Why is it some people struggle for years in business and then others, in the same industry, seem to have meteoric success in just a very short time?
Today you get the rare opportunity to go behind the scenes in a transparent case study of one such business.
Kate Perkins is one of my VIP clients whose business was just 6 months old when we started working together. Kate is a cancer rehab occupational therapist and lymphedema therapist, specifically focus on women with breast cancer. She helps those who have been diagnosed with cancer and who are either undergoing treatment or recovering, to become stronger and regain their strength and vitality.
From Start Up To Booked Out and Expanding International FAST
When we met, Kate had worked hard to get her first few clients. In the 18 months since then, together we cracked the code to attract perfect clients and Kate’s business is now booked out, she has become a sought-after specialist and joint-venture partner with the leaders in her industry, she has opened her own clinic (instead of hiring a room in someone else’s clinic part time) and is about to launch her first international online program. All while being a mum to a pre-schooler and living a coastal surfing life!
Because I’ve been working closely with Kate, I’ve got to see what makes her unique. This rapid rise did not happen by chance.
You’ll see what it is about Kate that I would just like bottle up and gift to every single person that I know! We’re going to pull that apart and uncover things that everybody can model. Then we’ll look step-by-step at the exact strategies Kate used to get the fastest results with the least amount of effort.
In this episode we discuss:
- The time-line of Kate’s growth and the pivot point when this started to grow FAST
- How Kate narrowed her niche
- Starting small and thinking big
- Marketing to people who already have your customers
- The unique strategy Kate uses to get consistent referrals from specialists
- What to do when you get no clients for 7 months
- Systemise what is already working and ramp it up
- Good, Better , Best goals and how Kate 5x her Good goal in the first month
- Relationships and joint ventures
- What makes a joint venture work (and what are red flags that it won’t)
- An insight into the mind of a true achiever, and what you can model.
- Driven by vision (and a surfing story)
Plus a special podcast bonus for you today. A bonus worksheet for you to download “The Joint Venture Partnerships Prep Worksheet to attract the perfect clients without advertising”.
CONNECT WITH KATE
You can check out the brilliant free video training Kate has created to help women who have had breast cancer surgery start to regain strength and movement in their arms.
You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.
A Special Message From Janet
Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to and you chose to join me on Romance Your Tribe Radio.
I’m honoured and grateful for your support.
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Read The Transcript Here
Janet Beckers: Hello and welcome. Janet Beckers here and welcome to Romance Your Tribe Radio and I have got a very, very special guest for you today, Kate Perkins. Good day Kate!
Kate Perkins: Hi Janet. Thank you for having me. I’m very excited to be here.
Janet Beckers: Yeah, I am too. Look everybody, I want you to get your notepaper out however it is that you take notes with it’s pen and paper or on your computer, get ready because today we are going to be acting as a real kind of case study, but a real insight into what does it take to take your business from like one or two clients through to booked out, expanding like, you know, just fantastic to watch in an exceptionally short amount of time. So, and this is what Kate’s done. So we’re going to have a look at what’s happened in Kate’s business in just in what period of time. Kate, are we talking about here?
Kate Perkins: It’ll be two years in July, so not quite two years yet. Yeah, so not quite two years.
Janet Beckers: We’re going to see what it’s, you know, the exact steps and this rapid rise and, and then we’re going to look at, okay, how did that happen? Because it did not happen by chance. Now I’ve been working closely with Kate, so I’ve got to see what makes her unique. What is it about Kate that I would just like bottle up and gift to every single person that I know? You know, what is it about Kate that has meant that this has not been by chance? So we’re going to pull that apart about not just as we to look at the mindset things about what makes Kate unique and these are things that everybody can model. And then we’re actually going to look at the strategies, the strategies that Kate used to be able to get the fastest results with the least amount of effort.
I’m not saying no effort, but the least amount of effort, the most targeted way. So that’s what we’re going to look at today. So get ready to take notes because we’re going to be explaining all of this to you in a way that you can now apply it to your business. So, so first of all, Kate really, really quick intro, like who is it that you help? Like what is your business and who is it that you help?
Kate Perkins: So I am a cancer rehab occupational therapist and lymphedema therapists and my focus is on helping those who have been diagnosed with cancer and who are undergoing treatment or are recovering to help them become stronger and regain their strength and vitality. I guess to do what they love doing.
Janet Beckers: Yeah. Fantastic. And you know, the thing that is absolutely key here is you’re an occupational therapist and occupational therapists can cover such an incredibly wide, um, you know, ways that you can be working with people, but yours is very, very specific lymphedema.
