The Cash-Based Practice Podcast

Jarod Carter
  • 4.9 (129)
  • Business
  • Updated Biweekly

Gathering input from many successful cash-based practice owners, this podcast covers all components of starting or transitioning into the out-of-network/private-pay business model for your private practice. Though the host, Jarod Carter PT, DPT, MTC, and many interviewees are physical therapists, this information is applicable to most healthcare, fitness, and wellness-related businesses looking to decrease reliance on 3rd party payors, and increase cash-based revenue streams. We cover a huge number of topics including: practice transition strategies, 3rd party payor contract legalities, Medicare rules and legalities in the cash-based model, referral source diversification, online marketing, word-of-mouth marketing, optimal website design, blogging, Youtube and video marketing, networking skills and strategies, the vital cash-based mindset, phone conversations and conversions, scheduling, discharge marketing, administrative training, low overhead systems and automation, private-pay wellness/fitness/prevention programs, and everything else that involves the self-pay practice model, how it differs from the traditional insurance-based model, and what you need to do to be successful with this low-stress, rewarding type of private practice.

  1. CBP 313: How to Create Facebook Ads That Actually Produce Cash-Pay Patients

    4d ago

    CBP 313: How to Create Facebook Ads That Actually Produce Cash-Pay Patients

    One of the most common things I hear from practice owners is some version of this: "I tried Facebook ads before, and they didn't work." Sometimes they hired an agency. Sometimes they boosted a few posts. Sometimes they spent a few hundred or even multiple thousand dollars, but never saw a patient walk through the door. The problem is that most practice owners never set up the campaigns in the unique way that is actually proven to produce patients… They either target the wrong audience, use the wrong offer, don't test enough variations, or quit before they collect enough data to know what's actually working. In this episode, I walk one of my Mastermind members through exactly how I would approach Facebook and Instagram ads for her niche. While the specifics were tailored to racket sports athletes, the framework applies to almost any Cash-Based practice. P.S. In association with this week's episode, and in celebration of Father's Day and my 47th birthday, I decided to do something really special for anyone who wants to know every single step of setting up a patient producing Facebook/IG Ad …  The exact process is outlined in detail in one of the nine lessons of my flagship lead generation course: Cash-Based Practice Marketing Intensive, and I put it on a whopping 50% discount until this coming Monday at midnight…  you're not only give you every step of what to do, it explains how to use AI to make it all faster and better along with Ad templates, examples, AI prompts, proven graphic templates …go to drjarodcarter.com/intensive and use promo code MORECASHPATIENTS at checkout to get 50% off. What You'll Learn in This Episode Why most Facebook and Instagram ad campaigns fail The first thing you should verify before building an ad How to structure a simple ad-testing campaign The difference between offers that generate leads and those that don't Why budget matters more than most owners realize How long you should realistically test a campaign The mindset required to make paid advertising work long term USEFUL INFORMATION: Check out our course: Cash-Based Practice Marketing Intensive

    15 min
  2. CBP 312: How Cash Practices Can Win in an AI World

    Jun 14

    CBP 312: How Cash Practices Can Win in an AI World

    Here's a harsh truth that is vital for you to understand if you don't already: You are already losing patients to AI. Patients are already using ChatGPT, Gemini, Claude, and other tools to get diagnoses, treatment suggestions, exercise programs, and answers to health questions rather than going to (or returning) to your clinic. And those answers are getting better every month. So what can you do today that will make patients continue choosing you over just asking AI? And before you leave this page, make sure you scroll down for this episode's free resource… It will position your practice so AI is most likely to recommend you when people in your area are looking for help with things you treat. What You'll Learn in This Episode Why AI is now your competitor, not just a tool Which healthcare services (and prospective patients) are most vulnerable to AI competition How to use human connection as your greatest differentiator How community-building creates long-term competitive advantages, and minimizes loss of patients to AI platforms Ways to future-proof your practice as technology rapidly evolves Practical steps you can take today to stay ahead USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind

