ep024: How Katy Achieved Higher Income Without Overworking

Joanna Sapir

Welcome to the Business Revolution podcast, where practitioners and coaches that provide services in health, wellness and education come to learn the business side of things like marketing, pricing, hiring, finances, all the things you need to streamline and organize your business, create steady and predictable income, improve your clients even more deeply, and reach your full potential as a business owner.

If you’re a skilled, experienced practitioner of your craft that has or wants to have a profitable and sustainable business doing the work you love, you’re in the right place. And I’m so glad you’re here. Let’s get into this episode.

Hi, Katy. I’m so glad to have you here. Thank you for coming on to share your story. You have been in the program for not quite a year yet because you haven’t finished your year. And man, you’ve just been rocking and rolling and gone through so much incredible change in your business. And I wanted to invite you on to share that story.

So why don’t you start by telling us who you are and who you were before you joined the program. What was going on in your business? What was it like? And you can build into that. Why did you decide to join?

Katy Barry

Well, thank you, Joanna. Appreciate being here. Yeah. So my name is Katy. What brought me to Joanna and the program is I’ve been practicing acupuncture for many years and body work before that. So about 25 years in practice, the last big chunk of it. I’ve been working for other people in a clinic setting and a small practice and also for a tech wellness clinic also.

So I decided that I wanted to go out on my own and just start practicing the way I’d like to practice. So I started a small practice only two days a week, starting about four years ago, three years ago. And having worked for other people, I thought I knew what business was about. And then once you get into it, I was like, oh, man, there’s a lot I don’t know. Right? There’s a lot I don’t know.

And I was actually doing pretty good. I’ve never had to do anything like, it was just all word of mouth. I never advertised and never did anything, so. But I had been working part time for myself and then part time for this other clinic and I wanted to fully transition into just doing my own work. So I wanted some support with that.

And what I liked out of your program was it just seemed like a really helpful way to get to, I don’t know, just understand business in a different way. But also, I like the idea of doing a program right instead of going from the treatment by treatment model. It was a very different thought for me. Very different. I have to tell you, I’ve been programmed. I think it’s not only in. You would think I’m an acupuncturist. Oh, you know, it’d be nice and easy, like, just, you know, it must be nice and smooth every day. It’s just like, oh, I just want. But it really is very, very regimented. It’s very fast paced. It’s very, like, that’s what I’ve been trained as for years, you know, I think it’s a reflection of the culture, right.

To be the most productive as you can, especially since I started my own practice, I have worked almost every day for the last, over three years, every single day, I’ve been had trying to manage everything. Right. And I just knew that it was going to be unsustainable to keep up with that, that there had to be a different way. And so, yeah, I needed a different way of looking at practicing. So that’s what brought me to you.

Joanna Sapir

What were some of the pains and problems that you were experiencing? You just mentioned one. You said you were working every single day. That’s like Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, Sunday.

Katy Barry

Yeah.

Joanna Sapir

And so what was that like? And what else were you experiencing that. That felt like it was unsustainable.

Katy Barry

Yeah. So, because I’ve been trained to make the most of every moment, so what that I created or thought that as I got to see as many patients as I can with my working hours and then saving the admin hours for after. Right. So that’s all my catch up.

So that was a pain, was the working, but also just keeping it very segregated and the mindset around that working that much. I was tired, really tired. Another pain was I just. It was very chaotic. I just. I didn’t have enough time to get everything done and figure out things and have time to, like, actually process things, you know, think about things, it’d be like, okay, well, I gotta figure this out. I gotta go, like, really, you know, it just felt like putting out fires one after another after another, after another, after another.

Joanna Sapir

Yeah. Really stuck in the day to day without kind of the long term vision and long term strategy. And it sounds like you were booking as many sessions as you could because that was the model.

Katy Barry

Exactly. Yeah. Yeah. And at the same time, you know, I was changing how I was practicing. I was bringing in, you know, doing some energy work with it, and then human design, I was getting trained at the same time while doing your program, too. So just a lot of change in a new way. I was practicing that I was trying to figure out yet see as many people and be as busy as possible.

