Don Pelto, DPM - Podiatry Practice Mastery

Finding Revenue in the DetailsEpisode DescriptionAre you already busy—but still leaving revenue on the table? Many podiatrists hit a ceiling not because of patient volume, but because of underutilized treatments, incomplete systems, or discomfort presenting higher-value care.In this episode, Don walks through two real clinic days, patient by patient, highlighting how everyday visits translate into growth opportunities. From shockwave therapy and orthotics to nail fungus protocols and bracing, he explains how small adjustments in confidence, systems, and tracking can compound toward the $2M practice goal.Along the way, Don shares practical insights on price anchoring, EMR efficiencies, referrals, and why buying back your time may be the most important investment you make.⸻Episode Breakdown & Timestamps[00:00] – Practice Revenue Reality CheckReflecting on last year’s numbers and identifying three key levers for growth: filling open slots, nail fungus laser protocols, and bundled treatment packages.[01:35] – Using Price Anchors to Position OrthoticsHow referencing outside retail pricing (e.g., Good Feet) reframes value and improves acceptance.[02:25] – Day One Case Mix OverviewJoint injections, imaging, shockwave therapy, fracture diagnosis, neuropathy workups, and bracing decisions.[04:40] – MVP Visits & Coding AwarenessCapturing added value through appropriate imaging, fracture codes, and comprehensive evaluations.[05:45] – Nail Fungus, Ulcers, and Ancillary ServicesFungus kits, antifungals, ulcer debridement, crest pads, and follow-up cadence decisions.[07:00] – EMR & Referral FrictionWhy preset referrals inside your EMR matter—and how small inefficiencies slow down busy clinics.[08:05] – Day Two: Orthotics, Fractures, and Sports InjuriesOrthotic scans, Achilles rupture workup, stress injury evaluation, and offloading strategies.[09:30] – Treating the Right Achilles InjectionNuanced cortisone placement at medial/lateral insertions—not the tendon substance.[10:20] – Systems That Buy Back Your TimeWhy scribes, asset organization, and reducing low-value visits are foundational for scaling.[11:20] – Final Thoughts on Growth StrategyShifting from volume-based busyness to intentional, high-value care.⸻Key TakeawayReaching the next revenue tier isn’t about working harder—it’s about tightening systems, confidently offering high-value treatments, and buying back time so you can focus on the care and decisions that actually move the needle.⸻ConclusionIf this episode sparked questions or ideas, Don would love to hear from you. Email feedback or clinical questions to don@podiatrypracticemastery.com—your input often shapes future episodes.Be sure to review the Practice Audit and Million Dollar Practice Blueprint to identify missed opportunities in your own clinic. Sometimes the fastest growth comes from refining what you’re already doing.

Tracking Treatments to Break $2M Production⸻Episode DescriptionAre you busy all day but still unsure which treatments are actually driving your production? Many podiatrists work harder each year without clear visibility into what services move the needle — and which ones quietly drain time and margin.In this episode of Podiatry Practice Mastery, the focus is on real-world clinic flow, daily treatment tracking, and how intentional systems improve both patient care and revenue. Through multiple full clinic days, this episode breaks down shockwave therapy, orthotics, procedures, DME, follow-ups, and how small operational tweaks compound toward $2M+ individual production.The episode also dives into under-discussed practice improvements: using admin email systems to capture leads, delegating orthotic follow-ups appropriately, increasing confidence with laser treatments, and adopting a “running commentary” exam style to improve patient understanding and trust.⸻Timestamps[00:00] – Why tracking daily treatments matters for $2M+ production[01:15] – Daily treatment tracker: visit level, checkboxes, and visibility[03:05] – Shockwave therapy patterns and follow-up decision-making[05:20] – Orthotics vs braces: when to transition and why it matters[07:10] – Pre-op visits, bone healing tools, and leveraging DME appropriately[09:00] – Managing orthotic follow-ups without clogging the schedule[10:35] – Nail fungus strategies: laser, oral meds, kits, and confidence gaps[12:40] – Admin email systems, virtual assistants, and capturing inbound leads[14:35] – Using medical-grade supplements for shockwave and anticoagulated patients[16:05] – High-value in-office procedures (tonotomies, fractures, ulcers)[18:10] – MVP vs LVP patients: recognizing time drains without resentment[19:35] – Running commentary exams: improving patient clarity and trust[21:05] – Final thoughts on systems, communication, and incremental growth⸻Key TakeawayTracking treatments daily — not just revenue — reveals where production truly comes from and highlights which patients, services, and systems deserve more focus (or boundaries).⸻ConclusionIf this episode sparked ideas for tightening your systems, improving patient communication, or increasing confidence in higher-value treatments, let us know. Share what changes you’re testing in your own practice, and explore more free resources at PodiatryPracticeMastery.com to keep building toward smarter, more sustainable growth.

