Workshop for New Clinicians Facing the Challenges of Beginning Your Career By Lynn Grodzki, LCSW, MCC Lynn Grodzki, LCSW, MCC Social Worker, psychotherapist in private practice since 1988 Full practice, no managed care, six-figure income, individuals and groups, supervision for new therapists t Master Certified Coach since 1996 Author of 5 books on practice-building Monthly email newsletter read by 9000 readers online www.privatepracticesuccess.com CRISIS-PROOF YOUR PRACTICE by Lynn Grodzki (WW Norton, 2009) Additional Practice-building Books from WW Norton (at Bookstore) Step by step practicebuilding workbook (2003) Best-selling bible on practice-building (2000) Agenda for today: Introductions Meet someone new Share about yourself Expanding Your Clinical Expertise & Business Expertise rights reserved 1
Clinical Expertise: Business Expertise: PM Developing Clinical Expertise Making cases easier Self-supervision Retaining clients Building a Successful Practice Entrepreneurial Mind-set Service vs. Profit Marketing Basics Making cases easier What is a difficult case? Complicated client Confused therapist Confusion You can t prioritize or summarize case in your own mind You get overwhelmed or flooded by your own thoughts & feelings, client projections You have no clear treatment plan or approach Good supervisor listens for: Summarize (case presentation) Parallel Process Treatment e t Plan Technique and Interventions Use of Self Results Retention Self- Supervision, part 1: 1. Summarize a case concisely 2. Identify your parallel process 3. Create a brief treatment plan rights reserved 2
1. Summarize 1 minute Summarize a case (Partner listens and observes, no feedback) 2. Identify parallel process 2 minutes Note your feelings, thoughts, sensations about client and case (Partner listens and observes, no feedback) 3. Create a Plan 3 minutes Talk through your brief treatment plan (Partner listens and observes, no feedback) Time for feedback! Partner speaks what did you observe, (see, hear, notice) about steps 1-3? What do you validate, what do you question? What aspect of this feedback is most helpful to your partner/the therapist? Switch! 6 minutes 1. Summarize a case concisely (1 minute) 2. Note thoughts, feelings -- your parallel process (2 minutes) 3. Create a brief treatment plan (3 minutes) Time for feedback! Partner speaks what did you observe, (see, hear, notice) about steps 1-3? What do you validate, what do you question? What aspect of this feedback is most helpful to your partner/the therapist? rights reserved 3
Self-Supervisions, part 2 Debrief in large group 4. Appropriate use of self 5. Track and measure results 6. Set frame for retention 4. Use of Self The most important tool in therapy You had me at hello. Distinctions: tions Use of self vs. feeling used Selling skills vs. selling love Self disclosure do s and don t s Self Disclosure Henretty and Levitt (2010) surveyed 30 research studies regarding self disclosure 60% showed positive effects Clients experience greater warmth from therapist, clients liked therapists more Modeled authentic communication Repaired the therapist-client alliance Use strategically and sparingly 5. Measure results Informal markers of change Sharing treatment notes with client Transparency of methods Consumer approach to therapy Pre and/or post survey 6. Retain Clients Set the frame from first session Articulate the client s goals Offer metaphors about how therapy works Be transparent about process Reinforce gains rights reserved 4
Review: Debrief in large group Summarize Parallel Process Treatment t Plan Use of Self Results Retention copyright 2011 by Lynn Grodzki, Practice-Building Mind-set Money Marketing Practice: Setting the frame Choose who will be therapist / client Set the frame: metaphor, goals Check client buy-in Remember use of self Articulate gains Sharing The Split in the Therapist s Psyche 1. Find a partner 2. Share the greatest challenge(s) you are currently facing regarding building or starting your practice 3. Switch roles so each person gets a chance to share. You therapy (your feelings about the work) You business (your feelings about marketing, admin, organization, money, etc.) People who succeed in business are rights reserved 5