    23 min
  3. CBP 311: The Costly Retention Mistake Most Practice Owners Overlook

    Jun 6

    CBP 311: The Costly Retention Mistake Most Practice Owners Overlook

    Most practice owners assume that if they want to grow, they need more leads. More referrals. More website traffic. More ads. More people calling the clinic. Sometimes that's true.  But after coaching more than 1,000 Cash-Based practice owners over the years, I've found that most practices actually have a much bigger and more costly problem with conversion and retention, than they do with lead generation. This episode is a perfect example of that distinction, and how fixing customer retention can unveil that you can keep a wonderfully full schedule of cash-pay patients with your current lead flow..  One of my Mastermind and Forum members recently shared a huge win. Her pelvic health therapist was averaging just 3.7 visits per plan of care. Patients were dropping off long before they received the full benefit of care, and the clinic was constantly forced to replace those patients with new ones.  After implementing a few key changes, that number increased to more than 10 visits per evaluation, creating a dramatic improvement in patient outcomes, schedule utilization, revenue, and profit per patient. And before you leave the episode page, make sure you scroll down for this episode's free resource. The Motivator Index has become one of the most valuable leadership tools I've ever used for hiring, managing, and motivating team members, and it plays an important role in the story you'll hear today. P.S. If you'd like help identifying hidden bottlenecks in your business and building systems that improve retention, conversions, and profitability, click here to join the Cash-Based Practice Mastermind and get the real-time guidance you need from me and a group of successful practice owners walking the path shoulder to shoulder with you. What You'll Learn in This Episode Why many practices have a retention problem disguised as a lead generation problem How to identify therapists with unusually short plans of care The connection between patient buy-in and visit frequency Why clinician expectations need to be clearly defined How to use the Motivator Index to improve staff performance and patient retention The role KPIs play in driving clinician accountability How to coach underperforming employees before considering termination USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction and Hiring System

    26 min
  4. CBP 310: A Simple Tactic to Push Through the Daunting Tasks You're Avoiding

    May 30

    CBP 310: A Simple Tactic to Push Through the Daunting Tasks You're Avoiding

    One of the most common patterns I see among clinicians turned practice owners is that they struggle to pull the trigger, uncertain key things necessary to build a successful business…  For many that "thing" is hiring … whether their first employee, or even their fifth. It's a process that makes them cringe, and therefore, is often put off way too long. The schedule is getting fuller. Their responsibilities are growing. They know hiring would likely help them move forward. Yet instead of taking action, they find themselves stuck in a cycle of hesitation. Not because they are lazy. Not because they lack ambition. But because hiring feels overwhelming. In this episode, I coach a Mastermind member who finds herself in exactly that situation. Her practice is growing, her responsibilities are increasing, and she knows she probably needs to hire. The problem is that when she thinks about recruiting, onboarding, management, payroll, and everything else that comes with bringing on an employee, the entire process feels so daunting that she ends up doing nothing instead. Hiring does not have to start with your dream full-time clinician. Sometimes the smartest move is learning how to attract, evaluate, and onboard the right person for the next small role first.  If you want a deeper step by step system for that process, my "How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians' Schedules With Patients As Quickly As Possible" Masterclass walks through how to attract better employees, onboard them so they add value quickly, and manage them in a way that actually supports growth. And before you leave this page, make sure you scroll down and grab this episode's free resource, The Ultimate New Employee Onboarding Resource Guide. Most hiring advice focuses heavily on recruiting and interviewing, but what happens after someone joins your team can have an even bigger impact on whether they become a successful long-term employee. What You'll Learn in This Episode Why hiring often feels much bigger than it actually is The mindset trap that keeps many owners stuck in solo practice How to use "baby steps" to make intimidating business decisions easier Why your first hire does not need to be a full-time clinician How small hires can create significant growth opportunities The hidden risks of remaining the only revenue producer in your business A practical way to start building a team without feeling overwhelmed USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction and Hiring System

    8 min
  5. CBP 309: How to Find Great Clinician Applicants When Indeed Is No Longer Enough

    May 23

    CBP 309: How to Find Great Clinician Applicants When Indeed Is No Longer Enough

    If you are hiring in your practice right now, or know you eventually will be, this is an incredibly important conversation. Because the hiring landscape has changed dramatically over the last few years. Gone are the days where most private practice owners could simply post a job on Indeed and get flooded with great clinician applicants. In most markets now, that just is not happening consistently anymore. And honestly, I'm seeing this everywhere through my coaching clients across the country and internationally as well. This episode came from a conversation inside my Mastermind program with a practice owner who suddenly found herself with a waitlist, a surge of referrals, and the realization that she needed to hire much sooner than expected. The problem? She had never hired before. And that combination of growth, urgency, and uncertainty is something I see all the time with practice owners. In this episode, I walk through the exact strategies I'm using inside my own practice right now to attract significantly more clinician applicants in a market where many owners are struggling to get any at all. And make sure you scroll down to grab the free resource for this episode. It gives you the step-by-step process I'm using to get job posts in front of clinicians who are not actively searching on job boards, including how to use boosted social posts to dramatically increase visibility and applicant flow. What You'll Learn in This Episode Why Indeed and traditional job boards are no longer enough by themselves How to get your job posts in front of clinicians who are not actively job searching The exact social media boosting strategy I'm using to generate clinician applicants Why networking and recruiting must become an ongoing part of running a practice Creative places to recruit clinicians outside traditional hiring platforms How to position your practice as a premium opportunity for clinicians Why hiring systems matter even if you are "just trying to maintain" USEFUL INFORMATION: Check out our course: Attraction and Hiring System

