Your team isn't lazy. Your Conversion System is Broken.

If you're one more "why isn't anyone booking in" away from losing it with your team, pause here. This episode is the reframe you need before you have the conversation you'll regret. Andy and Jacinta break down why a half-empty schedule is almost never a laziness problem, and why the fix starts with you, not them.

In this episode:

• Discover why hiring a great practitioner without a system around them is like hiring a chef and giving them no restaurant to cook in
• Learn the front desk shift that turns "helpful concierge" into a genuine conversion machine
• Find out how to pre-qualify callers so the right client ends up with the right practitioner
• Understand why being "nice" and being "directive" aren't opposites, and how holding both builds trust faster
• Get the exact move to make if you're quietly resenting a team member who was never actually told the rules of the game
• Hear why Andy and Jacinta now put every KPI, timeline, and expectation in black and white so nobody has to guess
• Learn the one leak that's usually behind an underbooked team: your conversion rate at that very first phone call

Key quote:

"No one is coming to save you, okay? You have to save yourself. You need to be the one to put the processes in place for that person to thrive." - Jacinta

Mentioned in this episode:

• Book a FREE Practice Plan call

If this episode lit something up in you and you're ready to build a business that supports your life instead of consuming it, book a free Practice Plan call and let's map out your next chapter together.

Transcript

SPEAKER_01 0:00

Some days I do want to work at Woolies too. In fact, I used to work at IGA, so I know that that is quite a quite a crazy job. But I think that romantic idea comes from. Welcome back to another episode of the Wealthy Wellness Business Podcast. Today we are covering how you're going to know within 10 minutes whether or not the coach that you're looking at hiring really understands females in business. Yeah? Because it is completely different to masculine business models, in my opinion. I want to start this episode by talking about a personal story. And that is one you may have heard before. But I want to share with you that the fact that I am even in business and I've been here for as long as I have is completely crazy because when I think back to myself as a little girl, it is the opposite of what I thought I would be doing. In fact, I vowed that I would never, ever, ever own a business. In fact, I didn't even want a job. I used to romanticize about being homeless. I have distinct memories of going through the shopping centre and seeing the little sample sausages or you know, little drinks and things, and saying to mum and dad, oh, I would be so good at being homeless. I would just come here, I'll eat the free samples, I'll go, I'll go for a shower, like down at the beach. What I was really referring to when I think back to myself as a little girl was that I was saying, I don't want any responsibility. I don't want the burden of being an adult and having a job and a business. And I just want freedom. And for me, not having a home, not having ownership over everything, not owning a car, that to me I thought was freedom. And that really came from watching my mum and dad have a really successful business. They were making the money, we had the boats, the jet skis, the nice house. But the quality of my engagement with them, the presence of them in the home, was lacking, really, for lack of a better word. And I have really distinct memories of my mum just always struggling to fit everything in. She was always that beautiful woman running down the hill at Sports Carnival Day in her high heels and office outfit, but after I had run the race. Like she she missed it all the time. And I remember looking out into the assembly crowd so often, knowing that mum and dad said, you know, I'm not going to be able to come to the assembly. We've got work. And there was always that little piece of me that would look out in the crowd and think, maybe today is the day that mum and dad can get away from work. And I think a little piece of little Jay broke in those moments where I was searching and didn't find them. And from those places is where I vowed that I never ever wanted responsibility because I just thought, why would you? It looks like shit. It looks like such hard work. However, I am me and I am such a personal development junkie that the natural progression of me when I studied chiropractic was that I was like, okay, cool, I've mastered the art of being a chiropractor. Well, what is next? And of course, what is next is business ownership. But that scared me so much because I was faced with that fear of that could mean that my freedom goes. And I think for a lot of you listening, you may feel like that. You may feel like you don't have a lot of spaciousness within your day. And maybe you do romanticize, maybe I just get a job at Woolies. That sounds like really luxurious to me. Yeah. Some days I do want to work at Woolies too. In fact, I used to work at IGA, so I know that that is quite a quite a crazy job. But I think that romantic idea comes from this place of feeling just like the weight of responsibility of being a business owner. But not only that, the element of being a female in business too. Because the reality is, is that business is built for the masculine archetype. Like I think that we can all agree that that is where that has come from. And it is only now that we are looking at doing things a different way. But if you don't have people showing you the way in which to grow and build and be successful and make money and have, you know, a thriving business and also protect yourself as a female, protect your nervous system, protect your cycle, protect your family unit. It can be really hard to master the art of balancing the two.

