Heard Business School

Raising Your Fees Without Losing Clients with Tiffany McLain

Talking about money makes most therapists uncomfortable, especially when it comes to raising fees. Tiffany McLain [https://www.linkedin.com/in/tiffanymclain/], Founder and CEO of Lean In. MAKE BANK., joins Michael Fulwiler [https://www.linkedin.com/in/michaelfulwiler/] to explore how therapists can build financially sustainable practices without sacrificing their values or clinical integrity. Tiffany shares how her personal upbringing shaped her views on money, why sliding scales aren’t always ethical, and how therapists can rethink their business model to better support themselves and their clients. She also breaks down the unconscious patterns that often hold therapists back from charging what they need and how confronting those patterns can deepen the clinical work. Listen to this conversation to help you think differently about what it means to be a successful therapist in private practice. In the conversation, they discuss: * The internalized beliefs that hold therapists back from raising fees, and how these often stem from family dynamics * What therapists get wrong about sliding scale models and why setting fees based on assumptions about a client’s income can damage the therapeutic relationship * The strategy Tiffany teaches to help therapists leave insurance panels and build premium-fee caseloads Connect with the guest: * Tiffany on Instagram: https://www.instagram.com/leaninmakebank/ [https://www.instagram.com/leaninmakebank/]  * Tiffany on LinkedIn: https://www.linkedin.com/in/tiffanymclain/ [https://www.linkedin.com/in/tiffanymclain/] * Visit the Lean In. MAKE BANK. website: https://leaninmakebank.com/ [https://leaninmakebank.com/]  Connect with Michael and Heard: * Michael’s LinkedIn: https://www.linkedin.com/in/michaelfulwiler/ [https://www.linkedin.com/in/michaelfulwiler/]  * Newsletter: https://www.joinheard.com/newsletter [https://www.joinheard.com/newsletter]  * Book a free consult: joinheard.com/consult [http://joinheard.com/consult]  Jump into the conversation: (00:00) Welcome to Heard Business School (01:05) Meet Tiffany McLain (02:21) Childhood Lessons that Shaped Tiffany’s Money Beliefs (04:34) Hiding Financial Goals During Therapy School Interviews (06:20) The Mindset Most Therapists Bring to Private Practice (08:03) How Tiffany Challenged the Fee Status Quo (10:12) Early Lessons on Raising Fees at Access (12:24) Common Myths Therapists Believe about Setting Fees (14:54) Why Therapists Assume Clients Can’t Afford Therapy (16:32) Private Practice Isn’t Built to Serve Everyone (19:40) Sliding Scale Often Masks Money Avoidance (23:02) A Practical Method for Calculating Your Fee (25:30) What to Say When Raising Your Rate (30:18) Low Fees Can Harm the Therapeutic Relationship (33:59) Can You Build a Practice on Insurance? (40:31) Tiffany’s Four-Step Framework for Premium Practices (46:39) Hiring Challenges and Growing a Values-Led Business This episode is to be used for informational purposes only and does not constitute legal, business, or tax advice. Each person should consult their own attorney, business advisor, or tax advisor with respect to matters referenced in this episode.

Behind the Gottman Method with Dr. Julie Schwartz Gottman

What does it take to turn decades of clinical experience into a movement that reshapes therapy around the world?  Dr. Julie Schwartz Gottman [https://www.linkedin.com/company/the-gottman-institute/] joins Michael Fulwiler [https://www.linkedin.com/in/michaelfulwiler/] to share her personal and professional journey behind co-founding The Gottman Institute and co-developing the Gottman Method. Julie recounts the pivotal decisions that led her from private practice to co-creating a global clinical training business with her husband, Dr. John Gottman. She also opens up about growing up in a family shaped by generational trauma, navigating early challenges in the mental health field, and why she’s always gravitated toward serving clients in deep pain. Tune in to learn how Julie balanced a mission-driven mindset with the realities of running a business, and why therapists should protect their values even as their practices grow. In the conversation, they discuss: * Building a sustainable private practice rooted in service * How the Gottman Method evolved from research to widely taught clinical framework * What every therapist needs to remember when navigating visibility and legacy Connect with the guest: * The Gottman Institute on Instagram: https://www.instagram.com/gottmaninstitute/ [https://www.instagram.com/gottmaninstitute/]  * The Gottman Institute on LinkedIn: https://www.linkedin.com/company/the-gottman-institute/ [https://www.linkedin.com/company/the-gottman-institute/]  * Visit The Gottman Institute website: https://www.gottman.com/ [https://www.gottman.com/]  Connect with Michael and Heard: * Michael’s LinkedIn: https://www.linkedin.com/in/michaelfulwiler/ [https://www.linkedin.com/in/michaelfulwiler/]  * Newsletter: https://www.joinheard.com/newsletter [https://www.joinheard.com/newsletter]  * Book a free consult: joinheard.com/consult [http://joinheard.com/consult]  Jump into the conversation: (00:00) Welcome to Heard Business School (00:25) Meet Dr. Julie Schwartz Gottman (01:26) How generational trauma shaped Julie’s early life (03:51) Childhood suicide attempt that changed her path (05:05) Visiting concentration camps and reclaiming Jewish identity (06:52) Creating a crisis hotline during the Vietnam War (13:09) Polio, pain, and finding empathy through suffering (15:21) Living in India and feeding street children (17:21) Journey from Kathmandu to grad school in 36 hours (22:15) Meeting John Gottman and instant recognition (28:41) Launching the Gottman Institute from a dining table (31:09) Developing the Gottman Method (35:53) Working 40 clinical hours while building a business (42:51) Upholding standards for the Gottman Referral Network (47:16) Facing constant sexism while building a global brand (52:39) Rapid-fire questions on legacy, joy, and hope This episode is to be used for informational purposes only and does not constitute legal, business, or tax advice. Each person should consult their own attorney, business advisor, or tax advisor with respect to matters referenced in this episode.

