What if I can’t guarantee a result?

Guarantee What if I cant guarantee a result?This is a blog post I’ve been meaning to write for years.

Fairly often, in workshops, the question (and it’s a very good one) comes up: “What if I can’t guarantee a result?”

That question usually emerges from the shiny palace of conversations about creating guarantees, and better than risk free guarantees, doing clever and bold risk reversals etc. But, of course, not all kinds of work are suited for these kinds of marketing manoeuvres. 

Recently, in the Meantime Program I’m leading, someone shared the following comment which contains this same admirable problem.

“It’s difficult/impossible to predict an outcome from Reiki treatments. There are 2 reasons for this: 1. If I did identify a specific condition that Reiki could help people with I probably couldn’t advertise the fact due to the Advertising Standards Agency not accepting that Reiki is effective for any medical condition (without the ‘robust’ research to back it up they say it’s not acceptable). 2. Probably the stronger reason is that what happens as a result of Reiki treatment is not predicable because it’s not under my control: what the Reiki energy does for each individual depends on their sub-conscious need on that particular day. I cannot, in all integrity, promise any specific result, because I don’t know what it will be. I know that I can offer a compassionate, non-judgemental healing space where change is possible, but nothing can be guaranteed.  There’s a more predictable outcome for people I teach Reiki to: that they will have healing in their own hands. So should I focus on this instead? However that doesn’t really work in terms of the funnel because most people need to receive treatment first.”
So, you can see the sticky wicket here. 
 
Let’s retrace our steps a bit.
 
Your business is like a boat that can take people from Island A (where they’re suffering from some problem) to Island B (where they have some result they are craving). These are the basics I delve into in the Marketing for Hippies 101 program.
 
That’s the essence of a business, that journey.
 
Stated another way: without the journey, there’s not much of a business. There’s just a boat. 
 
Stated another way: every business exists to solve a problem. If there’s no problem to be solved, there’s no business.
 
Stated yet another way: if there’s no result being offered, then it begs the question if there is a problem or what one is offering is, in fact, a solution in search of one.

So, in this case, she can’t advertise to treat a specific condition because a) it’s illegal and b) it’s unpredictable.

What to do?
 
Consider this, as it is always vital to do, from the side of the customer and imagine how it might feel to them for someone to say, “Pay me money. Then you’ll lie down. I’ll do some things on you. You may or may not notice anything. It can be very subtle. But, if, in the next few weeks, something good happens, then I’ll take credit for that. If nothing happens or something bad, I’ll say it’s either so subtle and powerful you can’t notice it or that your fear is getting in the way.
 
Consider how that might sound less than accountable to most people. 
 
So, what does that tell us? First of all, that her ideal client is not going to be most people. That her ideal clients are going to need to be people who are already open to at worst and irresistibly drawn to, at best, energy work – in particular, Reiki. These are people who will understand the idea that energy work is unpredictable and not be bothered by it.
 
That’s distinction number one.
 
Tied to that, fundamentally, her target market is going to need to be people who want to get on her boat (even just to sail around). They will need to be people who want a reiki session and be happy to pay for it. They need to be people who wouldn’t need or even want any kind of guarantee. People who want to enjoy a “a compassionate, non-judgemental healing space”. 
 
That’s what we’re left with in her scenario. We’re left with someone saying, ‘My boat is beautiful. I can’t promise to take you anywhere, but it’s cozy inside. And everyone is welcome.’
 
Which isn’t bad. But it’s not great. 
 
It’s a generic healer. 
 
Of course, the immediate response is often going to be something like, “But this can heal anyone! That’s the best part of this modality! It’s for everyone!” 
 
Maybe. But you could make the same case for yoga and I could give you a lot of examples of different niches people have found in that world. Or permaculture. Or Traditional Chinese Medicine.
 
That approach will work if you want to do reiki as a hobby for friends, but you won’t build a business out of it. To continue the boat analogy, it would be like someone going down to the harbour and seeing thousands of identical boats. How are they supposed to choose? I’ll tell you how… price. They will go for the cheapest one.
 
In terms of the Four Stages of Business Growth, this is classic stage one.
 
What that means is that, as it stands, her marketing plan needs to be geared towards finding people who want “a compassionate, non-judgemental healing space”. 
 
Huh.
 
And where would you find those people? Is it possible that this is actually code for every human on the planet? And why would they want it from her vs. someone else? And, if they want that but haven’t tried reiki yet, how do you get them to try?
 
You see the marketing questions that immediately arise. 
 
So, what’s clear is that, to make the marketing planning easier, a bit more focus and definition in her niche would be useful.
 
There are, fundamentally, two different approaches to this. The Artistic approach and the Entrepreneurial approach.
 
The Artistic Approach: I would encourage her to clarify what it is she most wants to give and how. I’d encourage her to look in the marketplace and notice what she sees is missing that she’d like to offer. I’d want her to clarify her point of view, find her voice, bring her personality more to the forefront, tell her story and speak about why this work matters to her so much. And I’d want to know all about what kind of lifestyle she might want. I’d be so curious about which parts of her work she loves the most and which parts she wouldn’t mind losing. I’d want to know which conversations come up between herself and clients that she’d love to explore more. I’d want to see her try to sum up her platform in a page. And then to weave that together into the most clear and beautifully offering she can manage. It would end up looking something like these.

Then, the basic pitch is, “Here’s the art I make. If you like it, great. If not, I bless and release you.”

 
And, once she was done that, I’d invite her to consider who might be most interested in that.
 
Thomas Leonard, the grandfather of the modern life coaching movement operated in this way. And he was a business coach. People would ask him what results he would guarantee and he’d tell them he didn’t guarantee anything but that he was pretty sure they’d be happy with the results. They’d ask him why on earth they should hire him at his high rates then. He’d tell them, “You probably shouldn’t.” And often they’d hire him anyway. He refused to get caught in the trap of promising something that was out of his control.
 
But, and this is an enormously important part of it, he had the skills and competence to back that swagger up. He was incredibly good. 
 
The Entrepreneurial Approach: I would encourage her to hone in on one particular target market (i.e. a particular group of people struggling with a particular problem). She might ask herself, “who needs a compassionate, non-judgmental healing space who I most want to help?” and then focus her marketing efforts on them. Then, the basic pitch is, “I’ve created this thing to help you solve your problem and here’s why it’s so good.” It would end up looking something like these
 
And, once she was done that, I’d invite her to create the most wonderful and creative offer she could.

But, for this to become a solid business, one of those needs to move. 

 
Until one has a solid niche, it’s difficult for much to happen. I can promise that, as her niche gets clear, many of these questions will answer themselves. 
 
You can find a lot of free help on your niche at www.NichingSpiral.com 
 
When people say, “But I can’t guarantee anything.” It’s often code for:
  • no niche: as you can see above, the lack of a niche means there’s no particular journey being offered. This makes it impossible to guarantee anything. Because there’s no ‘thing’ to guarantee.
  • incompetency: real talk. It’s very easy to hide incompetence underneath a blanket of jargon and bullshit and claims that the process is unknowable. Facilitators, consultants and healers do it all the time. But, as shaman Martin Prechtel said, and I’m paraphrasing, “If people don’t get better, don’t call yourself a shaman.” Not that it’s controllable but, if there’s never any measurable or noticeabable result, then who are you kidding?
  • a need to reconsider what can be: you can’t guarantee everything, but there are often parts of it that you can. The whole conversation around guarantees is bigger than this blog post can handle but, in this context she might be able to guarantee that she’ll do everything in her power to make the space as compassion, non-judgmental and healing as possible. She could even get specific about how she does that. She could set agreements between herself and her client that would have them feel safe. She could guarantee her part of the process (e.g. ‘I commit to spending 30 minute in meditation at the start of each day and showing up to sessions well rested. I commit to continuing to grow in healing my own life. I commit to continuing education’).
  • a need to get your clients to guarantee things: sometimes we can’t guarantee things because our clients actions are out of our control. You can make it clear what you need from them for the results to happen as promised and, if they’re unwilling or unable to do that, that you are free from any promises you made. That could look like committing to some basic health and stress relieving tactics everyday. It could look like showing up to sessions on time. Being willing to do some reading. 

So, if you’re stuck with this question of how to guarantee your services, consider that it might not be the real question at all.

Guest Post: Why You Should NOT Work In The Gift Economy

 

by Mirror Living

January 2015

 

Occasionally on this wild path of working in the gift economy, I’ve been approached almost with a sense of reverence. Some souls are deeply touched, moved to tears by me doing this so publicly. It confirms their own insights into alternative pricing models, the ruin that is our current economic system and the myth of money and debt. It gives a sense of possibility for those of us who’ve felt like outsiders, freaks and rejects of society our entire lives. It echoes the journey of the heart’s deepest wisdom and the more beautiful world we can create together.

Many are certain mainstream pricing and business models are not for them. Or they’ve tried it for short periods of time and it’s been a difficult and overwhelming road leading to retreat or blame of the system or themselves. A sense of powerlessness and inadequacy is evident. When someone comes to me for help and they tell me they work in the gift, my heart sinks a little for I cannot recommend running a business this way initially. I don’t teach people to work in the gift because I don’t yet know it’s possible. For me the ride thus far has been crazy-making, humbling and incredibly challenging (just like working in the mainstream economy is) with the very idea of alternative economies still being confronting to the majority. There’s a familiar, comfortable weight of security in the way things have always been done. There are mammoth amounts of fear and complacency that first need to be met within the self and then met with love in others before we can embrace what it means to truly work in the spirit of the gift.

There’s also an assumption (the illusion of good marketing if you will), that because I’m doing this visibly and I’m seen regularly in both pixels and real world events and because I present myself in a professional manner, I must be successful working in the gift. And if I’m successful, then you will be too. (I’m doing OK but definitely not making as much money as I was in regular ol’ business. Also, for the first time since I left home at age 17, my partner is paying my rent so I no longer have the responsibility of having to earning enough to keep a roof over our heads. I am also debt-free.)

I define the gift economy simply – a model of the movement within society of necessary goods and services wherein human relationships are valued above all else, one in which money no longer determines the existence of relationship. Money may still be used as part of the gift economy but it’s presence (or absence) does not define the relationship (unlike in the dominant economy). It’s a movement from accumulation and separation toward generosity and the natural reciprocity that arises in the face of a gift freely given. Models like pay what you want / pay what it’s worth pricing, you decide invoicing and by donation are all interpretations of the gift economy and attempt to capture the essence of the pure gift economy found in traditional cultures. For me, the gift economy does not include barter and trade models that seek agreement on value before the transaction can occur.

