In this episode, I discuss the rather uncomfortable question often raised by prospective patients—that is, whether you participate with their health insurance plan.

Over the years, I’ve found some strategies for making that conversation a whole lot more comfortable. And my approach is quite successful in leading many of the insurance “objectors” to choose my Austin-based physical therapy clinic despite the fact we are out of network.

I walk you through this awkward conversation step by step, so you can field the “do you take my insurance” question with confidence!

Make sure you scroll down as I’ve got a hugely valuable free resource waiting for you — additional scripts you can use to help get new patients to fully commit when you get the sense they may not show up for their first visit.

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

• How a cash-based physical therapy clinic can answer the question: Do you take my insurance?” so the patient begins to focus on the value of achieving their goals more than their insurance reimbursement rules.
• How to recognize that a patient really isn’t a good fit for your cash-based practice so you don’t waste time trying to convince them otherwise.
• Why discovering the underlying emotional costs of a person’s pain gives you the most-effective avenue for motivating them to pursue the treatment plan that will best help them heal… even when their insurance isn’t paying for it.  
• How a free consultation can help you earn the patient’s trust so they’ll be willing to invest in out-of-network healthcare. And why free consultations do NOT “devalue” your services and expertise.
• The mindset that will allow you to field insurance objections confidently, effectively, and ethically.
• Why trying to convince someone who has insurance concerns to book multiple physical therapy sessions right at the start is more likely to lead to cancellations and no shows.
• How to make sure the patient is absolutely clear on your status with regard to their insurance coverage in a way that doesn’t encourage them to find another provider.

I’ve got a free resource for you: “A Simple Script That Turns Uncommitted Prospects Into Fully Committed Patients.” This contains 3 additional scripts you can use to help get new patients to fully commit when you get the sense they may not show up for their first visit.

Click below to download the scripts, and keep your schedule from falling apart at the last minute:

Thanks so much for checking out this week’s video… hope you enjoy the scripts!

HERE ARE SOME MORE EPISODES ON OON PAYMENT & SUPERBILL:

The Logistics of Billing OON on Behalf of Patients – Cash PT Lunch Hour interview of Jerry Durham PT – PPS Conference Episode Part 2

This interview is absolutely packed with high-level strategy as well as nitty gritty details and logistics of how billing insurance completely changes when you’re no longer in-network with them.

How to sell packages, use guarantees and payment plans, and overcome spouse objections in a cash-based practice

This episode explains how to better manage patient price objections, sell treatment packages, skillfully use discounts to increase conversions, and what to do when a prospective patient says they need to speak with their spouse before moving forward.

Can I accept an out-of-pocket payment from a Medicare patient? This article explains the basic Medicare guidelines for a fully cash-pay practice

MORE RESOURCES TO HELP YOU SUCCEED IN A CASH PRACTICE:

How to Answer “Do you take my insurance?”

If you or your staff dread the “Do you take my insurance?” question, then look no further than this masterclass. It very quickly provides every detail on how private-pay practices confidently answer this dreaded question, skillfully guide the conversation, and convert the maximum number of prospects into cash-pay customers. Check it out here.

CASH-BASED PRACTICE MASTERMIND

If you want to double your profit per patient and build the private practice of your dreams, without relying on greedy insurance companies, then this is your best opportunity to do so… Having the support and guidance of someone who’s already been-there/done-that will allow you to build a profitable and successful cash-based practice without wasting time, getting overwhelmed, or breaking the bank. Get your questions answered during weekly live coaching calls, join our interactive community of practice owners, and get access to the members-only website loaded with all the resources you’ll need as you create the practice of your dreams. Check it out here.