Joanna Sapir

That’s right. That’s an important piece to highlight. I’m glad you brought that up, because a lot of practitioners that come to me are also going through what you were going through, which is you’re an acupuncturist, but you are starting to get training and being lit up by these other modalities.

You just mentioned human design, and you wanted to bring that into your practice, but actually didn’t know how, if I recall. Tell me if I’m right. When you were first starting, you were thinking of or maybe already, like, offering separate sessions in these different things. Like, you could get this kind of session or this kind of session or this kind of session. Right. Totally unintegrated. Yeah.

Katy Barry

Yeah. I mean, I had already integrated the. Some of the energy work with the acupuncture that I was doing, but. Yes. Correct. With the human design. It was separate. Yeah. Yeah.

Joanna Sapir

Okay, so we get to talk now about how you’ve integrated that. So think back to the process of going through this program. What has that been like for you? What do you remember? Like, if we kind of go back to the earlier stages of. What was that like for you? Tell me. Tell us what it was like. What you remember how it was for you.

Katy Barry

Well, it was wonderful and hard. It’s like learning a different technique. Right. It’s a new muscle. It challenged my way of thinking and being. Yeah, it was. The word that you had mentioned before is revolution. Right. And it has. It really was a revolution. And revolutions does not mean that it’s comfortable. Right. But it was wonderful to be with other, you know, to check in with the other people going through the journey. The program also, that was really helpful to bounce ideas and see that they’re having as. As much like, shape shifting of ideas and being around it and. Yeah, it was.

I think one of the things that was big is just how I was practicing. And like I said, just rewiring that to a new way. Like, no, it’s like, basically not serving you to practice like that. It’s not only serving. Not serving you, but it also your patients. Right. My clients, like, it’s not giving them the most of what they can have. And so it was. I really appreciate it. Cause I needed that message over and over, like, the different, you know, when we would talk and some of the lessons and stuff, it was just really helpful to. I needed different angles in different ways.

And I continue to, even now. I have your voice going on in my head many months later. What would Joanna say? You know, what would Joanna do? What would you. And it is. It’s like, it’s a new sort of. It’s almost an embodiment, but starting out, it was, it was exciting because I wanted it right, like this. Like, all right, I want it. And yet this is really, like, I interpreted as hard. It was pushing on my buttons.

Joanna Sapir

It was like, yeah, out of the comfort zone.

Katy Barry

Out of the comfort zone, for sure. Yeah. And yet I could see evidence that it was actually working.

Joanna Sapir

So we’ll totally get to that. But explain what you mean by the way I was doing things wasn’t actually serving people or me. Well, explain what you mean, like, as far as before and after.

Katy Barry

Well, so working every day, is that really serving me? Being over committed and overextending myself, is that really serving me? That’s at my expense. And I know that, you know, I know that. I know that. I know that intellectually, I know that emotionally. But just to get out of the pattern, because I was, it was, it’s been so ingrained in me to work like this, and I still have to work with it.

It’s nothing like, you know, like, oh, look at me. I’m all, I’m all perfect, you know? Like, still, every day I’m almost like, okay, you know, having a new relationship to, like, you know, I have never working for the last 25 years, never really gotten a lunch break. They never, like, everywhere I worked, I never got a lunch break. I never got paid for a break, right? It was always productive. Or if you had a lunch break, it was like, you’re not getting paid. Right. Not getting paid for all this other stuff that you’re doing. And if you’re expected to do it all at work, you just got to go cram and cram it in. Cram it in. So that is not serving me. And so that alone, if I have that type of energy, I mean, I’m pretty good. I’m pretty good with.

