Evolutionary Blog

Distinctions to accelerate your personal and professional evolution

Financial Sustainability | Package Offerings

Financial Sustainability | Package Offerings

Because we are dedicated to helping coaches and practitioners reach "financial sustainability" as well as their clients maintaining "sustainability of change", nothing can be more important than putting together an offering for clients that is 3-dimensional and saying no to a session-by-session weekly commitment model.

What that means is designing a package where the offering is coherent, cogent, and comprehensive. Where the client is moving through stages or phases that logically fit together in a holarchical way--each stage building on the previous stage or phase.

But recently, nascent practitioners have been asking me essentially this questions: "what if I am not yet clear about my offering? How can I figure out what to offer them when I am so unclear yet about my deepest gifts?" I want to answer this very important question because I have noticed that requiring the apprentices to come up with a full offering can be overwhelming and does not assist them in professional evolution, but has them contract and regress.

So, backing up to more fundamental ways to build your practice when you are new:

  • Go ahead and work session by session at first. Schedule that single session
  • Let them know at the beginning of the session, that once they experience you, at the end of the session, you will offer them an opportunity to sign up for more--then drop the subject and focus on their needs and outcomes
    • This has them know what to expect and takes away any objection to you offering it--and gives the client a smoother more integrated experience
  • At the end of the session ask them what they liked about it
  • Ask them if they want more of that
  • Provided you were effective, they will say yes 
  • Offer them a package of 4 or 6 session with a discount if they buy them all now. For instance--buy 6 get 1 free or some such offer.

All too often I have seen practitioners say some version of "if they liked the work..." or worse, "if it is meant to be then they will ask for more".  Not necessarily. Sometimes they just need you to ask. Sometimes they get distracted. And even if true, I have found it is all too often a gussied-up way to avoid what is realling going on--fear and anxiety about selling--while pretending to have a "accept whatever happens" orientation to life.

Rarely, do I sense it is an authentic developmental stage they have reached.

Most importantly, if you truly want to be successful, you need to integrate the fact that no matter how good you are or effective at your craft, you are the locus of responsibility to make things happen.

That, and if you really care about your clients having permanent sustainable change you will offer them a package. Would you go to the gym once and expect to be able to compete in weight lifting? Would you go once and think you have reached a new level of fitness?

Hardly.

So it is with the muscles of your [and your clients'] internal experience. Help them get the exercise they need so they can attain a new level of mental and emotional fitness--a new baseline of success and fulfillment in their life, and you get financial sustainability in the process.  Together, we all create a better world.

Now that is a true win-win-win.

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How to Get Clients and Testimonials In 10 Days

How to Get Clients and Testimonials In 10 Days

After the last piece on how to get clients and testimonials the same day, I had a few people ask me how to get clients if they had few or none in the past. In other words: what is the second fastest way to get clients.

The short answer is: give a talk or an evening intro to your work.

However, there are several structures you will need to have in place to make this an effective event for client acquisition.

  • Give people no less than 10 days notice, but no more than 2 weeks notice about your event. This falls in the window of them making sure they schedule it, without being so far out in the future that they wait and forget.
  • Give a cap to how many people will be there [limit it to 8 or 10 or 12] and require an RSVP. This does several things:
    • It creates more urgency for them to RSVP
    • It gives you [if you are not used to speaking in front of a large group] a manageable-sized audience so you can become comfortable with the whole affair
    • It allows you to then publish how many spots are left for the evening in a follow up email [and really, 1 email is never enough and 4 is likely too many in 2 weeks]
  • Make sure you open with the fact that you are obviously there for 2 reasons [say this in the first 1 minute of your talk]:
    • To provide value such that their lives are improved whether you see each other again or not
    • "obviously" to market your services [at the end]
    • At the end, let them know what is available, but simply pass around an interest sheet that lets them opt in to a free exploratory session, or your email newsletter. Low commitment level makes it easier.
    • When you open in this manner it does 3 things:
      • it sets context and appropriately sets expectations
      • it is honest and direct and also takes away the objection they will have at the end that they were not expecting a sales pitch--tell them to expect it
      • gives them an opportunity to walk out if the do not want that experience
  • Bear in mind, you have 48 hours before the prospective clients lead begins to cool off--they become less clear on what they were inspired by or moved by to ask you to contact them
  • Do not waste your time or money on letting them take your card [or even having them, really, or brochures for that matter]. If you truly want to be of service, then get their permission to contact them and take the guess work and variables out of it.
  • If you are publishing to multiple lists/target markets, you can do this ever two weeks, however, if you are publishing the same type of event to the same list, be aware that what happens is that if you do it more that once ever 6 weeks they will begin to take you for granted--"Oh, s/he'll be doing this in a couple weeks...so" and they won't come.

