Hey everybody! How're we going? So today please pop anything in the
comment section and I will answer whatever you are asking
or I'll do my best at least and I am going to ... I'm really excited about
talking to you guys today around money. Because I just spent the past
two-and-a-half days on a writing retreat with my friend Denise who is a money
mindset coach and she's extraordinary at what she does. Yes! And we had some
amazing chats and some amazing, really cool insights into how I used to do
things a long time ago. So I had some amazing insights in how I used to do
things when I first started out in practice, some of my biggest lessons and
we had the most amazing shining example of a thing that I would like to
teach you about today. So I'll tell you about the story that happened to us.
So we were in a coastal town just not far from here.
Now I'm staying at a beautiful resort and having amazing moments of clarity.
And you know being a sounding board for one another, writing our books, doing
all this wonderful stuff. And because it's a resort coastal town it has this
resort wear type of places. Right? And it's really ... it was a really interesting
experience wandering around and looking at it from a business perspective. And as
soon as I started getting into business, like the science and the art of business
vacuum 2011, it's really hard to look without the lens of that to look at
different things. You know, the way that people do customer service, the way that
they market in their shop windows, the way that the names that they use for
their businesses, things like that. And so we're wandering down the main street and
there's this is boutique shop over on
the corner called ***** *****. Right? So ***** *****, what an interesting
name for a shop. And I was like ... and Denise went, I'm sure I bought like a
really cool goddessy dress there last time. I was like, that's nice and
everything but I wasn't
really drawn to something that's called "***** *****"
and looks a little bit like Ice. Like a little bit like one of those stores that
has yeah that like five to twenty dollar shirts on. And so we wandered around,
did a couple of walks and then we finally got back to the spot. Sure, come
on, just come inside! Okay, fine. We walk inside and there's very sparkly
blonde lady there. And she was just cleaning up doing vacuuming because it
was actually five minutes to five. We didn't realise we've been wandering
around for such a long time. And so we wandered up the back and had a
look and they actually, they must have been kind of the boutique that had the
formal dresses and things like that for the town. But it was called ***** *****.
You know, it's just this funny disconnect. And then we started filtering through
some of the clothes and Denise's ... one of Denise's favourite designers is Camilla
and so she owns a lot of Camilla. It's been her upgrade since she expanded her
business the past two years. And as we were standing
there and filtering through all these, all those clothes, she's going, I have
these look really similar to a Camilla life style outfit. And the lady, then this
other hidden lady that came out from nowhere was actually the mum of the
lady who ran the store said, oh yes, well Camilla actually bought, you know, she
actually ripped off her type of design from this company in India. I was like, oh,
okay cool. And then we were filtering through, she goes,
you know, we close in three minutes. And Denise
genuinely loved this dress. She absolutely adored it. And she has
a lot of clothing like that for her speaking events and things, and she's like, why don't
you try it on? This green would look amazing on you. And I'm so not a bling
person but she was playing with the idea about this lady, going, well,
we've only got three minutes, we ran a pole dancing class as well and so you're
just gonna have to ... you know, and it starts at quarter past five. Just sitting there
watching. It starts quarter past five. OK, cool. But the dress that we were
looking at and both of us were trying on was a $280 dress. A normal Camilla is
like eight hundred dollars. And she said, oh you know, that's two hundred and
eighty dollars. Well, yeah we do! And she genuinely, my friend genuinely likes
the dress. So can you just let her try it on. And she is, oh yes, yes of course.
But we do close in three minutes. I was like, hold on a second! And so we both
went in and tried the dresses on and again I'm not a bling type of gal, so
I walked out, oh feels lovely and feminine and goddessy. That's really cool.
And Denise walked out, looked absolutely stunning.
I said, my goodness! And if you don't know, Denise is actually pregnant, so it fit her
beautiful belly perfectly. I was like that looks amazing on you! This is so cool! And she
goes, yeah yeah it does! It really reminds me of one of my other Camillas that
I've got. And she, the store owner went, oh you've got a Camilla!