When I’m with my patients, like, I feel like I’m present. You know, I’ve worked on myself for the last 25 years trying to be very present. There’s times, you know, maybe something happens outside that I’m like, get a little like, okay. But I eventually, like, I got that nailed down. And yet, how could it not affect me if I’m like, okay, I gotta go on to the next thing, right? Like, there’s no breathing room for the patient, right. And it’s like, in this small little amount where, like, okay, well, I’m sorry, we don’t have any more time. We’re gonna go, you know, like, you know, and again, it’s only the day by day, right. When you were saying, like, okay, I. Their treatment plan, like, only in this moment, like, I don’t have a lot of time to think about their future, their care, their, you know, it’s very much like, what is going on in this exact second. Well, let’s just work on that. You know, and, you know, and it works. It works. But it could be so much better. You know, it could be so much better.

Joanna Sapir

Yeah. So I definitely want to get into the so much better because you’re there now in terms of how you work with clients and the client side of things we haven’t touched on is serving them more powerfully and how these changes serve them more powerfully.

But I want to start by asking you what are, as you moved through the curriculum, what are the key pieces that for you were like, stand out, that really made a difference to you, that were big ahas, whether it’s, I’m just going to help review for you. We moved through your bullseye clients and who they are, your framework and how you work with people and what they need, your program design and then the sales system for enrolling them.

What were, as you went through all that, started to implement that? What have been the big standout pieces for you? And tell us about those.

Katy Barry

Yes, to all of those, but let’s start with the bull side. So again, going back to how I’ve been trained is you take anybody and everybody and you accommodate to their needs. And so, again, you know, I’ve always known that, you know, it’s nice to have, like, someone you like working with and everything, but to really understand the mechanics and the importance of working with a bullseye patient or bullseye client is, again, another reframe. Right.

It’s a reframe. And that was huge because it gives me autonomy. It’s like claiming, oh, this is about me, not about them. Right. And that is huge. It’s huge for me personally because that’s, I am a, again, I’m, no, I’m just one of those people that just probably give too much. Right. Give the boundaries, and this is a boundary maker that I’ve needed that has been really helpful, and it’s actually better for everybody. Right. Like, I know there’s going to be other people that can serve other people in a way that I can’t.

So might as well refer them out and just those who really not only resonate, but I can actually really help, can be more impactful than just making do. Like, oh, you have this problem. Let me go do some research and see if I can figure it out and then be able to help you. That’s what I’ve again been trained in. So untraining that. Retraining that. No, this is what happens when you have your own practice and doing what you want. You have a choice. And so having a choice, you know, you gotta, you learn how to have a choice. That’s a learning experience, you know, so.

Joanna Sapir

You make a conscious decision of, who are my people? Yeah, who am I? Who do I want to be attracting? Who do I want to be working with?

Katy Barry

And I can’t say that it wasn’t, that wasn’t hard because I feel, well, what about all these other people that need help? You know, like, again, train and like, no, there’s other people to help with that. Like, I do not have to help every single person that comes in. So for me, again, that’s just on that personal level, that was really helpful for that.

And to be really clear, it really helps also other people who, like, I just had an old client call up and looking for treatments from another clinic that I worked at. And I said, well, I’m working with people with anxiety. And I just had my discovery call session and everything. He’s like, oh, yeah, okay. And I’m like, I don’t think you’re a good fit, you know, for the program. I think, let’s find you another practitioner. He’s like, yeah, thank you. But I will keep you in mind for other people, you know, like, so it actually, it gives other people an understanding of who I best work with. So that’s been really helpful, and it’s been really helpful for me to be able to design my program in mind for these people.

Joanna Sapir

That’s right. That’s a really important point to make. It’s why we look at who your bullseye clients are first, because you design your program to get those people the best results possible. It’s not everyone and anyone, you know, you get to design a program that you can repeat over and over with. You know, of course, some customized, individualized tweaks, but really, it’s built for these people, not for, for anyone. Right. Where you’re having to, like you said, go do the research for. What is this? What’s going on here? Right. It’s really designed for them.

And I just want to note that you’ve been somebody who’s really celebrated the opportunities, and I’m choosing that word intentionally. The opportunities you’ve had to turn people away. So that can sound so negative, like, turn people away. I’ve often been asked, like, how do you do that? And, you know, that’s part of the sales process we have. But you’ve celebrated that because it’s felt really good and right. Not just for you, but for them. Just as you’re speaking about that former client. Right.

