In this episode, Meghan and Braden are wrapping up their two-part series about selling from webinars! Last week, they covered the age-old question of, “What should I say?” and in this episode, they’re taking you to the tech side!

Even if you’re tech-phobic and are nervous to take the first steps regarding what to buy or leverage, Braden has got you covered in this episode! He takes you through all of the basics on where to host your webinar, what you need to run your webinar, how to bring people to your webinar, what tech you should and shouldn’t skimp on, and all of the other key pieces you need to consider having in place prior to hitting “live” on your first webinar. Be sure to get out your pen and paper for this one!

Key Takeaways:

[:10] About part 2 of Meghan and Braden’s series, ‘Selling From a Webinar!’

[1:53] Welcome back to the Virtual Practice Podcast!

[2:20] What platform should you select to host your webinar?

[6:09] What will want to have in place if you’re running a Zoom webinar so that your leads can easily follow up or make a purchase.

[7:07] Steps you should take if your sales pitch is going toward booking people in for a discovery call.

[8:44] Why these few steps are all you really need on the tech side to get started!

[9:17] How to get people into your webinar.

[10:10] Which presentation software you should consider.

[10:42] What you should do if you really want to up your game with a better microphone and better lighting!

[13:46] Braden and Meghan’s additional tips for having a professional-looking camera shot.

[14:54] Is it possible to get started with your first webinar for less than $500?

[15:39] Braden’s top three tech takeaways for your webinar.

[17:05] Meghan’s biggest tip.

[17:32] About next week’s episode!

[17:47] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

[18:00] If you are looking for a place to see patients and you don’t want the hassle of contracts, rent splits, or commitment, head on over to HealthHives.com to create your free account!

Mentioned in This Episode:

ZoomWebinarJam

Demio

Stripe

ThriveCart

PatientBase

ClickFunnels

WordPress

Jane

Practice Better

Calendly

ActiveCampaign

Keynote

Powerpoint

Canva

Audio-Technica AT2020 (XLR)

Audio-Technica AT2020 (USB)

10” Ringlight

18” Ringlight

Diffuser for 7-11” Ringlight

Diffuser for 18” Ringlight

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Today Meghan and Braden are starting a two-part series all about webinars. Especially in the health and wellness realm, webinars remain at the top of Meghan and Braden’s list for the tools that you can use to grow your practice.

In this first part of the two-part series, they’re answering the popular and age-old question: “What should I say?”

They explain how to get the outcomes that you’re looking for, the six distinct phases of a webinar, how to make a sale at the end of your webinar, and how to begin planning out the strategy and roadmap for your first webinar. Whether you've written off the effectiveness of webinars in the past or have felt unconfident to publicly speak, now’s the time to take a second look and consider what they really could do for you and your practice.

Key Takeaways:

[:10] On a scale of 1‒10, how much do you love webinars?

[1:44] Welcome back to the Virtual Practice Podcast!

[2:15] About today’s episode: “Selling from a Webinar Part 1.” 

[2:25] Meghan compares the differences between a webinar and speaking at a live event.

[4:00] Common challenges with creating a webinar and the basics that you need with getting started with crafting a webinar.

[6:04] How to hook people right away with your webinar.

[7:30] How you can deconstruct their previous beliefs or preconceived notions.

[9:05] How to build out the teaching phase of your webinar.

[9:53] What the reconstruction phase of your webinar should look like.

[10:26] How long each of these phases of your webinar should last.

[11:08] How to close your webinar and sell your offer.

[16:04] What you should think about, regarding selling effectively with your webinar.

[16:52] Are there other strategies that work just as well as a webinar?

[18:08] Why you should still do webinars even if you’re a “bad public speaker.”

[19:20] Meghan’s key takeaways on webinars.

[21:48] About next week’s episode, “Selling From a Webinar Part 2.”