Solving the Supervision Crisis in Mental Health with Rachel Ledbetter

Therapists entering the field face a hidden obstacle that can derail their entire career: finding affordable, accessible clinical supervision. Rachel Ledbetter [https://www.linkedin.com/in/rachelmccrickard/], licensed marriage and family therapist and CEO of Motivo, joins Michael Fulwiler [https://www.linkedin.com/in/michaelfulwiler/] to share how her own struggle to get licensed in rural Georgia led her to build a company that’s now helping thousands of therapists cross the finish line to licensure. In this candid conversation, Rachel talks about her early startup mistakes, the values that guide Motivo’s pricing model, and what it’s like to raise venture capital as a therapist in tech. She also reflects on the identity shifts that came with divorce and growing a mission-driven company. Listen to this episode to hear how Rachel turned one of the biggest barriers to becoming a therapist into a business that’s helping others get licensed. In the conversation, they discuss: * The supervision bottleneck and why so many therapists never get licensed * How Rachel bootstrapped Motivo without a technical background * What therapists get wrong about venture capital and tech startups Connect with the guest: * Rachel on LinkedIn: https://www.linkedin.com/in/rachelmccrickard/ [https://www.linkedin.com/in/rachelmccrickard/]  * Visit the Motivo website: https://motivohealth.com/ [https://motivohealth.com/]  Connect with Michael and Heard: * Michael’s LinkedIn: https://www.linkedin.com/in/michaelfulwiler/ [https://www.linkedin.com/in/michaelfulwiler/]  * Newsletter: https://www.joinheard.com/newsletter [https://www.joinheard.com/newsletter]  * Book a free consult: joinheard.com/consult [http://joinheard.com/consult]  Jump into the conversation: (00:00) Welcome to Heard Business School (00:51) Meet Rachel Ledbetter (03:00) From Bible Ministry Degree to Therapy Career (05:00) Shifting Away from Faith-Based Counseling (07:00) Working Skid Row and Post-Grad Supervision Struggles (09:00) Driving Four Hours Weekly for Supervision (11:00) Launching Motivo on Shopify with No Tech Team (13:00) Growing Fast Through Professional Association Partnerships (15:00) Why Motivo Switched to B2B Model (17:00) The Supervision Crisis Blocking Licensure for Therapists (21:00) What Most Therapists Misunderstand about Venture Capital (24:00) Why Motivo Doesn’t Let Supervisors Set Rates (27:00) Learning to Give Hard Feedback as a Leader (34:00) Separating Your Identity from Your Business (42:00) Advice for Therapists Who Want to Build Tech (49:00) Rachel’s Favorite Founders and Lessons from Luck This episode is to be used for informational purposes only and does not constitute legal, business, or tax advice. Each person should consult their own attorney, business advisor, or tax advisor with respect to matters referenced in this episode.

