1
00:00:00,440 --> 00:00:03,720
Speaker 1: All right, everybody, welcome. I have been doing. This is

2
00:00:03,760 --> 00:00:07,040
Speaker 1: my fourth career crisis call. And if you are like, wait,

3
00:00:07,320 --> 00:00:09,560
Speaker 1: this is a career crisis call, just stay with me.

4
00:00:09,800 --> 00:00:12,000
Speaker 1: Just look at me, don't look at anybody else. Don't

5
00:00:12,000 --> 00:00:14,760
Speaker 1: Forget what I said yesterday. Forget what I called it

6
00:00:14,800 --> 00:00:17,240
Speaker 1: a couple of days. Forget what it Forget it, forget

7
00:00:17,320 --> 00:00:20,200
Speaker 1: she's gone now, the woman who invented it, she's a

8
00:00:20,200 --> 00:00:20,720
Speaker 1: new person.

9
00:00:20,760 --> 00:00:20,920
Speaker 2: Now.

10
00:00:21,000 --> 00:00:25,480
Speaker 1: We reinvent ourselves. We do things before you know they're perfect,

11
00:00:25,840 --> 00:00:28,480
Speaker 1: just to get them done. And yeah, so this is

12
00:00:28,520 --> 00:00:31,040
Speaker 1: a career crisis call. I am Mandy Witch of Santo's

13
00:00:31,280 --> 00:00:34,600
Speaker 1: Career Coach, hosted the Brown Ambition podcast and I'm so lucky

14
00:00:34,640 --> 00:00:38,680
Speaker 1: to be joined by the brilliant Oh I'm just getting

15
00:00:38,720 --> 00:00:39,920
Speaker 1: to know you, but I just feel like you have

16
00:00:39,960 --> 00:00:42,680
Speaker 1: the best vibe already. It's crazy how well you can

17
00:00:42,680 --> 00:00:47,920
Speaker 1: tell just from the internet, like digitally, but cozy sweater,

18
00:00:48,080 --> 00:00:51,839
Speaker 1: cozy knit and a cozy personality. It's just hello, It's

19
00:00:51,880 --> 00:00:59,200
Speaker 1: Emily Escival. Everybody, Hi, thank you, thank you, well welcome,

20
00:00:59,280 --> 00:01:02,120
Speaker 1: thank you, thank you for coming in your time of need.

21
00:01:02,680 --> 00:01:06,280
Speaker 1: So I understand recently you after you said decade you've

22
00:01:06,319 --> 00:01:08,760
Speaker 1: been working as a therapist and you just launched your

23
00:01:08,959 --> 00:01:10,800
Speaker 1: own practice.

24
00:01:11,440 --> 00:01:17,080
Speaker 3: Yeah, so like wrapping my head around that. It feels

25
00:01:17,120 --> 00:01:20,160
Speaker 3: weird too, even though it's something I always wanted. It

26
00:01:20,160 --> 00:01:23,480
Speaker 3: feels weird to finally be like, I'm the CEO of

27
00:01:23,520 --> 00:01:25,600
Speaker 3: my own private practice.

28
00:01:26,560 --> 00:01:29,720
Speaker 1: Wasn't it that? It's like that thing? I think I

29
00:01:29,800 --> 00:01:31,759
Speaker 1: might have girl bosst a little too close to the.

30
00:01:31,720 --> 00:01:33,080
Speaker 4: Sun right exactly.

31
00:01:33,440 --> 00:01:38,200
Speaker 1: Yeah, I think that's so relatable. I mean, I know

32
00:01:38,280 --> 00:01:41,600
Speaker 1: that you mentioned imposter syndrome in your in your message,

33
00:01:41,720 --> 00:01:44,000
Speaker 1: just like I started a business, but now it's like,

34
00:01:44,040 --> 00:01:47,440
Speaker 1: oh I wake up and I'm a business owner. I

35
00:01:47,440 --> 00:01:48,240
Speaker 1: don't have a paycheck.

36
00:01:50,760 --> 00:01:51,480
Speaker 3: That's so real.

37
00:01:51,600 --> 00:01:53,720
Speaker 4: I think that that like hit me in a way

38
00:01:53,760 --> 00:01:54,520
Speaker 4: I didn't want it to.

39
00:01:55,160 --> 00:01:59,600
Speaker 1: When you said, well tell me when you say that

40
00:01:59,680 --> 00:02:02,960
Speaker 1: you're yeah that you've just launched your practice. What was

41
00:02:03,000 --> 00:02:04,000
Speaker 1: that transition period?

42
00:02:04,080 --> 00:02:04,200
Speaker 2: Light?

43
00:02:04,240 --> 00:02:06,920
Speaker 1: At what point did you decide? Was it like a

44
00:02:07,040 --> 00:02:09,960
Speaker 1: long term plan that you've said in motion or was

45
00:02:10,000 --> 00:02:12,040
Speaker 1: it like you hit your f you, which I don't

46
00:02:12,080 --> 00:02:14,280
Speaker 1: imagine you've ever said f you to anybody because you're

47
00:02:14,320 --> 00:02:20,240
Speaker 1: a delight. I'm ratchet, so I have mostly at my dog.

48
00:02:20,360 --> 00:02:24,320
Speaker 1: But anyway, you probably thought it out and didn't like

49
00:02:24,440 --> 00:02:27,160
Speaker 1: quit in one fell swoop. But please let me know

50
00:02:27,200 --> 00:02:28,359
Speaker 1: a little bit about you first.

51
00:02:28,800 --> 00:02:30,919
Speaker 3: Yeah, I mean I wish it was more thought out

52
00:02:30,960 --> 00:02:36,919
Speaker 3: than it was, but life happens, and like you said,

53
00:02:37,040 --> 00:02:40,040
Speaker 3: we do things imperfectly and we figure it out as

54
00:02:40,080 --> 00:02:41,000
Speaker 3: we go along.

55
00:02:42,000 --> 00:02:44,000
Speaker 1: Yeah, and we pretend like it was it was a

56
00:02:44,000 --> 00:02:44,799
Speaker 1: grand plan.

57
00:02:45,040 --> 00:02:48,679
Speaker 3: Right, And like going through school, it was always the

58
00:02:48,760 --> 00:02:51,280
Speaker 3: plan for me. I always kind of like joked, I'll

59
00:02:51,280 --> 00:02:53,600
Speaker 3: be in my own boss one day, like I'm gonna

60
00:02:53,800 --> 00:02:54,480
Speaker 3: I'm gonna like.

61
00:02:54,480 --> 00:02:55,320
Speaker 4: Own my own thing.

62
00:02:55,880 --> 00:02:58,400
Speaker 3: And it's not that weird in the practice in the

63
00:02:58,400 --> 00:03:01,519
Speaker 3: therapy world, right, everyone everyone owns a private practice. I

64
00:03:01,520 --> 00:03:04,280
Speaker 3: shouldn't say that, but lots of people own a private

65
00:03:04,320 --> 00:03:08,120
Speaker 3: practice so they can do their own thing. So it

66
00:03:08,120 --> 00:03:10,600
Speaker 3: was always sort of this thing in my head that

67
00:03:10,680 --> 00:03:13,720
Speaker 3: I would do that one day so I could have freedom.

68
00:03:14,000 --> 00:03:18,280
Speaker 3: And then I went through one really terrible job where

69
00:03:18,440 --> 00:03:20,920
Speaker 3: I did come. I think it was summer of twenty

70
00:03:20,960 --> 00:03:25,320
Speaker 3: twenty when we had all had it and I had

71
00:03:25,360 --> 00:03:30,680
Speaker 3: had it at this predominantly white organization, and that was

72
00:03:30,720 --> 00:03:36,200
Speaker 3: my first sort of I can't function in work environments

73
00:03:36,880 --> 00:03:39,760
Speaker 3: like this. You'd like to think we're all therapists. We're

74
00:03:39,760 --> 00:03:41,480
Speaker 3: all better people.

75
00:03:42,120 --> 00:03:45,040
Speaker 4: Not the case that can tell me what.

76
00:03:44,960 --> 00:03:47,880
Speaker 1: The gender makeup is. Emily of an office like that,

77
00:03:49,120 --> 00:03:50,800
Speaker 1: what was the gender kind of split?

78
00:03:52,800 --> 00:03:58,120
Speaker 3: It was predominantly female one mile.

79
00:03:58,640 --> 00:04:05,280
Speaker 1: I am shocked. I am stunned. Can't you see how

80
00:04:05,320 --> 00:04:10,520
Speaker 1: surprised me? You had a toxic work environment full of

81
00:04:11,160 --> 00:04:11,920
Speaker 1: white women.