So that’s when you get all, you know, swelling from your lymph nodes. So specifically lymphedema, even narrower, it’s for people with cancer to do with Rehab. And as we’ll be talking about soon for this very first part that’s been building your business, you’ve narrowed it even further for in Stage one of the growth of your business. It’s really helping a lot with women who’ve had breast cancer. So yes, I think that this is a really important thing for people to note that this, making these decisions, narrowing things down has been really core to why the strategies that we’re going to be discussing, why they’ve worked. If you had stayed broad of I’m an occupational therapist, um, or even I’m an occupational therapist who specializes in Lymphedema, it would’ve been harder, would have been harder for you to get. Yeah. Yeah. So that’s, that’s really point number one.
I want everybody to take, so think about your own business. How narrow are you going? Like what can you do that you can be even more specific to help a certain group of people? That’s just one thing I want you to ask yourself now Kate, let’s just have a look. Let’s do a little bit of a timeline to start with of the main phases in your business over this last two years. And then we’re going to pull those apart later and we’ll talk about at each step, how did that happen? So let’s do an overview of it first. So do you want to just tell us like right at the very beginning, um, maybe for the first few months, what, you know, what did your business look like?
Kate Perkins: Okay. So I had just finished the qualifications as a lymphedema therapist and it was literally through that course that I was thinking that lymphedema is quite broad. So it wasn’t until the end of that course where we discussed breast cancer related lymphedema and how that can prevent be prevented is when I, a light bulb went off and I’ve thought to myself, there is definitely a gap in services being provided where I am in particular. I’m in the central coast of new south wales. So it was in April, two years ago, literally straight up to that, that qualification that, um, I knew that’s where my focus was going to be. So in developing, those services for the early monitoring, process of for breast cancer led lymphedema. And basically that’s where it started. Excellent.
Janet Beckers: And so when you decided to start there, did you run your business from home? Did you run it? Were you working for somebody else? Where, how did you start out?
Kate Perkins: Uh, I literally started from scratch and I found the perfect space. So a shared space, um, with other health practitioners Yep. And literally started with zero patients. So I set up all the basics, I’m getting my provider number. Got the tools of the trade. So what’s called an LDX unit. It was a u 400, right at that point, um, which measures the levels of, uh, fluid within the tissue. So that was the piece of equipment that I needed, um, to have to do. You got a big outlay of equipment before you even got your first client. So you are really, taking a risk on yourself that this was going to work to get that first. Yes. Yeah, to get that. So when we met, you already had a few clients. So how did you get those first clients?
I did, education sessions with a gps and some specialists, but it wasn’t, straight away that I received referrals from specialists because I still had to do that. They didn’t catch on straight away. So I continually did educate. I shouldn’t around, breast cancer related lymphedema. How I could help their patients in particular. Yep. so at the start it was, um, general lymphedema, um, conditions that I was saying from GPs. So I would get the trickling, um, from one GP and then I would get back out there and do more education sessions with the GP in the area, to get their referrals.
Janet Beckers: Excellent. Now the thing that I really liked here, and this is, one of the things that’s we talked about when you first started and came and worked with me was I love that you didn’t try to go out and just find the clients yourself. You identified straight away that you know, these people have already got to go and see doctors before, you know, in order to even know that they need some help. So they’re going to go and see doctors, they’re going to stay and see specialists. So that was really wise that instead of just trying to advertise to everybody is you went to the people who had your clients. So that’s a really sensible thing to do. But I think another thing that I really picked up that you’ve done there, Kate, is you don’t, it doesn’t work immediately. It’s a bit of a long game because first of all, you know, they’ve got to remember, you know, they’ve got to be educated. So you’re going to get into, you know, run a session to let them know what you can do. You’ve got to wait for them to get the right client. You’ve got to wait for them to remember that, oh yeah, there is Kate that can do it and then they come to you. So a lot of people will give up if they didn’t get a referral from the first, one that they did. So I think that that is a really important thing for people to note here is you didn’t give up when you didn’t get results immediately. Um, so can you, can you remember back then how long it took for you to get that first? Yeah. Think about it.
Kate Perkins: The first client or the first referral from one of the specialists?
Janet Beckers: Oh, whichever one was the most significant for you.