Before transitioning into the gift economy 6 months ago, income earned via business in the current economic model paid my way 100% for more than 4 years. Without looking at the nitty gritty of exactly what the number of zeros I made annually add up to, from a survival perspective I was running a “successful” business. This journey has been (and continues to be) one of the most intense and liberating spiritual paths I could possibly imagine. It’s not for the faint-hearted or for those who want quick and easy money. There have been years of hard work, long hours, multiple failures and disappointments, challenges, depressions and crippling self-doubt. Money issues shoved in my face. Putting things out there and getting no results, not being noticed, not being seen, not being responded to. Measuring achievements against others and believing with every cell in my body that of course, it’s obvious, I’m just not good enough and never will be. Drowning in unworthiness. Attempting to change who I am (yup, even going so far as to wear makeup and collared shirts. blech!) to better fit in. I’ve tried to sell, played the game, manipulated, become obsessed with money and woken in sweaty panics at 3.00 am. I’ve felt desperate, alone and ashamed of how little I have to show for the time, effort and energy I’ve put in. I’ve been scarred and have let fear dictate action (all this despite being a devoted yogini and dedicated-to-consciousness-and-higher-states love bunny). I’ve been human.

Alongside this, there’s been unspeakable thrills of putting out offers and overnight making rent for the next month. Sold out courses. Coaching sessions booked for weeks in advance. Beautiful feedback on blog posts and emails. Co-creative opportunities flowing in. Published print and online articles. Being sought out from word of mouth glowing referrals. The sense of one’s power that comes from taking action, showing up every day and seeing direct correlations between said actions and results. Knowing you’re the master of your own destiny. Moments of Awe. Radiant insights beyond this realm. I’ve cried many a tear of gratitude and received many an unsolicited testimonial of soppy thanks. I’ve seen and known the omnipotence of Source in my business and life. Witnessed miracles, coincidences, gifts of such incredible abundance I’m humbled and brought to my knees by the beauty and glory of it all. I’ve tasted heaven and know it is within. I’ve been spirit.

This has only been possible because of a willingness to step into the world as it is, not how I would like it to be. To look at business from every perspective, honour and identify what I don’t like about the mainstream economy and how most run their businesses and make choices that come from an empowered and embodied place that’s here, now and grounded in the third dimension.

The three reasons below outline why you should NOT work in the gift economy. The opinions contained here are strong (partly because I wish someone had been as straight with me when I first started working in the gift instead of having to messily hash it out on my own! But then again, maybe they did but I just couldn’t hear them…?). The pointers below are written specially for those new to business and for those who want to make enough money doing what they love in the world. 

1. Working in the gift economy can reinforce and perpetuate separation, creating an Us vs Them mentality

Many of us carry core wounding from lifetimes of feeling like an alien, of looking at the world around us and seeing nothing but deceit, unconsciousness and violence against each other and the earth. Many of us have exited in a variety of ways: into drugs, eastern spiritual, metaphysical and artistic paths and communal living with greater and lesser degrees of peace and lasting happiness. If less than lasting happiness has been your experience, I urge you to sit with and hold any part that wants to escape from this economy, judge or pull down society gently. Society and the economy is messed up, it’s true. But it’s no more messed up than our own internal processes. Pushing against it, avoiding it, shaming or blaming it is not an effective strategy for transformation or success in business in any kind of economy. It creates separation. 

And if our beautiful, profound and magnificent education is preventing us from engaging in the world as it is, we are contributing to separation on this planet. 

This may sound harsh but I’ve seen this truth repeatedly. I’ve also tried separation as a path more than almost any one else I know. It’s painful and it doesn’t work. Because we have to keep coming back into society as it is now. We have to engage in the economy. We have to invest in certain things to live in even rudimentary levels of comfort. We have to make decisions for sustainability that are more about the lesser of two evils than about real solutions. We have to interact with family and people who live here, in society. 

We can no longer avoid a world that doesn’t appear to value love and vulnerability. We can no longer afford to keep ourselves apart from others because of superior concepts of consciousness, inclusive economies and dedication to saving the planet. We can no longer judge others for their apparent lack of understanding of a view so radical and confronting to the norm they can’t even see it. Until we know every person who surrounds us is us, despite their convictions and choices demonstrating degrees of light / dark, willingness and ignorance we will not have a business from the heart (regardless of how pure our motives are of working in the gift and alternative economies). Instead, we are moving from fear, reaction and separation. I’m pretty sure this is not the kind of world we dream of.

2. You won’t learn the language of the world (and the world is where the money is)

One thing I know for sure is that if you step onto this path of the gift economy you will be judged as naive, potentially loopy, silly, and a crackpot hippie by many. Folks may be polite and supportive to your face but some part of them will be doubting you and your motivations, wondering what the catch is. Or people will be confused and won’t book in or buy because of this. Probably not your friends, for they love and understand you but in the wider community you will be likely be disregarded as someone who is too radical and far out to be serious about much of anything. This is reality (however narrow and sad it may be). This is how we live in the west. Our primary way of defining and determining interactions (outside of family and friends) is fiscal. Money determines the value, worth, breadth and depth of relationships and if you challenge this overtly you will be labelled, discounted and discarded. Your audience will be limited or worse, may become so far left-of-centre as to appear non-existent (I saw this clearly in a recent exploration “Working In the Gift Economy 7: The Experiment May Be Over). 

This is not how to make enough money doing what you love in the world :-(

I know many gifted individuals sharing their offerings in low-key, off-the-grid kind of ways working in alternative and gift economies. Some are amazing examples of how these models work effectively (in small, highly local, cloistered permaculture communities). Others are struggling with ideals they haven’t yet been able to actualise (without withdrawing from society and heading to the hills) or dealing with depressing internal conflicts around self-worth and integrity in making money, enoughness and survival. Many I know working in alternative economies have very low confidence in who they are (see core wounding above). They don’t know their message or what they stand for. They’re unable to talk clearly about what they do or invite people to experience it or communicate the value of their offerings. They cannot share from a pristine place of exactly what their service will help with, exactly who it’s for and exactly how much it costs. They haven’t learned how and because of this, are unable to attract clients and create enough income. They may then become disillusioned and leave before the energy of business can transform. Or shelve dreams entirely, holding onto stories of inadequacy for years ahead, go get jobs or opt-out of society to live in ashrams because it’s easier than running a business and facing fear and money every day. It’s easier to avoid learning a new language than to be yourself in the world as it is.

Before I started in business and had to learn the language of the world, I was steeped in separation (I didn’t know it at the time. I thought my heart was so wide open in divine angelic love, rainbows would pave every step of my way!). Learning this language, at even a basic level, has shown me a true connection that cannot be threatened by environment and noise. It’s taught me compassion for others and the world of mind, thought, judgement and comparison within my self. 

If you step into the gift economy without first having met and mastered communication, your experience and ability to serve others will be less. It’s likely you’ll tire rapidly of the hard work required to explain what you do because it’s not in terms people can easily understand. You may give up, believing you’ve failed and this is the real tragedy. There are way, WAY too many soft, caring, intelligent, talented, extraordinary people of the heart NOT doing what they love, NOT being seen because they haven’t yet found a creative and conscious way of being in business and marketing or they’ve given up looking. Their messages of self-healing and self-responsibility are not being heard or contributing to the wellbeing of the earth because of illiteracy.

3. A vital part of your own self-development and personal evolution will be neglected 

Our souls of course, are perfect, innocent and complete and need nothing to be done ever but if you’re feeling a call to share your voice, save the planet and make a difference, THIS is the next stage of evolution being asked. It’s not about changing who you are at your core or “playing the game”. It’s not about forcing our sacred geometrical shapes into a square holes, conforming or compromising. It’s about understanding reality and meeting it with love. For self and for others. A love that proves you understand the realities of busy lives lived from values that, although different from yours, are no less valid, necessary and meaningful. A love that’s willing to listen and be moved by the universe because you’re here for a reason. You’re not somewhere else, living in a close-knit traditional culture where they value the gift economy as essential to daily life. You’re here.

If we skip over the mainstream economy we will fail to understand fully the depth of conditioning and cultural influences inherent in both ourselves and our clients (no matter how conscious and aware we might be) therefor true communication and self-knowledge is limited as is a felt, direct experience of oneness and connection. If we bypass the mainstream economy without knowing it well enough to get a sense of our own power and right to exist, we also risk bypassing our potential and feeling like perennial outsiders. If we miss the learning contained within the structure of the mainstream economy to work in alternative economies, we are preventing and short-changing our own evolution.

Running a business in the dominant economy teaches us about the nature of the Self and Mind. It will show us how magnificent and infinite we really are. It leads to an understanding of truth, value, worth, community, presence, perception, trust, commitment, surrender and deep communion of the heart. And once we know these things, we can do it our own way for conscious business is an intimate and personal path to enlightenment.

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This article is not intended as direction to never enter into alternative economies (that would also be a tragedy! The earth needs this! We need you! The dominant paradigm must be challenged by the passionate rebels among us!) rather let it be an organic transition that comes from a foundation of (at least) a basic level of competence in business in the current economy. Let it come from solid ground and from service to the whole. Let it come from realisation.

So how do we do both? Step onto the path of business in the current economy while remaining rooted in the heart’s desire to be of service? It’s an ongoing exploration, constantly moving, flowing. There’s no wrong way or right way. Only your way. The answer isn’t important, it’s the asking of the question that matters most. And a willingness to keep on asking the question as new information, experiences, challenges and learning come your way. To return often in the midst of chaotic effort to ask, “How can I be of service? How can I give?” In this way, gift economy values are anchored and become the norm. In this way we slowly but permanently shift the dominant paradigm by bringing more light to business. We become the gift.

Below are 9 ways of working in the spirit of the gift while running a business in the present economy. It’s imperative to know your limits and know your self and be gentle in the face of other’s misunderstandings for this is truly a radical path. If we are not, the gift economy may be reduced to just another fancy marketing strategy designed to influence perception instead of a deep honouring of the sacred breath of life we’ve been given. I hope your heart finds solace and inspiration here and practical ways to express the spirit of the gift through your business. 