82
00:04:12,920 --> 00:04:15,160
Speaker 4: I mean, I was gonna say, but you said it.

83
00:04:15,440 --> 00:04:16,000
Speaker 3: You said it.

84
00:04:16,040 --> 00:04:19,440
Speaker 1: I'm allowed because I work for myself, like I worked

85
00:04:19,440 --> 00:04:22,080
Speaker 1: for myself and I exist in the world. I'm and

86
00:04:22,160 --> 00:04:24,960
Speaker 1: immediately I think about that profession being one that is

87
00:04:25,520 --> 00:04:29,200
Speaker 1: so heavily can heavily skew white and female and you

88
00:04:29,240 --> 00:04:31,680
Speaker 1: know what, and no shape, because I think like service

89
00:04:31,720 --> 00:04:34,359
Speaker 1: industries in general, like look at school teachers, you know.

90
00:04:34,960 --> 00:04:39,040
Speaker 1: But yikes, Okay, so you weren't loving it.

91
00:04:39,560 --> 00:04:40,360
Speaker 4: Wasn't loving it.

92
00:04:40,640 --> 00:04:44,039
Speaker 3: I made the move, went to a better One of

93
00:04:44,040 --> 00:04:46,599
Speaker 3: my friends says, out of the frying pan, into the fryar,

94
00:04:47,080 --> 00:04:47,719
Speaker 3: into the fire.

95
00:04:48,160 --> 00:04:48,919
Speaker 4: What's that saying?

96
00:04:52,279 --> 00:04:52,840
Speaker 1: What you meant?

97
00:04:54,040 --> 00:04:57,279
Speaker 4: Well, it's a better situation I moved into, but still

98
00:04:57,320 --> 00:04:58,040
Speaker 4: not the best.

99
00:04:58,920 --> 00:04:59,240
Speaker 1: Okay.

100
00:04:59,360 --> 00:05:02,159
Speaker 3: So I moved in to a group private practice where

101
00:05:02,160 --> 00:05:05,600
Speaker 3: it was getting paid a lot more, which makes a difference.

102
00:05:07,320 --> 00:05:09,359
Speaker 1: What's the difference between a group practice and what you

103
00:05:09,400 --> 00:05:10,880
Speaker 1: were doing before that?

104
00:05:10,880 --> 00:05:12,240
Speaker 4: It was also a group practice.

105
00:05:12,360 --> 00:05:15,000
Speaker 1: Sorry, okay, another group practice. So that's where a bunch

106
00:05:15,040 --> 00:05:17,600
Speaker 1: of therapists you kind of get together, you share resources,

107
00:05:17,880 --> 00:05:19,799
Speaker 1: but you probably bring your own clients, right.

108
00:05:20,480 --> 00:05:22,880
Speaker 4: I did share resources?

109
00:05:23,240 --> 00:05:27,920
Speaker 1: Ah yeah, okay, okay ideally yes, yes, yes, yes, gotcha.

110
00:05:28,000 --> 00:05:31,080
Speaker 3: So I came to this new practice and I was there.

111
00:05:31,400 --> 00:05:37,160
Speaker 3: I was pretty content for a while, and then life happens,

112
00:05:37,320 --> 00:05:42,440
Speaker 3: money started getting tighter, you know, a few extenuating circumstances

113
00:05:42,520 --> 00:05:45,159
Speaker 3: with family. I ended up losing my dad in twenty

114
00:05:45,200 --> 00:05:53,719
Speaker 3: twenty three, and and that really just you know, death

115
00:05:53,800 --> 00:05:57,880
Speaker 3: will like click something in very quickly for you when

116
00:05:57,880 --> 00:05:58,520
Speaker 3: it happens.

117
00:05:58,760 --> 00:05:59,520
Speaker 4: And so when I.

118
00:05:59,440 --> 00:06:02,880
Speaker 3: Lost my d I was like, I don't want.

119
00:06:02,680 --> 00:06:04,039
Speaker 4: To work for people anymore.

120
00:06:04,120 --> 00:06:07,599
Speaker 3: Like I don't want to be bound to like submitting

121
00:06:07,640 --> 00:06:10,440
Speaker 3: PTO and people telling me I.

122
00:06:10,360 --> 00:06:11,840
Speaker 4: Can and can't do X y Z.

123
00:06:12,120 --> 00:06:14,760
Speaker 3: Like I want to be able to just like live

124
00:06:14,839 --> 00:06:18,919
Speaker 3: my life freely on my own terms, which back to

125
00:06:19,160 --> 00:06:23,720
Speaker 3: ten years ago was always the goal, right And gratefully,

126
00:06:23,920 --> 00:06:26,679
Speaker 3: he left me some money and I used that money

127
00:06:26,720 --> 00:06:29,840
Speaker 3: to say, like, okay, this is it. I don't really

128
00:06:29,839 --> 00:06:32,880
Speaker 3: have an excuse anymore. He passed in twenty twenty three,

129
00:06:33,120 --> 00:06:35,080
Speaker 3: in the fall of twenty twenty three, and it was

130
00:06:35,160 --> 00:06:39,400
Speaker 3: like a year later, so like last end of summer,

131
00:06:39,880 --> 00:06:44,119
Speaker 3: early fall that last year that I finally said, okay,

132
00:06:45,360 --> 00:06:48,000
Speaker 3: like I'm not out of the grieving process, but I

133
00:06:48,000 --> 00:06:50,560
Speaker 3: got to move, like we got to start kind of

134
00:06:50,600 --> 00:06:51,960
Speaker 3: doing things.

135
00:06:52,800 --> 00:06:54,680
Speaker 1: You tell me if I'm wrong, But I would feel

136
00:06:54,760 --> 00:06:58,839
Speaker 1: a bit of pressure to do really great because you're

137
00:06:58,920 --> 00:07:01,320
Speaker 1: using the money that you know your dad set aside.

138
00:07:01,360 --> 00:07:04,360
Speaker 1: So it's money has like this emotional connection to it,

139
00:07:04,440 --> 00:07:08,320
Speaker 1: and you've got such a huge one. Do you feel

140
00:07:08,360 --> 00:07:11,960
Speaker 1: like as part of your Yeah, how do you how

141
00:07:11,960 --> 00:07:12,840
Speaker 1: do you feel about that?

142
00:07:13,240 --> 00:07:16,240
Speaker 3: Do you agree money has such a huge just like

143
00:07:16,280 --> 00:07:20,600
Speaker 3: you said, emotional tie to it, And there is this

144
00:07:20,720 --> 00:07:22,600
Speaker 3: like I want to do well. I want to do

145
00:07:23,320 --> 00:07:25,320
Speaker 3: right by him. I don't think I could ever do

146
00:07:25,400 --> 00:07:30,720
Speaker 3: wrong by him, But there's the internal pressure of like, use.

147
00:07:30,680 --> 00:07:32,840
Speaker 4: This finite resource.

148
00:07:33,760 --> 00:07:37,720
Speaker 3: And make it grow and make it into this beautiful thing.

149
00:07:37,920 --> 00:07:39,240
Speaker 4: And it's like, Okay, that's a lot.

150
00:07:39,280 --> 00:07:42,000
Speaker 3: I have a lot of pressure for any one person,

151
00:07:42,760 --> 00:07:43,480
Speaker 3: and I don't. I don't.

152
00:07:43,520 --> 00:07:44,920
Speaker 1: You don't have to say how much, but can you

153
00:07:44,920 --> 00:07:46,880
Speaker 1: give me a sense of like how many months worth

154
00:07:46,880 --> 00:07:51,240
Speaker 1: of savings you had or have and how how many

155
00:07:51,280 --> 00:07:53,360
Speaker 1: months do you have left before things? You know? Is

156
00:07:53,360 --> 00:07:54,000
Speaker 1: that a concern?

157
00:07:54,720 --> 00:07:57,280
Speaker 3: It's not a concern, you know, because they have my

158
00:07:57,280 --> 00:07:57,920
Speaker 3: my revenue.

159
00:07:57,960 --> 00:07:59,920
Speaker 4: I have my work for my job.

160
00:08:00,080 --> 00:08:02,520
Speaker 1: But oh good. I mean, I can't assume when you

161
00:08:02,560 --> 00:08:05,120
Speaker 1: start a business, I can't assume that you're actually making money.

162
00:08:05,160 --> 00:08:06,160
Speaker 1: But I'm glad to hear it.

163
00:08:09,600 --> 00:08:10,680
Speaker 4: That's good, that's real.

164
00:08:12,840 --> 00:08:13,320
Speaker 1: Aahn.

