Explore " integrative wellness" with insightful episodes like "IWPP309 Ever wonder how some wellness professionals can make a living from their wellness businesses alone", "IWPP308 When You NEED New Clients Which Funnel Is Right For YOU?", "IWPP307 Step By Step Build The Wellness Business You Want NOW BLUEPRINT -", "IWPP306 Passion, Purpose, Making Money; Building Your Wellness Business NOW! -" and "IWPP305 2 Top Tips Jump Start: 20 minute online chat" from podcasts like ""Build the Wellness Business You WANT with mo", "Build the Wellness Business You WANT with mo", "Build the Wellness Business You WANT with mo", "Build the Wellness Business You WANT with mo" and "Build the Wellness Business You WANT with mo"" and more!
Ever Wonder HOW some Wellness Professionals can Make a Living from their Wellness Business Income Alone?
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IWPP306 Podcast Transcript
Passion, Purpose, Making Money; Building Your Wellness Business NOW!
Working with integrative wellness professionals on Attracting New Clients I learned about the message follow your Passion to Make Money.
I believe after being in this business for decades going about building your business using this concept is a disservice to those wanting to Build their wellness business. Follow your Passion and Make Money is not the equation that will result in
Building The Wellness Business You Want.
Building Your Wellness Business is a strategic intentionally planned out endeavor. That by definition is your Purpose.
A passion is a strong or powerful emotion.
A purpose is one’s intention to achieve objectives
.
Following your Passion and Building Your Wellness Business in most cases is actually a dichotomy.
Building The Wellness Business You Want does not result from following your passions.
Building The Wellness Business You Want does result from following your purpose.
Purpose can be generated from passion but Building a Wellness Business is dependent on solid strategic intentional actions that fulfill objectives that lead to the next and next step in Building Your Business.
The majority of marketing advice I heard from students that they were following was:
Follow your passion, create your product put it out there so you are seen as an expert; have a good funnel and become financially comfortable.
When participants came into the ATTRACT NEW CLIENTS course they, of course, had their service or an end product already made or in mind and what happened was I believe a surprise to both sides. Mine and theirs. In Module 1 they set up 2-time saving tools covering a top need of theirs of organization and time. This was a quick successful undertaking and we moved into Module 2 the Message module. This is where immediate discomfort; resistance and confusion of what the assignments were leading to arose.
The pieces we need to Set up the Attract New Clients System; the system that can bring wellness professionals the New Clients they want for their Business service or product seemed for many; I was told a leap of faith because they did not know where I was going with the Lessons in the Module. The preconceived notion of what the Message Module would be did not line up for them.
It took a while for me to absorb that some actually wanted a blueprint; an explanation up front in the Message Module. They wanted to know how the lessons would be of value to them, how they added up to be a part of their Attracting New Clients Message. I had no idea that this was the first time they would go through this type of exercise.
When I found myself explaining the very information we must have to work out How to Attract their prospective New Clients toward them— that is when I understood— many had not focused before on their purpose. The Foundational KEY to their offering, their business! They had mission statements, they had avatars, they had focused on titles, books, courses to position themselves and did a lot of work in this type of discovery but had not yet worked through the process it takes to know whether their purpose and the want/need of the prospective client they were going for matched with their service or product
This one missing step leaves us without the messaging we need to Attract New Clients to those very products and services. It made, even more, sense to me now why so many talented integrative professionals had their Top Need as Attracting New Clients.
The discovery exercise to be sure our purpose and product/service match with the need and want is the basis of how we go about the steps necessary to create the Messaging that will Attract New Clients.
The Attract System Setup is 100% dependent on the Message. The Message is 100% dependent on the top need/want of the prospective new client matching the purpose of the business owner. This Messaging is the very thing that will set their Wellness Business apart from the rest.
I began to think this module 2 could have been a course on its own. I took the students suggestion of explaining and showing the reasoning behind the Message lessons.
I then decided to expand that and put this information out there for others like you. If I want to change the paradigm of the world’s wellness by getting as many integrated wellness practitioners out there available for all those who so desperately need them I need to share this epiphany with as many of you as possible.
