The marketing tips, techniques, and mindset presented in this episode are absolute gold. I was so pumped when I finished this interview. Paul Gough is a physiotherapist and private practice owner in England with four clinic locations. What’s most impressive about this is that his business is almost 100% cash-based in a country where everyone can get physical therapy completely for free. That’s right, most of his patients pay $100-$150/visit out-of-pocket at his clinics, even though they would pay $0 to go to his competition. How in the world has he pulled this off? We cover it all in this interview. In fact, there is so much detail and information I had to cut the interview into two parts to keep them reasonable in length.

In Part 1 of this interview, you’ll learn about:

• Why Paul chose to leave his position as physiotherapist for a professional soccer team to start his own practice.

• The general structure of the health care and insurance system in the UK… Which provides free physical therapy to everyone.

• How his profits plummeted overnight due to a change in a law, and what he did to make sure he was never affected like that again.

• The definition of “direct response marketing.”

• How and why he changed his “brochure-style” website to a “direct response” website.

• What he has found people are truly looking for when they inquire about physical therapy… Hint: it is not to “get rid of my pain.”

• How and why he works to “generate leads” rather than “advertising for a sale”

• The secret to why many practices have occasional “flat lines” in the amount of new patients they generate, and how to avoid that in your practice.

• The most common objections that prospective patients have to starting physical therapy, and how to provide answers to them effectively.

• how he compels website visitors to provide their contact information, and the extremely sophisticated follow-up process he uses to keep 4 cash-pay clinics (7 staff PTs) fully booked, while his competitors charge patients nothing out of pocket.

• Why you can create the same phone and email system for your practice even if none of your staff are very “good on the phone. 

Resources and Links mentioned in this episode:

• “Make them Say Yes - 16 Objections to Booking Their 1st PT Appointment” – A highly valuable product that Paul usually sells but is giving it to us here for Free! Thanks Paul!

• Affordable Email Marketing platforms: Constant Contact, Aweber, Mailchimp (FYI: Mailchimp has an enticing free offer, but their free version does not allow you to set up the automated emails you’ll need for this marketing method)

• Paul’s Clinic Website

• Paul’s New Patient Overload   [affiliate link]

This is an incredible program where Paul walks you step by step through creating your own Direct Response Patient Generation System like the one he described in this episode.

The marketing tips, techniques, and mindset presented in this episode are absolute gold. I was so pumped when I finished this interview. Paul Gough is a physiotherapist and private practice owner in England with four clinic locations. What’s most impressive about this is that his business is almost 100% cash-based in a country where everyone can get physical therapy completely for free. That’s right, most of his patients pay $100-$150/visit out-of-pocket at his clinics, even though they would pay $0 to

At the time of this recording, the podcast just passed the 50,000 download mark! Thank you to all who have helped me reach this milestone.

Today’s episode is a Q&A session in which I answer recorded questions from listeners like you.

The following questions are answered in this episode:

• If a Medicare beneficiary is training for an event like a marathon and seeks my services due to an injury, would that be considered covered skilled PT services or wellness/fitness, or does it really depend on the type of treatment provided?

• How do you go about setting and assessing surcharges for travel time with home-based visits? Why is it important to do so rather than just charging more per unit of PT services.

• If a Medicare patient wants to see a cash-based PT, is that allowable?

• Do you (Jarod) treat Medicare patients in your cash-based practice? If so, how do you go about it to be safe and compliant?

Resources and Links mentioned in this episode:

• Medicare and Cash-Based PT Overview

• Medicare Mandatory Claims Exception and HIPAA Law Changes

• Cash-Pay PT and Medicare MAINTENANCE Care regulations

Click Here to learn how to start your own Cash-Based Practice

At the time of this recording, the podcast just passed the 50,000 download mark! Thank you to all who have helped me reach this milestone. Today’s episode is a Q&A session in which I answer recorded questions from listeners like you.

This is my first interview of someone who had a successful solo cash practice, had to move to another city, and then started another cash PT practice in an area with very different demographics. So Carrie Jose DPT, of CJ Physical Therapy and Wellness, has started TWO cash-based practices from scratch. Not bad! We cover all the details in this interview.

In this episode, you’ll learn about:

• Her journey from employee in a burnout sports med clinic to having her own cash practice.

• Her emotions and thought processes as she started her own practice

• In a city with very different demographics than Wash DC, and no other cash-based practices, what made her think a private-pay practice was viable in that area

• The key things and processes she learned from a business coach

• The top two avenues through which she built her referrals and business in her new city

• What types of events/presentations she did and how she converted those events into cash-paying customers

• How she utilizes treatment package discounts to improve the commitment of her new patients

• Some great parting advice for those interested in starting or transitioning to a cash-based model.