SPEAKER_00 5:17

I just want to acknowledge baby Jay. It's like my heart.

SPEAKER_01 5:21

I know.

SPEAKER_00 5:22

And I know, and I know. Oh, Beth and Jul.

SPEAKER_01 5:25

Oh, they're the best. Mum and dad. I loved you.

SPEAKER_00 5:27

I know I always talk about you as my my origin story, but they they are the creme de la creme of like amazing people. Literally, we so we run retreats every six months. Um, and um, we were staying at Jacinta's um parents' place um because it was close to the retreat um location. And I get an SMS a couple of days before, and um Beth, God bless her, um, Jacinta's mum, sent me this SMS saying, um, we're so we're so welcome to excited to invite you into our Airbnb at Beth and Jules's place. And to make your experience the best, uh, we want to make sure we've got your milk. Barista Jules will make you know. Your preferred milk of choice. And if anybody, FYI, if anybody wants to know, it's target milk. Okay. So I don't know why that's relevant. However, um, yes, target milk on the on the counter every morning. Jules, beautiful man. When would you like your coffee? Jacinta and I would go for our beach walk to watch the dolphins swim, come back, here's the hot coffee. Like it was five stars. Yeah, Airbnb. So love, love, love your parents. And look, as parents, like you just do your best. You do your best. However, you're gonna F up.

SPEAKER_01 6:50

Yeah, you're gonna damage your kids, let's get it.

SPEAKER_00 6:52

You know, you you try not to damage them as much as possible. But you know, there's there's there's gonna be things like the human experience. Yeah. So firstly, I see, baby Jay, acknowledge, acknowledge you. Thank you. And of course, you're gonna be in business. And yeah, wow, we've created so many amazing things together. Um, a couple of things landed as you were speaking because I think that as females, we are designed to create amazing things in the world because we are creators, we are the ultimate creators. We birth life into the world. Like men cannot do that. And so we can create amazing businesses. It's just that the way in which business has been created in the patriarchy over the last hundred or so years is not in alignment with the feminine and with feminine business, which can be, you know, like equally, if not more powerful.

SPEAKER_01 7:56

That's right. It's like this analogy of I think many females in business, they're building golden cages. From the outside, it looks shiny and bright and beautiful, but on the inside, they are being cannibalized by the thing. You know, they have the growth, they have the money, but do you really have the freedom within that, within your soul, within your nervous system? And that is the piece that's missing in a lot of structures that are taught in the coaching industry. Plenty of our coaches in the past who have been males, and don't get me wrong, I actually love being coached by males because they do provide a lot of the structure and system a lot of the time. That's stereotypical, right? But it was very cookie-cutter. It was very do it this way and you get X result. Send more messages, stay up later, put in more hours. You have to hustle to get the thing, and that's glorified. And part of that I do resonate with. Part of that I understand that it does take effort and energy to get something off the ground and to build it when you're in a building phase. I'm not here to tell people that you can sit back and manifest a business. You can't.

SPEAKER_00 9:19

Good luck with that. And please, please prove me. Like share, like that's your story.

SPEAKER_01 9:25

You also do the thing and then you also manifest.

SPEAKER_00 9:28

Yeah, yeah, of course, of course, we're gonna meditate and manifest. We're gonna do that. And also take the aligned embodied.