The Module 2 Lessons were real work for the participants, as was the resistance, the realizations that came out of the lessons and the Messages it was amazing.
Some told me they finally felt at home and congruent in their purpose, in what they have to offer and how to articulate it succinctly and with a confidence. This Message that evolved from their work will translate to those they want to attract.
The transformation of their Message was amazing. Some moved their idea of who they wanted to serve completely around Their product and service is the same what changed is who and how they Attract them.
Others felt like their true offerings could now percolate to the top as they were now free of the burden they placed on themselves trying to follow the marketing gurus.
It took us 3x the amount of time allotted for this Module. This extra time has value for them and me. I learned so much about their needs/wants their words, perspectives. Leading me to share this information in this podcast with you.
There are 2 takeaways for you today.
1.To let you know if your business is not building using the passion for making money concept there is a reason and it’s not you. The follow your passion you have been working so hard at is actually a Dichotomy. It is partitioning of your time into two focuses that are jointly exhaustive and incongruent to your goal of Building Your Wellness Business.
The best name, titles, programs, funnels that are informed by your passion (a strong or powerful emotion) leaves out the 2 most crucial elements that Your Wellness Business is Built on
Setting up the Attract System (which is your message) is the very first Step in the Building The Wellness Business You Want Blueprint. The Attract Step Message is 100% individual to your business. Out of the Attract Message Process, the ‘Perfect Pitch’ is generated. This exact message is what will Attract The New Clients in a nanosecond.
You may have found your purpose through your passions. That is truly awesome. BUT knowing Your Wellness Business is built on your purpose; your intentions that fulfill the objectives results in Establishing Your Business.
When the steps to the Message Process is complete the strategic mapping out; discovery of prospective clients needs and wants. Understanding their hurdles, their objections; the words that will resonate with them immediately…. that is when your business has the foundation on which to begin establishing itself.
The online courses, products, websites coming from a place of passion are literally a diversion from what you must first do to accomplish the first phase ( the Establishment Phase) of Building The Wellness Business You Want Now. They have their place in Building Your Wellness Business, they can even be parallel BUT they cannot replace taking the first Step of working out your Message. Taking the actions to identify how your purpose and the Top Need/want of your potential client Merge. That is what your business is built on.
Developing your Message to build your Attract System for the expertise you have Now is the fastest way to Begin to Build The Wellness Business you Want NOW and This same process will be used by you again and again and again growing your business, building the thread that will shine on your expertise like nothing else.
As you learn from the clients; just like I learned from my student’s needs you discover what the next and the next product is your ability to exponentially expand your business then grows. Knowing your purpose matches with their needs creates a connection that leads to understanding more of their needs and wants. They are part of the equation. They are part of your purpose.You will continue to build the services and products to fulfill them. Each building on the one before. Intentionally moving you from one step to the next building the financial viable wellness Business you want NOW and in the future. All this from doing the work it takes to master your Message.
I hope this relieves some of you thinking about not fulfilling your dream of building the wellness business you want. You really do have what it takes you just need a little help knowing how to use it!
Want to be on the list the next time Attract New Clients Course is available to head over to buildthewellnessbusinessyouwant.com I’ll keep you informed.
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Taping of FB LIVE: Topic 2 Tips to Jump Start Building Your Business
Remove these 2 Phrases From Your Sessions
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Post 3 of 5: Build the Wellness Business You WANT 101 series. How to help ‘top-notch‘ clients find you. Podcast episode IWPPB503
** **
Over and over again I see new wellness professionals struggle with how to reach potential clients.
I took 60 seconds on FB made a few screen shots of posts and another 10 seconds to grab the first Q off the most recent webinar I offered to share with you. Here are 3.FB Q: ”
Webinar Q ” _ How do I find clients in my niche?…… and when a health coach is the furthest thing from their mind how do I get them to work with me so I can help them? ……”_
FB Q: ”
Here is how I answer each and every time I am personally asked:
How do I find clients and avoid the ‘niche‘ restrictions I am afraid will limit my business?:
Take 3 Steps and Make 5 Connects 
There are 2 previous posts in this series: Build the WELLNESS Business You WANT 101: ATTAINING ‘top-notch‘ clients.