Smarter Staffing and Tech Choices That Pay OffEpisode DescriptionHow should medical assistants actually be used in a busy podiatry practice—and how many do you really need per doctor? In this episode, listener questions drive a practical discussion on staffing ratios, task delegation, and in-room workflows that keep patient flow moving without burning out the doctor.The conversation also covers why certain technologies like PAD testing were phased out, how ultrasound can directly increase treatment acceptance, and how to think about shockwave devices based on real-world use—not sales claims.⸻Episode Breakdown & Timestamps[00:00] Introduction & Practice Growth FocusFraming the goal: moving established practices beyond the $1M mark toward $2M.[00:55] Medical Assistant Staffing RatiosWhy a 1.5 MA-to-doctor ratio works in a high-volume environment.[01:45] What Medical Assistants Handle Day-to-DayRooming patients, intake, X-rays, DME dispensing, and checkout.[02:45] Managing Flow in a Busy ClinicSeeing 24+ patients per day and how nail techs fit into the schedule.[03:30] Virtual Scribes vs. MA ScribingUsing a long-term virtual scribe and why room size and workflow matter.[04:35] Call Buttons and In-Room Support SystemsHow discreet alert systems help staff assist without interrupting flow.[05:30] Clinical Tasks the Doctor RetainsDressings, cantharidin, salicylic acid, suture removal, and nail care support.[06:15] Why PAD Testing Was DiscontinuedStaff time, EMR limitations, low impact on referrals, and marginal ROI.[07:40] Ultrasound as a Revenue and Education ToolUsing ultrasound to support diagnoses and increase shockwave acceptance.[08:40] Shockwave Devices & Final ThoughtsRadial vs. focused shockwave, patient expectations, and closing remarks.⸻Key TakeawayStaff efficiency and technology decisions should be judged by workflow impact and return—not tradition, habit, or vendor promises.⸻ConclusionIf these staffing or technology questions sound familiar, feedback and follow-up questions are encouraged. You can reach out by email or schedule a short strategy call to talk through your own practice setup. Listener questions help shape future episodes and keep the content practical and relevant.

Building Confidence With High-Value Treatment Plans⸻Episode DescriptionAre you confident presenting higher-ticket treatment plans to patients—or do you feel yourself hesitating when the conversation turns to value and outcomes? In this episode, Don shares his January 2026 one-page report and reflects honestly on what it takes to get comfortable offering $3,000+ treatment packages without sounding salesy or uncertain.Don walks through what worked at the end of 2025, including revenue performance, review growth, referral systems, and marketing improvements. He also breaks down how better communication, emotional buy-in, and clearer treatment framing are helping him move toward the next growth phase—from a $1M practice to $2M and beyond.⸻⏱️ Episode Timestamps • [00:00] Introduction and purpose of the January 2026 report • [00:55] Getting comfortable offering $3,000 treatment packages • [02:10] Using treatment sheets and phase-based care conversations • [03:30] Sales communication, value framing, and patient motivation • [05:05] Nail fungus treatment challenges and package opportunities • [06:15] Referral request cards and systematizing referrals • [06:55] 2025 revenue metrics and lessons from a $1.15M year • [07:55] Review growth after reactivating Swell • [08:40] Managing virtual assistants with clearer marketing direction • [09:45] Reactivation campaigns and the seven-word email • [10:35] January 2026 focus: Closer framework, urgent care, recall systems⸻🔑 Key TakeawayPractice growth at the next level isn’t about doing something radically new—it’s about improving confidence, communication, and systems so higher-value care becomes easier for both you and your patients.⸻ConclusionIf this episode sparked ideas around treatment packages, recall systems, or referral workflows, I’d love to hear what you’re doing in your practice. Head over to practicemastery.com to get on the email list and download the full one-page PDF report with detailed metrics and links. Let’s keep the conversation going and keep pushing practices past the million-dollar mark.

Episode DescriptionShould you keep doing surgery just because you trained for it—or is there a smarter way to structure your practice? A younger associate recently asked whether surgery is still worth it in private practice, especially when stress, risk, and lifestyle are factored in.In this episode, we break down the real-world economics of surgery, the emotional and professional pressure many podiatrists feel to “do it all,” and why selectively doing—or even fully referring—surgical cases can be the right move. We also discuss how adjunctive therapies like shockwave can outperform surgery financially when structured correctly.Finally, we address common questions about shockwave therapy: insurance coverage myths, device selection, and whether cheaper “knockoff” machines are worth the risk.⸻Timestamps • [00:00] A young doctor asks: Is surgery still worth it in private practice? • [00:45] Personal disclaimer: surgical training vs. real-world preference • [01:30] The ego trap: residency expectations vs. practice reality • [02:10] Creating a “surgical comfort list” and setting boundaries • [02:55] Referring complex cases and reclaiming mental bandwidth • [03:30] The real profit driver: adjunctive therapies, not the surgery • [04:15] Shockwave therapy and insurance coverage concerns • [04:55] Choosing a shockwave device and avoiding cheap knockoffs • [05:40] Final thoughts on aligning surgery with lifestyle and strengths⸻Key TakeawayIf surgery causes stress, poor sleep, or low margins, it’s not a requirement for success—strategic referrals and high-value adjunctive therapies can be far more profitable and sustainable.⸻ConclusionSurgery should serve your practice and your life—not the other way around. Whether you refine your surgical scope, fully refer out, or build around in-office and adjunctive treatments, clarity and confidence in your model matter most.Have thoughts or questions on surgery, shockwave, or practice structure? Reach out, share feedback, or start the conversation—these decisions shape long-term success.

