Hey there, wellness entrepreneur!
Before we get to this week’s blog, I want to make sure you know about a two-hour live workshop I have coming up. It’s two hours to workshop with me for $15. Just a few blogs ago, I told you about the Five Steps To Create Six-Figure Regeneration Workshops and that can be your system that you refine and rinse and repeat to six-figure wellness business. In this two-hour workshop with me live, we are gonna workshop your workshop system. So yes, that’s right! It’s the Workshop To Workshop Your Workshop System. I get a kick out of saying that every single time but I’m super excited about it because I’ve taken a lot of clients through the system myself. I’ve used this system for years and it’s what has created two six-figure plus business and businesses for me.
And it can be your six-figure system to sell out your workshops so you can create your online six-figure wellness business. So when you come to this workshop live, if you have a workshop that you want to create but you’re struggling to get a topic that you feel is compelling and popular and people will really want and then creating a headline for that or you’re getting stuck in the messaging or you don’t know where to market it or what to say to get people to join, or maybe you’ve taught workshops and you have no problem getting people in the room but you’re having trouble converting to consultations at the end, then this is the place to come!
And we’re gonna workshop all of this out so you can get your personal questions answered by me, so then you can just go out and teach your next workshop, feel confident about it, be more efficient in your time so you can teach it, get your clients, help more people, help them get more results in that workshop, get excited about working with you in your next wellness program, your high ticket wellness offer, then you have more free time to spend with your family and just live your life.
So I’ll see you there! Two hours for $15! Get registered here: https://workshop-to-create-workshops.pages.ontraport.net/evergreen-workshop.
Of course, there’ll be a replay if you can’t show up live, if you want to workshop anything but can’t show up live, then you can just send it to me ahead of time. I’ll make sure to answer it live.
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In today’s blog, I am introducing the Workshop Series A Case Study Special.
So over a few episodes, I will be interviewing my clients and their experiences with workshops. Now these workshops are sometimes live, sometimes collaborations, sometimes in-person, sometimes online. The purpose is to inspire you on topics, different creative ideas of how you can utilize workshops in your business in many different ways.
So the title workshop is really just a starting point because some of my clients do challenges, some of my clients do in-person running form clinics, some of my clients do free master classes or in-person paying two-hour workshops, collaborating with a specific studio, so you can listen to all their ideas, all their success, and be inspired to put on your own workshops or events in a way that really lights you up and serves your audience so that you can start signing more clients, get fully booked and hit your 100k year, whether it be in-person or online or a hybrid of both.
So I hope you enjoy these very inspiring case studies!
Alison: Hey there wellness entrepreneur! Today I’m honored to have on special guest Cristina, who is going to be talking about her success with workshops. And Cristina’s been on the podcast episode before. We’ll link the previous episode in the podcast. But for those who might have missed that episode, Cristina, tell us like who you are and what you do and where they can find you, all the things.
Cristina: Hi Alison! Thanks for having me on! I am Cristina Zheng. I’m the owner and physical therapist of Holistic Healing Physical Therapy. I specialize in pelvic floor physical therapy, but also see a little bit of orthopedics but the main thing I do is pelvic floor therapy. And I practice here in San Diego, California. It’s just a solo practice, just me for now.
Alison: Love it. Love it! So when we first met, when you first started working with me, at the time you were a mobile physical therapist and you had a couple patients and I remember you were such a go-getter! You went out there and you created all these workshops, all right off the bat.
Question to Cristina: So can you tell us, because I’ve taught a lot of workshops here in San Diego, how you first got those workshops in the books, because I know sometimes, as a wellness entrepreneur, if you’re just starting business, you don’t have those contacts yet. It can seem like a daunting task, especially when you’re getting a lot of no’s. So how did you get your first workshops in the books?
Cristina: I really just did sort of a shotgun approach where I looked at all the gems around my area and since my demographic that I treat is females, I do female pelvic floor, I looked at studios such as yoga studios, Pilates, and other fitness type of facilities where they would mainly have a women or a big population of women and I just spent a weekend and thorough searched through Google, wrote out an e-mail and sent e-mails to every single place and I did a flyer type of thing where I listed out all the different kinds of workshop ideas that they can pick from.