Consider checking them out.
They make this post all the more helpful…..you can find them using the below links or signing up for the complete series to be emailed to your inbox: LINK for SERIES.
Post 1: Ever Wonder How YOU Could Attract NEW Clients in the First Moments of Meeting Them? Go to this post:
For those of you who are actively using the information from the 2 previous posts and are:
~ using the new Approach on prospective clients you happen to meet and have
~ made room for implementing the 2 focused Business Steps ; from the 4 Client types post.
This next question is one you will be happy someone submitted since it is most likely the same question you are now pondering….
I showed you above that FB has a form of this question posted multiple times a day. I personally receive it often too via the contact form. Here is an email I received from Pati Y asking:
mo, can you please tell me;
What do I do so ‘top-notch‘ clients can find me?
Q: “Dear mo – With the guidance you gave all of us on the webinar, plus your other helpful resources I have swapped out my Approach.
I am totally comfortable that I am attracting verses ‘getting’ interest from new people I meet.> I’d like to mention one added benefit you did not bring up and I wasn’t expecting but was a direct result of switching my APPROACH. The surprise benefit was: how I feel when I am in a situation of sharing with someone what I do. The APPROACH is totally amazing. Even with my own extended family members that have struggled with decisions around my lifestyle. What I do is starting to make sense to them. (not that they are interested but they are respecting my choices now;-).> Here is the thing- after using the new APPROACH a few times, I figured out _ I was actually a shrinking violet _ way more than I thought! It was because I was always trying to figure out a ‘smart’ opener or a ‘perfect’ response so I would be sure to make a good impression. What I noticed is I found myself dodging people to avoid messing up.
This resulted in me feeling awful inside… like I was self-sabotaging my success.> Now I know exactly what to do and my real caring personality shines through using my focused CELL’f Care bio-individual process Approach.
Feeling empowered by this I re-visited the 4 Client Types. I did the action step exercises you gave and it did show me just how much of my energy was zapped by the 3 crappy client types I had taken on.
Knowing taking on everyone isn’t the way to Build the WELLNESS Business I WANT is a relief. Really it is a relief! It has helped shift my mind set from considering starting all over with another career to instead getting focused using your i-we.co foundation courses to BUILD the WELLNESS Business I WANT. I know I am writing alot but I want to add one more thing in case there are others struggling like me-
When you outlined how the FREE client isn’t the pathway to Building the WELLNESS Business I WANT
I was shocked! It was mind boggling because it is what I was told to do.
Lucky for me you shared this! I took anyone on and for FREE! But no referrals or testimonials ;-/
I was getting no where FAST _except burnt out _ and losing my confidence.
Combine all that with learning from you that I was expecting the wrong outcome from the FREE client sessions that I actively sought out helped me to look realistically at what I WAS supposed to gain from those sessions. Lastly I have 1 word for:
The 3 Confidence Killers Practitioners Make Course WOW! It helped me work out the MAJOR issues that were holding me back waaayyyy faster than working with a slew of clients would have ever done. ALL I can keep saying is:
WHAT A DIFFERENCE! Thank you, thank you.
All the things I was taught and thought were necessary as a ‘newbie’ debunked. I hunkered down. Did the work and my confidence has bloomed.
Your shared experiences have moved me forward in my Business and Life because I am out of the: Feel great, feel beat up, verge of burn out- need to survive RALLY- repeat wellness practitioner loop.
_ A loop I had not realized I was in until doing your exercises in the previous post. _
I honestly thought it was natural; having energy to work on my business and _ then crash _ and not want to go out and take on more clients. Rally myself again knowing I had to figure out a way to make money.
I realized I only thought this pattern was natural because I commiserated with other new graduates all of us having the same spikes and crashes. Lesson learned!
Just because it happens to ‘a lot’ of others doesn’t mean it has to be that way
_ Implementing the tools you have shared brings on such clarity. Thank you. _
I am hopping off the ‘one-timer’ client gerbil wheel.
