Category Archives: Tools and Tips

FAQ: Current Members

What happens when I join Integrative Change? What should I do?

  1. Complete your New Member Orientation. You will be contacted by IC. This takes about 30 minutes by phone.
  2. Register for the next IC meeting under the Upcoming Events section.
  3. Complete your 360 Business Assessment:https://www.integrativechange.com/index.php/current-members/360-business-assessment 
  4. Check your email for regular updates from IC.  

What are the annual fees?

All the Annual Rates are under Membership Info/Annual Rates section.   

When is my renewal date?  

You renewal date is one year from the start of your membership date. You will be contacted by IC reminding you to submit your membership renewal dues. Keep in mind that if you submit your renewal after two weeks, a 5% charge will apply. This is detailed in the Membership Agreements section.      

How does the incentive plan work for referring new members?  

If you refer a professional who joins Integrative Change, you will receive 10% of their annual membership fees. This new member must submit the new member application which also must be approved by the IC Membership Committee.      

How do I edit my website profile?  

Go to the Current Members/Edit M Profile section of the website. You can login here and make only content changes to your profile. If you want to submit a new photo, this must be submitted directly via email. If you forgot your password, please contact us via email.

Where is the current list of open categories?  

Please go the IC homepage and click on the Search by Specialty filter and then click on the specific category you are inquiring about. If you are looking for a category or wanting to create a category that is not there, please contact IC directly. If you still have questions, please contact IC via email.      

What happens in the meetings?  

Each Integrative Change meeting is facilitated by the local Chapter Director. At the beginning of the meeting, there is typically some “open networking” where you can socialize with other members and visitors. The Chapter Director will then facilitate a conversation about different topics related to business networking as well as give everyone a chance to speak about their services and what is a good referral for them. Time at the end of the meeting is usually reserved for questions, testimonials and announcements.      

What if I want to bring a Visitor to a meeting?  

Yes you are encouraged to bring as many visitors to the meetings as you can as long as it doesn’t conflict with the category of another member for their region. A visitor is allowed to visit one meeting before they are asked to apply.      

What are some tips for making the Integrative Change Network work for me?  

  1. Have a “Helpers Reward” attitude. Focus on helping other members and you will see a great return.
  2. Attend all the meetings. Dress professionally, be ready to help each other and promote your services in a clear manner.
  3. Complete the 360 Business Assessment. This includes two coaching sessions to help you set goals and strategize appropriately for your practice.
  4. Meet with all IC members 1:1. This is the best way to learn more about each other’s services in more detail. 1:1s typically lead to increased referrals.
  5. Check the Networking Tools section of the website for educational tools and tips:https://www.integrativechange.com/index.php/current-members/networking-tools
  6. Check your emails from IC so you can be aware of updates, new member announcements, etc.
  7. Use the IC Bulletin Board as a way to stay connected to other members between the meetings.   

What if I have feedback on how to improve the membership experience or meetings?   

Suggestions are always welcome. Please contact your Chapter Director and/or submit your feedback on the “Current Members/Feedback Form” section of the IC website.

THE 360 BUSINESS ASSESSMENT

“I found that the 360 Assessment was an extremely valuable tool for evaluating where I currently am in my private practice and where I want to see myself in the future. The Assessment provided both a macroscopic and microscopic perspective of my current business practices. Through answering specific questions and setting tangible goals, I found the Assessment helpful for me to move my business forward.  I have already shared this information with colleagues and highly recommend engaging in the 360 Assessment for anyone who is wanting to take their business to the next level.” –Jennifer Nardozzi, Eating Disorder Specialist

The 360 is a dynamic tool for comprehensively assessing the “health” of your practice. Simply complete the enclosed “Business Check Up” and contact Integrative Change direct for a complementary consultation. The objectives of the 360 include:

  • Providing a comprehensive assessment of your practice
  • Identifying blind-spots in your practice
  • Identifying specific practice-building strategies that address these blind-spots
  • Defining specific ways to use the Integrative Change network

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GREAT QUESTIONS TO ASK

Your initial conversation with other members is about creating rapport and learning about one other’s practice, not about eliciting business from them. Try asking these questions:

  • How did you get started in the field?
  • What do you like best about what you do?
  • What goals do you have for your practice?
  • What are some of the biggest challenges for your practice?
  • Why did you choose your specific category?
  • Where else do you usually network?
  • How do you usually get referrals?
  • Why did you join the Therapist Network?
  • How can I help you?
  • Are there specific people you are looking to meet?
  • What is your ideal client?

