Episode Summary

Doc Danny breaks down a major shift in the cash-based business model: moving from visit-based packages to outcome-based offers. After 10 months of testing across dozens of clinics, the data shows higher conversion rates, stronger continuity, and a significant increase in average visit value.

In This Episode, You'll Learn

• Why traditional visit packages create drop-off and unused visits
• The difference between selling sessions and selling outcomes
• How outcome-based offers increased average visit value by 26%
• Why completion drives continuity and lifetime value
• How to align prognosis, biology, and patient goals into one clear offer
• What operational friction to expect when making the shift

Key Takeaway

Patients value outcomes and time saved, not session counts. When you sell duration and results instead of visits, compliance improves, continuity increases, and your business becomes more stable.

Technology Spotlight

Want to stay fully engaged with patients instead of buried in documentation? Try Claire free for 7 days and see how an AI scribe built for physical therapists removes the documentation burden instantly.

Free Resource

Ready to go from part-time to full-time in your cash practice? Join the free 5-Day Challenge.

Connect

• Physical Therapy Biz
• PT Entrepreneur Podcast

Episode Summary

Doc Danny shares the single most beneficial exercise PT Biz ran at their staff retreat: a team SWOT analysis. Learn how to use strengths, weaknesses, opportunities, and threats to uncover blind spots, improve hiring, and align your team around smarter decisions.

In This Episode, You'll Learn

• Why documentation burnout is one of the biggest frustrations for clinicians
• How a movement-first retreat cadence improves focus, creativity, and team connection
• What a SWOT analysis is and how to run it with your staff
• Why you need team members who see the world differently than you do
• How to spot alignment themes your clinic should prioritize immediately
• How this exercise strengthens culture by making staff feel heard and valued

How to Run a SWOT Analysis With Your Team

1. Have everyone write down Strengths.
   Share answers, discuss differences, and note where there is strong agreement.
2. Repeat for Weaknesses.
   Look for blind spots, bottlenecks, and internal issues the owner may not see day to day.
3. Repeat for Opportunities.
   Identify growth plays, niche expansion, and improvements that could create leverage.
4. Repeat for Threats.
   Surface risks early so you can plan around them instead of reacting later.

Key Takeaway

A great team is not built by hiring people exactly like you. You need diverse perspectives to reduce blind spots, balance optimism with risk awareness, and make stronger decisions as you scale.

Technology Spotlight

Clinicians hate notes for a reason. Want to remove most of your documentation time? Try Claire free for 7 days and see how an AI scribe trained for physical therapists helps you stay present with patients and get your time back.

Free Resource

Want a clear plan to go from part-time to full-time in your cash practice? Join the free 5-Day Challenge.

Connect

• Physical Therapy Biz
• PT Entrepreneur Podcast

Episode Summary

In this episode, Doc Danny shares why cash-based physical therapy entrepreneurship is entering a powerful new phase. From his upcoming presentations at CSM to the broader evolution of the profession, Danny breaks down how business models have changed, why scalability is now real, and what this means for clinicians who want more autonomy, impact, and long-term opportunity.

In This Episode, You'll Learn

• Why distraction during documentation hurts rapport and outcomes, and how AI scribes can fix it
• What Doc Danny is presenting at CSM and why cash-based models are gaining momentum
• How starting a clinic inside a gym can lower risk and accelerate early growth
• Why cash-based practices are more scalable today than ever before
• How entrepreneurship is becoming a larger part of the physical therapy profession
• Why specialization and niche expertise benefit both clinicians and patients
• What clinicians must nail in the early phase of business to build something sustainable
• How non-traditional career paths are opening new doors inside and outside the clinic

What's Changing in the Profession

Entrepreneurship in physical therapy is still a small percentage of the profession, but it's growing fast. More clinicians are choosing self-employment, niche practices, and performance-based models that prioritize one-on-one care, long-term outcomes, and lifestyle flexibility. According to Doc Danny, this shift isn't slowing down.

Why This Matters

Patients want personalized care. Clinicians want autonomy and fulfillment. Cash-based models sit at the intersection of both. This episode explains why now is a unique moment for physical therapists to build meaningful businesses that create real enterprise value.

Technology Spotlight

Want to be fully present with your patients instead of stuck in your EMR? Try Claire free for 7 days and see how an AI scribe built specifically for physical therapists can reduce documentation time and improve patient outcomes.

Key Takeaway

You don't need to have your entire career figured out today. The skills you build as a clinician and business owner are transferable, powerful, and increasingly valuable. Focus on nailing the fundamentals, stay open to opportunity, and let the path evolve.