Full of excitment, clarity and balanced energy to methodically Build the WELLNESS Business I WANT with ‘top-notch’ clients.
Here is my Question I am hoping you can answer:
What do I do to help ‘ top-notch ‘ clients find me?
mo’s ANSWER: First thank you for your thoughtful email. I am glad you have reversed your plan and are NOT leaving the wellness field. So many desperately want wellness. YOU are needed! My goal for all the posts, seminar transcripts, courses you mentioned is to accomplish just that so I am glad it worked for you! Now you know
you already have what it takes….
you just needed to know how to use it.
I am sure this will inspire others so thank you.
Now on to answering your PERFECT Question!
My answer: Take 3 Steps and Make 5 Connects
over and over and over again.
After doing the work you have done your question is a natural one. I wanted to share how common by creating the screenshots I placed at the beginning of this post.
My answer is the same for any wellness professional in the process of Building the WELLNESS Business They WANT:
Take 3 Steps and M ake 5 Connects.
Over and over.
Get others you know to do it too!
Highlight and Copy the link below and send to all the wellness professionals you know!
The more wellness professionals successfully focusing on bio-individual wellness the better it is for everyone. A community of wellness professionals Building the WELLNESS Business they WANT strengthens your bottom line! A large majority of my previous client base happen to be MD’s and Herbalists, Chinese acupuncture, PT’s, Yoga professionals, Nutritionists, Dentists…. As I shared the focused CELL’f Care bio-individual process they shared where they were frustrated and we often worked together helping clients move toward the WELLNESS they WANTED. We could not have worked together had we not been on the same page 
NOW let’s uncover the Take 3 Steps Make 5 Connects process to get you in front of potential ‘top-notch‘ clients because….
My daughter shared a story that I have been re-sharing with new WELLNESS Business professionals on webinars.
Most recently, while speaking with a group of freshly graduated holistic nutritionists, the worries came up about what else they should consider getting certified in and how they could make the right ‘offering‘ enabling them to attract clients since they are new graduates and ‘inexperienced.’ How could they get clients to know everything they could offer them?
What to do next so clients can find them?
My answer: Take 3 Steps and Make 5 Connects over and over.
When you consistently do this you will find out that:
‘you already have what it takes……
_ ……..you just needed to know how to use it’_
Here is a story my daughter shared: A guest speaker presented a ‘reality of finding work in the saturated job market’ informative speech based on his experience from school to the workforce. He suggested the upcoming graduates may want to ponder the fact that:
“We all shift from the comfort zone of learning: when we are earning a degree or certificate: to being out there in the business world where we ultimately realize those 200 or 1,200 or 4,000 people I just graduated with are holding the same piece of paper. Not to mention all the other Schools and Universities.”…
“..all these new graduates are out there offering the same knowledge to the pool of people or companies….”
He closed with:
” _So what is going to makes me, or anybody for that matter, want to hire, contract, work with, YOU _?… you might want to get on that now!”
According to her, it was pretty thought provoking at first for all those in attendance.
And then it turned into a palpable sense of paralyzation , as in OMG what am I going to do!?
In closing, they were given the task to come up with what makes them worthy of gaining a job, contract, client….
As I listened to her tell me about the presentation, I thought to myself he is 100% right.
UNTIL; that is the part about taking on the task of being worthy.
Of course, that task was paralyzing!
NOT to mention impossible when starting a career.
It also sends new professionals running amuck trying to get ‘experience’ here and there. Creating a longer list than the other person does not equate worthiness, and you know what…. everyone else is lining up their lists too! So these lists will get longer and longer with no real experience benefits.
As my daughter expressed fret over needing a variety of ‘things‘ now to make her worthy to be able to ‘stand out‘ I balked and said;
_ “you already have what it takes; you just need to know how to use it.” _
(Sound familiar?… I found myself saying that so much when beginning to work with wellness professionals that I finally realized it was time for i-we.co to exist. I want to show you how to use what you have now so you can develop into more.)
I suggested to my daughter that we walk through this thought process in another way.