Kate Perkins: Look, I think it was the most significant.First of all was my first patient. Yeah. And that was a referral from, a physio where I was sharing the rooms. And, uh, it was probably a couple of weeks. It was a couple of weeks. And, I very vividly remember that, um, that very first appointment I was actually quite nervous. Um, I was very, uh, well I’m always thorough. But yeah, I can remember back then it was very special and I still have that, particular client with me.
Janet Beckers: That is fantastic. You know, it’s funny like, okay, I still remember my very, very first client that I had through wonderful web women and I spent $37 with me. And honestly you would have thought it was 37,000 like that. first person we had, we would, there was dancing. There was partying. I was so nervous. Are they going to like us? I so get it. So yeah, that first one is so important. So there’s an important thing that you, obviously you had your outlays that you had from your equipment that you put yet it’s not cheap. You also had, you know, you were paying rent, you were had your had premises that you had revised, all of those other ones. That’s a big risk to type to anybody that always comes in business. So, and that was weeks before you even got the very first clients. So again, this is another lesson. It’s trusting that they’re going to come, you know, trusting that you put things in place and you’re not just waiting, you are actually communicating about what you do. Now let’s look at the next stage. Um, so what was the next stage thing that you think happened in your business?
Kate Perkins: I think instead of sitting there, um, and just waiting around and twiddling my thumbs in that time that I was, quiet, I was continually upgrading my qualifications. So I was continually, increasing my knowledge around, at that time, breast cancer rehabilitation, which involves scar tissue management, and the assistants involved and just I evolved as a practitioner in that time as well.
Janet Beckers: That is a really, really good point because as we will find out, you actually investing in your professional development in that specific niche has actually been an important thing when we get up to the, not to the stage that you’re at now, that you’ve got that credibility as well, not just for the clients but to the people who are going to refer you as well. So that’s a really good point is so you’re investing your time into the education of the GPs and the specialists. So getting them to know what you do and then also investing in yourself. So you’ve got, you’re aiming for excellence in what you do. That’s brilliant. So the next phase then that came in your business, so then you started getting a rapid growth in your clients. Would that be the next stage, do you think?
Kate Perkins: I would think that the flow of the patients, um, started most all around. Um, when I had my first referral from a breast surgeon. So with services that I provide around early monitoring for breast cancer related lymphedema, we need to get the patient in, prior to starting their breast cancer treatment to get a healthy baseline reading of in this case, healthy baseline of level of fluid within the tissue is, which is an L-Dex reading. So at that point it took… started in the April. It wasn’t until the November, November of the same year was the first specialist referral and after that it’s really started picking out, it started getting traction.
Janet Beckers: Right. So from the fourth months to the 11th month, yeah. So seven months before the strategy that you were using of the education to the specialist before you got the referral. Again, most people would have given up by then, so, but in the scheme of things when we’re going to see like it’s only been two years and it’s, you know, the growth has been huge, but up until then you were sharpening the sword. Basically. It’s that classic line. If you’ve got to chop down a tree, you know you’re going to spend, you know if you’ve got four hours to do it, you’ll spend three hours sharpening the axle. This story is the classic thing. So that’s what you were doing at that stage. That’s brilliant. ,Now those referral, I remember when we started working together and we were looking at I k what’s going to be the best thing for you to be focusing on to be able to get your business because we wanted to make it so that your head, you know you’re full customer books. Before we started doing anything online, I remember, this was one of the things is that we went, okay, well this is what’s working for you. This is what’s working really well is the referrals. What can we do to systemize this so that it doesn’t become ad hoc and that as you start getting busy that it doesn’t get dropped. And I remember that was one of the first things we did is worked out okay, how many phone calls are you going to make per week two, those two and how many appointments are you going to get?
How many presentations are you going to do so that we can systemize it and this, there are so many other things that you could have focused on putting your, your effort to and any expenses to. But the big thing, he was, well, what’s already working? Let’s just double down on that rather than trying to spread yourself too thin. I can remember Kate, when we started with that. Can you remember when we said, okay, let’s do good, better, best goals for this? I think it was for them for the month. Was that, or I think for the month it was for month.
