The Abundant Practitioner Podcast By Dr Tilean
Welcome to our podcast channel. I'm Dr. Tilean, a Chartered Psychologist and Behaviour Change Expert turned Business Mentor for Practitioners, Coaches and Consultants who want to start and scale their own purpose-led business so they can live a soul-nourished and profitable life without compromise!
The Abundant Practitioner Podcast By Dr Tilean
Ep 61: Navigating Emotional Barriers: Mastering Heart-Centered Pricing Strategies
Can we truly balance financial success with our mission-driven work? This episode of the Abundant Practitioner Podcast explores the complex emotional landscape of revenue generation with your coaching and consulting business. Join Dr. Tilean as we unpack the internal conflicts that many practitioners, coaches and consultants face when pricing their services, battling the fear of being perceived as money-driven, and dealing with the reality of income plateaus. Learn how to navigate the emotional and psychological barriers that can hold you back and discover why embracing ethical sales is not only necessary but transformative for both you and your clients.
We'll guide you through a groundbreaking shift from a mindset of scarcity to one of abundance. This isn't just about numbers; it's about redefining how you perceive the value of your work and the role of pricing in your business, for ultimate soul-aligned success. Dr. Tilean shares insights from a recent retreat, where professionals like you explored the physical and emotional sensations tied to revenue generation. Understand the importance of aligning your pricing strategies with your values and how holding space for client transformation can lead to mutually rewarding experiences.
Learn how strategic pricing can empower your clients to invest in themselves while allowing your business to grow. We discuss the balance between revenue generation and philanthropic efforts, such as scholarships or pro bono work, and how these elements can coexist harmoniously. Discover heart-centered pricing strategies that focus on quality and personal touch, demonstrating how passion and talent can build a successful practise. This episode challenges the notion that being the cheapest option is the best strategy and highlights the power of attracting clients who truly value what you offer. Join us for this enlightening conversation, and transform how you think about success in your business.
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!
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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. What I'm going to be covering here today is the whole concept around charging right and earning revenue generating in your business. I want to cover this topic because far too many helpers, healers, right people on a mission they're like I've got a god-given mission, purpose to move forward and help these people sometimes get hesitant around like should I revenue generate from this? How much should I revenue generate from this? How much should I revenue generate from this? Should I be charging for this? Maybe I should get, I don't know, like some grants to kind of fund this. Or should I, like you know, find a business to fund this? Like the actual piece around, like people investing in services. There's this whole concept that goes on in their mind of like, what should I charge a person? Can they afford it? Is this right? What's the best way forward? Right, and these questions come up in their mind, which then stops them sometimes from even moving forward, right, they end up in this kind of branding space or planning space for a longer time than they need to be. Or they get into a space where they start moving forward their business and they revenue generating, but they reach an income ceiling and they can't seem to work out why they can't get past it. They can't seem to work out why, like, no matter how much they do or what they try, they're kind of stuck at this space of like that's how many people I can help, because my income is not moving past that. The amount of people I'm moving past. It doesn't seem to go past that, right. So they reach a plateau and they kind of stay there.
Speaker 1:Or the third option is that they find themselves that they're in this place, their revenue generated, and they get a great month, and then the next month it's not great, right, maybe the next month is not great, and then they get a next great month, and then it's not great, not great, and so their revenue is like it's just all over the place, right, and they can't seem to work out like, how do I create consistency and stability in this business and I just seem to be jumping around all over the place in terms of what the revenue is like. And so I want to speak about this because I want to address the concerns that people have around being hesitant around what to price or raising their prices because they're worried about what other people might think. Am I going to be perceived as money grabbing? Am I going to be perceived as that's too much for me? Is it going to price people out? Am I going to reduce the amount of people that can access my services? All these kind of questions come up in people's heads when they think about pricing. So I want to cover that.
Speaker 1:But I also want to cover the point around like what is really going on behind the scenes when you are at a revenue level that you are not getting past that, or you are recognizing that from one month your revenue is here and the next month it's down here, and then it's down here and then it's down here, and then it's up there and then it's down here and it's just kind of going in this pattern, yeah, and so this is the challenge I really see time and time again that many purpose-led, mission-fueled practitioners, coaches and consultants are faced with, right, they are facing this place where they're like I know, I know, I know, I know, I know, I know, I know, I know, I know, I know, I know I'm here to serve, I'm here to uplift, I'm here to transform lives, right, and this is exactly what God has placed me here to do. But it's kind of not like moving forward at the level it's meant to be moving forward, or even moving forward at all. Right, and maybe even think I'm moving forward, but I'm in planning stage and I've been in planning stage for months, or even sometimes years, right, planning this business, right, and it's not pressing forward and revenue generating equals, meaning making impacting people's lives on a transformational level right, it's not moving forward to that level, and so it's really about addressing what's going on underneath there. Um, I wanted to bring this discussion. It's something that we? Um, we dove into as well at our recent retreat. I held a retreat literally last month like these months are feeling so, like I feel like I'm doing so much so quickly, right? Um, but last month I hosted our annual retreat. It takes place every October and, um, we? Um covered part of this as um one of the topics and one of the questions I posed to them is like, when you, when you think about selling right, when you think about sales, when you think about revenue generating, when you think about selling right, when you think about sales, when you think about revenue generating, when you think about going to make money in your business, doing what you're doing, what you're calling, is what comes up for you, what words are coming up for you, what feelings are coming up for you?
