Treat Your Business

114 How to Grow Your Therapy Business and Triple Revenue in 18 Months

• Katie Bell / Jodie Rushin • Season 1 • Episode 114

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Welcome to the Treat Your Business Podcast!

I'm Katie Bell, and this is your go-to place for learning the strategies, tools, and mindset shifts needed to grow your clinic or studio into a thriving business. Today, I’m thrilled to share an inspiring journey with you – a true transformation from burnout to business success.

Episode Summary:

In this episode, I chat with the amazing Jodie Rushin, a self-employed sports therapist who went from working 70-hour clinical weeks and struggling to make ends meet to tripling her revenue and achieving a six-figure business – all within 18 months. Jodie shares how she found the Thrive coaching programme, the mindset shifts she had to embrace, and the practical steps she took to turn her business around while still having the freedom to enjoy life.

If you're feeling overwhelmed and stuck in the cycle of working endless hours without seeing financial results, Jodie’s story will show you that change is possible with the right strategies and support.

Key Takeaways:

  • The turning point: How Jodie recognised she needed help and took action.
  • Implementing processes that allowed her to cut down her clinical hours while increasing revenue.
  • The importance of accountability and having the right support system in place.
  • How shifting to value-based pricing and package models changed her business.
  • Leadership challenges and stepping into the CEO role with confidence.
  • Why investing in yourself and your business is the key to long-term success.

Resources and Links:

  • Connect with Katie Bell and learn more about Thrive Business Coaching: www.thrivebusinesscoaching.com
  • Join the free Treat Your Business Facebook group for over 30 business masterclasses: Facebook Group (link in show notes)
  • Book a free strategy call with Katie: Schedu

Treat Your Business podcast is proudly sponsored by MBST, the groundbreaking technology revolutionising recovery and rehabilitation. Offering a non-invasive, drug-free solution for musculoskeletal conditions and nerve injuries, MBST works at a cellular level to stimulate regeneration. Expand your services and deliver long-term patient improvements without increasing your workload.

Learn more at mbstmedical.co.uk. 

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[00:00:00] Katie Bell: Let's talk about how you can go from making 3k a month as a sole trader, as a self employed sports therapist, and taking your business, tripling your revenue in 18 months, going from a 70 hour clinical week to a 26 hour clinical week, whilst your income, your take home income continues to grow. You can go on five HEMDUs in a year, you can take a business meeting abroad with one of your colleagues.

[00:00:33] Katie Bell: And you can have time for the things that you want to do in your life. Well, I am very excited to introduce somebody today called Jodie Rushin, who has been with Thrive three years now, just over three years. Well, she's just coming into her third year. And Jodie spoke at Clinic Growth Live, for those of you who were there, and had the pleasure of listening to her story.

[00:00:56] Katie Bell: I cannot believe how many people commented on those stories on stage and I thought, you know what, I need to bring this to all of the listeners because if it just inspires one person to know that there is hope and that they don't have to stay on that hamster wheel and just keep doing the same things over and over again and expecting different results, then it has been worth it.

[00:01:18] Katie Bell: So without further ado, grab your cup of tea and listen up because this is one heck of a story. 

[00:01:26] Katie Bell: Welcome to the Treat Your Business Podcast with Katie Bell. I am Katie, and this is the place to learn the strategies, tactics, tools, and mindset needed to build your clinic or studio into a business that gives you the time, money, energy, and fulfillment you want and deserve. My team and I work every day with overwhelmed and exhausted clinic owners like you to shift them from a business that is a huge time and energy drain.

[00:01:49] Katie Bell: And he's not giving them the income they want to confident clinic owners that are making money, saving money and getting time back in their lives. So if this sounds like something you want, let's dive in. 

[00:02:00] Katie Bell: Good morning Jodie. 

[00:02:03] Jodie Rushin: Morning. 

[00:02:03] Katie Bell: Morning. 

[00:02:05] Katie Bell: Thank you for giving up some of your very precious time because you are a super busy lady to be here and we just had a chat didn't we before we came on live and I was just saying At Clinic Growth Live, that was this big event that we ran last year, we had four people like you, you being one of them, on stage.

[00:02:24] Katie Bell: And we just got to talk together and explain to the people in the audience who were watching what your journey has been like since well, what, what life was like before Thrive, what life is like now you're a part of Thrive, and then and kind of what tangible changes you've seen in your business and in your life.

[00:02:43] Katie Bell: I just thought that would be really nice. It would break the day up. It would mean that I wasn't talking all the time and I would get other people on the stage. And then after the event, the feedback we got , from the people in the audience being inspired by you and the others was just overwhelming and I didn't realise that it would have that much impact.