And she goes, yeah actually, I've got nearly a whole wardrobe of them.
And then the store owner goes, oh well I've got about $20,000 worth of Camilla until
I actually bought these ones from India. And it was an incredible feeling to be
in the room. It was an incredible thing to notice when somebody automatically
chooses for you that that thing is not for you. Now Denise earns millions a year.
My business and my husband's business we're you know looking at
in the next 12 months as well. And this woman doesn't even know that we could
buy her entire shop out and she assumed straight away and made the decision for
us that those last three minutes of her business day wouldn't be worth a
possible five hundred and sixty dollars. And just to pee her off,
Denise bought it. And it's an amazing, amazing thing that happens when you
assume automatically that that person won't value that thing enough to buy it.
Now this comes to where my first story comes from when I was in
practice in the centre of town in my completely deserted office with no sign
on the door because I didn't know enough to put a sign on the door to let people
know that I was actually there. Those first six months were really
telling in my money blocks and my money mindset because I would also often get
to the EFTPOS machine which was a big expensive time, like 30 bucks a month.
Holy dooley, how am I going to pay 30 bucks a month when I'm getting less than
one person a week in the door. But I get to the EFTPOS machine and I'd have the
person card in hand and I would look at them and I would make up my mind about
what they could afford and I would go, even though it says on my website very
clearly $100 for 60 minutes, today it's $90, it's, you know, $80 and then
your supplement and I'll just take the RRP off that when they just sell it to
you for wholesale. Who else has noticed that they've done that? Who's a newbie
and they've had that moment? And all of a sudden you get to there and you're like
scratchies are enough today just 'cause I feel like it. You can totally own up. It's okay.
I'm pretty sure every single practitioner has had a moment where they
have discounted for zero apparent reason.
Yes why? That's totally it, Nick! That's why a receptionist is
so imperative. Yeah it's why I got a receptionist. Then it changed my entire
business because I wasn't the person to ask that question. But I digress so you
get to that point and you discount or you automatically choose or assume that
that person doesn't value that thing enough or doesn't have enough money or
doesn't ... it's completely not up to you. Just like it wasn't up to this lady
to choose for us. Whether or not we liked those dresses enough that we would
pay whatever it actually took to actually get that done. It's not up to us
to choose for somebody how much they value their health. It's not up to us to
choose that three supplements will probably get them across the line really
quickly. Like if they'll get that change in two weeks if they take those three
supplements all in one here. It's not up to us to choose that they can only
afford one supplement. It is a hundred percent up to us to give them the option
and the time to choose. Just like this lady could have given us a little bit
more time and the option to choose rather than automatically either
discounting or taking away something that could possibly change them for the better.
That it will make them feel better. So I wanted to have this
really important conversation because it was something really fresh in
my mind. And I bet there is more people on the call right now that have done
this and hiding in the background not saying that they have because I've seen
it all the time. Yeah I'm not even much of a newbie and I've done it.
Totally perfect, Alison, you're right in the middle of doing it now. I love that.
Kirsten, yep, for a night student and she didn't even
appreciate it yeah right and they don't even appreciate it.
They don't even appreciate that when you devalue what you're giving out then
they're not going to value with either. Really, when you think about the, you know,
the value of reciprocity there, that law of reciprocity
it has to be a value matching value type of scenario. So my invitation to you guys
this week is when you are considering discounting, when you are considering
putting your prices at a certain level on your website,
maybe you're considering changing your prices for next year, once you've picked
that price and it's there, charge that. Charge it exactly as it is without hesitation.
And then the next step, so number one, charge what you
say you are currently worth. Number two, if you are offering people
something that's going to make them feel better, now this dress was going to make
Denise feel better, and if you were offering that, be beautiful in your
offering of that. Be an invitation to that person to feel better. Be open and an
invitation to them to feel better. So if you are offering your supplements,
your herbal tonic, your whatever it is, instead of going on gaaawd, I don't think
they can afford the $60 for this herbal tonic, maybe I should just make them 100 ml
one instead, who's done that?
