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PODCAST

The Cash-Based Practice Podcast

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

business

All Episodes

09:26

CBP 302: How to Stop Feeling 'Icky' About Sales in...

The Cash-Based Practice Podcast ·

2026/03/22

If the word sales makes you—or your staff—feel uncomfortable… You are not alone. It's one of the most common mental barriers in cash-based practice. Clinicians feel it. Admins feel it. Receptionists feel it. And unfortunately, that discomfort quietly crushes growth. Because if you don't feel good about selling, you won't do it well. And if you don't do it well, fewer people say yes. Fewer people stay on schedule. And more people drift away before they get the help they actually need. That's what

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13:43

CBP 301: How to Fill Gaps in Your Schedule Fast

The Cash-Based Practice Podcast ·

2026/03/15

When the schedule softens, most practice owners do the same thing. They panic. They think, "I need more leads." They start chasing brand-new people. But that's usually not the fastest move. Because when you need results quickly, the smartest question isn't: "How do I get more strangers to find me?" It's: What's the lowest-hanging fruit to get the result I want? That's what this episode is about. You'll hear me coaching a practice owner who was in the middle of a slowdown while also making a major

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43:16

CBP 300 - The State of Cash-Based Practice in 2026:...

The Cash-Based Practice Podcast ·

2026/03/06

Episode 300 feels like a good time to zoom out. I started this podcast back in 2014. It was the first podcast on this topic of Cash-Based practice. Since then, I've had a front-row seat to startup clinics, multi-location operators, practice owners who were barely hanging on, and practice owners who were absolutely crushing it. And when you watch enough practices long enough, patterns become impossible to ignore. Some things keep working. Some things quietly stop working. Some new opportunities show

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08:37

CBP 299: The Sustainable Way to Build a Referral...

The Cash-Based Practice Podcast ·

2026/02/28

Most Cash-Based practice owners approach referral source networking the same way… They imply they'll "send patients" to the prospective new referral source, and they hint at a partnership that (if we're being honest) they can't actually sustain. Because if you're trying to build 10–20 referral relationships, you cannot send everyone patients. It's not realistic. And the physician/clinician knows it. So the real question isn't: "How do I get them to refer to me?" It's: How do I walk in with

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10:06

CBP 298: How to Get Patient Drop-Offs Back on Schedule

The Cash-Based Practice Podcast ·

2026/02/20

Drop-offs happen. Even if you run a tight ship… even if outcomes are strong… even if you've trained your team well… People still drift. They hit 70% better, and justify to themselves that they feel "good enough". They get busy. They tell themselves, "I'll just stay consistent with my home program." And suddenly you've got gaps in the schedule that didn't need to be there. This episode is about what to do when that happens. Not theory. Not fluff. A simple, repeatable follow-up process that gets

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11:50

CBP 297 - How to Turn Website Leads Into Cash-Pay...

The Cash-Based Practice Podcast ·

2026/02/13

A lot of practice owners don't lose revenue because of ineffective marketing… They lose revenue due to slow lead follow-up and weak conversions. And sometimes I even come across those that don't follow up with every lead because they/they're staff think "we're too busy" … THE HORROR! In this week's episode, you'll hear a slightly different flavor of my coaching, and it applies to both fully Cash-Based practices AND In-Network practices trying to increase Private-Pay revenue. The practice owner I'm

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17:46

CBP 296: The silent conversion killer in free or...

The Cash-Based Practice Podcast ·

2026/02/07

Most Cash-Based practice owners don't struggle to get interest. They struggle to turn interest into commitment. You run or participate in an event that is filled with your ideal prospective patient... You offer free screens or discounted consults. People seem excited, but then they say things like, "I'm going to try this on my own," or "I want to see how I do with the exercises," or "Let me think about it." This episode tackles why that happens and how to stop it. It's pulled straight from a live

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31:19

CBP 295: Annual Strategic Planning for Cash-Based...

The Cash-Based Practice Podcast ·

2026/01/24

Most Cash-Based practice owners don't fail because they lack effort. They fail because their effort is scattered. They're busy all year. They're solving problems constantly. They're reacting instead of directing. And when December rolls around, they realize they worked hard… but didn't intentionally build the business they actually want. This episode is about fixing that. Not with a complicated planning system. Not with endless spreadsheets. But with a clear, executable strategic plan that keeps you

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48:20

CBP 294: The Year-End Review Process That Actually...

The Cash-Based Practice Podcast ·

2026/01/17

As a new year begins, most practice owners feel like they should "plan better" than they did last year. But here's the problem: Most annual reviews are so complex that they never actually get finished and often focus on things that don't really move the needle for a cash-based or mostly OON practice. In this episode, I walk through a practical, real-world approach to reviewing your year and designing the next one — without chasing someone else's version of success or spending time/resources on

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15:27

CBP 293: How to Create a Strategic Business Plan for...

The Cash-Based Practice Podcast ·

2025/12/20

As the year winds down, most practice owners feel the pull to "look back" and "plan ahead." But too often, that process turns into either a surface-level glance at revenue—or an overwhelming spiral of things you should have done better. That's not helpful. And it's not how you build a practice that actually supports the life you want. In this week's episode, I walk through a more grounded, intentional way to review the past year and plan the next one—starting with a question most business owners

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09:56

CBP 292: How to Turn Any Entry Service Into a Full...