[21:55] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

[22:15] If you are looking for a place to see patients and you don’t want the hassle of contracts, rent splits, or commitment, head on over to HealthHives.com to create your free account!

Mentioned in This Episode:

Signature Talk Roadmap

Clinician Business Labs

IMPACT LIVEs Event — Nov. 18th‒21st, 2021

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

In addition to the regular one-to-one care that you have always provided as a practitioner, you can and should have an offer that is akin to “business class” on a flight. These are called high-ticket offers.

High ticket offers are often the least leveraged element of a person’s business. As a practitioner, you only have so much time that you can share with your patients. If you stretch yourself thin by offering one-to-one care to every single one of your patients, you’ll burn out fast. It’s important to have a high-ticket offer for those patients who are looking for more specialized care.

In this episode, Meghan takes the hot seat as she answers Braden’s questions on what a high ticket offer is, the kind of person or situation in which it might be of interest, why it is important to consider offering a high ticket option for your patients (especially in today’s world), and key takeaways to keep in mind when you’re considering offering a high ticket option.

Key Takeaways:

[:09] Do you travel business or economy?

[2:40] Today’s topic.

[2:50] Welcome back to the Virtual Practice Podcast!

[3:17] About today’s episode.

[3:36] What is a high-ticket offer?

[8:14] Why is it important to consider offering a high-ticket option for your patients?

[10:44] How marketing is different for your high-ticket offer and what you can do to position it most effectively in front of the right eyes.

[15:33] Meghan offers her final pieces of advice for balancing your high-ticket offer with your traditional offer.

[17:30] Key takeaways to keep in mind if you’re considering offering a high-ticket option.

[19:21] What to look forward to in the next few episodes!

[19:32] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

[19:49] If you are looking for a place to see patients and you don’t want the hassle of contracts, rent splits, or commitment, head on over to HealthHives.com to create your free account!

Mentioned in This Episode:

Virtual Practice Podcast Ep. 8: “The Downfall with 1:1 Practice… and What to Do About It”

Clinician Business Labs

IMPACT LIVEs Event — Nov. 18th‒21st, 2021

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

In this episode, Meghan and Braden are joined by an incredible guest — Mike Kim! Mike is a business coach, marketing strategist, speaker, and author who specializes in personal branding, product launch strategies, and copywriting. His company, Mike Kim Enterprises, helps entrepreneurs market and monetize their coaching and speaking businesses using practical and actionable frameworks. He has served some of today’s most influential thought leaders, including John Maxwell, Dr. Amen, and Donald Miller of StoryBrand. His podcast, The Brand You Podcast, has recently reached a milestone of 300 episodes (which few only dream of!) And his newest book, You Are the Brand, is already a USA Today and Wallstreet Journal bestseller!

Together, Meghan, Braden, and Mike discuss the concept of “sticky stories” and how you can leverage them to sell your personal brand. Mike holds the strong belief that marketing isn’t about closing a sale; it’s about opening a relationship. And in this conversation, he lays out exactly what clinicians and business owners need to know to build out who they are as a brand, how to build something worth talking about, and how to share that with the world.

Key Takeaways:

[:13] What is your signature story?

[1:00] Braden shares one of his personal brand stories.

[2:55] About today’s guest, Mike Kim, who will be a guest speaker at the upcoming event, IMPACT LIVEs!

[3:25] Welcome back to the Virtual Practice Podcast!

[3:45] Braden introduces Mike Kim.

[4:37] Braden welcomes Mike to the podcast!

[5:32] What does “you as the brand” really mean? Is there a line between “you” and “your brand”?

[7:08] Mike explains the three types of “sticky stories” you need to be aware of as a brand and why they’re important.

[9:55] Why it is so important to have a story as a clinician.

[11:40] The big questions you should be asking yourself to discover your own sticky stories.

[14:41] Now that we’ve moved into a virtual world, has how we tell these stories changed? Are there new rules for communicating with our customers/potential customers?