Or maybe I should just give them a flower essence today instead of the
500ml tonic that'll last them until January. Or maybe I'll just give them the
magnesium powder instead of knowing that they need the probiotic to absorb the
magnesium powder to be able to get their B vitamins in. Right? If they need those
three things, offer them to them. Offer them as an invitation and be really open
that they might actually value that so much more that you are honest that
that's going to make them feel better, and that's going to help them on their
journey to healing, then, well this time we're going to give you a magnesium
powder and then next time in January we're going to give you a probiotic.
And there is a really different mindset that we weren't taught in college. There's a
different mindset to the one that we are taught to help everybody. Your particular
person has come to you because they resonated with you. They resonated with
what you have to offer and that value, they value what you have to say and when
you are truthful about what's actually going to help them and help them feel
better then they can choose, they can choose that. So Denise chose to
take the dress. I chose not to take the dress. It didn't make any difference.
It was just a choice so if you're offering them these options of what is actually
going to help them and make them feel better,
they can choose not to as well. But unless you offer it then they don't
have the option of actually valuing themselves and making themselves feel better.
So what have we got? Amy, it's like, hold on, every time I
increase my prices there's at least two clients who say they can't afford it.
Beautiful, then I create space for the people that can afford it.
And when you are creating that space, those people are in that present
moment, they are either in a position where it's something else is more
valuable, so they can afford to look after that, they might need to look after
their car at that moment they might need to look after something else but in that
moment that thing that they're valuing isn't their health or that thing might
be in the future. So it's totally okay. In that moment it might not be right for
them. Just like in that moment I didn't value that dress for me. In that
moment. Maybe down the line, no I don't think so, I'm not a bling type of girl,
but maybe down the line I might think, oh I remember that dress, I remember that
store. And right now I'm thinking, oh that's wrong because of the experience I
had. But if you offer it, it's an entirely different thing. Jackie, so true.
discounted prices makes you sound desperate.
Yeah the way that this lady ... she didn't she didn't tell me about the dress.
She didn't tell me where it came from. The first thing she told me was how much it cost.
That's like, I might really love the dress, I might be, I might be going to an
event tomorrow night and I've got the last
five minutes before this place closes and I might have bought it. But telling
me the cost of it doesn't give me the benefits of what's actually
valuable to me. Beautiful Jackie. Katie, "I started
prescribing correctly" awesome "charging correctly. Getting better results and
they're stoked". Yeah! When you value, you're actually confidently value what
you're giving them, then they're gonna confidently value what you're saying as well.
Oh, Jackie, "dentists don't give discounts
on fillings why should we?" I totally agree, Jackie. Same thing and the other
thing about that is people do different things. That they have different things
that they value and the things that we are, you know occasionally like I said I
get my hair cut once a year hundred. Hundred and fifty bucks for a haircut don't even blink.
It's not like you sit at the
hairdressers and go, ah you know, don't do this, don't do that if you're in that
space where you've gotta choose, do I just get the haircut or do I get
the cut and colour. You ask about it at the beginning, don't you, if you're in that space.
But it when they openly tell you about oh what's happening and all that
kind of stuff you don't get to the end and go, oh you know, they don't go, oh I will
just take $50 off because. So there's an interesting thing that it's okay to
spend that money on hairdressing for a lot of our clients. It's okay to spend
that money on their, thousand dollars every year on their car but to spend
that thousand dollars on themselves we take that opportunity away sometimes.
