Archive for Casey
Do you fall into the people pleasing trap?
I have been thinking about this for a while. I wonder how much trying to please people really gets in the way of creating the practice we really want. What do you think?
Do you fall into this trap? Perhaps you take on clients because they came from a trusted referral - even though they may not be the best choice of client - because you don’t want to offend the referral source? Just maybe you sometimes work hours you’d rather not and then resent it just a bit? Do you ever reduce your fee when you’d rather not?
I think this weekend I fell into that trap. I presented at a statewide conference of therapists. I had so much fun! We talked about possibilities and the importance of creating your private practice vision. We talked about how the internet will be the number one way you will attract clients in the next decade. We talked about money, intake call scripts, and website text. We had a wonderful mix of students and some clinicians licensed over 20 years.
I so wanted everyone to have a good time and get what they needed. It was very important to me.
Well, you know how sometimes things don’t always go as planned? First, the projector wires went in and out so the Power Point was intermittently lost. I fixed it once and then we had the AV guy fix it but then it went out again. I decided to “let go” of the Power Point and speak from my heart. (Which wasn’t in exactly the same order as the Power Point handouts.)
I was a little rattled by the projector problems. But what was important to me was that people got what they needed from the day. There were so many questions that I skipped lunch to answer questions. Then when we had “biological” breaks in the afternoon, I didn’t leave. I stayed in the room and answered questions. I so wanted the presentation to have meaning - I wanted to make a difference. To that end, I wanted to be as available as I could to the participants.
When 5:15 came and the people left (and before I finally hit the ladies room,) I took a glance at the feedback forms. Almost all were very good. Many had comments about how refreshing my ideas are - when all they were hearing from other therapists was about how they couldn’t make a living in this field. It felt good to read those comments.
But of course there were a couple who weren’t happy with me. One said I said “nothing” for five hours…that I didn’t answer questions fully. It went on for a full page and spoke of how bad everything was - all the things I did wrong.
I would love to say it didn’t bother me. It did. But it was also, what I call, a “gift in dirty paper.” And for that gift, I am very grateful.
It reminded me that I can only be my best when I come from a centered place. I didn’t
take good care of myself that day. I tried so hard to make sure people were pleased, that I ended up not caring for myself. I won’t make the mistake again. (And of course if I do, please remind me!!)
So, as I said, I send a big “thank you” to the person who sent in that comment. It will be one that reminds me take better care of myself in the future. And as I do so, I hope to be of more meaningful service to you.
Do you find yourself trying hard to please, knowing that it is impossible to please everyone but trying anyway? Or are you better at taking care of yourself? Please share your thoughts below under comments.
Love and blessings,
Casey
Niche Your Way to a Full Practice
I recently met a therapist with a thriving practice. Ben lives in a Midwestern city and has
quite a waiting list for his four-year-old practice.
When I asked him about the secrets of his marketing success, he told me that it was difficult for him when he initially was marketing himself as a Marriage and Family Therapist, seeing a garden-variety of clients.
Ben is gay. He began some advertising about assisting teens and families with issues around homosexuality. He marketed to school counselors, physicians, and other therapists. He submitted articles to a local parenting magazine for parents who are wondering if their child might be gay.
Once he became well known for this niche, Ben decided he wanted to be known as more than ‘the gay therapist’ in town.
So he also built a secondary niche around working with children of borderline parents, a very specialized practice area. He found other therapists in town were eager to refer these clients to him.
Soon Ben found himself with a full practice. While he still works with clients who are dealing with depression, job loss, or relationship issues, the majority of his clients come from his two niche areas.
Ben shared one last marketing secret that I have to pass along. “I work hard to do my very best with each client. I know I’m succeeding when I get referrals from my former and current patients. That’s a real compliment for a therapist!”
Have you found your niche yet?