[00:03:02] Katie Bell: So I decided that in 2025 I was going to do more of these episodes because if it helps one person who is listening to this feel like there is hope and that there is something that they can do and that they resonate with your story, Jodie, and realise that you are a really normal person, most of the time, then it's worth it.

[00:03:19] Katie Bell: So thank you for being here, Jodie, and thank you for inspiring our audience who are going to be listening to this. 

[00:03:25]

[00:03:26] Jodie Rushin: Absolutely. And I think we felt it at Clinic Growth Live, the four of us. I think prior to going on stage, we were all a bit like, oh, we've got to share our story. Certainly the night before, but then, then when we were on there, it just came natural because that was our story.

[00:03:42] Jodie Rushin: So it was us being us. So, and then we were just in a room full of obviously clinic owners that were potentially where we were a couple of years ago. So this is my third year with Thrive. So it's a big journey, but the growth is amazing. So I think the title of Clinic Growth Live said it all really.

[00:04:01] Katie Bell: Absolutely. So let's take the listeners back because I remember meeting a certain Jodie at Therapy Expo. Is it three Novembers ago or two? Like, yeah, 

[00:04:12] Jodie Rushin: three November ago. 

[00:04:15] Katie Bell: And I was then like, I was a lot, I was a lot smaller. We were in a little way. And did you come and listen to one of my, my talks and then come and chat to me?

[00:04:24] Katie Bell: Or did you come and chat to me first? 

[00:04:26] Jodie Rushin: So I went to Therapy Expo to do CPD, but at that time I had an interest in how the business was needing to grow and how I was working so many hours. And I think how it stemmed was there was two business coaching companies at Clinic Growth Life. But what occurred was I went to your talk and I was like, that's me.

[00:04:47] Jodie Rushin: The fact that yourself being a physiotherapist and in a healthcare background, it resonated more with me. So I think it was like, I need her. So I remember I was looking in my, my chat with you and then just thinking, I need to offload on this woman . She's gonna think I'm mad, but now I know what that means.

[00:05:07] Jodie Rushin: I'm a red. So literally I think I tore down the walls and just my eyes out. 

[00:05:12] Katie Bell: Yeah. 

[00:05:13] Jodie Rushin: Came from a place where. I was just over exhausted, overworked, doing, I would add up weeks where I was doing 70 hours clinical, Monday through Sunday. At that point I was doing home visits as well as clinical, and I got to the point where I was like, enough is enough.

[00:05:30] Jodie Rushin: And I think you gave me three things to action, and at that point I think you were like, You're going to just action straight away. I get that vibe. And I think I did. And then a week later, I was with Thrive 

[00:05:41] Katie Bell: it was like literally. It was the easiest thing ever for me. But I remember that feeling. I remember like feeling your feelings of being completely exhausted, completely overwhelmed, you were spinning so many plates.

[00:05:55] Jodie Rushin: I wasn't seeing any financial gain from that, as mad as that sounds. Now I have a process in place. So I know what goes in, goes out, et cetera, et cetera. But at that time, I just took what was in the account, but it wasn't making sense because there were 70 hours clinical appointments a week. So you'd think I'd be driving around in a Ferrari, but I wasn't.

[00:06:19] Katie Bell: That's what all the staff and clients think. The reality is somewhat different. Yeah. 

[00:06:24] Jodie Rushin: You must be minted. 

[00:06:26] Katie Bell: Yeah, no way. I'm knackered. I'm absolutely knackered. Okay, so we had a chat at Therapy Expo three, oh my goodness, three Novembers ago. I gave you some very specific things to action because I need, I felt at the time, I was like, we can definitely help you.

[00:06:43] Katie Bell: But you were, and you don't remember saying this jodie, you were at a size of business where to leap into investing in your business and yourself was a massive thing for you. And I remember thinking, this girl ain't making any profit. So, this is going to be a big ask for her to take that leap of faith and invest some money to grow her business and make that change.

[00:07:06] Katie Bell: How did you like, get that round, round that decision in your head? 

[00:07:11] Jodie Rushin: I'm a spender, I am, and I do believe in risk and reward. And I think the evidence was there. So having worked with Philippa and everyone in the team, I know that I'm very evidence based. And for me, the evidence was, I was exhausted, I was tired, I was this.

[00:07:27] Jodie Rushin: So that pushed me into that decision of, I need help. I need it now. And I don't, I haven't had a team before, so I need the guidance on that. And I think I was just in a mental state where I was genuinely deciding, is this the career for me? Because it was like, I love it. I have a passion for it. I want to work in healthcare as a sports therapist, but at the same time, it's exhausting me.

[00:07:51] Jodie Rushin: And I was a people pleaser. Still am a little bit, working on it. But I wanted to do every appointment from 8 o'clock in the morning to 9 o'clock at night, and that's not sustainable. So that basically led me to that decision of, I need help. And I need it now, and I want to action it now. But I always had a 5 10 year goal, being a Red.

