The Clinic Boss Show

How We Sell Clinics for $500K, $1M, and $10M (170+ Deals Closed)

Even profitable clinic owners are exhausted. They’re tired of constant staff turnover, watching their best clinicians leave to become competitors, and dealing with everyone’s personal problems. The pressure is wearing them down even when the numbers look good.

Paul and Soroush have closed over 170 physical therapy and chiropractic clinic sales and built a chain of 127 clinics with 1,400 employees. They’re closing $45-50M in deals this year alone. In this episode, they reveal the top 3 mistakes that tank clinic sales, what sellers should never say during negotiations, and the real deal structure of cash plus deferred amount plus performance earnout.

You’ll learn the prep work that cuts closing time in half and why clean books beat aggressive add-backs. Discover how the private marketplace gets you access to top buyers willing to pay premium multiples. Find out if there’s an optimal age to sell, who’s actually buying physical therapy and chiropractic clinics right now, and why buying a clinic for sale beats starting from scratch.

You’ll hear actual deal breakdowns including a $500K clinic with 50 interested buyers, a $1.5M sale that gained $400K from first offer, and a $10M group that closed at 8.1x multiple. This episode gives you the framework buyers actually use to value practices in 2026. No fluff. Just numbers, structure, and what works.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters:

(01:00) Introduction to Clinic Transactions
(02:56) Current Market Trends and Owner Sentiments
(06:55) Challenges in Clinic Ownership
(10:12) Preparing for Sale: Key Mistakes
(16:00) Emotional Factors in Selling Clinics
(21:50) Critical Steps Before Selling
(24:49) Reasons for Deal Collapses
(30:48) Understanding Buyers in the Market
(34:18) Strategic Priorities in Business Acquisitions
(37:11) Understanding Valuation Multiples
(40:07) Market Changes and Valuation Trends
(42:56) The Importance of Multiple Offers
(46:03) Navigating Private Marketplaces
(50:11) Case Study: Selling a Clinic for Half a Million
(58:30) Case Study: A Million Dollar Clinic Sale
(01:04:20) Buyer Fatigue and External Variables
(01:04:56) Positioning and Storytelling in Business Sales
(01:06:40) Understanding Earn-Out Structures
(01:10:10) The Importance of Leadership in Business Sales
(01:11:40) The Role of Storytelling in Business Valuation
(01:13:25) Navigating Emotions in Negotiations
(01:23:02) Selling Trends Across Different Age Groups
(01:25:19) Red Flags in Financial Statements
(01:34:11) Preparing Your Business for Sale

How She Built a $200K Clinic Inside a Gym With No Front Desk

Sheena Philip did something most clinic owners overthink. She rented a 300 square foot room inside a gym, spent about $3,000 to set it up, and opened in just one week. She started as a true solopreneur and ran her clinic without a front desk.

In her first month, she made $1,000. Two years later, she is doing $200,000 per year.

She is a mom. She finished her PhD. And she built Renewed Rehab Care in London without a big loan, without a fancy buildout, and without a large team.

In this episode, we break down how she used free 10 minute consults to fill her schedule and how Google reviews helped her grow without relying on paid ads. We talk about why renting inside a gym gave her instant visibility and steady referrals. She shares how she answered her own calls, handled billing herself, and built a profitable business as a solopreneur.

If you think you need a huge space, a big staff, or major capital to start a clinic, this episode will change your mind. Sometimes small is smarter.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters:
(01:00) Introduction to Sheena Phillips and Her Journey
(03:49) The Decision to Open Renewed Rehab
(07:01) Setting Up the Clinic: Challenges and Opportunities
(09:55) Marketing Strategies and Patient Acquisition
(12:59) The Role of Community and Word of Mouth
(15:52) Operational Insights and Patient Experience
(19:49) Introduction to Patient Booking and Payment Process
(22:30) Consultation Process and Patient Interaction
(25:45) Managing Clinic Operations and Billing
(28:20) Vision for Business Growth and Expansion
(31:22) Community Engagement and Marketing Strategies
(34:00) Balancing Business and Personal Life

How Much Does a Clinic Owner Really Make? And Why Your Staff Makes More Than You

Most clinic owners think owning a clinic means freedom. The truth is many make less than their staff and only get paid when they treat.