Using EBM Products in Your Podiatry Practice: What’s Working So Far⸻Episode DescriptionShould you offer Evidence-Based Medicine (EBM) products directly in your podiatry practice—and if so, how do you price, position, and actually implement them without overcomplicating your workflow?In this episode, Don answers a listener-submitted question and shares his early, real-world experience rolling out EBM medical products in a multi-provider practice. He walks through how pricing was determined, how he frames these products with patients, which clinical scenarios he’s using them for, and the operational tweaks that made adoption easier.If you’re considering EBM but unsure about markup, transparency, fulfillment rates, or staff involvement, this episode gives you a grounded, practical look at what early implementation actually looks like—without hype or theory.⸻Timestamps • [00:00] Introduction and listener-submitted EBM question • [00:45] Why being a “slow adopter” can protect your practice • [01:45] Pricing strategy and markup decisions • [02:35] How EBM products are framed to patients • [03:30] Clinical use cases: inflammation, shockwave, fibromas, neuropathy • [04:25] Workflow setup: browser tabs, favorites, and scribe delegation • [05:00] Early results, fulfillment rates, and next steps(Total episode time: 5:18)⸻Key TakeawayStart simple with EBM: follow recommended pricing, limit use to clear clinical scenarios, and streamline ordering before scaling—early systems matter more than early volume.⸻ConclusionHave you tried EBM products in your practice, or are you considering it? Share your experience, questions, or concerns, and Don may feature them in a future episode. Resources and an upcoming EBM Masterclass will be available through Podiatric Practice Mastery for those who want to see exactly how this is being implemented in real time.

From $1M to $2M: A Real Clinic Day BreakdownEpisode DescriptionWhat does a real $1M–$2M podiatry day actually look like—not theory, but execution? In this episode of Podiatry Practice Mastery, Dr. Don Pelto walks through an entire clinic day, patient by patient, explaining how scheduling decisions, delegation, and procedure mix directly impact individual doctor production.Dr. Pelto breaks down how he’s using a nail tech as a true revenue producer, why certain 10-minute follow-ups were removed, and how treatments like shockwave, orthotics, Swift, and neuropathy care fit into a high-efficiency day. He also shares candid lessons from scheduling bottlenecks and payer realities.This episode is ideal for podiatrists aiming to push past the $1M mark without adding more clinic days—by tightening systems, improving communication, and making each visit count.⸻Episode Timeline (Total Time: 13:31) • [00:00] Practice goal: moving from $1M toward $1.5–$2M per doctor • [01:05] Using a nail tech as a revenue producer (15-minute cadence) • [02:35] Scheduling conflicts and why 10-minute slots were removed • [03:55] Nail tech compensation and simple ROI math • [05:00] MVP patient: orthotics strategy tied to shockwave outcomes • [06:15] Shockwave treatment sequencing and patient progress • [07:15] Swift wart treatment pricing lessons • [08:20] Matrixectomies, post-op kits, and efficient follow-ups • [09:25] Bunion pre-op visits and reducing litigation risk • [10:35] Insurance realities: shockwave and neuropathy coverage • [11:35] Planting the seed for advanced care—and setting timelines • [12:40] Selling the outcome, not just the treatment⸻Key TakeawayRevenue growth comes from better structure—not more work. Delegate routine care, protect your schedule, and slow down just enough to help patients visualize life after their pain.⸻ConclusionIf this episode helped you rethink how you structure your clinic day, delegate nail care, or present treatment plans, we’d love to hear from you. Explore additional resources through Podiatry Practice Mastery, and join the weekly email for practical insights you can apply immediately.Questions or feedback? Reach out and keep the conversation going.

