Don Pelto, DPM - Podiatry Practice Mastery

Why Visiting Other Practices Accelerates Growth⸻Episode DescriptionWhat if one of the fastest ways to grow as a podiatrist had nothing to do with new marketing tactics or equipment purchases? In this episode, I share a recent experience hosting a visiting physician and why spending your own time and resources to learn from other practices can dramatically shorten your learning curve.We break down practical takeaways from this visit—from treatment sheet workflows and low-cost in-room patient education to perspectives on shockwave for wounds, MIS surgery in the office, and real-world thoughts on Swift technology costs. This is a candid look at how collaboration, observation, and curiosity can directly influence clinical efficiency and practice design.⸻Timestamps • [00:00] Why hosting visiting doctors benefits both sides • [01:20] The mindset of investing time and money to learn from others • [02:35] Treatment sheets, front desk flow, and simple workflow improvements • [03:50] Using in-room TVs and USB videos for patient education • [05:05] Shockwave for wounds and navigating insurance hesitation • [06:30] Office-based MIS surgery as a time-efficient alternative • [07:40] Swift technology: effectiveness, tip costs, and real frustrations • [09:05] Why visiting other practices should be intentional and ongoing⸻Key TakeawayRegularly visiting other practices—and paying attention to their systems, not just their medicine—can accelerate your growth faster than trying to figure everything out on your own.⸻ConclusionIf you’re early in your career or even years into practice, consider scheduling regular visits to other offices to see how they operate, educate patients, and structure care. If this episode sparked an idea or challenged your thinking, reach out or share your perspective—I always enjoy the dialogue.

Eliminating Open Slots to Increase Practice Revenue⸻Episode DescriptionWhat’s the least valuable patient in your practice? It’s probably not who you think. In this episode, I break down why the most costly problem in a podiatry schedule isn’t low-reimbursement visits—it’s empty appointment slots that go unfilled.I walk through real daily tracking sheets, contrasting least valuable patients with most valuable ones, and explain how tightening scheduling, stacking services appropriately, and identifying missed opportunities can significantly raise personal production. This is a practical, behind-the-scenes look at how small operational decisions compound into million-dollar outcomes.⸻Timestamps • [00:00] Why open schedule slots are the true least valuable “patients” • [01:30] Reframing daily capacity and tracking missed potential • [03:10] High-value visit example: plantar fasciitis workup to shockwave and orthotics • [05:10] Least valuable visits: orthotic adjustments and post-op globals • [06:50] Managing busy patients who “don’t have time” (and still need definitive care) • [09:10] Staged procedures, bundling services, and visit efficiency • [11:40] Identifying MVPs: laser, collagen kits, shockwave, and orthotic strategies • [14:10] Systems thinking: staff training, automatic imaging, and upsell awareness • [16:00] Why reducing low-value visits increases high-value capacity⸻Key TakeawayYour fastest path to higher production isn’t seeing more patients—it’s reducing empty slots and intentionally converting visits into higher-value, outcome-driven care plans.⸻ConclusionIf you’re not tracking open capacity, you’re likely underestimating your true revenue leak. Start looking at your schedule through the lens of opportunity cost, not just visit counts. If this episode helped reframe how you look at your day, share it with your team or join the Podiatry Practice Mastery email list for weekly insights focused on real-world practice growth.

Using Rollovers to Convert Hesitant Patients⸻Episode DescriptionHow do you move patients forward when they feel like they’ve already “wasted money” on treatments that didn’t work? One simple pricing and communication strategy can lower resistance without discounting your value.In this episode, I explain how to use rollovers—crediting prior patient spending toward higher-value treatments—to increase acceptance of orthotics, laser, and advanced care. I then walk through a fast-paced clinical day, highlighting where rollovers, judgment calls, and selective follow-ups fit into real-world podiatry practice.⸻Timestamps​ [00:00] What a “rollover” is and when to use it​ [01:05] Rollover examples: prefabs, orthotics, and failed fungus treatments​ [02:30] Why rollovers work psychologically without devaluing care​ [03:15] Clinical day highlights: ingrowns, fractures, shockwave, and post-ops​ [05:00] Managing uncertainty: infections, MRI follow-ups, and cautious monitoring​ [06:20] Bundling visits and identifying future treatment opportunities⸻Key TakeawayStrategic rollovers help patients move forward by reframing past spending as progress—not loss—while keeping your care plan intact.⸻ConclusionIf patients hesitate because they feel burned by prior treatments, consider using rollovers selectively for higher-cost, higher-impact care. It’s not about discounting—it’s about momentum. If this episode was helpful, share it with a colleague or reach out with feedback.