Free Resource

Thinking about going full-time in your cash practice? Join the free 5-Day Part-Time to Full-Time Challenge and build a clear, realistic plan to replace your income and take action.

Connect

• Physical Therapy Biz
• PT Entrepreneur Podcast

Episode Summary

In this episode, Doc Danny shares a conversation between Rainmaker coach Jaxie Meth and Mastermind member Holly Navarro. Holly walks through how she built a cash-based practice in a narrow niche (dance medicine), found her first treatment space, grew through community workshops, and scaled into hiring and a standalone clinic location.

Try Claire (AI Scribe for PTs)

Want to save your clinicians hours every week and increase capacity without burning them out? Start a free 7-day trial of Claire .

What You'll Learn

• How Holly built a real practice around a "small" niche and why narrow can scale
• What it looked like to start while life was chaotic and still keep momentum
• How she landed her first space through a simple conversation and community connection
• Why workshops and "captured audience" events worked to drive early patient volume
• How to build workshop follow-up so parents actually see the offer (waivers + email drip)
• When it makes sense to move from a borrowed space into your own standalone location
• What changed when she stopped thinking small and started building for a bigger life goal
• Hiring lessons, including why she hired a marketer first and then brought on two PTs

Key Highlights from Holly's Story

• Starting point: 10 years in a small private practice, built a dancer following, ran a side hustle for years, and reached a point of misalignment with leadership and direction.
• First space: A patient offered a gym space, which gave her a "good enough" setup to build traction without big overhead.
• Workshops as growth engine: Injury prevention workshops for studios, then more specific body-part workshops (ankle, turnout, etc). She charges studios for dance workshops and lets them decide whether to charge dancers.
• Parent follow-up system: Uses waivers to capture parent contact info, then an email drip sequence with a clear offer and reminders.
• Standalone clinic: Moved into a dedicated space once demand grew and the original setup capped expansion. Key lesson: don't think too small, you may outgrow a space faster than you expect.
• Hiring: Hired a marketer to help amplify hiring and awareness, then hired two PTs (including someone she trusted from a prior clinic).
• Programs: Rainmaker built the confidence and structure to start. Mastermind brought systems, hiring, and repeatable scale.

Workshop Pricing Notes (From the Conversation)

• Dance workshops: typically charged to the studio (example shared: $400 for 90 minutes)
• General workshops (for building a new clinician's schedule): may be free or low-cost to increase attendance and buy-in
• For youth: capture parent email via waiver and follow up automatically, because flyers rarely make it home

Free Resource

Want a clear plan to go from part-time to full-time in your cash practice? Join the free 5-Day Challenge.

Featured Guest

Holly Navarro
Elevation Physical Therapy (Dance Medicine) — New Jersey
Follow: @elevation.physical.therapy

Connect

• Physical Therapy Biz
• PT Entrepreneur Podcast

Episode Summary

Cash-based clinics live and die by clear communication, confidence, and value. In this episode, Doc Danny breaks down four red flags that your staff clinician has a money mindset problem and how it quietly crushes conversions, plan-of-care adherence, retention, and clinic revenue.

In This Episode, You'll Learn

• Why money mindset issues are common in healthcare and how they show up in cash-based care
• How staff clinicians unknowingly make affordability decisions for patients
• The damage caused by apologizing for pricing and losing authority
• Why downgrading plans without clinical justification creates hidden revenue loss and burnout
• How "made-up stories" about a patient's finances sabotage recommendations and outcomes
• What to coach your staff on so they sell clinically appropriate plans with confidence

The 4 Signs Your Staff Clinician Has a Money Mindset Problem

1. They decide what a patient can afford instead of what the patient needs.
   Making assumptions based on someone's job, car, or appearance leads to under-prescribing care and poor outcomes. Start with the diagnosis and prognosis, then let the patient decide.
2. They apologize for pricing.
   If your clinician says "I know this is expensive," they've already surrendered authority. Your pricing should feel normal because the value is real. Confidence transfers.
3. They downgrade plans without clinical justification.
   Selling a smaller package and stretching it out usually means more unpaid work between visits, slower progress, lower clinic revenue, and higher clinician burnout. Recommend the right plan first.
4. They create stories about a patient's finances.
   "They have three kids, money must be tight" is not clinical reasoning. You don't know a patient's priorities, household income, or what they value most.

Technology Spotlight

Want your clinicians fully present with patients instead of clicking through notes? Try Claire free for 7 days and see how an AI scribe built for physical therapists can reduce documentation time and improve the patient experience.