It’s like, if I go to a practitioner and they’re like, hmm, I actually don’t think I’m the right person to help you with this. Let me give you somebody who I think would be that’s kind and authentic and honorable to me as the client or prospective patient. Right. That, like, you are really discerning. You’re not taking everyone and just trying to deal with it. You’re discerning and going, I don’t think I’m the best one for you for that. For that situation, you know?

Katy Barry

Yeah.

Joanna Sapir

Yeah. So I want to hear, I want you to share a little bit about that sales process then, and how the sales process has been for you. So you have the, we teach a brick and mortar sales process and an online process. So your brick and mortar, which involves this initial discovery call, and then it has an in person assessment session and consultation. So how’s that been for you? What do you do? You love it? Because that’s usually what I want to hear. And you could even share, you know, what was it like to even learn that?

Katy Barry

Yeah, it was so, you know, I, years ago, I did, like, how to be. How to do sales as a practitioner, you know, and it’s a, it really is hard not to feel like salesy when you have healthcare. Right. And you’re really coming from your heart. And this process has been really helpful in terms of, you know, recently we were just, again, reviewing some of it, too, and the consent around it. Right. The consent. And I appreciate that.

And, you know, I gotta say, the first time that I did the discovery call, it was. It was hard, and I was nervous and, you know, had my script, and I felt like, does this sound salesy? Like, I just, you know, like, it was so awkward and especially getting to the price, and I was like, I could just feel my own tension. And yet she said, yeah, oh, yeah, this sounds great. I was like, what? This is, I can’t believe.

And again and again, I would do it and it would work. And it’s just really mind blowing. I know it shouldn’t be, but it isn’t. And I’m finally like, okay, yeah, I could trust it. And, yeah, it’s become something I can really trust, and I still learn something new every time I do it, because I’m, you know, I’m still in it. But it’s been really helpful how to talk to them. Right. How to talk to them. And it’s about them, not about me.

Joanna Sapir

Right, right. Really important. Just want to say that. Really, really important. So you mentioned that you had had. I didn’t know that. That you had had some previous sales training. Traditional sales training tends to be. I’m not saying everybody’s like this, but traditional sales training can feel really yucky and can feel quite manipulative, and that it really is just about you getting the sale. In fact, there’s a phrase in traditional sales training, which is ABC, always be closing.

That’s the idea that it’s just like, always get the client. You’re doing whatever you. You’re supposed to do to get the client. Whereas this is not like that at all. Right. This is very, very authentic. And, in fact, when you mentioned a script, you guys develop your own scripts. We have the formatting. Right. We go over that with you, but you’re developing your own words and your own scripting based on what’s supposed to happen in that process. So just. Yeah, just wanted to highlight that.

Katy Barry

Yeah. And you know what? I feel like it is. I feel like this whole. Especially the sales process that you helped create or, you know, teaching is. I feel like it’s like making. If I’m a lamp, I’m looking for the right light bulb to come into the lamp so we can, you know, like, are you a good fit? Like, are you the right wattage? Are you the right size? You know, like, oh, yes, I am. Then come on, you know, and then together, we sort of shine. You know, we can both work together.

It’s been so helpful to have that as a container. It’s an actual container. It’s so. And people love it because they feel heard and listened to. You know, the challenge that I still am working with a little bit is the time, like, it’s invited to do 15 minutes, phone call, discovery call, and it’s still, you know, I’ve been trained to have a lot longer time with that. Right. So the sort of the. If I get it done in 20 minutes, it’s a win for me.

Joanna Sapir

Okay. Yeah, that’s normal. That’s normal. And then just so everybody listening in case you don’t know, my predictable sales system, that discovery call that Katy’s talking about is not where the, you know, quote unquote sale is made. That’s actually not where the enrollment happens. The phone call is just a. A pre qualifying phone call. So that is just where you’re determining. Is this somebody that is a close enough fit to invite them in for the true assessment and also just want to kind of backtrack a little bit to something you said, Katy, which is, this is all about them.

