In this episode, Kari Lotzien continues her miniseries for healthcare professionals transitioning into business ownership. Drawing from over two decades of experience as an occupational therapist and successful private practice owner, Kari dives into the crucial topic of sales—a frequently overlooked but essential aspect of healthcare entrepreneurship.

Whether you're just starting out or looking to refine your client onboarding process, this episode is packed with insights you can use today.

Key Topics Discussed:

• Mindset Shift Around Sales: Sales is not about being pushy—it's about making your services known to those who need them. In healthcare, sales equals hope and access to help.
  
• Common Sales Mistakes:
  
  • Shying away from selling due to discomfort with money.
  • Undercharging and overdelivering, leading to burnout and blurred boundaries.
  • Leading with credentials instead of clear, relatable messaging.
    
• Sales Strategy Tips:
  
  • Clearly define your ideal client and communicate benefits over qualifications.
  • Develop a predictable service process and communicate expectations from the outset.
  • Be transparent in your pricing and set boundaries to avoid resentment and confusion.
    
• Practical Sales Conversations:
  
  • Explore client challenges, offer specific solutions, and clarify treatment timelines and commitments.
  • Avoid overwhelming new clients with too much information at once.
  • Use client onboarding as a key tool in creating predictable cash flow and stronger referrals.
    
• Follow-Up Systems:
  
  • Implement structured follow-up to ensure potential clients don’t fall through the cracks.
  • Don’t make assumptions—ask clients how and when to follow up.

If sales feel uncomfortable or unclear, you're not alone—but you can shift your mindset and create systems that bring more ease, income, and impact.

Listen and subscribe on Apple Podcasts or Spotify—start building a business that works for you—not just because of you.

Work with Kari:

• Anchored Leadership Academy
• Private Business and Leadership Coaching

Contact Kari Lotzien | Be the Anchor:

• Website: BeTheAnchor.ca
• Facebook: BeTheAnchorLtd
• Instagram: BeTheAnchor.ca
• LinkedIn: Kari Lotzien