Get the most out of Consultations & Referrals
Anna O’Brien is an LPC in Pennsylvania who founded ConsultList after experiencing (and continuing to witness) the challenges that arose from inefficient and ineffective consultations and referrals.
In Anna’s words, “I have heard many therapists say that they feel consultations are a waste of time where they could be offering billable services. But… I think it's the complete opposite. A good consultation can save a lot of time (and money), and save the prospective client a lot of stress.”
Too often, low-quality (or the complete lack of) consultations can lead to client turnover in the first couple of sessions, creating a volatile case load with a low likelihood of generating word-of-mouth referrals from that client.
That’s why, for Anna, it’s all about identifying “the deal-breakers for clients first.”
A high-quality consultation doesn’t need to last for more than 10-15 minutes, and can be shortened by efficiently gathering the following information and using reflective listening to gauge the client’s non-negotiables versus their secondary preferences:
Time availability and flexibility
Insurance vs private pay
Personal budget and if they need sliding scale
Therapist attributes and lived experience
Cultural competency
Therapeutic approach
Some of Anna’s Pro-Tips when it comes to consultations and referrals:
Thank the prospective client for taking the time to talk with you. For many, the consultation call is a prospective client’s first big step towards seeking help.
Be concise. Address the “Deal-Breakers” and any pressing questions, but don’t overshare. Often, unnecessary information can draw optional preferences to the surface and misdirect client’s final impression of the call.
Trust the boomerang effect. By constantly building and maintaining a quality referral network - and identifying a good match during consultations when you know a prospective client isn’t a fit for you - it will come back around!
After covering logistics, ask the client to share more about their hopes for therapy, and what they’d like to achieve. Cross-referencing logistical responses with qualitative questions can help identify if there’s a fit.
BAMFAM. Book a Meeting, From a Meeting. If it’s a clear fit with the prospective client, go ahead and schedule your first appointment live instead of risking delays or something falling through the cracks.
Don’t be sterile or diagnostic during a consultation. These calls are conversational. Clients want to feel a hope that wellness is possible.
And, of course…join the thousands of therapists using the 20:1 time saving services offered by ConsultList for this process here.
