When I officially opened the doors to my private practice on August 1, 2016 I didn’t have one paying client.

Yes, you read that right. Not. One. Paying. Client.

You might be reading this and saying “Is she out of her naive mind, she opened a practice without one client on board?” Believe me, I agree with you! But here is what I did have: a shared office space in a central location (so I was only responsible for 1/2 the rent), a website and presence on four social media channels (Facebook, Instagram, Twitter and LinkedIn), a marketing plan, great experience and a whole lot of hope, fear and determination. My eyes were completely focused on the prize, and for me, that prize was having a successful practice. I was going to make it happen.

I set a goal right away to have at least one meeting a week (it was usually more) with people in my industry because, as a former marketing executive, I know the power of network marketing. And let’s face it, I obviously had way more time on my hands than I did clients!

So began my meetings. I met with fellow students from grad school at their private practices. I toured substance use and abuse facilities and hospital behavioral health departments. I attended local (free) CEUs at agency venues and handed out my cards. I called former colleagues that I worked with at various agencies to meet up for coffee, and invited them to see my office space. I joined a network marketing group of local business women. I met with doctors, physical therapists and other health-care providers.  I partnered up with other people and developed some education and training courses. I volunteered to run groups at a treatment facility. I cold-called and emailed other counselors that I knew in the area, and met with them over pizza, salads and sandwiches to pick their brains about their private or group practices, and to let them know I was ready for referrals.

My very first client came from one of those meetings. And then my next. And then my next. And while I do rely on paid advertising to market my business, some of my best and long-term clients have come, and continue to come, from these word-of-mouth referrals.

I have also received other gigs from these meetings to diversify my practice, including writing and training opportunities, contracting positions (I currently have three outside contracts) and have been offered a position to sit on the board of a large local agency.

As my client base and practice grows, I still make time for at least one meeting a week. Again, it’s usually more, but as my clinic hours fill (and that’s how I pay myself), I stick to my rule of at least one. These weekly meetings have benefitted me in many ways, and not only business-wise. It gets me out in the community and keeps me on top of new resources for my clients, as well as gets me in touch with other people in the business – something that is crucial for this sole practitioner. In fact, I’m writing this after reaching out and meeting a counselor for coffee that I sat next to at a networking event this past summer. Next week I’m touring a substance-use treatment center in the Texas Hill Country and being hosted as a guest for a paid CEU course. The week after that I’m speaking at a middle school on the South Side of San Antonio for their Career Day. My meetings will continue into 2018 and beyond.

When and where is your next meeting?