165
00:08:13,520 --> 00:08:21,000
Speaker 3: Okay, you know, probably a couple of months at least left,

166
00:08:21,560 --> 00:08:24,240
Speaker 3: and we used a big portion of it to do

167
00:08:24,280 --> 00:08:25,880
Speaker 3: all the business startup be stuff.

168
00:08:26,400 --> 00:08:31,480
Speaker 4: So who's we My wife and I. That's there. Yeah,

169
00:08:31,560 --> 00:08:32,240
Speaker 4: end of last.

170
00:08:32,640 --> 00:08:34,599
Speaker 1: Yeah, end of us about six months. Then when we

171
00:08:34,679 --> 00:08:38,520
Speaker 1: say six sevenish months, almost going on a year, Okay,

172
00:08:39,040 --> 00:08:42,160
Speaker 1: tell me a little bit about what it's been, like,

173
00:08:42,280 --> 00:08:46,920
Speaker 1: how has business been, and how you mentioned revenue? How

174
00:08:46,920 --> 00:08:48,240
Speaker 1: are you doing revenue wise?

175
00:08:50,320 --> 00:08:51,840
Speaker 4: It's scary being on your own.

176
00:08:52,679 --> 00:08:55,679
Speaker 3: I feel like everyone talks about opening a private practice,

177
00:08:55,920 --> 00:08:59,280
Speaker 3: and like in school, all of your teachers or all

178
00:08:59,400 --> 00:09:02,679
Speaker 3: my teachers has had their own practice, Like nobody tells

179
00:09:02,679 --> 00:09:03,720
Speaker 3: you how to do it.

180
00:09:04,480 --> 00:09:06,040
Speaker 4: Nobody's like, oh and here's the plan.

181
00:09:06,160 --> 00:09:10,559
Speaker 1: That's astounding. It's so common, it's.

182
00:09:10,400 --> 00:09:13,679
Speaker 3: So common, but I feel like there's a lot of gatekeeping,

183
00:09:13,720 --> 00:09:19,160
Speaker 3: whether intentionally or not, about like how to how to

184
00:09:19,160 --> 00:09:22,680
Speaker 3: do it, and especially for a little brown person who's

185
00:09:22,760 --> 00:09:25,880
Speaker 3: just like I don't know what. I've never run a business.

186
00:09:27,640 --> 00:09:35,800
Speaker 1: From Emily. I'm cute as the button. I don't stress.

187
00:09:36,679 --> 00:09:37,440
Speaker 4: I try to give that.

188
00:09:39,840 --> 00:09:43,600
Speaker 1: I'll put you in my pocket, not to infantilize. Is

189
00:09:43,600 --> 00:09:45,760
Speaker 1: that infantilize you?

190
00:09:48,040 --> 00:09:48,360
Speaker 4: Okay?

191
00:09:49,040 --> 00:09:51,880
Speaker 1: If you were in a Shondaland series, I would root

192
00:09:51,960 --> 00:09:54,680
Speaker 1: for you. You know, I would absolutely root for you.

193
00:09:54,720 --> 00:09:56,880
Speaker 1: It's all I'm saying. You can't teach it. You can't

194
00:09:56,920 --> 00:10:03,360
Speaker 1: teach it, Okay, Okay, be serious, lady. Because we use

195
00:10:03,440 --> 00:10:08,000
Speaker 1: humor as a coping Meaca, that's why we have the

196
00:10:08,080 --> 00:10:16,800
Speaker 1: same language. We'll never get anything done, Emily. We're both

197
00:10:16,840 --> 00:10:18,520
Speaker 1: just laughing as the world is burning.

198
00:10:19,240 --> 00:10:20,960
Speaker 4: What else are we gonna do? Be honest?

199
00:10:23,520 --> 00:10:26,320
Speaker 1: Right, stay lovey Okay, all right, we gotta get our ship.

200
00:10:26,440 --> 00:10:29,280
Speaker 1: This is what we gotta do. Gotta get our ship together. Okay.

201
00:10:29,320 --> 00:10:33,400
Speaker 1: Because your wife deserves date nights, and you know, whatever

202
00:10:33,520 --> 00:10:36,280
Speaker 1: you guys do with your time, you deserve nice things.

203
00:10:36,280 --> 00:10:41,560
Speaker 1: You deserve time off, et cetera. But yes, absolutely it is.

204
00:10:41,880 --> 00:10:44,880
Speaker 1: I'm current, I'm a solopreneur. I totally get it. So

205
00:10:45,000 --> 00:10:47,040
Speaker 1: one of the first things that I did as a

206
00:10:47,080 --> 00:10:51,360
Speaker 1: solopreneur was set a monthly income goal, monthly revenue goal

207
00:10:51,440 --> 00:10:56,040
Speaker 1: rather with my financial planner. And that can be quite intimidating.

208
00:10:56,480 --> 00:10:59,040
Speaker 1: But do you have a sense of like how much

209
00:10:59,080 --> 00:11:01,000
Speaker 1: you need to be bringing in month after month to

210
00:11:01,040 --> 00:11:02,080
Speaker 1: sort of keep the lights on?

211
00:11:02,640 --> 00:11:06,640
Speaker 3: I do, and we're hitting that. I should say, like,

212
00:11:06,960 --> 00:11:11,079
Speaker 3: what feels hard and what I would appreciate coaching on

213
00:11:11,800 --> 00:11:18,800
Speaker 3: is I want to build a like ethical sustainable group practice.

214
00:11:19,040 --> 00:11:21,240
Speaker 3: Right I know what it's like to be in ones

215
00:11:21,280 --> 00:11:24,960
Speaker 3: that are not and don't have the therapists in mind.

216
00:11:26,720 --> 00:11:29,479
Speaker 3: But so right now what I'm doing is like I'm working.

217
00:11:29,240 --> 00:11:30,160
Speaker 4: With a business coach.

218
00:11:30,320 --> 00:11:33,960
Speaker 3: I just built out an offer, like a high ticket offer,

219
00:11:36,400 --> 00:11:39,040
Speaker 3: because I've hit my ceiling with individual clients. I'm like,

220
00:11:39,280 --> 00:11:41,880
Speaker 3: I can only see so many before I've got nothing

221
00:11:41,960 --> 00:11:45,360
Speaker 3: left in the tank. So we've I built out this

222
00:11:45,480 --> 00:11:51,240
Speaker 3: high ticket offer and I'm already like. The reason I

223
00:11:51,280 --> 00:11:54,000
Speaker 3: did it was so I could make more money to

224
00:11:55,559 --> 00:11:58,840
Speaker 3: be able to build a foundation to bring on new

225
00:11:58,920 --> 00:12:03,480
Speaker 3: therapists without having to like take all of their money

226
00:12:03,559 --> 00:12:06,880
Speaker 3: from them to run my business.

227
00:12:06,679 --> 00:12:08,840
Speaker 1: Because that's the typical model for a group practice.

228
00:12:08,880 --> 00:12:11,560
Speaker 3: Typical model is like I will hire you, but then

229
00:12:11,600 --> 00:12:15,400
Speaker 3: I'm going to take this cut, this pretty significant cut,

230
00:12:15,520 --> 00:12:17,959
Speaker 3: so that I can run my business and make.

231
00:12:17,760 --> 00:12:20,840
Speaker 4: A profit, and I'll leave you with a little bit.

232
00:12:21,679 --> 00:12:23,720
Speaker 1: Makeake some snacks in the kitchen.

233
00:12:23,800 --> 00:12:27,680
Speaker 4: Yeah, exactly, watercore egg. And they're not telling you, like.

234
00:12:27,760 --> 00:12:31,520
Speaker 1: What is that percentage? Typically I'm curious, So it can

235
00:12:31,559 --> 00:12:33,040
Speaker 1: be you've experienced.

236
00:12:32,640 --> 00:12:34,800
Speaker 4: It can be sixty forty.

237
00:12:35,280 --> 00:12:37,920
Speaker 1: It can be said to them sixty to them, forty to.

238
00:12:37,960 --> 00:12:43,800
Speaker 3: You seventy thirty and really dire dire situations.

239
00:12:47,280 --> 00:12:48,439
Speaker 4: But it is bad.

240
00:12:49,800 --> 00:12:52,480
Speaker 3: It's bad, and I don't feel it's fair and I

241
00:12:52,559 --> 00:12:57,319
Speaker 3: don't feel it's ethical. And so what I want to

242
00:12:57,400 --> 00:13:00,160
Speaker 3: do is build something different. I want to build a

243
00:13:00,280 --> 00:13:03,920
Speaker 3: place where therapists wants to come stay and go home

244
00:13:03,960 --> 00:13:06,719
Speaker 3: with their money. Like I just want to be in

245
00:13:06,800 --> 00:13:09,839
Speaker 3: community with some therapists and have like this sort of

246
00:13:10,080 --> 00:13:12,000
Speaker 3: mutual aid type thing happening.

