When a high-maintenance patient expects concierge-level service weekly updates, equipment setup, family check-in sshould you charge more?

Dave Kittle will break down how he closed a $950/month concierge PT client plus $550 per visit. Joined by Tony Maritato, they explore pattern recognition, price anchoring, and why charging premium rates isn’t unethical it’s strategic. If you're tired of undercharging for overdelivering, this episode is your permission slip to price with confidence.

Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast

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EPISODE BREAKDOWN

[00:00] — Setting Expectations for Therapists

[01:11] — Handling Rude Prospective Patients

[01:55] — Pricing Strategies and Market Dynamics

[02:38] — High Maintenance Clients and Premium Pricing

[03:20] — Using Price Anchors in Conversations

[04:38] — Red Flags in Client Requests

[04:50] — The Importance of Price Anchoring

[05:21] — Case Study: Portable Treatment Table

[06:25] — Disclosing Pricing to Clients

[07:02] — Concierge Fee and Visit Pricing

[07:28] — Pattern Recognition in Client Interactions

[08:49] — Understanding Client Expectations

[11:35] — Rationalizing High Fees

[14:57] — Understanding Wealthy Clients

[18:19] — Negotiation and Compensation in Cash-Based Practices

[19:52] — Marketing Responsibilities in Cash Practices

[23:30] — Compensation Models for Therapists

[26:05] — Balancing Business and Patient Care

[27:04] — Opportunities for Physical Therapists

[27:20] — Practice Owners: Transition and Selling

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Want to Connect with Dave?

Book a strategy call:

https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-sales

Thinking of selling your practice or partnering?

https://www.fieldmakergroup.com

Connect with Dave:

Email: [email protected]

Instagram: @davekittle https://www.instagram.com/davekittle/

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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