1. Have deeply loving customer service as your primary priority. 

I’ve been shocked at the level of service many businesses seem content with and I’ve been shocked by how poorly I’ve been treated as a paying customer at times. Your clients will have similar experiences. They will notice and appreciate your willingness to listen and understand their story. This is a gift in a world where many successful businesses don’t honour, value and respect customers and their money. You may feel that being kind and loving to every person who walks in the door is always present but this question asks you how you can bring even more caring and connection to every exchange on every level. 

2. Offer one of your services “by donation” or “in the spirit of the gift”. 

Getting clear on what you’re happy to give and what is definitely a paid service will help you identify where to start with what to give. You might have a weekly community yoga class for $5 or a monthly community get together, satsang, movie night, devotional music performance or something else. This way, you’ll always have an option for folks who want to connect with you but cannot afford full price. This way you’ll be nourished and inspired to continue giving when natural gratitude arises from your clients and students. If you’re a healer, consider forming a small group with other local practitioners to share regular, community giving back days – one afternoon every month or so where everyone offers low-cost sessions and treatments in one location. 

3. Give expansive time frames for instalment plans.

Many businesses do not do this, leaving little room for flow and negotiation. I’ve even heard flexible approaches denigrated by teachers of spiritual entrepreneurs as “betraying the many to give special treatment to the few”. There are good reasons for this but the reality remains in the life of a small business owner –  there have been 7 different higher-end programs and courses over the past 5 years I wouldn’t have been able to participate in were it not for the generosity and understanding of the facilitators. This is not about special treatment, it’s about responding to the realities of life. I remain forever grateful for the love the facilitators showed me and I’ve referred many clients to them because of this. Don’t offer extensions immediately – honour your own commitment to cash flow and covering expenses first but have this as a quiet option. Wait until you are approached personally. If someone really wants your services and they cannot find a way to make it happen financially right now, they will take action to connect with you. Trust them and trust their process. See what your heart and intuition say when the situation arises. Always be flexible when you can for it is a gift.

4. Ask for feedback and deal with all complaints and issues in a loving way. 

Ask your clients for their honest feedback – how can you improve? What worked for you? What didn’t work for you? Many businesses lack even a primitive platform for feedback and so are missing valuable ways to connect and deepen in relationship with their clients. Have a loving and supportive refund policy. Tell folks what it is and why it exists. Let them know refunds and credits are possibly in extreme circumstances. Assess these on an individual basis instead of having one blanket policy that is enforced regardless of the individual situation. If you don’t want to refund them, that’s totally OK but what can you offer to make them feel just a little better? How can you be supportive of them instead of dismissive (like so many business) if they are dissatisfied? How can you listen to the feedback they are giving you? This is a gift.

5. Be open to giving when your heart is called. 

If your heart really wants to work with someone but you know they cannot afford it, see if you can still help them while supporting yourself and the reality of your needs simultaneously. Can you give them mini sessions? Invite them to the community events? Give them a referral to a government service? Call them on a phone for a brief chat once a month or so? Whatever your heart feels to give. There are no rules and no limitations. Just make sure that it’s a genuine YES from your heart and that you’re not giving with any sense of obligation or rescuing as this can lead to resentment. And if you notice resentment building in relation to this particular client, let them know you can no longer keep supporting them as a gift. They will certainly understand and may have some ideas and suggestions themselves (perhaps they can give to you in some other way? Perhaps their situation has changed from when your relationship first began and they may now be able to pay you for your time?). 

6. Share interesting, excellent, informative and transformational stuff online. 

Share things that are of genuine value and bring more love to the world. Do not just talk about all the amazing things you’re doing in your business on social media. Give. Give. Give. Honour another practitioner. Honour your own teachers. Share a story of how much a certain book or practice has changed your life. Tell a story that’s restored faith in humanity. Celebrate a client. If you look, there are a 1000 ways to give and combat the narcissism that mediums like facebook create. This takes skill, time and thought to develop and helps negate the quick-look-at-me, blaring, hyped-up messages that are the norm online. Over time, people will notice the depth, stillness and integrity shared and associate it with you. This is a gift.

7. Be integral in giving as much as you can be. 

Do not give in order to get all the time. This is a deeply transformative and passionate enquiry that only you can find the answer to. Only you know the deeper motivation behind your giving and the purity of your intentions. It’s OK in business to give to get from time to time. In fact, giving to get is what business and marketing is all about. It’s the truth. Know when you’re giving to get and celebrate this, make this OK for yourself, understand that giving to get is the way of the current economy and of the society we find ourselves in. Giving to get is also how traditional gift economies work in the purest sense (tribal members give to get positive regard and public accolade for example. Or they give because their generosity ensures they will also be supported in the future when they need help). Don’t always give to get though or before you know it, every decision you make in business and life will be determined by what you will get out of it and this does not feel good. Give for no reason other than because you can occasionally. Give because it feels amazing to be of service especially when there is no hope of return. 

8. Give referrals. 

If you cannot help someone do your best to find another excellent teacher or practitioner to send them to. Don’t do this for an affiliate or referral fee as it changes the energetic. Do it because this other person is genuinely more skilled in a particular area then you are or because you personally have benefitted from and love their products or services. Do it because you want to help. Do it because you cannot benefit from this immediately. This is a gift and it shows you care deeply about another’s path and that you’re willing to take time to find out enough about them and their issues to give them something genuinely worthwhile.

9. Support a local charity or cause.

Is there a cause you’re inspired by and want to support? Some businesses choose to donate a set amount from every dollar earned or product sold. Others host fundraising community events for a cause or recent natural disaster. Perhaps you can find time to volunteer personally with hands-on work in your local community on a regular basis (reading to children or people in aged care homes for example) – this is my favourite option because of its immediacy. Guaranteed, it’s one of the fasted ways to bliss and you’ll leave your time volunteering uplifted and with a ton of new energy to devote to your business and life. Think about something that truly benefits those around you and how money you earn through your business could support this.

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Working in the gift economy is one path of many to enlightened relationships with each other and the Earth. Mainstream business is another and if you’re wanting to make enough money doing what you love, it’s the only one I recommend (at this current point of personal and planetary evolution anyway). Stepping into the gift and alternative economies as a reaction to what we see around us (and judge as destructive and ignorant) is an incomplete approach. At this point, it’s a utopian dream for many who live in cities and gift economy teachings are destined to enter lives, inspire greatly and then depart once reality kicks in (sometimes leaving a trail of lost and disappointed bodies behind). Keep going, keep giving in ways that feel good, keep living in service, keep sharing from your heart but be honest about where you and where the world are at. Come from a place grounded in the current reality and the love that’s already and always here. You and I right now are crumbling walls of separation and changing what it means to be in business.

Love, Mirror

MIRROR LIVING SHORT BIO

Mirror Living Business From The Heart 199x300 Guest Post: Why You Should NOT Work In The Gift EconomyDevoted yogini, gift economist, love bunny, living room dancer and closet songwriter madly in awe of any practice that takes us from our heads to our hearts. Mirror teaches authentic marketing for yoga teachers and healers and digs playing with puppets, swimming naked, crystal singing bowls and anything that even vaguely hints at offering the tiniest taste of divinity… Come join the community -www.businessfromtheheart.com or on facebook – https://www.facebook.com/mira.living

 
 

36 Reflections on “Who am I to teach and charge for it?”

 

“Who am I to teach and charge for it?”

 

This is a post that has been on my mind for many years to write. 

It comes up in most workshops that I teach, this question of “Who am I to teach this? I’m no master. Besides, everything has already been said. I’ve got nothing new to add to this.” or “Who am I to be a healer? I’m not that good yet. I’m not ready. I need more education.” or “Who am I to hold circles? I don’t want to feign that I know things or that I’m some big deal.”

And it’s a weighty question that deserves more of a response than the pat, “Believe in yourself” answers given out as though the heart of the malady was a lack of self esteem and that the miracle cure could be brought about be popping the pills of “valuing yourself.”

No. This is a bigger and more important question. So, I want to try and write a response that might be worthy of everything that is inside that question.

It’s one I feel a real personal connection to as, when I was 21, I was leading personal growth, weekend long workshops for a leadership development franchises. There were people attending them who had sandals older than I was. I had no legitimate business leading those workshops. I remember one man who, seeing this overexcitable boy was going to be leading the course, politely and graciously asked for a refund. I was offended at the time but I wish I could hug him now. I knew the basics of some fancy NLP and other ‘technologies’ for personal growth and I imagined that this gave me some permission to lead groups of adults through some incredible deep waters. I thought that my having some theory I’d learned by rote (and yet hadn’t sincerely implemented into my life) meant I’d learned something worthy of sharing. 

I was so young. 

So, when some come to me with these questions of “Who am I to do this work?” I take that question very seriously. 

Of course, sometimes they’re often secretly angling for pity or approval. You won’t find that in this blog post. If you’re here for encouragement, that’s not exactly what you’ll find here. And if you’re here for advice or ‘the answer’ you definitely won’t find that here. What you’ll find is the encouragement to keep wrestling with these worthy questions as honestly as possible. 

As my colleague Mark Silver put it, “I would say that, deep down, it’s an honest and sincere question when asked as a real question, and not as a statement masquerading as a question, where ‘Who am I?’ stands in for, ‘I can’t/not supposed/not the one to do it. The integrity, the care, the humility is all needed in this inquiry.” 

What I want to offer here isn’t a solution but some ideas and reflections that, like seeds, might take root and grow into an apple tree than can at least provide food to you to sustain you while you keep up the wrestling.

One reaction to this question is to collapse, shrink down and back away from opportunities. Another reaction is to posture, puff ourselves up and pretend to be a lot more together than we are. But, if we’re going to explore this meaningfully, it’s got to be a response from a place of composure. I hope that these reflections might help you get a bit closer to that.

 

Reflection #1 – You Deserve To Have Your Needs Met:

This is baseline. At the heart of a lot of these struggles (around being ready) is this deep feeling of discomfort that we have needs at all. There’s this big feeling of shame in a lot of people that they need the level of support they do. They feel like they should be able to help anyone who wants their help for free and be okay with that.

But you’re a human being. You have needs (e.g. food, water, shelter etc.) And, in this culture, without money, those are hard to get. So, unless you’re consciously choosing to opt out of the cash economy (a move I would applaud loudly and celebrate) then it’s something to come to terms with.