Kate Perkins: And so that was in the January, January of 2018 that we started, I started working with you and that’s when we set those goals also instead of good was having two patients per new, two new patients per month. And then, um, that I was for the best with that. And I think in that very first month I had, I knew 8 new patients. So yeah, we just the well the good bit and we got to the best,
Janet Beckers: actually I can remember it was 10. Yes, it was 10, 10. Because I can still remember going wow. Because when we set those two, four, eight, you know, the eight is meant to be like the real stretch. But yeah, because, and then this is, this all comes down to Kate here because we worked out, all right, let’s do a double down on this strategy, the strategy that is working. And then this is one of the things that I really want people to notice is we’ll talk about the good, better, best in a moment and how that works really well. But once we identified what pain had to do, there was some cut. There was this pushing yourself out of your comfort zone in there because it’s making, you know, you’re making phone calls, getting appointments, getting knock backs. That’s a lot of people. I’ve given a very, you know, let’s do a similar strategy, not the same strategy that you’ve done, but it’s going to have to be, you know, pushing yourself out of your comfort sign and contacting people. They won’t do it, whereas you just went, right. That’s what I’ve got to do, I’m doing it and look how it paid off. Like just your focus and discipline and you know what? This is out of it. You know, it makes me feel uncomfortable, but I’m just gonna do it. And that’s the result you get. So it sounds
Kate Perkins: Like it’s enough really. Funny because what I’ve come to realize that actually no one else was doing that and um, I couldn’t understand why no one else was doing that. Right.
Janet Beckers: It’s funny you say this quite a bit. I don’t get it. I don’t get why people don’t. And that is the mentality that you want to have. This whole, I think idea of most, a lot of people will go, oh, I haven’t made those phone calls or I haven’t sent those emails, or I didn’t send that letter because of x, x, x, x, x excuse. Because really, it pushes people out of your comfort zone. But you, I’ll find that Kate says, this is quite a lot. I don’t get it. Why don’t people do it? It’s because you’re not going to second guess, bottle that beer, Kate because that simple attitude of honor. Get it while people don’t do it because I’m doing it without thinking about it. I’m not with that. Well, without questioning it is the thing that gets the results. It’s not rocket science. It is that incredible. Yeah. Let’s just do it. So and it’s probably something that you take for granted, Kate, when you go, I don’t get it. Why people don’t do it. Other people from the outside will look at it and go, I can’t believe how focused and disciplined and brave she’s been. And for people who are listening, which one do you want to be really? Which one do you want to be the one that’s looking at other people going? How brave is she and the all the other side going, I don’t get it. Why aren’t you doing it? So, so that that kept on progressing didn’t it? You know, you just kept on doing it.
Kate Perkins: Yeah. I still do it.
Janet Beckers: That’s the nice part. Now, now you’re busy cause that’s, so if we’ve sort of kind of condensed, because for me that this next phase has been every single weight Kate turning up to our group calls going, oh I’ve just had the best week yet. I’ve just had the best week yet. I’ve just had the best month yet because you just kept on working that simple plan, that one strategy that worked and you focused on doing it exceptionally well. Now I think at this point it’s probably good for us to now talk a little bit about joint ventures cause we have, you know, I was going to do the summary and then we’ll go into the strategies, but let’s cover it here because I think it’s going to help people to see why the next phase is happening. So you talked about, you know, the first referral from a specialist took seven months of you doing this strategy, not as um, you know, totally doubling down on it. But doing that strategy. Now this is the thing is once you get one, then it’s, it can start to snowball if you do things right or it can just stop if you, if you don’t kind of realize what it is that you were doing. Well. So let’s talk a little bit about, you say you got that first referral. What happened then? Like how did the referrals keep on coming? Was it coming from you getting the new people that you were doing the education with? Was it more referrals from the one person? Was it, you know, them telling their mates, you know, when they get together in their, you know, surgeons Booze up, you know,
Kate Perkins: A bit of both really because when you have a look at the medical team that’s involved, there’s um, the surgeons, the oncologist, the radiation oncologist, um, and their GPs and breast care nurses. So I need to communicate with that whole team, to let them know what I’m doing and how I’m helping their patients recover. So it was a bit of both of the communication between the specialists themselves but also my communication individually with them. And so it widens that referral base.