[18:09] Braden reflects on the first IMPACT LIVEs Event that he went to and first met Meghan Walker.

[18:57] Mike shares three key takeaways on branding for heart-centric entrepreneurs.

[22:37] Meghan thanks Mike for joining the podcast and shares her excitement for the upcoming IMPACT LIVEs Event!

[23:20] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

Mentioned in This Episode:

Mike Kim

IMPACT LIVEs Event — Nov. 18th‒21st, 2021

John Maxwell

Dr. Amen

StoryBrand (Donald Miller)

The Brand You Podcast with Mike Kim

You Are The Brand: The 8-Step Blueprint to Showcase Your Unique Expertise and Build a Highly Profitable, Personally Fulfilling Business, by Mike Kim

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“Your personal brand is an identity made up of a combination of your ideas, your expertise, your reputation, and your personality. It’s all those four things.” — Mike Kim

“What ticks you off, what breaks your heart, and what’s the big problem you’re trying to solve? If you can just communicate [your answers to these] naturally … it really helps people build rapport with you.” — Mike Kim

“From a marketing standpoint, it’s so, so important that we tell these [sticky] stories.” — Mike Kim

“There are three reasons why people tune into content — any kind of content — education, inspiration, or entertainment. That’s it.” — Mike Kim

“Marketing isn’t about closing a sale; it’s about opening a relationship.” — Mike Kim

“The best communicators follow this rule: they never tell a story without making a point and they never make a point without telling a story.” — Mike Kim

In running a business, you’re going to have just as many awesome successes as you are going to have failures. Mistakes are simply a part of showing up and taking chances! But — that doesn’t mean we can’t learn from others’ mistakes so we don’t have to make them for ourselves!

In this episode, Meghan and Braden are bringing you their top five marketing mistakes that you might already be making with your marketing. Tune in to learn how you can avoid these top five marketing mistakes and take action today to improve your marketing strategy!

Key Takeaways:

[:09] Does Meghan have any marketing horror stories?

[1:51] Welcome back to the Virtual Practice Podcast!

[2:24] About today’s conversation on the top five marketing mistakes that you might be making!

[2:59] Are you marketing all of the time? This is what you need to consider.

[4:12] Mistake #1: Not knowing who your target audience is.

[5:28] Mistake #2: Busy-work marketing.

[7:20] Mistake #3: Not getting clear on your offer(s).

[9:16] Mistake #4: Not measuring your results.

[11:07] Mistake #5: Not showing up with confidence.

[13:47] The fastest way to develop people’s confidence in you and your product or service.

[14:50] Today’s episode’s top three takeaways.

[15:46] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“You’re always marketing, no matter where you are.” — Braden Urquhart

“You have to know who your target audience is. You’re not going to be everything to everyone. … Pick your target market.” — Meghan Walker

“If you can’t measure [your results], you don’t really know what’s working and what’s not.” — Braden Urquhart

“One of the fastest ways that people can actually develop confidence in you … is by showing up. … If you want to be that trusted authority … you’ve got to show up.” — Meghan Walker

“Know who [you help] and how you help.” — Meghan Walker

“Show up over and over again. … Show up for the people who are looking to you to be a leader.” — Meghan Walker

As practitioners, it is important to have a website. It is very difficult for your business to survive long term without a web presence. But — having a website is not black or white. There are some very important things you need to know about in order to take your presence online.

In this episode, Meghan and Braden are going to tell you everything that you need to know to bring your presence online, what you need vs. don’t need when you’re building out your first website, what you should include, the essential pieces for the long-term and short-term of your business, the one exception of why you shouldn’t have a website, and how to make build-it-yourself templates more professional.

Key Takeaways:

[:09] Do practitioners actually need a website for their business?

[1:08] What Meghan and Braden will be discussing today.

[1:25] Welcome back to the Virtual Practice Podcast!

[1:53] What should your website include?

