Ep805 | Cash-Based PT Pricing Strategy To Maximize Value & Profit

The P.T. Entrepreneur Podcast

🎙️ In This Episode:

Doc Danny—founder of Physical Therapy Biz—dives into price psychology and how to leverage it inside your practice to drive commitment, improve outcomes, and increase revenue. Spoiler: This isn't just about charging more—it's about structuring your pricing so patients actually do what’s best for them (and for your business).

He breaks down real-world pricing strategies he sees across high-performing clinics and how something as simple as a $1 movie rental vs. purchase can completely shift behavior.

Whether you're building your first price sheet or tweaking an existing one, this episode is a blueprint for better conversions and clearer decision-making.

🔑 Key Takeaways:

✔️ Price Anchoring Matters – Your single-visit rate isn’t there to be popular. It’s there to make your plans of care look like a no-brainer. High anchor = higher perceived value.

✔️ Make the Right Choice Obvious – When you layout your pricing, people should instantly see the value in committing. Ex: $279 single vs. $2,200 for 10 ($220/visit) vs. $4,000 for 20 ($200/visit).

✔️ Avoid the Drop-Off Cliff – Most patients who pay visit-by-visit drop off around session 3—right when pain subsides. That’s where outcomes (and referrals) die. Commitment fixes that.

✔️ Get Paid to Plan – When patients commit upfront, you get predictability, higher revenue, and a roadmap to the real results they want. Everyone wins.

✔️ Know Your Overhead – Pricing isn’t copy-paste. It needs to reflect your numbers—your rent, staff, location, and cost per session. Don’t guess—know.

✔️ Design for Their Success – Pricing should drive the outcome that’s best for the patient. If that’s 10–20 visits over time, your structure should gently guide them there.

🧠 Pro Tip:

“If someone’s in your office, they already want help. Your job is to make the next step so clear and valuable that not committing feels like the wrong choice.”

🔥 Want to Get Better at Selling Plans of Care?

✅ Take the free 5-Day Challenge → physicaltherapybiz.com ✅ Want feedback on your pricing sheet? Book a free advisor call. ✅ Grab the book and learn how the best clinics sell without being salesy.

🚀 Try Clare AI for free → MeetClaire.ai