About this episode

Dr. Robbie Woelkers discusses the pitfalls of traditional visit-package models in physical therapy and introduces custom care plans as a more profitable alternative.

🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join If your clinic is still selling six, ten, or twenty-visit packages, the problem is not that patients do not want care. The problem is that the model may be quietly crushing your margins. In this video, Dr. Robbie Woelkers breaks down why the standard visit-package model is broken for cash-pay and hybrid physical therapy practices. He shows how clinics can collect more money upfront, sell more visits, and still end up with almost no profitability because every bigger package comes with a bigger discount. Robbie walks through the math first: revenue per visit, cost per visit, operating expenses, and why discounting a $200 visit down to $140 can leave you dangerously close to your actual cost of fulfillment. Then he explains why the six-visit package creates a clinical and sales problem: it often gets patients out of pain, but not all the way back to performance. Then he introduces the better model: custom plans of care. Instead of selling preset boxes, Robbie shows how to build a plan around the patient’s actual goal, using frequency, duration, and…

People in this episode

Host: Joey Allbritton

Guest: Dr. Robbie Woelkers

Topics covered

• sales strategy
• physical therapy
• profit margins
• custom care plans
• patient care

Keywords

• visit packages
• profitability
• physical therapy
• custom plans

Mentioned in this episode

Organizations: The Levels

More episodes of The Levels

• Stop Buying New Patients — Turn 1 Patient Into 8 With This System · July 21, 2026 · 29 min
• The Real Reason Patients Drop Off After Visit 4 · July 14, 2026 · 33 min
• The Exact Framework to Take Patients From "I'll Think About It" to Paid in Full · June 30, 2026 · 43 min
• The Exact Job Ad Framework That Gets Physical Therapists to Apply · June 23, 2026 · 33 min
• The 8-Step Hiring Framework Every Physical Therapy Practice Owner Needs · June 16, 2026 · 24 min

Explore listener stats, chart rankings, contacts and more on the The Levels podcast page.