. His first job was at a costly NYC in-patient rehab facility that f...
Jan 28, 2021•1 hr 7 min
In this episode, I explain how you can find opportunities for your practice throughout the patient lifecycle. This topic is critical because helping your existing patients fully heal their injuries and reach their goals is one of the easiest ways to improve your practice revenues. You’ll hear specific tips for how to find and plug profit leaks that are costing your business money, including strategies for minimizing drop-offs from the schedule. USEFUL INFORMATION: Check out our Cash-Based Practi...
Jan 21, 2021•11 min
Welcome to 2021! This past year exposed a lot of the vulnerabilities in our businesses, but fortunately, many practices were able to mitigate the potential threats and weaknesses they faced. And some not only survived—they thrived! For my own cash-based practice in Austin , when it became apparent that gaining new customers would be far more difficult than usual, I focused more on optimizing the POC value of all current AND past clients as possible. And this strategy, along with many others, wor...
Jan 14, 2021•1 hr 4 min
Jessica Campos is a brand-building consultant who has cracked the code on leveraging online communities to advertise your business. Her proven strategies for building a network of potential customers who trust you and your brand can lead directly to increased revenue for your practice. In this podcast, you’ll hear techniques for creating vibrant communities and how that can increase the impact of your advertising spend on Facebook. By applying her unique approach, you can build your own online c...
Dec 17, 2020•46 min
In this episode, I explain the various key performance indicators (KPIs) that I suggest a cash-based practice owner should be focusing on. I’ll cover exactly which metrics are important to understand for each area of business as well as for practices at different developmental stages. You’ll also hear how to put all that data to use to improve your decision making. This “highlight” is taken from Q&A calls with my Mastermind Gold group —a highly interactive, supportive group where people who ...
Dec 10, 2020•10 min
After Jaimie Perkunas graduated from PT school, she took a job in an outpatient clinic. She gradually began adding some yoga elements into that traditional setting, and found it both effective for patients and interesting for her personally. Eventually, with lots of encouragement from her husband, she decided to open a side-hustle, home-based practice that officially combined yoga and physical therapy. After a year or two juggling both jobs, she was ready to quit her per diem work and focus on h...
Dec 03, 2020•57 min
In this episode, I delve into a topic that I think is absolutely critical to any successful cash-based practice, and that is your mindset. After working with hundreds of practice owners through the years, I have yet to find any who are able to create the practice of their dreams without the proper mindset. It’s a super fast listen that can help anyone who’s interested in running a practice to identify some of the subconscious blocks that can hold you back. You’ll also hear me mention the importa...
Nov 19, 2020•9 min
After medical school, Dr. Michael Kim worked for years in various conventional healthcare settings that made him worry about the growing negative influence insurance was having on patient care. As he became more disillusioned over time, he began looking for alternatives, which led him to the idea of direct primary care. After much investigation, he concluded the DPC practice model was a far more-satisfying way to practice medicine—providing financial sustainability and a positive work/life balan...
Nov 12, 2020•57 min
In this episode, I coach Jim Heafner on how to best manage the growth of his young cash-based practice as he approaches the moment when he’ll need to add his first PT. We discuss some of the fundamentals of hiring, including how to find great candidates and how you can structure a position to best meet the needs of your practice. You’ll also hear some specific techniques for making the whole process of hiring easier and more efficient. This “highlight” is from a full episode on growing a practic...
Oct 29, 2020•20 min
In this episode, I discuss strategies to inexpensively market your cash-based practice using an emailed newsletter. You’ll hear how to decide what sort of messages your target audience will want to read, how to structure the content and produce it easily, and how to make sure your messages actually get received and read. This “highlight” is taken from Q&A calls with my Mastermind Gold group —a highly interactive, supportive group where people who have tons of questions and concerns about how...
Oct 22, 2020•19 min
I am so freakin excited about this episode and this guest … I have been on this guy’s email list for over 2 years now, and he emails me every day! Yes, you read that correctly … not only have I not unsubscribed, but I genuinely look forward to his daily email. And over time, I’ve spent a pretty penny on his courses so that I can become a better marketer myself.Since he was a child, Dave Dee wanted to be a magician. But he grew up and settled for work in “practical” jobs, adding in magic shows wh...
Oct 15, 2020•1 hr 26 min
In this podcast , I share some strategies for cultivating your network of referring physicians. I explain how to navigate the initial conversation, including discussing your billing arrangements, how to establish rapport, and things you can do to increase the chances that any referrals you receive will convert. You’ll also hear some clever followup techniques that create ongoing touchpoints that will help establish you as a valued resource. This “highlight” is taken from Q&A calls with my Ma...
Oct 08, 2020•17 min
This highlights episode features a conversation I had with Gene Shirokobrod of UpDoc Media about how to position your practice for growth from the very start. We talk about the mindset, planning, and specific strategies that lay the groundwork that enables you to scale up your practice so it includes multiple clinicians and/or multiple locations. We discuss how to plan, hire, and manage with that future growth in mind so you can successfully scale up your practice when you’re ready—and build the...
Oct 01, 2020•23 min
After Dr. Morgan Camp finished his Medical residency, he accepted a position in a successful, cash-based functional medicine clinic where he got to work alongside experts in the field. He found early success and soon decided to open his own concierge medical practice which attracted a good number of high profile clients in the Bay Area. He built his practice over time with low risk by moonlighting in ER and urgent care as he grew his patient base. For a variety of reasons we discuss in this epis...