If not, ask yourself these questions:
1. Which clients am I the most passionate to work with in therapy?
2. Do I have any special training?
3. What personal challenges have I faced?
4. What area of therapy seems easy and effortless for me?
5. What problems do people have that they are most likely to pay a therapist to help them with?
Identifying your niche is one of the most important steps leading to a successful practice. Without a niche, you are a generalist, easy to miss in the crowded market place.
However, when you have a niche, you can make your marketing materials clear and compelling, inform people of the precise type of clients you serve,
and be seen as a specialist.
Here’s a corny pun to help drive the point home: ‘If you want to get rich, you gotta find a niche!’
Happy practice building!
Does Anybody Have the Money to Pay Your Fee?
The current financial downturn in the U.S. has a few therapists wondering.
If you watch the news or read the business section of the newspaper, you can easily scare yourself to death before breakfast.
Yes, there are some financial issues plaguing many Americans. Job loss, the increase in the cost of gasoline and groceries, and the fallout of the housing market are creating financial pressures for many people.
Today’s dollar has to stretch further than a few years ago.
Financial pressures are very stressful. However, who is better at helping people cope with stress than therapists?
You get what you focus on. If you spend time each day fretting over the economy and filled with worry that no one will be able to afford your fee, that’s exactly what will happen.
Instead, get clear on what you want: Clients who value and appreciate you, who are willing to pay for their therapy because they know it is useful and who have a pain that you can help soothe.
Work through your old money stories. You may have some old stories about money left over from childhood. When you think about your money, do you feel the clenching of fear in the pit of your stomach? If so, you have some money shadows waiting to be processed.
What would you say to one of your clients who has fear about money?
Many people are still able to pay for cable television, buy new cars, and take vacations. They can pay for therapy IF they feel it is essential to solving their problem.
Certainly, there are tragic situations where people are destitute and cannot afford the necessities of life, let alone therapy services. Thankfully, there are community agencies with sliding fee scales to serve that population.
Your ideal client is someone with the financial resources to pay for their therapy.
Instead of focusing on all the doom and gloom, decide to focus on what is working well.
Examine your marketing plan. Consider these questions:
- Where are you finding your ideal clients?
- Can you speak to more groups to get in front of more ideal prospects?
- Are you following through on your networking?
- Have you made any new professional contacts this week?
- How long has it been since you had lunch with the person who gives you the most referrals to thank him for his support or ask her about her needs?
Do you choose to see the opportunity in today or be paralyzed by fear and old stories?
If you want to earn more money and become a wealthy therapist, this is the ideal time for you to spring into action. Resolve to do more work on your marketing plan and implement your plan with regular action steps.
People are stressed out and worried. What a great time to be a therapist who can help!
Jump Start Your Practice In a Down Economy
“Jump Starting Your Practice - How to Get Clients Even in a Down Turn Economy”
Worried about the economy? Discover how you can jump-start your practice and start attracting the clients you really want.
With these simple strategies and weekly actions on your part, you can …
* Stop worrying about the economy and get back to the business of your practice
* Build new referral sources so that your phone rings more often
* Reconnect with old referral sources in a way that has them remembering you when they need a referral
* Use the internet to your advantage
* Gain the respect of your peers who are bemoaning the recession
Get your copy of this 80 minute recording at
The Digital Version of our Self Study Course is now available.
Great News! Our information-packed Be A Wealthy Therapist Implementation Kit is now available in Digital Form!
The How To Build A Full and Rewarding Private Practice! Digital Version is a 130-page workbook download and 12 audio mp3 recordings that are jammed packed full of tips, strategies and a detailed action plan guaranteed to get you excited about building your practice.
Up until now, we only offered the hardcopy version for $275. But now you can get the same great information in a Digital Version for $100 off the retail price! Download your Digital copy today for $175.
With the Digital Version, you can download the 130+ page manual and either read it on your computer or print it if you like. You will also receive 12 mp3 files. You will have immediate access after you place your order - no more waiting to receive your copy in the mail!