Janet Beckers: Yeah. And I think this, this is an important thing here is you’ve mentioned the word communication quite a few times and this is something I think is, but some people just get totally wrong when it comes to communicating. And we’ll go into this joint venture referral type, relationship. I’ll dive into that a little bit more in the theory that I use around power imbalances in a moment. But where people go wrong a lot is they either go, oh, I okay, you know, I’m trying to build my business. So that it’s going to be as hands off and automated as possible. I get this a lot because people come to me looking for automation stuff. We haven’t even started, we didn’t even start talking about the automation stuff for nearly a year, you know, setting it up. A lot of times people will just try to go too hands off with the communication and they’ll try to automate as many stuff. So in that case they might’ve had some sort of follow up emails that went to the different surgeons or you know, they would have automated a lot of those sorts of things. They either do that or they go the other side and they go, oh, that was great that they got it. I’ll wait now for the next referral. So they’re, they’re inactive. They don’t follow up. And the thing that I’ve noticed particularly about UK is you’re actually having phone calls, you know, you’re ringing people up, your sending messages, you’re letting them know what you’re up to. You’re building relationships and you know what, they’re just humans, you know, even if these may be people who have got, from your point of view, may have a lot of power in the relationship because they’re the ones that with the clients, they’re the ones that are, you know, amazing at what they do. It can be incredibly intimidating to try to contact people like that. But they’re people, they’re humans. So, yes. So I’m curious about when it comes to you building those relationships, what is it that you have found? Is there something that you’ve found that’s been almost like a common thing? It’s something you’ve got in common with each of those people or why do you think they’ve, why do one patient at the time?
Kate Perkins: I’m just being myself and talking to them as if I’m talking to you, I’m actually, I’m very passionate about what I do. So it’s just giving them a call to let them know, hey, this is what I’m doing with your patients. They want to know, they, they would like to know that the patient is receiving gold standard of care. So it’s just right conversation. I know they’re busy and I realize that they’re happy to talk as well. So it’s just being myself.
Janet Beckers: Yeah. And you know what that is when it comes down to because I mean my business, wonderful web women started and built all on joint venture partners will on the all on relationships. I didn’t have any money to spend on advertising and stuff. So there was, that was what I just did for years and years and years. And so one thing that I recognize right from the beginning, and it was just per chance and it’s something I’ve recognized that has been core to the success that you’ve done, is if you are really, really passionate about what it is that you do, then people who are already well established that may seem to have a lot more credibility and power in influence, even though they will recognize, oh, you know, here’s a Newbie, here’s me established, they could be an imbalance here.
They recognize the passion, they recognize the passion and it’s not a passion for your personal success. It’s a passion for actually really helping the people that they’re passionate about in the same way. So I think that’s something that’s been really quite clear with the way that you’ve approached it. So when you’re saying just being yourself, absolutely you’re being yourself, but make sure for everybody that’s listening here, I want you to think about like what are you passionate about? What are you going to get off the fence and feel so strongly about that you’re not going to get splinters in your bump. Cause people who sit on the fence get splinters in their bump capers does not have splinters because you are passionate and specifically around the Rehab exercise part of this. So then you know, that’s what people are going to be recognizing. So that’s, that’s my challenge to everybody that’s listening. What is it that you are passionate about? Because if you’re going to be working through joint ventures, that is the thing that’s going to open the doors for you. That is the thing that’s going to make them listen to what you’ve got to do even if you’re just starting out. So I really take the time to work on that now. Okay, so now Kate, I think the other thing when it comes to joint ventures is a really important thing here. We mentioned at the beginning that you were continually investing in your own personal development specifically on this particular topic. And I also know that even while your business has been growing so fast, which means at the moment your work is doing like that, that’s time with you. So that your time at the moment that you selling, that’s changing as we’ll be sharing with people is, um, you still have been investing in your own professional development, not from a point of insecurity of ‘I’m not going to be taken seriously until I’ve got enough pieces of paper.’ The thing I’ve noticed about you is you keep on investing, but it’s because if I do this, I can help my client do that and I don’t have that knowledge yet. So did you want to share just a little bit about why you’ve done that, how you, how did you choose what you were going to invest your education in and what impact has that had in the, on the growth in your business?
Kate Perkins: Um, I think it’s just been a natural progression, where I could see, okay, for example minimizing the risk of developing breast cancer related lymphedema. Exercise is a big component of that. Reducing seeing or minimizing the adverse effects of someone going through chemotherapy? Exercise Rehab is a big component of that. So before I completed the pink and steel cancer rehab qualifications, I qualified to be able to facilitate a program called strength after breast cancer. And that has been, a huge benefit to that many of my patients. So, um, I’ve got that qualification to be able to facilitate that program. And it’s with that program that when I started doing the videos, making the videos for the sizes in that particular program. And then progressing beyond that is getting the qualifications specifically around being a cancer rehab occupational therapists, which extends just beyond breast cancer Rehab. Right. And widen that vision to include cancer rehabilitation.