[2:52] Why should you build a website? It will help you build credibility in your marketplace, attract customers through your search engine, and display your services.

[5:15] How do we get a high-quality website on the marketplace that has a low barrier to entry?

[7:55] Red flags to be aware of when you’re building your own pieces with your website.

[8:51] How to make a build-it-yourself template look more professional.

[9:32] Why having a website for your business is so essential in both the short-term and the long-term.

[10:55] The Virtual Practice Podcast’s focus for the next 12 episodes: “How to market your virtual practice.”

[11:31] The three main takeaways that listeners need to know when it comes to building your first website.

[12:55] As long as you have an offer, you need a website.

[13:34] What to look forward to in next week’s episode!

[14:05] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

Mentioned in This Episode:

PatientBase.io

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“Absolutely yes; You need a website. There aren’t many businesses that are going to survive long-term without an actual web presence.” — Braden Urquhart

“Your website is basically your online presence; your online storefront that basically allows people to go there anytime, learn about you, how to contact you, what your services are — and it doesn’t have to be crazy.” — Braden Urquhart

“If you’re not being found in search engines, you’re going to lose a lot of business. … If they can’t go ahead and Google you … you’re probably going to lose half of your traffic.” — Braden Urquhart

“If you’re not Googleable … you don’t exist.” — Meghan Walker

“If you’re putting up your website today, think about that one thing you want people to do, and then focus your website and your flow around that.” — Braden Urquhart

“Treat your website as an extension of your business.” — Braden Urquhart

List size — a topic that is often discussed in the entrepreneurial world. How big should a list be? How do you get leads? How do you build out irresistible lead magnets? How can you improve your lead generation?

A big regret that entrepreneurs have is not building out their email list sooner. Putting effort into this piece is key to running a successful business and earning the money you deserve for the incredible work that you are doing in this world.

So today, Meghan and Braden are taking a deep dive into lead generation. They’re going to give you the ins and outs of the technical side, what you need to know to direct your leads to your high-value offer, the top three pieces you can put in place today to build out your list, and why you literally need to stop everything that you are doing in your business so that you can begin creating some high-converting lead magnets.

Key Takeaways:

[:09] How big should our list size be?

[1:16] What is a good ratio for list size:revenue? Is there a benchmark or does it depend on the industry?

[2:22] Welcome back to the Virtual Practice Podcast!

[3:00] What Meghan and Braden will be discussing today.

[3:56] Braden breaks down the basics of what lead magnets are and what we need to keep in mind on the tech side when it comes to lead generation.

[7:05] The key fundamentals of lead generation (that entrepreneurs often miss)!

[9:08] The best-performing lead magnets that Braden is currently seeing.

[10:37] What VSL is and how you can use it.

[11:03] How and why webinars accelerate the sales cycles.

[11:40] How long will it take to build your list?

[13:00] Three simple steps that you can deploy today to get your lead magnets and lead generation out into the ecosystem.

[14:30] Meghan’s call-to-action for all the entrepreneurs listening in today: Can you clear your schedule to begin building some lead magnets?

[15:27] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“Does your list generate revenue? If it doesn’t, it doesn’t matter what size it is because it isn’t doing anything for you.” — Braden Urquhart

“If you have 1,000 people on your list and not a single one bought over the last year in all the offers you sent them, it’s time to rethink your list-building strategy.” — Braden Urquhart

“Be really clear on your messaging, what your offer is … and then follow through on that.” — Braden Urquhart

“[If] you’re building a successful business or … looking to build an empire, it’s going to take time. It’s not going to be an overnight thing.” — Braden Urquhart

“What’s someone else offering that you have to pay for [that] you’re just giving away for free? That’s going to be an irresistible lead magnet.” — Braden Urquhart

“Align your lead generation with your high-value offer.” — Braden Urquhart

“Every once in a while, to move the needle on your business and your life, you have to hit pause on the thing that’s taking up the most amount of time.” — Meghan Walker

Lately, there’s an epidemic of absolutely exhausted, overworked, unwell practitioners who have only been shown one model of delivering care — the 1:1 practice model.