To learn more about the Digital Version or to request your *no charge* Marketing Checklist visit:
http://www.attractmoreclientsnow.com/indexdigital.html
Cool Resource - To Help You Prioritize
Ever have a hard time keeping track of your to-do list? Do you hate prioritizing lists or misplace a post it note full of vital information? If so, check out Toodleo, a fun, no-fee organizational tool. When you use Toodleo, you can store all your tasks in one place.
And better yet, having a single place where all your to-dos are permanently stored and easily accessible will allow you to relax, knowing that you won’t forget anything.
Overcoming is cool… today’s Presidential Candidates share their stories of triumph
Isn’t it fascinating to see the coverage of the upcoming presidential elections?
While I would never tell you how to vote, I have noticed something striking about each of the top three candidates.
They all overcame some significant personal battles. They all use their history to bond with voters.
John McCain was a prisoner of war. Hillary Clinton survived a publicly humiliating marital betrayal. Barack Oboma grew up without a father and dealt with feelings of alienation from his biracial status. Whether you agree with their politics or not, you have to admire their courage and the way they can craft a marketing message out of past pain.
As a therapist, I applaud all three candidates for sharing their personal stories. It is refreshing to see the human side of each candidate. I’d love to know if any of them worked with a therapist… but the privacy laws prevent that!
One of my favorite Practice Building tools is the personal story.
Have you created your success story yet?
If not, what’s stopping you?
Potential clients want to know that you understand their pain and have some real answers to share. When you share your success story, they know you can show them the way out of their pain.
Use this script to help you develop your success story:
- In order to explain what I do, I’d like to tell you about a struggle I once had… (Then describe your struggle and a bit about the situation surrounding it. Just give the highlights; they don’t need to know all the gory details. Share only the parts you have processed and would feel comfortable discussing. Again, this is only if it would be appropriate to share.)
- Then I… (Describe the actions you took to feel hope and create a positive change. If possible and appropriate, I strongly recommend you mention seeing a therapist. If it is not appropriate, then please do not share it. )
- And what happened was…(share your exciting outcome here so that people know you found a process that worked for you and may work for them too)
- And it was at that point that I needed to help others…(this is your opportunity to share who you help and what problem you help them overcome)
If you are very shy or private, it may be uncomfortable for you to share a personal story. Or you may feel that your story may be inappropriate to share. If that is the case, share a client success story, carefully crafted to protect the identity of your client.
The goal of a success story is to give people hope. It also helps you demonstrate your kindness, knowledge, and passion for serving others.
No wonder all the political candidates use this great marketing tool!
Happy practice building!
Casey
I want to hear your success story! If you’d like to post it (as a comment) on our blog, please enter your comment in the box below!
To everything there is a season
This is our Christmas cactus - not on Christmas - but on Valentine’s Day! This year our Christmas cactus had no blooms during the Christmas season. It seemed like everywhere I went during the holidays, I saw lovely, full blooming Christmas cactuses. But ours just had boring green leaves - no blooms.
Sometimes that happens with other things in our lives as well - whether it is finding a mate, finishing a project, or building our practices. It seems like we are doing all the right things but we haven’t yet see the results we’d hoped for. It can seem like everyone else is getting results but we aren’t. It is easy to get discouraged.
Don’t quit before the miracle!
You never know when it will be just the right moment for your ideal mate to show up - or your office phone to start ringing. Please, just have plans and intentions for each day.
Here are some suggestions for better results in your private practice marketing:
Make sure you have a plan. Ask “What are the three things I want to accomplish this week that will lead to increased revenue?” Perhaps it is meeting a new referral source. Maybe it is redoing your online therapist locator listing. Calendar these task in your appointment book. Reward yourself as you complete them.
Write in your Success Journal daily. Record every marketing effort you take. List every result you see. Some days you will record something as small as “I sent a thank you note to a referral source.” Other days it will be something big - such as “I completed my website today.” The more you focus on the strides you are making - big or small, the more your practice will benefit.