You know, I say that this is no pitch selling, and that’s what people tend to think of when they think of selling, is, like, I’m supposed to, like, talk about how great my thing is and how great I am and how great it is so that they’ll say yes. And, like, none of the sales process is about you. It’s just about them, what’s going on with them, and what is it that they need, and can you fulfill that need? Right. So you’re saying you’re going over right now on your pre qualifying, you know, your discovery call, which is the pre qualifying process. How has the actual assessment and consultation gone, and do you have a name for it? I don’t recall.

Katy Barry

Well, it’s an assessment. The energetic foundation assessment.

Joanna Sapir

Okay.

Katy Barry

Yeah.

Joanna Sapir

An energetic foundation assessment. Okay. So that they’re invited in for that session. So how are those going so well?

Katy Barry

They’ve been great. Everyone that I’ve assessed has decided to sign up.

Joanna Sapir

So, yes, we buried the lead. I can’t believe this. We buried the lead, which is that you’ve so far enrolled seven new clients in your program, which is huge. And I think I looked at your sales tracker, and it’s been like, I believe, $19,800 in sales. And that’s amazing. Congratulations.

I think I told you, I think that’s a record for people before finishing the program. Like, you’re fully, fully going in it, so really want to honor you, Katy, for that. So I love that you just said, well, everyone has said yes when they do the energetic foundation assessment. Right. They’re all just in. So you have that pre qualifying phone call to start, and then they’re invited in, and then they enroll in the program.

Katy Barry

Yeah.

Joanna Sapir

So I really want to hear, or I want you to share one of the things that I have a hard time describing in my own kind of descriptions of, here’s what we do in the program, is the difference, because it’s so deep, the difference between working with people in a programmatic, in a program or container or journey and how much deeper it is than when you’re on that session by session approach. And a lot of practitioners will say, well, my best clients, they do come in every week. I think you said that you had clients who still were coming in every week. Right. So there’s still a difference.

There is a difference between somebody who is rebooking every week and somebody who has said, yes, I want to do this whole program, which I believe in your case, your front end program is twelve weeks long. Right. And there are weekly sessions. So there’s a difference between somebody who comes in every week and rebooks and somebody who has said, yes, I’m doing this twelve week program with you. I would love for you to share your experience so far because you’ve been. You’re doing it now.

Katy Barry

Yeah. So it is really different. One of the biggest difference is I’m allowing a little bit more time with them and I’m charging them for it. You know, that’s included in the price. But also it. There is a sequence that I have created for my program, so I guide them through a sequence. And I also have, part of that of the program is there’s a book and a journal, and they are way more active in it and an active participant in a way that they’re taking charge of themselves more than just coming in for treatments, which I usually treat them, and then, but they’re, they’re an active part in it, but not to this degree.

Like, they are really committed. These people are really committed for a change in their life. They’re, all of them are going through big stuff, you know, like cancer, divorce, death, you know, like big stuff that they want support in. And all of them, though, are already, like, they are. They’re accountable and they’re just wanting support. Right. But also take, taking, taking control of their lives. And so that’s the difference. Like, in a really way, that just, it’s a deeper support than I could just individually. Like, it is way deeper. I just had a patient the other day saying, oh, my God, I’m finally changing in leaps and bounds. Like, she’s, like, I never, you know, this is what I’ve been wanting because it is a container for that.

Joanna Sapir

You got it. It’s because you created the container. It takes more than just intention on somebody’s parts. It’s, you have built, literally a container. Like, here are the guidelines. Here are the walls. Here’s where it starts. Here’s where it ends. Here’s what happens next. You have created that for them to step into. It’s really different for those of you listening or watching.

It’s really different from, for the client than when you’re going session by session and we don’t know what’s happening. Right. There’s no particular long term plan that has been laid out or it’s loosey goosey, you know, it’s a. We’ll see how this goes. It’s so different to have that container created, so. Yeah, that’s, that’s the most exciting stuff, right?