SPEAKER_01 9:36

Yeah. It's fine to like be doing those in seasons, but it's not a sustainable business model. It's not a sustainable business model if I was to be like, okay, let's get heaps more clients for open space. So let's like, for the next seven days, for 10 hours a day, we are going to message every single prospect that we have and get them in the door, and we're gonna do that, and then we're gonna have lots of money at the end. We probably would have lots of money at the end doing that, but we would be shell, shells of people versus building out first identifying what is it in my business that I want to create? What is it in my nervous system that I want to create? How do I want to feel? How many hours of work do I want to work? Where is my boundary around this sort of stuff? And then whenever there is like a marketing strategy or a tactic, how does that strategy fit in with the model that I'm wanting to create? Or is it at juxtaposition to that? So, any marketing strategy that for us that gets us to exchange our time for money for long periods of time without that then being something that we can put in a process that takes us out of it, we will not do. Like, I am allergic to it. I'm not touching it.

SPEAKER_00 10:55

Sometimes I actually need to convince you. If it's actually a good idea, I need to convince you because you've got this trauma response. How? And you're like, nah, fuck it. Like, not gonna do it. Totally. And then, and then when you marinate on it and look at my perspective, you're like, oh, actually, I can see how that could work.

SPEAKER_01 11:12

Yeah. Because then it's like, I'll put it through the sieve of, okay, if that's the outcome, I think it's more you have to think about the outcome that you want. So if the outcome is this and the strategy is this, okay, what can we do to the strategy to then get the same outcome while still preserving ourselves in the process?

SPEAKER_00 11:34

Because there are the line, the analogy of there are all roads lead to Rome, right? There are so many strategies. So many strategies and so many ways to get there. Just because somebody took one path doesn't mean that you need to take that path to get there. And that's why I think so many high-level female business owners are attracted to us because they've seen that okay, we may not have the eight-figure business or the whatever. However, we've been able to create success and true wealth and abundance for ourselves while living a fulfilled family life and enjoying our lives in the process.

SPEAKER_01 12:23

Exactly, exactly. I like to think about it as like the ecosystem concept for your business. So think about your practice, your business, as a dance, an ecosystem. And you are a part of the ecosystem, just like anything in nature. If that part of nature's broken, it doesn't work, it doesn't thrive, the garden doesn't grow. But when the individuals are thriving within the garden, within the ecosystem, that is when all the fruits of the labor come into play. I think as females, it's even more important because, and look, I am being so stereotypical here. I understand that, you know. And it's nuanced. We get it, right? I don't need to go into it. Yeah. But traditionally, men in general, they are built to override nervous system to get to where they're going to go, right? And they can do it. They can still be well enough doing that.

SPEAKER_00 13:26

Yeah. Win the day, get to the finish line, completion. Yeah.

SPEAKER_01 13:30

And then they switch off, and then the tab closes. Boo, your tab ain't closing when you get home. Like my tab is open 24-7.

SPEAKER_00 13:39

Yeah.

SPEAKER_01 13:39

Right? And so I need to be very discerning about what I'm doing in the day to make sure that I can actually switch off at the end of the day. Yeah. And being in that constant state of drive is not it. For me, and it's going to be different for everyone. For me, it is first and foremost doing the things that I that light me up. Taking my work into luxurious locations. For some reason, it feels like it makes sense. It's environment.

SPEAKER_00 14:10

It's environment. Yeah. Yeah, and it's the energy of the environment. Lighting the incense, the candles matter. Arrangement, yeah. Yeah. Count matters. It all matters. The 3D world, the reality, and also the energy. The energy of the space. Absolutely.

SPEAKER_01 14:24

So that for me is a big thing. Also, when it comes to, you know, um inputting, when it comes to putting in place in our business things that mentors and things have taught us, is putting it through that sieve as well of is this taking us to the long-term goal that we want? Long-term goal being us being less hands-on in the business. And so we often will slightly change and curate a strategy or system in order to fit that. Or there's a lot of masculine mentors that are like just get more and more and more people. But sometimes even the people that will pay for your service and make it profitable, you fucking hate them. You don't want to service those clients. What did you say? Did you you don't like them? Okay, so a lot of the beautiful women that we work with, a lot of it is like pruning away some of the patience that they have because they're they're not serving their energy, right? And it's not serving them to be saying yes to everyone. So then it's like curating what is your dream client. And if you could have more of that on a day-to-day basis, of course you're gonna feel feel more lit up by that and not drained.

