Influential Therapist

How Private Practice is Like Playing Golf-Part 3

2024-03-04T21:27:22Z

We’ve already looked at how Mindset affects attitude and sustainable success in private practice. We identified two of the most commonly seen categories of mindset traps that I see when coaching mental health professionals in private practice; mindset traps that hold clinicians back from getting what they want in their businesses. In the last post we explored the first category of mindset traps. In this post, we’ll take a closer look at category #2: “I’m Scared!”

The core of the “I’m Scared!” category of mindset traps is a lack of information and/or the courage to take action. It undermines your ability to confidently move forward knowing you can fill your book and serve those who need you most. Here are three “I’m Scared” mindset traps that may cause you fear about taking action.

“Scarcity” Mindset Trap

So many clinicians make business decisions based on the fear of there not being enough. Do you worry that if you choose a target market there won’t be enough clients to fill your book? Are you afraid that you won’t find enough clients to pay your fees? Do you get nervous when clients drop out or complete treatment? Concerns about scarcity can cause a lot of fear and worry.

Here’s what you can do:

Choose a target market or two – people who really inspire you to do your best work. Know that you can see anyone you like, but it helps to have marketing that is targeted. Claim your expertise and put out a message potential referrers and clients will notice; people don’t remember generalists
Don’t assume your clients’ ability and willingness to pay. Your job is to let them know why you are the best person for them. Once they know that, they will let you know if they will pass or play. Remember: When able, most people find money for that which is really important to them
Be aware of the thousands of patients the physicians in your area have; recognize the number of kids and families in your school districts; know that the attorneys and clergy in your town serve thousands and thousands of people. Believe me: There are more than enough people in need to go around

While your spending your time worrying about not having enough, you’re losing sight of the many ways you can provide valuable services to the people who need you most. Know that once you know who you serve best and are able to express that effectively to your community, your book will forever be full. If you don’t have enough clients it just means not enough people know about you, what you do, and why you are the best person for them

“I’m a Bother” Mindset Trap

Selling you and your practice doesn’t have to feel slimy or unprofessional. How else will people know they can count on you? Do you hold back talking about how you can help because you’re afraid to bother folks with your message? Take it from a person who triages 300+ referrals a year into my community – I am desperate for good referral sources; I NEVER have enough.

Here’s what you can do:

If you’re feeling funny about making a call, sending an email or letter, or approaching a potential referrer, stop and shift your though pattern. Instead of focusing on your fear of being a bother, remind yourself that this person is in need of really good referral options to serve their people. You are reaching out to assist them, with a heart and intention of “How can I help you?”
Don’t drop the ball after taking the first shot. Follow up within a week and if you don’t get a response, reach out again next month. Most of these people don’t know you or what you do. It’s your job to educate them about why they need you, and it takes time to build familiarity and trust. Remember: People will only do business with you to the extent they trust you
Find the “gap”. Get to know your potential clients and referrers well enough to know where they are, and where they need to be. If you can show them how you can help to fill that gap, you’ll be so much closer to getting the business. Know your people – inside and out – and figure out how you can help solve their biggest problems and headaches. This increases your value and your positioning in the community

Your time is valuable. Your efforts are valuable. Reaching out to help doesn’t make you a “bother”. It makes you a problem solver and an investible resource.

“I Can’t Do This” Mindset Trap

Feeling overwhelmed is often a function of not knowing what to do next. Did you learn how to run a business in grad school? Are you a professional salesperson? Do running a business and selling feel overwhelming to you? Maybe you just need to learn the next steps.

Here’s what you can do:

Find a mentor or a coach who can give you solid direction on how to successfully run your business. If possible, do this in a group setting so you can get the support from your peers as well
Explore the various ways to market your practice and choose one that feels right to you. It should be a proven process that can be replicated for the life of your practice. It might feel uncomfortable (that’s to be expected), but if it coincides with your values and intention it’s worth pursuing
Come to terms with the fact that unless you want to be at the mercy of insurance referrals (and everything else that goes with that arrangement), you are in sales! Once you choose the right process and get some positive results, you’ll find your angst diminishing.
Don’t for a minute think that filling your book with clients is all about luck. You can plan all you like, but until you put that plan into action, it’s just a pipe dream. I’ve found that the harder I work, the luckier I get

No need to be scared. Be informed. Be confident. Be active. Change your mindset and take charge of your destiny. Build the private practice of your dreams. You CAN do this!

(We guide you, step-by-step through this process in our Private Pay Practice Program!)

