A California doctor whose insurance-based practice was offered $150,000 to $200,000 for sale saw its value soar to nearly $6 million three years after converting to a membership model, despite seeing 85% fewer patients. Tom Blue, Co-founder of Ovation Lab, explains on the Concierge Medical Marketing Podcast that this illustrates how membership practices become valuable, recurring revenue assets. He details why retention rate is an investor's number one concern, not growth, and how every new dollar of earnings can add five or six dollars to a practice's purchase price. Discover how optimizing your pricing and leveraging health assessment assets you don't own can further fortify your practice for a lucrative future sale.

Chapters

00:00:00 - Introduction

00:00:38 - Early Career in Concierge Medicine: Setting Up the First Practice

00:05:01 - The Medical Time Machine: Compressing the Translational Gap in Medicine

00:06:24 - Tom Blue's Background and Journey into Healthcare Entrepreneurship

00:09:33 - Ovation Lab: Curating and Supporting Next-Generation Healthcare

00:15:57 - Maximizing Practice Value: What Investors Look For in Concierge Practices

00:25:52 - Digital Marketing Strategies for Concierge Practices

00:33:39 - The Patient Acquisition Pyramid

00:40:18 - Contact Information and Final Thoughts

This podcast episode features an interview with Cole Kirschner, CEO and founder of AgeRate, discussing their at-home blood test that measures biological age through epigenetic analysis. Designed for concierge and direct primary care practices, the test helps patients track and optimize their aging process by providing insights into chronic inflammation, metabolic, and immune health, beyond just their chronological age. Practices can use AgeRate to improve patient retention through follow-up testing, quantify the effectiveness of their longevity programs, differentiate their services, and generate income, with a convenient consignment model for clinics. The discussion also touches on AgeRate's marketing strategies, focusing on B2B outreach to medical practices and their plans for future report expansions, like analyzing marijuana usage impact.

00:00 Introduction to AgeRate and Guest Background

01:09 Cole shares his background and interest in health optimization

02:11 Overview of AgeRate's biological age testing service

03:01 How the blood test measures biological age and its significance

04:28 Results delivery process to practitioners and consumers

05:25 Recommendations and lifestyle changes based on test results

07:07 Chronic inflammation and long-term health insights

10:52 Marketing strategies: digital ads, trade shows, and outreach

22:02 Success stories and real-world outcomes

23:46 Future updates: marijuana and other health insights

In this episode of the Concierge Medical Marketing Podcast, host Steven Schwartz interviews Dr. Tami Singh of Aspire Health Direct Primary Care in Plantation, Florida, about her journey from growing up in New York and South Florida to attending Ross University in Dominica and completing residency at USF. Dr. Singh shares how she moved from physician-owned group practice into DPC after a hospital takeover introduced quotas and administrative burdens that made it harder to practice medicine the way she wanted, prompting her to launch her own membership practice in 2017 with support from her family. She discusses building her patient panel, now full at about 430 patients due to her mix of traditional primary care and functional medicine, adding a partner to help meet demand, and using transparent pricing, in-office support, and AI-assisted EMR tools to improve care. The conversation also covers practical marketing strategies like social media, reviews, chamber involvement, and walking around as a branded “billboard,” along with broader reflections on why DPC and concierge medicine help physicians avoid burnout and give patients more attentive, personalized care.Chapters00:00:24 - Introduction and Welcome 00:01:31 - Dr. Tami Singh’s Background and Education 00:04:20 - First Job, Hospital Takeover, and Discovery of DPC 00:07:31 - Partner, Growth, and Practice Expansion 00:09:41 - Benefits of Membership Medicine and Better Patient Care 00:12:19 - Panel Size and Practice Capacity 00:15:36 - Labs, Imaging, Medications, and Staffing 00:17:02 - Pricing Model and Functional Medicine Visits 00:19:36 - AI, EMR, and the DPC Community 00:21:17 - Marketing Advice: Social Proof, Community, and Reviews 00:25:45 - Tracking Marketing Results and Patient Lifetime Value 00:27:33 - Business Growth, Exit Planning, and Steven’s Story 00:31:58 - Advice for Physicians Considering Membership Medicine 00:34:04 - Closing Remarks and Farewell