How to Sell $350 PT Sessions to Medicare Patients

Most PTs panic when a Medicare patient calls asking, “Do you take my insurance?” but what if that same call could turn into a $350 cash session? In this episode, Dave Kittle, Tony Maritato, and Jimmy McKay break down how to communicate value, use outcome-based messaging, and sell clarity instead of coverage. From Medicare opt-out strategy to real patient calls and the psychology behind premium pricing, this episode shows how elite PTs build trust, charge what they’re worth, and win without billing codes.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Building Tangible Solutions for Clients[00:54] — Dave's Idea and Medicare Opt-Out Discussion[01:04] — Physical Therapists Opting Out of Medicare[02:15] — Medicare Beneficiaries' Choices and Implications[03:46] — Marketing in Healthcare: The Key to Success[04:35] — Communicating Value to Medicare Beneficiaries[05:05] — Challenges for New Grads in Physical Therapy[05:50] — Challenges for Long-Time Practice Owners[06:29] — The Importance of Online Presence[07:30] — The Changing Landscape of Physical Therapy[08:50] — The Importance of Social Media in Small Business[09:55] — Communicating Value to Clients[10:17] — Phone Conversation Strategies for Medicare Beneficiaries[14:28] — Marketing Problems and Solutions[18:25] — Content Creation and Marketing Strategies[21:49] — Medicare Advantage and Cash-Based Services[23:26] — The Futility of Certain Activism Efforts[24:10] — The Reality of Activism in Healthcare[26:15] — Sales Techniques and Client Communication[27:16] — The Value of Tangible Service Plans[28:41] — Misrepresentation in Professional Titles[29:40] — The Exhaustion of Fighting for Change[31:44] — Achievable Goals vs. Grand Aspirations--Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.