After 4 years of waiting, I finally had the opportunity to interview Jen Gamboa, the owner of Body Dynamics which is the largest Cash-Pay Physical Therapy clinic in the United States! We managed to chat for a bit at the Private Practice Section conference in Chicago back in November. With over 20 service-providing staff members, Jen has some great insights into how to successfully scale up to become such a large cash-pay clinic. She brought a couple of her higher level providers/managers, so be sure to listen for their words of wisdom as well.

More specifically, we discuss these cash-based practice topics:

  • My 2017 wins and what I’m looking forward to in 2018
  • Why “working to the lowest-common-denominator” drove Jen away from the traditional model of PT
  • How her background in dance has influenced her business
  • How she scaled her business from a solo practice and what roles and services she added first
  • Why “stall in the hall” business models don’t work and how Jen adapted to overcome this challenge
  • How Jen’s staff offers integrative care, not just physical treatment
  • Jen’s biggest challenges as her business has grown
  • The “Sustainable Health Index,” how to use it to assess patients, and get better outcomes
  • The importance of consistency of service and product
  • How they work with Washington Ballet to keep the dancers in tip top shape and out of orthopedic offices (unless absolutely necessary)
  • Different fitness options and speciality services offered at Body Dynamics
  • How Body Dynamics utilizes customizable memberships for some of their services
  • How “motivational interviewing” can make a difference in conversion rate through phone calls and evaluations
  • Why volunteering at a “free clinic” program has helped grow Body Dynamics
  • How staff members use workshops and social media to build relationships with potential clients
  • Jen’s tips for hiring great employees


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