Paul Zelizer is the co-founder of Wisdom 2.0 and Wisdomprenreurs communities. In this episode we drive deep into the needs of the conscious entrepreneur.

Paul Zelizer is one of the first business and marketing coaches to focus on the needs of the conscious entrepreneurs – coaches, consultants and other service entrepreneurs who have a foundation of wisdom, mindfulness or awareness.

Paul runs a global coaching practice supporting conscious entrepreneurs in growing their businesses to the next level while staying 100% true to their integrity.

He’s also the former Director of Social Media for Wisdom 2.0, one of the premier mindfulness brands in the world.

Paul’s latest venture is Wisdompreneurs, a global startup focused on bringing entrepreneurial skills to transformational leaders and to bring easy to implement mindfulness and Emotional Intelligence practices to the entrepreneurial world.

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Free Download: 3 Qualities In Business

Paul Zelizer Resource Links:

www.PaulZelizer.com

Wisdompreneur Facebook Group

Wisdompreneur Fangpage

Suggested Books:

Tribe Seth Godin

Good To Great

Emotional Intelligence

Search Inside Yourself

Wisdom 2.0 Summit

Zen and the Art of Branding

So in this episode I’ll share with you the only “ethical shortcut” I know of to charging premium prices and creating a coaching business that’s built to predictably support your ideal lifestyle.

Let’s get started…

I was on a Facebook chat with someone who was wanting to do their first group coaching program and was, over the course of a few days, consistently hitting me up for details & answers…

…however they stated that investing in any $3k, $5k or $10k for help was completely out of the question.

..after sharing lots of insights I just simply asked, “Wouldn’t it make sense to invest with someone who has all this laid out and has already compressed the time for you instead of seeking bits & pieces of info and trying to slap it together?”

What’s worse is he was a “business consultant” who wanted to help people grow their online coaching business. [Oh the irony!]

The same feedback I provided them, I thought would be helpful to you if looking for an “ethical shortcut” to your businesses results.

STEP 1: ELIMINATE INCONGRUENCE 

First, as long as investing is “completely out of the question” you’ll probably challenge yourself with creative means of which to have success. It’s inevitable.

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STEP 2: GET RESOURCEFUL

One of my high ticket mentors a few years ago said just get one sale right now…take that cash and invest it in scaling.

If you’re not challenged with selling people 1-on-1 then how many sales would it take to invest in a $5k program that helps you add another $100,000 to your bottom line?

1? 2? 3?

If you don’t see MORE upside to investing in a mentor and the results they can lead you to, and therefore being creative in creating the investment required…

…then chances are you’ll have a hard time holding space with your prospects that give you the same story.

STEP 3: MAKE THE LEAP AND INVEST

The ONLY “short cut” to the results you want is if a mentor has the very same results and can help you predictably get them.

That’s it. [sometimes there’s luck involved – but I don’t count on luck = that’s when preparation meets opportunity.]

Otherwise, everyone out there who is getting big results in their business got there because of the long arduous journey of figuring it all out OR they invested in a mentor.

Or Both

Skip the arduous journey and invest…

…but know WHY you’re doing it.

THE REASON “WHY”

I had a client, a single mom of “4”, who was determined to invest in my services because she desperately wanted a better life for herself and her kids.

She was seeing all of the results her colleges were getting with me and she wanted her problem solved pronto, so she could experience those same results too.

She found a way…because she knew WHY.

She went and got a Paypal biz loan for the 1st installment of the investment and asked if she could get started…

…I said yes and we were off to the races.

She did $11,000 in sales in our short time together.

Needless to say, she was thrilled and today she’s FREE.

Plus, the big takeaway is the act of investing in mentoring will energetically support you to attract more of what you want…

If you want to attract people who are WILLING to invest highly to solve their problems…instead of just seeking and storing information for use at a later date, then BE that person you want to attract.

One of the biggest challenges entrepreneurs, coaches, & experts come up against is the battle within their own minds to stretch beyond their own personal limits.