CREATING AN AUTHENTIC ELEVATOR PITCH

Having a clear, succinct message about your practice is absolutely essential to making a memorable impact on others. The more clearly you communicate your message the more likely others will remember you and be able to refer to you.

  1. Educate. State who you are, where you practice, and what you specialize in (i.e. your category).
  2. Distinguish yourself. Communicate what makes your practice different. For example, “I make myself available to clients between sessions who are in crises; I have advanced training and experience in treating PTSD”.
  3. Call to Action. Motivate others to contact you.
  4. Passion. Use your tone, body language, etc. to communicate how passionate you are about your practice.
  5. Unique Selling Proposition. A good USP tells people what you do in a manner that gets them to ask how you do it. “I guide families through the intervention process safely and effectively”. “I teach Couples tools to have a better sex life an overcome barriers to intimacy”. “I use the most effective techniques for trauma resolution”.
  6. Clarify whom you want to meet. Tell other member’s whom you want to meet. This includes your “ideal client” as well as Strategic Referrals (contacts that lead to direct client referrals).
  7. Practice your Elevator Pitch ahead of time. Write it down if necessary.
  8. Be confident. This is not about being perfect or not slipping when you talk, but conveying confidence and conviction about your practice.

NAVIGATING NETWORKING EVENTS

Attending a networking event, even with fellow members, can often be overwhelming and intimidating. To help you feel more in control, focused and optimize your experience, consider these tips:

  1. Look the part. There is a tendency for mental health practitioners to dress too informally. How do you want fellow members to perceive you? Align your dress with what you want to communicate about your practice.
  2. Have a plan. Before the event, identify certain prospects or members that you want to meet.
  3. Be a businessperson first and a therapist second. Conduct yourself professionally while leveraging your interpersonal skills to cultivate relationships.
  4. Practice your “elevator pitch”. Listeners will pay the most attention to the first 15 seconds (if that!) of what you have to say. Be succinct and clear about what you specialize in (see “Creating an Authentic Elevator Pitch”).
  5. Align your verbal and non-verbal body language.
  6. Set up 1 to 1s.
  7. Be organized. Keep your business cards on your person. Ask for two business cards from the other person—one to keep, the other to give away.

KEYS TO EFFECTIVE 1 to 1’s

Meeting with fellow Network members (a “1 to 1”) is critical to receiving referrals. The more 1 to 1’s you do the more referrals you are likely to receive. People are more comfortable referring business to those they know and trust. Therefore, we strongly encourage that you do a 1 to 1 with each member.

As mental health professionals, we are very skilled at building trust and rapport. However, we often don’t communicate our professional goals to each other nor extend ourselves to help one another. Remember, every member is a potential source of either direct or strategic referrals. Below are tips on how to make the most of these meetings:

  1. Get to know each other’s professional Goals.
  2. Educate each other about your practice.
  3. Get to know each other’s professional Accomplishments.
  4. Show genuine interest in their Personal Interests.
  5. Find out what Social Networks they move in.
  6. Get to know the clinical Skills that set them apart.
  7. Invest in the relationship.
  8. Ask “How can I help you?” and “Who would you like to meet”.
  9. Open your “rolodex” of contacts to help one another.
  10. Enjoy the Joy of Giving and helping your colleague.
  11. Make a commitment to Follow-Up with another. Schedule another meeting if necessary.
  12. Make sure you have enough information to help them reach their goals.