In this episode, we break down why if you stop treating, your income collapses and why this is how clinic owners stay stuck forever. We explain why stopping treatment feels impossible even when revenue looks good.

You will hear why a $500K clinic is basically break even today and why the first million is the hardest part of the journey. We cover why you have to start diversifying revenue and what actually changes once you hit a million dollars in revenue.

We also talk about ownership reality. If you are doing everything yourself, you did not buy a business. You bought yourself a job. We break down what it really costs to open a clinic and why starting from scratch is often a mistake.

You will learn the difference between two paths. A low cost, profitable solopreneur clinic versus chasing a million dollar clinic. We explain the fastest way to hit $250K as a solopreneur with no front desk.

We also cover the biggest location mistakes clinic owners make. Why paid parking will kill your clinic. Why renting in a medical building is a bad move. And how to stop cancellations and no shows so your schedule stays full.

If you own a clinic or want to start one, this episode will change how you think about money, growth, and freedom.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters:
(01:00) Introduction to Clinic Success Stories
(03:56) Understanding Clinic Owner Earnings
(06:54) Revenue Diversification Strategies
(10:05) Scaling Beyond a Million Dollar Practice
(12:52) Cost Considerations for Opening a Clinic
(16:03) Startup Challenges and Success Trajectories
(22:29) Building a Successful Practice: Intentionality and Lifestyle
(25:10) Choosing the Right Location: Key Mistakes to Avoid
(28:34) Effective Strategies for Renting Space: Gyms vs. Clinics
(31:11) Running a Practice Without a Front Desk: Pros and Cons
(36:10) Essential Tools for Solopreneurs: Streamlining Operations
(41:05) Patient Experience: Booking and First Visit Without a Front Desk
(50:35) Optimizing Patient Scheduling and Compliance
(53:03) Streamlining Payments and Billing Processes
(55:51) Enhancing Patient Experience Without a Front Desk
(57:58) Managing No-Shows and Cancellations Effectively
(01:02:02) Time-Saving Hacks for Clinicians and Solopreneurs

How to Run a More Profitable Practice Without a Front Desk with Dr. Julie Durnan

The traditional front desk is broken. If you’re still hiring one person to answer phones, book appointments, and handle billing, you’re probably bleeding money and time.

In this episode, Rick Lau sits down with Dr. Julie Durnan, a 20-year clinic owner and the CEO of Ginger Desk. Julie built two successful practices, scaled one to over a million in its first year, and now helps hundreds of clinics across North America rethink their admin model.

Julie reveals the new front desk model that’s replacing the old one. It starts with a task list, not a hire. She breaks down the five roles every front desk should cover, and explains why most clinics only hire for one. She shares why 50% of front desk staff quit within 24 months and what to do instead.

You’ll learn why payments are the easiest job to outsource, why direct billing should never be done in-house, and how to cut your admin costs from 12% of revenue to 3%. You’ll hear how mental health clinics are scaling fast with no front desk, no physical office, and no overhead.

Julie also walks through what she calls the “Walmart Greeter” model and how a solopreneur can run a high-end patient experience without any front desk staff at all.

She closes with the biggest mistake clinic owners make when hiring virtual assistants and how to avoid wasting time training the wrong person for the wrong job.

