One-Sheet Protocols That Increase Revenue Per Visit

Episode DescriptionWhat if your biggest growth bottleneck isn’t marketing or reimbursement—but the way you present treatment? Many podiatry practices struggle to break past revenue plateaus despite being busy every day. The issue often isn’t volume alone, but how care is structured, communicated, and delivered.

In this episode, Don Pelto joins Giselle to unpack the systems that helped his practice cross the seven-figure mark. From consolidating routine care to designing one-page treatment sheets that integrate DME, in-office dispensing, imaging, and cash-pay services, Dr. Pelto explains how clear protocols drive both efficiency and patient buy-in.

This conversation is especially relevant for practice owners who feel overbooked but underpaid, are hesitant to add associates, or want a practical way to increase revenue per visit without burning out.

• [00:00] Introduction and context of the interview

• [01:38] The elusive $1M practice goal and common misconceptions

• [03:25] Knowing your numbers: 20 patients × $200 visits

• [04:47] Two real problems: demand vs. value per visit

• [06:11] Why routine foot care caps growth and causes burnout

• [07:12] Consolidating routine care into a half-day model

• [09:45] Creating space for higher-value patient visits

• [10:40] Building demand through focused marketing and referrals

• [10:58] Lessons from Alex Hormozi on leads and offers

• [12:52] Using video and condition-specific content to attract ideal patients

• [13:55] Positioning a podiatry “urgent care” for same-day access

• [15:56] Capturing patients lost to urgent care centers

• [17:28] DME and AFOs as part of standard treatment protocols

• [17:48] The treatment sheet: one-page protocols that sell ethically

• [19:24] Anchoring, pre-selling, and setting patient expectations

• [21:10] Integrating imaging, shockwave, and follow-up care

• [23:07] Why written protocols matter for associates and staff

• [25:07] Adding new services with a simple checkbox system

• [27:02] Saving time, reducing confusion, and increasing consistency

• [28:53] Coaching doctors through implementation and accountability

• [31:21] Final takeaway: all protocols on one piece of paper

Key Takeaway

If you want to grow without burnout, stop relying on mental protocols—put your full treatment process (DME, dispensing, imaging, and cash-pay options) on a single, patient-facing sheet and make it the standard of care.

Conclusion

What protocols are still living only in your head—and costing you time or revenue? Share this episode with a colleague, and let us know which systems you’re already using or struggling to implement. Subscribe for more practical discussions on building a more efficient, profitable podiatry practice.