The main problem with this 1:1 model of care is that it’s massively resource-intensive — and not just financially, but emotionally. With how much work that practitioners put into delivering 1:1 care, it is nearly impossible for them to be effectively compensated.

In this episode, Meghan and Braden are debunking the false notions around 1:1 care being the only and most effective way of working with your patients, the three simple steps you can take as a practitioner today to move away from the 1:1 model of delivering care, and the other methods that are available to you outside of 1:1 care (and why you should really consider them)!

Key Takeaways:

[:08] What is Braden’s secret to balancing his time?

[2:25] Welcome back to the Virtual Practice Podcast!

[3:13] The big problem with the 1:1 model of care.

[4:42] The two false notions that trick us into believing that 1:1 care is an effective way (or the only way) to get patients better.

[5:54] Beyond 1:1 care, what other options are available to practitioners?

[7:35] The quadrants of care and the quadrants of readiness.

[13:08] Meghan’s recommended first steps to take to direct (or redirect) patients to an option outside of 1:1 care.

[15:23] The top three simple steps you can take today to move away from the 1:1 model of care.

[16:58] Where to learn more from other practitioners who have already gone through this process.

[17:30] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

Mentioned in This Episode:

Clinician Business Labs

Clinician Business Labs Facebook Group

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“The problem with [this 1:1 model of care] … is, one, it’s massively resource-intensive. … The second problem with it … is that the notion of 1:1 as an effective way to get patients better is based on two assumptions … the first [being] that ‘everybody wants it.’” — Meghan Walker

“These assumptions [around 1:1 care] are now coming at the expensive of the health — financially and otherwise — of practitioners” — Meghan Walker

“Get really clear on who you’re treating. … More and more as your practice moves into the online space … you really want to carve out your niche and know who you’re treating.” — Meghan Walker

“Spend your time delivering strategy; not teaching.” — Meghan Walker

“Create a quarter-by-quarter plan of execution. … [Know that] as you start to create these new elements to your practice, it doesn’t have to be an overnight thing.” — Meghan Walker

Today, Meghan and Braden are giving you the lowdown on what you need to know about “high-converting” websites!

There are some really simple things that you can do to immediately see improvement in the conversion rates of your website. Beyond just the basics of having a site that tells users who you are and what you do, Meghan and Braden are sharing the steps that you can take to really drive customers forward in taking action on your site. Tune in to learn how to truly leverage your website so that it is working on your behalf to move even more people towards you so that you can help them along their journeys!

Key Takeaways:

[:10] What website builder is better? Wix or Squarespace?

[1:51] Welcome to the Virtual Practice Podcast!

[2:43] Exploring the notion of “high-converting” websites.

[3:20] What is a high-converting website?

[4:32] What is “conversion” when it comes to websites?

[5:07] Why a call-to-action is vitally important for your website to have.

[5:53] Why you should have one call-to-action, not several.

[6:19] The difference between your website and a landing page, and when to use one versus the other.

[7:01] How do we make our website high-converting? What should we keep top of mind?

[8:15] What the user experience should look like on your website.

[11:05] The mistakes that Braden sees individuals commonly make when it comes to their website.

[12:21] How to know if your website is too slow… and when you should consider using pop-ups.

[13:49] What can help improve the speed of your site?

[14:55] Why your best choice is to hire someone to work on your website.

[15:45] Why you should check out PatientBase.io!

[16:08] Three simple steps you can take today to increase conversion on your site.

[18:36] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

[18:54] If you’re looking to understand more about taking your practice virtual, sign up to HealthHives.com today!