Speaker 1:Where do you feel that in your body? What's really going on right, and some of those things that were happening here. Yeah, and you might be able to identify and call that out on yourself when I say that, right, but people were saying things like I feel it in my chest, like my chest goes, like, I just feel it like an ick, right, I feel a sense of nervousness. Yeah, I feel like an ick, right, I feel a sense of nervousness. Yeah, I feel a sense of like, what if I'm rejecting? What if they say no, right?
Speaker 1:Some people were saying, like I feel like healing's not supposed to be charged right, right, I feel like, oh my gosh, people are suffering. How do I like, how do I make a business model to help those that are suffering and yet still earn money. I feel like I don't want to be the person that is the one that I'm being sold to. I'm pressuring people because I've had these experiences. Right, is sales going to reduce access to those that really, really need help? Right, but maybe they can't afford to invest in that help? Yeah, how do I, how do I serve them as well by also having a profit, generating revenue, generating business?
Speaker 1:Right, you know, there was, like all of these different things and I'd love you to tune into yourself and think what are the words and feelings and thoughts that might have been coming up for you or have been coming up for you, the mindsets around what does sales actually bring up within you? Right, because, yes, on one hand, there's like, yeah, I want to get this mission out there. I want to like, do full time in. Yeah, I want to get this mission out there. I want to do full time in my business, I want to do this. This is exactly what I'm meant to be doing.
Speaker 1:But, on the other hand, we now have a conflict in belief. So, on one hand, it's like, yeah, I want to do this, and on the other hand, it's like, how do I charge when people are struggling, the other hand, is like sales cells. That whole concept of cells just makes me like, right, yeah, it makes me want to feel sick, right, like all of these things, yeah, and so we've got this now, this belief, going in one direction, the other direction, one direction, the other direction right? How do you therefore like, if we think energetically around it, the ability to rise up and generate revenue at the revenue and help people, right? Revenue generation equals the lives that you want to help, yeah. So how do you now translate that into that when all of these underlying beliefs are happening?
Speaker 1:And so it's about transforming that, right, transforming that perspective of what it means to be in sales. So a perspective is just a belief, and beliefs can be altered. A perspective is that there could be some element of truth, but it doesn't need to be your element of truth. And so, whilst there may be people out there in sales that do do pressurized sales, sales techniques, push of like, oh, manipulate people into buying things that they don't even want, right? That doesn't need to be your way, right?
Speaker 1:Many of you that have come across me and know me know that I am not about that. I'm not about pushing people in, dragging people in. You drag people in. You drag people around, right, like it doesn't serve you. It doesn't serve them in bringing people into a transformational experience when they're not ready or even meant to be there. Right, all of that, just to me, is all around lack and scarcity, right, and if you really lean into the abundance and the energetics of abundance and all of that, it's not necessary, right?
Speaker 1:It's about understanding that there's a whole behavior change cycle that people go through when they are getting ready to make any change in their life and that the sale, right, that transformation that happens in the transaction, the exchange of money for service right, is going to take place in that readiness period. Right, when they're able to commit to invest right not just time, not just energy, but a frequency of an exchange of money for them to be like I'm in it. Right, and at a level where they're like I'm in it, that even when the resistance comes up in that journey of transformation, they're still in it. They're not cancelling their sessions and becoming no-shows and not showing up anymore, right, they're showing up even when there's resistance, which resistance in change is normal. It's normal for you to want to go to that next level and be like am I ready? Right, am I ready? Yeah, you know, like it's so normal, we see it all the time Like I see people, I celebrate people jumping into the academy, but I know what that took right, there was a whole mindset thing before that whole transaction jump, I'm doing this. It was like am I doing this? Oh my God, am I doing this? Am I really doing this? Oh my God, god, am I doing this? Let me say something right, and it's like this whole thing right.
