Using EBM Products in Your Podiatry Practice: What’s Working So Far

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Episode Description

Should 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.

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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)

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Key Takeaway

Start simple with EBM: follow recommended pricing, limit use to clear clinical scenarios, and streamline ordering before scaling—early systems matter more than early volume.

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Conclusion

Have 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 Breakdown

Episode Description

What 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.

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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

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Key Takeaway

Revenue 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.

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Conclusion

If 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 Matter

Episode Description

What 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.

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⏱️ 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

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🔑 Key Takeaway

To 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.

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Conclusion

If 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

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Episode Description

Do 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.

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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

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Key Takeaway

Simplifying 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.

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Conclusion

This 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

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Episode Description

Are 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.

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Key Takeaway

Patients 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.

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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)

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Conclusion

Try 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

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Episode Description

How 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.

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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

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Key Takeaway

Patients 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.

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Conclusion

If this breakdown was helpful, let me know what topics you’d like to hear more about. For a deeper dive into systems, pricing, and decision-making that move practices toward—and beyond—the million-dollar mark, visit Podiatry Practice Mastery and continue the conversation.

Episode Description

How do you consistently move toward a million-dollar practice without adding chaos to your schedule? In this episode, Don records another full clinical day using his Million Dollar Minute framework—this time focusing on orthotics volume, case mix, and decision-making.

Starting with a 21-year-old bunion patient, Don walks through how he structures conversations around shoes, orthotics, and expectations, with a clear daily goal of two orthotic scans to reach 40 per month. He then breaks down a full schedule of shockwave therapy, warts, nail care, neuropathy, equinus, posterior tibial tendon dysfunction, and follow-ups—highlighting where systems, delegation, and product selection matter most.

The episode closes with practical insights on using over-the-counter orthotics strategically, adapting devices chairside, and a simple phrase that reframes cost conversations while improving patient trust and compliance.

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Timestamps

• ​ [00:00] Introduction & MVP of the day

Bilateral bunions, shoe education, orthotics, and setting a daily orthotic target.

• ​ [01:10] Wart care, Swift, and shockwave outcomes

Long-term wart management, Achilles shockwave success, and PT transitions.

• ​ [02:20] Qutenza strategy & specialty pharmacy insight

Why fulfillment method matters for production numbers and margins.

• ​ [03:10] Acute toe pain & OTC orthotics

Differentiating stress injuries, hematomas, and when OTC devices make sense.

• ​ [04:10] Orthotic follow-ups & compliance strategy

Why a second pair often improves outcomes more than adjustments.

• ​ [05:05] Routine care: warts, ingrowns, imaging, shockwave

Efficient flow through common but essential visits.

• ​ [06:10] Insurance-covered shockwave & edge cases

When coverage works—and why expectations still matter.

• ​ [07:05] Complex tendon and arthritis cases

Knowing when to escalate to MRI and reassess the diagnosis.

• ​ [08:00] Tracking “no’s” and declined orthotics

Why refusals are just as important to monitor as conversions.

• ​ [08:40] Afternoon follow-ups & pediatric cases

Shockwave completions, pronation, equinus, and long-term planning.

• ​ [09:35] Least-expensive-effective-solution philosophy

Modifying OTC orthotics, posting, and test-driving relief before customs.

• ​ [10:05] Closing thoughts

Applying systems thinking to daily care decisions.

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Key Takeaway

Consistent orthotic volume comes from structured conversations, smart use of OTC devices, and tracking both conversions and declines—not from pressure or over-selling.

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Conclusion

If you’re experimenting with orthotic workflows or balancing OTC versus custom devices, reflect on what’s improving compliance in your practice and keep refining what works.

Episode Description

What if the fastest path to a million-dollar practice isn’t more patients—but better awareness of what happens inside each day? In this episode, Don walks through a real Monday using what he calls the Million Dollar Minute: deliberately tracking patient encounters, treatments, and downstream value.

Using a mix of shockwave therapy, orthotics, nail procedures, injections, in-office surgery, and self-pay services, Don breaks down how intentional sequencing, patient education, and systems thinking reduce resistance and increase both outcomes and revenue. He also shares why timing matters—especially with orthotics, shockwave, and follow-ups—and how simple operational habits add up.