Can you be humble enough to admit that you need support to live? Can you be humble enough to receive that support in the form of money from clients who you are helping?

You have needs. You deserve to have them met. 

This doesn’t mean you’re entitled to be a billionaire. It doesn’t mean you’re entitled to anyone’s business in particular.

It just means that you deserve these things as much as any other human on earth. 

And it means that it’s important to be incredibly real with yourself about what it is that you need and what it will take to make that happen. This shows up particularly clearly around money.

Action: Identify these two numbers – How much money do you need to just scrape by (i.e. food, rent and paying basic bills)? How much money would it take to sustain you in a good way that would allow you to give your gifts to the community? Once you’ve identified the second number, I would suggest adding 50% more to it because you probably aren’t seeing clearly the number of unexpected things life will bring you that will cost money. Then make that number your goal.

 

Reflection #2 – You May Need to Appoint Yourself:

I have written a longer note about this notion here but, here’s the gist of it – most people walk around life feeling needy and unsure this world is asking anything of them. Most people are waiting for proof that the way they live matters to others. The invitation is to stop waiting and to proceed as if you are needed. This might mean you develop a bit of swagger and self appointing yourself. So be it. 

“As a rule nobody asks you to do your life’s work. More often, at least in the early going, you have to do your life’s work as a self-appointed task. And in the early going you’re not very good at it. It is a learning thing, expensive, demanding, relentless. That’s how it has gone for me at least, paring down the list of reasons I was born until only a few likely candidates were left standing.” – Stephen Jenkinson

But, of course, if we’re needed, it’s the most natural thing in the world to doubt our capacity to rise to the occasion. That’s not a disempowering belief to get over, it’s a human response to explore. It’s a part of the learning and growing that helps get you ready. If you skip an active engagement with your doubts, you may find that they linger around like ghosts of the departed who, never properly grieved and yet willfully forgotten, stick around to haunt you in a world to which they no longer belong. Your doubts are like seeds and they can only give you the plant inside them if you are willing to plant them in the fertile soil of your curiousity and willingness to admit there’s something you don’t know.

 

Reflection #3 – Your Doubts Are Often Your Integrity In Disguise:

When people say to me, “I don’t know if I’m ready.”, I immediately trust them a bit more.

Because, in they’re asking the question, I hear a deep integrity trying to assert itself amidst a desperate need to pay the rent. I hear a deep concern for the well being of others. I hear a humility of knowing how little they know and how much they still struggle. And I hear the tension between not wanting to be a fraud and yet not wanting to pretend they don’t know anything at all. They are simultaneously lit up by the possibility of stepping into a work that they love and also terrified. They want to help people but are also scared they might hurt them. They want to fly but are terrified that they will fall.

They are aware that the bigger a job they take on, the more potential there is to screw things up and really hurt people. They’re aware the more trust that’s invested in them, the more they have to be faithful to. They know that this trust isn’t a resource we actively try to cultivate, it’s a sort of human-making burden we carry with us because we know the more of it that people pile on our back, the more damage there would be should we ever get lazy and drop it. Trust is a burden. When people court it too fast and too soon, before they’re ready, they are actually courting disaster. 

On one side people never starting because they’re not perfect or ready and not wanting to hurt people. Other side people blindly charging ahead and imagining they’re ready and that people are lucky to get what they’ve got to give. Neither of these orientations are particularly helpful or sustainable.

Another possibility is to consider that your teaching what you know and offering it as a service isn’t a sign that you’re ‘done’, or ‘perfect’. It’s you signing up for your next step in your schooling without any illusions that it will be easy. And learning should give you pause. You should have second thoughts about learning. Because learning is expensive and you can only pay with the thing you can least afford to give.

Learning is what helps refine you. Sometimes I think that, when we get started, we should be paying our clients for the chance to learn. It’s a good argument for doing probono work and apprenticing (which we’ll get to soon).

When people express their doubts I want to fall on my knees and thank them for really considering it. 

The people who scare me are the ones with very little experience but extreme confidence. Those are the ones most likely to hurt people. 

 

Reflection #4 – Your Questions About Money Are Also Often Your Integrity Too:

Intimately tied into the question of “Who am I to teach?” is the often unspoken ending to that sentence, “… and get paid for it?

It can feel very strange to many of us this notion of being paid to do something we love to do that’s bringing healing to the world. There can be a guilt associated with it and this urge to just give it away for free.

And again, when people bring up these issues, I want to worship at their feet for a while because these concerns don’t come from nowhere. They often have roots found it a concern about the direction of the larger economy – both where it came from and where it’s going. As people learn more about what’s happening in the world, it’s the most natural thing in the world to have questions around money start to emerge. What is it? Where did it come from? For what kinds of work should I accept it and for what kinds of work should I refuse it?

And if you work in the healing arts, this becomes an even more pressing question as people will start bringing many things to your door to question your making money. They’ll point out that traditional medicine people almost never take money for their ceremonies or healings so how on Earth can you? Aren’t you just participating in the commodification of something that should never be commodified?

When I see people wrestling with this, I want to hug them and thank them for being willing to engage and grapple with something for which there are no easy answers. I want to praise the deep integrity of their political and spiritual landscape. I want to urge them to keep following those threads. Nowhere in me is there an urge to ‘fix’ anything. I have no desire at all to do anything other than hold those people’s feet even closer to the fire so they can really feel the burn of anywhere they might be out of alignment. Many of my colleagues would see all of this as a set of disempowering beliefs but, frankly, I think a lot of their beliefs about money are deeply toxic – here are twelve of them. And I’m not saying there aren’t beliefs that aren’t serving you if you’re wrestling with this all, I’m just saying the wrestling with it is a noble endeavour that deserves to be applauded. It’s a rare thing in this culture to bring anything to money other than desperation and entitlement. 

Those are questions people should be bringing to the topic of money. Thank God they do.

I’ve been broke before (and I didn’t care) because I’d decided to spend my time enjoying my life and doing volunteer work in my community instead. There’s nothing less spiritual about that. But there’s also nothing particularly spiritual about being broke and not being able to take care of yourself and therefore being a burden on others. If you’re tired of being broke, here are fifteen ideas and you might want to check to see if I’m running my 30 day cashflow challenge called The Meantime.

And there’s a big difference between using these questions as a shield to actually not wrestle honestly with these questions and avoid ever dealing with money vs. as a doorway to an even deeper sense of integrity and alignment with your political and spiritual values as you live in the modern world. 

Having said all of that, a few thoughts do occur to me that I offer on the off chance they might have some use to someone.

We no longer live in a tribal set up. Were you to be a healer in that set up, your needs would be met. You would be taken care of by the village. That is no longer the case today and so we need to do something different.

To take indigenous rituals and profit from them without the explicit permission and blessing of traditional elders in those communities is the height of disrespect and deeply dangerous to those you ostensibly want to heal. 

You do not need to make an income from healing. You could also work a job and do your healing work outside of that. That is an absolutely legitimate and beautiful model. You can be a healer without making a business out of it. 

Offering your gifts to the world? Non negotiable. That’s a mandatory part of being a human being. Making it a business and charging for it? Entirely optional.

 

Reflection #5 – Figure Out Your Resonant Price

All praise and credit to my dear, dear friend and colleague Mark Silver for bringing this notion to the world: resonant pricing.

If you struggle in figuring out what to charge, I can’t recommend enough that you check out this simple, human, effective and liberating process

It will help you find prices for what you charge that feel not too little or too much but ‘just right’. 

 

quotes 655 300x240 36 Reflections on Who am I to teach and charge for it?Reflection #6 – Doubt is a Part of The Creative Process: 

Doubt is unavoidable.

It’a part of the creative process as KC Baker brilliantly lays out in her blog post What It Takes to Give Birth (To a Baby or a Dream). Although, it’s rarely self doubt anyway. It’s more often other people’s doubts we’re reacting to or imagining. We ask ourselves, ‘What would others say about this?’ But, in a world on fire, obsessing about ourselves is not what’s needed.

Self hatred and self doubt are still a form of self absorption. 

 

Reflection #7 – Be Clear About Your Goals:

When people say they don’t feel ready, I want to ask them, “Ready for what?

And most of the time the answers I get are fuzzy. How clear are your business goals? Less clear than you think, I promise you that. Read this to help them get more clear.

 

Reflection #8 – Be Real About Your Timelines:

Let me save you a trip to your therapist in which you fruitlessly explore how your lack of valuing yourself is stopping your business from growing.

It takes time to grow a business to be solid. Eighteen months to three years if you’re really focused on it. If you don’t settle on a solid niche early on? It’ll take you longer. I see so many people fail before they leave their day job too soon. They leap into their business before it has any chance of supporting them and then it collapses and some well meaning new ager tells them it may be a reflection of their lack of self worth.

It takes time to build a business. 

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Reflection #9 – You Might Not Be Ready, But…:

This is an important one to wrestle with.

You genuinely might not be ready for the work you’ve imagined for yourself.

Try that on for size.

Hey, we’ve all seen it. Someone is shoes way too big for them. Someone crashing and burning because they weren’t ready.

That could be you. 

If you don’t seriously consider your level of readiness, you’re a fool.

You actually might not have the skill, wisdom, internal fortitude or capacity to do the work you’re so drawn to do. History is full of people who thought they were ready, thought they were invincible and then, like Icarus drawn by his desire to get closer to the sun and deaf to his father’s pleas, fell helpless to his death as his wings fell apart as a result of his hubris. There are many examples of those whose arrogance outstripped their ability and whose lack of regard for limits cost others dearly. 

So you might not be ready but… it’s important to ask ourselves, “ready for what?”. Ready to be a guru to thousands? Maybe not. Ready to run some free workshops in your living room? Maybe so. Ready to quit your day job? Maybe not (but hey here are 11 celebrated artists who kept their day job so whatever…) Ready to go to part time? Maybe so.

Often what this question of “Am I ready?” boils down to is the belief that “I need to be perfect to be ready.” Ah. No wonder you never feel ready.

Healers often feel like, “I know I still have unhealed issues so who am I to heal anyone else?” and thus set themselves into this impossible to escape place and rob anyone they meet of whatever portion of healing they might have brought. You may not have healed everything in your life, but I bet you’ve healed something. If you stick to helping people with that or issues of a similar intensity and dynamic, you’ll be on solid ground.