Speaker 1:In any change, significant change, there is an ability for your mind to want to keep you safe in a comfort zone that has become familiar, right, which is not necessarily comfortable. I prefer to call it the zone of familiarity, right of actually you're being held in this space of like this is what you've known, this is what you've become accustomed to. Are you going to allow more, right? Are you going to allow more? Is it safe to have more? Yeah, and so you've got to recognize that, actually, as people jump into new levels, right, there's a whole feeling that goes on there, a whole mindset that goes on there, right, and so you want to be able to bring that transformation in one where you're really able to hold them safely as they transform in that space. Okay.
Speaker 1:And so I think the first part is recognizing, firstly, if you're going to allow yourself to earn more, to start revenue generating in your business, there's got to become an acceptance that it's okay to make money. It's okay to make money right from serving people and doing what God has placed me here to do. It's okay to have provision through that, it's okay to create provision through that. Now you know, like I really say to people, it's like just thumbs up, if you really think about your mission. You go to your mission, lean into your mission and, like, hand on heart, think like is am I meant to be doing this full time? Like, is this how I'm meant to like? Is this like that feeling of doing your mission full time? Does that like make you like just want to jump and be like yes, this is how I'm meant to live on purpose, fueling, pushing forward that mission, waking up on fire, being being like how do I help and heal and serve and create and move right that creative abundance is able to just right, yeah, so you gotta think like it does my mission give me that? It should? Yeah, right. And so, if that, if your mission gives you that, you've also got to ask yourself a question of for me to live fully, where I'm able to allow creative abundance to just be like flowing, overflowing, going, and for me to wake up feeling excited and alive, do I therefore need to have provision? Provision, need to have provision? Right? Provision, yeah, like, for me to feel safe, to be able to create, to be able to move forward in business and live and give and all of that stuff, right, do I need money? And it's a simple question yes or no? Right, and it's like if the answer is yes, it's about getting behind it, like, okay, if this feels right, excited, I'm like do I? Am I meant to do my mission? Yes, am I meant to do my mission full-time? Yes, am I meant to serve and help and heal and push forward and have this creative sense and just be navigating this? This is what God has placed me here to do. Yes, right. Do I require provision? Yes, right, yeah, right.
Speaker 1:Is money a tool that is used in 2024? Right, that helps pay for things? Yes, right, it's a yes, right. Money is required to pay for certain things, to pay for your basic needs, but to pay for so much more than that. So if we think about, okay, like serving your needs, there's a yes right Like I need money to pay for the home, to pay for gas, electric to pay for the home, to pay for gas, electric, council tax we have over here in the UK, right, food, children, education, healthcare right, there's so many things. We could go on and on and on, right, car petrol, all of these things that you may or may not need or feel you need right To be moving forward your life and have that stable sense of provision. Yeah. But then how about we look beyond yourself? So when we escalate and we think beyond ourselves or beyond our own needs, of our own state for provision, right. And we think about what about excess money? What about overflow money? What about more money than for my needs? Right. And we think about that and we think about what could that do?
Speaker 1:Often the words that come back right is like I want to. I've heard this, like at the retreat. People will say you know, someone said I want to send money back to my home country. I want to send money back to Nigeria and support them there. I want to send money to India. I want to create, to go into building my own charity causes. I want to be able to give myself and my family bonuses. I want to be able to create an inheritance for my children's children. I want to be able to have create an inheritance for my children's children. I want to be able to not just be working full time in my mission, but take time out and go and invest in other projects on the ground.
Speaker 1:Right, we think about what the excess can allow you to do. So now it comes back to okay, right. So money is a tool, right that can support not just you, but so much more than you, and so we want to create a safety within yourself of it's okay to receive it. Right, it's okay to receive it, it's okay to accept it and allow it into your life as a tool right For so much good. Right, a tool in the hands of good people gets to do great things. Yeah, a tool in the hands of not so good people does not so good things. All of you people in this room, I'm going to assume, are great people. Right, I'm going to assume my energy brings forward people that are great people, that this tool could help you do so much more.
Speaker 1:And so the first thing that often needs to get addressed is like that of like an acceptance of I'm okay to receive in, right, I'm okay to receive in and I'm going to decide, actually, this is how much I want to receive in, right. You know, someone was just sharing earlier around, like I made a decision that the academy is for me and I didn't have provision. I wasn't sure how the money would flow, but I made the decision the academy is for me and the very next day the provision was there. First comes a decision, the same. And when it comes to revenue generating, the same. When it comes to up leveling your revenue from where it might be, maybe it's at five figure years and you're like I want five figure months right to you know it, it first comes to the decision and then comes the ability to see it come forward into your life. Yeah, and so it's really around recognizing that actually I am open to receiving money in this business and I'm open to receiving a lot of money within this business to do a lot of great things.
