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126 | The inner game of high fee coaches and consultants - with Jessica Fernley · Women in The Coaching Arena

• 0:03
  Hi
• 0:03
  Jessica.
• 0:04
  I
• 0:04
  am
• 0:04
  so
• 0:04
  excited
• 0:05
  to
• 0:05
  welcome
• 0:05
  you
• 0:05
  to
• 0:06
  Women
• 0:06
  in
• 0:06
  the
• 0:06
  Coaching
• 0:06
  Arena.
• 0:07
  You
• 0:07
  have
• 0:07
  a
• 0:07
  really
• 0:08
  unique
• 0:08
  perspective
• 0:09
  to
• 0:10
  add,
• 0:10
  which
• 0:10
  is
• 0:11
  the
• 0:11
  inner
• 0:11
  game
• 0:12
  of
• 0:12
  high
• 0:12
  fee
• 0:13
  coaches
• 0:14
  and
• 0:14
  consultants.
• 0:15
  'cause
• 0:15
  I
• 0:15
  know
• 0:15
  your
• 0:15
  clients
• 0:16
  are
• 0:16
  usually
• 0:17
  six
• 0:17
  figures,
• 0:18
  plus
• 0:18
  moving
• 0:19
  towards
• 0:19
  seven
• 0:19
  figures.
• 0:20
  So
• 0:21
  I'm
• 0:21
  really
• 0:21
  excited
• 0:22
  to
• 0:22
  explore
• 0:23
  the
• 0:23
  mindset
• 0:24
  shifts
• 0:24
  and
• 0:25
  the
• 0:26
  inner
• 0:27
  game,
• 0:27
  that
• 0:27
  it
• 0:27
  takes
• 0:28
  to
• 0:28
  get
• 0:28
  to
• 0:28
  that
• 0:29
  level
• 0:29
  and
• 0:29
  maintain
• 0:30
  it.
• 0:30
  Would
• 0:30
  you
• 0:30
  like
• 0:30
  to
• 0:30
  introduce
• 0:31
  yourself?
• 0:32
  Yeah.
• 0:32
  So
• 0:33
  firstly,
• 0:33
  thank
• 0:33
  you
• 0:34
  for
• 0:34
  having
• 0:34
  me,
• 0:34
  Joanna.
• 0:35
  When
• 0:35
  we
• 0:35
  did
• 0:35
  our.
• 0:36
  Podcast
• 0:37
  interview
• 0:37
  on
• 0:37
  my
• 0:37
  show.
• 0:38
  We
• 0:38
  had
• 0:38
  so
• 0:38
  much
• 0:38
  fun,
• 0:38
  didn't
• 0:38
  we?
• 0:39
  It
• 0:39
  felt
• 0:39
  like
• 0:39
  we
• 0:39
  could
• 0:39
  have
• 0:39
  talked
• 0:40
  all
• 0:40
  day,
• 0:40
  so
• 0:41
  I'm
• 0:41
  really
• 0:41
  pleased
• 0:41
  that
• 0:41
  we're
• 0:42
  doing
• 0:42
  this
• 0:42
  today.
• 0:43
  I'm
• 0:43
  Jessica
• 0:43
  Fernley.
• 0:44
  I
• 0:44
  am
• 0:44
  the
• 0:45
  business
• 0:45
  coach
• 0:45
  for
• 0:46
  women
• 0:46
  consultants
• 0:47
  looking
• 0:47
  to
• 0:47
  move
• 0:47
  from
• 0:47
  six
• 0:48
  figures
• 0:48
  to
• 0:48
  seven
• 0:48
  figures.
• 0:49
  Doing
• 0:50
  it
• 0:50
  by
• 0:50
  working
• 0:50
  less
• 0:51
  and
• 0:51
  earning
• 0:51
  more.
• 0:52
  I'm
• 0:52
  doing
• 0:52
  it
• 0:52
  on
• 0:52
  your
• 0:52
  terms
• 0:53
  according
• 0:54
  to
• 0:54
  ease
• 0:54
  and
• 0:54
  flow,
• 0:55
  not
• 0:55
  hustle,
• 0:56
  not
• 0:56
  grind,
• 0:56
  not
• 0:57
  stress,
• 0:57
  all
• 0:58
  of
• 0:58
  the
• 0:58
  things
• 0:58
  that
• 0:58
  we
• 0:58
  equate
• 0:59
  with
• 0:59
  growing
• 0:59
  your
• 0:59
  business.
