The Cash-Based Practice Podcast

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 HERE. USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind

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: Cash-Based Practice Freedom 2.0

…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: Cash-Based Practice Mastermind

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 here. Lead/patient slip through the cracks again USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MARKETING INTENSIVE  

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 here. 3 Ways I Can Help You Scale Without Burning Out Cash-Based Practice Freedom e-Course 2.0 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 here. Cash-Based Practice MastermindIf 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 here. How to Answer “Do You Take My Insurance?”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 here. USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind

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 here. USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”  

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 HERE. Your cheat-sheet for building patient-generating assets that compound. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0

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 HERE and put it to work in your practice. USEFUL INFORMATION: Check out our course: How to answer, “Do you take my insurance?”  

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 HERE for 50% off your first month — just use promo code “AUGUST50” at checkout. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0

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.

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: Cash-Based Practice Freedom 2.0

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: How to answer, “Do you take my insurance?”

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: Cash-Based Practice Freedom 2.0

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: How to answer, “Do you take my insurance?”

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: Cash-Based Practice Freedom 2.0

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: How to answer, “Do you take my insurance?”  

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 HERE 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: Cash-Based Practice Freedom 2.0

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: How to answer, “Do you take my insurance?”

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: How to answer, “Do you take my insurance?”

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: Cash-Based Practice Freedom 2.0