“Business networking or referral organizations are unethical and I can’t imagine how you could in good faith recommend them for therapists!”

I heard this after I did a recent presentation and I totally understand this therapist’s concern.

A good example is BNI - the world’s largest word of mouth marketing organization.

Usually there is one person per occupation - one financial planner, one personal trainer, one real estate agent..you get the idea. They act as a sales force for each other’s businesses.

For example, I used to be in a group with a decorative cake maker. When I heard someone talking about a special occasion, I asked if they needed a cake. If so, I referred them to Marian.

Do I have to refer someone to the group?

For me, it is wonderful when I can refer my family member, colleague, or client to someone I know, like and trust. We do it all the time anyway. We refer to attorneys, doctors, and other ancillary service providers.

But let me set the record straight, I never refer to anyone that I don’t trust - even if they were in a group with me. Either I have worked with that person or know people who have and have been pleased.

Why would I want to join a business networking group?

Let’s talk about the benefits. In Orange County, CA the average BNI member makes $27,000 a year in referrals from other BNI members. I usually made between $7,000 and $10,000 annually in networking group referrals.

How can I be more successful at networking?

Here are my recommendations:

1) Pick a group that you like - where the other members might be people who also serve your target market.

As always, talk about what you do in a way that the members can really understand what you do and whom you serve.

3) Meet with members outside of the meeting to get to know, like and trust them. (This is one of the best marketing strategies for therapists. We can connect with these referral sources one-on-one just like we do in our work.)

Educate the members on how to give you a referral. Most other people don’t know how to politely refer someone to a therapist. In order to get referrals from your group, you must teach them how to make a referral to you.

What are your experiences with business networking groups? I’d love to hear your comments - what works - what doesn’t? Feel free to post your comments here.

Want more specific details about how to build your business with networking referrals?

We recently did an Exclusive Members Teleseminar called: “How To Build Your Practice by Networking.”

The recording is now in the audio library for Build Your Therapy Practice Exclusive Members.

If you aren’t yet an Exclusive Member, you can join now for 30 days for only $4.95 and past members can rejoin for $27. You can read more about the teleseminars, marketing tips and audio recordings offered in the Exclusive Members Program here.

Bob’s Summer Sale

“Casey, do you have anything I could read over the summer to help me get my marketing geared up for the fall?”

When I received this request from Maria, I told my husband Bob and he said, “Let’s have a sale! We know the Self Study Program has helped numerous therapists build their practices. And we also know this is a slower time for therapists so let’s give them a deal!”

Here is Bob’s special sale. We are currently offering a $50 discount on the Self Study Course until July 31, 2006. This course consists of a 130-page workbook along with 12 audio CDs. In the course and on the audios, I detail the strategies that have been proven to attract more cash-paying clients.

Plus the course comes with a 40-minute consultation with me to personalize the program for you. (A $200 value.)

So, if you want to gear up your marketing this summer, you can order your copy of the Build Your Full and Rewarding Private Practice Self Study Course for only $325 until midnight July 31, 2006 here.

As always, your thoughts and comments are welcome. You can reach me at: Casey@BeAWealthyTherapist.com or post your comment here.

Hope you continue to enjoy the summer!

Blessings to you

P.S.S The Self Study Course also comes with 12 CEUs for CA MFTs and LCSWs.

Hi there!

We had an amazing call with Chellie Campbell this week! She is the fabulous author of The Wealthy Spirit and From Zero to Zillionaire! Her wisdom and humor are so exciting and refreshing!

Here are some of the comments I have received:

“Thanks for the call with Chellie - I took 5 pages of notes!”

“I loved it when Chellie said ‘You can’t help the poor and starving if you ARE the poor and starving!’”

“I finally got it that I am not charging enough for my services!”

If you weren’t able to join us or if you’d like to listen again, you can do so here.

What did you think? Please share your thoughts about the call with Chellie in the comment box below.

In closing, I remind you of the affirmation she offered:

“People love to give you money!”

With love and respect,
Casey

Hi there!

I hope this finds you enjoying the beginning of summer!

Do you ever worry about what will happen when you fill up all your client hours?

Do you wonder how you will make more money?

Recently a client said to me “I need to make more money but not work more hours. What can I do besides raise my fees?”

There are only so many available hours we have to do therapy. Sooner or later you will fill up those hours. Then what?

How will you make more money? Do you have a zillion ideas about this? Is there a book or workbook in you?

It has been said that there are two ways to increase your income:

1) Get more clients.
2) Sell more to the clients you already have.

It is also ten times easier to sell more to a client you already have than to find a new one.

Why not take some time this summer when things naturally slow down and decide how you might add value to your client’s life (and make some passive revenue at the same time?)

Here are some ideas to get you thinking….

One summer, a fabulous therapist created relaxation CDs and when her clients found out about them, she sold out almost instantly!

She put them on the table when she did community presentations on stress and overwhelm.
They sold like hot cakes and resulted in some new clients!

One coach created a coaching workbook complete with practical and fun exercises. She sold it to her existing clients at a discount.

They were excited to have something to support the work they were doing with her. She also sold it to prospects who couldn’t afford individual coaching with her. Everybody felt good and she earned extra income. Not only do these products give you some additional income, they give people the opportunity to know, like and trust you more. It gives them an experience of you so they can decide if they want to hire you.

You can also publicize these products on your website and offer them for sale or as a “freebie” to web visitors. It is a fact that by adding a simple audio message to your website, you can create more sales of your services.

Some people start to freak out and think this is too hard. Guess what?

It is MUCH easier than you think! You don’t necessarily have to rent studio time - you can create CDs and audio recordings right from your computer! With a little bit of technical support, you can put them on your website for free or for sale.

If you’d like to know more about how to create audio recordings and e-books, you may want to join our Exclusive Members Teleseminar on June 19th - called “Audio and E-books: Extend your Practice.” The call is free for Build Your Therapy Practice Exclusive Members and only $4.95 for non-members. (Past members can rejoin for $27.)

You can read more about the Exclusive Members Program here.
This call will be in our audio library for Exclusive Members directly after the call - you can listen to it throught the internet or download your own mp3 file.

Here are some more product ideas.

Many of you have written articles and “tip sheets.” Why not turn these into an e-book that people can request at your website? You can split up your articles into sections or chapters and offer them over several days via email. This adds value to your clients and website visitors as well as helping them to stay in your keep-in-touch cycle. This results in more sales of your services. For example, I may not be ready to buy at first but after I see your third tip or article, I might decide I want to have a consultation.

What speech have you given several times? Record it next time and then have it transcribed. Poof! You have an article or chapter of an e-book.

You can take content you already have - either on your computer or in your mind and just get it on paper or on a recording! Then figure out how to package it, price it and sell it!

You already have the content. Why not share your wisdom and maybe make some money at the same time?

I want to hear what you think!

What products are you are currently offering to your clients? What would you like to create and offer? I’d love to hear what you are considering or currently doing! You can comment and share here.

Happy practice-building!

Warmly,