One of the most frustrating things in a Cash-Based practice…
…Patients who show up for the eval, and never come back.
They book once, and at the end of the first appointment: “I’ll just see how I do with these exercises.” Or “I need to watch my expenses, so I’m gonna try an in-network clinic.”
Sound familiar?
In this episode, I coach a Mastermind member through this exact issue—and share the exact scripts I use to keep patients committed, from eval all the way to discharge.
What You’re Getting Today:
- The common mistake that drives patients away after the eval
- Simple scripts to keep patients from “testing the waters” at home
- A free resource: three done-for-you scripts that turn hesitant prospects into fully committed patients
1. Why Patients Drop Off After the Eval
Many practice owners think giving patients a ton of exercises at the eval is a way to “add value.” But here’s the truth:
- Too much homework makes patients think they can just try it on their own, and maybe they don’t need to pay for treatment.
- Rapid symptom relief (like after hands-on work) can make them assume they’re already “fixed.” IF you don’t pre-frame them correctly to set appropriate expectations.
- Without the right words in those moments, patients see less need for follow-up visits.
And the end result? Early drop-offs, stalled care, and patients walking around telling half-success stories about your clinic.
2. The Fix: Scripts That Create Commitment
What you say in the eval—and how confidently you say it—matters as much as the treatment itself.
Here are two key pre-frame scripts:
- The Home Exercise Script
“I don’t want to muddy the waters by sending you home with too much right now. Next visit, we’ll start building your home program—one that evolves as you do. The exercises I give you at the start won’t be the same ones you’ll need when you’re [example: playing] three hours of [goal] pain-free. That’s why staying the course is so important.” - The Early Improvement Script
“It’s common to see a big improvement after this kind of hands-on work. Sometimes it lasts, sometimes it fades a bit before the next visit—and that’s okay. What matters is that we track it together, so I know exactly how your body is responding and can guide you to full recovery.”
When you use these scripts with confidence, you don’t just prevent cancellations—you build trust, authority, and long-term commitment.
3. Your Free Resource: 3 ADDITIONAL Scripts That Turns Uncommitted Prospects Into Fully Committed Patients
I’ve got a free resource for you: 3 Simple Scripts That Turns Uncommitted Prospects Into Fully Committed Patients, designed specifically for those struggling with patient retention or converting uncertain leads into long-term clients.
These are the exact words I use (and teach my staff to use) when you suspect:
- A patient will want to “see how it goes with my exercises” before booking more visits
- They will start talking about pausing care after just a few sessions
- You can tell they’re tempted to bail once they feel just “good enough” to push through the pain (ex: Crossfitters!)
It also comes with a short training so you’ll know exactly how to deliver these scripts with confidence.
Invest in your team, invest in your practice–download your free guide now!
Thanks so much for checking out this week’s Podcast… hope you enjoy the free resource!
The Final Word
The eval sets the tone for everything that follows. If you don’t frame it right, patients will treat it like a one-off attempt at a fix, or the cheapest possible way to get a customized home program. But if you use the right scripts with confidence you’ll transform evals into the start of a complete plan of care—and create more raving success stories that fuel your practice.
Use your words wisely, and watch commitment (and referrals) grow.
— Jarod
WANT STEP-BY-STEP GUIDANCE TO START, GROW, OR TRANSITION YOUR OWN CASH-BASED PRACTICE?
>> Click Here to learn how to start, grow, or transition your own Cash-Based Practice <<
HERE ARE SOME MORE EPISODES ON PATIENT RETENTION & COMMUNICATION:
CBP 206: 4 Keys to Minimize Patient Drop-Off and Get Full POC Commitment
I teach the foundational mindset and schedule strategies that make patients more likely to follow through — especially during phases where “getting better” feels subtle.
How to Wow New Patients Before They’ve Arrived for Their First Visit
Learn how to set the stage for commitment before the eval even happens. I share simple strategies to impress and reassure patients so they’re more likely to book follow-ups and stick with care.
Top 4 Out-of-Network Billing & Superbill Tips for a Private-Pay Practice
Many patients will ask about submitting for reimbursement. In this episode, I cover how to handle out-of-network billing, superbills, and expectations—without losing momentum in the patient relationship.
MORE RESOURCES TO IMPROVE PATIENT RETENTION & PRACTICE GROWTH:
Cash-Based Practice Freedom e-Course 2.0
This course gives you every step, script, process, and resource I’ve used (and coached 1000+ practice owners through) to build highly profitable, insurance-free practices. It’s all laid out for you in a perfect step-by-step blueprint …Check out the Course here.
Cash-Based Practice Mastermind
If you want to double your profit per patient and build the practice of your dreams, without relying on greedy insurance companies, this Mastermind coaching program can get you there with: Weekly live coaching, a supportive community of Cash-Based practice owners, and a vault of done-for-you resources and masterclasses to accelerate you toward your goals and avoid time-wasting mistakes.Check out the Mastermind here.
How to Answer “Do You Take My Insurance?”
If you or your staff dread the “Do you take my insurance?” question, this masterclass is for you. It quickly equips you with the exact words, confidence, and structure to guide that conversation and convert more prospective patients into long-term, cash-pay clients. Check out the Masterclass here.
