The Abundant Practitioner Podcast By Dr Tilean

Ep 56: Embracing High Ticket Offers As A Health & Wellbeing Practitioner

• Dr Tilean

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Can a single decision radically transform your practise and your clients' lives? Join me, Dr. Tilean, as I share how to shift from charging per session to offering high ticket, comprehensive transformation packages. This episode of the Abundant Practitioner Podcast is all about embracing a business model that fosters deeper, long-lasting change. Through personal stories and real-world examples, we'll explore how this approach can revolutionise your coaching/consulting practise as a Health and Wellbeing Practitioner, helping clients commit more fully to their personal growth, much like a university charging for holistic educational experiences.

Ever wonder how high ticket offers can sustain and grow your practise? In our discussion, we'll break down the critical mindset shift needed to confidently introduce higher pricing. You'll learn how this model not only supports your financial health but also enhances your capacity to invest back into your business. From upgrading systems to offering scholarships and engaging in charitable ventures, the benefits of a robust profit margin are far-reaching. This episode aims to empower you to operate from a place of abundance and expertise, rather than getting caught in the race to the bottom.

Imagine viewing a $5,000 burnout recovery programme as an investment with profound long-term benefits. By reframing high ticket offers as strategic financial decisions, we reveal their true value—transformations that go beyond temporary fixes. I'll share insights on how such investments can improve quality of life, strengthen family dynamics, and even save relationships. Tune in to discover how aligning your business model with these principles can create a more meaningful and impactful practise for both you and your clients.

Thank you for joining me today on The Abundant Practitioner Podcast. I’m so glad you carved out this time for yourself because you 100% deserve soul-nourishing and soul-aligned success!

If you’re keen to dive deeper into my world, here are my socials where you can learn more about how I specifically help Health & Wellbeing practitioners start and scale their own soul-aligned and profitable coaching business. As a fellow practitioner who has been operating in the online coaching world since 2015, I’m excited to help you successfully navigate it too. You can also reach out to me on these platforms, if you have any questions!

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Thanks again for tuning in, and I'll see you next time on The Abundant Practitioner Podcast!

Speaker 1:

Welcome to our podcast, designed for psychologists, therapists and counsellors who want to take their business online and live a soul, nourished and profitable life without compromise. If you want to know the secrets used by practitioners just like you to navigate the global e-learning market successfully, then you're in the right place. I'm Dr Talib, chartered Psychologist, business Mentor and your host, and welcome to the Abundant Practitioner Podcast. High ticket offers yeah. Now why am I talking about high ticket offers? Why did I start my business nine years ago with high ticket offer? I have always, always, onboarded clients into transformational experience. Now, growing up as a psychologist right, yeah, like educating myself as a psychologist right yeah, like educating myself as a psychologist right. And and then starting out my own business. There's the one route of like traditional private practice, right? Or the traditional way of working where you do per session, right and per hour and you charge that way.

Speaker 1:

And when I was starting my business, I for me, it just didn't make sense, like when I was looking at models of change, like behavior change, principles, and when I was thinking about you know, how do I really support somebody through change. One session is just not going to be enough, right? So why would I charge per session. Why would I work with somebody per session, right? Why don't I just think about what the transformation would be? And so that's why I started out my business working per transformation, right, it wasn't a money grab. It wasn't a like you know, like, oh, you know, oh, I'm too good for per session, or anything like that. It just logically made the sense to me, like, if I'm going to help somebody really shift their narratives, their mindset, their understanding about how they're going to approach their life in a more healthier and wholesome and sustainable way, I need to work with them over like, a time period, right? And that's just a matter of fact. And so the um whole concept of like charging per transformation that's where it came from. It came from what is required to support behavior change, and it requires time is one of the things, right, um, and? And so it just made sense to me, like, rather than somebody paying per session, per session, per session, I'm just gonna like offer this package, right, and you want help with this? I can help you with this, and this is going to be the investment for us to work together over this time period as we journey on this outcome, right, and so that's why I came up with, like for my business, the high ticket offer, right, um, which is known as high ticket offer. For me it was just charging per transformation, but I know those words of like, high ticket offer. That's almost kind of what it kind of translates into. That's why I've used those words, but it was just charging per transformation as opposed to charging per session. And so that's where I want to start with this discussion. Really, in terms of like, the benefits of having a high ticket offer, of having a charging per transformation, means that you really just set out from the get go that I'm here to support you with this, whatever you help people with, whether you are helping people with, whether it's like Dr Nash and helping educational establishments, right, or whether it is helping, you know, we have clients like Heart and Soul Doctors who help, you know, mommas right, they help mothers really change their relationship with themselves and their, their children, to be able to to move forward.