The Cash-Based Practice Podcast ·

2025/12/13

A lot of Cash-Pay practices are doing something very smart right now. They're using entry-point services to get new customers in the door… things like specialty services and modalities (like shockwave therapy, red light sauna, etc), performance-based training, etc. And it works… Ads convert. Promotions fill schedules. New Patients and Revenue comes in. But here's the problem I keep seeing in most practices doing this … They struggle to get these new customers to say 'yes' to everything else that

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47:33

CBP 291: How One Practice Owner Built a...

The Cash-Based Practice Podcast ·

2025/12/05

When most clinicians think about scaling, they picture working more hours, taking on more risk, or grinding harder than ever. Jonathan Parr took the opposite path. He built a multi-location, seven-figure, cash-based practice by focusing on a niche most practice owners avoid… and by building systems that made growth predictable instead of overwhelming. If you've ever wondered whether mastering a niche, developing your team, and creating actual freedom is possible in today's environment… …Jonathan's

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12:11

CBP 290: The Follow-Up Strategy That Prevents Losing...

The Cash-Based Practice Podcast ·

2025/11/22

When insurance companies cut Out-of-Network reimbursement, many Cash-Based practices feel the impact immediately. Patients who once received 40–50% back suddenly get zero, and some respond with: "I just can't afford this anymore. I need to use my insurance." It's frustrating. It feels out of your control. And yes—this trend is growing nationwide. But here's the part most practices NEVER realize: You can win back a huge percentage of these patients—if your follow-up strategy is airtight. That's what

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09:20

CBP 289: Outcompete Without Burning Out: How to...

The Cash-Based Practice Podcast ·

2025/11/15

Competition in the Cash-Based PT world is rising—fast. If it feels like new Private-Pay practices are popping up every month in your area, you're not imagining it. Clinicians are leaving insurance jobs, jumping Out-of-Network, and launching Cash-Based practices at the fastest rate we've ever seen. So here's an inconvenient truth: Longer, One-on-one sessions are no longer a differentiator. Every cash practice offers that now. So in this episode, I walk a Mastermind member through how to stay

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17:48

CBP 288: Recurring Cash-Pay Revenue in Private...

The Cash-Based Practice Podcast ·

2025/11/01

Every practice owner wants consistent, predictable revenue—and the best way to earn this are patients who keep coming back because you continue to transform their life, and they truly value what you provide. That's exactly what continuity and maintenance memberships can create. In this episode, I walk through the most effective strategies for getting more patients to say "yes" to your ongoing care memberships—without feeling salesy or pushy, or offering them anything that wouldn't be of significant

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32:45

CBP 287: The Riches in Cash-Based Niches

The Cash-Based Practice Podcast ·

2025/10/26

If you’ve ever wondered whether niching down could really accelerate your practice growth, this episode is your answer. I sat down with longtime Mastermind member Danielle Vernon, founder of Scolio Austin, to talk about how she built a thriving Cash-Based practice around a single, underserved niche—and turned it into a referral-generating machine. From starting out in her home clinic to building a 2,200-square-foot specialty practice, Danielle shares the exact steps, lessons, and mindset shifts that

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06:51

CBP 286: Lesser-Known Rules on Medicare and Cash Pay PT

The Cash-Based Practice Podcast ·

2025/10/18

If you treat (or plan to treat) Medicare beneficiaries in a Cash-Based model, this week’s short but crucial podcast episode is for you. There’s a lot of confusion about about the topic as a whole, and even more confusion when it comes to allowing or not allowing self-claims in the scenarios of: “Medicare as a secondary” Medicare as primary, but having a private insurance as a secondary” and “Medicare Advantage plans” In this episode, I walk through real-world scenarios and answer the

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11:28

CBP 285: The Only Patient-Producing Approach That...

The Cash-Based Practice Podcast ·

2025/10/11

Most social-media tactics come and go. The algorithm changes, trends fade, and what worked three months ago might be dead today. That’s why I rarely create public content about social-media marketing—because most of it isn’t evergreen. But in this episode, I share the one approach that always works to generate real patients, no matter the year, the platform, or the algorithm. What You’re Getting Today The evergreen framework for turning social followers into real patients How to structure every

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10:15

CBP 284: How to Stop Patients from Dropping Off After...

The Cash-Based Practice Podcast ·

2025/10/04

One of the most frustrating things in a Cash-Based practice? Patients who show up for the eval… and never come back. They book once, maybe a second visit, and then: “I’ll just see how I do with these exercises.” Or “I need to watch my expenses, I’ll try insurance.” Sound familiar? In this episode, I coach a Mastermind member through this exact issue—and share the exact scripts I use to keep patients committed, from eval all the way to discharge. What You’re Getting Today The common mistake that

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11:09

CBP 283: Fortune in the Follow-Up: The Simple System...

The Cash-Based Practice Podcast ·

2025/09/27

Let’s face it: insurance companies aren’t just screwing over private practices… they are pulling the rug out from under our patients as well. Once upon a time, they’d file a self-claim and get 40–50% back. Now? Quite often it’s Zero. That means more and more patients—sometimes even loyal ones you’ve treated for years—are saying, “I can’t afford this anymore. I’ll try in-network.” Painful. But here’s the truth: while you can’t stop this trend completely, you can win back a surprising number of these

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298 results

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