In Episode 18 I’ll share with you the key to managing those challenges and moving through them so you can increase your coaching income to greater levels while making a HUGE impact.

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No one wants to say their relationship within themselves is in shambles…

But I’ve had a lot of clients come to me with the notion they want to make more sales and simplify their business…

…and that’s some of what I support them in.

But I don’t believe you need to make “more” sales with the model I’ve adopted…

You just want a few of the right clients that pay a premium.

That’s how we simplify your business.

Here is the key distinction I’ve found…

…managing the expectations, the desires and fears that are WITHIN us, are the key to the types of client relationships we create OUTSIDE us.

This isn’t talked about a lot, if much at all, but it’s one of the

core distinctions that has made the biggest impact in my business.

This can be said of any relationship we’re engaged in really.

Personal or Professional.

Relationships are a mirror of ourselves…the PERCEIVED good, the PERCEIVED bad AND the ugly.

Have a client that’s a complete bear to deal with?

On the surface I’ve found this to be a symptom of not managing their expectations or your own boundaries, up front. (listen to podcast #17)

Not doing so can create dissidence and chaos in your business.

But below the surface…

…they are probably mirroring qualities that you yourself are

wrestling with…inside yourself.

Perhaps managing their expectations in the beginning would be helpful…

…or simply not having brought them on as a client at all would have been even better. Check out Episode #17 to fully understand that concept.

I find the latter to be the case more often than not.

Because this comes down to managing your own expectations around the kind of time you want available in your life…

…or the amount of money you feel you deserve.

Or the quality of business & lifestyle you desire.

Learning who to say NO to instead of simply looking to make more money requires you managing your own expectations.

Your business exists for the sole purpose of providing you the lifestyle you desire…and the level of impact you want to make in the world.

You CAN perform better and provide better results.

Which leads to furthering your mission with less stress while having more fun…

Commit to mastering your inner world because it’s the key to creating an ideal outer world both personally and professionally.

Professionally you’ll become much more affective when you focus on communicating what your ideal prospects are missing rather than constantly projecting onto everyone what you do.

When you start to get an ideal mastery of your internal world…deciding who you’re going to be a hero to and how….becomes a simple process.

Discover how you can attract only cool, high-quality clients, you enjoy working with while increasing your perceived value.

In this episode:

POINT OF VIEW STRATEGY FOR THE UPCOMING WEEK…

Looking at your market through that filter and offering your perspective to all the people “like” you is very valuable to both you and your audience.

YOUR point of view and personality will filter out the types of people & personalities you’d rather not work with and attract those you would.

Without this perspective many people believe they should be everything to everyone. They should have everyone “like” them and their message so people buy their stuff.

But all that ends up happening is you taking money from people just because they want to give it to you, expecting miracles and to not have to work for those results.

You also tend to not enjoy coaching these personalities.

They tend to be less coachable and less likely to implement your strategies.

Which leads to a quote:

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou

When creating content such as webinars, blog posts, shooting video or recording audio, focus on helping people FEEL something…

Don’t be afraid to be polarizing and stand for something WITHIN your market.

If you want a certain type of individual to feel repulsed by your perspective so be it…they won’t waste their time or your time by attempting to invest with you.

By NOT choosing to stand for something (your point of view) you DO end up choosing to exclude the very people you want to attract.

If you’ve questioned whether now is the right time to sell high ticket coaching, then this four-step formula is for you. I’ll share my process and what I did to step into my high ticket coaching career.

In This Episode:

I’ve been reading a lot of comments and posts about people asking when to start selling high-ticket programs and some stating they just can’t see themselves doing it in their niche.

I wanted to share my perspective on the process that brought me to where I am so you can gain additional perspective.

I personally may have took longer than the average bear to start selling higher ticket coaching & mentoring…

…BUT it was my journey and it happened exactly as was necessary. Everyone’s journey is different.

This just happen to be mine.

I personally started out setting up websites for a few friends for free about 8 years ago. I realized how much work it really was and began charging $250 per person.

