If you answered 'yes' to any of the above, you are not alone and you are in the right place.
Most out-of-network practice owners share a common complaint and vital weakness that can make or break this type of practice:
Answering the "Do you take my insurance?" question.
It's not like we were taught this stuff in school when getting our clinical degrees! And most private practice business trainings and coaches are teaching from the basis of you being primarily in-network.
For cash practice owners and those transitioning out-of-network to drop low-paying contracts, answering this question can be incredibly uncomfortable and you can lose a ton of patients that would have said 'yes' if you only knew how to skillfully guide these conversations.
I believe you should never sell anything to someone who doesn't want or need it, but if a prospect needs your help and you can provide them with the best care and results, you owe it to them AND your business to learn the skills to convert that prospect into a happy customer.
You see, most patients actually can afford out-of-network treatment, and they would never want sub-optimal treatment and results. But most of the general population have been conditioned over time to use insurance coverage as an initial factor in choosing where to get care.
For many out there, if the first thing they learn about a practice is that it isn't in-network with their insurance, they'll immediately say 'no' and move on.
But if that same person is skillfully guided through a 10-20 minute conversation before going into detail about insurance coverage, quite often that 'no' becomes a 'yes' ...
... Because the decision was never completely about money and insurance in the first place!
They're just conditioned to make it about those things up front, and it's your job to get to the root of what is actually important to each potential patient.
For some people, their decision on where to get care really is primarily about insurance and finances.
But for most, the decision is more strongly influenced by other factors.
And if you know how to tune into those other factors, you'll find that all of a sudden your phone conversion rates skyrocket, and a very high percentage of people are totally willing to go out-of-network for great care and results.
(Side note in case you're wondering — if insurance is the very first thing they ask about, there is a simple, powerful statement that will still allow you to have this vital 10-20 minute conversation before discussing insurance coverage.)
My name is Jarod Carter, and after:
- over 10 years of running a 100% cash-based practice,
- taking over 1000 prospective patient phone calls (most of whom didn't know my clinic is out-of-network),
- two decades of studying sales psychology, and
- coaching hundreds of private practice owners and receptionists along the way,
I developed a powerful system to answer the insurance question and master the initial patient phone call so you can help prospects make the best decisions about their healthcare, and maximize conversions of phone calls into cash-pay patients ... even if the very first thing out of their mouth is "Do you take Blue Cross?"
And I’ve put it all together in an actionable, quick-to-consume e-course so you can stop losing patients to insurance-based practices and start winning new cash-pay patients right away.
A masterclass series on how private-pay practices can confidently answer this dreaded question, skillfully guide the initial phone conversation, and convert the maximum number of prospects into cash-pay customers.
This course teaches you precisely how to comfortably answer this uncomfortable question, in a way that underscores the high value of your services and makes prospective patients strongly desire them even if you're not in-network with their insurance.
Not only that, I’ve included my top resources and followup templates (see bonuses below) that can help you maximize new-patient signups and keep existing cash-pay patients engaged and coming back for their full plan of care.
"I transitioned my practice from insurance-based to cash-based overnight, and my existing receptionist continued answering new-patient calls after we made the switch. Unfortunately, we lost all 6 of the prospects who called in the first 2 days!
Then, we began applying Jarod’s strategies for handling those calls. Our results changed dramatically overnight. We are now averaging 15 new patients per week—OON, cash-pay at $200 per hour. I am thrilled!"
—Dan Bockmann, DC
This is a 5-lesson masterclass series along with bonus trainings and resources that will teach you:
These bonuses will help you maximize conversions, keep your customers on schedule until they're ready for discharge, to become raving lifelong fans and referral sources.
Questions for Patients to Ask their Insurance: Two vital questions to help patients understand their true cost in-network vs. out-of-network
Patients often call without knowing you are not in-network with their insurance, and once that fact comes up, some will say they want to know what their out-of-pocket costs will be if they decide to utilize your out-of-network services. Though I try to keep the focus on value and results rather than dollar amounts, after explaining that OON care can be more cost-effective for them if they have a high deductible or co-pay, I email them these questions to ask their insurance company.
The answers to these questions will give them a good idea of their out-of-pocket costs/reimbursement to work with your practice versus an in-network option.
Lead Management & Patient Followup Tracking Sheet & Training: Optimize lead conversions into paying customers & make sure they stay on schedule
The fortune is in the follow up! Watch this video training by our admin at CarterPT on how we use the bonus spreadsheet with our own leads as well as prospective patients who have fallen off schedule.