The episode closes with marketing reflections, including website lead magnets, outsourcing digital work, and how small strategic changes can compound without adding clinical stress.

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Timestamps

• [00:00] Introduction & the “Million Dollar Minute” concept

Why Don started tracking entire days—not just procedures—and how this reframes revenue awareness.

• [01:05] MVP patient strategy: shockwave → orthotics

Using visit timing to reduce resistance and improve long-term outcomes.

• [02:15] Nail care, KeryFlex, and delegation decisions

Pricing, follow-ups, and why some services are better delegated.

• [03:10] Shockwave therapy case mix & progression

Neuromas, tendonitis, metatarsalgia, and visit sequencing.

• [04:05] Complex pain cases: imaging, injections, and uncertainty

Managing OCDs, neuromas, and staged decision-making.

• [05:00] In-office procedures & risk awareness

Nail avulsions, Anodyne/AniFix staging, amputations, and neuropathic patients.

• [06:10] Orthotics, equinus, and conservative care systems

Pairing devices with stretching, splints, and patient compliance.

• [07:05] Pediatric and routine follow-ups

Warts, ingrowns, calluses, and efficient care flow.

• [08:05] Injection-heavy visits & surgical planning

Managing expectations when surgery is coming but pain needs control now.

• [08:55] Marketing systems & website lead ideas

Outsourcing SEO, ads, and introducing a simple “foot quiz” lead magnet.

• [09:35] Closing thoughts

Why tracking days—not just totals—changes how you practice.

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Key Takeaway

Tracking a full clinical day with intent reveals where systems, timing, and patient education quietly drive both better outcomes and higher-value care—without seeing more patients.

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If this episode sparked ideas about how you structure visits or track your day, share what you’re testing or refining in your own practice—we’d love to hear what’s working for you.

🎙️ Podcast Description

Have you ever hesitated to bring a new product into your practice because it felt like “one more thing” for an already busy team? In this episode of Podiatry Practice Mastery, Don walks through his real-world decision process for introducing a new product—what worked, what caused friction, and what he’d change next time.

Using his early experience with EBM Medical as a case study, Don breaks down how to evaluate vendors, reduce staff overwhelm, protect patient trust, and decide whether a lower-dollar add-on is actually worth the squeeze compared to higher-value treatments like shockwave and orthotics.

This is a practical, unfiltered look at product integration from a busy, multi-doctor practice—not a sales pitch.

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📌 Key Topics Covered (Accurate Timestamps @ 169 WPM)

[0:00] Why adding new products feels risky in a busy practice

The challenge of decision-making in a multi-doctor, multi-office environment.

[1:35] Why EBM Medical stood out as a vendor

What Don looks for in companies that approach practices the right way.

[3:00] Involving all partners before making product decisions

Why unilateral decisions fail in group practices—and what works better.

[4:30] Drop-shipping vs in-office dispensing

Why patients don’t follow through when you send them “somewhere else.”

[6:10] Early wins: how Don is using EBM products clinically

Anti-inflammatory options, fibromas, Raynaud’s, neuropathy, and realistic expectations.

[8:20] The 3-month trial mindset (and why follow-ups matter)

Using products to create accountability and meaningful reassessment visits.

[9:45] Trying products without committing to inventory

Testing Tin products before deciding whether to stock them in-office.

[11:00] Friction points: logins, training, and workflow disruption

What slowed adoption—and how vendors could improve onboarding.

[12:40] Favorites lists and standardizing usage across doctors

How shared favorites reduce confusion and speed adoption.

[14:05] What vendors should teach (but usually don’t)

Why short “how-to” videos and real doctor protocols matter.

[15:45] Notification overload and managing rep communication

Where enthusiasm turns into friction.

[17:00] Prescribing vs selling: patient psychology matters

Why “I’m prescribing this” feels very different than “buy this on the way out.”

[18:45] Marketing integration: protocols, follow-ups, and perception

Where these products fit—and where they don’t.