Speaker 1:

And we have clients like Dr Hannah Dennis, who helps um neurodivergent um, um children and family parents of neurodivergent children really, you know, thrive in their, in what they do. Or we have clients like dr kim gordon, who you know and helps um women of color who are burnt out or approaching burnt out, really transform their, their life, right? So whatever you are helping people with, right will require, I'm pretty sure, if you're in this room, some level of transformation over time, and it's not going to be per session. So, if you're in this room, some level of transformation over time and it's not going to be per session. So if you're thinking about, okay, my offering per transformation is who do I help? Right, I am here to help these people with this challenge, move towards this outcome, right. And if I'm going to help these people with this challenge, move towards this outcome, okay, one session, right, is not going to cut it. Also, if I'm going to set my offering up where they have the ability to kind of pick and choose, almost like, oh, I'll have a session today, maybe I'll cancel today, maybe I'll have a session today, maybe I'll cancel today, it's not really setting them up for success in that way, right.

Speaker 1:

And so when you set something up for transformation, yeah, they could no show, but when there's, when somebody is really invested in a transformation and when that transformation is a significant investment, then show up, right, and that's almost really what the universities have been doing anyway, right? So you know universities are charging for transformation. So you know universities are charging per transformation, right, you're going to come and invest X amount. However you invest it, whether that's through student loans or loans, or you had the money or somebody's paid for you, or, even if it was a scholarship, you didn't even realise there was an investment made. There was some, you know, some sort of payment for it and it was like this is what the course costs to get qualified.

Speaker 1:

Whether you decide to show up to your lecture or not, you know and some of you may have just worked your way through right, because you were in that transformation of what they, how they deemed it. So this is not a new concept that I've, like, pinged out of thin air. You know this is, this is like you know just what is happening and if you think about how you're here to help and who you're here to help, shifting your model to per transformation can be very, very helpful, right? So that's one thing, real, one benefit there that enables them to really um, stay with it that even in the transformation, when it feels icky, difficult, right, which it most likely will have some resistant periods, they will continue to show up and through it, through the transformation work, through that journey, because they've invested in a transformation. So I really hope you can see the benefit for the clients by having a transformational experience and then the benefits for you as the business owner, as the practitioner.

Speaker 1:

Right is that you have clients invested in a transformation and therefore you it limits your no-shows, your, you know, they just value the transformation differently, they value the service differently, they show up differently, they're celebrating, you know, I remember one of my clients and they were like, oh my God, like my client was like I'm so happy, thank you, thank you, thank you for charging me five thousand to show up for this, like it's really changed my life Right, and that it changed their life more than that. They had that client had declared to them that they had been doing therapy in the traditional sense and hadn't had as much movement because they just have didn't feel that level of investment in the transformation. And they just showed up differently because they'd invested in it like they had or would have, like a course right, like I've got, I've invested in this and I'm gonna do this thing right, and so it just changes the narrative around, like what the investment is, you know, and how that is viewed as well. Okay, the other thing is as well is it's about building your business with margin right. As a business owner, I think it's very, very important to recognize that you build a business with profit margin right? This is something I'm really like I speak to my clients about in the Academy of, like, how do we ensure that there is margin here? Right, that you know, um, that you are not just thinking about how much am I taking home?

Speaker 1:

Sometimes people have, and we could have this as a whole, nother round table, I'm sure, but have this like mentality of okay, this is how many clients I have and this is how much they're paying, and so that kind of equals my take home. Or maybe I have these services and systems and stuff like that, and they just get themselves into a place where they are not that soul nourished, right, they are not necessarily feeding the business with the right level of investment that it needs so that it's breathable and that you're breathable within it. Okay, and thinking about all the things that are a business required, is it required to do? Right, like pay taxes, whether you like it or not? Right, you know? Like pay for the business systems that are required to run your business like, even having margin that you could utilize to upskill yourself right, to do more professional development or training, right, you know, to have business cash reserves, right. So having margin is really important, you know. So that's another reason why, as well, when you're thinking about your pricing per transformation, you're ensuring as well that there's margin available as well for the business to be able to sustain the mission. Right, the business is able to sustain the mission and, you know, you may even have the ability to have margins.