Can’t afford front desk but need help with booking and billing? Get $100 off with Ginger Desk. You’ll get a local, trained virtual assistant who’s fully managed and ready to go. Use code GDxACCELERATOR.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters:

(01:00) Introduction to Julie Durham and Ginger Desk
(05:07) Filling the Gap in Administrative Support
(08:54) The Progressive Front Desk Concept
(12:49) Deconstructing Front Desk Activities
(15:49) Scheduling and Patient Experience
(19:53) Virtual Practices and Revenue Generation
(24:27) Understanding Virtual Assistants in Healthcare
(27:59) The Cost of Running a Healthcare Business
(28:31) Creating Efficient Systems for Remote Work
(29:43) The Importance of Training and Expertise
(30:33) Setting Up a Successful Clinic
(31:55) Outsourcing vs. In-House Staffing
(33:47) The Financial Impact of Staff Turnover
(34:36) Cost Savings with Virtual Assistant Models
(35:31) Easing into Outsourcing
(36:39) Onboarding and Training Challenges
(40:14) Common Mistakes in Hiring Virtual Assistants
(43:04) Managing Remote Teams Effectively
(45:38) Outsourcing Front Desk Activities
(46:20) Finding Out More About GingerDesk

Amy Built Her Practice So She Could Be a Mom and an Owner. Now She Leads a Team of 22

Most clinicians wait until they feel ready to start a business. But that mindset is exactly what holds them back. In this episode of The Clinic Boss Show, Rick Lau interviews Amy Gilbert, founder of Perfect Balance in Abu Dhabi. She built a full-service clinic from scratch with nothing but a car, a physio table, and relentless work ethic.

Today, she leads a 22-person team across two locations with more than 2,700 square feet of clinical space. Her clinics offer everything from physiotherapy and speech therapy to occupational therapy, dietetics, and family medicine. But her journey wasn’t smooth. After coming back from maternity leave, she felt completely lost.

She built the business so she could be both a mom and an owner. And it almost broke her. For 18 months, she ran the clinic out of her car while facing red tape, delays, and doubt. Then someone asked her, “Why not now?” That one question changed everything. Amy shares how she shifted from watching the bank account to tracking real metrics.

Once she got obsessed with the scoreboard, revenue grew by 40 percent in one year. She breaks down how she tracks fall-offs with military precision, why she interviews even when no roles are open, and how lifestyle branding helps her attract loyal patients and top-tier hires.

If you’re a clinic owner or a parent who’s waiting to feel ready, this episode is your wake-up call. You don’t need perfect conditions. You just need to start.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters

(01:00) Introduction to Amy Gilbert and Perfect Balance
(04:00) Journey to Abu Dhabi and Starting the Clinic
(06:48) Growth and Expansion of Services
(09:47) Challenges of Clinic Ownership
(12:58) First Year of Business and Revenue Insights
(15:53) Understanding the Healthcare System in Abu Dhabi
(18:54) Navigating Insurance and Billing Challenges
(21:49) Catering to Diverse Patient Demographics
(22:42) Navigating Patient Acquisition Strategies
(26:34) The Evolution of Marketing in Healthcare
(28:56) Balancing Parenthood and Business Ownership
(32:23) Transforming Clinic Operations for Success
(38:03) Recruitment Challenges in a Competitive Market
(43:05) Promoting a Positive Work Environment

What Practice Owners Get Wrong About Taxes, Finance, and Accounting with CPA Shayan

If you’re a clinic owner making good money but wondering why there’s never much left, this episode is for you. Rick sits down with CPA Shayan Rashid, founder of SRJ Chartered Accountants, to talk about how healthcare professionals can keep more of what they earn. His firm works with over 500 practice owners across Canada and the U.S., so he’s seen exactly what works and what doesn’t when it comes to profit, taxes, and building real wealth.

They cover how much dentists, physios, and chiropractors actually take home, the most common financial mistakes owners make, and how to legally pay less tax without getting burned. You’ll also hear how to get 100% clinic financing from the bank, how to use real estate to grow your net worth, and what you should review every month to avoid cash flow surprises.

This episode is packed with practical advice you can turn into action right away.