247
00:13:14,040 --> 00:13:16,320
Speaker 4: So I built this high ticket offer with the help

248
00:13:16,400 --> 00:13:18,600
Speaker 4: of a business coach, and.

249
00:13:19,000 --> 00:13:22,199
Speaker 3: I'm already like, well, I put it out in the world.

250
00:13:22,600 --> 00:13:26,720
Speaker 4: And that was maybe a month ago.

251
00:13:27,320 --> 00:13:33,360
Speaker 3: Nobody bought it, therefore nobody wants it ever, And I'm

252
00:13:33,440 --> 00:13:36,880
Speaker 3: already just like walking it back of like, there's no

253
00:13:37,000 --> 00:13:40,000
Speaker 3: way you're ever gonna have this model that everyone is

254
00:13:40,040 --> 00:13:43,520
Speaker 3: telling you you literally cannot have because it's not feasible.

255
00:13:44,679 --> 00:13:50,319
Speaker 1: Because no one found supporting the practitioners and you make

256
00:13:50,440 --> 00:13:54,239
Speaker 1: money from the tangential like other revenue stream.

257
00:13:55,000 --> 00:13:58,160
Speaker 2: Right, everyone is like, Nope, it's just always done like this.

258
00:13:58,559 --> 00:14:01,120
Speaker 2: You have to take them any from the therapists to

259
00:14:01,240 --> 00:14:04,719
Speaker 2: run the business. And I'm like, just because it was

260
00:14:04,760 --> 00:14:06,559
Speaker 2: always done that way doesn't mean we have to like

261
00:14:07,160 --> 00:14:08,240
Speaker 2: keep doing.

262
00:14:08,080 --> 00:14:08,600
Speaker 4: It that way.

263
00:14:09,640 --> 00:14:11,800
Speaker 1: Yeah, but a lot of people's bottom lines if you

264
00:14:11,880 --> 00:14:14,240
Speaker 1: start doing it this way, what's going to happen to

265
00:14:14,320 --> 00:14:19,720
Speaker 1: Sally Sue Private you know, ink or whatever? Like, Yeah,

266
00:14:19,840 --> 00:14:22,320
Speaker 1: you kind of have to at a certain point when

267
00:14:22,320 --> 00:14:24,920
Speaker 1: you're an entrepreneur, you do, especially if you're someone who's

268
00:14:24,960 --> 00:14:27,640
Speaker 1: trying to go a different direction to a certain extent,

269
00:14:27,720 --> 00:14:31,120
Speaker 1: as long as you understand the challenges and you understand

270
00:14:31,160 --> 00:14:33,720
Speaker 1: that there's headwinds, and you understand that the marketplace hasn't

271
00:14:33,720 --> 00:14:36,080
Speaker 1: seen it before, and you kind of get that you

272
00:14:36,160 --> 00:14:38,200
Speaker 1: don't necessarily need a bunch of other people to tell

273
00:14:38,240 --> 00:14:41,160
Speaker 1: you how impossible it is. And at that point, it's

274
00:14:41,280 --> 00:14:45,600
Speaker 1: like weed out anyone who's not on board and laser

275
00:14:45,680 --> 00:14:49,360
Speaker 1: focus on people who are going to be and then

276
00:14:49,800 --> 00:14:53,520
Speaker 1: type vibe not but them, but and okay, and how

277
00:14:53,600 --> 00:14:55,880
Speaker 1: are we fixed that or and how could we figure

278
00:14:55,920 --> 00:14:58,800
Speaker 1: that out? So I'm glad you found a business coach.

279
00:14:58,880 --> 00:15:01,880
Speaker 1: Tell me about the offer. You say, high ticket, high ticket.

280
00:15:01,920 --> 00:15:03,720
Speaker 1: I'm thinking like five ten thousand dollars.

281
00:15:04,800 --> 00:15:13,880
Speaker 3: Okay, it's two thousand and nine nine seven, so three parkers.

282
00:15:15,120 --> 00:15:16,880
Speaker 4: Hey, I do what the business coach tells me.

283
00:15:16,960 --> 00:15:19,720
Speaker 1: Okay, I want to know when you say you put

284
00:15:19,720 --> 00:15:21,600
Speaker 1: it into the world, what did what did that mean?

285
00:15:22,520 --> 00:15:27,440
Speaker 3: I posted it like on LinkedIn, I shared it with

286
00:15:27,600 --> 00:15:30,120
Speaker 3: some colleagues. I shared it with a few people around me.

287
00:15:31,560 --> 00:15:34,760
Speaker 3: And our homework is to get one hundred like eyes

288
00:15:34,800 --> 00:15:39,800
Speaker 3: on it and before we get to like change what

289
00:15:39,960 --> 00:15:43,280
Speaker 3: we're doing, before you get to say this didn't work,

290
00:15:44,040 --> 00:15:46,600
Speaker 3: you need one hundred people to like get their eyes

291
00:15:46,640 --> 00:15:50,120
Speaker 3: on it. But so I got it out to a

292
00:15:50,320 --> 00:15:56,840
Speaker 3: couple of handful of people, like five literally five over ten,

293
00:15:57,600 --> 00:15:58,880
Speaker 3: but not nearly one hundred.

294
00:16:00,040 --> 00:16:02,600
Speaker 1: You got it to tens of people, not even tense.

295
00:16:03,480 --> 00:16:05,640
Speaker 1: You got it to fives of peoples.

296
00:16:06,240 --> 00:16:09,360
Speaker 4: That's more accurate, okay, But.

297
00:16:11,280 --> 00:16:14,600
Speaker 3: And nobody has said no, I mean, no one has

298
00:16:14,640 --> 00:16:17,760
Speaker 3: signed up for it. But the most common feedback I

299
00:16:17,880 --> 00:16:22,560
Speaker 3: get is that it's too high ticket, and so I

300
00:16:22,800 --> 00:16:24,960
Speaker 3: just end up spiraling right of, like.

301
00:16:26,120 --> 00:16:28,920
Speaker 1: Well, have you talked to people one on one about it?

302
00:16:29,200 --> 00:16:31,520
Speaker 1: Like do you email? How do you have a sales

303
00:16:31,560 --> 00:16:33,440
Speaker 1: call with them? What's the funnel?

304
00:16:33,520 --> 00:16:37,400
Speaker 3: Couple of people? So I've sent it, I will get

305
00:16:37,440 --> 00:16:40,600
Speaker 3: feedback like the email or hop and or hop on

306
00:16:40,720 --> 00:16:42,240
Speaker 3: a call to talk through it further.

307
00:16:43,520 --> 00:16:45,920
Speaker 4: Okay, So that's kind of the setup right now.

308
00:16:46,720 --> 00:16:49,120
Speaker 1: And a couple of people. So you've said, I don't

309
00:16:49,200 --> 00:16:50,640
Speaker 1: I'm not mad at the numbers. I don't want to,

310
00:16:50,840 --> 00:16:54,400
Speaker 1: you know, be not trying to be condescending, but you so, like,

311
00:16:54,480 --> 00:16:56,800
Speaker 1: say ten people. Of those ten, how many converted to

312
00:16:56,920 --> 00:16:58,400
Speaker 1: like a sales call opportunity?

313
00:16:59,560 --> 00:17:00,720
Speaker 4: Like I've four?

314
00:17:01,880 --> 00:17:05,960
Speaker 1: Okay, okay, so about half? Like that's that's I think

315
00:17:06,040 --> 00:17:09,400
Speaker 1: a decent rate to get people on the phone. I mean,

316
00:17:09,480 --> 00:17:13,280
Speaker 1: a funnel is a funnel, Like you're obviously going to

317
00:17:13,320 --> 00:17:15,640
Speaker 1: have more people that look at your offer and say

318
00:17:15,840 --> 00:17:18,600
Speaker 1: not for me than people who say this is for

319
00:17:18,760 --> 00:17:22,520
Speaker 1: me your goal and I can get into this. As

320
00:17:22,560 --> 00:17:25,120
Speaker 1: far as your business coach, I'm curious how much work

321
00:17:25,600 --> 00:17:29,240
Speaker 1: before you launched the offer was spent on really defining

322
00:17:29,320 --> 00:17:34,200
Speaker 1: your target customer and your and their main problems and

323
00:17:34,280 --> 00:17:42,399
Speaker 1: goals that you could be solving. Yeah, question, I know

324
00:17:42,520 --> 00:17:43,120
Speaker 1: it was a question.

325
00:17:43,240 --> 00:17:44,720
Speaker 4: I was figuring out how to answer.