SPEAKER_00 15:40

Yeah, I'm sure, I'm sure right now you can think of a specific client where if they're in the appointment book, if you see their name in the appointment book, you actually contract and you're like, uh eye roll, I really don't want to see that person. But you have, you know, made the the decision to see them. So it really impacts your energy, your headspace, and like the flow, the flow of the day as well. So imagine if you could have an afternoon, a full day of clients who are your favorite clients. Imagine what your energy would be like at the end of the day. And that's literally been the reality for people that we've worked with. I know Renee, like the she had a psych practice of like clients that she were draining her. And as you can imagine, psychology, like, yes, heavy. It can be really heavy. And by working with us to change her avatar and change the marketing, we was able to completely 180 change her reality of her business because of um the people that she was seeing.

SPEAKER_01 16:54

Exactly. And that does lead me on to one of our final points I want to make about the distinction between men and women, essentially, in business, is what we're talking about. Is stereotypically, because women are more of the caregivers, we are more prone to having people-pleasing tendencies. And that is with our clients and our patient base, but also with our team. And so, quite often I find that that more masculine structure of coaching it doesn't account for the internal transformation that's a lot of women have to go through in order to step into leadership. That can feel very scary for a lot of women. It can feel very icky. They don't want to just be dictators, right? The women that we work with and that we used to be not that long ago, were ones that wanted to build something impactful and to lead a team and to lead a practice, but also feel good doing it. And I think that there is in a lot of masculine models, it's just like, oh, we'll just tell them that, and if they don't get on board, then they're out. It's like this dictator model. And there is shades of grey when it comes to communication and it comes to working with people. Because ultimately, when you're leading a team, you're leading your business, you're leading people, and people are complicated, you know, especially if you're like us and hey, we we have a team full of women, and um, you know, hormones are real. Like, and one thing that can happen today, when now we have this draw where if something happens, like if a staff member brings something to us, we just sit back for like 24 hours and see whether or not they message us again and it's like, oh never mind, that's no longer a thing. Because that happens legit like a few weeks ago. Yes, yes, and it even happens between you and I, like we'll have a conversation and it's like, yeah, let's do that. And sometimes it's like, I'm sorry for what I said when I was menstruating.

SPEAKER_00 19:01

Like and and this is why the hiring process is so important. Why we screened for emotional intelligence, right? Because like you can you can say those things, however, if you've hired someone who is an emotional emotionally intelligent, then they're going to when that they reflect, like come to the own their own conclusion.

SPEAKER_01 19:27

Absolutely. And I think look, I know that sometimes from an outsider persist perspective, a more masculine style energy, they listen to some of the things that we might say, like, oh, emotional intelligence questionnaire, it's got to feel right, the energetics are off, and they think that that's just fluff. But there is a marriage in between the system and the masculine and the structure and the feeling of it, that middle ground is uh homeostasis. That's balance, yeah, right? And just like in nature, if something is too um yang or too yin, it's out of balance. Same with your business. It needs to have the balance of the yin and yang, the balance of the masculine and feminine within the structure of the business to thrive. And that is my parting message to you.

SPEAKER_00 20:27

Now for today's takeaways. So, number one, we are in business, ladies. Okay, so you need to know what your freedom number is. So think about the holidays you want to go on, what your expenses are, the take home after tax. We have so much tax in Australia, FYI. So, after tax, like what you actually want to take home, and then reverse engineer that and figure out okay, with X profit margin, like how much revenue do I actually need to make to receive that freedom number? Then look at goals, not only from a business perspective, but also a lifestyle perspective. So, how many dinners do you want to be present for? How flexible do you want your hours to be? How many times do you want to have white space within your week? Which side side note, it's essential that everybody has white space. I don't care how many children you have, I don't care how many companies you have, you need white space. Because otherwise, how are the ideas supposed to flow? How are you supposed to process anything? That's a side note. Do those two actions and see how your life transforms. And if any of this has resonated with you, if you're wanting high-level mentoring support from women who have been where you are and know exactly what it takes to get you to where you want to go, then just click the link in the show notes and apply to work with us and we'll see whether or not we are a good fit for you.

SPEAKER_01 22:06

And yeah, thank you so much for being here, and we feel look forward to chatting again next week. Bye.