WRITING A GREAT WEBSITE PROFILE

Your chances of converting a casual web browser into an actual client significantly increases when you have a well written, dynamic website profile. Think of your profile as the very first conversation and interaction that you are having with the potential client. Mental health professionals are very skilled at building rapport, communicating empathy and offering support. However, this does not always translate into a client taking that extra step and contacting you. Here are some tips on how to turn a web browser into a new client:

  1. Communicate empathy and support to the client. Let them know how difficult it can be to reach out for help.
  2. Ask good, even provocative questions: “Are you suffering from panic attacks and need solutions fast?” “Have you made attempts to change without success?” Your profile should be more about establishing a relationship and rapport with the potential client and less about you (they will find out how great you are when they meet you!).
  3. Educate them on who you are and your background. Highlight specific achievements or awards. Consider putting your bio towards the end of the profile, not the beginning. Most web browsers, unfortunately, will not read your entire profile and will tend to skim and read the first few sentences of each paragraph.
  4. Return on Investment. Inform the potential client what they will be receiving (e.g. communication skills, tools to manage anxiety, etc.) in return by investing in therapy. Although therapy is a “service-based” industry, you are still providing your clients with real tools (i.e. your “products”).
  5. Differentiate yourself. What makes you different than another professional with your specialty? What advanced training or experience do you have in your specialty? Be careful to not bore them with technical language or details that they may not remember or understand.
  6. Motivate to Action. Encourage the potential client to actually contact you. This is probably the most commonly missed step for therapists.
  7. Offer an Incentive. Consumers expect something for free, especially on-line. Offer a complementary phone evaluation, a discount on your initial assessment, free tips (e.g. “5 warning signs of Anxiety”) or something to spark the client’s interest in calling you.
  8. Keep you profile succinct and visually appealing. Write small (2-3 sentence) paragraphs separated from one another rather than a big block of text.
  9. Contact & Insurance Info. Provide a link to you website, email, etc. if you provide “out of network” insurance coverage then explain what this and how this process works. Reassure the client that you can guide the client through this process in a stress-free manner.

EMBRACING HELPERS REWARD

Helpers Rewards is the most important type of attitude to embrace in order to benefit from the Integrative Therapist Network. This is a simple yet profound concept: the more you give, the more you receive. The more you refer, the more likely you will receive referrals. The concept consists of two universal principles:

  1. The Law of Reciprocity. This means that the recipient is likely to go out of their way to reciprocate. This person will become highly attuned to opportunities that would be a good fit for the person who gave them the referral.
  2. The Law of Generosity. The universe has a way of making sure that those who do good will have good done unto them. If you give a referral to someone, it increases the odds that you will receive one from a totally different source.

Some of you may discuss the importance of these principles with your clients yet you may have difficulty practicing this in your professional lives. It is easy for mental health practitioners to become isolated in one’s practice. When we come from a place of fear and scarcity, then it becomes easy to disconnect from others, life and the joy of helping. When we embrace an attitude of abundance and giving, then we position ourselves to truly expand our practice. Some simple tips on practicing Helpers Reward:

  1. Give to other members in the network without judgment, condition, or expectation of receiving something in return.
  2. Enjoy the spirit of giving and seeing other members thrive in their practice.
  3. Stay receptive. Receiving a referral may come in the form of a direct referral, strategic referral, support or an unexpected professional opportunity.
  4. Giving generates the quality of goodwill or benevolence. You become more a magnet for referrals when you embody the quality of goodwill.
  5. Listen to the other members about what they need. Ask them simple questions such as “How can I help you?”, “What can I do to help you grow your practice?”

HOW TO BENEFIT FROM THE THERAPIST NETWORK

  1. Be visible: attend as many IC network events and trainings as possible.
  2. Embrace an attitude of Helpers Reward. Focus on giving to others.
  3. Align your professional goals with your efforts in the network.
  4. Do as many 1 to 1’s as possible. Every member is a potential source of referrals.
  5. Track you Referrals using the Referral Tracking Sheet.
  6. Write a dynamic, engaging website profile.
  7. Ask for Strategic Referrals. Update the monthly Strategic Referral Request list by contacting IC.
  8. Shift into a mind-set of abundance.
  9. Build credibility. Consult and collaborate with other network members. Share articles and accomplishments with one another.
  10. Familiarize yourself with and refer business to the IC Partners.
  11. Show gratitude. Thank one another for making a referral to your practice.
  12. Refer a trusted colleague to become a member of the Therapist Network.
  13. Update the Calendar of Events on the IC website with a training or event that you may be providing.
  14. Keep a business card notebook with the cards of each member.
  15. Familiarize yourself with the IC website especially the “Find a Therapist” section.  Know who is who.