Welcome to Part 3 of Kari Lotzien’s special mini-series designed for healthcare professionals navigating the world of business. In this episode, Kari—business and leadership coach and former occupational therapist—guides listeners through one of the most crucial decisions in private practice: when and how to scale.

Drawing from over two decades of firsthand experience building and selling a multidisciplinary healthcare practice, Kari opens up about the strategic thinking and mindset shifts required for sustainable growth. Whether you're overwhelmed as a solopreneur or eager to take your next step, this episode delivers practical frameworks and grounded advice.

Key Topics Discussed:

• Know Before You Grow: Revisit Episode 1 for essential systems to solidify your business foundation, and Episode 2 for mastering ethical and effective sales in health and wellness.
• The “Messy Middle”: Kari shares personal insights about the tension between the excitement of growing a team and the fear of losing control over client experience and brand integrity.
• The CEO Shift: Before hiring, step away from the frontlines to reflect on your long-term vision, strengths, and the roles you want to delegate.
• 3 Ways to Scale:

1. Vertical Scaling: Hiring another clinician to replicate your service. Do it cautiously—create a waitlist and clear client expectations to prevent internal competition.
2. Lateral Scaling: Add complementary services (e.g., massage therapy in a chiro clinic). Ideal for creating integrated, client-centered care.
3. Foundational Scaling: Hiring admin staff. Often overlooked, but a crucial early investment to free your time and increase profitability.

• Avoid Desperation Hiring: Make hiring decisions from a place of strategy, not burnout. Build a financial buffer and plan onboarding intentionally.
• Leadership Matters: Transitioning into leadership requires new skills—clear communication, expectation setting, and structured onboarding. Passion and purpose should guide your job postings and team-building efforts.

Scaling a business isn't just about growth—it's about building a vision that serves both your clients and your life. Take your time, plan intentionally, and remember that every great leader started where you are right now. You've got this!

Download your Free 5-Systems Foundation Checklist and start strengthening the core of your healthcare practice today. Whether you're just starting or already scaling, these essential systems will help you reclaim your time, protect your energy, and set your business up for long-term success.

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

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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

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

In this powerful kickoff to her special mini-series, Kari Lotzien, business and leadership coach and former occupational therapist, shares how her personal journey from solopreneur to successful healthcare business owner and eventual seller informs her mission to support others on the same path.

This episode focuses on the foundations healthcare providers need to build a sustainable, scalable business. Drawing from both real-world experience and formal training, Kari shares the mindset shifts and five core systems that lay the groundwork for growth—without burnout.

Key Topics Discussed:

• Clinician-to-CEO mindset shift: Why many healthcare business owners don't even realize they're running a business—and what needs to change.
• Revenue vs. freedom tension: Why the “more clients = more revenue” model keeps you stuck, and how to shift toward building a real business.
• Avoiding burnout: Kari shares her early mistakes and how better systems can help you avoid working nights, weekends, and during family time.
• The five foundational systems every practice needs:
  • Client scheduling – automate and protect your time and boundaries from day one.
  • Financial tracking – know your numbers and what “enough” looks like for you.
  • Decision-making support – don't grow alone; why finding your community or coach matters.
  • Workflows – get systems out of your head and into repeatable processes.
  • Client education – set expectations early with policies, boundaries, and clear communication.

Download your Free 5-Systems Foundation Checklist and start strengthening the core of your healthcare practice today. Whether you're just starting or already scaling, these essential systems will help you reclaim your time, protect your energy, and set your business up for long-term success.

Subscribe and leave a review on Apple Podcasts or Spotify—it helps other purpose-driven leaders find this message.

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
• Linked In: Kari Lotzien

DOWNLOAD your checklist for this episode:

5-Systems Foundation Checklist