One of the reasons I started the Institute of Restorative Health is because I saw so many of my nutrition colleagues struggling to make it in this field. They either didn’t have clients or couldn’t keep them. They weren’t getting results so the client moved on and they certainly weren’t getting referrals from them. I know firsthand how this can rock your confidence to the core.
In my early years in private practice, I definitely had my share of epic failures – those clients where I knew I was missing something, or I just didn’t know how to connect with them. There’s nothing more frustrating than wanting to help a client and feeling ill-equipped. For me, this presented as one of the greatest challenges of my life. Could I, as an unlicensed nutrition practitioner, be the kind of skilled clinician that could create lasting, meaningful change in my clients’ lives? What would it take to crack really difficult, complex cases? And how could I develop meaningful, trusting, and long-lasting relationships with them?
What I’ve uncovered over the last 20 years has taught me how to thrive in my practice, rather than simply survive. And honestly, there’s nothing extraordinary about me other than the fact that I’m tenacious, determined, and work hard. Let me share with you what I’ve learned.
Where’s the Money?
Like most of us, I entered the healing arts as the result of my own healing journey and because I wanted to be a change agent for a healthier world. But I soon realized I wasn’t actually making a living wage and was reliant upon my husband’s income to pay the bills. And while every new business can expect low earnings in the first year or two, my practice limped along for more like 5 years. It wasn’t until I started getting exceptional results with clients and my calendar began to fill that the money began to flow.
And I’ve seen this same pattern with hundreds of IRH practitioners. Once they acquire the necessary skills, their practice fills up and they can charge more for their services. Skills = Results. Results = Referrals. Referrals = $$. It’s really that simple.
Relationships
The practitioner-client relationship is unique. We’ve all seen examples of bad ones – the doctors who spend only five minutes with a patient. The ones who get in way over their head with a client and have no idea what to do. Or the ones who bend over backwards trying to be their client’s best friend but really don’t know how to help them. The question is, how do we develop a deep level of trust and loyalty with our clients – the kind of relationship where they see you as a life-long resource? The kind of long-term relationship where you are the first person that comes to mind whenever their kids, spouses, or friends have a health issue?
There are several essential techniques for establishing this type of relationship:
- Deep listening. You are likely the only person with whom your client has been able to tell their whole story. Being the one who cares enough to actively hear a client’s history and story allows them to feel heard and opens them up to the possibility that you might just be the one they’ve been looking for.
- Connect the dots. This requires advanced skills and a deep knowledge of how the body works. Helping a client understand how all their issues are connected is profoundly powerful.
- Use objective data. The ability to utilize objective testing, understanding proper interpretation, and knowing how to bring the body back into balance helps to identify root cause issues and prioritize the healing process.
- Know the client’s big WHY. Uncovering your client’s big motivation helps keep them engaged in the hard work you ask of them dietarily, with supplements, and making difficult lifestyle changes. We ask a lot of clients and knowing their WHY keeps them in the game.
- Lose the veneer of perfection. We all want to be perceived as professional and accomplished. Unfortunately, this can create a veil that separates us from our clients. It makes it difficult for them to relate to us or think they could ever live up to our expectations. What if we instead try to embrace our imperfection? And share not only our wins but also our struggles? We’ve all had a unique health journey that led to where we are now. When clients see that you’ve struggled and overcome, it makes you more human, more understanding, and yes – even inspirational.
Join a tribe
Who you hang out with matters. Those people affect your thinking, your willingness to take risks, and even your ultimate success. Associating with winners or losers will essentially determine which you become. In order to thrive, finding a tribe of winners is essential. Here are a few ways to do that:
- Find a mentor – someone successful and whose traits you admire. How might you authentically incorporate their winning strategies into your own life?
- Join a group – this might be a local business group or a Mastermind. Finding a group of high-achieving professionals will help you up-level your business and reach your goals faster.
- Get an accountability partner – there’s really no better way to truly accomplish your goals and achieve your dreams than by telling someone about them and being held accountable. Weekly check-ins will help you get the work done, step by step. It will also allow you to provide this same invaluable support to someone else.
