Hi there, wellness entrepreneur. Today, we’re going to talk about ten reasons why you are underpaid and how to make money as a wellness entrepreneur. This is important because when you’re filling your cup, when you’re able to pay your business expenses and invest in things that keep you going, like coaching, masterminds, programs to learn new business skills, things to invest in new practitioner skills, all of that keeps you motivated.
And also, so you don’t feel like you have to overwork at work, the thought leading you to say yes to everything. Remember what you say yes to and what you say no to.
Also, when you are filling your cup financially and abundantly, then you are confident in your work, that spills over into other areas where it helps fuel the process of staying abundant and continuing to have people wanting to work with you again and again and again.
And this information applies to whether you offer group classes, whether you offer group program, whether you do one-on-one in-person or online, whether you’re a body worker or you’re a coach, it doesn’t matter. The actual modality that you deliver your results, whatever wellness practitioner style are, all of these ten reasons why you might be underpaid applies to you right now.
Reason #1: You Don’t Clearly Know The Results That You Get Your Clients.
The first reason is that you don’t clearly know the results that you get your clients. This is important because if you don’t clearly know the tangible results that your people will get from working with you, again, in whatever format, then you won’t be able to clearly describe it in your marketing, consult calls, or any registration or sales pages that you have.
And you might be saying, “Well, I don’t really offer something tangible. I just help them to reduce their stress, or I help them to gain confidence, or I help them to love themselves.” And that’s great, it’s all needed. However, you want to think of your work, how it tangibly applies to their day-to-day.
So if you’re a body worker, for example, and people come to you to reduce pain. Again, reducing pain can seem very general. And being a physical therapist for a number of years, I know that people can run or grind through the pain until it really stops them on their track. Then, because they’re really unable to do something they love, like go to a yoga class or continue with their running, then finally they’ll seek out a practitioner.
However, if you are adequately able to describe the result of working with you for preventatively, in fact, I have a client who helps runners keep running for life, faster, longer, more endurance, while decreasing their chance for injury, if you’re able to describe something like that clearly, then people understand the value of working with you.
And it’s not just clearly describing what it is to work with you at the end of twelve weeks, for example, if you’re selling a package of twelve sessions or a program that’s twelve weeks long, it’s clearly describing the results they’ll feel after call one or session one. And how about session two or month one? Practice writing it all down. Be detailed and specific as possible and practice describing that so it feels more efficient and natural on a consult call. Write it out over and over again.
And the more that you do this, the more clear those results will come to this. Just think of your person and think of their day-to-day and how maybe something intangible results that you offer can actually be tangible in the way that it shows up in their life on a Tuesday at 2 am, for example.
Learn how to get your clients results with this blog: https://igniteurwellness.com/get-client-results/
Reason #2: Your Pricing
Number two reason why you are underpaid is that you are priced too high or priced too low.
you’re priced too high, so you don’t have the demand for your higher price, but you feel like you want to charge that because it’s “what you’re worth.” Or a coach told you to charge what you’re worth, but you don’t feel confident in that number. So you’re actually not closing your consultation calls, or you’re getting a lot of NOs. You’re trying to move from one-off sessions, people buying one session at a time, to, for example, a package or program of twelve weeks or six months, but you’re getting a lot of no. It may be because your price is too high and it’s out of alignment. It’s not congruent with where your confidence is right now.
On the other side of the spectrum, you could be priced too low. And you know your price is too low if you’re not able to adequately pay your expenses and pay your bills, or you find yourself overworking to pay the bills or expenses.
For example, you know your body can only tolerate five sessions, bodywork sessions a day, but you keep finding yourself doing eight sessions a day just to get people in the door or to pay the bills.
Or the same goes with coaching calls. You know that you need two coaching calls, and then you need a break. Or three coaching calls, and then you need a break. But you keep finding yourself booking appointments during your break time or during the time when you said you’d be off with family just to pay the bills or get people in the door.
Those are signs that your demand is high enough to raise your prices. And if you need help working on the confidence of charging those higher prices, then that’s when a coach, someone like me, is wonderful to help give you that confidence to raise your rate, also the mindset that comes with it, and having the strategy to do it.