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Reflection #10 – You Have Something to Offer:

This is vital.

Can you offer everything you might want to right now? Probably not.

But do you have something to offer that could help people? There is no doubt.

Is what you are able to offer enough to sustain you in a business? How much could you charge for it? Those are very open and worthy questions.

But that you have something to give this world? That is not a question worth any time at all because it will distract you from the needed work of you giving your gift to the world. So many people shut down because they don’t want to be a burden on others, but the real burden we put on the world is one you put there by not giving your gifts and making everyone else carry your load to make up for it. You are needed. 

 

Reflection #11 – Don’t Underestimate The Important Gift of Empathy:

You’d be surprised how much of what people are paying for is actually empathy. You’d be amazed at what a significant factor ‘feeling gotten’ is for people when they’re spending their money. Sure, they want the particular result they’re paying you for, but do not discount the impact of them feeling understood by you. Don’t underestimate the real value that has and the gift it is. Sometimes people would rather work with someone who is a little less skilled if their bed side manner if much better. 

The life coach and healing arts industry is full of a lack of that. And there’s more new age bullying than you might think.

It can be an immense relief to realize that our presence is a gift to others (and nice to know it is of such help to our marketing).

Who are you to heal people?” Maybe someone who really knows how to listen. Maybe somebody who won’t push or bully people into doing something that’s not right for them.

 

Reflection #12 – There’s a Difference Between Not Being Ready Out of Fear and Out of Intuition:

I’ve met a lot of healers who never feel really ready. They always need one more course or one more certification. And it’s often that they’re scared to really launch.

But not always.

Since I started my business, people have been telling me to write a book.

Practically since day one.

I didn’t feel ready. It wasn’t fear. It was just knowing that I wasn’t ready to do that yet. I knew my point of view and my ideas were still cooking. This year, about 15 years into my career, I finally feel ready. The feeling is clear and uncomplicated. 

Don’t let people bully you into doing something you’re not ready to do yet. It’s your life. Do what you want to do.

 

Reflection #13 – You’ll Might Be Great At One Thing And Crap At A Lot Of Other Things:

I recall Stephen Jenkinson talking about a very earnest young man who wanted to learn from him and came to stay on his farm to help out. The trouble was, he wasn’t much help at all. Finally one day the young man said, “I don’t know if I’ve been much help with the farming.” and Stephen said, “Farming? You haven’t even done any! Look you’re not a farmer. You’re an academic. That’s where your gifts and passions lie. Go and pursue that!” And the young man did, was excellent at it and no more farm equipment was broken that year.

Not sure what your natural gifts are? You might check out the good work of Vancouver’s Natural Gift Society or the book Strength’s Finder (order at your local bookstore).

 

Reflection #14 – Almost Everyone is Crap When They Start:

There are a few geniuses who seemed to hit the ground running brilliantly, but, for the most of us, this isn’t the story.

The first marketing workshop I did was terrible.

The second one I did was much better. 

The first youth leadership workshop I led was an abysmal and mortifying failure. They got better from there. That’s how it is. It’s not always so bad but I’ve often started things well before I was ready. It’s not a path I recommend. But it’s comforting to know that you’re in good company.

A truism I heard once was that “every master was once a disaster“. Everyone you see who is celebrated now likely struggled in the very areas they are celebrated. The legendary Casanova was terrible with women. He dedicated his life to learning the arts of courting and seduction. He was not born with that. In story after story, we learn about the masters who, in their beginnings struggled too. But they stuck in there. This is known as playing the long game. So, this truism teaches us that no matter how deep a disaster we are now – there is the promise and possibility of greater competence and skill. As we continue to teach what we most need to learn – we in turn learn.

 

 

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Reflection #15 – Beware of Comparing Your Insides to Other People’s Outsides

It’s really easy to look at others doing the kind of work you want to do who are more successful than you and imagine you’re seeing the full picture. 

I promise you that you are not. 

It’s easy to look at people who are doing the work you want to do and imagine you’ll never be ready to do what they do, that you’ll never reach the level they have.

I’ve been behind the scenes of many organizations that seem phenomenally together and professional from the outside, the very picture of success, and yet, on the inside are an utter shambles.

I’ve been behind the scenes at many holistic expos that might seem like a money grab from the new age scene but the reality is that, despite all of their new age law of attraction philosophies, they are almost all losing money or barely squeeking by.

I’ve hung out with the big names of the personal growth scene and seen the human foibles they have that never seem to make it onto the stage. I’ve seen a new age author famous for his books about his near death experiences be hammered every time we met – a profound (although delightfully charming) alcoholic. 

I’ve heard of countless yogic gurus who have taken advantage of their female followers but in a way that never makes the mainstream media. 

I’ve come to know that a very prominent figure in the personal growth world cheated constantly on his wife despite speaking of how great his relationship was on stage. 

It’s easy to believe the hype and to see those who are actually only a few steps ahead of you (whatever that means) as ‘perfect’. But the truth is that they’re people too.

Don’t compare your insides to other people’s outsides. Don’t compare the movie of your life to the highlights reel you get to see. It will leave you feeling inadequate and miserable. Just keep focused on creating something wonderful, beautiful and useful to the community. Create something worthy of the problems you see in the world with the gifts you have. That is more than enough.

 

Reflection #16 – You Know More Than You Think You Do:

It was 2002, and I got a call from the United World College in Las Vegas, New Mexico to lead a facilitation training. 

Having just lived through what was an utter disaster of a facilitation training (that I led (we’re talking exorcisms, people running out of the room screaming and some deep racism coming out) I felt zero desire to go there again. I’d spent the past years leading workshops and summer camps but was feeling particularly humbled. My immediate response, upon getting the invitation, was to say to myself, “What do I know about this?

But still, I gave myself permission to do the same thing I hope you might, I sat down and made a list of what I might teach were I to lead such a training. Four densely packed pages later I found myself stunned with how much I had to say and how lucid it felt. Yes, I’d made a lot of mistakes in the past, but, when I gave myself this chance to reflect on them, I found that the seeds of my failures had bloomed into apple trees bursting with fruit that I could offer to others. There was such a wealth of ideas that I felt selfish to keep it to myself. If what I had learned could help stop others from going through the same pain I had, I wanted to share it. 

Action - You could do a similar exercise around making a list of all of your current qualifications for the work you are drawn to do. What is the formal education you’ve had? What experiences? What books have you read? Have you had a lot of conversations about this? Have you done much writing about it? etc. Most of us don’t, because we’re stuck in our fear and feelings of inadequacy, give ourselves enough credit for all that we bring to the table.

Also, great news, if you get through this all and realize, “Man, I actually don’t have much to offer.” then that’s great news too. You can let go of the urgent dream of building a business and get a job for a while so the heartache can stop.

 

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Reflection #17 – Under Promise, Over Deliver:

If I had to just pick one of these ideas, it would be this one.

If all you did was this, your fear of not being ready would likely vanish over night.

As you go about offering whatever you have, however humble it might seem, make sure that you under promise and over deliver. Promise less than you think you can truly deliver as a result and then deliver more than that. Of course, this means that you need to get very real with yourself about what it is you are capable of delivering as a result. 

Of course, if you claim to be able to heal any condition and then you don’t, people will be upset. But if you say, “I’m just beginning and I’d love to offer you a 60 minute reiki session.” and you do it, that’s wonderful. As long as you’re not promising more than you can deliver there is zero ethical issue at all. People know what they’ve signed up for. 

“Gealladh gun a’choimhghealladh, is miosa sin na dhiùltadh (Promising but not fulfilling, is worse than refusing).”

- Scottish Proverb

Again, is the result you’re currently capable of offering enough to sustain a business? That’s a different question.

One of the best pieces of advice on this that I’ve ever read is to offer people the tip of the iceberg you have. They will feel how much in unseen, under the water, and trust you more. And you will feel more solid knowing that what you’ve offered them is really only 10% of your actual capacity. 

If you do this consistently, your clients will be thrilled. 

This idea is so simple, but its consequences are so profound.

 

1560707 10155030029375195 519340342724674419 n 194x300 36 Reflections on Who am I to teach and charge for it?Reflection #18 – Apprenticing:

Our culture is not big on humility.

In a day and age where you can become a reiki master in a weekend or a life coach in a year certification, the notion of meaningful, long term apprenticeship is a fugitive idea, hiding out in our better sensibilities until we wake up to the need for it or are brought to our knees by some humbling experience where we realize the impossible price we often need to pay to really learn something and the even more dear price to pay when we don’t learn properly and try to do it anyway.

In traditional highland Scottish culture, to become a story teller meant a seven year apprenticeship. To become a Druid? Twenty one years. You can find these sort of time frames the world over. Sadly, you can also see people going to a weekend workshop and then feeling qualified to lead sweat lodges and ceremonies. 

One of my friends in Edmonton, Randall Benson, works in solar power. He only hires journeymen electricians and most of his jobs are based around fixing the screw ups of less qualified people. 

If you want to feel totally solid in what you’re offering, find yourself a mentor. Be willing to work for free for a while. Offer free workshops in people’s living rooms for five people. Do it for free until people start to insist on paying you. Make your money in other ways.

There’s a good chance that, if you’re having these fears, you’re in the first of four stages of business. And, at that stage, your business is actually incapable of sustaining you financially. Your business is like a young tree that’s unable to bear the weight of your livelihood. So don’t crush it. Give it time to grow while you grow too. 

One approach that can take a lot of the pressure off this is to consider offering a portion of what you do on a pay what you can basis. I’ve done this with most of my daylong and weekend workshops for about 15 years. It let me feel okay about leading weekend workshops even though I was just starting because I knew people wouldn’t pay me more than they wanted to. It felt amazing to never have to worry that I might be over charging or that people weren’t getting the value they paid for. 

And, if you’re really apprenticing to someone, there may come a point where they kick you out of the nest because they know that you’re never going to be ‘ready’ enough to do it on your own. And, do you know what? You’ll be okay.

 

 

10885222 10155030030675195 4287047097716463695 n 36 Reflections on Who am I to teach and charge for it?Reflection #19 – Honing Your Craft:

When you’ve finished apprenticing to a teacher or school, you’re still learning. But now you’re learning from your craft directly. You’re now learning from experience. This means giving yourself time to reflect on what you’ve gone through, developing better systems and checklists and taking time to improve your skills here and there.

