Your Money Mindset Is Broken (Here's Why)

But one of the things we were chatting about sort of offline, I mean, my bag is all about pricing, so I love talking about money mindset and the fact that when we were children growing up, you know, all of our education from our parents and our teachers was all geared around going to school for 14 years, pass your GCSEs and A-levels, you must go to university in order to get a good job. There's 2 things which I realised now, you know, coming into my 40s, that I really wish that, and I don't, obviously I can't regret it 'cause it was out of my control to a certain extent when you're a 4-year-old. But relationships and money, like neither of those 2 things were really spoken about. Like I know that probably, maybe I was unlucky, maybe my parents, I just ended up with parents who didn't wanna talk to me about those 2 things. But I've had to kind of figure it all out over the last like 39 years to get to a point where happy and confident around money and detached from like the outcome of what money actually is. And relationships as well. I mean, I wouldn't say my relationship's perfect, but again, It's in a much better place than it ever has been. But all of that stuff, I wish they'd taught at least a little bit about that in schools. You talk about Maslow's hierarchy of needs, and the basic needs at the bottom of that pyramid is to have safety and a roof over your head. And the only way to get that is through money. And what they don't teach you as well is the fact that if you end up with a mortgage, you end up with more worry and stress, which actually starts to erode that security away. You have the roof over your head, you have somebody sat next to you, but you're still full up with all of this stress because you've got to find a way to pay for it. I think this is one of the things which I get the most sort of joy out of my work is because, you know, my thing is all about empowering business owners to confidently charge more and get to a point whereby they have, we're not talking about here, like, you know, you hear it on Clubhouse all the time, 7, 8, 9, 29-figure businesses and all that. This is about helping people to start to become sort of, through their business, financially free, to have the freedoms which they have kind of been searching for, like me, for most of their lives. So the client wins which make the biggest difference Yeah. You know, one of my early clients, I always quote them, Richard and Amy, sorry, ran a small web design business, and over the course of 18 months, we quintupled their income from the web design business, which meant that, and this is the bit which I really enjoy, it meant that they could afford to get married. So they had 2 young kids, hadn't got married to this point, can't afford it. They could afford to save up for a deposit for the house. They could, um, uh, Richard went and got his first office. And the crux of it, his wife, um, Amy used to work in, um, public sector. So when she was able to quit her job and come and work for the business full-time, it's like, brilliant. The key to unlocking it for them was, um, when they realized that they, they needed to ask or tell the world what they wanted. They needed to just get it out there in some way, shape, or form. And in business terms, what that also means is, um, When you're selling a product or service, actually, if you want to earn more money, you've got to ask for more money, which means you have to put the prices of your products up. Now, there's obviously a methodology, there's a process which you go through in order to achieve that. It's not just like double your prices and hey presto, because actually what happens is, if a business, if it was that simple, everybody would be charging like loads more, right? They would just do it. The reality is though, money has such a negative attachment association with most people. For most people, what their money blueprint looks more like is years and years of their parents saying things, especially like in the formative years between the ages of sort of 3 and 7, their parents saying, well, you can't have those trainers because they're too expensive. You can't— we can't go on holiday this year because we can't afford it. What it comes down to is like between the ages of 3 and 7, like, you know, I've 7 and 4-year-olds, so they can count. My 7-year-old can add up a bit, but she doesn't really understand fair value exchange at that age. But our money blueprint— and I hope that mine's been relatively healthy for them, that I've passed down to them— you then as adults, you then rely on that poor money blueprint that your parents gave to you when you were like 7 years old. And this is the same for 99% of the population in the world, because the, the reality is, like most of us, we don't have trust funds or silver spoons in our mouths. You know, some of us did have unfair advantages around where we were brought up, what universities we went to, the level of intelligent, natural intelligence that we were born with and things like that. We've got to get into selling packages based on outcomes and results. But this is, this is where, like, the first step though in, in doing that, because this is where people are like, well, that's great, but I can't sell a $10K product. Okay? Yeah. So it's all about confidence and your, you know, psychology background. So it's all about confidence and their ability to deliver and, like, you know, all of the bumps in the road along the way. It's, it's simply a numbers game. Okay, we know the numbers. Like, so for From days old of cold calling, 70-10-2, so 70 calls, 10 appointments, 2 sales. So a good conversion rate is like 1 in 5 to 1 in 3 for most business owners. So go and pitch 10 people, the next 10 prospective clients, at £1,800 for that package, and I can guarantee that you'll close maybe 2, 3, or 4 of those clients. Mm-hmm. And what typically tends to happen is the first client that they sell at higher than what they were previously selling it at, the penny drops. Yeah. Oh, yeah, I get it now, because they've actually gone out and validated a theory, a hypothesis, played the game. Yeah. Somebody said yes, and that's just validated them. We're a mirror. We, we project and we reflect, like, what's going on internally, internally for us. Very much like, more so than anything, money. Like, that is the one place where everybody has these hang-ups for the reasons I explained earlier on. So when you can start to see abundance And that actually, that fair value exchange and that just abundance, somebody saying, yes, I get it, you're gonna do a great job, I have confidence in your ability to deliver, and it's validated externally, we then, like, start to then validate internally, and it starts to, like, we can join the dots up at that point. But again, most people just get in their own way, and they just go, well, I wouldn't pay that much, so why would anybody else? And it's like, well, you've just made a decision for all of your potential clients there. Like, you've got no evidence to back up that theory. I've seen so many business owners get broken because they haven't had the confidence to put their prices up. When you put your prices up, you make more profit. You have more money in your bank account to be able to have more fun with it and like experiment with all the different marketing things that are available to you out there and try out different stuff. I call it the sales cycle of doom. Sell, deliver, sell, deliver, sell, deliver, sell, deliver. Just going around in circles the whole time. The moment you charge a bit more, you've got more time to deliver a better quality product which produces more money on the back end And so gradually your universe just expands over time. And you get more time back. You get more of the freedoms back. And it's more fun. People, like, beast themselves. They put themselves through the mill, you know, because they think that they have to show up every day. Do you know what? If I start walking up the steps to my office and I think, pfft, head's not in the game today and I've got nothing important on, I'll go down the Wave in Bristol and hop on a surfboard. I'll take my dog for a walk up into the woods. Do it! I'll go and book a back massage. I'll just do something to make myself feel good. Feel a bit better. Well, for the people I want to serve as well, that they can't have me showing up when I'm not on like the top of my game. If I'm not at the top of the game, I might as well not show up. And I know that sounds a bit negative, but I also deserve me at my best as well. Because if I show up and give 90% and my clients, you know, they may not know that I'm giving 90%, but if I'm sat there thinking and feeling I'm giving 90%, I'm not, I'm not doing good stuff Like, not giving myself just good justice there either. So, you know, if you can show up, you know, you can't be 100% all the time, but just take some, create some space for yourself, re-energize, refocus, come back when your mind's back in the game, deliver a shit ton of value to people, and feel good about it. I think, you know, and that's where it starts to get fun, when you just have that level of, you know, groundedness about you.