🎙️ From $1.2M to $2M: The Real Levers That MatterEpisode DescriptionWhat actually changes when you move from a $1.2M practice to a $2M practice—and what doesn’t? Many podiatrists assume growth means more hustle, more patients, or longer days. In reality, the jump to $2M requires a completely different way of thinking about leverage, structure, and belief.In this episode of Podiatry Practice Mastery, we break down the math behind the $2M goal and walk through the highest-impact levers available to a solo doctor already producing well. The focus is on increasing revenue per visit, tightening systems, and eliminating leakage—not grinding harder.You’ll hear practical strategies around treatment sheets, phase-based care, bundled offerings, belief-driven patient conversations, recall systems, and referral development. This episode is both a roadmap and a self-reflection for any practice owner who knows they’re capable of more—but wants to get there with less stress and more intention.⸻⏱️ Episode Timestamps • [00:00] Why $2M thinking is easier than $1.4M thinking • [01:45] The math behind the $800K production gap • [03:30] Why revenue per patient is the #1 growth lever • [05:10] Using treatment sheets to prevent revenue leakage • [06:45] Phase 1 vs Phase 2 care: structuring value intentionally • [08:15] Belief, conviction, and “selling the vacation” • [09:55] High-value treatments vs low-value visits • [11:10] Programs, bundling, and raising your standard of care • [12:35] Recall systems, referrals, and buying your time back⸻🔑 Key TakeawayTo reach $2M, stop chasing more volume and start mastering leverage: raise your revenue per visit, systematize follow-ups and recalls, and align your belief with the treatments you offer.⸻ConclusionIf this episode sparked ideas—or challenged your current approach—I’d love to hear your thoughts. What lever do you think will make the biggest difference in your practice right now? Join the conversation, and explore more resources at podiatrypracticemastery.com as you work toward your next level of growth.

Using Menu-Based Treatment Plans to Improve Case Acceptance⸻Episode DescriptionDo your patients feel overwhelmed when you explain treatment options—and then fail to follow through? Many podiatrists unintentionally overload patients with too many recommendations at once, leading to confusion, poor compliance, and stalled outcomes.In this episode of Podiatry Practice Mastery, we break down a practical framework inspired by Money Models by Alex Hormozi: the Menu Upsell. You’ll learn how to simplify treatment conversations using structured treatment sheets, phased care, and A/B choices—helping patients decide confidently while improving efficiency, outcomes, and revenue consistency in your practice.⸻Timestamps • [00:00] Introduction and why treatment overload hurts patient compliance • [01:15] Overview of Money Models and the “Menu Upsell” concept • [02:05] Why traditional verbal treatment explanations fail patients • [03:05] Using treatment sheets as a visual “menu” • [03:55] Categorizing treatments: inflammation, tightness, and load reduction • [04:40] Step 1: Unselling what the patient does not need • [05:35] Step 2: Prescribing what is needed (and what can be sourced elsewhere) • [06:20] Phase 1 vs. Phase 2 treatment framing • [07:05] A/B choices: guiding decisions without yes/no questions • [08:00] Prepay options, scheduling efficiency, and treatment completion • [08:35] Final thoughts on confidence, pricing, and patient outcomes⸻Key TakeawaySimplifying treatment plans into a clear “menu” with phased care and A/B choices reduces patient overwhelm, improves case acceptance, and strengthens your confidence in recommending higher-value care.⸻ConclusionThis menu-based approach isn’t about being salesy—it’s about clarity, structure, and helping patients commit to what will actually get them better. If you’ve tried treatment sheets, phased care, or A/B choices in your practice, share what’s worked (or hasn’t). Let’s keep refining systems that improve both patient outcomes and practice sustainability.

Selling the Outcome, Not the Treatment⸻Episode DescriptionAre patients agreeing to your treatment plan—or just nodding along? In this episode of Podiatry Practice Mastery, a Monday-in-the-practice recording breaks down a simple but powerful communication framework to improve patient buy-in.Drawing inspiration from Alex Hormozi’s “Closer” concept, this episode reframes clinical conversations into five steps: Clarify, Label, Open up, Sell the Vacation, and Explain objections. The key shift is learning how to help patients emotionally visualize life after pain—before listing treatments.The episode also walks through a real-world MVP plantar fasciitis case, shockwave therapy workflows, prepay strategies, orthotic compliance language, and operational breakdowns that quietly cost practices revenue.⸻Key TakeawayPatients accept care more easily when they understand the future they’re buying, not just the treatment they’re receiving. Lead with outcomes, then explain the plan.⸻Timestamps • [00:00] Introduction and purpose of Monday practice recordings • [01:05] Overview of the “Closer” framework and why it applies to podiatry • [02:10] C – Clarify: Letting patients fully explain symptoms • [03:00] L – Label: Naming the diagnosis with confidence • [03:40] O – Open up: Duration, failed treatments, and impact on life • [04:45] S – Sell the Vacation: Helping patients visualize life without pain • [06:40] E – Explain objections: Pre-framing cost, injections, surgery, and fear • [08:30] Phase-based plantar fasciitis treatment (Phase 1 vs Phase 2) • [10:00] MVP patient case: shockwave, amniotic injection, and orthotics • [12:10] Prepay strategy and why discounts improve completion • [13:30] Shockwave reassurance, healing timelines, and outcome framing • [15:10] Inventory breakdowns, missed sales, and staff communication gaps • [16:30] Final thoughts on communication skills and selling outcomes(Total runtime: 17:29)⸻ConclusionTry leading your next treatment discussion by helping the patient picture their life without pain before explaining how you’ll get them there. If you experiment with this approach—or have communication strategies that work well in your practice—share your feedback and keep the conversation going.