Katy Barry

It is, yeah. And part of that, too, I think, is the assessment, you know, so you first have the prequel and then the in person assessment. And I feel like that we, you know, part of that experience is asking them questions and then really honing in on their top three, like, pains and problems and really naming them. And I think people feel seen and they’re like, whoa.

And I’m like, this is what we’re working on. Like, it’s something tangible and it’s something, even if it’s not necessarily a goal that they want to get, it’s. But, you know, it’s more of, like, tangible something that they’re wanting to create in their lives and to support them with. And it’s. It’s really touching, actually, to see people, like, feeling heard and seen in such a way.

Joanna Sapir

This is why the consultation is so important. It’s so important and so powerful, and it sets the container, you know?

Katy Barry

Yeah.

Joanna Sapir

Awesome. Okay, so I want to ask you about where you’re at, like, right now. In fact, I haven’t talked to you since last week, so there may be updates or maybe not, I don’t know. But many, many people who have not worked with me yet are immediately kind of go to, like, sort of the things that freak them out. And one of those things is, how would I ever tell my clients who come in for, you know, single sessions, like, I don’t want to turn them away? And people will ask, like, I just want to know. You don’t have to turn them away.

But people wonder, how do I transition my practice? So if I start making programs, how do I transition? All these people have seen me for years, these people who call up whenever they want or book an appointment wherever they want. So you have recently gotten to the place. Let me just note that what I tell people is you don’t have to do that until you’re ready. Usually people feel ready when they’ve enrolled a certain number of new clients in their programs or they’ve made a certain amount of money where it’s like, it shows them this works. This is better. I love this. Okay, let’s make this transition.

And so you’re there, Katy, and you had all kinds of qualms about it. So you share wherever you’re at with that, just so people hear that it’s real. And again, like I just want to point out, nobody needs to do this until they’re ready for it. But it is something that needs to happen. You can’t have both. It’s not a both. You can’t have your feet in both worlds. It doesn’t work to have the old model and the new one did only for a short term. Do you get to have, you had been in the middle of that 1ft in, 1ft out kind of thing. So tell us where, what’s happened with that, where you’re at with that, what it’s been like?

Katy Barry

Well, that’s another part of the journey, right? It was. And it has been, I gotta say, I’ve been working on this letter for a couple months, right. At least a couple months of announcing my program to my current base.

Joanna Sapir

Can I, can I also, let me just also highlight your following. What I explained to people is what usually happens, which is you’ve been converting new leads, new people calling into your programs.

Katy Barry

Yes.

Joanna Sapir

Okay. So that’s how we start is we start with whatever leads we get and converting those people. So that’s what you’ve done. And so now it’s like, oh my gosh, I have all these other clients who don’t even know that I’m doing this now. And so this letter you’re talking about is I have a campaign and a process for telling your folks and educating your folks about it. So just giving some context there.

Katy Barry

Well, and I also have transferred or brought in some present patients also because I thought they would really benefit from it.

Joanna Sapir

And they hand picked some people already and said, hey, I think this is what you want to do. And they’ve enrolled. So it’s working.

Katy Barry

Working, yeah, to sort of experiment, like try it with this group. So seven is a wonderful, like, I’ve gotten seven solid. And so one woman is going to be her 9th week this week and so it’s a twelve week class. Right. So coming to the back end for her if she so chooses. But it’s been really honestly scary at times, I gotta say, because how I practice in the past is like, I know how to do that. Right. Like it’s reliable income. It’s for me. It is. I know. Maybe not for everybody, but I’m pretty booked up. So that’s not a problem for me. It’s just my overwork. Right? And I feel like I’m straddling two worlds.

Like, I have this program and then, like, my regular peeps, and it’s just, it’s like juggling. And I think, Joanna, you came to a point. You’re like, Katy, you gotta, you gotta do it. You gotta. You can’t be straddling the two worlds. I’m like, but, no, I just like security. I just want security, you know?