_ A way that I know has made a difference in my Business. _
A process I knew my daughter could relate to because she has and is already using it.
I shared this story during my Q&A with newly graduating Holistic Nutritionists because I felt the same sense of deer in headlights and panic. How would they now go out in the world and have clients find them?
They wanted to know how to get business. I passed on the Take 3 Steps Make 5 Connects Process I used to them and have received feedback and thank you’s. I would like to pass this process on to you as you begin Building the WELLNESS Business You WANT.
Take 3 Steps Make 5 Connects to Help ‘top-notch‘ Clients Find YOU.
It works. It builds on where you are right now. It never excludes a niche you may want to work with.
It is focused and offers a lifetime of results.
It helps you share what you have as a knowledge base now and is the fastest way to deeper learning as you work with ‘top-notch‘ clients helping them Identify Their HERE and Finding Thier POINT A.
Let’s get some pictures going and explain how the Take 3 Steps Make 5 Connects Process applies to all of us and how it creates the opportunity; the growth in all aspects of our lives and paves the way for ‘top-notch‘ clients to find YOU!
When you are new and want to create your first connection with a prospective client; be it a single person or business; take 2 minutes to make a call.
I learned this from a client of mine who became a very close friend. Well respected in the business of finance; about eight years my senior; I asked her how she made it to where she was – as a single woman with three young children to care for without having a college degree one would think it was impossible! Her answer:
“I pick up the phone and make a call. Once a week I schedule 1 hour of my time calling:
people I have never met,…. people I know,…. people in my same field,….people in other fields.> It is typically a 2 minute connection that reaps immeasurable connections.”> She asked me “how did you end up at the military base offering the program I took with you without being connected to the military? “
I said I loved working with kids, I knew, in general, single parents could rarely take an exercise class because babysitting alone was expensive. I knew I could combine the 2 so I picked up the phone and called the head of the Rec. department.
” There you go! You made a 2 minute call they gave you the thumbs up. I brought my 3 kids there because it appealed to me. I brought my sister and her 3 kids the following week. Your bio-individual attention and focused self care = CELL’f Care message appealed to me. You helped me find you by being where I was. I became your client because I met you and liked your bio-individual process message. I WOULD NOT HAVE responded to an ad. You helped me find you by placing yourself where I was. And the niche was totally different than working with kids! That was just 1 product you had. I a ‘top-notch‘ client found you. That only happened because you took the Step to make a 2-minute call. Ultimately you, individually helping kids, even in a group helped many of us realize we wanted to be seen by you too! You went on to help me identify the true cause of my back pain; I then referred how many clients to you? So tell me, how much business did you gain from that 2 minute call? and exactly….> How many 2 minute calls have you made since then? > she knew by the look on my face that I never even thought about it and she went on to say….”take out your calendar- replace one of your crappy clients; just one; that you are helping for FREE.
Schedule that exact date and time to make your first 2 minute calls- then go make a list of who you want to get in front of – On the date: at the time – call them. 2 minutes.
We will meet after you try it. I guarantee the result of those calls will financially reward you way more than the FREE sessions you spend your time doing, preparing for, following up on!”
So I did it. I made a 2-minute call every Thursday and can tell you that she was 100% correct I could never measure how much I gained because I still receive requests from the various places and people I made calls to- TO this day!… even though I am not taking on clients anymore. Now they call to see who I could refer them to.
AND it is the exact same way I established myself when living in Europe!
Lousy speaking skills of the language and all! It worked! I began a dual language wellness program on a NON-American military base. YUP. If for no other reason I think they initially felt sorry for me as I tried to communicate. The point is the personal 2-minute connection is what made it happen.
Let me give you just 1 example of how the 2-minute call worked for my Business.
I picked up the phone and called a major hospital. I asked for a meeting with a woman in the department I was interested in sharing my expertise with. She was great. She listened and when I was done explained that although her hospital wouldn’t be able to use my services because if my programs actually did fix all the things I said it could her department would lose money… BUT she had a contact for me over at a NOT- FOR- PROFIT Hospital just a town over. I took down the contact information and put it in my calendar.