Whether you’re building, scaling, or thinking about selling, this conversation will change how you look at money forever.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters

(01:00) Introduction and Event Planning
(04:12) Understanding Healthcare Practices and Profitability
(06:46) Financial Strategies for Healthcare Professionals
(09:51) Tax Planning and Capital Gains Exemptions
(12:47) Profit Margins in Chiropractic and Physiotherapy
(16:05) Economic Resilience in Healthcare
(18:48) Innovation and Value Addition in Practices
(21:57) Common Financial Mistakes by Practice Owners
(26:05) Managing Profits and Tax Responsibilities
(29:17) The Importance of Regular Bookkeeping
(32:44) Key Metrics for Financial Health
(38:45) Understanding Business Deductions and Tax Strategies
(48:50) Navigating Corporate Deductions
(50:59) Understanding Audit Triggers
(53:53) Funding Your Practice: Options and Strategies
(60:54) Buying vs. Building a Practice
(01:07:51) The Importance of Financial Records

How to Design a Clinic Floor Plan That Wow Patients and Staff, Not Just Looks Pretty with Meg Macpherson

Meg MacPherson is the co-owner of Articulate Design, a studio that helps health clinics create spaces that feel amazing and perform even better.
In this episode, Meg breaks down how design impacts every part of your clinic, from floor plan to patient experience. She shares why younger patients are choosing open rooms over private ones, how even your lighting can affect patient outcomes, and the most common floor plan mistakes that hurt growth.We also talk about whether beautiful modern clinics actually cost more to build, how thoughtful design influences staff performance, and what today’s patients expect the moment they walk in the door. Meg explains how to design a front desk that builds trust and drives retention, why the shape of your space matters more than you think, and how to make both 800 and 2,000 square feet feel high-end, functional, and profitable.Whether you’re building, renovating, or just want to elevate your clinic experience, this episode is full of practical insights you can use.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters

(01:00) From Physiotherapy to Design: A Journey Unfolds
(04:11) The Role of Design in Healthcare Spaces
(06:58) Creating Unique Patient Experiences
(09:49) Designing for Staff and Patient Needs
(13:12) Innovative Clinic Layouts and Functionality
(16:11) The Importance of Reception Areas
(18:47) Challenging Traditional Front Desk Concepts
(22:04) Maximizing Space and Efficiency in Clinics
(25:00) Cost Considerations in Clinic Design
(34:34) Designing Modern Clinics: The Foundation
(37:03) Understanding Brand Identity in Clinic Design
(40:45) Open vs. Closed Treatment Rooms: Finding Balance
(43:31) Maximizing Small Spaces: Innovative Layouts
(47:10) Creating Welcoming Reception Areas
(52:57) The Importance of Lighting in Clinic Design
(57:06) Streamlining the Design Process for Clinics

Want a clinic layout that looks great and makes more money? It’s a favorite among community members. Get $1,000 off with Articulate Design  using code ACCELERATExAD.

Chiros vs Physios: Why I Ignored the Rules and Hired Both with Aaron Binstock

Most chiros don’t hire physios, and most physios avoid working with chiros. But what if that mindset is costing you millions? In this episode of The Clinic Boss Show, Rick Lau interviews Aaron Binstock, chiropractor and co-founder of Strive Health & Performance, who built a 35-person multi-disciplinary team that scaled from $500K in year one to over $1M by year three.

Aaron breaks down exactly why patients quit after just 3 visits, how he fixes it with treatment plans, and the real reason most new grads fail to implement them. You’ll also learn why your EMR is more than software (and how Jane helps him recruit), the top 3 money leaks killing clinic profits, and why waiting until you’re fully booked before hiring is a huge mistake.

Aaron also shares how shadowing new hires before day one changed his onboarding, why second-service bookings drive patient lifetime value, and how building a diverse, ego-free team unlocked growth that solo practices can’t replicate.