I hope this makes a difference in your life and in your business today.

In Service,

Jason

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On Ego Development | Self Esteem

On Ego Development | Self Esteem

Your Self Worth is a Settled Matter 

I wrote this to a client in an email and thought it may be useful for others to read:

The mountain we climb in Personal Evolution is a bit like a mirage while hiking/climbing a mountain. You could stop now and camp for the night--or say screw it and go back down the mountainside. You can also see there is a reachable summit. So you choose to go further--yet...when you reach what you thought would be the summit, there is yet another summit that materializes out of the mist. And this goes on forever. There is no omega point except when you choose to simply stop and rest. 

Each of us have that choice every day. For some, we still consciously choose to continue to deepen our depths--and plumb just behind them. There is no end or bottom to the depth, there are only unplumbed depths. For others, they have achieved a high enough peak, that there is no motivation--no real life reason--to climb the next.  And there are others I will not list in the interests of time. I choose--consciously--to evolve further when I should or must--that is when my business or financial or relational results are inhibited by some aspect of myself. Otherwise, I am pretty darned content with where I am at--BUT I still need to have constant attention on where I need to be for others in the context in which I want to move with greater velocity--or frankly, sometimes, ANY velocity.

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How to Get Clients and Testimonials Today

How to Get Clients and Testimonials Today
A question I hear often is this:

"What is the quickest way to get new clients."

It is a good question and since I have heard it so many times recently, I thought I would give you all the strategy I recommend. If you use this simple approach, you can get new clients and testimonials today.

1. Call up clients you have worked with in the past to see how they are doing.

2. When they start talking about what a great experience it was to work with you and the results they experienced in their life ask them if you can quote them on that. Type it up and send it to them for their approval. This takes the one obstacle out of the way for them--the time and energy it would take to write it up.

And of course ::: ALWAYS make sure they have approved of the testimonial before publishing it anywhere.

3. Once they have told you exactly how great it was to work with you ask them if they know anyone else who might enjoy that kind of experience. Of course they will.

4. Ask them to get that person's permission to give you their contact information. That way, you can be proactive and again, if you are truly being of service, you will take the variable out of the equation.

Which variable?

They may forget--they may lose your information. They may get scared. If you use a passive approach by waiting for them to call not only has their life not been served, but you have lost business. 

I can not count the number of times a prospective client told me that they had simply forgotten to call me and they were grateful I had called.

Four simple steps and you have either a testimonial, or a referral--or both. I hope this makes a difference in your business and in your life today.

In Service,

Jason
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Living Consciously ::: Fulfilling Relationships | Values | Forms

Living Consciously ::: Fulfilling Relationships | Values | Forms

One of the aspects of working on and in the context of personal evolution is that I am constantly in evolution in both senses of the word--"in it", as in exploring the context and in the process of my own personal evolution as well--because you see, it is never over. Our evolution, which is really about allowing the greatest depths of ourselves to unfold and manifest in the world, is never over--because our depths are infinite. If who we are is a manifestation of the divine--an outpouring of Spirit, and the Kingdom of God is Within [and I believe it is] than there is no end to uncovering, clearing, and allowing that beauty to unfold in the world.

And I never ask my clients to do anything I have not done myself and am applying in my own life. Period. As such, this post is a little more personal for me to demonstrate that.

After my divorce, and the year long self-reflection that followed, I realized that for the most part, what consistently happened in my romantic relating was a zero-sum type of dynamic. That at the end of my relationship with a woman, she was tangibly more empowered, more comfortable with herself, more fully embodied, and proud of her womanhood.

Partly because it was my constant practice to be sure she felt loved, had per positive qualities acknowledged somehow on an actual daily basis [not the same ones, but what authentically struck me in the moment as I appreciated her at some point], that she not only had a daily reminder, with full connection and presence of my love for her [and what I loved about her and why] but that she blushed with my acknowledgments.

It was conscious. Intentional. And the relating really cost me dearly. I was psychically drained, more dis-empowered, and frankly, less of a man by the end. It was, in fact, a zero-sum gamezero-sum gamezero-sum game.

It was not the things I was doing that drained me. They were rewarding to just do it. It was the lack of any reciprocal expression, I think. And I other things they did that I lacked facility around.

The contrast had never been so great than after my divorce--and the dynamics never so clear as in that marriage.

Now, I never planned it that way, but once I noticed it after the divorce, I ended up having a zero-tolerance policy for romantic relating that was not about synergistic upward spirals where both people were winning--and the relating was winning too. A triple win game. Both parties were winning--AND the actual relating was winning too. It is healthier for me to just be alone and fully empowered McClain-Ness than to be in unfulfilling and relating that ultimately cost me energetically. Although it took me a while to adjust to that, and sadly there was one relationship in which she ended up being drained...but it is all a process--and sometimes that is about the pendulum swinging the other way before it swings back the middle to finally rest upon the golden meangolden meangolden mean.