[20:10] The real question: is the juice worth the squeeze?

Comparing $60 products to $600–$1,500 treatments and deciding where to focus.

[22:10] Website links vs direct prescribing

Why Don prefers prescription-based credibility.

[23:30] Final thoughts + invitation for peer feedback

Asking other podiatrists what’s working (and what isn’t).

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🎯 Core Takeaway

New products should reduce friction, not add it. If they don’t fit cleanly into your protocols, explanations, and follow-up structure, even “good” products can become distractions.

🎧 Podcast Description

In this episode of Podiatry Practice Mastery, I walk through my November 2025 one-page report — what actually moved the needle in my practice, what flopped, and how I’m trying to 10x revenue per patient without turning my clinic into a sales floor.

I share why our online reviews crashed when we tried to let our EMR “do everything,” how a simple switch back to Swell brought us right back to 60–80 reviews a month, and how I’m baking referrals directly into our orthotic experience with simple cards and a small “wow” package.

Then I get into the uncomfortable part: going from ~$200 per patient to $2,000+ by stacking packages, simplifying into good-better-best, and working on my own conviction around orthotics and premium care. I’ll also talk about where laser and AI scribes do and don’t fit in the real world of a busy podiatry clinic, and why I’m building an asynchronous coaching model instead of classic Zoom-heavy masterminds.

If you’re already busy, sitting around $600–700K, and trying to figure out how to break the million-dollar mark per provider without burning out, this one is for you.

🔑 Key Takeaways for Colleagues

• Tight review automation beats “all-in-one” tools. Too many steps in the Clara review flow tanked our numbers; a simple Swell re-activation bounced us back to 60–80 reviews/month.

• Patients buy outcomes, not products. Reframing shockwave + orthotics as a single ~$2,000 “get better and keep it from coming back” package creates far less resistance than selling orthotics à la carte.

• Good-Better-Best is clearer than giant menus. Moving from dense treatment sheets to 3 simple pathways (insurance-only, advanced, premium stacked care) makes it easier to ask for $3K+ packages with a straight face.

SEO keywords (for colleagues): podiatry practice mastery, million dollar podiatry practice, shockwave and orthotics package, Swell vs Clara reviews, podiatry good better best offer, Ben Hardy Time Is a Tool, 10x revenue per patient, asynchronous coaching for podiatrists

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⏱ Timestamps

• 00:00 – Why I still do a monthly one-page report

Accountability, sharing with other docs, and setting up the November focus.

• 00:38 – Fixing review automation and dominating local search

Swell vs. Clara, how one “small” change tanked reviews, and what actually works.

• 02:39 – Referral request cards & orthotic “gift bag” strategy

Water bottle, socks, referral card — and why I attach referrals to high-value visits.

• 03:36 – November KPIs: crossing the million-dollar pace

Hitting $107K for the month vs. the $80K target and what that means going into 2026.

• 05:44 – Ben Hardy’s ‘Time Is a Tool’ and 10x patient value

Shrinking timelines, moving from $200 to $2,000 per patient, and why that’s more about mindset than CPT codes.

• 07:01 – From treatment sheets to Good-Better-Best packages

Insurance-only care, $2K shockwave + orthotics, and a $3,500 stacked premium pathway.

• 09:43 – AAPPM takeaways: stacking treatments & using laser

Shockwave + laser + amnio, and how I’m trying to keep the explanation simple in the room.

• 12:08 – Why I’m not switching to an AI scribe (yet)

Quality of life vs. cost, and why I don’t want to be the guinea pig while my human scribe is working well.

• 12:46 – Outsourced content, B-roll, and paid traffic tests

Repurposing these audios into IG/TikTok, and running small AdWords campaigns to push the Million Dollar Blueprint.

• 14:12 – Building an asynchronous coaching model for podiatrists

Helping 100 docs via app-based, on-your-own-time coaching instead of weekly Zooms.

• 17:04 – The big 2026 goals and incentive-based coaching

Getting comfortable asking for $3K packages, 100 docs in 90 days, and using Hormozi-style incentives so people actually do the work.