The work of a functional nutrition practitioner is one of the most gratifying jobs in the world once you have the right skills, relationships, and tribe. If you’re looking to up your game, the Institute of Restorative Health is offering its hallmark course Mastering the Art and Science of Gastrointestinal Healing, starting April 13, 2020. Click here for more information.
We will also be speaking at the Nutritional Therapy Association’s annual conference in Portland, OR this weekend. We hope to see you there!
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FAQ
These frequently asked questions expand on the key practice-building concepts discussed in this article and provide additional context for practitioners seeking long-term clinical and professional success.
Who is this article intended for?
This article is written for nutrition and functional health practitioners who want to build a thriving clinical practice. It focuses on developing stronger clinical skills, deeper client relationships, and a supportive professional network to improve both client outcomes and practice success.
What is the difference between surviving and thriving in a nutrition practice?
Thriving means consistently achieving strong client results, building lasting client relationships, and creating a sustainable practice. According to the article, thriving comes from developing the right skills, earning referrals, and surrounding yourself with supportive professional relationships.
What is the biggest factor that helps a nutrition practice grow?
The article identifies clinical skill development as the primary driver of practice growth. Better skills lead to better client outcomes, which generate referrals and allow practitioners to build a full, sustainable practice.
Why do better clinical skills lead to more client referrals?
Better clinical skills help practitioners achieve stronger client results. When clients experience meaningful improvements, they are more likely to remain engaged and recommend the practitioner to others, creating a natural referral cycle.
How can practitioners build stronger long-term relationships with clients?
Strong practitioner-client relationships are built through trust, communication, and effective clinical care. The article highlights several key approaches:
- Practice deep listening so clients feel heard.
- Help clients connect seemingly unrelated health concerns.
- Use objective testing and thoughtful interpretation.
- Understand each client’s personal motivation for change.
- Share appropriate personal experiences to create authentic connection.
Why is deep listening important during client consultations?
Deep listening allows clients to fully share their health history and feel genuinely heard. According to the article, this creates trust and increases the likelihood that clients will view the practitioner as someone who understands their unique situation.
Why is helping clients connect the dots so valuable?
Helping clients understand how multiple symptoms or health concerns relate to one another creates clarity and confidence. The article explains that this requires advanced knowledge of how the body works and can strengthen both client understanding and engagement.
How does objective testing support functional nutrition practice?
Objective testing helps practitioners identify root causes and prioritize the healing process. The article emphasizes that effective use of testing depends on proper interpretation and applying the findings to restore balance.
Why should practitioners understand a client’s “big WHY”?
Understanding a client’s primary motivation helps maintain engagement throughout care. The article explains that knowing why change matters to the client can improve commitment to dietary, supplement, and lifestyle recommendations.
How does authenticity improve practitioner-client relationships?
Authenticity helps clients relate to their practitioner and builds trust. The article encourages practitioners to share both successes and personal struggles when appropriate, making them more approachable and relatable.
Why is mentorship important for functional nutrition practitioners?
Mentorship provides guidance from someone with proven experience and success. According to the article, learning from accomplished practitioners can accelerate growth and help practitioners incorporate effective strategies into their own practice.
How can joining a professional community help practitioners succeed?
A strong professional community provides support, accountability, and opportunities for growth. The article recommends building a network through mentors, business groups or masterminds, and accountability partners to stay motivated and continue developing professionally.
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ABOUT THE AUTHOR
Margaret Floyd Barry, FNTP MRHP is owner and Executive Director of the Institute of Restorative Health. She’s a functional nutritionist, author, speaker, educator, and real food advocate. Through years of experience working with the most complex client cases, including reversing her own autoimmune condition, Margaret uses a powerful system for restoring health by addressing the root cause of illness.
Today, Margaret teaches fellow practitioners the same proven system she uses to get her clients life-changing results through the Institute of Restorative Health – a two-year comprehensive functional nutrition certification program for qualified health professionals. Margaret also runs Restorative Corporate Wellness, a team of Restorative Health Practitioners facilitating health transformations with corporate clients. She is the author of Eat Naked and its follow-up cookbook The Naked Foods Cookbook. She’s also the host of the Clinician’s Corner podcast, where she interviews some of the world’s top experts in the fields of functional health and nutrition.