326
00:17:44,480 --> 00:17:51,240
Speaker 3: It, honestly, what's my Honestly, I was probably supposed to

327
00:17:51,280 --> 00:17:54,320
Speaker 3: spend a lot more time than I spent on like

328
00:17:55,240 --> 00:18:01,040
Speaker 3: really getting into the weeds of an ideal client. I

329
00:18:01,119 --> 00:18:04,440
Speaker 3: went with queer BIPOC millennials because that's why I work with.

330
00:18:04,960 --> 00:18:10,040
Speaker 3: What comes up in our work is finances trauma around money,

331
00:18:10,400 --> 00:18:13,000
Speaker 3: and so the high ticket offer is around going deeper.

332
00:18:13,760 --> 00:18:15,320
Speaker 4: Uh, with a lot of money trauma.

333
00:18:17,000 --> 00:18:20,919
Speaker 1: Oh, so your target audience is is clients like patience.

334
00:18:22,560 --> 00:18:26,800
Speaker 3: Oh, it doesn't have to be, but it's people who

335
00:18:26,880 --> 00:18:30,400
Speaker 3: want to be curious about like their relationship with money.

336
00:18:34,400 --> 00:18:34,960
Speaker 4: What what.

337
00:18:36,440 --> 00:18:39,120
Speaker 1: I filled in a story for myself that you were

338
00:18:39,359 --> 00:18:42,240
Speaker 1: because you wanted to launch the foundation and hire practitioners.

339
00:18:42,600 --> 00:18:45,520
Speaker 1: I told myself that you were, you know, launching and

340
00:18:45,640 --> 00:18:49,640
Speaker 1: offering for practitioners to help. Oh, so but that's that's

341
00:18:49,760 --> 00:18:53,320
Speaker 1: very different. Okay. So you're offering a tell me the

342
00:18:53,440 --> 00:18:55,119
Speaker 1: name of the offer that you have.

343
00:18:55,960 --> 00:19:00,160
Speaker 3: It's just a VIP day offer, and it's about out

344
00:19:00,920 --> 00:19:05,639
Speaker 3: going deeper with your relationship with money, understanding your relationship

345
00:19:05,680 --> 00:19:08,960
Speaker 3: with money, why we spend the way we spend, why

346
00:19:09,040 --> 00:19:13,919
Speaker 3: we keep coming up short, and then creating a sustainable

347
00:19:14,000 --> 00:19:17,120
Speaker 3: budget and sticking to that budget for a year.

348
00:19:17,840 --> 00:19:19,240
Speaker 4: So I'm having like the height.

349
00:19:19,160 --> 00:19:22,159
Speaker 1: And your financial therapist. Is that your niche?

350
00:19:22,520 --> 00:19:25,320
Speaker 4: It's where I am niche now?

351
00:19:25,440 --> 00:19:31,320
Speaker 3: Okay, Okay, So, through yeah, a lot of experience, I've

352
00:19:31,480 --> 00:19:32,960
Speaker 3: just started to be like this is.

353
00:19:33,400 --> 00:19:37,320
Speaker 4: This excites me? I like talking about people talking to.

354
00:19:37,359 --> 00:19:41,720
Speaker 3: People about their relationship with money and trauma with money,

355
00:19:42,560 --> 00:19:43,160
Speaker 3: and then.

356
00:19:44,880 --> 00:19:49,280
Speaker 4: And then how to build sustainable systems.

357
00:19:50,359 --> 00:19:53,040
Speaker 1: Gotcha? Well, I first want to point out I'm really

358
00:19:53,080 --> 00:19:56,520
Speaker 1: happy that you have. You are meeting your target monthly

359
00:19:56,920 --> 00:20:00,760
Speaker 1: revenue goal, you're keeping the lights on wife's you're happy,

360
00:20:01,119 --> 00:20:04,440
Speaker 1: like you have bigger goals, right, But I think you

361
00:20:04,560 --> 00:20:07,399
Speaker 1: sort of need to use this time and treat it

362
00:20:07,480 --> 00:20:10,840
Speaker 1: as a test. You're just testing your learning, Okay, and

363
00:20:11,240 --> 00:20:14,879
Speaker 1: I think this was a first test, right, But as

364
00:20:14,920 --> 00:20:17,480
Speaker 1: far as like wanting it to succeed, of course we do.

365
00:20:18,000 --> 00:20:20,480
Speaker 1: But it makes sense to me that if you're starting

366
00:20:20,520 --> 00:20:22,760
Speaker 1: with a high ticket offer to start with, and there

367
00:20:22,840 --> 00:20:25,159
Speaker 1: wasn't a lot of time spent on defining your target

368
00:20:25,240 --> 00:20:28,760
Speaker 1: customer and really like getting into their needs and crafting

369
00:20:28,800 --> 00:20:31,520
Speaker 1: an offer that makes sense for them, then yeah, I

370
00:20:31,560 --> 00:20:33,800
Speaker 1: can see why it might be a little challenging, you know,

371
00:20:34,880 --> 00:20:38,840
Speaker 1: more so because you're creating a high ticket offer for

372
00:20:39,040 --> 00:20:42,720
Speaker 1: people who are struggling with their finances in some way,

373
00:20:43,560 --> 00:20:46,359
Speaker 1: and you know, and so that there's a bit of

374
00:20:46,480 --> 00:20:53,720
Speaker 1: like incongruity with it, some conflict there, and so I

375
00:20:53,880 --> 00:20:56,920
Speaker 1: think that that's that's what I'm feeling the other thing.

376
00:20:57,040 --> 00:21:00,160
Speaker 1: But that's not to say I think there are peopeople

377
00:21:00,160 --> 00:21:04,119
Speaker 1: who struggle with finances, but they will, you know, spend

378
00:21:04,600 --> 00:21:09,280
Speaker 1: a Peloton or a brand new car. I don't know

379
00:21:09,359 --> 00:21:15,080
Speaker 1: those people, but they're probably me and did it and

380
00:21:15,400 --> 00:21:17,760
Speaker 1: there was something that appealed to them or made them

381
00:21:17,840 --> 00:21:20,240
Speaker 1: feel like it was possible, whether it was a payment

382
00:21:20,359 --> 00:21:23,439
Speaker 1: plan or it was just such a great offer they

383
00:21:23,480 --> 00:21:25,360
Speaker 1: thought they were going to make that money back where

384
00:21:25,359 --> 00:21:27,359
Speaker 1: they could see how it was a clear investment to

385
00:21:27,480 --> 00:21:30,359
Speaker 1: spend three thousand dollars, which is the cost of like

386
00:21:30,440 --> 00:21:34,160
Speaker 1: a really nice appliance you're gonna want to get. You're

387
00:21:34,200 --> 00:21:36,640
Speaker 1: gonna want to know that it can keep your vegetables

388
00:21:36,680 --> 00:21:39,359
Speaker 1: frozen and it can keep your milk cold, you know,

389
00:21:40,000 --> 00:21:42,520
Speaker 1: like you want to know that I'm going to be

390
00:21:42,640 --> 00:21:46,760
Speaker 1: investing this is a fair amount of money into something

391
00:21:46,840 --> 00:21:50,480
Speaker 1: that's going to be a value. And that's our job

392
00:21:51,320 --> 00:21:56,119
Speaker 1: as business owners. We have something that we need to

393
00:21:56,200 --> 00:21:58,560
Speaker 1: sell to them, but it's our job to make sure

394
00:21:58,640 --> 00:22:03,280
Speaker 1: that they jump at it and they really feel like, oh,

395
00:22:03,440 --> 00:22:06,159
Speaker 1: this person gets me. They know what I need. This

396
00:22:06,320 --> 00:22:10,320
Speaker 1: is going to solve that problem. And because in this problem,

397
00:22:10,800 --> 00:22:13,440
Speaker 1: it makes sense to spend this much money to solve

398
00:22:13,520 --> 00:22:17,520
Speaker 1: it because it can X Y Z. And if you

399
00:22:17,640 --> 00:22:22,159
Speaker 1: know that price is price is obviously something that you know,

400
00:22:22,280 --> 00:22:26,240
Speaker 1: consumers consider when they go to purchase something. But I think,

401
00:22:26,280 --> 00:22:31,240
Speaker 1: first and foremost it's our job to really confidently and

402
00:22:31,320 --> 00:22:33,600
Speaker 1: I'll get back to that articulate what it is that

403
00:22:33,680 --> 00:22:36,680
Speaker 1: we're offering. So tell me the name of the program again.

404
00:22:36,800 --> 00:22:40,439
Speaker 1: You called it It's Emily's just a VIP day.

405
00:22:40,680 --> 00:22:44,760
Speaker 4: It's VIP. Now I'm like blanking on the actual name.