[00:08:11] Jodie Rushin: So, I'm like, you know, I want team, and I want a clinic, and obviously I've done that since being with Thrive. So yeah, for me it was a no brainer, and financially I'll just work it out. Basically, like I did having a mortgage and everything else that you go through. So 

[00:08:28] Katie Bell: yeah, this is a, this was like a, a moment, I remember saying to you, like, if you want different results in your life, you're going to have to do different things.

[00:08:37] Katie Bell: I can't just keep doing the same thing over and over again and expecting something to change. So many clinic owners. I guess, you know, when this podcast goes live, it's kind of towards the end of January and we start the year, don't we, with all these great intentions of like, right, I'm going to have these boundaries in place, I'm going to work less clinical, I'm not going to say yes to all of these extra appointments, I'm not going to be at my staff's beck and call.

[00:08:59] Katie Bell: And we have these wonderful intentions, but I, I'm guessing listeners listening to this now are already feeling like they're just back on the rat race. They're just back on that hamster wheel and that's where you were, wasn't it? 

[00:09:10] Jodie Rushin: Yeah. And it just comes from a point of having processes in place. I guess when you have team, you have to learn to manage that team.

[00:09:19] Jodie Rushin: So for example, me and my colleague are away this weekend, but we're taking our business meeting abroad. 

[00:09:26] Katie Bell: Look at you. Yeah. Yeah. Yeah. Yeah. 

[00:09:30] Jodie Rushin: So that's quite cool, but I would never have done that because I would have been in a mindset like oh my god, the clinic's going to like, crumble around me. But the process of having a good team in place, you know, all of that side of it, the steps of hiring, everything like that, that's come from Thrive, has allowed me to be okay with that decision.

[00:09:47] Jodie Rushin: Now, well as I'd have been like, let's just go up the road and take that meeting in a cafe, because then if anything goes wrong, I'm like five minutes away, type thing. So yeah, it's a whole change in mindset, 

[00:09:59] Katie Bell: So you made the decision, you jumped in with both feet, you're a spender, you're like, okay, I've got to, I've got to do something different.

[00:10:08] Katie Bell: How quickly from the point of joining, if you can remember three years ago, don't they, how quickly did you then start to see changes and things happening and you feeling different about stuff?

[00:10:21] Jodie Rushin: Within the first few months, my mindset started to change because I was getting the accountability that I needed. 

[00:10:26] Katie Bell: Yeah. 

[00:10:27] Jodie Rushin: So, you know, if you were kind of going, no, there's no one above you. There just simply isn't anyone above you, so there's no one keeping you accountable. So I guess the case of that is Thrive is my accountability, and the people in Thrive are my accountability buddies.

[00:10:41] Jodie Rushin: So we share ideas, we generate ideas together, and that came in immediately for me. But that happened overnight, but the terms of like financial and mindset within the first year, 100%, our numbers changed when we had the right processes in when we got the right accountants in place, you know, all that started to happen.

[00:11:01] Jodie Rushin: But obviously there's a trend with that. So you're tracking that over a few months. It doesn't just happen overnight. overnight, but I suppose as a clinic owner, you have to be in the mindset to want to do that. So it comes from within, but certainly the accountability side of that helps massively. So you don't end up on that hamster wheel at the end of January, where you're going, yeah, I told myself I would do that in January.

[00:11:22] Jodie Rushin: And then you don't, because actually there's no one keeping you accountable. So unless you keep your own mindset going. It's going to drop off. It's like a new year gym resolution type of thing. 

[00:11:31] Katie Bell: Which is so hard, isn't it? You know, we, how, how often, Jodie, do we have calls every single week together? There is always a mindset issue within somebody within the program that crops up that we have to work through together.

[00:11:44] Katie Bell: And, and it's, it's often the sign of growth. It's a growing problem and we need to work through it. But without that, you run the risk of going back to a lot of old ways. Which can be the people pleasing Absolutely. The, the, you know, trying to be everything to everybody. Nothing to nobody, and, and you put yourself last.

[00:12:02] Jodie Rushin: And then the other side of that is we had a great q and A yesterday. Someone's mindsets in a certain position and actually that triggers other people's mindsets that they don't realize actually they're going through that as well. 

[00:12:15] Katie Bell: Yeah. 

[00:12:15] Jodie Rushin: So you kind of talk it out so you get ahead of the game on your mindset sometimes.

[00:12:20] Jodie Rushin: Because you just pushed it, and actually having that accountability of a weekly check in means you can just air anything, but it's only a week until you've got your next time to air. So, yeah, that's, that brings that to the forefront. 

[00:12:36] Katie Bell: Yeah. 

