Here’s the thing.

If you’re like most healing arts professionals, you sell your time.

Five sessions. Ten sessions. Maybe a package here or there.

But what if you focused on your expertise, and the transformation your clients get when they work with you? What if you designed your practice around that instead?

In this conversation, Joanna Sapir and I explore what it means to create structured client programs — intentional journeys that guide someone from where they are to where they want to be — while also bringing more clarity and predictability to your income.

If you’re tired of selling hours for dollars, and looking for a more creative, robust way to design your private practice, this episode may open up a whole new way of thinking.

In this episode, you’ll hear…

• The difference between a session package and a truly transformational program. (Such a great shift to make…)
• How front-end and back-end offers can support both immediate results and long-term healing (and lead to healthy, sustainable client relationships over time.)
• Why narrowing in on your ideal client actually strengthens your work. (Hmmm…-where have you heard that before? 😉)
• What a truly consultative sales process really looks like (without the weird pressure! 😅)

We also talked about pricing — and why the structure of your offers matters more than most practitioners realize.

When you get this right, great things can happen.

Deeper client outcomes. Stronger positioning in your community. And a business model that actually supports the life you’re trying to build.

And hey! Be sure to grab Joanna’s handout on the three core systems she says you need to have in place (including her sales framework). You’ll see the link for that with her bio below.

This could really set your practice apart, y’all.

Just sayin’. :)

~Wendy

P.S. If this conversation nudges you into looking at how your pricing and structure are working for you (or not!) I'd love for you to explore Mind Over Money™.

This little mini course is my 31-day reset for your relationship with money — combining a nice blend of inspiration and practical strategy in about five minutes a day. And - it comes with your own downloadable journal!

Use promo code Ideal50 to get $50 off! 💖

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TODAY’S GUEST: Joanna Sapir

Joanna Sapir is a business strategist for holistic practitioners, particularly those that integrate multiple modalities. Her special ability is in helping practitioners set up repeatable systems and processes in their businesses to serve their clients more powerfully, enroll committed long-term clients, and create steady income and cash flow. Born and raised in the San Francisco Bay Area, she is a mother of two, a USA Masters National Champion in Olympic-style Weightlifting, and the host of the Business Revolution for Practitioners podcast.

Her Website
Her Podcast
Her Gift: Three Powerful Systems that will Completely Transform Your Practice

Support the show

Wendy Pitts Reeves, LCSW
Host, Ideal Practice
Private Practice Coach and Mentor

www.WendyPittsReeves.com
Wendy@WendyPittsReeves.com

Okay - I’ll admit it. My bookkeeper used to send me a Profit and Loss (P&L) statement for my practice every time we met - and I barely looked at it.

Not proud of that.

But I blew it off because I didn’t really understand HOW to use it, what the various segments meant, or how to pull information from those long columns of numbers that I could actually use.

Well - not any more. Today, I go over those suckers with a highlighter and a pen, and I keep the latest one on my desk so I can refer back to it when I make decisions.

That’s what a P&L can do for you. And today, we are going to teach you how to do the same thing. :)

In this episode, I’m joined by Randall Avery — a former corporate finance professional who now helps mental health professionals and other practice owners understand their numbers. With his help, we broke this stuff down in a way that actually makes sense.

No jargon. No shame. No such thing as a dumb question.

Just clarity - and I think you’ll love that.

In this episode, you’ll learn:

• What a P&L actually is (and what it isn’t.)
• How to break down revenue sources in your practice. (So helpful when deciding where to focus your growth! 🎯)
• The difference between cost of care and operating expenses. (Totally new to me, y’all.)
• Why tracking trends over time matters more than one “bad” month.
• How keeping a healthy stash of reserves changes everything.

We also talked about the emotional side of money — the avoidance, the shame, the “I should know this by now” energy that keeps smart, capable clinicians (like you and me!) stuck.

Yeah. You know what I’m talking about - don’t you?

I know. I see you.

But learn this skill and you can shift from guessing…to knowing.

From bracing for impact… to planning for expansion.

I also asked Randall to create a simple P&L tool for you, so you’d have something to check with if you want a visual reference to follow along. You’ll find a link to that down below. (Thank you, Randall!)

I’m always thinking of you guys and how to help. I hope today is one of those times. :)

~Wendy

P.S. And y’all, if this episode stirs something up —and you’re wondering what else you may be missing in your practice — start with the IP360 Scorecard. It will help you see where your practice is strong, where it’s leaking, and what needs attention next. Grab it here.

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TODAY’S GUEST: Randall Avery

Randall Avery is a former corporate Financial Planning & Analysis (FP&A) professional who now helps mental health professionals, attorneys and other service-based practice owners understand and optimize their financial performance. He brings clarity, structure, and strategy to small practice financial management — helping owners move beyond guesswork into confident decision-making.

And at my request, he’s created a sample P&L to help you with today’s teaching. Get your copy right here.

His book: Hacking The System by Creating Your Own System: A practical guide to making your money count while building wealth.

Website: Deasil Wealth Management | LinkedIn: Connect with Randall Avery

Support the show

Wendy Pitts Reeves, LCSW
Host, Ideal Practice
Private Practice Coach and Mentor

www.WendyPittsReeves.com
Wendy@WendyPittsReeves.com

Marketing doesn’t usually fail because you’re not good at what you do. Not at all!

No - often it fails because you’re being too careful.

In this episode, I’ll walk you through 3 marketing patterns I’ve seen repeatedly in recent coaching calls — patterns that dilute your message, confuse potential clients, and make growth harder than it has to be.

The fixes are simpler than you might think.

In this episode, you’ll hear:

• Why “leaving the door open” can actually keep your best people from walking in.
• The difference between simply describing your skills and speaking directly to your ideal client.
• How clarity — not volume — creates TRUE momentum in your marketing…
• Why people wait far too long to ask for help (and what shifts when they don’t!)

You’ll also learn why your marketing often improves faster when you stop trying to do it alone. You can speak more clearly, attract the clients you actually want, and stop second-guessing your message.

If this episode stirred something — a sense that your work is solid, but your message isn’t quite landing — that’s usually the moment to pause and get support.

A Quick Start Consult isn’t about fixing everything.

It’s about naming what matters most next — and getting clear faster than you can on your own.

You don’t need more ideas.
You need sharper focus...

Learn more or book yours at: 👉 https://www.wendypittsreeves.com/consult
And let's move you forward...

~Wendy

P.S. MANY of my clients tell me they'd done this sooner. Let's get you started now...

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MENTIONED

• Episode 182: The Key to Connecting with Your Dream Clients: My 10 Step Process

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TIRED of BEING STUCK?

Set up a Quick Start Consult. Click here to learn more!
https://www.wendypittsreeves.com/consult

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WANT to BE a GUEST on the PODCAST?

Submit your application here: https://forms.gle/2zq1WqEx3k7Kngje7

Support the show

Wendy Pitts Reeves, LCSW
Host, Ideal Practice
Private Practice Coach and Mentor

www.WendyPittsReeves.com
Wendy@WendyPittsReeves.com