406
00:22:45,160 --> 00:22:47,600
Speaker 1: Something about easing me a little bit because when I

407
00:22:47,720 --> 00:22:51,760
Speaker 1: asked you, you said, it's just a VIP day, where

408
00:22:53,400 --> 00:22:56,440
Speaker 1: so I think you should test out. Adding just to

409
00:22:56,520 --> 00:22:59,960
Speaker 1: the beginning of that, I could I that don't blush.

410
00:23:01,400 --> 00:23:12,360
Speaker 1: Oh my goodness, adorable human Oh man. Yeah, Like, it's

411
00:23:12,440 --> 00:23:14,960
Speaker 1: the confidence thing, and if you're not believing in it,

412
00:23:15,200 --> 00:23:18,080
Speaker 1: it's the same. It's the same strategy that I teach

413
00:23:18,119 --> 00:23:21,399
Speaker 1: when I teach negotiating. It's part of going into a

414
00:23:21,520 --> 00:23:24,239
Speaker 1: conversation about what you think you're worth. Is like, if

415
00:23:24,320 --> 00:23:28,360
Speaker 1: you're confident and your vibe is like, well, duh, yes,

416
00:23:28,680 --> 00:23:31,520
Speaker 1: I'm worth this and where is it at? Then the

417
00:23:31,640 --> 00:23:34,359
Speaker 1: other that affects the person's decision on the other side

418
00:23:34,359 --> 00:23:36,400
Speaker 1: of the table. And people don't necessarily like to hear

419
00:23:36,480 --> 00:23:39,479
Speaker 1: that because it makes them start thinking, well, what if

420
00:23:39,560 --> 00:23:41,639
Speaker 1: I don't have the right kind of charm or the

421
00:23:41,720 --> 00:23:44,200
Speaker 1: right kind of like personality or whatever it comes across

422
00:23:44,240 --> 00:23:47,480
Speaker 1: this way, work on it. You can work on it.

423
00:23:47,840 --> 00:23:52,080
Speaker 1: You can build confidence, you absolutely can. And I want

424
00:23:52,160 --> 00:23:56,399
Speaker 1: you to keep working on this offer until you can

425
00:23:56,560 --> 00:24:00,760
Speaker 1: really fully go into a sales call knowing that I

426
00:24:01,000 --> 00:24:04,320
Speaker 1: understand exactly where this person's coming from, and I can

427
00:24:04,440 --> 00:24:08,399
Speaker 1: explain my product and make the sale because I'm solving

428
00:24:08,440 --> 00:24:10,159
Speaker 1: their problem and you can feel really good about that.

429
00:24:10,280 --> 00:24:12,320
Speaker 1: And I don't feel like you do yet.

430
00:24:13,480 --> 00:24:16,359
Speaker 3: Yeah, I definitely still I mean you pointed out right,

431
00:24:16,480 --> 00:24:22,480
Speaker 3: it's just where inside I'm like, I know that this

432
00:24:22,840 --> 00:24:26,480
Speaker 3: offer can bring you an understanding of your relationship with

433
00:24:26,640 --> 00:24:29,480
Speaker 3: money that will have ripple effects forever.

434
00:24:30,240 --> 00:24:34,720
Speaker 4: Uh, And that's priceless. Under It's also.

435
00:24:36,359 --> 00:24:41,160
Speaker 1: It's also not specific, you know, Yeah, it sounds really good,

436
00:24:41,760 --> 00:24:45,240
Speaker 1: but like when we talk about the language to like

437
00:24:45,359 --> 00:24:47,920
Speaker 1: really get people to make a purchase or to buy

438
00:24:48,000 --> 00:24:52,639
Speaker 1: into an offer, it's like, so specifically, what am I like, specifically,

439
00:24:52,720 --> 00:24:56,720
Speaker 1: how will this change me? And I'm not saying that

440
00:24:57,080 --> 00:25:01,560
Speaker 1: marketing is everything because obviously, like the actual program itself,

441
00:25:02,359 --> 00:25:05,040
Speaker 1: it should be like I'm sure you have tons to

442
00:25:05,119 --> 00:25:09,440
Speaker 1: offer in all of that, but I do think understanding

443
00:25:09,520 --> 00:25:11,560
Speaker 1: the language that you use to sell the course and

444
00:25:11,680 --> 00:25:15,359
Speaker 1: speak about the course when you're in conversation with somebody,

445
00:25:15,880 --> 00:25:17,920
Speaker 1: you're having a sales call, even if it's just like

446
00:25:18,200 --> 00:25:20,080
Speaker 1: you're on the phone with someone casually or even talking

447
00:25:20,160 --> 00:25:23,480
Speaker 1: to me, like, it's it's an opportunity to practice the

448
00:25:23,640 --> 00:25:29,320
Speaker 1: language around. So how much research did you do? And

449
00:25:29,640 --> 00:25:34,080
Speaker 1: maybe not much, but I when I started Mandy money Makers,

450
00:25:34,119 --> 00:25:37,080
Speaker 1: which is my it's not quite as high ticket as that.

451
00:25:37,800 --> 00:25:40,359
Speaker 1: I think the most expensive package I sold when I

452
00:25:40,400 --> 00:25:44,080
Speaker 1: first launched was eleven hundred dollars, which for me seemed

453
00:25:44,119 --> 00:25:49,399
Speaker 1: like a lot. And when I launched that offer, I

454
00:25:49,560 --> 00:25:54,080
Speaker 1: had spent months doing free sessions like this to figure

455
00:25:54,119 --> 00:25:56,480
Speaker 1: out one did I like it? Two was I good

456
00:25:56,520 --> 00:25:59,760
Speaker 1: at it? And three I didn't have an offer in mind.

457
00:26:00,320 --> 00:26:03,360
Speaker 1: I wanted to download all the women, and I chose

458
00:26:03,440 --> 00:26:06,680
Speaker 1: my target audience, which are women of color, millennial to

459
00:26:06,800 --> 00:26:10,159
Speaker 1: gen Z and I listened and I listened, and I

460
00:26:10,280 --> 00:26:16,760
Speaker 1: sort of did a lot of analyzing transcripts or taking

461
00:26:16,880 --> 00:26:19,320
Speaker 1: my notes from sessions and coming up with like what

462
00:26:19,480 --> 00:26:22,639
Speaker 1: I could tell were the main pain points that they

463
00:26:22,720 --> 00:26:28,000
Speaker 1: were dealing with, and when I went to create the offer,

464
00:26:28,400 --> 00:26:31,480
Speaker 1: I created the offer. I'm glad to hear that you're

465
00:26:31,600 --> 00:26:34,720
Speaker 1: targeting your patient or people like your patients, because you

466
00:26:34,800 --> 00:26:38,639
Speaker 1: already have so much, Like you've been holding sessions for

467
00:26:38,720 --> 00:26:42,359
Speaker 1: ten years, right. I think it's just a matter of

468
00:26:42,520 --> 00:26:48,399
Speaker 1: like really making sure that what your offer offers solves

469
00:26:48,480 --> 00:26:51,320
Speaker 1: those primary pain points and that the language you're using

470
00:26:51,400 --> 00:26:54,080
Speaker 1: to talk about the offer gets that a point gets

471
00:26:54,119 --> 00:26:56,760
Speaker 1: those points across like really really clearly.

472
00:26:59,359 --> 00:27:03,720
Speaker 4: Yeah, I think arguably that's really helpful. Thank you. That

473
00:27:04,640 --> 00:27:07,200
Speaker 4: feels like such a time and energy investment.

474
00:27:07,359 --> 00:27:11,680
Speaker 3: That feels so overwhelming and daunting to me that I

475
00:27:11,800 --> 00:27:14,640
Speaker 3: then like psych myself out and I'm like, that's so hard.

476
00:27:16,119 --> 00:27:19,240
Speaker 1: You know track you would take. Maybe it's not so

477
00:27:19,400 --> 00:27:24,120
Speaker 1: much about you know, talking to people anew but going

478
00:27:24,200 --> 00:27:27,080
Speaker 1: back to past notes and going back to I don't

479
00:27:27,080 --> 00:27:31,200
Speaker 1: know if you keep transcripts or is it do therapists

480
00:27:31,240 --> 00:27:36,359
Speaker 1: keep transcripts? Okay, good, I do because my brain is

481
00:27:36,440 --> 00:27:40,880
Speaker 1: as sieve, and I will do control f for certain words,

482
00:27:40,920 --> 00:27:43,119
Speaker 1: and then I'll go back and like, maybe it's the

483
00:27:43,160 --> 00:27:45,520
Speaker 1: word impost. I'm like, how many people said imposter, how

484
00:27:45,520 --> 00:27:50,680
Speaker 1: many people said boss or negotiate whatever, And I'll try

485
00:27:50,760 --> 00:27:53,240
Speaker 1: to find like these common threads. So maybe it doesn't

486
00:27:53,280 --> 00:27:55,200
Speaker 1: have to be like you've done a lot of that work.