Sep 24, 2020•53 min
As business around the country begins returning to normal, many practices are looking to hire new staff. With that in mind, this week’s podcast is focused on how to structure a position and compensation package so you can attract the right sort of candidate. I explain the legal, psychological, and strategic factors to consider in order to make sure your next hire is a good one! This “highlight” is from a Q&A call with my Mastermind Gold group —a highly interactive, supportive group where peo...
Sep 17, 2020•20 min
Earlier this year, Jordan Mather and his partner Will Boyd set out to discover why some of their clients' online workshops were generating so much more business than others. When they realized that difference came from my Online Patient Attraction System , they reached out to learn more. This week’s podcast was recorded during a Facebook Live in which Jordan conducted a ‘reverse-interview’ with me to explore what sets apart the webinars that really produce patients from those that simply inform....
Sep 10, 2020•58 min
In this episode, I dig into the specific strategies and marketing tactics that have led some practices—like my own physical therapy practice in Austin —to not only survive the pandemic, but actually thrive. You’ll hear exactly what has worked to keep my own cash-based practice going strong throughout 2020 and my marketing plans for the coming months. You’ll also hear about our Labor Day flash sale, where you can save 20% on all my courses, ebooks, and coaching programs. To take advantage, just v...
Sep 03, 2020•36 min
During PT school, Valerie Schwalbe discovered she had a passion for pelvic physical therapy. So right after graduation, she started a pelvic health program in an outpatient orthopedic clinic and ran it for 2 years. Over time, she realized her dream of a standalone, dedicated pelvic health clinic where patients could be completely comfortable wasn’t really possible within the insurance-based business model. Valerie began listening to this podcast and joined my Cash-Practice Mastermind group so sh...
Aug 27, 2020•59 min
In this highlights episode, I explain how you can target a niche to make your practice stand out from the competition. While it may seem counterintuitive to focus on a smaller market, the highly personalized messaging you can create for a niche makes your offer resonate far more than a generic “we fix everything” message ever could. This approach has been a real game changer for many practice owners. I share specific strategies for choosing your niche and reaching out in ways that will help you ...
Aug 20, 2020•14 min
Scott Waddell has been building cutting-edge content management systems for more than 20 years. His company, PatientSites , has spent the past decade developing software services and tools to make owning a cash-based practice easier and more profitable. As this year’s pandemic unfolded, PatientSites was among the first to provide vital information, ideas, and support to help practices continue to operate safely so they could stay in business despite the mayhem. During our conversation, Scott sha...
Aug 13, 2020•1 hr 11 min
In this episode , I explain how you can develop a mindset that will allow you to artfully handle cost conversations about your cash-based services. You’ll hear how to shift your perspective and help convince yourself of the substantial value you provide. Believe it or not, in time you’ll come to truly believe your pricing is fair and reasonable—so you can calmly, confidently ask patients to pay for a full plan of care or expensive treatment package. This “highlight” is from a Q&A call with m...
Aug 06, 2020•11 min
Dr. Karen Litzy hosts of one of the most-popular PT podcasts in the country, with tens of thousands of monthly downloads. She has used her “ Healthy Wealthy and Smart ” podcast to successfully market her cash-based practice to her fellow New Yorkers—and to a worldwide audience as well. In light of the recent surge in telehealth capabilities among my listeners, I’d encourage everyone to consider such creative methods to attract interest from patients outside your local area. In this interview , K...
Jul 23, 2020•13 min
In this episode , we delve into the world of Facebook marketing for a cash-based practice. The discussion centers around the real-world results from my Austin-based PT clinic and those of some members of my Mastermind Gold group, as we brainstorm on how to enhance the effectiveness and reach of their social media marketing efforts. You’ll learn specific techniques for efficiently generating content that gets the attention of the right people—and tips for making sure it ends up being seen. This “...
Jul 16, 2020•25 min
After Eric Wallace graduated from PT school, he worked for several years as a staff physical therapist at a hospital-based outpatient clinic. Though he’d never imagined owning a practice, after having kids, he couldn’t bear the thought of coming home from work each day drained and unhappy. He knew he wanted something more, and that led him to begin exploring cash-based PT options—including listening to this podcast! When his family relocated to Appleton, Wisconsin, Eric teamed up with a chiropra...
Jul 09, 2020•1 hr 4 min
In this highlights episode , Prajanay Paul of PatientSites.com explains how you can increase the chances that the emails you send out to market your cash-based practice will actually be seen. With the industry average for email deliverability at around 60-70%, it’s likely a whole lot of your carefully written emails are never seen by anyone. Remember, every message that goes missing is a potential lost sale! So while this is probably not your favorite topic, the tips and tools Paul shares make i...
Jul 02, 2020•22 min
After many successful years in private practice, Jerry Durham has made a business out of helping physical therapy practice owners to improve the client experience from start to finish. Much of this focus (and the resulting client experience strategies) stemmed from a year when he took over a thousand incoming prospective patient phone calls at his practice. And over time, he has identified some common mistakes that virtually every practice makes—mistakes that cost them business and lower the lif...
Jun 25, 2020•1 hr 34 min
In this podcast , Jarod explains precisely how to get started with social media marketing for your physical therapy practice. He shares strategy, platform recommendations, content ideas, technical details, and some of the tools that can help you manage your posts more easily. It’s a concise tutorial that demystifies the subject for those who haven’t yet made the leap into social media marketing, and it provides some great ideas for those who already have. This “highlight” is from a Q&A call ...
Jun 18, 2020•20 min