So please don’t just send out an e-mail to your people saying, “Next week I’m raising the rates,” or catch them off guard when they show up to your next session. And you’re like, “Okay, and the rates are higher today, so you owe me this much.” Please don’t do either of those. There are great ways to strategize on how to raise your prices where it becomes a win for both your clients and you. Think about that for a moment. So that was actually a two-for-one.
Read this blog to determine what to price your services: https://igniteurwellness.com/wellness-coaching-prices/
Reason #3: Why You Want to Sell Packages as a Wellness Entrepreneur
Okay. Number three is only selling one-off. And I find this very common for the yoga teacher who teaches a lot of public classes and studios and gets students asking, “I love to have a private session with you.” And you’re never thinking about all the results that you offer as a yoga teacher.
For example, reducing stress, improving flexibility, and improving strength. And yes, you can see the benefit of how you can do that in one session, but you never stop to consider the compound effect of doing that if someone were to work with you once a week or even twice a week for three months.
Think about what could be possible for those people. And when you’re doing that, and you’re selling those bigger packages, you have more consistency of people coming and working with you week after week. And it creates a more reliable and predictable income in your business, so instead of being underpaid, you are paid more.
So then you can be more selective on what classes you actually teach out in public. And you don’t have to run yourself to the ground or burn yourself out driving all around town and teaching classes all day or on weekends or times when you thought that you would be off.
Learn how to create your signature wellness program with this blog: https://igniteurwellness.com/signature-wellness-program/
Reason #4: You’re Trying To Sell a Group Or An On-Demand Program Without the Demand
Number four reason that you could be underpaid is that you’re trying to sell a group or an on-demand program without the demand. It seems very enticing to go to a group program or an on-demand, especially with a lot of coaches out there really selling this. You always see this being advertised, “Get out of the time-for-money trade and stop doing one-to-one and coach ten people all at once in 1 hour. It seems like a very smart and logical thing to do.” In fact, if you look back on past podcast episodes, I even was sucked into that world in one of my own Masterminds that I was in years ago.
The thing that’s not often talked about is that your business needs to be ready, mature enough to handle the marketing and the selling that comes with marketing to a group of people and selling and converting a group of people to start a program all at once. Or having a high enough volume of people in your audience who are ready to work with you now to be part of an on-demand program where there are continuous people trickling in and buying the program to help you make enough money.
Or the other problem with on-demand programs is that they can range from being a lower ticket item, maybe $49 or a membership that maybe is $49 a month, to yes, you can offer an on-demand program for $1000, $2000, maybe even $3,000 depending on the material and the result provided. However, if you’re looking to scale into the multiple six figures, that means you have to sell a lot of those programs if that’s the only thing you’re doing and offering. And most people, especially if you haven’t hit six figures yet or you only just hit six figures, most people at that rate price point in their business don’t have the volume of people in their audience to sell enough on-demand programs over and over and over again to bring in the revenue that you want to buy.
The same is true with the group program. Most people just have enough in their audience to maybe sell out one round of their group program, maybe two rounds of their group program. But to do it over and over again, your marketing and your sales funnel really need to be dialed in so when new people are coming into your world, they’re ready to take action now rather than later.
So a lot needs to be in place to really sell out an on-demand or a membership-type program consistently enough that’ll bring in the revenue that you desire.
Reason #5: You Think Consult Calls Are A Waste of Time
The number five reason why you are underpaid is that you think consult calls are a waste of time, and you rush through them, you don’t leave enough time to do them, maybe only 20 minutes, especially if you’re in the beginning phases. If you’ve been doing consult calls for years or discovery visits or whatever you call them, 20 minutes may be enough time for you at practice. But if you’re at the beginning stages, 20 minutes typically is not enough time on a consult call.
When you show up to a call not believing that they actually want to work with you, you show up to the call with the mindset thinking that it is a waste of time or that people just want something for free, or that they’re going to take advantage of you.
If you’re doing consult calls, you definitely want to be in the right mindset and have a strategic process not to convince and manipulate people to work with you, but to help them to make the best decision for themselves so they get a win and also you are bringing in the best ideal clients that you want to work with again and again and again.