Mentioned in This Episode:

Wix

Squarespace

PatientBase.io

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“We need to have a website which says who we are and what we do. But that, in and of itself, is not really helpful if we’re not driving customers to take a next action.” — Meghan Walker

“A good high-converting website has … clean design, great user experience — but the number one thing is that it has a clear path to conversion that … the customer can follow from one step to the other. ” — Braden Urquhart

“You need to be clear on your messaging. … You also want to take away the noise.” — Braden Urquhart

“The moment [a person enters your website], you just need to be clear on what you offer and who you serve.” — Braden Urquhart

“Create that great user experience and set the expectations. … You want to make sure those expectations are clear from the moment they are thinking about booking to even after they book.” — Braden Urquhart

“At the end of the day, our website has to be working on our behalf. It’s another tool we put out into the world to help leverage our message … our time, and move more people towards us so we can help them.” — Meghan Walker

Today, we have our very first guest joining us on the podcast — Chana Ross! Chana is a pelvic health physiotherapist, clinic owner, business coach, mother of four, and a pioneer of the virtual practice space! Her program, Virtual Practice in a Box, helps manual practitioners take their practice to the next level. She helps her clients achieve success in a hybrid model where they never thought possible. With the change in times, she has helped practitioners restructure, repurpose, and reorganize their business model and life to make more income, create more freedom, and enjoy what they love doing.

In this conversation, Chana shares her advice with practitioners on how to take your in-person model of care to a virtual (or hybrid) model of care. She shares the three core pieces that you need to consider as you move into a virtual care model, the observations she has noticed in her patients that she sees in-person vs. virtually, and her tips on how to shake your fears and take the plunge into the virtual space!

Key Takeaways:

[:11] What do grocery shopping online and virtual practice have in common?

[3:16] Welcome to the Virtual Practice Podcast!

[3:39] About the Virtual Practice Podcast’s very first guest!

[4:27] Braden and Meghan welcome Chana Ross to the podcast!

[4:49] Can manual practitioners really go virtual?

[5:29] Chana shares her own online grocery store ordering mishaps.

[6:49] About Chana’s work as a pelvic health physiotherapist and a clinic owner, and how she was able to take her practice virtually amid the pandemic.

[11:17] How does Chana measure things objectively in her business? How does she leverage her strategic knowledge to know if patients are getting better without physically seeing them?

[14:30] In a hybrid model, does Chana observe that patients require fewer visits to achieve the outcome they’re looking for?

[16:14] Chana compares the outcomes she sees in virtual care vs. in-person care.

[18:43] What does Chana say to those practitioners who believe they cannot shift to a virtual or hybrid care model?

[22:08] Chana’s three core takeaways for those moving into or considering a virtual care model.

[24:41] About Chana’s current offerings for practitioners.

[25:58] Regardless of your background or credentials, if you want to build a practice or business that creates impact and health for others, Meghan and Braden are your team!

Mentioned in This Episode:

Chana Ross’s Website

Chana Ross’s Instagram

For More on the Virtual Practice Podcast:

Visit HealthHives.com/Podcast and join us on Facebook and Instagram @HealthHivesCo.

For future episodes, visit HealthHives.com/Podcast!

Tweetables:

“100%. Manual practitioners can go virtual.” — Chana Ross

“Up until this point, we truly believed that our hands … were the golden ticket to getting people better. … And what virtual care has shown us is … that is the case but there are also all these other elements that we have not given … [enough] importance to.” — Chana Ross

“Where people really get stuck is when I say, ‘Virtual care works,’ what they hear is, ‘Manual care doesn’t.’” — Chana Ross

“Ask [your patients], ‘What is it about the time we spend together that you feel is helping you feel?’ … Start asking the people whose opinions actually count [with regards to] what it is about you that is of value.” — Chana Ross

“When we’re really, really good at something … you just want to do the thing you’re good at. And … a different way of treatment is going to be uncomfortable. You’re only going to get good at it by doing it and … learning more about it. … [So] just get started.” — Chana Ross