Building Patient Buy-In Through Rapport & Treatment Framing⸻Episode DescriptionHow do you increase treatment acceptance without feeling salesy or rushed? In this episode of Podiatry Practice Mastery, we walk through two real half-days in clinic and break down why certain patients were the most valuable—not just financially, but strategically.The discussion highlights how rapport, expectation-setting, and consistent treatment frameworks (like Phase One vs. Phase Two care) directly impact patient trust and follow-through. From heel pain and Achilles tendinopathy to pediatric cases and callus management, the episode focuses on how small communication choices compound into better outcomes.A major theme is learning how to “sell the vacation”—helping patients visualize life without pain instead of over-explaining individual modalities. This shift reframes care around outcomes, not procedures, and reduces friction around higher-cost treatments.⸻Timestamps​ [00:00] Overview of two year-end half-days and defining “most valuable patients”​ [01:00] MVP #1: Bilateral heel pain, rapport-building, and treatment acceptance​ [03:05] Phase One vs. Phase Two framing to reduce cost resistance​ [04:10] MVP #2: Prior shockwave success and managing patient expectations​ [05:30] Consistency in pricing and protocols across visits​ [06:25] Leveraging DME, imaging, and follow-ups for comprehensive care​ [08:00] Pediatric cases, Severs disease, and shockwave positioning​ [09:20] Liposana and treating fat pad atrophy without apology​ [10:30] “Selling the vacation” vs. selling procedures​ [11:55] Nail, wart, and fungal management pearls​ [13:05] Mixed treatment days and final reflections⸻Key TakeawayPatients don’t buy treatments—they buy outcomes. Building rapport, setting expectations early, and framing care around the life they want back dramatically increases trust and acceptance.⸻ConclusionIf this breakdown was helpful, let me know what topics you’d like to hear more about. For a deeper dive into systems, pricing, and decision-making that move practices toward—and beyond—the million-dollar mark, visit Podiatry Practice Mastery and continue the conversation.

Episode DescriptionHow do you consistently move toward a million-dollar practice without adding chaos to your schedule? In this episode, Don records another full clinical day using his Million Dollar Minute framework—this time focusing on orthotics volume, case mix, and decision-making.Starting with a 21-year-old bunion patient, Don walks through how he structures conversations around shoes, orthotics, and expectations, with a clear daily goal of two orthotic scans to reach 40 per month. He then breaks down a full schedule of shockwave therapy, warts, nail care, neuropathy, equinus, posterior tibial tendon dysfunction, and follow-ups—highlighting where systems, delegation, and product selection matter most.The episode closes with practical insights on using over-the-counter orthotics strategically, adapting devices chairside, and a simple phrase that reframes cost conversations while improving patient trust and compliance.⸻Timestamps​ [00:00] Introduction & MVP of the dayBilateral bunions, shoe education, orthotics, and setting a daily orthotic target.​ [01:10] Wart care, Swift, and shockwave outcomesLong-term wart management, Achilles shockwave success, and PT transitions.​ [02:20] Qutenza strategy & specialty pharmacy insightWhy fulfillment method matters for production numbers and margins.​ [03:10] Acute toe pain & OTC orthoticsDifferentiating stress injuries, hematomas, and when OTC devices make sense.​ [04:10] Orthotic follow-ups & compliance strategyWhy a second pair often improves outcomes more than adjustments.​ [05:05] Routine care: warts, ingrowns, imaging, shockwaveEfficient flow through common but essential visits.​ [06:10] Insurance-covered shockwave & edge casesWhen coverage works—and why expectations still matter.​ [07:05] Complex tendon and arthritis casesKnowing when to escalate to MRI and reassess the diagnosis.​ [08:00] Tracking “no’s” and declined orthoticsWhy refusals are just as important to monitor as conversions.​ [08:40] Afternoon follow-ups & pediatric casesShockwave completions, pronation, equinus, and long-term planning.​ [09:35] Least-expensive-effective-solution philosophyModifying OTC orthotics, posting, and test-driving relief before customs.​ [10:05] Closing thoughtsApplying systems thinking to daily care decisions.⸻Key TakeawayConsistent orthotic volume comes from structured conversations, smart use of OTC devices, and tracking both conversions and declines—not from pressure or over-selling.⸻Conclusion If you’re experimenting with orthotic workflows or balancing OTC versus custom devices, reflect on what’s improving compliance in your practice and keep refining what works.

