Finding Revenue in the Details

Episode Description

Are 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.

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Episode Breakdown & Timestamps

[00:00] – Practice Revenue Reality Check

Reflecting 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 Orthotics

How referencing outside retail pricing (e.g., Good Feet) reframes value and improves acceptance.

[02:25] – Day One Case Mix Overview

Joint injections, imaging, shockwave therapy, fracture diagnosis, neuropathy workups, and bracing decisions.

[04:40] – MVP Visits & Coding Awareness

Capturing added value through appropriate imaging, fracture codes, and comprehensive evaluations.

[05:45] – Nail Fungus, Ulcers, and Ancillary Services

Fungus kits, antifungals, ulcer debridement, crest pads, and follow-up cadence decisions.

[07:00] – EMR & Referral Friction

Why preset referrals inside your EMR matter—and how small inefficiencies slow down busy clinics.

[08:05] – Day Two: Orthotics, Fractures, and Sports Injuries

Orthotic scans, Achilles rupture workup, stress injury evaluation, and offloading strategies.

[09:30] – Treating the Right Achilles Injection

Nuanced cortisone placement at medial/lateral insertions—not the tendon substance.

[10:20] – Systems That Buy Back Your Time

Why scribes, asset organization, and reducing low-value visits are foundational for scaling.

[11:20] – Final Thoughts on Growth Strategy

Shifting from volume-based busyness to intentional, high-value care.

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Key Takeaway

Reaching 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.

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Conclusion

If this episode sparked questions or ideas, Don would love to hear from you. Email feedback or clinical questions to [email protected]—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.