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I don’t remember how many I sent out, probably 25 to 50 and I’ve got a handful back. And with that handful, I just did several workshops with each of those locations and I was able to bring in clients through them.
Alison: Yeah! You were able to bring in enough clients where within six months you had your own brick and mortar practice.
Cristina: Yes, within six months, I signed a lease on my own brick and mortar. I actually started with six, I think six weeks in an acupuncturist office for a few days and then I was growing more and needed more time or more time in the clinic so I went ahead and signed a lease on my own and have been able to maintain a full schedule for the most part. Of course, there’s ups and downs and in the meantime, I continue to do workshops not as frequently but they were a good way for me to bringing clients.
Alison: You were doing, goodness, I think maybe three?
Cristina: Yeah. At one point, three workshops a month.
Alison: Yeah! That was a lot but you got great lift off in your business and because you did some workshops, that led to other workshops or if I remember correctly, there were a YMCA, there were a few places that wanted to have you back, whether it was because workshops sold out or you needed to add in a second day sometimes because workshops sold out, so that created workshops in the future as well.
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Cristina: That’s right. That’s right. Yeah! Some of them invited me back, and for some of the workshops I created kind of like a series of, okay, we do this and then the next workshop, we’re going to build on this first workshop.
So I’ve done free ones and paid ones. I kind of feel like with the free ones, I had a little bit more traction as far as bringing people in with the paid ones, which you Alison, have told me, like, those can work but when you offer something paid, people come in expecting to have all the knowledge, all the tools they need, so they feel like they don’t need to see you afterwards.
Alison: So I love that. So the framework’s easy, right? You just got to research the places where your ideal audience is hanging out, e-mail a bunch of them, make it simple for the studios with ideas and topics that you’re an expert in and present those ideas to them and a percentage of them will say yes if you e-mail and reach out to enough people and that will lead to contacts for future workshops as well. So then it becomes a rinse and repeat process where every time you teach, you learn a little bit more, you get a little bit better.
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Question to Cristina: When you actually were teaching the workshops, what do you think helped you the most in terms of getting clients and patients from them?
Cristina: Speaking to why they are their needs. Basically how this affects their life. It’s not just, and this is something you taught me really well, it’s not just about get pain-free or anatomy right? It’s not about anatomy. It was more about their life. Why this is important to them like, stop leaking. I’m going to help you stop leaking. But it was getting to the stop. I’m gonna help you stop leaking so that you can get back to working out, doing that exercise, you can get back to running or you can jump around on a trampoline with your kids. So it’s speaking to the person and their life and how it’s going to improve their life, their quality of life.
Alison: I love that because that makes all the information so valuable for them and it’ll help the marketing a ton as well, which will help get more people in the workshop.
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Question to Cristina: So tell me, when you were doing your workshops, you also are a mom and you had your busy patient schedule. How did you fit in the time?
Cristina: I did them on, well for the YMCA, they liked me doing it on the weekday, so I would just block out a chunk of time out of my patient care schedule and go do the workshop, come back and continue patient care or the other one is on Saturdays. So some places were open to Saturdays or actually worked out better for them on the weekends. So I would get a babysitter and do my workshop.
Alison: Yeah!
Question to Cristina: So when we first started working together too, you weren’t doing as much like paddle boarding and rock climbing and your own self-care things, but you actually added in a lot of that. So as your patient schedule grew and your workshop schedule grew, so how did you fit all of that in?
Cristina: It was really hard initially. It was really hard being a mom and running my practice. I struggled with that and I know I talked to you a lot about that and feeling just burnt out and you encouraged me to take that lunch break because I was not taking a lunch break so like schedule in the lunch break and also I had decided early on that I only wanted to work four days and take that fifth day as admin day or just self-care day or a mix of both, which is what I ended up doing.