[00:12:36] Jodie Rushin: As a business owner. 

[00:12:37] Katie Bell: You started on Activate, Jodie, which is our level of program for clinic owners who are sort of doing around 3 maybe 4k a month going up towards the top end would be about sort of 10 to 12k a month.

[00:12:52] Katie Bell: It's not exact, but that's around where we, we have lots of members because the challenges that those members tend to have are different. Those who have multiple six figure clinics, lots of team, big, you know, big premises, et cetera. The challenges are different. Not what is better or worse. They're just different.

[00:13:10] Katie Bell: So you came into Activate and what what surprised you? about the program that perhaps you didn't know you were going to get or that was kind of an added extra that, that you felt, okay, I just need to be told what to do and in what order. What was the other stuff that kind of came along that surprised you?

[00:13:32] Jodie Rushin: So I think, you know, I knew it was going to be a community based thing and I was going to get coaching and this portal and everything. I think what really helped me within the first year and made me thrive within a year was the one to one with your sales side. You look for working on processes, simple for mindset because I just never really looked into mindset.

[00:13:53] Jodie Rushin: She'd laugh with me now because we now do our mindset calls and she's like, this is going to be woory. But at the same time, I think you're there now. And I'm like, I love the woory stuff. So that side of stuff where it really tailors to you, you can literally offload and say, this is where I'm at. I don't know why it's working.

[00:14:09] Jodie Rushin: We strategize, we plan. And that's why I think, My business particularly excelled in its first year, hands down. So yeah, that, that stuff surprised me, but also like the check ins, the face to face, you know, quarterly, when we do all of our masterclasses, all of that side of it. You know, that, I don't think I've missed one really.

[00:14:28] Jodie Rushin: I don't think I've missed one. Because I think it's really important that you action that in a room. With everyone that you might not necessarily be around on a week to week basis because our pod groups and our Q& As and stuff. But also I like competition, so I actually prefer to be around those that are above me.

[00:14:45] Jodie Rushin: So I have no problem with working with the Elevate, Elevate Masters. You know, all of those ones that are a bit further on in, because I aspire to be like them. So, that pushed me on more, because on a week to week basis I was working with my Activate group, but actually at the bigger events, I was like, I like that, and I was implementing that stuff.

[00:15:03] Jodie Rushin: So, I think that then, took my business on further. Yeah, definitely. 

[00:15:07] Katie Bell: And, and I mean, the face to face days, the live days are my favourite part because they're the best. What, why do you think they work so well, Jodi? What do you think our clinic owners get from being in attendance at those? 

[00:15:21] Jodie Rushin: I think the structure of the day is always brilliant.

[00:15:24] Jodie Rushin: There's a clear plan of what we're going to target and people know that in advance. So they can almost go, that's coming up. If it's active marketing or elevated marketing, then you're like, this is my marketing month. Because then you're in a room full of clinic owners who can just be away from their business and just sign off for the day.

[00:15:41] Jodie Rushin: Yes, it's very normal to receive an email and we try not to look, but it gives you that whole day of like a green light to say work on this, work on this, and then you're strategizing around the rest of your group or whoever you're paired with or whoever you're working with. And you can feed off each other.

[00:15:59] Jodie Rushin: So by the end of that action day, you have got ideas you didn't come up with that you can go back and implement. You can bring that to your team, which is exactly what I do now because I've got a team. Things like that. And then you can put a clear action plan in place. Yeah. So for me, it's actually taking myself away.

[00:16:14] Jodie Rushin: And I literally just say to my team, I'm not here for two days. Don't contact me. I'm on Thrive. I'm working on us and my business for you guys too. And they do, but that comes from having a team in place. So that was, well, I just like to delve into it. 

[00:16:30] Katie Bell: Oh, they're just the best days. So you joined Activate.

[00:16:35] Katie Bell: You've worked on Activate and you, just give people, those people who like numbers, who like data, where were you and then where were you after you've been with us a year, 18 months before we have moved you into the next level? 

[00:16:51] Jodie Rushin: Yeah, so we started around that margin, so 3 4k a month and then within the first year or so.

[00:16:57] Jodie Rushin: Okay. Okay. So that was self employed, so sole trader, and then within the first 18, it was just me. So then within the first year, I took on my member of staff Hannah and we started to grow the business. So that's when we took the clinic where we are now. I had one treatment room and it was, that was an opportunity for me to go, I've got so I take my powers down.

[00:17:18] Jodie Rushin: I had to get my mindset right. So instead of going in and having two treatment rooms, where I knew I would be like, Oh, there's two treatment rooms. I'll let Hannah work the hours she wants to, and I'll just continue doing my 70 hours. It almost forced me into a decision to go, I have a staff member now, we need to work shift hours, because otherwise I can't be in all the time.

