228: Why 'Just Enough' Is Costing You with Heather Hammell

In this episode of Business Your Way, Caryn Gillen sits down with Heather Hammell, host of The Fully Booked Therapist, to talk about what happens when service-based business owners stop pricing from the going rate (or industry standard) and start pricing from facts and data.

Heather coaches hands-on therapists (massage therapists, PTs, OTs, speech therapists, body workers) to build practices that pay them well and don't wreck their bodies. But the principles here apply to any coach, consultant, or small business owner who's been quietly overworking to make "just enough."

They get into:

• Why "just enough" is a vague, self-limiting measurement

• Building a schedule around when YOU actually work best
• Watching for dread, envy, and drag as signals that something in your business needs to change
• Why selling your service isn't slimy — and how to help clients see the real value of what you do
• How to take a sick day without your whole business falling apart
• Saying your rates and cancellation policy out loud as an act of integrity
• For clients: why you should be glad when your therapist charges more (and what that probably means)

If you love your massage therapist, chiropractor, or body worker, this is the episode to send them!

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Heather Hammell helps hands-on therapists, physical therapists, occupational therapists, massage therapists, and bodyworkers build private practices that actually pay them.

After 15 years running her own MFR practice, she started coaching other practitioners in 2020. Since then, her clients have collectively generated millions in revenue, set rates that reflect their skill, and built schedules that fit their bodies and their lives.
What she does:
- Foundations: 12-month group coaching to get fully booked
- Beyond 100K: 6-month programme for fully booked therapists scaling to extra profit
- The First Visit Blueprint: standalone training on rebooking after the first session
- The Fully Booked Therapist Podcast: weekly episodes on building a practice that pays
- Author of two books
Her method is built on five pillars: body-first capacity, rates as math, sales as a system, deep understanding of the client's problem, and capability over dependency.

If you're skilled, motivated, and still not booked, that's the gap she works in.

Learn more and connect with Heather at themfrcoach.com.

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To learn more about and connect with host Caryn Gillen, visit caryngillen.com.

Caryn is a Master Leadership and Business Coach who asks really great questions to help people clarify their next move, holding space for them as they do it.

Learn more about the ways to connect with Caryn here: caryngillen.com/links

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Tags: small business coaching, raising your rates, work life balance entrepreneur, service based business, the fully booked therapist, podcast for business owners, your business growth podcast