Speaker 1:

Some of our clients do it where they have a margin, that some of the profits they use to be able to offer free scholarships in their, in their programs, or to be able to do other things, you know, create other charitable ventures that they're interested in out of the margin that they've created that they're interested in, out of the margin that they've created right. So it makes business sense when you're thinking about her transformation, right, charging per transformation. The whole concept, though, charging per transformation, which some people stumble on, is like if I have a high ticket offer, then nobody, you know people are priced out of hell. Have a high ticket offer, then nobody, you know people are priced out of hell and it's. It's only means that if you choose to believe that is the meaning right, like if you have a high ticket offer and you have margin to be able to say you know what I have this offer. I know not everybody can invest at that level, right, but that actually how my business is set up.

Speaker 1:

There are certainly other ways that I give value. I give so much value for free. Like people can move around their business without even paying me a penny. People email me and say that and you know, they Instagram me and I'm so happy for them. Right, you know what I mean and I celebrate that I'm not in a kind of scarcity mindset of, like you know, I'm gatekeeping information because I need money. Right, it's not in that sense, but it's like there are going to be people that do want to come into the transformation, to have high levels of access and support to support them with their transformation, whatever that may be right, and so that those that can't, for whatever reason, jump into that can be served in other ways within your business right Through many different ways. So it's about shifting your mindset as well in terms of that, and also, a high ticket offer can exist around other offers as well, if done in the right way right, so definitely, though. Have done in the right way right, so definitely, though. That's something to think about as well.

Speaker 1:

Okay, in terms of the impact of having a high ticket offer, right, of what that means, and that increased revenue and increased profit margin is important. Yeah, our business runs on a 48% profit margin, right, and that's really what I support clients to really think about their margin, right? How do you get healthy margin so you can do more good in the world, right? How do you get great margin so you can have business cash reserves? How do you get great margin so you can invest in the team that you need, or the support that you need, or the systems that you need and all of you need, or the systems that you need and all of those things? Okay, so very important to you know.

Speaker 1:

When it comes back to that kind of point on confidence around it, I think, when you lean into those types of things and think way of thinking, it helps you increase your confidence of like. Actually, this is the reason that I I offer a high ticket, right. I have I consider a profit margin. That's why I do it right. It's not because I'm here to kind of money grab at things, right. It's here because I'm doing my business in the greater good of the mission and of what is what I'm here to do in this world. Right, and you, you, if you're not operating your business in that, in that way, and you're limiting your margin or you're having negative margin, you don't have to even consider that. Right, it makes it really hard to drive forward your life sometimes or even the business mission that you have.

Speaker 1:

Right, because then you're in that kind of survival mode, thinking okay, and so we need to really develop a level of excitement and joy about creating a high ticket offer and giving people the openness to be able to invest in that level for what they want and need. Right, that in every single industry, in every single industry, that there is going to be high ticket and there's going to be low ticket right. And as a skilled practitioner who has however many years of experience, however much life experience, however much educational accolades right and credentials, you know you don't have to participate in the race to the bottom right, you know of low-cost services. You can actually, if you gain that confidence around, like, this is who I am and this is what I have to offer and this is what I can do. Right, you can allow yourself to shift out of the masses and be like, actually, this is how I help and I do it of great value and this is what it is. Yeah, so, so that those were the main things I would say around that you know.

Speaker 1:

And then the other thing is you can also do high ticket offers in a scalable way as well. You could do it one-to-one, like you still have one-to-one if you want, but you could have a one-to-many, like our business academy. It's a one-to-many. People come in and they enjoy a community. And again, that was the positioning of how I structure transformations and how many of my clients structure their transformations, because there's power in community. If we look at any behavior change model, it's it, you know. It really looks at the subjective norms of people and like what your attitudes and beliefs are, and they're formed by the communities that you're in. So having community and elements, having group sessions, all of that becomes even more beneficial for the transformational experience the client's on, and so you could have a group model, which may even include some levels of one-to-one right, which becomes one-to-many, much more scalable for you as well as a practitioner, um, but is also much more um, supportive for the clients as well, um, and that again then can multiply your revenue. And you know, like and just multiply the mission. Right, one of my clients has just finished doing an event. You know I supported her to get like over 400 people registered for her event. Right, she's had, I think last count, I've got like 14 new clients. She's just enrolled in all of that and so there's so much ability that happens in that one to many. And literally she just met me 90 days ago. So you know, things can really change once you make a decision to change the way you show up and operate, change the way you're doing things which you might just be doing because so-and-so did it, or you know so-and-so down the road's doing it, or everyone in.