Resources and Links mentioned in this episode:

• Text Expander *affiliate link*

• Business Networking International

• WebPT EMR

• Carrie’s Clinical Facebook Page

• drjarodcarter.com/awesome

Click Here to learn how to start your own Cash-Based Practice

Let us know if you enjoyed the show:

[Click to Tweet] Thank you @Carrie_PT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter

This is my first interview of someone who had a successful solo cash practice, had to move to another city, and then started another cash PT practice in an area with very different demographics. So Carrie Jose DPT, of CJ Physical Therapy and Wellness, has started Two cash-based practices from scratch. Not bad! We cover all the details in this interview.

This episode is an interview of Tracy Sher, MPT, CSCS who started a cash-based private practice 2 ½ years ago in the Pelvic Health niche. Within one month of starting out, she was already “too busy to market” her practice. This interview covers a wide variety of topics that are applicable to anyone interested in starting of transitioning to a private-pay practice.

In this episode, you’ll learn about:

• Pricing advice for those starting a cash practice.

• How she varies her schedule based on patient complexity.

• How she and her assistant have created a mobile/virtual office.

• How she was able to find a good office assistant, and a handy trick for sifting through loads of online job listing responses.

• Why she felt a cash-based practice would be viable for her and in her area.

• The things she learned from her first experience employing another PT, and what she will do differently next time.

• Her biggest challenges as she started out, and her biggest ongoing challenges.

• Her plans for future marketing as she brings in more staff.

• How she speaks with physicians about her cash-based model, and how she gets them to refer patients anyhow.

• What she learned from attempting to verify benefits for private-pay patients.

• Two brilliant pieces of parting advice for those interested in starting their own practice or transitioning to a cash-based model.

Resources and Links mentioned in this episode:

• Schedulicity – scheduling system

• Nextiva – Voice Over Internet system

• PelvicGuru.com

• SherPelvic.com – her clinic’s website

• Tracy on Twitter

• PelvicGuru Facebook Group

Click Here to learn how to start your own Cash-Based Practice

Let us know if you enjoyed the show:

[Click to Tweet] Thank you @PelvicGuru1 for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter

This episode is an interview of Tracy Sher, MPT, CSCS who started a cash-based private practice 2 ½ years ago in the Pelvic Health niche. Within one month of starting out, she was already “too busy to market” her practice. This interview covers a wide variety of topics that are applicable to anyone interested in […]

Click here to download this episode

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If you’ve ever wondered if the cash-based model would work for an outpatient Neuro practice, wonder no longer! Re-Active PT and Wellness is a successful multi-therapist Neuro outpatient practice that is completely out of network with all payors except Medicare. Along with their skilled PT offerings, they also offer Occupational Therapy and a number of cash-pay wellness services. In this interview, owner Julie Hershberg PT, DPT, NCS tells us all about how she and her team have created this rewarding and inspiring private practice.

In this episode, you’ll learn about:

• Her story of going from solo practitioner with only two patients to a multi-therapist clinic in less than four years

• The pay rate structure for her contractors/employees, and how it differs from outpatient orthopedic cash practices

• How she has been able to find variable-hour contractors rather than being forced to bring on full-time employees

• The way she is able to utilize students in her clinic to create a win-win scenario for them as well as the patients

• The different types of neuro-based wellness classes and ancillary services that add value for clientele and income to her bottom line

• Why many of her patients decide to go private-pay even though they have health insurance that could be billed out of network

• What she feels are the keys to her practice’s growth and success

• The services offered at her neuro practice that actually attract referrals from other physical therapy clinics

• How she compels referral sources to begin referring patients to any newly added staff members, and other ways she helps fill their schedule quickly

Resources and Links mentioned in this episode:

• Re-Active Physical Therapy and Wellness
• BMS Billing and EMR
• Re-Active PT on Facebook

Click Here to learn how to start your own Cash-Based Practice

If you’ve ever wondered if the cash-based model would work for an outpatient Neuro practice, wonder no longer! Re-Active PT and Wellness is a successful multi-therapist Neuro outpatient practice that is completely out of network with all payors except Medicare. Along with their skilled PT offerings, they also offer Occupational Therapy and a number of cash-pay wellness services. In this interview, owner Julie Hershberg PT, DPT, NCS tells us all about how she and her team have created this rewarding and in