Janet Beckers: Yeah. So I think the important thing here is for people who are listening here, I’m not saying that you’ve got to go out and get as many qualifications as you can. The important thing is what are, what’s perhaps knowledge or skills or even relationships that you need to get in order for your clients to get the best outcome. Now, this may or may not even be an official qualification. It may be used simply doing an online course that’s going to give you the specialty to know something else that you couldn’t do with your clients. That’s really, you know, that’s an important thing for getting clients outcome. And we’ll talk about the strength after breast care next. I think what we’ll be doing there. But the other thing that I’ve noticed there, Kay, is you started getting the attention of the people who were referring people to you because you were able to now provide services that nobody else is doing because nobody else had had your combination of the expertise that you’ve put together.
Kate Perkins: It’s just adding more tools for the toolbox. Yeah. Each thing that I was doing was um, well h you know, qualification was just being able to add that extra bit of service that’s going to help those patients. Yeah. You know, something even as simple as doing a lymph typing course. Another tool for the toolbox. Well, so if that’s a natural progression. So my business has definitely evolved naturally.
Janet Beckers: Yeah. And again, this is coming down to being very, very specific on who it is that you’re going to help and what your specialty is and aiming for real sort of excellence in a narrower area and to then be able to communicate what it is that you’re able to do to the people who’ve got influence. So let’s just move on a little tiny bit. I want to talk about the strength path to breast care and I’m just going to check out some room to make sure that we’re doing fine. Is now with a strength path to breast care. I want to talk about this in two points because one of the thing that people are going to be asking is because when you first started it was more like people were paying per session. And so that was one of the things that I’m really quite passionate about is if you’re going to get the best results with your clients over say, six sessions or having something else, well that’s better for the client and it’s better for you, for your business.
So you want to be able to package that together so that the clients, you’re not doing like every single session, you’re trying to get them to point for the next one, but also it’s what else can you get bundling in there that’s going to be your clients are going to get the best results. So if we talk about the strength after breast care, it’s coming to stages, hasn’t it? That first stage was putting together packages, you know, like an offer for people who are saying, well this is how much my strength after breast carek costs and this is what’s in it. These are for people who were, who was seeing you in your rooms. So did you want to just expand on that a little bit more about actually creating an offer and how does that make a difference to your business?
Kate Perkins: So originally, and this is just when we started I started working with you, Janet. My, I am was to video every exercise within that program to provide a library. So those patients who, have signed on for the program could access those videos. So when they finished with me, that can go home in the comfort of their own home and watch those videos in their own time. And so then, I had the light bulb moment that came on, but what you suggested would be a fantastic idea is let’s be able to put this create this online which I would never have thought of doing.
Janet Beckers: Right. And that’s where I go. Why didn’t you like that? You know, the classic like I get to actually talk like, like eight times.
Kate Perkins: That’s it. That’s it. And so, yeah, that’s evolved. And then your guidance behind…. Okay, well let’s create the free videos to draw people to the program. But the difference with the online program and the program within the practice is it’s packaged a little bit differently because those who are signing up online would only get to see me like this by a zoom meeting, they’re not actually, I’m having that one on one face to face in the clinic. So there is a bit of a difference.
Janet Beckers: Yeah. But the thing that, so this was one of the things that I’m, and this is what we might talk a little bit now cause this is the stage we’re at now. So you’ve built the business way you booked out. We’ll talk about in the very last minute about the exciting step that’s happening now and your big vision. But the next that we’ve built up that step, you’ve created this suite of videos in order to help your existing clients because we’ve created these bundles for them to get into the program now that, so it’s pretty well booked out. Like you know, the amount of free time that you have now is minimal. So then the thing is this, because Kate is so passionate about, you know what if just the women who are having breast surgery do these exercises and even better if they do them before they have the surgery, their life is going to be so different. Like it’s going to make a difference. I think Kate’s only here on the Central Coast and she can only help so many people because you run out of time basically. So it just makes absolute sense that if you’ve got a way to help more women then let’s go international. There is no need for you to only be limited to the Coast because she’s got this great resource and you’ve created it in a way that’s going to be safe for them, that they can be working in hand with their doctors with it as well. Like you’ve really taken into account, you know, their whole medical team, not just here’s something to buy. And this is the exciting part. So this is the stage we’re at right now is, I’m just really just in the last week or so is now Kate created this fantastic opt in. So where do people go to be able to get like three really good exercises now that they can be using, that’s going to help them with their recovery?