[00:17:35] Jodie Rushin: Which then in turn, we looked at the upspend and, you know, we had, we had more income generating because we had a treatment room which could be open nine till nine if we wanted to, six to seven days a week which then made me decide that I won't do home visits anymore. So that's it, cut them. And then within the, yeah, within the first 18 months, we then had the scary letter through that we'd hit that threshold, which was like, okay.

[00:18:03] Jodie Rushin: So we were starting to term eight. 9, 000 pounds consistently a month. So literally double within 18 months. And then, yeah, now we've just hit our first year as a hundred thousand pound business by the end of 2024. So actually with, with that would be two full years with Thrive. We've doubled, tripled the income, but the potential with that has grown because our team has grown.

[00:18:26] Jodie Rushin: So yeah. And I, I like revenue, right? Revenue's great because revenue's cash. But it's a top line, it's a vanity metric. If we then think about what that actually has done, so we've tripled the revenue in two minutes, but you've, what has it done for you, Jodie? Because you are like, like, you're not in clinic 70 hours a week now.

[00:18:48] Jodie Rushin: You're not doing home visits. Your life has completely changed. You, you get to do things you want to do in your life. Yeah, so my, I now do four clinical days. So I have two off, which are my five days where I work on the business and implement things I need to do. But my income's not changed. If anything, my income's gone up.

[00:19:11] Jodie Rushin: So there's the revenue margin, then we have our profit level, then we have our tax man. And then VAT, because we're not exempt, of course. But at the end, there's this growth margin that we can have, so there's a certain percentage put in place that we can actually pull through each month to then grow further.

[00:19:30] Jodie Rushin: And that might look like CPD opportunities, investing in new equipment, whatever it is. To bring those markers back up. So we're always, always evolving with that. In terms of me, yeah, I don't finish at nine o'clock every day. No, on a Wednesday, I finish up.

[00:19:45] Jodie Rushin: And, and I know that that's a decision that I could, I know now I'm at a position, this is probably our next growth phase is I can come out even more. Which would be amazing. Scary, but amazing. But at the moment I'm very content with doing four clinical days. That's what I've made the decision.

[00:20:00] Jodie Rushin: That's what I want to do with my patients. I still want to be an active therapist, but I don't have to. I could employ that onto other staff. 

[00:20:07] Katie Bell: I think what you just said there is really important, Jodie, because I actually had a call with a gorgeous lady who I met at the therapy expo this November. So really, really similar story.

[00:20:17] Katie Bell: And she was saying that she had worked she'd had a coach previously. I don't think they were in the health industry, but she said the coach was really adamant that she needed to get out of her business and she needed to stop doing clinical work. And I said, but if that's not what you want to do, then we need to make sure that your growth plan is aligned around what's important to you right now.

[00:20:37] Katie Bell: That might change. It often doesn't come as we, we start as therapists, don't we? And as we, you absolutely love the business side of it. And that's what happened is I just got more and more into it. I just, I was less thrilled by, by clients. But this lady was really passionate. Like you just said, I want to be an active therapist.

[00:20:55] Katie Bell: So, you can still grow your business, you can still see clients, but what we have to make sure is that there are key things that need to happen in your business for growth. And if you can't sit in that seat because you want to be clinical, we have to have somebody else sat in that seat to make that happen.

[00:21:11] Katie Bell: You can't just ignore it and say, Oh, well, I just won't do the final, I've got no time or I'm not going to do any marketing because I've got no time. 

[00:21:18] Jodie Rushin: No. And I think, again, that comes from processes. So, we've just. I've just made an active decision to bring Hannah, who's been with me for a while, in as clinical lead.

[00:21:26] Jodie Rushin: So we're going to shift the mindset on that and how actually the company runs. So effectively, I'm going to sit now as director CEO, she's going to come in as clinical because I've worked out that's not my zone of genius, and that's fine, and we've got more team, and yeah, it's, it's hard to manage. So I need to use her strengths and bring her in, but that means that's not going to affect her clinical role or mine, and so yeah, she's just going to get more Responsibility, you know, with that kind of honor and what she's done for me over the past two years, and she wants to be there and she wants to be clinical.

[00:22:02] Jodie Rushin: So great. I'm going to use that. But yeah, I, I say to the staff, you know, if I'm on a Monday and Thursday, I'm not in, they're my strategy days, they're my training days, you know, that I'm here as well. It's just, yeah, I just, I need those two days. But I could foresee that potentially coming down even more this year, just based on what.

[00:22:23] Jodie Rushin: Where I'm going and where I'm navigating and it's not because I don't love what I do. But also it comes down to the point where I want to work with the patients that truly I serve better. So they're my, my ideals and I can pass them on to my team because I trust, trust my team. And they don't necessarily need to see me or stay with me.

