Cash Based Physical Therapy Package Pros and Cons
- Morgan Meese, PT
- Jul 1
- 5 min read
If you’re running a cash based physical therapy practice, you’ve probably asked yourself:
“Should I offer session packages, or stick with per-visit pricing?”
You may have already set a per-session rate that you feel comfortable with—perhaps $200 per session—after researching average rates and doing the math on your financial goals. But what happens when a client asks if you offer package deals?
In this post, we’ll walk through session package pros and cons, explore the most common mistake to avoid in physical therapy package pricing, and help you decide whether cash based PT session bundles are the right fit for your business.
Understanding PT Pricing Models: Sessions vs. Packages
When it comes to pricing models for your cash based practice, at the core, you have two main options:
Single sessions: Clients pay for each visit individually.
Therapy session bundles: Clients purchase a set number of visits in advance, often at a discounted rate.
The structure you choose should align with your clinical workflow, cash flow goals, and how you want to serve your clients.
There’s no “one-size-fits-all” model in cash based physical therapy—one of the beauties of working for yourself. But understanding your options helps you make strategic decisions that support both client outcomes and business growth. Not to mention, the route you go impacts how you explain your pricing.
Learn how to explain your cash based pricing to clients without feeling “salesy” at the blog post here.
Benefits of Single-Session Pricing
Charging per session is a simple and familiar model for many practice owners—especially when just starting out and getting your feet wet when it comes to making sales.
Pros:
Easy for clients to understand
Minimal tracking and admin
Flexible for short-term care
This works well if your care is delivered primarily during sessions, and there isn’t a lot of between-visit programming that you prioritize as part of your care philosophy.
Cons:
Income becomes unpredictable if clients cancel or reschedule
Harder to plan or project revenue
Requires strong communication to keep clients returning
Over time, relying solely on this model may limit your ability to scale or maintain predictable income. When it comes to figuring your hourly rate, a per session model can make things a little more tricky.
Learn more on how much cash based PTs really make per hour at the blog post here.
The Pros and Cons of Therapy Session Bundles
Offering cash PT session bundles can help with both consistency for you and commitment from your clients—two key elements for a successful cash based practice.
Pros of packages:
Higher upfront payments create reliable revenue
Clients are more likely to follow through with the full plan of care
Easier scheduling and retention over time
In fact, many retention strategies for private practice include some form of structured package or bundle, especially when long-term progress is the goal.
Cons of packages:
You need clear terms, including expiration and refund policies
More effort required to track completed sessions
Requires confidence and skill to present and sell larger investments
That said, many clinicians find that once they practice presenting these options, it becomes easier to recommend packages based on clinical reasoning—not just pricing preferences. After all, we’re typically recommending multiple sessions over a several week timeframe to our patients—better aligning with the package model.
Avoid This Common Package Pricing Mistake
If there’s one mistake we see over and over in physical therapy package pricing, it’s discounting below your minimum sustainable rate. Trust me, I was guilty of it myself.
Here’s a common scenario:
You calculate that you need to earn at least $150 per session to meet your financial goals. But then you offer a 10-session package for $1,200—bringing your rate down to $120 per session.
Even though you sold a package, you now need to see more clients to hit your monthly goals—and risk burnout in the process.
Instead, when working with students inside our coaching program, we recommend this structure ($150 as the minimum sustainable rate):
10-pack: $150/session ($1,500)
6-pack: $175/session ($1,050)
Single session: $200
Evaluations: $250
This protects your time while still offering incentive for longer-term commitment. These are the types of cash PT business tips that can dramatically impact your profitability and sustainability, helping you to grow your practice and reduce your risk of burnout as the provider in the long-term.
How Many Packages Should You Offer?
When it comes to the different package options you offern, leep it simple. Start with two or three options only. For example:
Single sessions
6-session package
10-session package
Avoid overwhelming clients with too many choices. Remember, you’re the expert—use your clinical judgment to recommend a plan that fits their current situation and goals.
Example:
“Based on today’s evaluation, I recommend we meet weekly for six weeks. I offer a 6-session package that matches that plan and includes a per-visit discount. Would you like to move forward with that today?”
This approach positions you as the guide and gives your client a clear next step, one of the key concepts to selling your services successfully.
Learn more about selling PT “like a boss” at the blog post here.
How Session Bundles Support Growth and Retention
Adding therapy session bundles to your pricing strategy isn’t just about collecting more upfront—it’s a way to stabilize your cash flow and boost your client lifetime value, which happens to be one of the biggest predictors of long-term success for more practice owners.
Let’s say you sell four 10-session packages at $1,750 each per month. That’s $7,000 in cash collected. Even if your take-home margin is 50%, you’re replacing a significant portion of your patient-mill outpatient ortho job income—but in this scenario it’s on your own terms.
What If a Client Doesn’t Use All Their Sessions?
This is a great question and one that I often get when encouraging our students to consider package options within their practice. My biggest piece of advice is to make sure that you have clear and consistent policies in place.
For these package policies, we recommend including:
A 6-month expiration from date of purchase
No partial refunds unless medically necessary
The option to transfer unused sessions to a family member
Clear policies create trust and prevent confusion, so you don’t end up with an awkward situation down the line.
So, Are Cash PT Packages Worth It?
In short: Yes—when they’re done right.
Cash based therapy packages are an effective tool for improving client retention, creating predictable revenue for you as the practice owner, and giving your clients a clear roadmap to their success. Packages are definitely not required, but they are a powerful option to consider as part of your overall PT pricing model.
And remember—you don’t have to choose between one or the other. You can offer both packages and single sessions. What matters most is having a thoughtful recommendation process based on your clinical expertise that works for both you and the clients you serve.
Want Help Structuring Your Packages and Pricing?
Inside the DPT to CEO coaching program, we help PTs, OTs, SLPs, and other healthcare providers build strong, sustainable practices through smart pricing structures, sales advice, and strategic planning.
Whether you're just starting your cash based physical therapy business or trying to improve your revenue and retention, we’ll help you design a system that works for you—and your clients.
We’ll talk through your goals and challenges and help you take the next best step—whether that includes our program or not.
Pricing doesn’t have to be confusing. When done well, it gives you confidence, stability, and space to grow your cash based practice.
Listen to this episode on my podcast!
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