Kate Perkins: People can go to the home page solutions and it’s right there, smack bang in the middle. So click on the link and you can get three free videos to start off with. Just simple stretch a core exercise and, a weight component. And um, and then there’s the, the option there to, to purchase the whole suite. Yeah. And so the nice part here, so if you go to lymphaticsolutions.com.au and just put like http in front. Now if you go to there, so you can see what we’ve created for, for Kate is so people can actually get some help straight away. So, and that’s for free. That’s your opt in. And the nice part about the online program is, so it’s got all the videos, but it’s also got Kate doing the worksheets and here’s how you can, how you can be doing the exercises and here’s how you can get my personal health, which you know, we’ve got lots of big visions for what’s going to happen on the next stage there.
Janet Beckers: I’m sure we’ll do another podcast when we talk about that next stage. But, so when Kate and I were talking here beforehand about, you know, how do get now this message out to the world to as many women as possible because this can be helping anybody in any country. And that’s also unfortunately something that touches so many people. So we were thinking that one of the best things is, first of all, if this is, if you’ve got a friend who, um, or if it’s you, um, that is really going to benefit from this. If you’re in that situation now where your other is about to have breast surgery for cancer or you’ve just had it, this is going to help you. And the, and the program that Kate’s created is really caring and thorough. Um, But also as you may have gathered, um, you know, Kate, you work really, really well with joint ventures, with getting your message in front of the people who already have your target markets.
And so that’s one of the things that we were thinking that would be fantastic outcome from today. So some of those would be, um, so we were talking about you being a podcast guest is a great way. That would be fabulous. Yeah. So if you had kite somebody who was listening here and they have an audience of women or even medical people in your field. So either the, the people who need you or the people who work with them, if they already have an audience and if that’s what their podcast is for, what sorts of things would you talk about on that podcast?
Kate Perkins: Education around how the program would be able to help their particular audience. Education around the benefits of exercise, exercise-rehab and cancer rehabilitation. Yeah. cause it’s just so simple. I’ve seen the benefits from my patients have even studying before their treatment and I come out stronger after their treatments finished. So, I would love to get that message out there and you know, open people’s eyes to say that there is something available for them and to share that passion. And with joint ventures is, I think for me, if I’m talking passionately and there’s a, there’s a two way conversation, with the other person as in sharing the same passion. Do I know then that is the right connection?
Janet Beckers: Yeah. Yeah. And I think that’s an important thing. So both having that same passion there is the really important thing because the other side that comes with the flip side with joint ventures is when people really, when you do talk to them, you can tell if they really do have the customers interest really top of mind rather than, Oh, I can see your, you know, that you’re going places. I want to get on your coattails. It’s a very, very different approach. So that’s, you know, I, I just say that because I get that a lot and you’ve already had that happening as well. So that’s, you know, people who are really passionate about this same topic make a really fantastic person to be able to build those relationships with, to help each other.
Kate Perkins: So yeah, sorry, Janet going back home. The joint ventures. So most recently I’ve been in discussions with another GP who is equally as passionate about, um, providing education around lifestyle and rehabilitation for, the cancer patient population. And so it will be about creating a program together. That’s super exciting. So if anyone wants to talk about that sort of thing, absolutely. I’ll be more than happy to.
Janet Beckers: Yeah. that’s fantastic. And I think that’s the next stage that comes with joint ventures is it’s also well, what can we create from scratch? What can we cocreate something that’s not out there that for me to do it on my own is to, I don’t have the skills all the time to be able to do the whole thing, but if you’ve got somebody else that’s got those complimentary skills is to be exploring that possibility is really, really good. So I think we’ve come just about to the end, Kate. Let’s just talk very, very briefly about the next stage. What’s happening now in the growth of your business. Because this is a pretty exciting thing that’s kind of consuming your time at the moment, isn’t it?
Kate Perkins: It is. So, the most exciting thing that’s happening at the moment is the fit out of my new clinic. So I am moving literally right next door to where I’ve been practicing and sharing. I’ve been working out of room for the last two years pretty much. So I’m now creating my own space. That’s going to have a dedicated exercise Rehab space. So I’ve got two treatment rooms. So if anyone’s out there who would like to let me know. Bu the most exciting thing is to be able to have that warm, welcoming space and a dedicated exercise area. That’s what’s happening now. My brand is about to explode with getting all of this organized, but it’s going to be awesome.
