Jeremy on Marketing Podcast Ep45 | Brain Dump From PT Biz Event
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Fresh off a week at the PT Biz Live event in Dallas, Jeremy shares a candid brain dump of what’s working right now for cash-based clinics. After talking with 150+ owners, sitting in on keynotes, and running live website/SEO audits at the Patch booth, three clear themes emerged: how to think about your time horizon, how to define “enough” (wealth) for your life, and a smarter way to sell care plans.
📌 Episode Topics- Two Types of Clinic Owners: The long-horizon builder vs. the pedal-to-the-metal sprinter—and why you should choose your lane.
- Defining “Enough” (Wealth): Translate life goals into a monthly spend and reverse-engineer your clinic to hit it.
- Time-Based Offers: A newer packaging model (2–3–6–9 month programs) that beats session packs for buyer psychology, staff sales, and clean books.
Owners Jeremy met fell into two camps:
- Long-Horizon Builders (10–20 years): Lower quarterly stress, steadier growth, often higher profit. Example: buying the building reframed the game and reduced pressure.
- Sprinters (next 6–24 months): Aggressive ads, reinvesting profit, adding staff and locations fast. Higher revenue growth, thinner margins.
Pain point: Stress spikes when you try to live in both modes. Pick one and align decisions (ads, hiring, goals) accordingly.
💸 Lesson 2: What Are You Working Toward—And How Much Is Enough?Keynote insights (money mindset): Most owners want time/financial freedom, not 30 weekly treatments forever. Define “enough” by monthly spend, then pick a path:
- Path A (Asset Sale + 4% rule): Build a valuable, owner-light clinic and sell (e.g., ~$3M yields ~4% ≈ ~$10k/mo).
- Path B (Autopilot Dividends): Run a $500k–$750k clinic at ~20% profit, removed from day-to-day, and pay yourself ~$8k–$12k/mo.
Reality check: If “freedom” is the goal, you can’t stay chained to a 25–30 visit caseload. Do a time audit, cut the non-revenue 80%, delegate, and invest time into lead follow-up, email, local marketing.
⏱️ Lesson 3: Time-Based Offers Beat Session PacksClinics in the room are shifting from 10/15/24-packs to 2, 3, 6, or 9-month programs tied to a plan of care.
- Why it works for patients: Easier to grasp (“3 months to fix your back”) than “12 sessions.” Aligns with outcomes, not swipe count.
- Why it helps staff sell: Logical, care-plan based, less transactional. Reported higher close rates.
- Why it helps finance/ops: No stranded sessions on the books (cleaner A/R), higher average visit value, simpler forecasting.
Watchouts: Keep all marketing congruent (don’t advertise session bundles alongside time-based plans). Think through holiday timing (e.g., Thanksgiving–New Year travel) and set start windows or pause rules.
⚡ Quick Wins You Can Use Today- 🧠 Pick your lane (builder vs. sprinter) and align Q4 goals to it.
- 📝 Define your monthly “enough” number; choose Path A or B and reverse-engineer the clinic.
- 📆 Pilot time-based programs (2/3/6 months) with clear expectations, cadence, and continuity plan.
- 📣 Unify messaging across site, email, ads, and front-desk scripts—no mixed models.
- ⏳ Run a one-week time audit; cut/automate non-revenue tasks and redeploy hours to follow-ups, email, workshops.
Clarity on horizon + a concrete wealth target + time-based packaging gives you a simpler path to a profitable, owner-light clinic. It reduces stress, lifts close rates, cleans up your books, and makes scaling staff and marketing far easier.
📥 Get the PlaybooksWant scripts, pricing frameworks, and rollout checklists for time-based offers—plus the wealth planner worksheet?
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📱 Follow for MoreFollow @_jeremydupont for proven clinic growth strategies in 2025.
Pick your path, define “enough,” and package your care the way patients actually buy. Simpler clinic. Better profit. More freedom.