The P.T. Entrepreneur Podcast Ep821 | How To Respond When Patients Say: "I'll Just Use My Insurance"
Jun 5, 2025
16:31
How to Respond When a Patient Says, “I Just Want to Use My Insurance”
In this episode, Dr. Danny Matta breaks down one of the most common (and frustrating) objections in the cash-based PT world—when a patient says, “I want to use my insurance.” Learn how to respond with confidence, empathy, and strategy.
🎯 Key Takeaways: 1. The Landscape Has Changed- Patients are more informed now—high deductibles, HSA plans, and more out-of-pocket costs are common.
- This creates opportunities to position cash-based care as the better option.
- Never be confrontational. Use phrases like: “Totally get it—I have insurance too.”
- Ask if they know their deductible or what their insurance actually covers.
- Educate them that many people are paying out of pocket whether they’re in-network or not.
- Traditional PT = high volume, generalist, low face time, limited equipment and customization.
- Cash-based PT = one-on-one, specialized, concierge-level care with better outcomes and communication.
- Reframe the conversation around value, not just cost.
- Follow up with a thank-you email and a helpful exercise video based on their issue.
- Check back in 1–2 weeks to ask how they’re doing.
- Often, this simple follow-up brings them back after they realize the difference in care elsewhere.
Danny shares how a competitive triathlete left to use insurance, only to return after being handed a generic exercise sheet. That client went on to become one of their best long-term patients.
💡 Tips to Apply Today:- Have the money and insurance conversation before they walk in your door.
- Never take it personally—always follow up.
- Use these conversations to educate, not sell.
Learn how to build a thriving cash-based clinic that doesn’t rely on insurance: ✅ Visit PhysicalTherapyBiz.com ✅ Book a Free Discovery Call