The Cash-Based Practice Podcast

Jarod Carter

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. 5d ago

    CBP 316: A Timing Tactic that Converts More Cash-Pay Patients on the Phone

    After more than 15 years of coaching practice owners, I've seen the same misconception over and over… When schedules aren't full, most owners assume they need more leads. They start trying different marketing or chasing more referral sources.  But when we track the entire patient lifecycle, the real issue is often conversions… dare I say, "sales." Calls aren't converting, evaluations aren't creating enough buy-in, or patients are dropping off before completing care. This episode focuses on one of the most important parts of that process: knowing when to move a phone call forward and when to slow down, listen, and build trust. Before you listen, click the link here for this episode's free resource: Cash-Pay Phone Closing Scripts. They'll give you proven language for handling some of the key questions that often determine whether a prospective patient says yes. P.S. As you'll hear in the beginning of this episode, I'm hosting the "Cash-Pay Conversions Summit" in  Austin, Texas this October 2nd and 3rd... save the date and keep a close eye on your inbox if you're interested in the most heavily discounted early bird seats. We'll be making those available later this month. What You'll Learn in This Episode Why so many practice owners with "lead problems", actually have conversion problems Which types of phone calls provide the best training opportunities for your admin. What specific weakness cancellations and no-shows reveal and a tactic to improve it When to slow down instead of rushing a new patient conversation… and when it's okay to speed it up. How to structure your receptionist team as your practice grows USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom e-Course 2.0

    CBP 316: A Timing Tactic that Converts More Cash-Pay Patients on the Phone

  2. Jul 5

    CBP 315: How to Set New Clinicians Up for Success in Your Cash-Based Practice

    If you want your patients to get the best possible outcomes, your clinicians to thrive, and your practice to get maximum value from every new hire, your onboarding process matters far more than most owners realize. In the Cash-Based model, clinical skill alone isn't enough. Via your onboarding and ongoing training, yourYour clinicians need to understand your mission, your values, your ideal patient, your patient lifecycle, and how to confidently guide people toward decisions that are genuinely in their best interest. And before you listen to this episode outlining all the above, make sure you scroll down for this episode's free resource. Finding quality clinicians has become dramatically harder over the last few years, and this resource will show you one of the most effective recruiting strategies I've found. What You'll Learn in This Episode Why onboarding matters more in Cash-Based practices The difference between mission and core values Why every clinician should know your ideal patient avatar How to train the proper money mindset from day one How to train new hires on free consultations and evaluations that convert  The Patient retention checklist that needs to happen during clinician How onboarding impacts both patient outcomes and business growth USEFUL INFORMATION: Check out our course: Cash-Based Practice Freedom e-Course 2.0

    CBP 315: How to Set New Clinicians Up for Success in Your Cash-Based Practice

  3. Jun 27

    CBP 314: Do this if you're feeling spread thin as a Practice owner

    If your Cash-Based practice isn't growing as quickly as you'd like, it's natural to assume you may have a marketing, or sales, or retention  problem. Maybe you need more referrals, better Facebook ads, or a stronger sales process. Sometimes that's true. But after coaching hundreds of practice owners over the years, I've found that many growth problems have little to do with those things… Quite often, they come down to bandwidth, focus, and whether your time is actually aligned with the goals you're trying to achieve. This episode came from a coaching conversation with a practice owner who felt like progress had stalled. What emerged wasn't a lead generation issue or a conversion problem. It was a bandwidth and focus problem, and I think it's one that quietly limits far more cash-based practice owners than most people realize. And before you leave this page, make sure you scroll down for this episode's free resource. It contains several ways successful cash practices increase perceived value and justify premium pricing without adding more visits or working longer hours. What You'll Learn in This Episode Why bandwidth problems often look like marketing problems Why many owners stay stuck despite working incredibly hard How to determine what deserves your attention and what doesn't Why niche clarity accelerates growth A simple exercise that can completely change your decision making hat other practice owners experienced after finally going all in USEFUL INFORMATION: Check out our course: CASH-BASED PRACTICE MASTERMIND

    CBP 314: Do this if you're feeling spread thin as a Practice owner

  4. Jun 20

    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

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

  5. 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

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

  6. 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

    CBP 311: The Costly Retention Mistake Most Practice Owners Overlook

  7. 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

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

  8. 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

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