Speaker 1:Right To move forward this mission, to be full time in this mission, to have excess profits in this vision, to be full-time in this mission to have excess profits in this vision to be able to do other things right, and so just being able to lean into that, and while you're thinking about the number of people that you would then pull into that mission to help them in their lives, the ripple of impact that thing has. This is not just about, like you know, the money exchange. It's about the exchange of so much more right, not just the. If you think about what it gives for you, you also think about what it gives for them, what they get to pour into as well, and so, by you giving people the ability to invest in their own transformation gives them the ability to move forward and do what they need to do.
Speaker 1:So a couple of things I want to talk about here on this is one is allowing people right, allowing people to have the chance to invest in themselves, those that are able to invest in themselves. You know you want to think about your business in terms of like, okay, how do who is my avatar and who am I here to help within this business as a, as a revenue generating and profit generating business. That's one sector, right. And then, if there is the desire and wish to be able to have scholarship places, give back pro bono, whatever that might be. That is another section, right, and you're not confusing the two, you're not trying to do one with the other like together. You're actually recognising that actually this is the revenue generation piece. You might even put together some kind of ideas. It might be in terms of like, ok, for every 10 clients that comes in, I might open up a scholarship place, right, you know, and take in X number of clients under scholarship. Yeah, so there's ways that you can do it where you still also protect the, the, the mission, right, and the, the, the, the lifeline of the mission, by having the tools it needs to move it forward, which is revenue, by creating the sales that it needs, ok, so, really, really important. I think the other thing is recognizing as well is where you are energetically and the numbers that you want to call in.
Speaker 1:I see so many times people like in this whole coaching, consulting business of like, oh, I guess I should be charging 10,000 or 20,000 or 5,000 or whatever, but I don't, I don't want to charge that much, right, and there's no shoulds. It's around. Really, looking at your mission, looking also at your avatar, I'm really thinking about, ok, what is it the investment level that I'm going to command for this that feels right and good where I am. And that prices can change at any given time in the business, right, many, if you look at businesses as a whole, like if you look at various different businesses, prices do change over time, right, so you're never fixed in your price point, but where you start needs to be at one that is aligned and anything times zero is zero. Yeah, okay, so we want to be picking price points that really energetically feel good to you of like, yeah, this is what it means to price for my services. You can also look at thinking about what your energetic income level has been like how much money have you received? What's the most amount of money you've received in a day, in a week, in a month? Right, and you could think about, like, playing with those numbers to be like it feels comfortable to bring my business to this revenue generation first, right, and then build up from there. So, really thinking about that, but also then being able to look at, okay, if I am going to shift and move from where I have been and I'm going to choose to double it, what beliefs would I need to have. What would that mean for the number of impact that I would have in terms of the lives that I'm going to change? How many more clients would I call in? What would that mean in terms of the capacity? Do I feel like I have the capacity to hold those number of clients Right? What kind of feelings or thoughts are coming up about that increase that you might need to address so you're able to expand your capacity to receive Right? So those you know. There's so many things I could talk about in terms of pricing and energetics and money and all of that, but I think it really is important to recognize that it's okay as well. If you're nervous about saying to say it anyway.
Speaker 1:One of the ladies who is new in the academy as well. She was, you know, celebrating that. She came to the academy and was like, okay, I made it into the academy, I'm here now, right. And and was like okay, I've made it into the academy, I'm here now, right. And she was like I want to make money straight away.
Speaker 1:And then an opportunity came to her that very week and she went forward and she was like okay, this is my price point. And she went to bed and she was like I've like totally undercharged myself, totally undercharged myself. And she went back that next day and was like I sent you the wrong pricing and she like changed the pricing. She was like what would Dr Talin say, I've changed the pricing? She went forward and she was like because my pricing is part of my branding, I'm going to leave you with that part of the concept as well. Right, is that? Your pricing is part of your branding. Your branding is not just logos, fonts, colors, colours. Right, your branding is you, how you're presenting yourself, your words, your pricing all of that is connected. All of you is part of your branding.
Speaker 1:Yeah, and so she really sat down and she was like, if I'm my branding, I don't want to be the cheapest.
Speaker 1:I don't want people coming to me because I'm the cheapest.
Speaker 1:I want people coming to me because I'm the cheapest. I want people coming to me because you can get me what I need. Right, you can support me. You're going to hold my hand. You're going to really bring your heart to this. That's why I'm investing. I'm not investing in you because you are the cheapest commodity. I've looked around and you are the cheapest and that's why I'm picking you. You don't want people picking you based on that Right. You want your prices to connect with your heart, right. And then you know she even shared. She was like in that particular client came and signed up and they were like I signed up because I recognize your heart, I recognize your talent, your passion, your ability to do that Right and respected the fact that when the client decided to double their price was like yeah, I get it. Yeah, so recognize like where are you with your pricing and making sure that you are aligned and in the right space that you need to be for where you are at in your life right now with your pricing, okay.