In the decade since I started my own cash-based practice , the market has been flooded with out-of-network competitors—which makes it a whole lot harder to stand out. Where longer visit time used to be the only advantage you needed to bring up with prospective patients, it becomes steadily less effective when other cash competitors can advertise the same thing. So… this week’s podcast is focused on how to make sure your clinicians deliver a patient experience that will make your practice stand o...
Mar 09, 2023•12 min
As the first voice most of your leads will hear, your front desk admin is incredibly important to the success of your cash-pay practice. If the impression they deliver isn’t great, the schedule will be empty and your fantastic clinicians will never have a chance to show their stuff! So this week, I’m sharing some of the critical metrics that can be used to enhance the performance of your front desk staff. In this podcast, you’ll learn how to use these key metrics to assess admin performance and ...
Feb 23, 2023•13 min
Tired of dealing with uncomfortable silence or a hasty ‘no thanks’ as soon as a prospective patient hears how much they’ll have to pay for treatment at your clinic? You may be surprised to learn that it can be relatively easy to head off all that sticker shock—so you can enjoy higher conversion rates and greater patient commitment to the importance of their own care. In this week’s podcast, I walk you through some simple yet incredibly effective strategies for minimizing price sensitivity among ...
Feb 02, 2023•16 min
Thinking about moving or expanding your practice? This process can either be exciting or incredibly expensive and disappointing, depending on what comes of the negotiations. So in the interest of helping my colleagues avoid learning some big lessons through painful mistakes, this week’s podcast digs into the art of negotiating a great deal on a lease for clinic space. In this episode, I explain how to approach the negotiations so you’ll end up with a lease for clinic space that will keep you smi...
Jan 19, 2023•13 min
Hard to believe it’s already time for another annual year-in-review podcast! As usual, I listened to the recordings from prior years to find out how my previous expectations fared against reality. And once again, I was pleased to discover most of the predictions were pretty well on target, which makes me more confident than ever to share with you all my latest lessons learned—plus my advice for 2023. In this episode, I talk about the concerns and challenges currently facing healthcare practices,...
Jan 05, 2023•34 min
How successful was your practice in 2022? What specific factors have contributed to its success? Which things are holding you back? What do you need to protect against in 2023? If you aren’t quite sure how to answer these questions, this week’s podcast will be worth a listen. I explain exactly how you can objectively measure your success and create a business plan for your practice that will help ensure you can create the business of your dreams. In this episode, you’ll discover why the critical...
Dec 14, 2022•17 min
Have you got a great lead magnet but not sure how to get it in the right hands? Looking for ways to get new patients through the door quickly? Want to make sure you actually get business from participating in the next in-person event? If you’ve said ‘yes’ to any of these questions, you’ll want to take a few minutes to listen to this week’s podcast where I discuss some easy lead magnet ideas that can help you build your audience and attract more cash-pay patients to your practice. In this episode...
Oct 27, 2022•10 min
Tired of seeing patients fall off the schedule the minute they feel a bit better? In addition to profit leak from all the anticipated visits that never happen, those drop offs can absolutely wreck your schedule when several patients decide to ghost you in the same week. In this episode, I explain how you can help reduce the likelihood that a patient will fall off the schedule before they complete their full treatment plan. You’ll hear how to set yourself up for success right from the start by ma...
Oct 13, 2022•12 min
Want some stable revenue that doesn’t depend on new patients? If so, you’ll want to check out this week’s podcast. You’ll learn how your practice can market a cash-pay membership program that cultivates ongoing revenue from existing patients who have completed their full plan of care. In this episode, I share strategies for how to structure a membership program that is lucrative for the practice, genuinely valuable to your patients, and easy to deliver. Plus, you’ll hear exactly how you can sell...
Sep 29, 2022•10 min
Frustrated that your Facebook ads are flooding your practice with leads that never convert? Trust me, you’re not alone! Once you have developed a successful ad campaign, the next hurdle is in separating the wheat from the chaff. So this week I’m discussing how to optimize Facebook leads follow-up so you can cost-effectively screen out those who will never convert while nurturing those who will. In this podcast, I explain some strategies for handling the sometimes overwhelming volume of leads tha...