Episode DescriptionWhat if the fastest path to a million-dollar practice isn’t more patients—but better awareness of what happens inside each day? In this episode, Don walks through a real Monday using what he calls the Million Dollar Minute: deliberately tracking patient encounters, treatments, and downstream value.Using a mix of shockwave therapy, orthotics, nail procedures, injections, in-office surgery, and self-pay services, Don breaks down how intentional sequencing, patient education, and systems thinking reduce resistance and increase both outcomes and revenue. He also shares why timing matters—especially with orthotics, shockwave, and follow-ups—and how simple operational habits add up.The episode closes with marketing reflections, including website lead magnets, outsourcing digital work, and how small strategic changes can compound without adding clinical stress.⸻Timestamps • [00:00] Introduction & the “Million Dollar Minute” conceptWhy Don started tracking entire days—not just procedures—and how this reframes revenue awareness. • [01:05] MVP patient strategy: shockwave → orthoticsUsing visit timing to reduce resistance and improve long-term outcomes. • [02:15] Nail care, KeryFlex, and delegation decisionsPricing, follow-ups, and why some services are better delegated. • [03:10] Shockwave therapy case mix & progressionNeuromas, tendonitis, metatarsalgia, and visit sequencing. • [04:05] Complex pain cases: imaging, injections, and uncertaintyManaging OCDs, neuromas, and staged decision-making. • [05:00] In-office procedures & risk awarenessNail avulsions, Anodyne/AniFix staging, amputations, and neuropathic patients. • [06:10] Orthotics, equinus, and conservative care systemsPairing devices with stretching, splints, and patient compliance. • [07:05] Pediatric and routine follow-upsWarts, ingrowns, calluses, and efficient care flow. • [08:05] Injection-heavy visits & surgical planningManaging expectations when surgery is coming but pain needs control now. • [08:55] Marketing systems & website lead ideasOutsourcing SEO, ads, and introducing a simple “foot quiz” lead magnet. • [09:35] Closing thoughtsWhy tracking days—not just totals—changes how you practice.⸻Key TakeawayTracking a full clinical day with intent reveals where systems, timing, and patient education quietly drive both better outcomes and higher-value care—without seeing more patients.⸻If this episode sparked ideas about how you structure visits or track your day, share what you’re testing or refining in your own practice—we’d love to hear what’s working for you.

🎙️ Podcast DescriptionHave you ever hesitated to bring a new product into your practice because it felt like “one more thing” for an already busy team? In this episode of Podiatry Practice Mastery, Don walks through his real-world decision process for introducing a new product—what worked, what caused friction, and what he’d change next time.Using his early experience with EBM Medical as a case study, Don breaks down how to evaluate vendors, reduce staff overwhelm, protect patient trust, and decide whether a lower-dollar add-on is actually worth the squeeze compared to higher-value treatments like shockwave and orthotics.This is a practical, unfiltered look at product integration from a busy, multi-doctor practice—not a sales pitch.⸻📌 Key Topics Covered (Accurate Timestamps @ 169 WPM)[0:00] Why adding new products feels risky in a busy practiceThe challenge of decision-making in a multi-doctor, multi-office environment.[1:35] Why EBM Medical stood out as a vendorWhat Don looks for in companies that approach practices the right way.[3:00] Involving all partners before making product decisionsWhy unilateral decisions fail in group practices—and what works better.[4:30] Drop-shipping vs in-office dispensingWhy patients don’t follow through when you send them “somewhere else.”[6:10] Early wins: how Don is using EBM products clinicallyAnti-inflammatory options, fibromas, Raynaud’s, neuropathy, and realistic expectations.[8:20] The 3-month trial mindset (and why follow-ups matter)Using products to create accountability and meaningful reassessment visits.[9:45] Trying products without committing to inventoryTesting Tin products before deciding whether to stock them in-office.[11:00] Friction points: logins, training, and workflow disruptionWhat slowed adoption—and how vendors could improve onboarding.[12:40] Favorites lists and standardizing usage across doctorsHow shared favorites reduce confusion and speed adoption.[14:05] What vendors should teach (but usually don’t)Why short “how-to” videos and real doctor protocols matter.[15:45] Notification overload and managing rep communicationWhere enthusiasm turns into friction.[17:00] Prescribing vs selling: patient psychology mattersWhy “I’m prescribing this” feels very different than “buy this on the way out.”[18:45] Marketing integration: protocols, follow-ups, and perceptionWhere these products fit—and where they don’t.[20:10] The real question: is the juice worth the squeeze?Comparing $60 products to $600–$1,500 treatments and deciding where to focus.[22:10] Website links vs direct prescribingWhy Don prefers prescription-based credibility.[23:30] Final thoughts + invitation for peer feedbackAsking other podiatrists what’s working (and what isn’t).⸻🎯 Core TakeawayNew products should reduce friction, not add it. If they don’t fit cleanly into your protocols, explanations, and follow-up structure, even “good” products can become distractions.