And so, yes, it’s taken me at least a couple months to feel secure enough and. But also to feng shui this announcement letter, which is talking about, again, about them and. But announcing the different, you know, going forward. You can work. You can choose to work with me in the program. You can buy some individual appointments through the end of the year, through the next few months, or I could refer you to another practitioner going forward.

So it feels really good. It feels like it finally feels ready and I’m ready. Like, I’m just in a different place with it. I’m so. And plus, it’s like the train has already left the building. I have all these people. There’s a back end program that needs to be coming up. It’s like, I don’t really have. I have a choice, but I don’t have a choice. I really want this to go. I don’t want people that’s like, oh, I’m going to go back to a lower price point and just treatment.

Like, no, I really want this container to continue to serve them and in a really badass way. Like, it is getting, like, I’m so, another woman from the program this past year, I saw she’s so, like, she was so proud and excited about her program, and I was like, that’s what I want. I want to be so proud about my program. And I am now, like, oh, my God, it is so great. Like, you know, and even the back end is going to be like, yes, this is going to be so good, you know? Like, I’m just so excited about it. And that’s what, like, that’s all I want to do, right? Like, that’s all I want to do. That’s all I want to do.

So I’m, I’m at a really different, like, I don’t have to grasp anymore. I’m just like, okay, and just allow this to just continue to carry me. And again, you know, I feel in a different relationship, too. And I think I was telling you last week, like, it really does feel, you know, I practice, like, oh, it’s me. And I’ve got to keep things controlled. And it’s not just me. And now the program is its own entity. Yes, the program, my business, is its own entity. There’s the patient in me. It’s like a triangulation kind of thing. And it’s a dance between the three of us. And it feels right. It just feels like a flow and right to it.

Joanna Sapir

Talk about clear boundaries. Yes, yes, yes.

Katy Barry

Yeah.

Joanna Sapir

I just want to highlight, oh, two things I wanted to say. One is you mentioned your back end program. So for people listening in the program, we generally, in my program, in your work with me, we generally create your first program, and that’s your front end program. That’s how all people start with you. But then they finish and they often need or want or will be served even more powerfully by continuing in some way.

And so back end programs look all different ways, and you’re now at the point where you’re going to be developing yours because you’ll have your first person graduating soon. So just want to share that. You mentioned that. So just want to elaborate a little bit on that. Just on my side. And then the other thing I want to point out that you said, Katy, and I want everybody to hear this, is that your first person is nine weeks in now, nine weeks out of twelve weeks.

So I just want to point out that those seven enrollments and $19,800 in sales has come only in the past nine weeks. Like, this has all been, you know, you had been building all these pieces and then putting them into play, and now it’s happening. So it’s all, this is not over the last year that that has happened. This is just in the last nine weeks. Right. That that’s happening. And as we noted, that’s only based on new leads. Right? So, you know, when you put this letter out. So have you put the letter out yet?

Katy Barry

No.

Joanna Sapir

Okay. Okay. But it’s coming. You’re there. You’re mentally and emotionally ready now. And that’s important that that happens.

Katy Barry

I’m so ready. I’m so ready. Yeah.

Joanna Sapir

I am so excited for you. That’s the full transition. I’m so excited for you. Katy and I have a new little kind of mantra for you, a new little Joanna voice when you say, what would Joanna say? I have a new little quip for you. Okay. It’s a question to ask yourself. And it’s, how easy can it be? All right. How easy can it be? It’s a real question, like, how easy can it be that’s a good one. Okay. All right, I want to ask you. We’ll start to wrap up here.

What have been your biggest learnings about yourself, about business, about personal growth in your process? What are your biggies, your big wins, your big takeaways, your biggest learnings?

Katy Barry

Yeah. Well, one of them is I can do my business differently. I really can. It can be so different that I am taking care in it, too. I guess I didn’t, I always thought I could run a business someday, maybe, that I wouldn’t be tired and exhausted, you know? And this is like, hell, no, that’s not even an option in this, you know? Like, no, that’s not even an option in this, what you’re creating. And so that’s what I was hoping for, like, something different.