It means taking a deep pride in doing the best job you can do in creating the most beautiful offerings you can. When you do this, questions of self worth fall away and are replaced with an excitement to give what you’ve made to the community. 

Most entrepreneurs I see don’t do this.

Instead of creating a few programs and honing them over time, they are constantly creating new programs.

On a marketing level, this is a bit of a disaster because then people never get to know you for anything in particular. On the level of confidence, it’s a disaster. How are you supposed to feel totally confident about something you’ve never done before? Of course you feel nervous and unsettled. And on the level of craft, it’s also a disaster because you can’t do something once and expect it be be of much worth.

If you create a workshop and do that same workshop one hundred times, then you’ll have something of incredible worth. You’ll speak with some swagger and bravado when asked about it. You won’t have doubt. It will be good and you will know it’s good. You will have found all the holes, integrated so many learnings – big at first and subtle towards the end. You’ll know every inch of it and will barely be able to let it go at the high prices you charge. 

When you are more in love with your craft and your clients than your business or reputation you’ll see things bloom in ways you couldn’t imagine.

Honing your craft includes seeking out candid feedback from clients and implementing it to make your offerings better.

Honing your craft means making time to reflect on what you thought went well and what didn’t in your last offering and improving it for next time.

Sometimes I’ll do a program and, by the end, I feel awful, because I see everything that I could have done differently. But, once I’ve found some meaningful solution to each of those issues, my feelings shift to excitement to offer it again.

 

Reflection #20 – Focus On Creating An Offer That Feels Wonderful

There are some things that, when you think about offering them, you go into a panic zone and freeze up.

Maybe it’s leading a week long retreat. Maybe it’s healing people around certain issues. You just don’t feel ready to do that at all. It wouldn’t feel right or good to offer it. It’s too scary.

And then there are other things that would feel totally fine. Maybe that’s just going for tea with someone to talk about what might be possible. It’s so important to start with something that feels good, right and comfortable to you and to go from there. 

If, instead of obsessing about whether or not you’re ready, you were to pour all of your love and attention into making the best offer you could, you would find your self-concern dropping away and being replaced by a deep, authentic excitement to share. 

Action: Take a blank piece of paper and draw a line down the center of it. On the top left hand side right, ‘Feels Good’ and on the top right hand side write, ‘Feels Bad’. Underneath the ‘Feels Good’ side write down all the things you could offer right now that would feel free and easy for you to offer with an uncomplicated heart. Under the ‘Feels Bad’ side, write down the things you might want to offer that feel questionable for you, you’re not sure you’re ready for or could handle. Go back and forth for no more than 20 minutes. 

And then get moving on the ‘Feels Good’ side. Hustle that hard. As you do it, your confidence will grow. Or you’ll learn from failing. And then you’ll feel more confident as a result of your learnings. 

Action: Ask your friends what they would most trust you to do in terms of your work. What result would they most trust you could help them achieve. 

 

success really looks like 300x225 36 Reflections on Who am I to teach and charge for it?Reflection #21 – Start Small & Pay Attention

If you’re scared, start with something tiny. Start with leading a small workshop in your living room. Start with writing a simple ebook. Start by making on youtube video. Offer a free hour long coaching session to ten people just so you can try. Offer it to a community that needs it most as a volunteer (e.g. immigrant population or those in prison). 

You might take like a duck to water and see how many of the fears you had were just in your head. You might get hooked on it and want to do it more and more and watch as your fears fall away from you like a bird’s shadow as it takes off into the air.

But you might also realize that something didn’t feel right. And you can learn from that too.

This is also how you figure out your niche. You start small. You try things. You experiment. You notice what worked and what you liked. It’s not some linear path with three easy steps. It’s full of loops and round abouts. 

Am I ready?” is a terrible question. Ready for the big time? Likely not. Ready to help somebody? You’d better believe it. 

 

8983 10155030031520195 1269127059724895516 n 36 Reflections on Who am I to teach and charge for it?Reflection #22 – They Don’t Notice What You Notice:

Performers know this one all too well.

I’ve been doing improv comedy with Rapid Fire Theatre since 1992. And there have been many, many shows where I would walk off stage feeling defeated at what a terrible show I’d just done. I would head into the front of the theatre where the audience was leaving carrying the accumulated weight of every choice I wish I could take back and every choice I wish I’d made I’d stage and didn’t, only to be greeted by someone saying, “That was amazing! Thanks man!” and get a high five from a stranger who was leaving with a big smile on his face and joking with his friends about how we’d had an Octopus as a student in our scene only to have him eventually eaten. 

I thought the show was sub par at best. He thought it was great.

This happens all the time. 

We are often our own worst critic. 

 

Reflection #23 – Get Candid Feedback

If you’re not sure you’ve got much to offer, why not find out the truth and put your obsessing to rest?

Why not create a google form or surveymonkey survey and invite your past and current clients to give you candid, honest, forthright and totally anonymous feedback on how you did with them? What worked and what didn’t? What would they give your work with them from a 1-10? If it wasn’t a ten what would it have taken to be a 10? What do they see as your greatest gifts and strengths? What do they see as your weaknesses. 

And, if you’re unwilling to do this, I’d like to suggest that you might, indeed, not be ready after all. 

 

Reflection #24 – To a Third Grader, a Fourth Grader is God:

You don’t have to be a PhD to help a third grader. You just need to be a fourth grader.

You don’t need to be ten thousand steps ahead of someone to help, just a few.

This is so important to let sink in. And, as long as you’re not over promising, you’ll be fine.

My colleague Jana Beeman put it this way, “I tell my students, ‘Look at your journey, look at what you’ve surpassed in your life. Look at everything you’ve learned and the power of who you are. If you find someone a few steps behind you on your path, how can you NOT be the one to help them? If you don’t, you both lose.'”

 

Screen Shot 2014 02 21 at 1.45.15 PM 36 Reflections on Who am I to teach and charge for it?Reflection #25 – You’ll Improve Faster Than You Think You Will:

Think of the design of the nautilus shell. Imagine that the centre of it represents you as a very skilled and confident practitioner of what you do. 

That first ring on the outside is the biggest. But they quickly become smaller and smaller. In this image you will see that, within five loops, you’re at the centre. And improving your craft is a lot like that too. 

Let’s take leading a workshop for example:

You learn so much the first time. The lessons are big and glaringly obvious. You can’t imagine you didn’t see them. The second time you lead the same workshop (assuming you took the time to reflect and learn from the first time and implement what you learn, it will be much better. Much. But you’ll still learn things. They just won’t be as big as the first, The third time you do it, the learnings are becoming more subtle still.

The first student leadership workshop I did was in a theatre to 250 students. By the end of the day, which consisted entirely of me talking to them and almost no interactive activities, there were 20 people there. Most of them had left, it was that bad. 

But I had already confirmed a second workshop the next day and unable to feign my death as school had already let out, I set to work to change everything I could to make the next day not be something for which the legal changing of my name would, afterwards, be a requirement.

Fortunately, the next day was in a dance studio with chairs that could be moved about. That changed things. And I added in as many interactive activities as I could. And I gave a powerful heart to heart at the end of the day which had students coming up with tears, telling me it had been the most powerful day of their lives. Myself and my friends were stunned at the turn around from one day to the next.

I ended up leading that workshop about 80 times. By the time I’d done my last one, the refinements I was making were so subtle that no one but myself would ever have noticed them but I knew they were making my events better. 

 

Reflection #26 – Be Trustworthy:

Do you due diligence. Know the risks. This is why apprenticeship is so important. 

If you want to trust yourself, then you need to be worthy of that trust. Don’t focus on courting trust. Focus on being trustworthy.

If you’re doing something that could put people’s lives at risk, you’d better put in the time that’s needed to make sure you’ve done everything you can to make it safe.

If you’re leading an emotional process, don’t go further than you know how to go. People are counting on you. When you act in a way that is worthy of that trust, you’ll feel so much stronger. And it’s important to distinguish between the non-action of obsessing about what might, possibly go wrong and the real world work or preparing for those things. 

There is nothing that will make you feel more confident at a baseline level than having all of the bases covered. 

Action: Make a list of everything that could possibly go wrong when you offer what you offer and then come up with a plan to either eliminate that risk or to deal with the worst case scenario if it should ever happen.

 

532948 1002840949731014 2320471839994335280 n 36 Reflections on Who am I to teach and charge for it?Reflection #27 – You’re Going to Fuck Up:

No matter how much you apprentice, learn and master you’re craft, you will still make mistakes.

The question of, “How can I proceed in such a way that no one ever gets hurt?” is a set up for pain. Someone will get hurt at some point. That’s life. You’re going to disappoint people. Sometimes you’ll disappoint others because you stretched too far. Other times you’ll hurt yourself because you didn’t stretch enough. And vice versa. 

If your metric for success is that you never fuck up anything, then give up now because it’s going to happen. But, when it does, you have a job. And the job is to learn, to make amends and then to be faithful to that learning.

Making mistakes doesn’t make you a failure. It gives you the opportunity to be human as you work to make meaningful amends that might even be a greater gift to the other and the community than the original gift you’d intended because not only do they, perhaps, get more value than they’d imagined, but the community gets someone who’s a bit wiser and more humble. And learning from our failures gives us, ironically, an incredible sense of self trust and confidence. Learning to trust ourselves is central to the process of creation.

“Many people misunderstand the concept of safety. They think they can gain it by protecting themselves from other people or choosing safe people. Safety actually occurs when we learn to trust our ability to take care of ourselves.” ~ Mary MacKenzie 

And, in fact, the fact that you have failed in the past might be the most trustworthy thing about you.

When you fuck up use it as a chance to learn what you need to learn so you’re less likely to make that mistake again.

Whenever someone asks me for a refund on something, I get excited. I’m excited because I know something. I know that they are asking for a refund because what they got from me wasn’t what they wanted. More accurately, what they got from me didn’t match their expectation of it. They imagined it would be a better fit than it was. And this was created by my marketing. Something in the way I described it gave them a false impression. So, to me, these moments are golden. I always promptly refund the money and then ask them what I could change in my marketing that would have ensured they never would have bought it in the first place. And they always give me gems. That means a higher integrity in my marketing, a clearer understanding of what my product is and isn’t and less wasted time for everyone in the future. 