The Private Practice Success Program Model: 1. Preparation develop support, create a business vision, adopt an entrepreneurial mindset 2. Building Blocks generate referrals, make a profit, expand, diversify, set policies 3. Finishing Touches use futuristic models, create positioning, become self- motivated Loving the Business You are NOT your business Your business IS a good reflection of you All actions you will take in your business are either fear-based or love-based Shift from Fear to Love Successful Entrepreneurs: Given a set of circumstances, they see opportunity. Fear is the energy which contracts, closes down, draws in, runs, hides, hoards, harms. Love is the energy which expands, opens up, sends out, stays, reveals, shares, heals. Fear holds close, love holds dear. Fear grasps, love lets go. (Neal Donald Walsch) Given a problem, they are both optimistic and pragmatic. They expect a lot from themselves and others. They want a lot for themselves and others. Persistence is their middle name. They are profit driven and enjoy making money. They operate from a state of abundance. Fear and Negative Beliefs about Building Your Practice What do you worry about? Which are all encompassing (always, never) What keeps you up at night? Business Affirmations Must be stated in the positive Must be succinct and specific Must be stated it as though it already exists, in the present Must include yourself and be based on changes in yourself, not others Must move you to your leading edge rights reserved 6
Sample Affirmations I easily tell others about my services with enthusiasm and confidence I can manifest my vision I have a full practice with a waiting list I feel healthy and energized each day I make a lot of money copyright 2013by Lynn Grodzki, all rights reserved Exercise: Write your affirmation and the negative beliefs that surface. Affirmation I easily attract the clients I want. I easily attract the clients I want. I easily attract the clients I want. I easily attract the clients I want. I easily attract the clients I want. Negative belief No I don t and I never will. I m too shy. I m not good enough. That s OK for others, not me. Field Work: Clear limiting beliefs The three R's of getting clear: Exercise: Refuting beliefs With a partner, Pick your most difficult negative belief and refute Run through them Affirmation Negative belief Replace them I easily attract the clients I want. No I don t and I never will. Refute them Refutation copyright 2011 by Lynn Grodzki, Making Peace With Making Money or Debrief in large group Why Good Therapists Go Broke! rights reserved 7
Negative Money Beliefs: Reconcile profit and service Deprivation profit = financial gain, an advantage, moneymaking Dissociation service = assistance, helping others, benefiting the public Demonization What is my value? Therapy private practice= Expensive business to operate What can I guarantee? What am I charging for? Average therapist works 25-32 hours/week Average therapist pays 30-50% in expenses All costs of business reflected in the fee Hidden costs Set and raise your fees the right way Exercise: State Your Fee with a Smile. Right criteria for setting fees: Vision for the practice -- philosophy of service Desire to adhere to business plan & goals Market forces -- what others charge, what your market can pay Perceived value of the service or skill offered Timeline to fill practice Wrong criteria for setting fees: Anxiety, guilt Zero sum game mentality (if I win, you lose) Love ("selling" a human relationship) (If you are uncomfortable with your fee, your clients will be, too.) 1. Find a partner. 2. State your current fee or the fee you d like to charge. 3. Get feedback about how you look. (Hint for the partner: watch for tension in the body and face, lack of eye contact, other non-verbal cues that signal discomfort.) rights reserved 8
Marketing -- Networking Articulate your basic message Have a 15 second self-introduction that speaks to your essence as a therapist Your basic message Asking for the referral Speaking about your strengths No more than 3 short sentences. No jargon words or technical terms. Keep your language upbeat and positive. Introduction targets one aspect of your work that you want to build. Learn to love to say this introduction. Desired responses from listener: Ask for the Referral 1. Tell me more. 2. I know someone who needs your card. You need to let others know that you welcome referrals. Asking for referrals is a legitimate way to communicate your business needs. Practice saying, "I have some openings in my practice I am looking to fill." Include the following on your policy sheet: "I welcome referrals, which signify feelings of satisfaction and trust in my services". Identify your ideal client profile, so that you know the type of clients you want to attract. Practice: Speaking about your strengths Review Find a partner Tell them what you love most about being a therapist, t healer, coach, or consultant. What are your special skills or talents? Get feedback from your partner. Loving the Business Profile of successful entrepreneur Entrepreneurial mindset Money beliefs Reconciling service and profit Setting fees and stating your fee with a smile Marketing via Networking Basic Message Asking for the referral Speaking about your strengths rights reserved 9
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