Creating Programs That Transform Patient Results with Joanna Sapir, EP 173

In this episode of the Thriving Practice Podcast, host Tracy Cherpeski interviews Joanna Sapir, a business strategist who specializes in helping wellness practitioners build thriving practices without burning out. Airing during Stress Awareness Month, this conversation explores Joanna's revolutionary approach of "stop selling sessions, start creating programs" that helps practitioners create more predictable business models while delivering better outcomes for clients. Drawing from her own burnout experience as a practice owner, Joanna shares practical strategies for designing effective programs and treatment plans that benefit both practitioners and their clients.

Key Highlights

• The Burnout Reality: How Joanna's emergency room visit within her first year of business became a wake-up call to reimagine how wellness practices can operate
• Paradigm Shift: The fundamental difference between selling individual sessions versus creating comprehensive healing journeys
• Business Benefits: How programs eliminate the financial impact of no-shows and create predictable, sustainable revenue
• Client Outcomes: Why structured programs lead to better compliance, deeper healing, and more satisfied clients
• Implementation Framework: Practical steps for designing programs that align with your modality and client needs
• Transition Strategies: How to introduce programs to existing clients without disrupting relationships
• Sales Process: Creating authentic enrollment conversations that align with healing values

Topics Covered

• The profound difference between "packages" (discounted sessions) and true treatment programs
• Front-end and back-end program structures for different practitioner types
• How programs provide essential "guardrails" that keep clients on track with their health goals
• Why selling sessions creates unpredictable income and client progress
• The iterative approach to refining your programs over time
• Creating systems that allow practitioners to "just show up and do their best work"
• How program-based practices can scale more effectively

Featured Examples

Joanna shares two detailed program models:

1. Physical Practitioner Model: A body worker's 6/9/12-week assessment-based treatment plans for pain relief and injury recovery
2. Therapeutic Practitioner Model: A nervous system specialist's six-month cohort-based program for disordered eating with group and individual components

Resources Mentioned

• Free Systems Guide: Three essential business systems for wellness practitioners:
  • Lead generation system
  • Lead capture system
  • Sales process system
• Last week's solo episode on physician wellness and burnout prevention
• Joanna's comprehensive business development programs for wellness practitioners

Episode Quotes

"Stop selling sessions and start creating programs and treatment plans." - Joanna Sapir

"When you have the systems and structures in place, you get to just show up and do your best work with the client." - Joanna Sapir

"If you don't have a business that's making money that's sustaining you sufficiently, you have an incredibly expensive hobby." - Tracy Cherpeski

"It's not necessarily about there being some people who are committed and some who aren't. It's actually about the boundaries you put in place, the guardrails that keep people in the lane." - Joanna Sapir

"You can have a beautifully authentic, meaningful, connected sales process that enrolls your patients or your clients in these programs... it's a win-win-win all around." - Joanna Sapir

Bio:

Joanna Sapir is a business strategist who helps wellness practitioners build thriving practices without burning out. Joanna specializes in helping practitioners move from the unpredictable cycle of selling individual sessions to creating comprehensive programs and treatment plans that provide better client outcomes while creating sustainable, predictable income. Her clients include acupuncturists, bodyworkers, movement specialists, and practitioners who combine multiple healing modalities.

Through her work, Joanna helps wellness professionals properly price and package their services, develop steady predictable income, clarify their unique vision and voice, and create systems that allow their businesses to run smoothly without constant hands-on management. Her ultimate goal is to help practitioners create the freedom and fulfillment that attracted them to healing work in the first place, while building businesses that truly support their desired lifestyle.

Based in Central Mexico (as of this recording), Joanna continues to expand her impact by helping practitioners worldwide transform their approach to business and client care.

Find Joanna:

Website

Link to free resource https://joannasapir.com/lp/systems/

LinkedIn

Facebook

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