It was great next Thursdays 2-minute call all set!
I made the 2-minute call that following Thursday. It was comfortable because I was able to say so and so thought we’d be a good match -This was enough to set up our first meeting. We met, she listened; liked what she heard and brought in another to listen and we closed our time together by exchanging pleasantries the ‘thank you very much’ and went our separate ways.
Hmmm, I bemoaned to Sandee when we met. Nothing ….
Ahhh, young one she teased. The 2-minute call works in its own way and time…..
……_ Keep making the 2-minute calls. _
And I did. Some reaped immediate invitations and presentations or work; others what I called ‘just a connection.’ Then I learned what Sandee meant because they weren’t ‘just a connection’:
I hate to admit it; my inexperience of not being in business long enough; meant my interpretation of how effective the 2-minute calls were was short sighted.
My impression was the 2-minute calls were _ semi-successful- randomly bringing in immediate work _ and then as time went on connections started to accumulate , they _ began to overlap _.
I would have someone approach me at the end of a presentation and say so and so said the message was powerful; now I know what they mean. I honestly didn’t know your name but when you started speaking on Self-Care = to the sum of CELL’f Care I thought: this is her! Interactions like that produced relationships of all kinds all benefiting my bottom line.
And then this happened:
Three years after my first 2-minute call. Yes, three years later, I received a call. The woman that I was connected to; the one that was my 2nd 2-minute call, well she was now in a new hospital setting, and she _ never forgot that I called. And every time she heard my name or saw I was doing a presentation it rekindled and reaffirmed her desire to offer the WELLNESS approach I offered._
Finally; she explained; she was somewhere she could make it happen, and she was calling; asking; if I could come in and see if the brand new facility that was being built would be a good fit so I could consider a contract for my services.
20 years I contracted there. From one 2 minute phone call.
People and businesses reaching out to me happened over and over with individual clients; satellite facilities; recreational facilities; training of overseas military; and spin-offs from all of these seemed to ‘happen’. I never; ever had a business card.
The 2-minute call was my calling card.
The 2-minute call slowly built momentum until it began to snowball and then I was able to hire PBS to produce videos of end user VHS and cassette tapes so others could do the teachings at the various facilities. I was hiring instructors to teach my programs at different locations. So I could be in more than one place at once. The dinosaur version of online classes
This is just 1 example of how my 2-minute calls helped _ my ‘top-notch’ clients find me. _
This 1st Step; 1st Connect: Make a Call. – priceless!
I’d like to point out:
This post is a perfect example that, just like Sandee, it was not her spending more time:
It was taking the step over and over again to make a connection through a 2- minute call. That is what helped her and then me with Phase 1: The ESTABLISHMENT PHASE of Building our Businesses.
You can do that along the way too. I will help you. Right now, you need to KNOW
YOU already HAVE what it takes. You just need to KNOW how to use it!
> Trust me, _‘top-notch’ clients are _ looking for YOU!> YOU’VE GOT THIS!
Begin Building the WELLNESS Business You WANT by placing your focus on
using the expertise you have here is a LINK to FREE pdf WORKSHEET packet for this post.
getting the tools to communicate YOU are the one to help the ‘top-notch‘ client who is looking for you. Look into the focused CELL’f Care Bio-individual Process Seminar transcripts if you want to learn more about the process.
until next time here is a summary of links for your easy access!
mo
Links:
1 LINK to FREE pdf WORKSHEET: Who will be first on your list to call? Download Step 1 Connect 1 worksheet packet in pdf format and prepare for the next post in this series!
2 That way you’ll be ready next time to move forward. The next post is titled: Step 2 / Connect 2 Help ‘top-notch‘ Clients Find YOU. (post 4 in this series) For the complete series to be emailed to your inbox: LINK for SERIES.
3 Wanna touch base? Contact mo
4 Wanna help others you know? Copy the below link and send to all the wellness people you know! [Check this link out. It is an email series focused on Building the WELLNESS Business you WANT by i-we.co](http://www.i-we.co/3-steps-to-help-…ients-find-you-2/ )
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