How Private Practice is Like Playing Golf (Part 2)

2024-03-04T21:28:05Z

In the last post we looked at how Mindset affects attitude and your sustainable success in private practice. We identified two of the most commonly seen categories of mindset traps that I see when coaching mental health professionals in private practice; mindset traps that hold clinicians back from getting what they want in their businesses. In this post, we’ll take a closer look at category #1:

“I’m Not Enough”

The core of the “I’m Not Enough” category of mindset traps is a lack of confidence that undermines your ability to own your value and recognize your worth. “I’m not enough” can show up in a variety of ways in your private practice, your work, and even in your life.

“Imposter Syndrome” Mindset Trap

Many high achievers secretly doubt their accomplishments and feel like frauds. Do you cringe when someone calls you an expert? Are you afraid your clients or colleagues will somehow “find out” that you’re not who or what you say you are? If so, you may be struggling with Imposter Syndrome. It can cause unnecessary inner turmoil and bruise your self-esteem. It can also hold you back from achieving the success you’ve hoped, dreamed, planned, and worked hard for!

Here’s what you can do:

Notice when you’re doubting yourself (your abilities, your credibility, your skills) and take the time to write down those doubts – in detail
Write about all the things you’ve done and sacrificed to get where you are today
List the benefits and results clients get when they work with you
Identify your values and the commitment you have to your work and your clients; write these out in a mission statement for you to read whenever you are doubting yourself

The more you challenge those twinges of Imposter Syndrome, the more likely you’ll talk about who you are and what you do with confidence. Your self-confidence will spark confidence, respect, and trust from potential clients and referrers as well. Remember: We teach people who we are, and how to treat us.

“Competition” Mindset Trap

Many of my coaching clients are hyper-focused on the number of therapists that exist in their communities. Are you reluctant to share information or get too close to other clinicians because you fear losing business to them? Do you often look over your shoulder and think about how successful other local therapists might be? Your lack of confidence can really hold you back from collegial relationships that could be of mutual benefit. Competition Mindset is almost always a dead end; Collaboration Mindset can open doors you’d never have access to on your own.

Here’s what you can do:

Do some networking (or some homework) and identify 4-5 professionals whose areas of expertise are similar to or complement your work
Invite them to a meet and greet and start a conversation about how you might work together to achieve a mutual goal (to educate the community or to get more clients)
Come up with a plan to meet again to choose and plan a collaborative effort (a health fair, a training, a community awareness event)
Follow through on your collaborative effort and use the experience to determine what you might do next, and determine which other professionals might be added to your next endeavor

Collaboration creates a synergy that can spark loads of ideas and might inspire and excite you in your work. In the process, you’ll benefit from a cooperative effort to achieve your mutual goals

“Not Recognizing Your Value” Mindset Trap

Lack of confidence is often fueled by not recognizing your value. Do you feel guilt or shame collecting for no-shows or late cancellations? Do you hesitate to raise your fees over time? Are you resistant to dropping off insurance panels even when you’re being treated unfairly? Not recognizing your value can certainly affect your pocketbook, but worse, it negatively affects your positioning with your clients, your referrers, and your community.

Here’s what you can do:

List the ways you make a difference in your clients’ lives: saved relationships; healthy parenting; symptom management/return to work; resolved grief; positive transitions; etc.
Do “the numbers”. Consider the investment of time and money you’ve made to help others; know how much you need to make to satisfy your needs and achieve your financial goals
Acknowledge that when someone late cancels or no shows (especially if you’ve got folks on a waiting list) it’s not fair to you or the many people who need your help. There are exceptions to every rule, but collecting money due you and holding clients financially responsible is not a punishment – it’s a good business decision that allows you to keep your doors open, and keeps you from feeling resentful
Set your fees with intention. You don’t need to “discount” yourself or your services. You may choose to slide a fee or do pro bono work but do it from the goodness of your heart – not because you’re worried about what the client will think of your fees

When you hold back from reaching out or you cheat yourself out of money owed to you, you’re not positioning yourself as a credible professional. What you do matters! What you do has great value to your clients’ lives. You are an invaluable resource to your referrers and your community. Remember: You don’t need to justify your fees – your client does.

The “I’m not enough” mindset waxes and wanes. Learn to notice when it’s causing problems in your business or when it’s negatively affecting your self-worth. Go back to these steps and feel good about who you are, what you do, and how you are desperately needed.

(We guide you, step-by-step through this process in our Private Pay Practice Program!)

How Private Practice is Like Playing Golf – Part 1

2024-03-04T20:37:34Z

When it comes to success, private practice is a bit like golf. It’s a game played between the ears. All else being equal, the person who succeeds in private practice is the person who understands the importance of MINDSET. It’s all about identifying our self-limiting beliefs and replacing them with a healthier mindset.

You can be the best clinician on the block. You may have had exceptional academic achievements and have earned multiple honors and certifications. You might even have additional training or a natural flair for setting up and running a business. You might have all of these things and still struggle to have the business you desire.