Key Takeaway

Your clinician's job is to prescribe the plan that matches the diagnosis and prognosis, not to pre-negotiate on the patient's behalf. When staff confidence rises, conversions rise, retention rises, and the whole clinic scales faster.

Free Resource

Want to go from part-time to full-time in your cash practice with a clear plan? Join the free 5-Day Challenge.

Connect

• Physical Therapy Biz
• PT Entrepreneur Podcast

Most clinic owners work nonstop to bring in new patients while completely ignoring the most valuable asset they already have. Their past patients.

In this episode of the PT Entrepreneur Podcast, Danny explains how past clients can quietly represent hundreds of thousands of dollars in recurring revenue and why most clinics never tap into it.

• Why recurring revenue is the most valuable dollar in your clinic
• How past patients can generate predictable, stable income
• The math behind a $250,000 recurring revenue opportunity
• How one clinic built a six-figure program without ads
• What to offer past patients so they actually come back

Most clinics have seen hundreds or even thousands of patients over the years. Many of those patients had great outcomes, trust the providers, and would happily return if given the right reason.

Yet most clinics never follow up unless someone gets injured again.

Recurring revenue creates stability. It allows owners to plan staffing, manage overhead, and grow without constant stress.

Unlike the referral-eval-discharge model pushed by insurance, cash-based clinics can design ongoing services that fit patient needs and provider strengths.

Danny shares how one clinic launched a small group training and movement program by reaching out only to past patients.

The first cohort filled immediately. A second group followed shortly after. No ads. No cold outreach.

That single program now generates between $200,000 and $250,000 in gross revenue for one clinic, with members staying an average of nearly three years.

• Past patients already trust you
• They know your quality of care
• You understand their history and goals
• They are far easier to re-engage than new leads

Recurring services do not have to be complex. They might include:

• Small group training or movement classes
• Monthly check-ins or tune-ups
• Ongoing strength, mobility, or longevity programs
• Remote coaching or programming

The key is matching what you are good at with what your patients actually want.

Many owners never build these programs because they are buried in documentation and admin work.

Claire helps remove that burden so you can focus on patients and business growth.

Try Claire free for 7 days

• Review your past patient list
• Identify patients who had strong outcomes
• Test one simple recurring offer
• Start with direct outreach before ads

If you are working toward going full time in your own practice, PT Biz offers a free Part Time to Full Time 5-Day Challenge.

Sign up here:
https://physicaltherapybiz.com/challenge

Big months feel like a win. More patients, more prepaid packages, more cash hitting the account. But if you do not understand how to manage that cash, those same big months can put you in a financial bind later in the year.

In this episode of the PT Entrepreneur Podcast, Danny breaks down why prepaid revenue creates false confidence, how owners accidentally drain their reserves, and the simple rule that keeps your clinic financially stable.

• Why prepaid services are not the same thing as earned revenue
• How reactivation campaigns can create future cash flow problems
• The most common mistake owners make after a big revenue month
• Why your clinic can look busy but feel broke
• The minimum cash buffer every clinic should hold

Danny walks through a common scenario. A clinic normally doing $20,000 per month runs a strong reactivation campaign or sees a surge in new patients. That month jumps to $50,000, much of it prepaid.

On paper, it looks like massive growth. In reality, much of that cash represents services that have not been delivered yet.

The mistake happens when owners take large distributions during those spike months. As patients return to use prepaid visits, monthly collections drop. The clinic suddenly looks like it is underperforming, even though the schedule is full.

Danny shares that he made this exact mistake early on and had to move personal money back into the business to stabilize cash flow.

Before distributing extra cash, clinics should hold at least three months of overhead in the business account.

If your overhead is $12,000 per month, that means keeping $36,000 in cash on hand. Some owners temporarily hold even more after large prepaid months until things normalize.

The mindset shift is simple but critical. Prepaid revenue is not truly earned until the visits happen.

When you treat prepaid cash like future obligations instead of profit, cash flow becomes predictable instead of stressful.

Cash flow mistakes often come from overwhelm. When owners are buried in documentation and admin work, there is no space to think strategically.

Claire helps remove that burden so you can stay present with patients and actually manage your business.

Try Claire free for 7 days

• Review your last big month and identify prepaid revenue
• Calculate three months of overhead and protect that cash
• Stop tying distributions to single-month spikes
• Build systems that create clarity instead of chaos

If you are still working toward going full time in your own clinic, PT Biz offers a free Part Time to Full Time 5-Day Challenge to help you build a clear plan.

Sign up here:
https://physicaltherapybiz.com/challenge