Surround yourself if with success-minded colleagues. Create a mastermind or support group with your peers who also want to make a good living while making a difference. Spur each other on. Hold each other accountable to the goals you set.
And then one day, you will realize you are worried that you will have to create a waiting list just to handle the calls you have coming in!
So you do not like Sam Walton - what about Oprah?
My goodness - I had no idea the number of people who scolded me for saying Sam Walton redefined Big Business. Okay, several asked me to talk about a successful woman who does good with a lot of money.
Okay - what about Oprah? Philanthropist, advocate, contributor.. I don’t know about you but she is an inspiration to me. She is so busy, seems to care a great deal about people, has her own troubles (her school problems) and still finds time to read and recommend good books!
Please know my point was meant to inspire - sorry I missed the mark with some of you!
Love, Casey
Click the play button (you may need to click it twice), then please wait a few secs for it to start streaming.
You ARE making a difference!
Somedays I love to look at the people that have made a difference in the world - and who have made a good living doing it.
I think about Sam Walton, the founder of Wal-mart. His goal was to bring low prices to small cities, but, as Time Magazine reported, he also changed the way Big Business is run. Sam Walton has been called the best businessman America (and even the world) has ever seen.
Then I think about Bill and Melinda Gates. They have made billions by making computing a part of our everyday life. They have also established the Bill and Melinda Gates Foundation - the largest transparently operated charitable foundation in the world. Then in 2006, businessman, Warren Buffet donated $30 million to the foundation and it doubled in size.
So, good people have done a lot of good with a lot of money. And so could you!
But what is the difference between these people and you?
I think it comes down to their undeniable passion coupled with a willingness to move through the fear that comes with succeeding.
It is very scary to go out on a limb and try and make a difference in the world. It is even scarier to think about becoming very successful doing it!
For therapists, consultants and healers, it means letting those in our community know what we do. It means moving through those crazy catastrophic thoughts that keep us up at night. The “No one will think I am interesting” or “I don’t really have a lot to say so giving a speech would be a waste of time” Or “What will people think of me if I really succeed.”
These thoughts and our responses to them are what keep some people from the great things they were really called to do.
Don’t let this happen to you. Find others that you can talk about your fears with. Share your passions and have them help you move through the fear.
Ask your self “What could I do for 15 minutes today that would really make a difference in the success of my practice?” Then follow it with “Am I afraid to do it?” Finally, “Will I do it anyway?”
You are here on this planet to do very great things. Don’t let any pesky irrational thoughts keep you from being what the world need you to be.
I really, really want you to have the practice you really want! Your success is our mission. Let’s make 2008 your best year ever!
Love and blessings,
Casey
Looking to Use our Be A Wealthy Therapist Services This Year?
I hope this finds your phone ringing and more clients coming in your doors!
Lately, many of you have shared with me that you are using the Be A Wealthy Therapist system and filling your practices with cash-paying clients. I am so excited to hear your success stories! Please continue to share them with me. It truly warms my heart!
Wondering how to best use our Be a Wealthy Therapist services? Let’s chat!
We have had so many people call saying they are ready to pull out the stops and make 2008 their best year ever. And they want as much information as they can to make the most of their marketing time and dollar.
And my Be A Wealthy Therapist team and I have been creating products and services to help you do just that. It is our passion, our goal and our vision.
But sometimes people say that we have so many services and products that they don’t know which Be A Wealthy Therapist offering is best for their particular need.
So, in true Be A Wealthy Therapist tradition, I ask “How can we serve you?”
Have you read my book: Be A Wealthy Therapist - Finally you can make a living while making a difference and wonder what to do next? Perhaps you a motivated self-starter and want very detailed, step-by-step instructions to build your practice. Maybe you are feeling lonely in your practice-building journey and want to connect with like-minded therapists and healers for sharing and support.
Or maybe you are someone (like me) who wants an individual coach to teach, support and sometimes nag at you - to help you maintain focus and get the results you really want.