Turning Urgent Care Misses Into Referrals⸻Episode DescriptionWhat if the biggest referral opportunity in your market is hiding in plain sight at urgent care? Many podiatry practices routinely see patients sent over late—after missed diagnoses, incomplete treatment, or delayed referrals. The question is: how do you turn that reality into a system that consistently drives new patients?In this episode, I walk through a practical strategy for educating urgent care centers on the most commonly missed foot and ankle diagnoses—and how that education can position you as their go-to specialist. I also share a real-world clinic day breakdown, highlighting how clinical decision-making, follow-ups, and workflow systems intersect with long-term practice growth.⸻Timestamps​ [00:00] Why urgent care is a hidden referral opportunity​ [00:45] Commonly missed urgent care diagnoses (Lisfranc, Achilles, Charcot, and more)​ [02:00] Building an educational presentation to attract referral sources​ [02:55] Using a “Dream 100” style outreach strategy with urgent care centers​ [03:40] Clinical day recap: routine care, procedures, infections, and shockwave therapy​ [05:05] Orthotics, phased treatment plans, and patient clarity​ [05:45] Podcast workflow, follow-ups, and tackling no-shows⸻Key TakeawayEducating referral sources—especially urgent care centers—on what they commonly miss is one of the most effective, non-salesy ways to position your practice as essential rather than optional.⸻ConclusionIf you’re seeing late referrals or poorly managed cases from urgent care, consider flipping the script by proactively teaching instead of reacting. If this episode sparked an idea or made you rethink your referral strategy, share it with your team or reach out—feedback and real-world discussion are always welcome.

What an Eye Doctor Visit Taught Me About Patient ExperienceEpisode DescriptionHave you ever walked out of a medical appointment knowing the care was good—but the experience could have been better? In this episode of Podiatry Practice Mastery, Don reflects on a recent visit to the ophthalmologist with his father and unpacks what podiatrists and practice owners can learn from it.From smart delegation to staff utilization, to the importance of clear communication and slowing the pace of care, this short episode highlights practical ways to improve patient experience without sacrificing efficiency. Don also discusses why simple habits—like a “running commentary” during exams and better follow-up systems—can dramatically change how patients perceive your practice.Timestamps​ [00:00] Welcome to Podiatry Practice Mastery and resource reminder​ [00:32] Context: Visiting the ophthalmologist with a family member​ [01:00] What worked well: Efficient intake and advanced staff utilization​ [01:48] Delegation lessons for podiatry practices​ [02:22] The value of routine annual follow-ups​ [02:58] What didn’t work: Medical jargon and lack of explanation​ [03:32] The power of a “running commentary” during exams​ [04:05] Rushing, documentation burden, and the case for scribesKey TakeawayImproving patient experience doesn’t require more time—just better communication, smarter delegation, and systems that keep patients informed and coming back consistently.ConclusionIf this episode sparked ideas for improving your own patient experience, I’d love to hear your thoughts. Visit podiatrypracticemastery.com to download (or re-download) the $1,000,000 Practice Formula and share your feedback. Your input helps shape future conversations—thanks for listening.

How to Use Treatment Sheets to Guide Care and Increase ClarityEpisode DescriptionHow do you simplify complex treatment plans without overwhelming patients—or your staff? In this episode of Podiatry Practice Mastery, Don answers listener questions from two practicing podiatrists focused on growth, systems, and execution inside a busy practice.The first half of the episode addresses questions around scaling toward the $1M mark, including urgent-care style scheduling, website and marketing vendors, and practical insights on EHR and billing workflows. Don shares what he personally uses, what he avoids, and why simplicity and cost control matter at this stage of growth.The second half is a deep, tactical breakdown of how Don uses treatment sheets in real patient visits. He walks through exactly how they’re stored, presented, customized, and integrated into visits for common conditions like plantar fasciitis and nail fungus—showing how clear structure improves patient understanding, compliance, and efficiency without feeling scripted.Timestamps​[00:00] Listener questions and episode overview​[00:55] Scaling from $600K to $1M with an urgent-care mindset​[02:05] Website and marketing vendors Don recommends​[03:15] EHR, billing workflows, and ModMed insights​[04:30] Insurance and DME expectations in real-world practice​[05:30] Introduction to treatment sheets and where to access them​[07:10] How treatment sheets are stored, printed, and updated​[09:05] When and how to present treatment sheets during visits​[10:30] Nail fungus treatment sheet: structure and patient flow​[12:45] Plantar fasciitis and Achilles tendinitis treatment sheets​[14:40] Guiding patients by checking what they don’t need​[15:45] Why treatment sheets outperform slide presentationsKey TakeawayTreatment sheets create clarity, consistency, and confidence—helping patients understand what’s happening now, what comes next, and why, while saving physician time and reducing confusion.ConclusionIf this episode gave you ideas you want to implement, let me know what resonated. You can email me directly or visit podiatrypracticemastery.com to download the free $1,000,000 Practice Formula. If you want to see the actual treatment sheets discussed, reach out—I’m happy to share what I use every day in practice.