    17 min
  6. CBP 308: Masterclass: How to Get Cash-Pay Patients at Events

    May 16

    CBP 308: Masterclass: How to Get Cash-Pay Patients at Events

    Most practice owners dramatically underperform at local events. They show up with a table, maybe do a few injury screens, collect some emails, hand out some flyers… and then wonder why almost nobody actually becomes a patient afterward. But the problem usually is not the event itself. It is the strategy used by the practice owner and their team. Because when you have a concentrated group of your target market standing in front of you for hours at a time, that should absolutely turn into real patients, referral relationships, and long-term revenue opportunities for your practice. This episode is essentially a mini masterclass on how to do exactly that. I walked one of my Mastermind members through the specific frameworks, conversations, positioning strategies, and conversion tactics that turn event interactions into actual cash-pay patients. And you can scroll down for a much more detailed checklist of everything you need to do to generate the most cash-pay patients possible. What You'll Learn in This Episode Why most local events fail to generate meaningful patient conversions The exact, proven structure for event injury screens How to guide conversations toward emotional buying triggers Why booking people on the spot changes conversion rates dramatically How to create event offers without sounding pushy or overly salesy The role urgency and scarcity play in event-based offers How to use lead magnets and giveaways more strategically, to generate business for years to come. USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom 2.0

    17 min
  7. CBP 307: Cash Practice Admins that crush it – Interview Musts to find yours

    May 9

    CBP 307: Cash Practice Admins that crush it – Interview Musts to find yours

    Most practice owners think hiring problems begin after the employee starts. Usually, they begin during the interview. Because the wrong admin can sound amazing in a conversation. They can be friendly, confident, experienced, and still end up becoming one of the biggest operational headaches in your business. That's especially true in a Cash-Based practice. This model requires a very different type of front desk team member than most traditional Insurance-Based clinics are used to hiring… The communication responsibilities are way higher. The ownership level must be higher. The ability to follow scripts, handle feedback, and help guide patients through a sales process matters far more than most owners realize. If your interview process doesn't identify those qualities and skills, you'll pay for it later through poor conversions, operational chaos, and a schedule that has way more gaps than it should have. And if you're interested in my recruiting, hiring, and interviewing system that automates the filtering out of bad candidates who might otherwise talk their way into your business, check out "The Automated Talent Attraction and Hiring System" What You'll Learn in This Episode How to identify the characteristics that matter most before hiring Why many experienced medical receptionists fail in cash-based practices The biggest interview mistakes most practice owners make How to ask questions that expose red flags quickly Why coachability matters more than experience How to use AI to generate the best interview questions to identify the best fit for a specific role you're trying to fill How to determine if you are ready for full-time administrative help USEFUL INFORMATION: Check out our course: Cash-Based Practice Mastermind

    10 min
  8. CBP 306: The Leap of Faith - When & How to Go from Side-Hustle to Full Time Cash Practice

    May 2

    CBP 306: The Leap of Faith - When & How to Go from Side-Hustle to Full Time Cash Practice

    Most practice owners who start their practice as a side hustle, don't struggle because it's not a good model/approach. They struggle because it when it really starts working, and they don't know when they can safely stop splitting their time, cast away the employment safety net, and do a cannonball into full-time practice ownership. (I used to be a springboard diver so I'm always pumped when I can make a diving reference) In this episode, you'll hear a real conversation inside my Mastermind with a practice owner who hit her first five-figure month while still only working part-time in her side hustle. We walk through the deciding factors and numbers to look at to help make the decision of: when it's time to let go of the side job and go all in? And as a wonderful bonus in this episode, two other Mastermind members share their story of starting out, in very difficult circumstances, and give added advice and inspiration I think everyone out there should hear. P.S. If this conversation and the advice and support this practice owner received resonates with you, I've got something special for you this weekend…  If you want real-time coaching, support, and feedback from me and a group of Cash-Based practice owners who are building and growing alongside you, click here to join the Cash-Based Practice Mastermind. Upon checkout, use the promo code Mastermind50 to get 50% off your first month. (promo ends Monday night!) What You'll Learn in This Episode How to know if your side hustle is ready to become your full-time practice Why revenue alone is not the only number that matters How to evaluate the real risk of leaving your side job Why staying part-time can become the thing holding you back What other practice owners experienced after finally going all in USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND

    15 min
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4.9
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About

Gathering input from many successful cash-based practice owners, this podcast covers all components of starting or transitioning into the out-of-network/private-pay business model for your private practice. Though the host, Jarod Carter PT, DPT, MTC, and many interviewees are physical therapists, this information is applicable to most healthcare, fitness, and wellness-related businesses looking to decrease reliance on 3rd party payors, and increase cash-based revenue streams. We cover a huge number of topics including: practice transition strategies, 3rd party payor contract legalities, Medicare rules and legalities in the cash-based model, referral source diversification, online marketing, word-of-mouth marketing, optimal website design, blogging, Youtube and video marketing, networking skills and strategies, the vital cash-based mindset, phone conversations and conversions, scheduling, discharge marketing, administrative training, low overhead systems and automation, private-pay wellness/fitness/prevention programs, and everything else that involves the self-pay practice model, how it differs from the traditional insurance-based model, and what you need to do to be successful with this low-stress, rewarding type of private practice.

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