487
00:27:55,240 --> 00:27:59,000
Speaker 1: Maybe the answers are already there I'm imagining. But you know,

488
00:28:00,119 --> 00:28:01,879
Speaker 1: you have an offer. That's great. I'm not saying to

489
00:28:02,000 --> 00:28:05,399
Speaker 1: like throw it out, but there's a there is a

490
00:28:05,640 --> 00:28:08,560
Speaker 1: bit disconnect between who you're trying to reach and they

491
00:28:08,600 --> 00:28:12,159
Speaker 1: offer itself. Either that or the ten people that you

492
00:28:12,280 --> 00:28:14,840
Speaker 1: launched it to were not your target client for whatever reason.

493
00:28:15,840 --> 00:28:18,680
Speaker 1: And if that's the case, where is your target client?

494
00:28:20,280 --> 00:28:23,600
Speaker 1: How old are that? You said? They're queer bipock millennials,

495
00:28:24,359 --> 00:28:28,119
Speaker 1: millennials and all the like ten people that you spoke

496
00:28:28,320 --> 00:28:32,240
Speaker 1: or pitched it to, they were all in that category. Okay,

497
00:28:32,800 --> 00:28:37,560
Speaker 1: So maybe there's another identifying factor, or maybe that's your

498
00:28:38,080 --> 00:28:41,120
Speaker 1: main funnel bucket, that's like top of the funnel. I

499
00:28:41,280 --> 00:28:44,320
Speaker 1: want to make sure that this core shows up wherever

500
00:28:44,800 --> 00:28:47,320
Speaker 1: queer and bipock people. I don't know if you want

501
00:28:47,360 --> 00:28:51,880
Speaker 1: to narrow you some millennials, right, I want to make

502
00:28:51,920 --> 00:28:54,920
Speaker 1: sure that this message, you know, reaches them where they are,

503
00:28:55,520 --> 00:28:58,720
Speaker 1: and then you would you know, for example, I don't

504
00:28:58,760 --> 00:29:02,360
Speaker 1: know if there's like a really famous queer BIPOC podcast

505
00:29:02,560 --> 00:29:07,560
Speaker 1: like or whatever anything? Is it out magazine? That's that's

506
00:29:07,600 --> 00:29:16,880
Speaker 1: the thing, right, there's a out magazine? Oh okay, yeah,

507
00:29:17,400 --> 00:29:21,120
Speaker 1: well no, but but actually yes, and you have an

508
00:29:21,160 --> 00:29:23,480
Speaker 1: in in a way that I would not. I'm not

509
00:29:23,640 --> 00:29:27,520
Speaker 1: a queer person. I have family who's queer, but I'm not.

510
00:29:27,640 --> 00:29:30,920
Speaker 1: I haven't lived that experience, you know, So you're that's

511
00:29:31,000 --> 00:29:33,560
Speaker 1: your superpower and it can get you through certain doors

512
00:29:33,640 --> 00:29:37,840
Speaker 1: to get to your target audience. So maybe maybe part

513
00:29:37,920 --> 00:29:41,840
Speaker 1: of your work can be Okay, how do I expand

514
00:29:41,920 --> 00:29:45,239
Speaker 1: my audience so that the number of people that I'm

515
00:29:45,280 --> 00:29:47,920
Speaker 1: getting this offer in front of, you know, I'm getting

516
00:29:47,920 --> 00:29:50,720
Speaker 1: a larger sample size than just like the eight to

517
00:29:50,880 --> 00:29:55,960
Speaker 1: ten you know, So getting yourself out there is definitely

518
00:29:56,040 --> 00:29:59,440
Speaker 1: one way, you know, being a guest on podcasts, talking

519
00:30:00,000 --> 00:30:02,600
Speaker 1: literally showing up live and now the kind of client

520
00:30:02,720 --> 00:30:05,560
Speaker 1: that is gonna make a high ticket purchase like that,

521
00:30:05,680 --> 00:30:08,040
Speaker 1: In my experience, it's not going to be their first

522
00:30:08,120 --> 00:30:12,600
Speaker 1: time meeting you. It's gonna be after some time warming

523
00:30:12,680 --> 00:30:15,880
Speaker 1: them up, you know, nurturing, they say, nurture, you know,

524
00:30:15,960 --> 00:30:19,320
Speaker 1: getting them on your list, you know, telling them about yourself,

525
00:30:20,040 --> 00:30:23,760
Speaker 1: your story, your point of view, your why, and then

526
00:30:24,160 --> 00:30:27,440
Speaker 1: dripping in, of course, valuable lessons that you can be

527
00:30:27,520 --> 00:30:30,560
Speaker 1: teaching them if they're already getting a lot of value

528
00:30:30,600 --> 00:30:33,840
Speaker 1: from you, from you know, I don't know if you

529
00:30:33,920 --> 00:30:38,160
Speaker 1: have a lead magnet of some kind, do you, Oh,

530
00:30:38,200 --> 00:30:41,040
Speaker 1: you don't have a lead magnet, all right, Yeah, I

531
00:30:41,080 --> 00:30:43,640
Speaker 1: think it's it's just almost as if you've you've kind

532
00:30:43,680 --> 00:30:45,959
Speaker 1: of started at the end of the sales process by

533
00:30:46,040 --> 00:30:48,080
Speaker 1: creating the thing that you want to sell. We just

534
00:30:48,160 --> 00:30:50,600
Speaker 1: got to go back to the beginning. Yeah, no big deal.

535
00:30:51,080 --> 00:30:56,320
Speaker 3: I have like a mindset reset, But how are people following?

536
00:30:56,520 --> 00:30:57,600
Speaker 3: How are people finding it?

537
00:30:57,760 --> 00:30:57,920
Speaker 4: Right?

538
00:30:58,400 --> 00:30:58,440
Speaker 3: Like?

539
00:30:58,720 --> 00:30:59,320
Speaker 1: Yeah, what is it?

540
00:31:00,240 --> 00:31:03,680
Speaker 3: So it's you put in your email and then I

541
00:31:03,960 --> 00:31:07,760
Speaker 3: send you this free mindset reset where I walk you

542
00:31:07,880 --> 00:31:13,120
Speaker 3: through four steps of understanding your money, your relationship to money,

543
00:31:13,440 --> 00:31:15,320
Speaker 3: and doing some reframing work.

544
00:31:15,440 --> 00:31:18,040
Speaker 4: So it gets you curious about your relationship. It's for

545
00:31:18,320 --> 00:31:22,080
Speaker 4: introspective questions. Uh. And then it gets you to a

546
00:31:22,640 --> 00:31:25,239
Speaker 4: kind of thing. It's like a PDF. Oh, you can

547
00:31:25,320 --> 00:31:26,880
Speaker 4: also preten it, but it's like a piece.

548
00:31:27,160 --> 00:31:28,760
Speaker 1: It's a lead magnet. But right, and then you got

549
00:31:28,840 --> 00:31:30,360
Speaker 1: to lead people to the lead magnet.

550
00:31:30,640 --> 00:31:30,760
Speaker 4: Right.

551
00:31:31,200 --> 00:31:33,520
Speaker 1: It can only magnet if you can like, you know,

552
00:31:33,960 --> 00:31:37,320
Speaker 1: you need a track, you know, So how are you

553
00:31:37,440 --> 00:31:40,160
Speaker 1: right now? Where are people encountering that at your website?

554
00:31:40,840 --> 00:31:41,760
Speaker 4: On my website?

555
00:31:41,880 --> 00:31:44,880
Speaker 3: And then I'm sending it out like I just started

556
00:31:44,960 --> 00:31:48,840
Speaker 3: sending it out to previous clients. The part of the

557
00:31:48,920 --> 00:31:51,680
Speaker 3: coaching was like, there's already people who know, like and

558
00:31:51,760 --> 00:31:53,840
Speaker 3: trust you. Why don't you send it to some of

559
00:31:53,960 --> 00:31:55,600
Speaker 3: those folks? People who've worked with.

560
00:31:55,680 --> 00:31:57,840
Speaker 4: You and see what they'd even say.

561
00:31:59,440 --> 00:32:02,320
Speaker 3: So right now it's really direct, like one on one

562
00:32:02,560 --> 00:32:05,520
Speaker 3: people I already know and it's on our website.

563
00:32:05,600 --> 00:32:09,400
Speaker 4: But my website well and trying, And you said earlier

564
00:32:09,520 --> 00:32:10,760
Speaker 4: you reflected it back to me.