Sep 15, 2022•16 min
Is your practice ready for some help managing the front desk? It’s an inevitable part of building a successful business—but if you don’t find the right person, it can cost you big money. So this week, we dig into the topic of healthcare hiring to find out what it takes to get someone in place to man the phones like a pro. In this podcast, I provide guidance on how to find a great fit for your front desk so you’ll have more time to work on building your practice. You’ll hear ideas for creating a ...
Sep 01, 2022•13 min
Are you overloaded with patients while your new hire still has huge gaps in their schedule? This patient scheduling problem is one of the biggest hurdles practice owners face as they attempt to scale beyond a single practitioner. Fortunately, there are some simple tactics that can help convince your patients to try out that new clinician. In this episode, I explain how you can persuade patients to move off your schedule and give your new clinician a try. These approaches will help keep your clin...
Aug 18, 2022•12 min
Do you hate it when a prospective patient asks about insurance right out of the gate? If so, you are not alone. But fortunately, handling those calls is a learned skill and there are quite a few things you can say to convert phone consultations into cash-pay patients—even when they have been seeing in-network providers for years. In this episode, I share some proven strategies to convey the high value of your service to prospective patients whose experience with other providers has led them to e...
Aug 04, 2022•18 min
Are you frustrated by the number of new-patient consultations who never move forward with treatment? These missed opportunities can quickly drain your resources and leave your schedule full of holes, so it’s worth some effort to become as effective as possible at turning those prospects into paying patients. Fortunately, there are some simple things you can do to dramatically improve the number of conversions that result from your consults. This week marks a big milestone for the Cash-Based Prac...
Jul 14, 2022•27 min
Does the mention of “social media marketing” make you want to crawl under your desk? Are you struggling to figure out how to get more Google reviews? Are you having trouble getting established as a high-end provider? If you answered ‘yes’ to any of these questions, I’m so excited to be able to share this week’s podcast with you! I had a chance to talk with Scott Waddell about a few powerful new tools from Patientsites that can make it easy for your practice to outshine the competition. In this i...
Jun 30, 2022•51 min
If you’ve ever struggled to get enough patients in your niche, this week’s podcast episode is a must-listen. I share a low-cost niche healthcare marketing plan that can quickly prove your authority and get the phone ringing. In this episode, I talk one of my Mastermind members through how to market specialized physical therapy services to those struggling with fertility problems. You’ll hear a number of simple, inexpensive approaches that can be translated to market any healthcare specialty with...
Jun 16, 2022•17 min
If your profits are being squeezed by low-reimbursement insurance contracts but you hesitate to drop them because you think you'll lose too many patients, then this podcast episode is for you. I'm going to explain 4 key steps that my students have used to not only minimize loss of current patients, but to actually increase their patient numbers with high-value services that more than double their profit per visit! You’ll hear the top strategies that can help a practice successfully navigate the ...
Jun 02, 2022•15 min
Do you struggle to turn workshop attendees into paying customers? There’s little more disappointing than having put a huge effort into creating highly valuable content and then walking away with no business. Not to worry, there are some simple workshop strategies you can use to make your offer irresistible and keep your practice in front of participants long after you’ve finished presenting. In this episode, I explain how to ensure your next workshop gives you the greatest number of participants...
May 19, 2022•14 min
Wondering if there’s a way you could leverage your resources to see better growth for your practice? It can be confusing to figure out the best way to get the word out about our services, particularly when there are significant limits on our time or the money we can invest. And that’s why this week’s podcast discusses the growth strategies that will make the most sense in the context of your specific priorities. In this episode, I answer three critical questions on the best way to make use of fi...
May 05, 2022•14 min
Need to make a great impression with a promising potential referral source? Then this week’s podcast on how to manage your first meeting with a nearby provider should be just what the doctor ordered. In this episode, I explain how to make the most of your in-person introductions to referral sources. You’ll hear how to guide the conversation to build rapport and help them understand the value you can bring to their patients. And I also share some tips for how to describe your cash-based practice ...
