The P.T. Entrepreneur Podcast Ep856 | What We Learned From 200 Cash-Based PTs With Yves Gege
Oct 7, 2025
54:10
Cash PT Trends 2025: What We Learned in Dallas + The New Industry Report
In this episode, Doc Danny Matta and Yves Gege unpack takeaways from their Dallas live event and preview PT Biz’s new Cash PT Industry Report. They cover what’s working now across pure cash, hybrid, and out-of-network models; why continuity and small-group training are surging; and how the talent market is shifting as more solo owners choose to join established cash clinics.
Quick AskHelp us move toward the mission of adding $1B in cash-based services to our profession: share this episode with a clinician friend or post it to your IG stories and tag Danny—he’ll reshare it.
Episode Summary- From beginners to builders: PT Biz events now draw ~200 owners focused on scaling, not just getting started.
- No single “right” model: Cash-only, hybrid, out-of-network, Medicare-focused, and gym-like setups can all work—business principles drive success.
- Continuity is up: Many clinics now get 20–40%+ of monthly visits from recurring performance/wellness work—stabilizing revenue.
- Small-group training wins: Huge LTV and stick rate; still underused (only ~¼ of clinics are doing it).
- Talent trend: More solo owners are approaching larger cash clinics for roles with culture, mentorship, and intrapreneurship tracks.
- Reality check on pay: Compensation must tie to the revenue a provider can generate; entitlement ≠ value creation.
- Macro shift: Rising deductibles & wellness demand push all clinics to add self-pay services—cash PT is no longer fringe.
- Owner mindset: Conversations have matured—hiring, leadership, profitability, systems, and scaling to $100k–$200k/month per site.
- Market fit varies: Geography, payer mix, and demographics dictate whether to stay pure cash, add OON, or blend Medicare.
- Community compounding: Member-to-member playbooks (what worked, what didn’t) are often the most valuable part of events.
- Continuity growth: Bigger clinics show higher % of recurring visits, needing fewer new evals to fill schedules.
- Underutilized small groups: High demand among “post-injury but not gym-ready” clients; strong margins and retention.
- Diversified offers: Performance, strength, and longevity programs de-risk revenue and increase lifetime value.
- Checks the boxes: Strength, mobility, accountability, and community—with clinicians nearby if issues arise.
- Cost-effective for clients: Often similar to PT weekly or personal training—but with better adherence and social glue.
- Team friendly: Therapists enjoy variety and fewer notes; can be delivered by PTs or trained coaches under clinical oversight.
- Two good options: Go all-in on ownership or join a high-performing cash clinic as an intrapreneur (clinic director, partner track).
- Value first, then ask: Promotions/partnerships follow demonstrated impact, not tenure. Reputation compounds.
- Launch continuity now: Create 1–2 simple monthly options (e.g., strength + mobility; return-to-sport).
- Pilot a small group: 4–8 clients, 2x/week, 8 weeks. Price for value, track retention, collect testimonials.
- Map your model: List your market realities (Medicare, Tricare, local payer rates, boomer density) before choosing cash/hybrid.
- Hire from the doers: Prioritize applicants who’ve tried solo—“batteries included,” better respect for business realities.
- Benchmark & iterate: Compare your prices, packages, and continuity % to the industry report; fix one lever each month.
- Download the Cash PT Industry Report and benchmark your prices, packages, and continuity %.
- Sketch a small-group pilot (who it’s for, schedule, price, progression) and pre-sell 6–8 spots.
- Define two continuity offers with clear outcomes and a simple monthly cadence.
- Write a one-page model map for your area (payers, demographics, demand) and choose cash-only vs hybrid accordingly.
- Clinical Rainmaker: Systems to get you full-time in your clinic.
- Mastermind: Scale space, team, and operations.
- PT Biz Part-Time to Full-Time 5-Day Challenge (Free): Expenses, visit targets, pricing, 3 paths to go full-time, and a one-page plan.
- PT Biz Website
- Free 5-Day PT Biz Challenge
- Cash PT Industry Report: Download on the PT Biz site.
About the Hosts: Doc Danny Matta—staff PT, active-duty military PT, cash-practice founder & exit; now helping 1,000+ clinicians start, grow, and scale with PT Biz. Yves Gege—cash-practice owner and PT Biz co-founder focused on systems, leadership, and scaling.