565
00:32:10,960 --> 00:32:14,680
Speaker 3: Right, it's been roughly like what six months, So I

566
00:32:14,800 --> 00:32:18,240
Speaker 3: have this like outdated or not outdated. I have this

567
00:32:18,400 --> 00:32:21,120
Speaker 3: like overblown proportion that I've been doing this for so

568
00:32:21,360 --> 00:32:25,280
Speaker 3: long and it's like it's been six months. Of course

569
00:32:25,360 --> 00:32:26,280
Speaker 3: you don't have it perfect.

570
00:32:26,360 --> 00:32:27,120
Speaker 4: What are you saying?

571
00:32:28,360 --> 00:32:28,560
Speaker 3: Yeah?

572
00:32:29,400 --> 00:32:31,600
Speaker 1: Right, that's why. I think the fact that you're making

573
00:32:31,720 --> 00:32:34,800
Speaker 1: money enough to sustain yourself, like you're hitting your goal

574
00:32:34,960 --> 00:32:39,520
Speaker 1: month after month, that's a huge accomplishment almost like focus

575
00:32:39,640 --> 00:32:43,160
Speaker 1: on making sure that stays the same. Cause one of

576
00:32:43,200 --> 00:32:46,120
Speaker 1: the things that I did with my whole master plan,

577
00:32:46,400 --> 00:32:49,880
Speaker 1: which is so great, is I was two years into

578
00:32:50,000 --> 00:32:52,040
Speaker 1: my business and then I was like, I'm i'll have

579
00:32:52,080 --> 00:32:55,280
Speaker 1: another baby and I'm going to write a book. Two

580
00:32:55,360 --> 00:32:58,040
Speaker 1: of those things are not very you know, they don't

581
00:32:58,080 --> 00:33:01,240
Speaker 1: really go well with down.

582
00:33:01,600 --> 00:33:02,760
Speaker 4: I'm still waiting on the book.

583
00:33:03,480 --> 00:33:06,240
Speaker 1: Well, the book's happening, but you know what's suffering while

584
00:33:06,240 --> 00:33:08,240
Speaker 1: I write that book and while I am the best

585
00:33:08,360 --> 00:33:11,040
Speaker 1: mama ever, it's the business stuff. I'm not making as

586
00:33:11,120 --> 00:33:16,840
Speaker 1: much money. It's been stressful. So part of me is like, oh, yeah,

587
00:33:17,360 --> 00:33:19,520
Speaker 1: I could have maybe planned that. I mean, I think

588
00:33:19,520 --> 00:33:22,920
Speaker 1: everything happens for a reason, but I absolutely could have

589
00:33:23,000 --> 00:33:26,760
Speaker 1: suffered a lot less had I just really gotten my

590
00:33:28,000 --> 00:33:34,280
Speaker 1: savings more saved up, or you know, had had really

591
00:33:34,400 --> 00:33:38,440
Speaker 1: like more mature roots for my business. I think statistically

592
00:33:39,040 --> 00:33:41,680
Speaker 1: the first five years of a business is when most

593
00:33:41,760 --> 00:33:45,720
Speaker 1: female owned businesses fail, especially run by women of color.

594
00:33:46,320 --> 00:33:50,280
Speaker 1: So those first five years are really crucial. It doesn't

595
00:33:50,320 --> 00:33:52,160
Speaker 1: mean that I don't want you to keep that goal

596
00:33:52,240 --> 00:33:54,400
Speaker 1: in mind to launch your group practice and all of that,

597
00:33:54,640 --> 00:33:59,440
Speaker 1: but you know, it's the balance between trying new things,

598
00:33:59,560 --> 00:34:01,560
Speaker 1: as I think you should always be testing and learning,

599
00:34:02,000 --> 00:34:05,400
Speaker 1: but then keeping your core foundation of your business that's

600
00:34:05,480 --> 00:34:08,239
Speaker 1: working because you were your booking clients. That's also an

601
00:34:08,280 --> 00:34:09,880
Speaker 1: area where you want to really make sure that you

602
00:34:10,040 --> 00:34:13,840
Speaker 1: understand what are the pain points that a lot of

603
00:34:13,960 --> 00:34:15,879
Speaker 1: therapists are feeling, and why would they want to join

604
00:34:15,960 --> 00:34:18,360
Speaker 1: my practice and how can I solve their biggest problems?

605
00:34:19,000 --> 00:34:21,239
Speaker 1: And I bet yes, the fact that you're not going

606
00:34:21,280 --> 00:34:23,759
Speaker 1: to take seventy percent of their pay is a huge

607
00:34:23,800 --> 00:34:29,800
Speaker 1: selling point, but I'm imagining stability that whatever became toxic,

608
00:34:29,880 --> 00:34:32,520
Speaker 1: the gatekeeping about your other job, like you know, you

609
00:34:32,600 --> 00:34:35,919
Speaker 1: can solve that problem, but be in conversations with them.

610
00:34:37,920 --> 00:34:40,960
Speaker 1: And my last well, well it ask to be my

611
00:34:41,040 --> 00:34:45,760
Speaker 1: last question, I'm sorry, is how many friends or close

612
00:34:46,120 --> 00:34:48,960
Speaker 1: friends do you have or how how healthy is your

613
00:34:49,000 --> 00:34:58,239
Speaker 1: community of other solopreneur therapists of color? All right, it's

614
00:34:58,440 --> 00:35:02,520
Speaker 1: very simple community, community, community. I need you to go

615
00:35:02,680 --> 00:35:06,399
Speaker 1: find your people, and your people may not be well.

616
00:35:06,480 --> 00:35:09,080
Speaker 1: You're in Chicago. It's a big city, you know, like

617
00:35:09,280 --> 00:35:13,520
Speaker 1: you make you have to make new friends, truly, and

618
00:35:14,600 --> 00:35:17,680
Speaker 1: it's not easy because there is not so much gatekeeping.

619
00:35:17,760 --> 00:35:20,440
Speaker 1: I think that sometimes we what we perceive as gatekeeping

620
00:35:20,560 --> 00:35:23,640
Speaker 1: is really somebody who's embarrassed and doesn't want to let

621
00:35:23,719 --> 00:35:26,560
Speaker 1: us peek behind the curtain because they're not sure of themselves.

622
00:35:27,360 --> 00:35:30,800
Speaker 1: But when you when you start to slowly build trust

623
00:35:31,000 --> 00:35:34,520
Speaker 1: with other people doing what you're doing, there's nothing more powerful.

624
00:35:35,920 --> 00:35:40,000
Speaker 1: I think I've been aware of this other podcaster called Nikla.

625
00:35:40,120 --> 00:35:42,480
Speaker 1: She has a podcast called Side Hustle Pro. I've been

626
00:35:42,520 --> 00:35:46,799
Speaker 1: aware of her for years. I think over the one

627
00:35:46,960 --> 00:35:51,000
Speaker 1: was this over the Christmas holidays. We finally just randomly

628
00:35:51,239 --> 00:35:56,719
Speaker 1: were like, are you you struggling me too? You want

629
00:35:56,760 --> 00:35:59,720
Speaker 1: to be friends and now are each other's accountability buddies.

630
00:35:59,760 --> 00:36:02,919
Speaker 1: And we call once a week. And I'm not saying

631
00:36:03,000 --> 00:36:07,720
Speaker 1: every relationship has to go that deep, but start planting

632
00:36:07,760 --> 00:36:09,840
Speaker 1: those seeds now, because you're gonna need them when you

633
00:36:09,960 --> 00:36:16,360
Speaker 1: grow for the next three, five, ten years, fifty because

634
00:36:16,400 --> 00:36:19,120
Speaker 1: you look so young, so I'm a long time aheading you.

635
00:36:21,360 --> 00:36:22,920
Speaker 4: You are not a long time ahead of me.

636
00:36:25,000 --> 00:36:28,400
Speaker 1: Well you know, I'm also the spring chicken. Thank you, Emily,

637
00:36:28,520 --> 00:36:30,680
Speaker 1: Thanks so much. Thanks for being so great. I really

638
00:36:30,719 --> 00:36:34,800
Speaker 1: hope this was helpful. Make sure that we stay connected.

639
00:36:34,840 --> 00:36:37,600
Speaker 1: Ad me on LinkedIn, you know, let me know how

640
00:36:37,719 --> 00:36:38,400
Speaker 1: things are going.

641
00:36:38,960 --> 00:36:42,360
Speaker 4: Thank you so much. I really appreciate your time. Thank you.

642
00:36:42,719 --> 00:36:45,320
Speaker 1: Likewise, thank you, bye bye