How Much Cash Is Hiding in Your Inactive Patient List?

Every practice has two lists. The patients on your schedule this week, and the much bigger list of people who stopped coming in. Most owners never put a number on that second list. They should.

Start with what you have

Pull three numbers from your practice-management software: total patient records, active patients (seen in the last 12 months), and inactive patients (no visit in 12 months or more). In most practices the inactive group is the biggest.

Run the conservative math

Not everyone on the list is reachable. Not everyone who is reachable will book. Not everyone who books will buy. So use conservative rates:

• About 60% of inactive patients have working contact details
• About 5% of those book a session when you give them a real reason to come in
• About 30% of those sessions turn into a package sale

With 1,400 inactive patients, that is 840 reachable, 42 bookings, and 12 package sales. At a $2,000 average package, that is $24,000 from people who were not on your schedule at all.

Why this works

These are not cold leads. They already know your name, your office and your team. The only thing missing is a reason to come back, and a simple process to book them.

Want this math run on your real numbers? Get your free Profit Valuation.