🎧 Podcast Description In this episode of Podiatry Practice Mastery, I walk through my November 2025 one-page report — what actually moved the needle in my practice, what flopped, and how I’m trying to 10x revenue per patient without turning my clinic into a sales floor.I share why our online reviews crashed when we tried to let our EMR “do everything,” how a simple switch back to Swell brought us right back to 60–80 reviews a month, and how I’m baking referrals directly into our orthotic experience with simple cards and a small “wow” package.Then I get into the uncomfortable part: going from ~$200 per patient to $2,000+ by stacking packages, simplifying into good-better-best, and working on my own conviction around orthotics and premium care. I’ll also talk about where laser and AI scribes do and don’t fit in the real world of a busy podiatry clinic, and why I’m building an asynchronous coaching model instead of classic Zoom-heavy masterminds.If you’re already busy, sitting around $600–700K, and trying to figure out how to break the million-dollar mark per provider without burning out, this one is for you.🔑 Key Takeaways for Colleagues • Tight review automation beats “all-in-one” tools. Too many steps in the Clara review flow tanked our numbers; a simple Swell re-activation bounced us back to 60–80 reviews/month. • Patients buy outcomes, not products. Reframing shockwave + orthotics as a single ~$2,000 “get better and keep it from coming back” package creates far less resistance than selling orthotics à la carte. • Good-Better-Best is clearer than giant menus. Moving from dense treatment sheets to 3 simple pathways (insurance-only, advanced, premium stacked care) makes it easier to ask for $3K+ packages with a straight face.SEO keywords (for colleagues): podiatry practice mastery, million dollar podiatry practice, shockwave and orthotics package, Swell vs Clara reviews, podiatry good better best offer, Ben Hardy Time Is a Tool, 10x revenue per patient, asynchronous coaching for podiatrists⸻⏱ Timestamps • 00:00 – Why I still do a monthly one-page reportAccountability, sharing with other docs, and setting up the November focus. • 00:38 – Fixing review automation and dominating local searchSwell vs. Clara, how one “small” change tanked reviews, and what actually works. • 02:39 – Referral request cards & orthotic “gift bag” strategyWater bottle, socks, referral card — and why I attach referrals to high-value visits. • 03:36 – November KPIs: crossing the million-dollar paceHitting $107K for the month vs. the $80K target and what that means going into 2026. • 05:44 – Ben Hardy’s ‘Time Is a Tool’ and 10x patient valueShrinking timelines, moving from $200 to $2,000 per patient, and why that’s more about mindset than CPT codes. • 07:01 – From treatment sheets to Good-Better-Best packagesInsurance-only care, $2K shockwave + orthotics, and a $3,500 stacked premium pathway. • 09:43 – AAPPM takeaways: stacking treatments & using laserShockwave + laser + amnio, and how I’m trying to keep the explanation simple in the room. • 12:08 – Why I’m not switching to an AI scribe (yet)Quality of life vs. cost, and why I don’t want to be the guinea pig while my human scribe is working well. • 12:46 – Outsourced content, B-roll, and paid traffic testsRepurposing these audios into IG/TikTok, and running small AdWords campaigns to push the Million Dollar Blueprint. • 14:12 – Building an asynchronous coaching model for podiatristsHelping 100 docs via app-based, on-your-own-time coaching instead of weekly Zooms. • 17:04 – The big 2026 goals and incentive-based coachingGetting comfortable asking for $3K packages, 100 docs in 90 days, and using Hormozi-style incentives so people actually do the work.

In this episode I’m unpacking my 12 big takeaways from AAPPM 2025 in Fort Lauderdale—not as theory, but as concrete changes I’m making in my own clinic.I talk through how I’m prioritizing ideas after the meeting (so they actually get implemented), why I’m finally putting prices on my treatment sheets, how I’m repositioning orthotics as “recurrence prevention” instead of a bolt-on, and what I’m doing with guarantees for shockwave and laser that don’t involve handing money back.I also share how I’m re-thinking fungal nail laser (again), how I’m stacking Remy/Cutera laser on top of shockwave and amnio for a true regenerative package, and the exact wording I picked up from other docs for handling “that’s expensive” conversations without getting defensive.Then we get into fat pad injections (LipoSana), biopsies/ultrasound for ulcers, knowing your cost per visit, and the big one: getting staff to run shockwave/laser so you can buy back time and still grow.If you were at AAPPM and heard something different you’re implementing, email me—I’d love to share more of these real-world playbooks with the Podiatry Practice Mastery community.SEO keywords: AAPPM 2025 — podiatry practice management — treatment sheets with pricing — shockwave and laser stacking — regenerative medicine in podiatry — fungal nail laser protocol — guarantees for cash services — fat pad injections — practice overhead per visit — delegating shockwave to staff⸻⏱ Episode Timestamps • 00:00 – Why I love AAPPM and what this episode covers • 01:00 – Takeaway #1: Beating conference overwhelm with A/B/C lists and A1–A3 priorities • 03:00 – Treatment sheet upgrades: prices, A/B options, and “prevent recurrence” positioning • 05:00 – Presenting orthotics at visit #1 and bundling them with shockwave (from $1,500 → $2,100) • 06:30 – Takeaway #2: Rethinking fungal laser as a “maybe” with case-study pricing and stricter protocols • 08:00 – Takeaway #3: Stacking laser on top of shockwave (short-acting vs long-acting explanation to patients) • 09:30 – Takeaway #4–5: Regenerative medicine pearls and building real guarantee language into offers • 11:00 – Takeaway #6: Better phrasing in the room—mask vs heal, curiosity questions, and handling “that’s expensive” • 13:00 – Takeaway #7–8: Ultrasound and biopsy for stubborn ulcers + LipoSana for fat pad atrophy • 14:30 – Takeaway #9–10: RSDi readers, M&M prescription jars, and relationship-building with offices • 15:30 – Takeaway #11: Calculating cost per visit and deciding what you should never be doing • 17:00 – Takeaway #12: Having staff run shockwave/laser and buying back your own time • 18:30 – Wrap-up: If you were at AAPPM, send me your best takeaway and I’ll share it with the group