At Be A Wealthy Therapist we offer group, individual and self-study programs for all budgets designed to teach you what we know works. You provide the motivation, we provide the knowledge and support. Together great things can happen! Just this week, two people told me how their caseloads actually increased in December when they used what they learned in our programs.
But what service is right for you? If you are considering taking the step and investing in your marketing education this year, we are here for you.
I have decided to offer an Open House Call on Thursday, January 24 at 4 pm Pacific/7 pm Eastern. In this call I will share with you all our Be A Wealthy Therapist products and services so you can make a better decision about what might support you best. We want you to be sending us your success stories this year!
On this call, we will be talking about our premier program - our individual coaching program, as well as the Be A Wealthy Therapist Implementation kit (our Self Study Course) and our Exclusive Members program. We’ll discuss the differences and pros and cons of each.
And just a point of clarification, this won’t be a coaching or Q&A call where we work on your particular marketing questions; it will be an information call where you can learn all about Be A Wealthy Therapist and what we offer so you can see if you’d like to join with us in 2008.
And I will share with you our plans for a first-time-ever Advanced Coaching Group set to start next month. This group will be for those who have attended a workshop or read the book and have already started to implement their marketing plan. My goal with this Advanced Coaching Group is help you push through any blocks you have so you can truly have the success you deserve. I am very excited about it!
As you know, my mission is to serve and I hope you will attend our Open House call and learn more about what we have to offer and see if it might match your need.
To register for the call, please click here. And no worries if you can’t make it, sign up anyway and we will send you the downloadable mp3 recording.
Whether you decide to join us is up to you. But please make sure you have a plan to market to your community … because your peers are!
Hope to “see you” on the call.
Looking for office space in Laguna Niguel, CA.?
Many of you in Orange County, CA ask me if I know of anyone who has office space to rent. I am very pleased to announce that my dear friend Judy Westerfield, Creativity to the Max, has some space to rent (full or part-time) in the heart of lovely Laguna Niguel. It will be available March 1. For information, please contact Judy at judy@CreativitytotheMax.com.
Blessings to you - and really - may 2008 be your best year ever!
Looking for a gift for your colleagues?
Over the past few weeks, an interesting trend has emerged here at Be A Wealthy Therapist. We noticed that people were buying multiple copies of my book Be A Wealthy Therapist: Finally You Can Make A Living While Making a Difference. At first, we were worried that our website had a problem since people usually only order one copy. (My husband Bob - joker that he is - wondered if people were buying multiple copies so they could read the book multiple times.)
So we did some investigating and it turned out people were buying the books as gifts for their therapist friends! I never even thought of that! So, I checked our printing house and they say that US orders placed by Thursday, December 13 should arrive on or before the December 23rd. Of course, we can’t guarantee it as we aren’t in charge of the post office. (Now that would be a job - wouldn’t it?) But just thought I’d let you know in case you were wondering what you might get for a suite mate. (By the way, they also make good New Year’s gifts. :)) You can orders yours directly at: http://www.MakeALivingBook.com
On a more serious note, I hope you take very good care of yourself this holiday season. Bob and I will be spending Christmas and New Years in Hawaii. We are really looking forward to having some fun and “down time.”
I so adore you! Love and blessings,
Casey
Candied oatmeal and marketing?
Bob and I are at the Ericksonian Hypnosis International Congress. There are people here from all over the world and it is fun to listen to the different languages.
Early this morning, before my presentation, we stopped in the restaurant for breakfast. There was a fantastic buffet with fruit, baked good, eggs and a myriad of bacon and sausages.
And there was a pot of very plain-looking, white oatmeal. I am not crazy about oatmeal but my doctor encourages me to eat it. So I reluctantly filled a bowl (while passing up the double-chocolate-chip muffins.) Then I saw it - next to the oatmeal pot were over 20 “toppings” for the oatmeal. There were not only raisins, brown sugar and maple syrup, but pistachio nuts, candied pecans, pineapple chunks, chocolate chips, M&Ms, dried soy beans, along with several other types of nuts and fruits. If that wasn’t enough there was also flavored yogurt and dried breakfast cereal that you could stir into the oatmeal. Needless to say, I have never enjoyed oatmeal so much!