Apr 21, 2022•11 min
Don’t reinvent the wheel every time you want to create a touchpoint with your audience! There are some simple strategies for repurposing your articles, resources, and videos that will allow you to build more credibility with potential patients without wasting a lot of your time. In this week’s podcast, I walk you through how you can get more bang for your buck on all your content marketing efforts. You’ll learn creative ways to take a single piece of content and turn it into a variety of highly ...
Apr 13, 2022•12 min
Are you getting ready to hire but afraid of putting your practice in the wrong hands? Creating the right team is definitely one of the trickier parts of growing a practice, but there are some simple strategies that can make it far easier. In this week’s podcast, I walk you through approaches that will help you build the right team to fit your unique practice goals. You’ll hear specific tactics that can help you identify the type of personality a position requires, efficiently screen candidates, ...
Apr 07, 2022•17 min
Do you dream of starting your own cash-based practice but are held back by the fear of what it will take to make that work? If so, this week’s podcast may be just what you need! Starting a practice as a side hustle dramatically limits the time and money required in order to get started, so you can begin working toward your dream without feeling like you’ve jumped from a plane without a parachute. In this episode, I explain how a side hustle can help you maintain a relatively relaxed work/life ba...
Mar 31, 2022•11 min
Does it make good business sense for a cash-based practice to have a presence at a local event? After all, the investment doesn’t only include the price of the booth itself, but also your time and any promotional materials you bring along. In this week’s podcast, I explain how to decide if having a space at a live event is right for your practice, and if so, how to make the most of your booth. You’ll hear how to know if the cost is likely to deliver a big-enough return, how to handle the crowd s...
Mar 17, 2022•14 min
Tired of playing phone tag with prospects? Are you sometimes ghosted by website leads? If so, this podcast may be just what the doctor ordered to help you learn precisely how to get in touch with the leads who have expressed an interest in your practice. In this episode, I explain the simple followup techniques that can help you get in touch with all those interested leads who found you through your marketing efforts. You’ll hear exactly what to do, when to do it, and which media to use in what ...
Mar 03, 2022•12 min
Do you have trouble deciding whether to pursue each new opportunity that arrives? Do you find it hard to hire people who are a great fit for your practice? Do you sometimes struggle to get your practice to reflect your vision for it? Well, the solution to it all might be as simple as understanding how to leverage two critical documents: the mission statement and core values. In this episode, you’ll learn how to save time, stress, and potential regrets by creating an actionable mission statement ...
Feb 17, 2022•11 min
If you’ve been thinking about going out on your own but are afraid to make the leap, you’ll definitely want to hear this week’s podcast. Jason Racca is one of my Mastermind group members, and he’s managed to lean into practice with a solid side hustle that involved very little risk or disruption to his life! From the moment he encountered manual therapy in PT school, Jason was sold. As he learned more about the transformative power of some leading-edge manual therapy techniques, he always kept t...
Feb 04, 2022•54 min
So you’re ready to hire, and you’ve got interviews scheduled. But do you know how to strategically use an interview to find out if a candidate is going to be a good fit for your practice? In this week’s podcast, I explain how to prepare for an interview with a candidate so you’ll be able to decide if they possess the characteristics and personality you need for the role. You’ll hear how to decide what traits really matter and how to leverage behavioral interviewing techniques that can help you s...
Jan 20, 2022•11 min
The cash-pay practice model is going to see major changes in 2022, and nobody seems to be talking about it! … That’s why today’s podcast is so important—because understanding the trends and strategies I share can mean the difference between your sustainable success or ongoing struggle and failure in the cash practice model. For some time, there’s been a trend of mergers and acquisitions in healthcare, where large corporations buy up small practices and practice groups to add to their network. Th...
Jan 06, 2022•57 min
Thinking about handing off your marketing to a slick vendor who promises fantastic ROI? Before you leap head-first into any deals, you’ll want to make sure you know what to look for to recognize a less-than-stellar marketing company or a bad contract. While there are amazing marketing professionals who are worth huge sums because of the astonishing results they deliver, there are also many who offer lots of empty promises and demand payment for little if any results! In this episode, I explain h...
Dec 30, 2021•13 min