Speaker 1:

When I started I oh my gosh let me tell you a little story when I started nine years ago, right, just over nine years ago I didn't know any practitioner that was charging per transformation. Like I didn't. I didn't know anyone. Right, I had to. I started with the whole like, feeling of, like, what would my peers say? But I was like this makes sense, right, what would my peers say, like this makes sense to me, like I've just spent all these years studying about baby change and psychology and this is what makes sense to me, right, and so this is what. This is how I'm doing my business, right? I don't care that someone says down the road or every single person that I know that's got private practice is setting it up at sliding scales and low cost and per session, and all of this. And I was just like what energy is that putting out? Right? What beliefs are they putting out? Okay, and so you know, I really like was you know, brave, I guess brave and scared? I'll say that, right of like, you know, this is how I'm going to do things this way.

Speaker 1:

Um and um, you know, some of you might have heard the story, but there was a moment in, uh, early on business where there was like all of these psychologists and they were like, oh my god, have you seen Dr Talene? Like look how she charges? And oh my gosh, like could we do this and is she real? And all of this. And searching me on the register. I'm the register guys, right, but you know, and I remember, like the owner of the group going yes, dr Talene Gordon is a registered and chartered psychologist and she's on her place just like all of you guys, and if you wish to charge how you want to charge, you're more than welcome to do that, and I'd actually recommend you maybe reaching out to her and asking for some advice. And that was prior to me starting the business academy.

Speaker 1:

So that's kind of my journey, to just let you know like I stood out and done things a little bit differently because it made sense to me and it's certainly starting to make sense to a lot more practitioners, which I love and I love supporting them develop. You know many of them shift under the coaching umbrella to operate in this way as well, although you don't necessarily have to Right. But yeah, like that's the benefits of really ensuring you think about your business as having a high ticket offer, all right, um, it can give so much benefits to you, your clients and just become and the overall mission that you're on um. So really, really think about it and it's also um can be done. Whether you're doing business to business right, which is um, you know, business to business might be your business serving an institution or or another business, for example, it could be done business to government. Right, it could also be done business to consumer.

Speaker 1:

There are actually people in this day and age that are willing to invest, quite frankly, what you would invest potentially in like a course, you know, a degree or a master's, even right into their own self-care, self-development and life changing. And one last thing I want to say as well, before we kind of gain some thoughts around this in discussion, is that you think about how much it saves, like the opportunity cost, right, that they gain from investing in this experience. Yeah, so you know, like, if I use the example of some of my clients that support families and parents, right, there is a huge benefit that the benefit is not just the person that's invested in the program that's changing their life. The benefit feeds into their children. The benefit will also eventually, hopefully, feed into their children's children. Right, you know, so there's so much great benefit from that. Right, you know, so there's so much great benefit from that. Yeah, the benefit is that maybe what they might have invested in for a family of four to go to Disneyland and come back to the same challenges their family is having, yeah, they've invested into actually a program that's going to support their family dynamics. Right, you know, so you can really look at that.

Speaker 1:

Another example is, like you know, if somebody was having a transformation experience which helps people really save their, save their marriage, save their you know their relationship, right, you know they have then avoided the costs of going for a divorce, avoided the heartache that goes through with all of that, know, like, so there may be other costs that may, um, by them doing that, it saved them.

Speaker 1:

And then I'll give you one more example.

Speaker 1:

Like you know, if there's something, um, you know in terms of let's look at the burnout offer, you know, my uh client that's just done that that offer there, which is a five thousand investment, right, um, but the cost, right, the cost of them continuing to wake up each day like just burnt out, that would have health implications on them, potentially right, they're now saving them that by them coming into this process, right, they're probably spending a lot on things to just numb the pain of life, potentially right, whether it's investing in food or getaways or retail therapy or whatever, right, to just get through.

Speaker 1:

You know they're actually utilizing that money to invest in something that's going to help them. Yeah, so you know, when you really kind of balance it out, what, what may feel like oh my God, it's a high ticket for them becomes an investment for them. It becomes an investment when you are, when you are giving your money to something that you see is going to give back to you, right, you know, nobody kind of really thinks about that. When they're thinking of a car, investing in a car, of like, oh my God, it's high ticket, then I think you know like, oh my gosh, this is going to take me from A to B and the road trips that I'm going to have, and all of that, right, so it becomes an investment. So I just wanted to add that in. I thought that could be a useful point as well. But that's my spiel here on the power of high ticket offers, so I'll wrap it up there, okay.