Podcast Summary: Private Practice Startup Podcast

Episode 122: How Niching Filled My Practice – Growing Into Gifted
Hosts: Dr. Kate Campbell & Katie Lemieux
Guest: Gordon Smith, LPC
Date: February 9, 2019

Episode Overview

In this episode, Kate and Katie interview Gordon Smith, a licensed professional counselor and life coach, about how defining a specialty niche—working with gifted individuals—transformed his private practice. Gordon shares his journey from generalist clinician with a full but insurance-heavy caseload to a focused, private-pay practice serving gifted adolescents, adults, and families. The conversation covers niching strategies, mindset shifts, networking, and the realities—and rewards—of betting on your strengths.

Key Discussion Points & Insights

1. Gordon’s Path to Niching

• Initial Agency Work: Gordon spent eight years in various agency jobs, feeling unfulfilled by administrative demands and limited autonomy.
• Transition to Private Practice: When his agency folded, he started his practice with a full caseload, working with 13 insurance panels.
  Quote: “It was like dating 13 different people with all these different needs you’re trying to please all the time.” (Katie, 08:45)
• Catalyst for Change: A forced office move prompted Gordon to reassess his practice. He reviewed eight years of calendars, listing clients he loved working with.
  He realized they were all gifted individuals—a revelatory moment leading to his current niche.
  • Activity tip: Identify your favorite clients and look for commonalities.
    Quote: “That’s an activity right there…asking the people that you love, what do they have in common?” (Katie, 10:56)

2. Embracing a Niche: Serving Gifted Individuals

• Discovery: Gordon researched giftedness and found a wealth of clinical literature and support organizations.
• Key Insight: Only 2.1% of the population falls into the “gifted” category, making it a highly specific niche.
• Strengths-Based Practice: Focused on clients’ strengths rather than problems. Quote: “People are made up of so much more than their problem. That’s true for us as clinicians as well.” (Gordon, 25:08)

3. Overcoming Mindset Barriers to Niching

• Gordon describes how listening to private practice podcasts (including this one) demystified the idea of niching and entrepreneurial success.
  Quote: “It’s not some mystical, arcane set of skills…if you’re a competent clinician who’s got the gumption to work hard, it’s something you can do.” (Gordon, 06:48)
• He faced—and addressed—the fear that limiting his audience would hurt business margin.

4. Marketing & Referral-Building as a Niche Practitioner

• Transition Away from Insurance: Gordon eventually dropped all insurance panels, moving to a private-pay model.
  • Starting with keeping one (Blue Cross Blue Shield) for “proof of concept” to reassure his wife.
  • Result: Rapid full caseload with only ideal clients.
• Relationship-Focused Networking:
  • Personal visits to referral sources announcing his new specialty.
  • Rebranding with a professional logo for visibility and consistency.
  • Founded a “Not Working” social group for mental health professionals in Asheville—a genuine, unstructured space to foster relationships. Quote: “It’s become this place that’s totally unstructured…there’s no frickin’ CEUs.” (Gordon, 17:48)
• On Building Trust:
  Quote: “That’s really what builds a referral relationship, right? Because I know, like, and trust you—but I’ve had fun with you.” (Katie, 18:34)

5. The Emotional Journey—“Take the Leap, Do It Scared”

• Facing Fear: Gordon stressed the importance of moving forward despite uncertainty.
  • Cites Christine Kane’s phrase: “Take the leap, do it scared.” Quote: “For myself, when I’m about 60% sure is when I’ll take the leap…knowing that this might not work, and if it doesn’t, then it doesn’t. But it very well might.” (Gordon, 21:36)
• Private Practice Loneliness: Cultivating community is key to sustainability.

6. The Results of Niching

• Metrics Pre-Niche:
  • 24–26 clients/week, mostly insurance, $47–$100/session (varies by insurance), high administrative/overhead burden.
• Metrics Post-Niche:
  • ≤20 clients/week, $150/session, private pay, minimal overhead, 6 weeks of vacation/year.
  • Income Growth: 360% increase. Quote: “In the two-year period since I started making this leap and this shift, my income has gone up about 360%.” (Gordon, 23:23)
• Lifestyle Gains: More travel, flexibility, and enjoyment.
  Quote: “Went to Portugal for 10 days. Went and biked the Keys… Just going around and seeing things I haven’t seen and being able to live a little.” (Gordon, 24:29)

7. Practical Exercises & Takeaways

• Review client lists to identify preferred populations.
• Notice your passions: What topics do you “just not shut up about?”
  Quote: “Another way to really find your niche: what the heck can you just not shut up about? …That’s what inspires me.” (Katie, 11:31)
• Leverage your strengths—personally and clinically.
• Build community with colleagues—don’t go it alone.
• Don’t wait until you’re 100% ready—act when you’re mostly ready.

Notable Quotes

• Gordon Smith:

  • “If you’re a competent clinician who’s got the gumption to work hard, then [private practice] is something that you can do.” [06:48]
  • “Rather than her shrinking further into that system, she grew into herself and began to accept, hey, these are strengths, not weaknesses.” [13:41]
  • “When I hear about their specialty, they’re talking about how they specialize in trauma or depression or anxiety. I decided that I don’t want to work with problems, I want to work with people.” [25:08]
  • “My income has gone up about 360%.” [23:23]

• Katie Lemieux:

  • “That’s an activity right there… ask yourself, what do these clients I love working with have in common?” [10:56]
  • “Take the leap, do it scared.” [20:41]

• Dr. Kate Campbell:

  • “Entrepreneurship is definitely a learned skill. And so many clinicians really have that fear of niching…” [07:28]
  • “You just drew me right in as you’re sharing that story, and you get a really good sense of how you work.” [14:40]

Important Timestamps

• 05:40 – Gordon begins his story: the treadmill moment and how the podcast influenced his shift
• 07:54 – Agency background, transition to private practice, and realization of the need to niche
• 09:58–11:23 – The exercise of reviewing past favorite clients to find a niche
• 12:39 – Gordon describes work with gifted individuals and a client case study
• 15:39 – Moving off insurance, rebranding, and building referral relationships
• 17:18–17:50 – “Not Working” peer networking group described
• 21:36 – “Take the leap, do it scared” and the mindset required for entrepreneurship
• 23:23–24:19 – Concrete numbers: workload, rates, income, and vacation after niching
• 25:08 – Final takeaways about strengths-based business and therapeutic practice

Resources & Giveaways

• Gordon’s Giveaway: Actualized Overexcitability Table for gifted individuals and those who work with them, available at giftedandgrowing.org
• Contact: Gordon Smith – giftedandgrowing.org

Takeaways for Listeners

• Niching can radically improve satisfaction, finances, and lifestyle—if you lean into your strengths.
• Community, authenticity, and relationship-building are the core of networking and referrals.
• Imperfect action beats paralysis by analysis; leap when you’re mostly ready.
• Reframing your work around strengths instead of problems benefits both practitioner and client.

For more resources and show notes:
Visit the Private Practice Startup Podcast’s website privatepracticestartup.com.