And this is it. It is beyond my expectations of what I thought is possible for my life. You know, I think there could be a really true balance of work and me and me having a life again. You know? I. Yeah. Because a lot of other business owners, especially in my field, they don’t see a lot of good balance at all, you know? So it’s nice to be. To be one.

Joanna Sapir

Yeah.

Katy Barry

Yeah.

Joanna Sapir

And, and what are you most of proud of so far in this last. In this revolutionizing your business? What are you most proud of in this part of the journey?

Katy Barry

That I took a risk and it’s paid off. You know, it’s scary. You know, it can be scary to make big change and, and, like, but I did it. You know, I did it. And. But not alone. Right. And coming back to, you know, some of the people who have been in the program longer. Right. Like, there’s, they’re so great to, like, be able to have access and talk to them or, like, seeing on different calls and stuff because it’s like, oh, they’re an example of, if you do this, what can happen, right. And then it’s. It’s like, oh, that could be like, it’s. And it’s not just by luck. It’s not. It’s, like, real.

These are proven methods that actually work, you know? And just, like, retraining the mind to, like, this is proven, like, follow this, keep following, keep following, and look what can happen, you know? So, yeah, awesome.

Joanna Sapir

And, Katy, is there anything that you’re looking forward to in the future?

Katy Barry

Oh, so many. I can’t even count so many things, but I’m still, you know, it’s still a process, but I have more free time than I used to, and I am looking forward to having actually three days off in a row and not feeling guilty about it and celebrating it and loving it and not thinking about work during those times. Beautiful.

Joanna Sapir

And then let’s aim for a week. And then let’s aim for three weeks.

Katy Barry

Yeah.

Joanna Sapir

Can we make that a goal for a year from now that you take three weeks off?

Katy Barry

Oh, yeah. I mean, yeah, but every week I want to have three days off for.

Joanna Sapir

Oh, every week. That’s what you’re doing every week. Three days off. Got it.

Katy Barry

And then a month off for sure.

Joanna Sapir

Okay. And I’ll just note for everybody, the model is such that when you take time off, you still are not, you’re not losing any money. The income continues even when you’re off.

Katy Barry

Yeah.

Joanna Sapir

Beautiful. Is there anything that, that I didn’t ask you that you want to answer or address?

Katy Barry

No, I, you know, I just could get teary again. I’m just so grateful that you’ve created this program and it’s been such a benefit. Even my husband is so impressed with it. He’s seen the change in me and like, it’s just, he’s a firm believer in it too. And it’s nice to have all the support. It really is a very supportive program and I’m just so grateful. It really changed my life at the perfect time and came at the perfect time for me. And I just thank you for doing it.

Joanna Sapir

You’re welcome, Katy. I’m grateful for you too. And I’m proud of you too. And thank you for sharing your story here today.

Katy Barry

Thank you.

Joanna Sapir

If you want higher income in your practice without overworking or burning out, I invite you to check out the Profitable Practitioner Academy. This is my twelve month coaching and training program for innovative wellness practitioners. If you’re busy in your business yet still not making enough income for savings or future investments, if the back end of your business feels disorganized and messy and you want cleaned up, organized systems to run it, or if you’re stuck in the day to day of working with clients and don’t have the time or energy or structures for really leading your business to the level you know you can be at, the Profitable Practitioner Academy is for you.

Inside the academy, you’ll learn how to bank $5,000 days instead of $500 days. You’ll work exclusively with committed clients you love and help them get better results by enrolling them in programs or treatment plans. You’ll use the profitable pricing calculator to charge the right prices. You’ll eliminate your resistance to selling with the predictable sales system. You’ll no longer have cancellations and no shows, and your business will be streamlined and organized so that it’s finally running smoothly and sustainably.

With less time and effort, you’ll finally have a business that actually provides for you and make that big vision you have for your business and life a reality. Go to joannasapir.com/ppa for more info, or click on the link in show notes.