Owning Your Therapist Identity Online and Offline with Liz Beecroft-Ridgway

What if your love for sneakers, storytelling, and sports could help shape a thriving private practice? Liz Beecroft-Ridgway [https://www.linkedin.com/in/lizbcroftlcsw/], licensed clinical social worker and founder of MENTL.SESH [https://www.mentlsesh.com], joins Michael Fulwiler [https://www.linkedin.com/in/michaelfulwiler/] to share how she built a brand that bridges therapy, creative partnerships, and athlete mental health. From designing a sneaker with Nike to leading workshops with Saucony and speaking at Phillies games, Liz reveals how she’s turned her unique passions into professional impact. She opens up about leaving the foster care system, launching her own practice, and learning how to price, pitch, and partner with major brands, all while staying true to her mission. In the conversation, they discuss: * How to position your practice to attract aligned partnerships * Why therapists should embrace their full identity online * What to consider when creating custom vs. standardized offerings Connect with the guest: * Liz on Instagram: https://www.instagram.com/lizbcroft/ [https://www.instagram.com/lizbcroft/]  * Liz on LinkedIn: https://www.linkedin.com/in/lizbcroftlcsw/ [https://www.linkedin.com/in/lizbcroftlcsw/]  * Visit the MENTL.SESH website: https://www.mentlsesh.com/ [https://www.mentlsesh.com/]  Connect with Michael and Heard: * Michael’s LinkedIn: https://www.linkedin.com/in/michaelfulwiler/ [https://www.linkedin.com/in/michaelfulwiler/]  * Newsletter: https://www.joinheard.com/newsletter [https://www.joinheard.com/newsletter]  * Book a free consult: joinheard.com/consult [http://joinheard.com/consult]  Jump into the conversation: (00:00) Welcome to Heard Business School (00:18) Meet Liz Beecroft-Ridgway  (01:31) How Philly Sports Culture Shaped Liz (03:09) Anxiety and Pressure in Competitive Youth Sports (05:38) How Female Athletes Process Mental Health Differently (07:06) From Bio Major to Psych Major at NYU (09:50) Posting Sneakers Online Led to Burnout Relief (11:06) Designing a Nike Sneaker About Mental Health (14:24) Working in Foster Care and the Burnout Cycle (18:14) First Steps into Building a Private Practice (20:21) Shifting Niche to Athletes and High Performers (23:28) Therapists vs. Sports Psychologists (25:26) Launching a Brand That’s Bigger Than Therapy (28:43) Creating Mental Health Tools Through Brand Partnerships (38:33) Pricing Custom Workshops Without Underselling Yourself (43:27) What Therapists Should Know About Sponsored Content This episode is to be used for informational purposes only and does not constitute legal, business, or tax advice. Each person should consult their own attorney, business advisor, or tax advisor with respect to matters referenced in this episode.

How to Get More Private Pay Clients with Danielle Swimm

Leaving community mental health to build a thriving private practice isn’t easy, especially as a young therapist navigating burnout, financial stress, and single motherhood. Danielle Swimm [https://www.linkedin.com/in/danielle-swimm-283160234/], licensed clinical social worker and founder of The Entrepreneurial Therapist, [https://www.theentrepreneurialtherapist.com/] joins Michael Fulwiler [https://www.linkedin.com/in/michaelfulwiler/] to share her path from driving Uber and making home visits to coaching other therapists on how to market themselves, go off insurance panels, and build sustainable businesses. Danielle opens up about the mindset shifts that helped her stop “manic marketing,” redefine entrepreneurship on her own terms, and create time freedom while staying clinically excellent. Listen in to learn how she went from feeling overwhelmed and underpaid to becoming a confident therapist entrepreneur with multiple income streams, and how you can, too. In the conversation, they discuss: * How to leave insurance panels and still fill your caseload * Danielle’s favorite strategies for getting private pay clients * Why doing less but better is her business mantra Connect with the guest: * Danielle on Instagram: https://www.instagram.com/entrepreneurialtherapist/ [https://www.instagram.com/entrepreneurialtherapist/]  * Danielle on LinkedIn: https://www.linkedin.com/in/danielle-swimm-283160234/ [https://www.linkedin.com/in/danielle-swimm-283160234/]  * Visit The Entrepreneurial Therapist website: https://www.theentrepreneurialtherapist.com/ [https://www.theentrepreneurialtherapist.com/]  Connect with Michael and Heard: * Michael’s LinkedIn: https://www.linkedin.com/in/michaelfulwiler/ [https://www.linkedin.com/in/michaelfulwiler/]  * Newsletter: https://www.joinheard.com/newsletter [https://www.joinheard.com/newsletter]  * Book a free consult: joinheard.com/consult [http://joinheard.com/consult]  Jump into the conversation: (00:00) Welcome to Heard Business School (00:25) Meet Danielle Swimm (03:19) Discovering therapy at 16 and struggling through high school (04:21) Learning leadership and business from a clinical director (07:25) Driving for Uber and doing crisis work to make ends meet (10:39) The realities and risks of doing unmonitored home visits (13:04) Learning marketing through trial and error without business mentors (18:00) Redefining what it means to be an entrepreneur as a therapist (22:32) The long, messy road to starting a private practice (25:05) How Danielle transitioned off insurance panels (27:14) Manic marketing vs. focused marketing (30:46) Embracing the mindset of a full caseload before it happens (36:08) Behind the scenes of Danielle’s course, Mastermind, and income streams (45:17) The best ways to get private pay clients today (48:11) Navigating tech, AI, and therapy’s uncertain future (53:33) Rapid-fire questions on motherhood, burnout, bad advice, and being seen This episode is to be used for informational purposes only and does not constitute legal, business, or tax advice. Each person should consult their own attorney, business advisor, or tax advisor with respect to matters referenced in this episode.