Is business in conflict with clinical work? With Dr. Daniel Bai | POP 822

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Is your private practice experiencing a sales problem? How do you define the term “sales” and does that trip you up in building a successful therapy practice? Do you want a clearer path to reaching your ideal audience?

In this podcast episode, Joe Sanok speaks about whether the business is in conflict with clinical work with Dr. Daniel Bai.

Podcast Sponsor: The Receptionist

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This episode is sponsored by The Receptionist for iPad. It’s the highest-rated digital check-in software for therapy offices and behavioral health clinics, used by thousands of practitioners across the country including many who are just getting started.

The Receptionist for iPad is a simple, inexpensive way to allow your clients to discreetly check in, notify providers of a patient’s arrival, and ensure your front lobby is stress-free.

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Meet Dr. Daniel Bai

Dr. Daniel Bai is the CEO of one of the most highly regarded business training companies for healthcare providers. He was a consulting and coaching “drop out” while he tried to learn best practices in business because most of the training at the time was outdated, clunky or downright sleazy.

Visit CloseForChiro, sign up for their masterclass, and connect on Facebook, YouTube, and LinkedIn.

In This Podcast

• Is it a sales problem?
• Redefine sales for yourself
• Core principles for therapists to know about sales  
• Be open about finances
• Dr. Daniel Bai’s advice to private practitioners

Is it a sales problem?

Grad school does little to nothing to prepare therapists for running their solo or group practices.

I looked at all other aspects of consulting and coaching and for someone to help me with this and there was nothing to be found until I went outside the healthcare industry to have someone help me learn about this concept called “sales”, and it was nothing that I thought it was initially.

Dr. Daniel Bai

Even though you work as a therapist and provide healthcare services, your practice is ultimately still a business, and these skills are vital if you want your practice to grow and to continue providing therapy.

Very few people in private practice will think it’s a sales problem. They may say, “Yeah … people aren’t reading my blog posts, they’re not calling, I have a networking problem …” but the actual sales, [and] labeling it that, you’re right, very few [therapists] would use that term.

Joe Sanok

Redefine sales for yourself

You may be nervous about learning how to “sell” if you have a poor personal definition of what sales means in the business and therapy world.

Sure, some bad salespeople trick others into buying things that they don’t need, but they don’t define sales as a whole, and you shouldn’t let them.

True sales is consultative. It’s helping the person across from you figure out what [it is] that they truly want and then, if you can provide that, positioning yourself in a way that you are going to be the solution to that problem.

Dr. Daniel Bai

Core principles for therapists to know about sales

1 – STFU: People talk too much, and typically when you are talking then your patient or client is not talking.

We overcompensate [for] that [sales] insecurity by talking over our patients and explaining to them how great we are … instead of our patients dictate exactly what they want, and then making that fit, not the other way around.

Dr. Daniel Bai

2 – You need to work on the business: Working on your practice does not take away from the therapy that you provide.

3 – Identify a solution: Be specific with your messaging to connect with one type of person.

Be open about finances

Present finances in:

• A maximum of two to three choices
• A fixed way to pay
• Simplicity

Avoid using overly complex algorithmic ways to present payment options and finance plans to clients.

Keep it clean, simple, upfront, and straightforward.

Dr. Daniel Bai’s advice to private practitioners

Your why is everything. Don’t get caught in the logistical hustle and bustle by constantly reminding yourself of why you started this journey.

Books mentioned in this episode:

Sponsors mentioned in this episode:

• Start a 14-day free trial of The Receptionist for iPad by going to the receptionist.com/practice, and when you do, you’ll also get your first month free when you sign up.
• What’s your phase of practice? Click here to get full access, totally free!

Useful Links mentioned in this episode:

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• Apply to work with us — a decision-making matrix for your next steps

Meet Joe Sanok

Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.

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