What $1M Providers Do Differently

How are some podiatrists producing $750K–$1M per provider—without working twice as hard?

In this episode, Don breaks down the practical differences between busy practices and high-producing ones. It’s not magic—it’s math, structure, and service mix. From daily visit targets to packaging protocols and opting out of low-paying insurance, he outlines the operational shifts that drive real per-provider growth.

He also answers a second key question: how do you evaluate whether adding cash services like shockwave will actually pay off? Don shares how to think through break-even math, leverage demos, and structure packages so new technology funds itself.

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Timestamps (Total: 8:10)

[00:00] The $1M Question

What are $750K–$1M providers doing differently day to day?

[00:45] Start With the Math

20–25 patients per day at ~$200 per visit = ~$4,000 per day → ~$1M annually.

[01:45] Separate Profitable vs. Non-Profitable Visits

Block routine care into a half day, double book strategically, and protect 20-minute higher-value slots.

[02:40] Add and Automate Services

Imaging (X-ray, ultrasound), in-office procedures, orthotics, DME, and dispensing should be systematized—not optional.

[03:40] Package Everything

Fungal kits, equinus kits, shockwave bundles, laser packages—reduce friction and increase case acceptance.

[04:45] Track Daily Production

Use a daily tracking sheet to monitor imaging, DME, procedures, dispensing, packages, and follow-ups.

[05:20] The Elephant in the Room: Insurance Mix

Opt out of low-paying plans that prevent sustainable margins.

[05:50] Adding Cash Services Without Fear

Use break-even spreadsheets, demo equipment (“puppy dog close”), and shadow experienced doctors.

[07:10] Simple Break-Even Thinking

Often one package per month covers the equipment payment—the rest is upside.

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Key Takeaway

High-producing practices don’t rely on volume alone—they optimize per-visit value, package services, automate imaging and DME, track metrics daily, and make disciplined payer decisions.

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Conclusion

If you’re stuck below your target revenue, don’t work harder—tighten your math. Audit your daily visit value, block low-margin care, package your services, and run the break-even numbers on one new technology this quarter.

If you want the framework Don references, download the $1M Practice Formula and start implementing step by step.