The Power of the Pause

When I started my practice, I would often offer a sliding scale for my fees in order to make therapy more accessible to clients. When I got to the part of the phone consultation where we discussed fees, I would say "My fee is $125, but I also offer a sliding scale from $80 and up. I want to make sure therapy is accessible." More than half of my clients took me up on the reduced fees and often landed on paying $100 per session.

However, as time went on and circumstances changed, I had to face some hard truths. My husband was working two jobs and it was taking a toll on him. And the cost of childcare significantly increased. I realized that to support my family and continue providing quality therapy for my clients, I needed to make some major changes. My income needed to increase but working more hours wasn't an option.

So, I Increased My Fee to $200 For All Clients.

In doing so, I realized something... Most clients who asked for a reduced fee were actually able and willing to pay my new full fee. Yes, some chose to reduce the frequency of their sessions, but many continued with their regular appointments without hesitation. They had no issues paying for their daily Starbucks, Disney vacations, weekly manicures, and more. And worst of all, I realized that I was subsidizing them with my own financial well-being and even my husband's health.

But don't get me wrong. Some clients truly could only afford the $100 reduced fee per session. And those clients had to be referred to other providers. They had to move on from my care. I knew going into this career that this would eventually happen. That I would no longer be able to offer reduced fees for everyone. It was a tough decision, but one that needed to be made.

Also, To Be Clear, I am Not Judging.

I am not judging grabbing coffee, going to get manicures, or taking a trip to Disney. I understand the importance of self-care and treating oneself. What I am saying is that as therapists, we need to prioritize our own financial well-being to continue providing quality therapy for our clients. I had decided that I would no longer sacrifice my family's health and financial stability for the sake of my client's financial decisions.

Back to The Pause.

When I standardized my fee to $200, I also started doing something powerful. I started to pause after stating my fee during phone consultations. As therapists, we are trained to get comfortable with silence and use it as a therapeutic tool. What we are not taught is how powerful it can be for our business as well. There is a marketing strategy that is based solely on the power of the pause. The longer you can stay silent after making an offer, the more likely someone is to accept it. Whoever talks first pays.

The longer you can stay silent, the better. So why not use this strategy in our own therapy practices? Next time you do a consultation with a potential client, try the pause after stating your fee. See how it feels and notice what comes up for both you and the client. You may be surprised by the results. Then if the client hesitates, pause again before offering a lower fee. This can be an effective way to assert your value as a therapist and ensure that you are being fairly compensated for your work.

As Therapists, We Need to Realize the Value of Our Services.

As I already stated, I understand there are truly some clients who can only afford a reduced fee. And as therapists, we have the training and skills to handle difficult conversations about finances. But more often than not, it's our hesitation or fear of losing clients that prevents us from setting appropriate fees. However, for our finances, our families, and our overall well-being, it's crucial that we recognize the value of our services and charge accordingly.

This can be where working with a business coach for therapists in Sacramento, CA, and nationwide comes in. One-on-one business coaching can help you understand your worth as a therapist. It can provide support and guidance as you make necessary changes to your practice. This can be like increasing fees or setting boundaries with clients. Don't be afraid to invest in yourself and your success as a therapist. Consider coaching therapists to help you achieve better work-life balance and financial stability.

We Deserve a Work-Life Balance.

I know firsthand how challenging it can be to juggle a private practice with motherhood, marriage, and self-care. But I refuse to sacrifice any of these important aspects of my life for the sake of my career. Or my clients' financial decisions. That's why I am on a mission to empower therapists to create sustainable, balanced, and profitable private practices.

As therapists, we deserve a work-life balance that allows us to thrive both personally and professionally. And working with a business coach can help make this a reality. So let's end therapist self-sacrifice and burnout by prioritizing our own well-being and the value of our services. Together, we can create a healthier future for ourselves and our clients. All while creating a practice that works for us, not the other way around.

Are You Ready to Make a Change? Work with Me as Your One-on-One Business Coach in Sacramento, CA, or nationwide.

Let's create a practice that supports you and your goals while making a positive impact in the world.  Say goodbye to burnout and hello to a fulfilling career and balanced life. One where you can afford to take time off, prioritize self-care, and confidently charge for your services. At Balanced Private Practice, my mission is to help you achieve the work-life balance and financial success you deserve.  If you're interested in beginning:

• Apply to Work with Me

• Learn More About Me and My Programs

• Find the Rate that Works for You!

Other Business Programs Offered at Balanced Private Practice

I also offer other awesome business programs at Balanced Private Practice that can help you achieve your goals and create the practice of your dreams. We've got a wide array of programs that'll assist you in crafting a practice that works for you.  I offer a range of programs specially designed for therapists, including marketing coaching and training, as well as business planning and consulting. This means you can choose the program that suits your needs, goals, and budget. The programs I provide are: One on One Business Coaching, Private Practice Mentorship, Private Practice Quick Start, and Fee Setting Success.  If you want to raise your fee, transition out of insurance, or simply grow your private practice, I've got your back. Let's work together to create the thriving private practice you deserve!  So why wait?

About the Author

Meet Audrey Schoen, LMFT, a seasoned business consultant and financial boundaries expert. With firsthand experience as a thriving practice owner and a parent of twins, Audrey specializes in guiding therapists in balancing a Full-Time Job while building a Part-Time Practice. Her focus is on helping them reach their "freedom number" to shift their sole attention to their practice. Audrey provides actionable steps and empowering insights for therapists looking to set fees effectively while serving clients. Her support empowers therapists to build thriving practices that prioritize both financial success and client well-being, making the journey to financial freedom an exciting reality with Audrey by their side.