Kevin McCarthy spent forty seven years selling into medical practices, most recently at Henry Schein, where he sat on the company's first Medical Sales Advisory Board. He recently retired. In this conversation with Dr. Adam Sewell, he explains what he saw from inside thousands of exam rooms and why he believes the independent practice model is cracking.

Kevin spent years pushing Henry Schein to move into peptides, IV therapy, and med spa supply. Legal killed it every time. After a small number of widely reported IV therapy deaths, the company walked away from the category entirely, even though it already supplied far more dangerous infusions to hospitals, surgery centers, and oncology centers under the same licensing framework. Kevin argues the risk logic never made sense and that the retreat left an emerging market wide open.

He also talks about the 1980s, when new technology was genuinely new and a rep could walk in with something a physician had never seen. That instinct for the unfamiliar led him somewhere unexpected: a nurse asked him to source an irrigation suction machine for her husband's film work, and Kevin ended up outfitting medical sets for "Born on the Fourth of July" and a run of other productions until Texas tax law sent the work to Georgia.

Other ground covered:

• How to vet a supplier before you place a first order, including why Kevin insists on talking to the people who actually built the product rather than the marketing team
• Why he sees nurse practitioners, PAs, and CRNAs leaving hospital burnout as the real engine of cash pay adoption
• The physician in Forney who converted his entire practice from insurance to cash pay wellness inside a year
• Why Kevin tells nervous startups to launch with one thing, not everything
• Running an internal patient survey to find out what your own patients are already buying elsewhere

Hosted by Adam Sewell, MD, Premier Regenerative Health.

Most speech-language pathologists take the job that's posted. Kyle Chaska built the one that wasn't.

Kyle is the owner of Dynamic Swallow Assessments, a mobile practice that brings FEES - fiberoptic endoscopic evaluation of swallowing - directly into facilities across Iowa and Illinois. Instead of a resident being transported out for an instrumental swallow study, the study comes to the bedside, and the on-site therapy team gets a report and a plan the same day.

In this conversation with Dr. Adam Sewell, Kyle breaks down how he spotted an underserved service, built a referral base from scratch, and grew a practice around doing one thing exceptionally well.

What we get into:

• Spotting the gap: why instrumental swallow studies were the bottleneck nobody was fixing
• Going mobile - what a portable service model actually costs to start, and what it doesn't
• Building a referral base as an unknown clinician with no institution behind you
• Working with on-site therapists instead of around them, and why that's the whole business
• Covering two states: territory, scheduling, and the limits of a one-clinician model
• Where a specialized clinical skill becomes a defensible business
• What Kyle would tell an SLP who's thinking about going out on their own

Connect with Kyle:

• Web: dynamicswallowassessments.com
• Email: dynamicswallowassessments@gmail.com
• Phone: 515-290-1228

Joy Houston has spent 16+ years building and scaling online businesses in the health, wellness, and personal development space. Before launching Heal At Scale with her husband Travis Houston, the two ran a marketing agency building brands for high-profile clients in the health industry. Today, Heal At Scale helps health professionals package their expertise into online programs through its "Protocol To Program" methodology, having reportedly worked with more than 1,700 practitioners across a range of niches.

In this conversation, Joy and Adam dig into:

• Why trading time for dollars keeps even successful practitioners stuck
• How to translate a clinical protocol into a program clients will pay for
• "Service-first" selling: enrolling clients without feeling salesy
• The systems and mindset shifts needed to scale beyond one-on-one care
• Building multiple income streams while staying true to patient outcomes

About the guest: Joy Houston is a business advisor and mentor and co-founder of Heal At Scale, a platform dedicated to helping health professionals transform their expertise into scalable online programs.

Website: healatscale.com | LinkedIn: linkedin.com/in/joyhouston | Instagram: @realjoyhouston