Surgical Wow Factors That Patients Actually RememberEpisode DescriptionWhat do patients remember most about surgery—the procedure itself, or how you made them feel before and after? In this episode of Podiatry Practice Mastery, Don breaks down the specific pre-procedure, intra-procedure, and post-procedure systems he uses to create consistent “wow” experiences for surgical patients.Rather than focusing on monetization, Don explains how thoughtful preparation, proactive communication, and simple personal touches reduce anxiety, improve trust, and protect the physician. From structured pre-surgical visits to automated follow-ups and small post-op gestures, this episode shows how intentional systems—not extra time—drive better patient experiences.Timestamps • [00:00] Introduction and the importance of consistency in patient experience • [00:45] Why systems—not effort—create reliable “wow” factors • [01:20] Pre-surgical visits, consent, and structured discussions • [02:40] Lessons learned from past complications and legal exposure • [03:40] Day-before and day-of surgery communication habits • [04:30] Intra-operative wow factors and involving families • [05:30] Post-op contact, texting, and giving patients direct access • [06:40] Using EMR tasks and automation for office procedures • [07:35] Post-surgical kits and personal touches that stand outKey TakeawayPatients don’t experience “great care” by accident—clear processes before, during, and after procedures create reassurance, trust, and memorable experiences without adding chaos to your day.ConclusionIf this episode gave you ideas to refine your own surgical or procedural workflows, I’d love to hear what you’re implementing. Reach out to me directly or visit podiatrypracticemastery.com for resources and to continue the conversation.

How to Talk About Cash-Pay Treatments Without SellingEpisode DescriptionHow do you introduce high-ticket, cash-pay treatments without sounding salesy or uncomfortable? In this episode of Podiatry Practice Mastery, Don answers a listener question on how to communicate value and pricing for services like shockwave therapy, biologics, and other self-pay procedures.Don breaks down the mindset shift most podiatrists were never taught in training—how belief, conviction, and structure directly impact patient decisions. He explains where cash-pay options should live in your treatment flow, how treatment sheets and imaging support the conversation, and when staff should (and shouldn’t) be involved. The episode offers a practical framework for offering advanced treatments confidently, ethically, and consistently.Timestamps​ [00:00] Introduction and listener question overview​ [01:05] Why cash-pay conversations feel uncomfortable for doctors​ [02:10] The importance of believing in what you offer​ [03:40] How to build conviction before charging patients​ [05:05] Where cash-pay treatments belong in the care pathway​ [06:25] Using treatment sheets to guide phase-one vs phase-two care​ [08:05] Provider vs staff: who should discuss pricing and why​ [09:35] Imaging and ultrasound as value-building tools​ [11:10] Language, phrasing, and setting patient expectations​ [12:30] Advanced follow-up strategies when patients decline careKey TakeawayCash-pay treatments work best when they’re presented with conviction, structure, and timing—patients respond to clarity and confidence, not pressure.ConclusionIf this episode helped you rethink how you present advanced treatments, I’d love to hear your thoughts. Visit podiatrypracticemastery.com for free resources or reach out directly with questions you’d like covered in a future episode.

One-Sheet Protocols That Increase Revenue Per VisitEpisode DescriptionWhat if your biggest growth bottleneck isn’t marketing or reimbursement—but the way you present treatment? Many podiatry practices struggle to break past revenue plateaus despite being busy every day. The issue often isn’t volume alone, but how care is structured, communicated, and delivered.In this episode, Don Pelto joins Giselle to unpack the systems that helped his practice cross the seven-figure mark. From consolidating routine care to designing one-page treatment sheets that integrate DME, in-office dispensing, imaging, and cash-pay services, Dr. Pelto explains how clear protocols drive both efficiency and patient buy-in.This conversation is especially relevant for practice owners who feel overbooked but underpaid, are hesitant to add associates, or want a practical way to increase revenue per visit without burning out.[00:00] Introduction and context of the interview[01:38] The elusive $1M practice goal and common misconceptions[03:25] Knowing your numbers: 20 patients × $200 visits[04:47] Two real problems: demand vs. value per visit[06:11] Why routine foot care caps growth and causes burnout[07:12] Consolidating routine care into a half-day model[09:45] Creating space for higher-value patient visits[10:40] Building demand through focused marketing and referrals[10:58] Lessons from Alex Hormozi on leads and offers[12:52] Using video and condition-specific content to attract ideal patients[13:55] Positioning a podiatry “urgent care” for same-day access[15:56] Capturing patients lost to urgent care centers[17:28] DME and AFOs as part of standard treatment protocols[17:48] The treatment sheet: one-page protocols that sell ethically[19:24] Anchoring, pre-selling, and setting patient expectations[21:10] Integrating imaging, shockwave, and follow-up care[23:07] Why written protocols matter for associates and staff[25:07] Adding new services with a simple checkbox system[27:02] Saving time, reducing confusion, and increasing consistency[28:53] Coaching doctors through implementation and accountability[31:21] Final takeaway: all protocols on one piece of paperKey Takeaway If you want to grow without burnout, stop relying on mental protocols—put your full treatment process (DME, dispensing, imaging, and cash-pay options) on a single, patient-facing sheet and make it the standard of care.ConclusionWhat protocols are still living only in your head—and costing you time or revenue? Share this episode with a colleague, and let us know which systems you’re already using or struggling to implement. Subscribe for more practical discussions on building a more efficient, profitable podiatry practice.

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.