As my ability to deliver more value grew, I then noticed people were struggling with the very same problems I had just figured out.

This process stair-stepped from $250, to $1000, $3000 then to $5000.

As my competency to facilitate a transformation that delivered massive results for clients grew, so therefore did my pricing.

I was learning copy, direct response, design, content marketing etc…

…because I was investing in my own skill set I was able to deliver greater results.

Eventually, I did my first group coaching program where I charged $3000 each and brought on 5 people. $15,000 in 3 days and I had some amazingly fun people to work with.

This was my first huge shift.

Those clients went on to get massive results, grew amazing relationships within the group and walked away with solid value.

Two of the clients became best friends. One on the West Coast of the US and the other in Austrailia and they even flew to meet one another.

As I’ve looked back there’s a loose formula I use today to help clients move through this process a lot quicker.

This is by no means the only way and matter of fact I’d love to hear how you as a professional see it differently if you’ve successfully sold high ticket programs. [No Theory Please]

COST + PERCEPTION = VALUE That Drives COMMITMENT

1) THE COST: 

Once I realized the importance of understanding what it was costing my ideal prospects to not solve their problem, the less energy I had to focus on uncertainties that had nothing to do with solving their problem.

I.E. – My own insecurities

Wherever uncertainty exists, fear has room to breed.

So I eliminated that excess space by focusing on the tangible and intangible costs to my prospects that I KNEW I could solve.

Once I did this I saw it as my duty to facilitate and support my clients through their problems. I had a calling to do so!

FYI: I never shared the price of my program until my prospect understood the cost of living without my coaching.

I felt this was in their best interest because otherwise they would continue to see the financial investment as greater cost than their current problems.

This was a second huge shift in my overall process.

2) PERCEPTION: 

So I knew who I was helping and I took time to deeply understand what THEIR “perceived” problems were.

It’s from my experience people buy what they want, not what they need.

So in the beginning stages I sold people what they wanted (knowing I could help them get it) and at the same time deliver in that processes what they needed in order to get it.

This was before I did webinars, where I could later educate people on what to want and why.

I was on a webinar recently with Russell where he said something really powerful:

Discover how Matthew J Peters, the founder of Expert Video Empire and an Emmy Award Winning Director and Executive Producer at Authority Marketing Films, created a massive online Empire from scratch.

Matthew transformed challenge and change into a $700,000 per year business. In this podcast interview, he shares the struggles he went through and how he turned a $5000 investment into the successful empire he’s created today.

In this Episode 15 you’re going to discover:

* The one thing Matthew Struggled with to get to the point of creating a million dollar per year business

* Why doing things for free or VERY low cost didn’t work for him and his business

* The “Money Monk Mindset” that turned everything around for him

* Why he abandoned books, live events, and low ticket info products

* How your past unknowingly can support and even compliment your present challenges

* How to broadcast yourself at your deepest core and make sure it’s attracting what you want

* How to demonstrate your declaration of what you stand for

* And much more…

Resources:

Authority Marketing Films Gift

The marketing side of your coaching business can be frustrating and at times overwhelming if it’s not your expertise, but it’s possible to manage & grow the business side of your coaching business with more ease and flow.

In Episode 14 I’ll share with you 3 unique “tools” I’ve used to exponentially grow my coaching & mentoring business to 6 Figures.

There are certainly lots of technical tools I could talk about that I run my online coaching business with but there are Three internal tools I’d never be without…

….these 3 tools or otherwise known as skills, have brought a uniqueness to my brand and service delivery that are priceless to me and clients.

.

#1 Emotional Intelligence…RESPONDING to situations, opinions, and people rather than REACTING to them is one such skill.

Imagine if you could pause and not only listen to what someone said, but actually hear what they’re saying.

I can tell you that one skill can impact your ability to make more sales alone. Or have your spouse feel heard and feel you get them, bringing you closer to together.

When someone is angry or in resistance I’ve discovered it’s because they feel their model of the world is in jeopardy and everything they knew could be wrong.

