"Do your research and get out and talk to potential customers" with Ryan Schwartz

Ryan Schwartz is currently CEO of Mental Health Match, a free and confidential service that matches people to the therapists and counselors who best meet their needs. Prior to founding Mental Health Match, Ryan was principal of Full Focus Communications, a messaging and communications strategy firm for social change organizations.   

Ryan geeks out on understanding how people think, feel, and act – especially when it comes to breaking through the stigmas of mental health. He was trained as a cultural anthropologist at Stanford University and spent many years as a communications strategist for social change movements. Ryan’s stories have been told across the globe; he's been recognized by the Media Institute of Southern Africa for producing the community radio show of the year.  

What inspired you to start your business?

A few years ago, I searched for a therapist for the very first time. My mom had suddenly passed away and I was grieving.  

I started asking friends and family about how to find a therapist and was discouraged by what I heard. Some people said they were so overwhelmed finding a new therapist that they gave up on the process altogether.  

One day, I was sitting in a coffee shop with a friend. I was scrolling through endless therapist websites and unhelpful online profiles, unsure of what to do next. My friend sat across from me setting up an online dating account. Within minutes, she was being matched with the potential loves of her life, and I was still confused and overwhelmed.

I compared our processes and realized it was time for a modern approach to finding a therapist. It should be easier to find a therapist than a life partner. That was the moment that Mental Health Match was born. 

Where is your business based?

We are fully remote across the US. We started in Houston, Texas, but now have employees in every time zone.  

How did you start your business? What were the first steps you took?

The first thing I did was market research. I interviewed people who had recently searched for a therapist about their search process and then interviewed therapists about how they connect with new clients. Then, I iterated on ideas. I drew out wireframes on a piece of paper and got feedback from both audiences. With that feedback, I then made PowerPoint mockups of the site and got additional feedback. Finally, I was able to secure investment from friends and family to turn those mockups into a working site, and we launched the MVP in 2019.

 What has been the most effective way of raising awareness for your business?

Media and interviews such as this one. Both therapists and people looking for therapists are so hungry for new resources that they tend to widely share news about our Mental Health Match. 

What have been your biggest challenges and how did you overcome them?

Self-care. When I first started Mental Health Match, I worked nonstop. I was working to start the company while also working as a consultant to pay the bills. I would have quickly burned out if I didn’t listen to the advice of my therapist to “not let my passion kill my self-compassion.” So instead, I slowed my pace a bit and started listening to my body when it needed a break. I recognize now that work is endless. There will always be just one more thing to get done. Since startups really are a marathon and not a sprint, it is important to set healthy boundaries around work and give your brain and body a rest.  

How do you stay focused?

It is really hard these days. I built a gym in my garage and workout every morning before work, releasing some of that anxious energy that can make it hard to focus. I also try and meditate for 10 minutes every afternoon to clear my head of all the distracting noise. Finally, if I feel my mind wandering, I let it go for a few minutes then come back to what I’m doing. And sometimes, I just have to turn off Slack.

How do you differentiate your business from the competition?

When we first started, this wasn’t a challenge. The major competitors were like the Yellow Pages with overwhelming impersonal listings that you just scrolled through. It was very easy to see the differentiation. Now, there are more and more companies popping up trying to replicate what we do. So now, we lead with data that proves our specific approach and the quality of matches we are able to create because of the experience and anonymous data we do have. At the same time, we are developing a new round of features that are not offered by anyone else. 

What has been your most effective marketing strategy to grow your business?

Really nurturing the fans we have. Many therapists love what we are creating and what we’ve been able to do for them, so they are happy to share our site as a resource for both clients and colleagues.  

What's your best piece of advice for aspiring and new entrepreneurs?

Do your research and get out and talk to potential customers. A decade ago, I started working on a different business idea. I searched the internet for a similar product and saw nothing so I hired some programmers to design a little mockup. I put a lot of energy into it but never talked to potential customers. It turns out that an existing and well-established company was already creating something similar and had announced their new product to their customers in an email. If I had just asked, I would have learned that my idea was superfluous.  

What's your favorite app, blog, and book? Why?

App: Calendly. I no longer waste time trying to schedule meetings and phone calls. Now people just click a link and find a time that works for both of us.

Blog: Coglode. I really love the intersection of psychology and design and think they do an amazing job of presenting the science of behavior in tangible ways. 

Book: The Gifts of Imperfection: Let Go of Who You Think You're Supposed to Be and Embrace Who You Are by Brené Brown. It really helped me cultivate self-compassion and prevent burn out.

What's your favorite business tool or resource? Why?

Loom. They have made it really easy to create and share screen sharing videos. We’ve started growing from a very small core team to a bigger staff, and these videos are incredibly helpful for bringing on new people and documenting institutional knowledge. 

Who is your business role model? Why?

Hamdi Ulukaya. I really look up to the bold ways he makes sure all of Chobani’s employees are taken care of.

How do you balance work and life?

I go to therapy. With my therapist, I’ve clarified my values and what is important in my life and made sure I put appropriate and healthy boundaries around work. I am very passionate about what I do, and without these steps, I feel like I would have worked 80 hour weeks for months and then completely burned out. 

What’s your favorite way to decompress?

Meditation. It is amazing what 10 minutes can do. A quick mediation allows me to silence all the noise in my head and get back into my body.  

What do you have planned for the next six months?

We are growing! We’ve got some new features in the works to remove more of the barriers that prevent people from going to therapy. Personally, I’ll also be planning a wedding to my amazing, supportive partner.

How can our readers connect with you?

Find me on LinkedIn: https://www.linkedin.com/in/mentalhealthmatch/