Janet Beckers: And you know what the exciting part is? This is step one in this big vision to be able to create a purpose created, you know, collaboration of, of a place where people can come and they’re going to get everything they need for cancer rehab. I just think you’ve got this big vision and that’s been drawing you and it’s just so lovely to see every single step coming into place. So in just in a summary for people who have been listening, first of all, we’ve talked about the mindset of do you want to be one of those people that when you can see that there is a strategy, which is whatever’s been working for you, ask yourself what’s been the best results that you’ve got. Like it doesn’t have to be that it’s been, you know, forming relationships with you know, doing education of the people who can refer.
It might be that one of your things that you get the best results with is speaking to breakfast groups. It might be running webinars, it might be doing Facebook lives, whatever’s work best for you. Look at it. Where are your clients coming from? And double down build strategy around it and then be like, Kate, where you just bloody, we’ll do it. Go, I don’t, you know, and be one of those people that go, I don’t get why people don’t just do it. You want to be one of those rather than, Oh, I can’t believe that they did it. You know, they’re so brave. So, which that’s the mindset, which one are you going to be? It is going to be your passion and your vision that is really going to connect with the people of influence. It doesn’t that that is a real balancing between the diff to the, the powers of I’ve got influenced on a starter it is your passion and your, and you focusing on the client and that vision that is really going to make the difference.
And then just that, keep on going forward. You’re playing a long game, which may seem really long when you’re waiting seven months for your first referral from some education that you’ve been doing. But then you look down, you know, like not even two years later and it’s grown so fast. You’re about to go international and you’ve had to now, instead of renting a room, you’ve actually got your own place and you’re going to rent rooms out, you know? So two years doesn’t seem long or seven months may have seemed an eternity. So if you had the long game, you know, mentality, it ends up being a short game.
Kate Perkins: Can I say something that, it’s just popped into my head. I remember when I very first started and sharing rooms, there was a psychologist who was sharing a room next to me and he said, you know, it takes about two years for your business to really kick off. And I was thinking to myself back then, Wow, I’ve got a long way to go now I can understand what he was saying, you know, I think now it’s almost at that two year point. Um, it’s really kicking on, so probably right. Yeah, it’s exciting. Watch this space, this space folks. This is Kate’s just going to make a huge impact. I just know because he’s not going to stop because she can’t understand why you wouldn’t stop.
Janet Beckers: Yeah. So thank you. So not a lot. Yeah. Well actually we were just talking about that the other day. When was Kate’s so fun? And you know, you were just saying it’s got a life of its own and it is very much like, you know, you’re on this huge way, almost like a tsunami and you know, once it’s build its own momentum, all you got to do is to stand on that board. As long as you stay on that board, it’s just going to keep on taking you where you want to go. Just ride the wave. Yes. So and the way you get to ride that wave, is he doing just exactly what we’ve been talking about today. So thank you so much for your time Kate. Let’s just repeat where people can go to connect with you.
So that’s lymphaticsolutions.com.au is the best place it is.
Kate Perkins: Yeah. So if you put in https:\\lymphaticsolutions.com.au, that’s where all my contact details are and, opt in for the three free videos and anyone has any questions they can contact me on mobile.
Janet Beckers: Yeah, sure. We’ll just leave that there on the website so that people can contact that. The reason I’ve just gone there was because I know that Kate is going to get so busy that the mobile would be a luxury. So yeah, I’m always protecting Kate cause I know I can see this. You’re going to get flat out. So if you go to lymphaticsolutions.com.au, you’ll get all Kate’s contact in mobile if it’s still there. But at least now it’s going to, you’ll be going into your own place with, you know you’ve got the lovely Kate that’s going to be there, you know, answering those calls and helping people make a time.
Janet Beckers: Yeah. And um, and also you can come and you know, oh, everyone’s in social media. You’ll find Kate over there on, on Instagram and also Facebook,
Kate Perkins: Facebook and Instagram.
Janet Beckers: Yeah. That’s brilliant. Thank you so much for your time. It’s been such a pleasure to be part of this whole process. It’s been really, really exciting. And um, yeah, I’m really looking forward to just seeing these next steps. And I would of also one of the best things for everybody that’s listening here, the best thing that can be great feedback for Kate and Frai is, you know, just if you’re, wherever you watching this, whether you’re on the website, whether you’re over on social media, anywhere on Youtube, getting this in your email, wherever it is that you are listening to this or on iTunes or whatever, just leave a comment. Let us know. What were your bigger AHA’s like? What have you taken from today that you’re going to be able to use in your own business this week? That is fantastic feedback. So come and find us and just let us know. It would really, really help. Okay. Bye everybody.
Kate Perkins: Thank you Janet! It’s been a privilege. Thank you!