How to Start a Concierge Medicine Practice Without Losing Your Panel
A transition guide for physicians moving from insurance-based practice to a concierge medicine membership model.
By Jordon ComstockSeptember 12, 20265 min readStarting a concierge medicine practice is usually a conversion, not a launch. You already have patients, staff, and a location. The challenge is persuading enough of your existing panel to pay a membership fee for enhanced access.
Decide what concierge means in your practice
Concierge medicine covers a wide range. At one end, patients pay a modest annual fee for same-day visits and longer appointments. At the other, patients pay $200 or more per month for comprehensive executive-style care.
Price for value, not cost
Concierge fees should reflect the value of access, not just the time saved. Common adult fees range from $150 to $300 per month, with family and employer plans available.
Panel sizing matters more than marketing
A concierge panel is smaller than a traditional one. Many physicians convert 200-400 patients in the first year and cap enrollment at 600. The goal is not volume; it is revenue per patient and satisfaction.
The transition conversation
Lead with access and relationship, not money. Explain that the practice is limiting its panel so the physician can spend more time with each patient.
Automate the membership side
Concierge medicine lives or dies on billing reliability. The right concierge medicine software stores cards on file, charges automatically, retries failures, and reports on retention and recurring revenue.