[00:22:41] Jodie Rushin: So we can still serve. I think I had a real fear when I first started that I need to serve everyone. I need to treat everyone. I want to help everyone in pain and injury, because we're therapists. But actually that's a disservice, because then we can't give them the extra niceties and the good stuff, because that's infinite.

[00:22:57] Jodie Rushin: Because I can't work on that good stuff. So 

[00:23:01] Katie Bell: And you, you've really worked on what I call your conditions for delivery. So you have implemented price rises year on year since you've been with Thrive, you have implemented packages, you've changed your way of working completely. What impact has that made on the business apart from tripling your revenue and giving you more time back?

[00:23:16] Jodie Rushin: Yeah, yeah. Yeah, and obviously when you, when it doesn't fit, sit well, price rises will never sit well. When I sat there toying with it, we've just done one for January, which is now coming into effect in February. It is a bit. Yeah, it doesn't sit well with you at the moment, because we're not in our industry, I think, naturally, as sales people.

[00:23:35] Jodie Rushin: We're not. Like, our strategy is healthcare. It's pain and injury, it's helping this person in front of you that's rightly in pain. And I think we'd all love to say, yeah, that's free, like the NHS, but it's not. And we're doing a, we're doing a service. And you've got to be paid for that. And actually with expertise comes higher fees.

[00:23:53] Jodie Rushin: And, you know, I'm 10 years into my healthcare, like, profession. So my team aren't, and then you've got to get your mindset shifted into actually, you are direct, you are put into the business and you are worth that. And actually, if you're very fortunate, we're very fortunate. We do have teams. So we have a structure in place where we have different charge rates.

[00:24:13] Jodie Rushin: So actually we can still serve who we need to serve, because. If they can't do my prices, we can pull them down into my other therapists, who are just as good, it just comes down to experience. It's that side of it. So, yeah, I think that's really important to get, to get the numbers where they have been.

[00:24:31] Jodie Rushin: That's probably why they have been, because we've had to take bold decisions, which haven't felt well, but we've had to do it. And yes, we might have lost. 10 percent when we've done a prize rise. But then we track that and six, seven months later, they're back to us because they've tried elsewhere because of price value.

[00:24:47] Jodie Rushin: And that's fine. And we actually always say to our patients, when we do a price rise, you're not stuck with us, you know, go away, see another therapist. You know, our door is always open and we leave it at that and they go, yeah, okay. And then, you know, they go and try Glostropath or whoever it is. And then they come back to us and say, actually, you gave, you do your check ins.

[00:25:07] Jodie Rushin: You do your you give us a free, you know, a free thing with our packages your rehab plans are set up, so, you know, they feel like they get that person's way more than us, and then they've seen the value. And then we keep them again. So it's a scary thing. You've shifted from a price dependent decision to a value based decision and that is the key.

[00:25:27] Jodie Rushin: Yeah. So now when I do the price structures, I look at what I want to give in those packages as a value. So how much contact time they get with the therapist, how much personal care they get after a session whether that's a WhatsApp message or a phone call or it's by email. What, you know, nicety can we give is like a fair package of Epsom salt, copper, you know, and peat, whatever it is, and then I price it.

[00:25:53] Jodie Rushin: Well, as I think before, when I was doing price rises, which I know when I started with Thrive, my, my mind was on, oh, it's like one to two pound price increase every year. But we were undervaluing to start with, so we were like, bottom, bottom line was all wrong. So now, now it's shifted, so now I say that's the value of what someone's getting, that's what our minimum bottom line is, and then we need to meet in the middle.

[00:26:17] Jodie Rushin: to give the discount and that's why our ad hocs are significantly higher than our packages. But that's because I know what our bottom line is. 

[00:26:25] Katie Bell: Because you know your numbers so well. Right. And you love a spreadsheet, Jodie. You absolutely love a spreadsheet. So you have just moved into Elevate level now because you now have a team, we're a six figure business, we've got different challenges.

[00:26:41] Katie Bell: And one of the things that we are, we have been working with you Jodie and we continue as we do with all of our members. I think a big thing is leadership. And is stepping into or out of your clinician shoes and into, Oh my God, I'm a leader now. And the book stops with me. I say all the time, all problems are a leadership problem.

[00:27:01] Katie Bell: And you've got lots of team, different challenges, different personalities, different things that they are your biggest asset, but they're also often your biggest challenge. So that's something that you are really leaning into, isn't it? This year in terms of new development. 

[00:27:16] Jodie Rushin: And I would say right now, that's probably my biggest struggle that I'm working on, like really working on.

[00:27:21] Jodie Rushin: Thank you. God for Philippa's mindset calls all day. Honestly, I always thought I'm a good leader. I've coached in the sport teach side of things. But when it comes to team, it's a different scenario in a clinical sense. Because I've come to terms with, I can't duplicate myself. And although I can put all these processes in place, people think differently to me.