But if you fuck up in a larger way that causes genuine harm, then you’ll need to do more than simply ask a question to learn. If you’re going to really make amends, that might take a lot of effort. But that effort you put into making things right is your education. It’s what ensures that you ‘get it’ at a level you never could have if you’d simply said, “Oops. Sorry.” and walked away. When you genuinely make things right, often at great cost to yourself, you walk away with a deeper inner strength, sense of integrity and feeling of readiness to carry yourself well in the future. If you really handle it, you will learn the true cost of laziness and selfishness. You’ll learn how cutting corners costs you more than you want to pay. It will make you a better craftsman of what you do. 

Extra benefit, you get more permission to become cranky and curmudgeonly whenever you want at all the young whippersnappers who think they know it all. Bam! 

 

10888363 10155030031730195 6054306267309366097 n 300x300 36 Reflections on Who am I to teach and charge for it?Reflection #28 – Stepping Up is Vulnerable:

“Give up the notion that you must be sure of what you are doing. Instead, surrender to what is real within you, for that alone is sure.” —Baruch Spinoza

There are no two ways about it.

Stepping up is vulnerable.

When you’re putting yourself into the world you can bet that all of your internal demons of ‘who does she think she is?’ are going to show up. You can bet that that’s going to come from the outside too. Luckily, you don’t need to please everyone

Have you ever thought about how hard and humbling it is to actually show up like you do have something give (being full aware of your faults, lacks, needs, struggles, etc. and showing up anyways)? When will/would/could you ever be ready (beware those ever-elusive criteria)? To own your value and worth by sharing your creative output, your knowledge, your skills, your passions, your love -yup, that’s the other side of humility. Showing up and sharing yourself fully, to the degree it’s done in loving service, takes courage, humility, VULNERABILITY and love —for others AND for yourself.  You are 10,000 stories of fears overcome, of suffering endured (and not, we need those just as much), of miracles & doubts, of life-lessons; you are full of dreams, solutions & brilliant ideas; you have creative works -poems, songs, dances, art, projects —that would bless many people. If they only got to experience them. “But they’re not ‘ready’? not ‘perfected’? Consider them, as my father-in-law of late would say, as ‘perfect enough’. Sure, don’t be ‘more’ than you are…but also don’t be ‘less’. You’re a hell of a lot ‘more’ than you probably think you are. Consider the ‘more’ side, if you’re open to seeing/feeling/being/knowing that ‘more’ in yourself and others (Namaste), you might discover that it doesn’t even have a limit.” – Leif Hansen

 Also, consider this possibility, the bigger the fear is for you, the more likely it is that you are aimed in the right direction. 

 

Reflection #29 – When You’re Starting, Give Yourself More Space Than You Think You Need:

This is huge.

I remember a facilitation truism that I learned years ago. If you spend an hour on an experiential exercise, then give yourself an hour to debrief it too because that’s where most of the value will be harvested. If you are taking people on a ropes course and they have a fun time but you never talk about it, much of the benefit is lost. If you simply have a conversation about fear and trust, but don’t pair it with an experience, it will likely stay as theory and simply be an interesting conversation. It’s the combination of experience and reflection that gives these things their full measure of power.

And so it is with this learning you call being in business. When you first begin, consider giving yourself one hour to reflect on every hour you work with someone. If you lead a weekend long workshop, consider that you may need a weekend to reflect on what you learned from leading it. 

If you really take this on (meaning if you really take seriously the proposition that your work is actually just the continuing education in which you’re engaged) then you’ll realize that it may ask more of you than you’d initially bargained for. If you plan to really be responsible about your work and to master your craft, you’ll see what the actual demands are. And it might be a price that’s too high to pay. Good to know. Let yourself walk away in good conscience. 

It will also lift up that your life may be, currently, too full for you to really learn well. 

It may not always be a 1:1 ratio, but when you’re starting off, you could do worse than to take this into consideration and put it into practice. 

 

Reflection #30 – Your Failures Are Your Credentials:

It’s easy to get lost in, “But I can’t teach this. My life has been such a wreck. I’ve made so many mistakes.

But those mistakes are actually what make you trustworthy to the people you want to help.

The fact that you’ve overcome some of your own struggles in, perhaps the deepest source of credibility you have. 

Our deepest wounds are often not only the doorway to our trust niche but what make us trust worthy. 

It’s the genius of Alcoholics Anonymous, partnering those just coming in with those who’ve been there too but are a bit further down the path.

Looked at another way: I’ve often heard it said that “we teach what we most need to learn (and needed) to learn.”. This reminds us that we never stop learning. That because of the wounds we’ve received in our life and because of the nature of who we we are when we’re born – we find ourselves, in this world, curious about certain things. Drawn to things. Needing to know about things.

We try things and they don’t work. And we wonder why. We try to be healthy – but we get sick. We want to be happy but find ourselves depressed. We want to make a good living – but find ourselves broke.

And in our struggle to figure out how it all works, we learn things.

Things we quickly take for granted as if everyone knew them.

That’s the assumption that has us feel as though we’ve got nothing much of value to offer.

We look at what we know and think to ourselves, “Sure, but everyone knows that.” I encourage you to ask yourself if that’s really true.

We all struggle with things (e.g. dating) and so we try to learn about them. And this learning gives us things to share (e.g. becoming a dating coach).

And this truism reminds us that the best way to learn anything is to teach it – to sit back, reflect and ask ourselves, ‘how could i express this so that others would understand it?‘ And in our efforts to articulate and express the thing we know from our own experience – we come to understand our own experiences better. And understanding our experience helps us hone our own particular point of view and map on the best way to make it from point a to point b. The clearer our map is, the more trusted we are. But, if we’d had no first hand experience of struggling on the terrain, we’d never make such a fine and helpful map in the first place.

Your failures aren’t a reason for you to opt out, they’re the prime reason potential clients want to opt in.

To make this one even better, your past failures and current foibles are actually also what make you human and relatable. My colleague Meredith Broome put it brilliantly when she said, “I like to remind people (and myself) that we are humans working with humans, and I wouldn’t want it to be any other way. Nobody actually wants to work with a know-it-all. I know that for me, the second I think I have the answers to someone else’s life is the second I have stopped listening to them. In the coaching profession, I think that’s a kind of violence we risk doing to our clients, to stop listening. The second you have it all figured out is the second you stop learning and growing. And that’s usually when clients stop showing up, or its hard to sustain your practice, right?”

Your failures are your credentials because they were your most important education.

 

Reflection #31 – This is Not About Self Worth: 

At least not entirely. And, again, this idea might just save you years of therapy.

When talking about ‘not feeling ready’, I think it’s useful to remove ‘self worth’ from the conversation because it can be a terribly seductive red herring. It’s something I’ve written about extensively in my post Charging what you’re worth is bullshit.

In fact, the way we make it about ourselves and take it so personally is telling.

There can be a kind of narcissism here where we obsess about how we’ll be seen by others. The story of Narcissus, in brief, is thus: there’s a guy. He has a fling with a goddess. He’s a cad of a man. She’s upset. She curses him to fall asleep and fall impossibly in love with the first thing he sees when he wakes up. When he wakes up he looks into the body of water he’s sleeping by and sees his own reflection. He falls in love with it so much that he falls into the water. Many take the message of this to me, ‘don’t fall too in love with yourself’ but the message is actually, don’t fall in love with your reflection. Don’t fall in love with how others see you and base your self worth on that. If you base your self worth on what others are willing to pay you or whether they think you’re ready or not, you’re in for one hell of a roller coaster ride.

This constant focus on ourselves can be a slippery, spiralling slide into neuroses. 

What does a reflection need to survive? Your presence. When you withdraw it, the reflection goes away.

So I commend, withdrawing your attention from yourself and pouring it into creating beautiful things. When you do that you might just find that the self doubt goes away because you’re no longer paying attention to your self. Stop obsessing, start creating. Stop journalling and start making your art. 

I’ve seen so many people spend years trying to get their thoughts perfect, their sales letter exactly right, their website perfect before starting when they should have been getting out there and giving talks and learning as they went. 

 

10402504 10155030021850195 1946557437040297243 n 36 Reflections on Who am I to teach and charge for it?

 

Reflection #32 – Remember Why You’re Drawn to do it in The First Place:

It can be easy, in the midst of our fears that we’re not enough, to lose track of why we are drawn to do this work in the first place.

My colleague Curt Rosengren shared these words when I asked about this topic, I would be inclined to ask questions that expand the focus beyond their limited-self focus. For example.  1. Why do you feel called to do it? (Put the focus on what inspires them about the idea, rather than their own sense of insufficiency). 2. What difference does this have the potential to make? How could doing this work change the world for the better? 3. If doing this work wasn’t about you (if it was solely about the impact it makes), would you do it?  4. If you have the gift to do this work, and the world needs this work, who are you *not* to do it?

You can read more blog posts on this notion of discovering your why here

Action: Journal about why you felt drawn to this work in the beginning.

 

Reflection #33 – Make Your Case As To Why You Can’t Do It, And Then Debunk It:

My colleague Curt Rosengren shared these words, “I might also be inclined to have them make a case for why they can’t do it, and then have them refute that case, point by point. Maybe even have them make a counter-case for why they can. The more clarity people have about the stories they’re making up (and it’s all made up – some of the stories are just more productive than others), the more potential they have to shift into a more supportive story.”

Action: Do that thing described above.

 

Reflection #34 – Give Your Clients Some Credit:

This isn’t an excuse to be careless or to feign greater expertise than you have, but give people some credit in making their own choices. If someone gets hoodwinked by a charlatan, yes, there’s a lesson around integrity for the charlatan, but there’s also some lessons there for the one who got conned. If people fall for a fake guru, there are lessons for them in how they fell for it. All you can do is do the best you can. I’ve had people sign up for workshops and, because they hadn’t read the sales letter, demand a refund. Not my fault. Did I learn from that and make systems to make sure it didn’t happen again? Sure. But the people spending money have their responsibility too. 

 

Reflection #35 – Your Story and Point of View Has Value: 

It’s easy to feel like ‘it’s all been done’.

It’s easy to look at the market place and think, “Oh man. There’s nothing I could possibly add here.”

And maybe you don’t have anything to add yet.