That invites uncertainty and anywhere there is uncertainty fear breeds. That can be scary as shit to someone.

#2 Values Work and understanding not only your hierarchy of values but also understanding and communicating to other people in a way that THEIR values are met.

Values determine how you see the world and act upon the world. They act as a filter.

No two people see the world in the same way and that alone is a powerful concept to understand…

…in conjunction with practicing emotional intelligence, you can pause and ask better questions that relate to the other individuals hierarchy of values.

* How do they see the world?

* How are they demonstrating their values in the world?

* How can I speak to this person in a way that is important to them and not just me?

#3 Managing One’s Expectations can be a powerful temperament tool.

Asking quality questions of one’s self is crucial for progress & fulfillment.

Questions such as:

* Is there something new to learn here?

* What am I gaining from wanting to be right?

* What am I possibly missing out on by trying to be right?

* What am I gaining by trying to make this other person wrong?

* How can I see this situation differently where I don’t make me or the other person wrong?

Lots of times managing one’s perceptions is a sign of emotional intelligence and understanding not only their own hierarchy of values but taking the time to understanding someone else’s.

.

Just these three tools alone can impact the quality of:

* Your personal and professional relationships – You can spend more quality time and create quality experiences.

* Your finances – you create more cash flow (while being mindful of how to steward your money)

* your health – you eat better quality foods & high quality health practices like massage, retreats etc…

* – and your connection to god/spirit/universe etc. – You can contribute greater funds to your choosing

. 

This gives you a new perspective around how small tools, like I’ve mentioned above, can swing open big doors for coaches & experts in their lives both personally and professionally.

Do you look up to marketers, coaches & mentors and just think they’re so polished, slick and make it all seem easy?

Do you feel like you’ll never get to the place where you can easily attract clients? If, so, then this episode is for you. I’m going to share with you how you can leverage your woes for massive wins…by telling YOUR OWN story.

In this Episode you’ll discover:

* Why sharing your story is so important

* The “Story Behind The Story” and why it’s so damaging

* The Power behind your “Dark Story”

* The real story behind my so called “success”

* The email that changed my story (and life) forever

* The 4 Questions you need to ask to create your ideal story

* and much more…

Gulliver Giles has a track record second to none when it comes to generating sales and teaching sales. Gulliver has worked with and consulted with Frank Kern, Ryan Deiss & Digital Marketer.

Gullivers expertise is teaching, systemizing and streamlining sales processes for maximum returns. His mission is to re-educate the world about sales and salespeople – his firm belief is that, despite its reputation, sales is NOT evil, and that real salespeople sell from a place of love, not manipulation.

This Episode is Rated “R” for Language…nothing candy-coated here today.

In this Episode, you’re going to overhear Gulliver reveal insights into:

*  The 3 Types of people when it comes to sales

* Why he almost lost everything when he started in sales

* “We’re called sales people, not close people.”

* Why he created the “Sales Warlord” persona (and why he doesn’t need it today)

* The Blade of Fear and The Blade Of Love – and how they shrink or grow your sales

* Why there is no such thing as an objection

* The 5 major perceived objections you’ll hear

* How to never take objections personally

* And those are just in the first half of the show…the second half reveals even more

Resources:

* The Art Of Sales [Bonus Download]

* https://facebook.com/saleswarlord

* Digital Marketer

In episode #3 I talked about the dangers of discounting your fees…but in this episode I want to share with you the dangers and the costs of not INCREASING your coaching fees. 

Generally I experience the same resistance when I bring up raising fees with people who struggle to earn enough in their coaching practice:

* People won’t pay that much

* I just can’t see how I’m worth that much?!

* I feel like I’d be cheating people!

* I’m skeptical. People give me a hard time about what I’m charging now!

If any of this resonates with you then you’re going to love this Episode.

* Discover the “Unleash Your Fees Formula”

* Find out the tangible and intangible costs of not increasing your fees for both you and your client

* The 3 biggest benefits other coaches and experts are experiencing because they’ve increased their fees.