But back to zero-sum...

Let's face it--people who have little or no self-respect choose bad and even abusive relationships over being alone. Me? I would rather wake up alone, be in the company of just myself, than be in an unhealthy or un-fulfilling relationship. And I never have [and never will] just go from one relationship to another. Takes at least 6 months or so for self-reflection and the integration of the learnings before we can be responsible with another's heart, But that is all romantic...

Six years later, I am just now getting to really make sure that is generalized into all relating--not just romantic.

This is all part of how I have been consciously going through ALL of my friendships, free of sentimentality or attachment, and shrewdly examining if they are rich, dynamic, healthy, and fulfilling--or if they are just habits. And then explicitly ending the friendship or deepening and continuing the friendship with more connection, engagement, and intentionality. Regardless of how much I love the individual I am in the friendship with I may be ending. The relating must also be fulfilling. and one of the most important things for me that has the relating fulfilling is emotional engagement...rather than fear and detachment. But real engagement--yet also free of identification or enmeshment.

SOMETIMES that means me making decisions for other people when their relating with me is not serving THEM. I used to refuse to do so, thinking I was availing them of the growth opportunity to declare boundaries, make those choices themselves, develop confidence in communicating their needs, etc. But given that most people are deficient in true esteem for the self, and self-respect [part of which is demonstrated by drawing boundaries] is one of the core components of esteem for the self [along with self-efficacy] but I stopped doing that. I am now quite comfortable making choices for others when they continually demonstrate they incompetent to do for themselves--so long as it is about relating with me.

That is quite enough of the why and the what. But what about the "how" Jason?

It is all about values and forms.

One of the exercises I have clients do in Phase 2 of the Personal Evolution program [and occasionally in the professional evolution program as well] is a full life, all context examination of what is important to them [values] and how they would know if it were being experienced by them; what would they be seeing, feeling hearing, doing, and experiencing that would prover to them they were experiencing value X, Y, or Z? Conflict often happens in the form [which is why politicians are scant on policy papers before the election]. Values [freedom, security, justice] are things that everyone can agree on--we all want that. The HOW of carrying them out? Conflict arises sure as the sun also rises.

So in seeking friendships or romantic relating, it is not enough to express that "communication" is important to us. For some that will mean asking about your day. For others that will mean that if you are bothered by something, no matter how small, you share your internal process. Communication is the value, but the form is different.

Anytime we are upset, barring an unresolved event from the past or a pervasive self-esteem issue, we must look to values. So this becomes a tool for elegant communication to have your needs expressed [and met] as well. One that avoids conflict or having the other person be wrong. One that has intimacy and a deeper level of understanding arise.

But that is a story for another time.

For now, do this:

Take 3 major contexts in your life [romantic, career, community] as ask your self what is important to you in those contexts. You will know it is a "value" if it is conceptual, abstract. If you can put it in a wheelbarrow or touch it or smell it, it is NOT a value, but a form. To "chunk up" higher to the value, ask, "what's important to me about that?" If you are looking at forms, then it MUST be able to be put in a wheelbarrow--measured, touched, observed. If it can not, and it is an abstract value, then you can "chunk down" to the form by asking, "If I were experiencing _______ how would I know? What would I be seeing, feeling, hearing? What would my evidence be?"

I recommend 3 to 5 values in each context. And for each value, 3 forms or pieces of tangible evidence of that value being realized in the context.

The truth is that if you do this exercise, you might be terribly confronted by the relationship or the career you are in--or you will be relieved to have a conscious and explicit answer as to why you are not fulfilled--or you are drained, or their is conflict you can not understand.

If you are not in one of those context currently [you are single, or you are laid off, or looking for a gig] then this becomes a wonderful tool to overlay onto the person or organization. So you can consciously choose a relationship or organization that truly and consciously suits your values. Otherwise, the spiritual costs are immeasurable. No matter how great the compensation package, or how much chemistry, the spiritual costs of un-fulfilling contexts [where your values are not fulfilled] are immeasurable.

At the same time, be cautious that you are assessing others *through time*. If you only have a snap shot of them, and you are saying they do not suit you personally or professionally, you may be more living out a stage 1, low self-esteem ego game by being right and "justified" than by actually seeing a conflict of values, but that is also another story for another time.

Choose the conscious, fulfilling path. I beg of you, for you and for your Spiritual expression. while this may seem like a lot of work, it is even more of a burden--and more insidiously so--to be in unfulfilling contexts.

So, ask yourself ::: are you in a habit, or in a relationship?

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