So how does this relate to marketing? Quite honestly, oatmeal is boring. And counseling is often considered boring. But when you can bring your uniqueness to marketing your practice.. When you can talk about what you do in ways that invite people to say “I want that!” then you have transformed something that no one is really too excited about into something that excites people and makes them want to make an appointment. Please - tap into your creativity, learn what your ideal client wants, and then let your community know about you!
And I don’t think I will ever be able to eat oatmeal without pistachio nuts or candied pecans again. 
I hope you take very good care of yourself this holiday season. Bob and I will be spending Christmas and New Years in Hawaii. We are really looking forward to having some fun and “down time.”
Love and blessings,
Casey
Be a Client Magnet
Why the heck would you want an online scheduler?
Imagine it is the middle of the night and your ideal client is on the internet searching for a therapist. He reads your online therapist locator listing and likes what he sees. He wants to make an appointment, but during regular business hours he will be in meetings. So he closes up the computer and says to himself “I will call another day to make an appointment.”
You know the story. Days go by - then weeks and maybe one day he gets a referral to a different therapist from his co-worker. That therapist gets the client that was originally drawn to your website.
Now, imagine you had a tab on your website that said “Schedule an appointment.” When your ideal client visited your website, it would be of great benefit to him to be able to schedule the appointment online - without having to play telephone tag with you. Then he can go into his all-day business meetings knowing he has an appointment scheduled with you within a couple of days. Now you both win - he feels great that he has scheduled an appointment and you have a new client!
More and more I hear of therapists getting a lot of referrals from “the internet.” (Which is support for my point that the internet will be the #1 place you will get new clients in the next decade.) So, let’s make it easy for your web visitors to schedule time with you!
Here is how it works…
You, the therapist, put the times into the scheduler that you want people to see as “available.” Potential clients sign up (give you their information) and pick a session time. You both get an email about the appointment. Your job is to call the client asap, connect with him and do your normal intake call script. After speaking with the potential client, you get to decide if this is a good client for you.
I am telling you - if you do this now, you will be ahead of many of the other therapists marketing via the internet. As I’ve mentioned before, some of my clients are getting as many as 5 new clients a week with their online scheduler.
An added benefit is that you can invite your existing clients to use the scheduler, thereby almost eliminating the telephone tag around rescheduling appointments.
You can also set it up so that you will have a certain amount of notice (24 or 48 hours) before someone can schedule or cancel. That way you won’t be surprised in the middle of the day.
Are you using an online scheduler? If so, please let us know your experience below in the “comments” section.
Happy practice building!
Casey
PS Visit www.CaseyTruffoRecommends.com for a link to the appointment scheduler we recommend - and see other tools you may be interested in there too! Stay tuned - I will be announcing our new “do-it-yourself website builder” soon!
We are here~
AAMFT conference is fantastic. Great questions. Lisa said that Marketing is difficult. What do you think?
xoxo
Casey
-
Get The Book
heal and deal, that is! 
Yikes, my whole website will need a makeover; but your idea makes too much sense not to. My practice is ...
Casey, your suggestions about marketing to women were worth a full consuling session. Thanks 
Hey Brian,
You wanted to know what my relationship is with Judy Gifford of Find-A-Therapist.com
Sure I am delighted to share. ...
Dear Casey,
I just finished reading your news about you training for a marathon. Talk about "girl power." And best ...
Thanks so much for the story.
In the middle of a load of bits of work with my mind on mundane ...
Casey, this story about the lighthouse touched me so much because I totally feel this way, I underestimate my self ...
Dear Casey, Lots of luck on your marathon training. Secondly, I am always a click away and willing to ...
What is your relationship with Judy Gifford, CEO of find-a-therapist.com? I think in order to be ethical you should disclose ...