One of my mentors, Michael Port, said it best when he said that almost all business problems are personal problems in disguise. Think about:

your angst or shame around making money or talking about money
your discomfort with reaching out for referrals
your reluctance to collect for no-shows and late cancellations
your resistance to choosing a target market
or your overall feelings of fear, boredom, frustration, disappointment, uncertainty and maybe even regret when it comes to owning your own business

Each of these concerns likely has strong roots in what you believe about you and your world; about the experiences and beliefs that color your perceptions and your day to day behaviors and interactions.

Most of us appreciate the impact of perceptions, cognitions, and self-limiting beliefs on how we see and manage our lives. However, many of us fail to recognize how these mental roadblocks can negatively affect our ability to achieve success in private practice as well.

In the next two posts we’re going to explore the two most common categories of mindset “traps” that hold us back in business. We’ll dig deep; identifying where they show up, how they hold us back, and what we can do to correct the course toward success.

We’ll look at:

“I’m not enough”
1. Lack of confidence
2. Not knowing our value
3. Imposter syndrome
“I’m scared”
1. Scarcity mindset
2. Not wanting to “bother” others
3. Not knowing how to get what we need or want

For now, take the time to identify the frustrations and fears associated with your private practice; the things you believe are holding you back from getting what you want in your business. In the next two posts we’ll roll up our sleeves to address your concerns and get you on a path that will increase your confidence, your satisfaction, and your success.

(We guide you, step-by-step through this process in our Private Pay Practice Program!)

Here’s How to Gain Credibility in Your Target Market

2024-03-04T20:50:31Z

FACT: Momentum begins with credibility

When you can establish your credibility, you’ll not only be noticed — you’ll also be remembered. Once that happens, you’ll start getting more and more word-of-mouth referrals, giving you countless opportunities to do good work and elicit more and more referrals throughout the life of your practice. Momentum begins with credibility.

Here are 10 ways to start building trust, by gaining credibility in your market:

Write a helpful post for your or someone else’s blog. Contribute an article for a local publication. Consider writing an eBook that can be downloaded from your website. Provide a newsletter for local physicians to keep in their waiting or treatment rooms.
Speak about something that will resonate with your target market. Answer questions and provide much needed information to benefit those you serve. Nervous about speaking to crowds? Do it on social media video or choose small audiences and allow yourself to shine in-person.
Choose an existing referrer and find out what more they might need to help your shared target market. Find ways to provide information, support, or services to those who have access to and influence over your target market.
Choose a potential referrer and find out what they desperately need to help your shared target market. Consider collaborating on a project to benefit your community. Help your potential referrer shine as well, and it could be the start of a long-lasting mutual relationship that benefits you both (and your community).
Become a “go-to” person for a local radio and/or television station. You’ll often need to be available on short notice, but you’ll get great exposure if you are willing to help when they need an expert to comment on a current event about mental health in the community.
Hold a local workshop or info-session to educate your target market. You can do this in person, or online. Potential clients and referrers are always looking for information and support. Even a simple question/answer format can benefit those in need.
Become a board member or volunteer with an organization that serves the needs or resonates with your target market. You’ll be serving your community while getting noticed and increasing your credibility.
Follow through on your commitments and promises – EVERY TIME. Remember, people need to trust you and what you say. If you say you’re going to call — call! If you say you’re going to be there – be there!
Keep up with what’s new and in the news and be the first to share it with those in your target market. be seen as “an expert” in your area if specialization. That leads to credibility and trust and (ultimately) referrals.
Become the “connector” in your market. Make introductions that will benefit others of those who serve your shared target market. If you know folks that can benefit from others you know, offer to make that introduction. Ours can be a lonely business and those connections can really make a difference.

We guide you, step-by-step through this process in our Private Pay Practice Program!

You are NOT alone!

2023-12-03T01:20:06Z

Imagine your private practice, up and running like a well-oiled machine…

Imagine NEVER having to worry about where your next referral is coming from…

Imagine not having to rely on insurance reimbursements…

Building a private practice can frustrate, overwhelm and make you feel like you may never find success. Perhaps you don’t know where to start… perhaps you don’t know what to do next… perhaps you don’t know what you don’t know. No matter where you’re stuck, I’m here to help you get “unstuck”!

Whether you are: just starting out; trying to kick-start your existing practice; or looking to take your practice to the next level – I’m here for you. I’ve walked this path before you, and I’ve guided thousands of clinicians like you, on this journey of a lifetime.

Click here to see how I can guide you on your journey to building the private practice of your dreams

Welcome to InfluentialTherapist.com

2023-12-02T17:30:12Z

We can help you find FREEDOM and success in your Private Practice.

Ready to break away, but feeling uncertain or worried because you don’t know where to start or what to do next? Relax. We’ve got you.

Please click on the video to the right so I can welcome you, and show you how we can help you achieve your goals (and more).