[00:27:45] Jodie Rushin: They comprehend things differently to me. And actually it comes from a place of being able to recognize that. And I think within the last, I would say two months, but obviously we had our Q& A the other day and you just gave me the kick up the ass. I've got someone in team that's naturally brilliant at that.

[00:28:00] Jodie Rushin: at leading a team that thinks differently and all that. So that's why I'm now utilizing her in a clinical lead setting basically. And that's fine. And actually that isn't my zone of genius and I've come to terms with that. And but it's super hard because you want to say why is it not working for you because it works for me.

[00:28:17] Jodie Rushin: Because I don't understand. You know, the other day I was like, I don't get it. Like, when I do my recalls, they reply to my WhatsApps, they're like, what are you doing? Like, I don't get it. You know, all I get, I do, and it comes across in my face because I'm a rent, that I'm like, well, why aren't you understanding that?

[00:28:34] Jodie Rushin: Like, so, yeah, I've recognised it. I'm really, really trying, as Philippa's saying. I'm putting things in place to help with that. And I think we'll just work smoother all round. I think my team will be happier. I think I will certainly be happier because I said to Hannah the other day, it bores me. It bores me.

[00:28:54] Jodie Rushin: And I get, feel tedious. And then my mood changes with that. And when I'm clinical, I want to be clinical. I don't want to be CEO. When I'm in my clinical role, I just want to treat. I don't have the time at the moment. I suppose I am time poor again with the whole mentorship of the team now, because I'm still strategizing, doing all that side of it, because that's going to continue because I'm CEO.

[00:29:17] Jodie Rushin: But the whole like team leadership thing, I don't have the hours if I want to still be clinical or to mentor the team. And that's been recognized. So that's why we're shifting how the company's going to run. 

[00:29:29] Katie Bell: Yeah. And your, your team need leadership. In whatever capacity, whether it's you or you're delegating that role to somebody else, they have to be led, they have to know that they're going to get time.

[00:29:42] Katie Bell: It doesn't have to be these constant check ins all the time, because we need to empower our team and set processes and standards for them to follow. But you recognised quickly, Jane, that you were like, I'm literally just banging my head against a brick wall here. And my energy is not great with some of my team members.

[00:29:57] Katie Bell: And so it's looking at how you're wired. We've talked about you being a red alert and lots of them, lots of our listeners will understand what that means. But we also look at your strengths. So we do a CliftonStrengths finder, don't we? We know how you're wired your top strengths. And so we can then start to put you in the right seat and give you the right roles.

[00:30:15] Katie Bell: Because if you're a CEO, it doesn't mean that you have to do the typical CEO roles. If you're not wired for that, we need to delegate that and move that away from you. 

[00:30:25] Jodie Rushin: Definitely not. And it came to prevail because when I communicate, I over communicate with my team. I want to tell them everything. So I want them to feel like it's part of.

[00:30:36] Jodie Rushin: They're part of it. You know, if I put this process in place and this and this and this, have a Google Drive, I do it by email, I do it by WhatsApp, blah blah blah, it's too much. So I've obviously, I appreciate probably overloaded my team to some aspect and I work way more better in the evening. Like, I can be up at two o'clock in the morning and doing something really strategic, and my partner will say something like, how are you still on that?

[00:30:58] Jodie Rushin: Like, why is your brain not, and like, because I'm in the zone, and it doesn't matter, it's two o'clock in the morning. My problem with that is if I've completed that at 2am, I'll ping that email to my team. So then what will happen is they'll go, what were you doing? I didn't realise that on Google Mail you could schedule a send.

[00:31:17] Jodie Rushin: So that, funnily, has been the topic of conversation for the last two weeks in clinic. Now I've made an active decision to send a 9. 30 around a Monday morning, and I promise not to send it at 2 o'clock. Because in my head, I was like, oh yeah, you know, just pick that up when they're back from work. Yeah.

[00:31:34] Jodie Rushin: Forgetting that obviously sometimes it's personal laptop, sometimes it's personal phone. So actually, they're picking it up as soon as they wake up and they're like, oh my god. But it works better for me, what doesn't work better for them. And I appreciate that. So we've had to put a process in place, which now that works.

[00:31:50] Jodie Rushin: And Hannah bless her, she's always like, That's just how Jodie works. Just let Jodie work. turn your do not disturbs on. But actually, it did shake them. So I did have to appreciate that. And yeah, we move on in that way. Yeah. So, yeah, it was just funny. I did not realise that you could use schedule in Google Mail.