Any caller that reaches out, or any patient who is not 100% better but isn’t booked for their next appointment, needs to be on this spreadsheet so they don’t slip through the cracks and cost your practice many $$thousands over time.
Jarod's New Patient Onboarding Email Sequence: Maximize customer lifetime value & minimize plan-of-care dropoff
Most practices don’t do this, but for those that do, it shows in their average POC revenue! Having an automated series of emails that goes to all new patients allows you to incorporate more touch points that ultimately decreases POC drop-off, no shows, and cancelations, as well as increases Google reviews and return business.
This bonus provides an overview PDF showing image samples of each of the emails in my new patient onboarding sequence and explaining what is in each email and I why have added it. The bonus also includes a text version, so you can copy and paste all the emails for your practice! It's a powerful done-for-you system that will help maximize customer lifetime value and word-of-mouth referrals.
“Extensive, but concise, collection of solutions based on the most difficult question to answer in the Physical Therapy private pay arena. Extremely thorough in addressing all the scenarios and appropriate responses to get buy-in for potential patients to understand the overwhelming benefits of transitioning from the insurance-based to
private-pay mindset. I now actually hope they ask this question. If you don't get this course, you're constantly losing money.”
—Doug Comer, MSPT, MS
How is the course delivered?
After you click one of the green buttons on this page and purchase access, you will receive an email with your login information to the website where you can access the masterclass and all the time-saving bonuses. The course content is pre-recorded videos and text resources that you can consume and implement at your own pace. There is a comments section in each lesson where you can post any questions you may have.
I have a lot going on...how much time do I need to invest?
Super busy? You can get through the course in a single sitting, but it is entirely self-paced. It consists of five lessons covering everything you'll need to know to be able to handle insurance questions with confidence and ease. We've seen this material dramatically improve the new-patient signup rate for a practice within days. And you can always go back later to reinforce what you've learned and pick up anything you might have missed—in fact, you are strongly encouraged to do so!
I don't answer the phone. If I purchase this course, can my receptionist or other staff also access the content?
Of course! When you enroll, the system will send you login details with an auto-generated password. Feel free to provide that info to your receptionist. The system doesn't allow more than one person to be logged in at a time, so keep that in mind; but there's no problem with getting the people on your team who interact with prospects to also have access to these important strategies.
How can I get more support from you?
As mentioned above, the course has a comments section where you can post any questions you may have along the way.
Just like no two humans are the same, no two practices are the same. And it’s for this reason that I have a private Mastermind group to ensure all my students' questions are answered, all your requests for feedback are fulfilled, and you have access to me for support....and not just for your workshops but for all practice-related questions. Click here to learn more about my Private Practice Mastermind.
What if I decide this just isn't for me?
I have no doubt that once you step inside How to Answer “Do you take my insurance?” you will find that you have everything you need to handle this awkward question in a way that improves conversions! However if for any reason you are not fully satisfied, within 90 days of purchase simply send us an email (firstname.lastname@example.org) and I will gladly refund 100% of your investment. This means you’re able to make a risk-free investment in improving how you and your staff handle insurance questions and the initial phone call as a whole!
Can't I just figure all this out on my own?
Well, of course you can! ….but it would take you quite a long time to learn everything you get in this masterclass (which contains everything I've learned from over 10 years of handling patient questions and studying sales and marketing)?
Can you really afford to experiment on all those prospective patients instead of signing them up now? At this low price, there is simply no need to lose business by trying to figure it out on your own!
How to Answer “Do you take my insurance” is your shortcut to more patients and more income, so why waste another minute squirming through the insurance discussions you can learn to navigate with ease?
Jarod Carter opened his successful cash-based practice in early 2010 and filled his schedule with private-pay patients within six months. Since then, he has helped guide hundreds of his healthcare colleagues to create or transition to the cash-based/out-of-network practice model.
In the fall of 2011, he released his first book, My Cash-Based Practice, and began blogging, podcasting, and speaking on all aspects of the out-of-network practice model on his website DrJarodCarter.com. His second book Medicare and Cash-Pay Physical Therapy was released in 2015.
His podcast, The Cash-Based Practice Podcast, has over 450,000 downloads. In 2019, Jarod released The Cash-Based Freedom e-Course, which guides students in the creation of a 12-month, customized action plan that leads them step-by-step to create their dream, private practice.
Jarod is the host and head coach of the Cash-Based Practice Mastermind group, and has personally guided the creation and growth of hundreds of private practices around the US and the world.
This self-paced online program will give you everything you need to confidently answer insurance questions and improve conversions ...guaranteed. And I say “guaranteed” because if you don’t feel that this course is worth every penny, I’ll give you your money back within 90 days of purchase.