What $1M Providers Do Differently

What $1M Providers Do Differently How are some podiatrists producing $750K–$1M per provider—without working twice as hard? In this episode, Don breaks down the practical differences between busy practices and high-producing ones. It’s not magic—it’s math, structure, and service mix. From daily visit targets to packaging protocols and opting out of low-paying insurance, he outlines the operational shifts that drive real per-provider growth. He also answers a second key question: how do you evaluate whether adding cash services like shockwave will actually pay off? Don shares how to think through break-even math, leverage demos, and structure packages so new technology funds itself. ⸻ Timestamps (Total: 8:10) [00:00] The $1M Question What are $750K–$1M providers doing differently day to day? [00:45] Start With the Math 20–25 patients per day at ~$200 per visit = ~$4,000 per day → ~$1M annually. [01:45] Separate Profitable vs. Non-Profitable Visits Block routine care into a half day, double book strategically, and protect 20-minute higher-value slots. [02:40] Add and Automate Services Imaging (X-ray, ultrasound), in-office procedures, orthotics, DME, and dispensing should be systematized—not optional. [03:40] Package Everything Fungal kits, equinus kits, shockwave bundles, laser packages—reduce friction and increase case acceptance. [04:45] Track Daily Production Use a daily tracking sheet to monitor imaging, DME, procedures, dispensing, packages, and follow-ups. [05:20] The Elephant in the Room: Insurance Mix Opt out of low-paying plans that prevent sustainable margins. [05:50] Adding Cash Services Without Fear Use break-even spreadsheets, demo equipment (“puppy dog close”), and shadow experienced doctors. [07:10] Simple Break-Even Thinking Often one package per month covers the equipment payment—the rest is upside. ⸻ Key Takeaway High-producing practices don’t rely on volume alone—they optimize per-visit value, package services, automate imaging and DME, track metrics daily, and make disciplined payer decisions. ⸻ Conclusion If you’re stuck below your target revenue, don’t work harder—tighten your math. Audit your daily visit value, block low-margin care, package your services, and run the break-even numbers on one new technology this quarter. If you want the framework Don references, download the $1M Practice Formula and start implementing step by step.