[00:32:12] Katie Bell: As a leader, we have to lead. I'm the same as you, Jodie. I could be, like, this morning at half past five, I was replying to some email about something to Kelly, actually, at RBA, and Kelly will just look at that time and reply back saying, really? Like really at half five? And I'm like, I know I'm so sorry, but that's when I, I work really well first thing in the morning.

[00:32:33] Katie Bell: So we've got to create boundaries. We say to our team, you know, very clearly that we all have different working hours and we make sure that we've got do not disturbs on and that we've got time that you have allocated to deal with your emails. I have very specific slots in the day. That means I open up my emails, deal with, and then I'm off again.

[00:32:50] Katie Bell: I don't just have them open All day long. So it's finding strategies that work for you, but leading from a place of what your expectations are and how, and making sure you're protecting your team and you're leading by example as well. So Jodie, you've tripled your revenue. You've taken, you've gone from 70 hours clinical plus to four days.

[00:33:13] Jodie Rushin: 26 hours. 

[00:33:14] Katie Bell: Oh my god. So 70 hours to 26 hours. Over four days. Your income has increased. You have more time out of the business. You're going abroad this weekend on a business meeting. You're, you have, you've come to thrive days. You never miss a beat with those because you've, you know how valuable they are.

[00:33:33] Katie Bell: You have holidays. You've been on, oh my god, I can't remember how many hen do's you've had in the last year. Five. Five hen do's in the last year. And your business has continued to grow. So for anybody who is massively inspired by your story, because I am, what would you say to them? Because there's a lot of people that just can't get out of their own way.

[00:33:55] Katie Bell: What would be your advice? 

[00:33:56] Jodie Rushin: I think, where do you want to be in a year's time? That was a good way to start. What does that look like for you? So almost, Like visionary. And then I think what I did at the time was I want to be there in a year's time, so that looks like me not working seven hours a week. And then ask the question, do I know how to achieve that?

[00:34:16] Jodie Rushin: And if the answer is no, then you need help. That's as simple as I can kind of put it because you don't have the strategies in place. We're not taught that at uni on our degrees. Business isn't taught unless you've done a business degree. And I, every week learn something. 100%. I'm like, oh God, yeah. And I think that's the topic of conversation.

[00:34:36] Jodie Rushin: We always say, it's not learning, it's learning. And I know I bring that in now to my team talks. You know, this, I'm not going to go, guys, this isn't actually taught at uni. I'm teaching at uni, because I've learned, I'm right. And it, it emulates down the team. But yeah, if you, if you can't envision yourself where you want to be in a year's time, or five or ten, you don't have to get there, then coaching is a way forward for that.

[00:34:58] Jodie Rushin: And then you've just gotta entrust the 

[00:35:00] Jodie Rushin: process and it's not gonna happen overnight. And I think if you think it's just gonna happen overnight and it's, you know, 50% coaching, 50%, you actually, it's completely wrong. It's probably 80% you and 20% coaching. Look, you have to take your accountability, but Thrive at least allows you to have accountability outside of the coaches with your team talks and the WhatsApp groups and strategy days.

[00:35:22] Jodie Rushin: And actually then you are sat. In a room with other people that have ever been there and done it or got a t shirt, all going through the journey. Which is massive because I can appreciate that sometimes it feels like, well it's a coach that's doing one, you know? But, as clinic owners, actually as members, that's not the case.

[00:35:41] Jodie Rushin: You know, we've all been there. It's gone from you going through it yourself and all the other coaches, to be able to empower us as members. Yeah. It's a leap of faith at the end of the day, I think, that you're only gonna, if you want that tailored, well like we, what like we give to our patients, if we're giving that tailored one to one care to our patients, then why aren't we giving it to our business?

[00:36:02] Jodie Rushin: That's how I look at it. But why aren't you tailoring the one to one plan into your business, which would be you guys in front of the camera. 

[00:36:10] Katie Bell: Amazing, amazing advice. Jodie, you're now buzzing off to do a million other things as you do because you're such a busy lady. Thank you so much for being here.

[00:36:20] Katie Bell: Thank you so much for inspiring all of our listeners. And I hope that just one person, as a result of today, takes that step forward.

[00:36:29] Thanks so much for listening to this show. Remember content consumption does not make changes, so commit to doing something from today's episode. Maybe it's taking action on what we talked about. Well, maybe it's reaching out to me and learning more about our transformational coaching programs. Or if you have not yet, join our free Treat Your Business Facebook group, a free access to over 30 business masterclasses.

[00:36:53] All of that is over at thrive businesscoaching. com or linked in the show notes. And the last favor I will ask, because social proof is endlessly important, is to leave a rating or review. I would love to know what you think of the show, how the show has been helpful for you. And I can't wait to chat with you.

[00:37:10] This is just the start of our conversation. Reach out so we can keep it going. Talk soon!

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