If you’re scaling to $1M or building a real clinic business, not just a caseload, this episode is your tactical playbook.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters

(01:00) Introduction to Aaron Binstock and Strive Health

(10:05) The Importance of Treatment Planning

(16:56) Recruitment Strategies for a Successful Practice

(29:30) Mentorship and Recruitment Strategies

(38:02) Tech Stack and EMR Utilization

(46:58) Implementing Treatment Plans

How We Helped a $11M Revenue Clinic Group Sell for $8M w/ Soroush

What’s your practice actually worth and what makes buyers walk away? In this episode of The Clinic Boss Show, Rick Lau sits down with M&A expert Soroush from Clinic Accelerator, who’s helped owners exit for over $100 million.

He breaks down real deals, including how a $250K clinic sold for $120K (and why that was still a win), how a $1.6M practice closed for $1.2M in under 90 days, and why a buyer paid $8M for an $11M clinic group. You’ll learn what buyers really care about, the 3 types of buyers in the market right now, and the red flag that killed a deal 24 hours before closing.

If you’re planning to buy, scale, or sell in the next 3 years, this episode will show you how to avoid costly mistakes, increase your clinic’s value (hint: it’s not your renovation), and exit on your terms.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters

(01:00) Introduction to Clinic Buying and Selling

(03:56) Current Market Trends for Clinics

(07:00) Understanding Clinic Valuation

(09:54) Types of Buyers in the Clinic Market

(12:53) The Selling Process Explained

(15:58) The Buying Process Explained

(19:09) Private vs Public Marketplace for Clinics

(22:04) Case Study: A Recent Clinic Sale

(24:51) Setting Realistic Expectations for Clinic Value

(29:41) Market Dynamics and Business Value

(31:00) Successful Clinic Sale Case Study

(32:47) Due Diligence Essentials

(34:39) Challenges in the Selling Process

(41:35) High-Value Transactions and Effective Strategies

(49:53) Frequently Asked Questions from Buyers and Sellers

How He Scaled from 1 Room to $1M in 3 Years by Age 32 by Thusheinth

In this episode of The Clinic Boss Show, Rick Lau sits down with Thusheinth Sivarajah, co-founder of Art of Mobility, to unpack how he went from a single rented room to building a $1M flagship clinic in just three years all by age 32.

You’ll learn how he landed his first 100 clients before opening, hired clinicians while they were still in school, and invested $275K into space design to create a brand-first clinic experience that justifies premium pricing.

Thusheinth reveals how he chose roles strategically to scale, why most owners stall by adding too many services too early, and how his team stays tight and accountable using Slack, Jane, CallHero, and Notion.

He also breaks down the exact type of patient they built the clinic for from performance minded professionals to active Boomers who value longevity and results.

If you’re stuck under $500K, struggling to grow your team, or looking to build a space people are proud to be seen in, this episode is your blueprint.

>> Free training for clinic owners: clinicowner.com

>> Follow me on IG at: @thericklau

>> Join the community: clinicaccelerator.com

>> Stop missing calls with CallHero’s advanced phone system: mycallhero.com

Chapters
(01:57) The Journey of Opening a Clinic
(03:52) Transitioning from Small Space to Larger Clinic
(06:58) Designing a Unique Clinic Space
(10:03) Building a Brand and Community
(13:12) Creating a Memorable Patient Experience
(15:59) Marketing Strategies for Success
(18:57) Reflections on Growth and Future Plans
(21:32) Building Trust Through Content Creation
(23:01) The Power of Digital Marketing
(24:30) Strategic Location Selection
(26:46) Understanding Customer Avatars
(30:16) Attracting Talent Through Culture
(34:12) Optimizing Front Desk Operations
(39:17) Hiring Strategies for Growth
(41:50) The Importance of Leadership in Business
(42:00) Transitioning from Solopreneur to Team Leader
(42:46) Hiring Strategies for Growing Clinics
(43:39) Building a Referral System for Services
(45:14) Integrating Psychotherapy into Practice
(47:35) Scaling Services and Managing Growth
(50:00) Understanding Turnover and Retention in Clinics
(52:44) Focusing on Core Services for Business Success
(53:33) Leveraging Technology for Clinic Management