But it doesn’t mean you never will. And, just because the market seems flooded doesn’t mean that other voices aren’t needed desperately. 

Consider this: have you ever gone to a seminar or class on a topic and found yourself totally confused only to have another teacher explain it in such a way that you totally got it? Something about the examples they used or the way they broke it down had it land inside of you with a solid ‘thunk’. Imagine if they’d decided, ‘There are already so many people teaching this. I’m not needed.’

Imagine if a musician listened to Bob Dylan and thought, “I’ll never be better than that” and decided to quit music and thus selfishly robbed the world of what he had to give. 

I teach marketing. You might have noticed that there are quite a lot of other people out there doing it. And yet it never occurred to me not to do it because of that. And here I am with over 10,000 people on my email list years (and an appalling lack of effort and strategy) later. There are a lot of people who seem to like what I say and how I say it.   

Because of your life story, you bring a unique perspective and point of view to any issue with which you’re grappling. Don’t discount that. That doesn’t honour all of the investment that people and this world have poured into you just to get you here. 

And this video by Marie Forleo says it so well…

 

Reflection #36 – You Can’t Charge For Your Gifts

I leave you with this final thought from Mark Silver to meditate on. 

Here’s the truth that I’ve seen: we can’t charge for our gifts. The Divine gives always to the human. We can be humble enough to receive from others, and we can be plugged in enough to let the love come through us to others. Like this image below...”

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mariannewilliamsonquote 36 Reflections on Who am I to teach and charge for it?

 

More Resources:

Check out Seth Godin’s new book Your Turn.

My ebook, The 22 Myths of Building Your Practice

To help you uncover your niche (the place you’re most likely to do well in business) go to www.NichingSpiral.com 

Guest Post: The Natural Business Cycle: How to Grow Your Business Organically Starting with a SEED

 

by Julie Wolk

 

What if, instead of feeling overwhelming, growing your business could feel as natural as the growth of a plant or tree? 

This post is about relaxing into a natural process to grow your businesses organically by:

  • Starting with a powerful core vision – the Seed,
  • Putting down the Roots of a solid business concept and model,
  • And continuing to follow the fundamental natural cycle of growth, maturation, and rebirth.

Natural cycles are engrained in us, whether we notice them or not.

The cycles of a day, of the seasons, and of our lifetimes are the most routine things on earth – and we are part of the earth.

In fact, I would say that pretty much everything can be tracked around the natural cycle… how we learn, how we build community, and how we start and grow a business.

So, since pretty much everything is a circle, let’s stop thinking in lines and start thinking in circles. And spirals!

Because here’s the coolest part: as an evolving person and business owner who is constantly growing and changing, you get to circle round the wheel again, further and further refining your gifts, your business, and your life each time. Like an upward (inward?) spiral (like Tad’s Niching Spiral!).

Don’t get me wrong, you CAN create a business with even one pass around the wheel, but for those of us on a personal growth path, it’s actually a relief that we get to go around again. We can relax knowing business and life-building is an iterative process – there is no moment of “arrival” or perfection – and that we are constantly evolving; just as a tree grows, blossoms, fruits, sheds its seeds, takes a rest, and sprouts again.

Stage 1: So What’s this Natural Business Cycle and Where Does it Begin?

The Natural Business Cycle meshes essential business development processes with the life cycle of a plant.

Screen Shot 2015 02 05 at 11.30.34 AM Guest Post: The Natural Business Cycle: How to Grow Your Business Organically Starting with a SEED

And just like a plant, our businesses start with a Seed. And seeds are totally magical – right? I mean, all of that possibility inside a tiny little speck. A whole oak tree, or a gorgeous lily, or a sweet blackberry bush. The seed is a mystery. It’s all about potential and vision.

As a conscious business owner, mission-driven entrepreneur or however you categorize yourself, I have a feeling that your business began from a seed. From a vision. From something that came from way beyond you in some mysterious place. A vision was planted inside of you, and your business is an outgrowth of that. A special gift or talent was bestowed upon you… and it’s unclear how. Why am I so damn good at organizing things?? I don’t get it. That’s the magic of it.

And when you tap into that vision, or that unique gift that was given to you, then you can create a business that you love.

I always say that if you’re a remotely conscious human and you’re going to start a business, you best take the time to align that business with your vision and unique gifts, or a few years will go by and you will really be wondering what went wrong – why you’re exhausted, not making money, or feeling stuck and uninspired.

But if we nest our businesses inside our deepest visions and gifts and create a business model from that place, we are so much more likely to succeed and thrive.

Here are some questions to ponder to help you get to know your vision and gifts:

  • What’s my vision of an ideal world? No holds barred.
  • What are my greatest gifts? What comes so easily to me I could do it with my eyes closed? What makes me lose track of time?
  • What’s my purpose? Don’t get too tripped up on this one… Try filling in the blanks: I am the ___________________________ who ________________________________.
  • What’s my mission? In other words… what’s the strategy I want to use to offer my gift to the world? What do I want to offer?
  • WHY do I do this work? What makes me care so damn much?

Answer these questions whether you have a business or if you are just starting out. How does it feel to clarify your vision?

This stage of business growth corresponds really nicely to Tad’s Steps 1 and 2 of the Niching Spiral.

Stage 2 – Setting Down Roots

Ok, so we have a vision. We know our gifts. We’re ready to build a business. Stage 2 is all about putting down Roots.

Imagine a BIG ol’ tree. Did you know that there are as many roots below the surface as there are branches above the surface? Truth.

Your business needs Roots. It needs a solid foundation built upon a powerful vision.

This stage is super important, and people tend to gloss over it. I make all my clients do a Seed and Roots process with me before we dive into coaching and the rest of the cycle, because I am so clear that defining this stuff is foundational to a successful business.

Here are a few of the things that we figure out in the Roots Stage:

  • What’s my special sauce? How do I offer my product or service that’s different from everyone else?
  • Who is my ideal customer? Who do I really want to help, and what are their challenges and desires?
  • What are all the amazing benefits and results that I provide for my customers?
  • What are my business goals, both financially and in terms of impact?
  • What is the business model that will allow me to achieve those goals?
  • And, what administrative systems must I create and what help must I get to build a successful business?

When we know the answers to these questions, then it’s time to go public with a brand, message, and marketing strategy that align with our Vision (Seed) and our Strategy (Roots).

This stage of business growth corresponds really nicely to Tad’s Steps 3, 4 and 5 of the Niching Spiral.

Stage 3 and Beyond

Of course, there are more stages to a plant’s life, and more stages to manifest a business from a Seed. We’ll have to leave those for another blog post.

But the bottom line is that having a system like the Natural Business Cycle provides a logical order of operations, a structure to lean into, and a place to start.

For overwhelmed business owners, knowing where you are in the process and focusing on that stage, instead of worrying about what’s to come, can by itself be a huge relief.

When we slow down and tune in to the cycles of nature, we gain a lot: patience, for one, and the understanding of what organic or natural growth really is — that one thing follows another, and we can’t do it all at once. 

If you’re interested in creating or growing your business through the lens of the Natural Business Cycle, please get in touch for a free 30-minute consultation to see if we’re a fit for individual coaching. I love helping consultant-experts, teacher-guides, holistic practitioners and other mission-driven entrepreneurs who truly have gifts to give, really rock the business side so they can thrive.


Website Bio Page 300x200 Guest Post: The Natural Business Cycle: How to Grow Your Business Organically Starting with a SEEDBio: Julie Wolk, Business Coach, CPCC:
For 15 years, I’ve worked with talented business-owners, visionary leaders, and passionate change-makers who have gifts to give. My clients draw from the business and nonprofit worlds and are teacher-guides, consultant-experts, holistic healers, and other mission-driven entrepreneurs. I facilitate the creation of transformative and connective experiences, programs, businesses, and organizations. I move easily from idea to action, I love the way structure creates more freedom, and I get totally lit up encouraging people to follow their passions and offer their gifts and visions to the world. I’m a natural leader, and I plan businesses in my sleep. (Literally. It’s hard sometimes). I am co-founder and former co-director of a thriving nonprofit dedicated to reconnecting people to the earth.

 

 

 

 

The Four Stages of Business Growth

wood outdoor stairs landscaping steps 1 The Four Stages of Business GrowthBusiness is like a staircase which it’s best not to skip any steps.

One of the things that can put us squarely and repeatedly into what I call The Meantime is not understanding what stage of business we are at (or even that there are different stages of business). A classic blunder is for people to try and skip a stage. They are working a job and quit it to start their business hoping to land right in Stage Three when they’ve barely begun Stage One. And, the reality is that it takes a year and a half (at the very fastest) to three years to develop a solid business – and that’s with consistent focus. All due credit to my dear friend and colleague Mark Silver for introducing me to this idea. 

So, let’s look at the stage of business growth and see if we can’t find where you are.

Stage Four: Independence - At this level, you could go on vacation for six months and your business would still be making money for you. You likely have many people working for you and airtight systems in place.

Stage Three: Momentum – At this stage, you likely have a full time employee or two and your business is generating enough revenue that everyone is getting paid a fair amount. You are thriving. Your have a solid niche and business model. In momentum, there’s a firming up of your business just as plants get that woody growth that prepares them to bear fruit later.

Stage Two: Concentration – At this stage, you might be beginning to get some part time help but you’re only barely paying the bills in your business. You’re squeezing by and the money is up and down. You focus on your marketing and money comes in but then you focus on delivering your products and services and the business dries up. Back and forth. Feast and famine happens a lot here. But, at this point, you’ve figured out your niche and what your business is about. You’re getting the business model down and developing the systems you need. This phase is like the phase of rapid growth of a plant. There’s a lot of hard work and a lot of learning here.

Stage One: Creation – In stage one, you’re doing a lot of experimenting still. You don’t have a clearly defined niche yet. You likely have no help at at all with your business and you are absolutely not able to sustain yourself financially – you can’t make a living at this level. In creation, things are new. You’ve had the idea to start a business and are full of excitement. The seed germinates and begins to sprout. At this stage the plant is far too soft and flimsy to bear much weight. It’s very flexible but not that sturdy.

Which stage are you at?

The enormous payoff of knowing this is the dissolution of stress when you realize that you are precisely where you’re supposed to be (e.g. If you’re in stage one and confused why you’re not making a living, well… be confused no more! You aren’t supposed to be! You’re supposed to be sorting out your niche).