And this is definitely something I work on with my clients. It’s a great thing right now to work with me on this because, in a one-to-one, we can actually dial in on the specifics of how your mindset is going into the
If the mindset at any point shifted during the call, maybe into fear or scarcity mindset, or you kind of shifted the focus from being curious about them, and you are starting to worry about your own thought, we can really dial that in and tweak and improve all those areas or practicing answers to questions such as, “Well, I need to talk to my husband,” “Well I need to think about it,” “I need to check my bank account, I don’t have enough money,” “Oh goodness, that’s more expensive than I thought.” Where you have practiced answers to all of those questions.
Read this blog on how to structure your consultation calls: https://igniteurwellness.com/how-to-lead-a-successful-consultation-call/
Reason #6: Constantly Switching Offers
Number six is constantly switching your offer. So, for example, if you are enticed, if you’re doing one-on-one and you are enticed by a group or an on-demand program, and you switch your offer to the group or on-demand program, but then you don’t sell it out fast enough, and you really need income, and so then you switch back to the one-to-one.
Reason #7: Constantly Switching Your Niche Because Your Program Is Not Selling Out
Number seven is constantly switching your niche because your program is not selling out, and you think it’s because, “Well, I’m not really talking to the right people.” The only time I really find that that might be true, that you’re not talking to the right people, is if you’re talking to a group of people who really don’t have the money, like bankrupt college students or something like that, and you’re not selling your program, then you might want to consider your offer.
However, most of the time, your offer, whether it’s six months or three months or on-demand or group or one-to-one, you can sell anything. And the same with the niche. You don’t even need a niche to sell your offer. In fact, there are plenty of coaches out there I know, yoga teachers I know, bodyworkers I know, and physical therapists who have successful six-figure and multiple six figures where they are generalists and they specialize in being a generalist.
But what really differentiates them from the crowd is their experience as a person, their unique certifications and trainings that only they have, and their combination of the skills and desires that they have that no one else can embody just like that.
In fact, if you head to past podcast episodes “Creating Your Unique Wellness Signature Offer” and “Branding Tips for the Wellness Entrepreneur,” I go over a lot of specifics on how to dial in on your offer and how to dial in on your niche. And once you do that, stick with it for at least three months. Definitely go for six months. Even try it for a year. Just commit to it for a year.
Because what comes up if you’re not spending a lot of time and energy and mind drama on switching your offer and switching your niche or even your price point, I could add here, then the other drama comes up, like what’s happening in your marketing? Why is your marketing really resonating? Because it’s none of those things, I promise you, it’s the words that you’re writing or saying or what’s happening with your selling. Then clearly, what’s going on in the mindset, maybe that you’re entering consultation or your mindset when you’re entering discovery visits. Then all of that comes to the surface. And when you really work at those areas, that’s when you start seeing the results of your marketing, and that’s when you’ll start getting paid.
Reason #8: You Don’t Believe in Your Practitioner Skills
Number eight is not believing in your practitioner skills. So you feel that, number one, this might look like you’re always spending money and time on training after training after training, but you’re not really implementing the work that you’re learning in the training with your new client. Or you’re dipping your toe in the water very hesitantly when you’re learning this information. You’re not going in with the belief that, “Oh, I can help you people get a result with this new technique.”
Like for me, even though I’ve been in the wellness field for 20 years and I’ve worked with one-to-one people for 20 years, I still had to dig into this work of all the experience I’ve had, all the trainings I’ve had, and how I’ve helped people get transformations and wins for 20 years in a variety of ways. I even had to journal and write about this every morning. In fact, I teach my clients a process to do that. It’s called the Belief Scale where it helps to strengthen that belief and rewire new neuroplasticity and new neural frameworks in the brain where it’s easier if that doubt starts to come out of whether your program is worth it enough, whether you as a practitioner can get results one off instead you’re able to shift to belief and you have objective evidence to back that up.
So it’s really important to believe in your practitioner skills. And again, I’ve said this at so many podcasts and blogs, you do want to keep learning. Just right now, I’m finishing up on my own coaching certification. But the difference is I invest in both business skills and practitioner skills, where I alternate depending on what’s going on in my finances and what I need to personally bring into my finances to my family. But I’m always investing in those areas of practitioner skills, business skills, and my own self-healing and self-evolution. Something to explore if you have doubts about your practitioner skills.
