Why Solving the Right Problem Brings Clients to Your Door
Dec 08, 2025Therapists don’t wake up thinking, “I can’t wait to market my services today.” Most wake up thinking, “How do I help people and still have energy for my own life?”
If you’ve ever felt chained to your schedule, overwhelmed by sessions, or unsure how to grow without burning out, the missing piece might be clarity—specifically clarity about the real problem your clients want solved.
In this episode of the Scaling Therapist Podcast, host James Marland explains why solving the right problem is the secret to attracting clients, building better offers, and creating income that doesn’t depend on endless client hours. As James puts it so clearly:
“People don't necessarily wanna go through therapy… but they want the result. They want the life that's on the other side of your solution.”
When you understand the deeper problem your clients want solved, your message clicks. Clients notice you. They feel seen. They trust you. And yes—they come to your door.
Let’s break down how this works and how you can start using it today.
Clients Choose Based on the Problem They Want Solved
Think about the last time you picked a restaurant.
You didn’t go to a building with a sign that said, “We serve food.”
You chose based on your deeper desire—a cozy diner, fast food, Italian, or a good steak.
James explains it well:
“Restaurants solve the hunger problem… but there’s also that deeper need… taste, delight, convenience, or trying something new.”
Therapy clients work the same way.
They’re not searching for “therapy sessions.” They’re searching for help with:
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feeling overwhelmed
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burnout
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relationship strain
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emotional overload
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time pressure
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chronic stress
If your message only talks about your solution—like workshops, courses, therapy models, or features—your words won’t land. But when you speak to the real problem, people lean in. They feel like you “get” them.
This is how solving the right problem draws clients to you.
The Big Mistake Therapists Make: Starting with the Solution
James shares the mistake he made early on. He assumed therapists wanted to create courses. So he asked:
“What problems do you have with making a course?”
The answer?
Most therapists said things like:
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“I haven’t really thought about making a course.”
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“I’d probably have problems with tech.”
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“I’m not sure what platform to use.”
Polite answers.
Surface answers.
Not the real problem.
So he created solutions for those polite answers—tech help, templates, videos—and guess what?
“People loved the idea, but they didn’t buy.”
Why?
Because the real problem wasn’t “I want to build a course.”
The real problem was:
“I’m just so tired all the time.”
“My life belongs to my calendar.”
“I can’t do this for 10 more years.”
This is what your clients actually wake up thinking about.
And when you address that, clients come toward you—fast.
People Don’t Want the Drill. They Want the Hole.
James uses a simple but powerful picture:
“People don’t want a drill. They want a hole.”
Therapy sessions, courses, webinars, and products are all drills.
They’re tools.
The hole—the thing clients truly want—is:
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more margin
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time back
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less emotional overload
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better relationships
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more freedom
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a life that feels manageable again
When your message speaks to the hole, not the drill, people feel seen. And people hire those who understand them.
Three Simple Ways to Discover the Right Problem
James shares three practical methods you can start using this week.
1. Talk to Your Ideal Client (Using The Mom Test)
This isn’t a sales call.
It’s a conversation about their life.
Ask about:
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the last time they felt burned out
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what they’ve already tried
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what’s worked
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what hasn’t
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what frustrates them
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what they’re afraid of
Avoid asking:
❌ “Would you buy this course?”
❌ “Do you like this idea?”
People lie to be polite.
Instead, ask about real actions, not guesses.
James explains:
“You already know how to do this. You’re a therapist. You ask good questions for a living.”
Just ask in a new way.
2. Map Their Before, During, and After Journey
Think of your client as the hero.
You’re the guide.
Break their journey into three steps:
Before:
What hurts?
What feels heavy?
What keeps them up at night?
During:
What small wins do they get as they work with you?
What starts feeling easier?
After:
What does a better day look like?
What feels lighter?
What is now possible?
When you write this out, patterns appear.
A clear problem rises to the surface.
3. Listen to What People Already Ask Online
People shout their problems into Google every day.
Tools like:
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Google Autocomplete
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AnswerThePublic
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AlsoAsked
…show you the exact questions people ask.
Search places like:
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Reddit threads
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Facebook groups
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Your DMs
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Your email inbox
Look for questions and emotions that repeat.
Those patterns point you to the real problem.
Clarity Changes Your Message—And Clients Respond
When James shifted from “Let’s build a course” to:
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“Let’s free up your time.”
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“Let’s build income flow.”
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“Let’s make something that doesn’t depend on you being in the chair.”
Therapists started listening.
Why?
Because he was finally speaking to their real problem, not his solution.
“Your marketing stops sounding like noise. It starts sounding like relief.”
When you solve the right problem, clients come to you. Because they feel seen, supported, and hopeful.
Action Steps You Can Take This Week
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Pick one type of client you feel called to serve.
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Talk to 2–3 people who match that description.
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Ask about their real experiences—not your idea.
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Build a simple Before/During/After map.
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Look for the problem that shows up again and again.
That problem is the one clients want solved.
That problem is the one that brings people to your door.
Resources
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Scaling Therapist Podcast – Episode on clarity and client problems
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Course Creation Studio (James Marland) – https://coursecreationstudio.com/stepgroup
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Book: The Mom Test – Asking better questions clients won’t lie about
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AnswerThePublic – Keyword and question research
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AlsoAsked – Maps related questions clients search for
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