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When I got my own office, my office hours are Monday through Thursday and then Fridays, I would reserve for my self-care stuff. So I would go rock climbing. I would go meet up with friends or I would do networking with people. So I’m still working sometimes but at least it’s at my pace and it’s not patient care and it’s things that I need to catch up with in life so scheduling it in and making it a consistent thing was really helpful because initially, I was like, “Okay, well next week, I can put a little chunk of time for myself,” and I end up filling that chunk of time with a patient or something else. So having a dedicated time chunk really helped.
Alison: Yeah! I love that! And I think so many people can relate to that because time can be like a vacuum where there’s an empty spot, it gets filled with something else if we don’t block it off and we’re intentional about it and so then the result of all this is you were able to move from being that mobile physical therapist who had to drive around to having a brick and mortar clinic. You have a reliable process that you can use again and again to continue to bring in patients.
Cristina: Right! Right! And it feels good to know that, okay my schedule is running low because there are patients that I’ve discharged and now I need to bring in a group of new patients. So got to get back on the workshop train. Basically the workshop train.
Alison: I love it! Awesome! Because again, it is a system that you can do over and over again where you refine the process and then hopefully each time you do it, you bring in more patients or if you have an off workshop, then you know why. For me, I sometimes had off workshops if I was trying a new topic or maybe I was trying a new studio or I varied my approach in the workshop, but at least I always could figure that out and be creative with the process.
Cristina: Right! And it’s not all workshops bringing clients, but for the most part, I feel like it has and even the beauty of workshops too is if the studio markets you, or market or send out an e-mail newsletter about your workshop coming up, I’ve actually gotten two clients from an e-mail that they sent out months ago that this client just happened to remember if this person did this workshop here, let me look in my e-mail and then they reached out to me. So even though they didn’t attend my workshop, I was still that person that did that workshop was still on their mind.
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Alison: Exactly. She was able to come in and you had the collaboration with the studios, positions you as an expert, as an authority. You have immediate trust with that community and it is a great way to build your email list as well especially when you are collaborating with other studios and they are promoting you out into their community.
Question to Cristina: So if there if someone’s thinking about teaching their first workshop or maybe they’ve taught several workshops but they actually haven’t signed too many clients from them, what kind of advice or parting words would you have to share with them?
Cristina: Don’t get discouraged because it’s nerve racking to do your first workshop and my first workshop, for example, there were three people who came. There were three people who came in, two of the three actually signed up!
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Alison: That’s amazing conversion right there. That is! Considering the small crowd!
Cristina: Yeah! So don’t be discouraged if only a couple people show up. They could be the clients. So don’t be discouraged and it’s just about use it as a platform to practice. You’re practicing, honing your skill, your material, your presentation and what you have to offer and go in! For me, what helped is not to have too high of an expectation. Don’t go in thinking, “Oh my goodness I’m gonna have 50 people and I’m gonna walk out with 30 clients!” But that’s not gonna happen.
And I think we talked about how if you get 10 of your attendees, that’s actually pretty good and that’s kind of what I’ve been seeing is if I get 10, it’s pretty good and know that when you do these workshops, even though they don’t sign up with you now, they now have a reference person for if when they’re ready or if you know their neighbor Jackie talks about their pelvic floor or whatever it is and they’re like, “Hey, you know what? I saw this girl come to my gym and she was talking about this and this! You should check her out!” So it’s exposure. Look at it as exposure and repetition. It’s just you’re just putting in the reps. So don’t get this part in if you don’t get a client or a lot of clients from it. It’s just practice.
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Alison: Yeah! Hundred percent. Well, thank you so much for sharing your time and your wisdom and inspiring a lot of people to get out there and teach some workshops and sign some more clients and patients.
Question to Cristina: Any parting words of wisdom?
Cristina: It’s not always easy. It’s never easy but trusting what you have to offer and what you have to offer is to improve people’s lives and that’s why you did it in the first place. Come from a genuine place and not a scarcity or a money scarcity mindset and I think that helps because when we come from scarcity, there’s this added level of anxiety and stress and we tend to beat ourselves up if we don’t fulfill what we’re trying to do.
Alison: Yeah! A hundred percent. Well said! Thank you so much for your time.
Cristina: Thank you Alison for everything!
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