Most of what moves a practice isn’t fancy surgery—it’s systems that stack. In this month’s one-page report I cover what worked, what flopped, and what I’m doubling down on: a review engine that finally reversed our dip, a clean “Shockwave + Orthotics” bundled offer, and a simple automation cadence that’s pushing urgent-care traffic and Google Business visibility. I show real ModMed numbers, share the ad workflow my offshore team runs, and the FAQs I now hand patients so staff isn’t stuck re-explaining the same thing 20 times a day.If you want me to walk you through seven specific revenue levers you can turn in 30 days, email me—happy to hop on and map it out with you.SEO keywords: podiatry practice growth — Google Business optimization — shockwave therapy bundle — orthotics upsell — review management Swell — ModMed reports — urgent care marketing — patient FAQs00:00 — Why I do a one-page report and what changed in October00:34 — Local search “automation to dominate” and where it’s landing01:24 — Cosmetic vs non-cosmetic mix in ModMed — shockwave still the driver02:29 — Monthly payments trend and the $80k/month personal benchmark03:15 — Worcester vs Westborough encounter split (what the data says)03:55 — Ad workflow: SubMagic captions → YouTube/TikTok → urgent-care page04:50 — Higher-quality “longs” and why pro edits are outperforming my shorts06:03 — New offer: $2,000 Shockwave + Orthotics bundle — plus a $60 downsell06:51 — Reducing churn by building referral sources vs single-patient asks07:23 — Asking “why not?” when patients decline — money vs belief07:44 — Laminated FAQs for Shockwave, Swift, and Orthotics (and how I use them)08:14 — Pre-visit video (VSL) to set expectations before they arrive08:45 — Offshore team’s Google Business playbook: posts, Q&A, descriptions09:51 — Review recovery: why we ditched Clara and went back to Swell10:56 — The graph that mattered: reviews per month by year11:59 — Next steps: per-doctor profiles + article on reviews + 7-lever sessions12:48 — Open invite: email me for a 30-day revenue plan (free)

Here is a replay from an interview I did on podiatry marketing podcast. If you like it check out their podcast.https://www.podiatrymarketing.com

How can delegation, automation, and better review systems help grow your (podiatry care) practice beyond the million-dollar mark? In this episode of Podiatry Practice Mastery, I share my October 2025 one-page report—covering delegation wins, digital media upgrades, and new review automation systems that are transforming our local visibility.What You’ll Learn in This EpisodeHow delegating marketing tasks to a virtual assistant increased execution speedSetting up urgent care postcards, ads, and landing pages that actually convertTracking cost-per-patient and lifetime value inside ModMedUsing YouTube Shorts and XOGO screens to educate patients in the waiting roomBuilding a powerful review system to dominate Google searchWhy I paused daily podcasts to focus on higher-value projectsHow AI tools like Hormozi’s “Money Models” bot are reshaping my business ideasWhy You Should ListenIf you’re a podiatrist looking to automate your marketing, boost reviews, and delegate effectively without losing control, this episode gives you a behind-the-scenes roadmap from a real six-figure monthly producer.

IntroWhat’s the best shockwave device to buy for your podiatry practice? In this episode of Podiatry Practice Mastery, I break down my experience with Storz (focused and radial) and Softwave devices, plus practical advice on pricing, insurance coverage, and sales strategy.What You’ll Learn in This EpisodeWhy you shouldn’t base your device choice on insurance coveragePros and cons of Storz focused vs. radial shockwave devicesWhere Softwave excels and its hidden drawbacksKey differences in sales approaches between vendorsWhy buying high quality pays off long-termTips for trialing devices and building patient confidenceWhy You Should ListenIf you’re weighing shockwave investments, this episode will help you cut through sales hype and make a confident choice that grows revenue and delivers lasting patient outcomes.Key Topics Covered[0:01] Listener question: choosing a shockwave device[0:45] Insurance coverage reality check[2:05] The Storz advantage: reputation and conferences[3:45] Radial vs. Focused—when each is most useful[5:12] Pros and cons of Softwave technology[7:00] Cost differences and hidden expenses[8:30] Why buying high-quality devices matters[9:40] Avoiding the “cheap device trap”[10:25] Free resources: Practice Formula and Million Dollar Club👉 Listen now to learn how to confidently select the right shockwave device for your podiatry practice—and avoid costly mistakes that slow your growth!