So we really want to open up that conversation, create an awareness of
what's going on for you where you might be sitting in that. Mm-hmm I have done
that last week. Ah, I might you know. Maybe instead of offering them that one thing
they might actually be able to get better in a shorter period of time if I
do offer them the three things that they actually need and putting their, not
only your money mindset, to the side but you're putting their duty of care, you're
actually caring about them and the things that they're purchasing and
valuing rather than essentially not caring. I'm not caring to the level
that you could. So if you have had any insights or anything that you would like
to ask or maybe consider or what is actually coming up for you in this, and I
know that we've got a lot of people in our group that are also considering
doing things like charity work and volunteering and things like that,
I am absolutely all for that as well because in those moments your actual
client, who's in front of you, they were on the receiving end but up here your
other client will be the people who are funding the program. And so for them,
you're doing exactly the same thing. You're creating a chance to say,
actually this is how much it costs to run this program, actually, this is how
much we need in grant funding, actually these are the thing you know you're
getting really. Not oh well, it kind of cost this and kind of cost that. You're
actually being really frank and having the conversation and inviting them to
fund it that way. Last little thing on volunteering. So I'm going over to
Vanuatu to volunteer again in May with a group of amazing naturopaths.
And there is a lot to be said around making your money through creating that
value for other people before and so that you have to like filling up your cup
before it can overflow into the volunteering that you want to do because
you can be so much more powerful in that space if you do have the funding to do it.
If your business has funded that, if you have had the conversations with
grants and other things. It's a stable foundation for charitable work so if
you are feeling a little bit meh, the more you can focus in on this side of things,
the easier the flow goes into the subtle side of things. Oh Michelle, I've had so
many beliefs around money, Psych-K has helped me with it so much but I can
still tell that I have more room to grow. Yep,
totally agree there's lots of tools to help you around money. I use tapping and
I love it. What's the guy's name? It's a funny
dude. Katie, I sent you some things with him before. It'll come to me. But I
tap along with him and yeah it's great to release the build-up, release blocks like that.
I also use Kinesiology. Fantastic tool to be able to notice and shift money blocks.
And you will continue there. Money blocks don't just stop.
You can't just clear one and then it's gone forever.
The way I describe it is a spiral and as you keep going up you keep coming around
to the same place again or they keep going up but you come back to the same
block again it just looks a little bit different or it's a bigger version of it.
And then you keep going on and then it comes back around again and yeah new
level, new devil, it's the same thing. No, it's not Nick Ortner, Michelle, it's
Brad Yates. That's it Katie. Brad Yates, yes so he's got some amazing
stuff around money and tapping through your money blocks and what's coming up.
And there are a multitude of different money blocks around fear of success, fear of
failure, fear of asking, fear of rejection, like all sorts of yummy wonderful little
versions or facets. It's the same thing. And it can be really amazing and deep
work and extraordinary. For not just yourself but for our entire profession.
And your family as well. We do bring our money stories in with us and we choose
our parents is my notion of it. And if we do that then we're also choosing
some of their stories as well. So it's an interesting dive but I digress. Alison
says, "is this different to offering a monthly special?" Yes Alison, it is. If you
had agreed that there is a special for a month and you are just sticking with
that then that's awesome but that monthly
special means it only goes for the month and it is, you know, you're
actually committing to taking the money for that, you're actually committing to
however many people you've said you will serve given the constraints of
what you actually offered. Three monthly specials, so yes that's the other thing.
If you are offering specials, if you are offering that kind of stuff,
stick with your word. Your word is a promise to you that you're going to
create that much value in your own life. Not just the person who you're helping.
Cool. Hopefully that answers your question, Alison. All right, I want to
thank you very much for being present in this conversation. I know it's a really
interesting and triggering conversation for our profession as a whole because we
just don't talk about money. And I think it's silly because we talk about every
other type of energy and healing and the energy of money can be feeling and
helpful as well so I think the more conversations around money that we can
have as a profession the more it won't be taboo, the more it won't be chopping
other people down for doing it, with the more that we can as a profession and as
a whole crack open a glass ceiling that we've been ingrained through college and
ingrained through society and a whole bunch of other things that we just don't
need anymore. It's totally irrelevant. We live in
an entirely different world. Particularly now that we have access to the online
space all sorts of other different portals to get flow into our lives.
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