Read this blog to get more confidence in your practitioner skills: https://igniteurwellness.com/confident-practitoner/
Reason #9: You Doubt That What You Are Selling Can Actually Get The Results
And number nine is that you don’t believe in your offer, meaning you doubt that what you’re selling can actually get the results. So sometimes this gets tied up with the practitioner skills, but this can look like, “Okay, maybe, I don’t think that three months is enough time to get people the results.” So you spread the program out for six months.
But again, this could mean that you’re underpaid because you’re not charging what you actually could charge for the six months, but it’s only because you don’t believe that you can get people results in a specific amount of time or you don’t believe that your program is worth the price that you’re charging.
There are two areas to really work through. If you find yourself feeling hesitant or having impostor syndrome or a lack of consults when you’re talking about your offering your program, it could really be that you’re either doubting your practitioner skills or what you’re offering. And this is definitely an area to dive into with a coach because you want to believe fully in your own skills. And that the program that you created and put together at a price, the results that you get, the modalities you use, the process that you create, the philosophy that you stand behind, you want to feel solid in your bones and feel that energy in your body before you go on a consult call or before you go to a networking event where you’ll be talking and meeting with a lot of people.
Read this blog to learn the energetics behind selling a wellness program: https://igniteurwellness.com/energetics-of-selling/
Reason #10: You Are Not Believing In Your Client
And then the last one, you might not think about, when it’s not believing in your client. It’s believing that you attract a certain type of person who doesn’t stick with the program or who gives up or who doesn’t want to pay the price point, or who doesn’t see it through to the end.
You have to believe that your clients have the possibility to change, that they want to change, that they will put in the work. I believe my clients want to do the work of working with me. That they implement the work I give them on calls even if they get really busy and maybe don’t do it in that one week. We strategize, and we figure it out to get done over the next few weeks. They work hard, but they don’t hustle. I believe in my clients that they’re willing to try new and scary things. They open their mind to their business, to possibilities of what’s out there.
I have some of the best clients that I work with, and I love to work with them. And what has really attracted those people to me is that I believe in them. I hold the space of what’s possible for them.
When someone comes on the consult call, I don’t prejudge them, I don’t pre-filter them out of my world. I speak to the person in front of me about what’s possible for them. Even if some of their behaviors I don’t agree with, I recognize that they’re human beings. And behaviors we can always change because it’s a skill, and it’s the rewiring of the brain because a lot of behaviors, if you break that down, it comes from, as what one of my coaches would say, a positive intention of our brain, our nervous system’s way of keeping us safe.
And so if you think about those people in front of you, your clients, and maybe, yes, you don’t agree with some of the behaviors that they do, you can have compassion for that. You can have empathy for that, because that is probably the whole reason why they need you in their world as a wellness practitioner, because it’s those behaviors that are holding them back from more wellness in their life, right?
So for you, you have to believe in your clients’ ability to change and do the work and get the results.
So there you have it. Ten reasons why you might be underpaid. I’ll wrap them up. You don’t clearly describe the offer you’re selling because you don’t understand or clearly know the results yourself; you’re either priced too high, you’re priced too low; you’re only selling one-off sessions; you’re trying to sell a group or an on-demand program without the demand; you think consult calls are a waste of time; you’re constantly switching your offers; you constantly switch your niche; you don’t believe in your practitioner skills; you don’t believe in your offer; and you don’t believe in your clients.
So if you’re like, “Oh my goodness, I might be doing a little bit of each of this.” This is not an opportunity to beat yourself up or shame yourself. We’ve all been there, including myself.
So if you have a bunch of these to work on, here’s what I recommend. Pick one, clean it up, stick with it for as long as it takes. A month, two months, three months. Keep going at it. Hire a coach, have someone to help you in that one area, and don’t let go. Don’t stop until you get it done.
Then pick the next one and work on that and keep going. That’s how I really improve my consult calls. They were a mess, and I still have room for growth here, always. But I would just pick one area of my consult call, and I would focus on that area, and I would keep trying, keep implementing it, and then I would pick another area.
For any part of those ten reasons, just start with one, get it cleaned out, and then bring in another. And by that, you really will see growth in your business. You’ll be making more revenue and helping more, which is, I know, the whole part of the whole reason why you got into doing your own wellness business in the first place.
So there you have it. I’ll see you next week. Bye for now!
Download the free 5 Day Training – Get Clients Blueprint: https://igniteurwellness.com/get-health-coaching-clients/
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