• 1:00
  It
• 1:00
  actually
• 1:01
  works.
• 1:01
  Better
• 1:02
  when
• 1:02
  you
• 1:02
  can
• 1:03
  build
• 1:03
  according
• 1:04
  to
• 1:04
  what
• 1:04
  works
• 1:05
  for
• 1:05
  you.
• 1:05
  Instead
• 1:05
  of
• 1:05
  trying
• 1:06
  to
• 1:06
  change
• 1:06
  yourself
• 1:07
  to
• 1:07
  be
• 1:07
  this
• 1:08
  archetypal,
• 1:09
  this
• 1:09
  is
• 1:09
  what
• 1:09
  a
• 1:10
  coach
• 1:10
  should
• 1:10
  be,
• 1:10
  this
• 1:11
  is
• 1:11
  what
• 1:11
  a
• 1:11
  consultant
• 1:12
  should
• 1:12
  be.
• 1:12
  So
• 1:12
  it's
• 1:13
  really
• 1:13
  about
• 1:13
  connecting
• 1:14
  with
• 1:14
  you,
• 1:14
  the
• 1:14
  person
• 1:15
  and
• 1:15
  building
• 1:16
  the
• 1:16
  business
• 1:16
  that
• 1:17
  will
• 1:17
  work
• 1:17
  for
• 1:17
  you.
• 1:18
  Yeah,
• 1:19
  totally.
• 1:19
  If
• 1:20
  we
• 1:20
  are
• 1:20
  thinking
• 1:20
  about
• 1:21
  the
• 1:21
  consultants
• 1:22
  and
• 1:22
  coaches
• 1:22
  that
• 1:22
  you
• 1:23
  see
• 1:23
  get
• 1:23
  stuck
• 1:24
  at
• 1:24
  a
• 1:24
  plateau,
• 1:25
  what
• 1:25
  do
• 1:25
  you
• 1:25
  think's
• 1:25
  really
• 1:26
  going
• 1:26
  on
• 1:26
  behind
• 1:27
  that?
• 1:28
  Yeah,
• 1:28
  so
• 1:29
  I
• 1:29
  think
• 1:29
  there's
• 1:29
  so
• 1:29
  many
• 1:30
  things
• 1:30
  that
• 1:30
  come
• 1:30
  into
• 1:31
  play
• 1:31
  when
• 1:32
  we
• 1:32
  are
• 1:32
  setting
• 1:33
  out
• 1:33
  in
• 1:33
  business,
• 1:34
  when
• 1:35
  we
• 1:35
  are
• 1:35
  looking
• 1:35
  at
• 1:35
  these
• 1:36
  big
• 1:36
  goals
• 1:36
  of
• 1:36
  six
• 1:37
  figures
• 1:37
  and
• 1:38
  seven
• 1:38
  figures.
• 1:39
  I
• 1:39
  was,
• 1:39
  just
• 1:40
  on
• 1:40
  earlier
• 1:40
  with,
• 1:41
  my
• 1:41
  head
• 1:41
  of
• 1:41
  operations.
• 1:42
  We
• 1:42
  are
• 1:42
  having
• 1:42
  like
• 1:42
  an
• 1:42
  internal
• 1:42
  meeting
• 1:43
  and,
• 1:44
  she,
• 1:44
  she
• 1:44
  made
• 1:45
  some
• 1:45
  reference
• 1:45
  to
• 1:45
  three
• 1:46
  K
• 1:46
  months,
• 1:47
  which
• 1:47
  was
• 1:47
  actually
• 1:48
  a
• 1:48
  typo.
• 1:48
  That
• 1:48
  wasn't
• 1:48
  what
• 1:49
  she
• 1:49
  meant
• 1:49
  to
• 1:49
  write.
• 1:49
  I
• 1:49
  was
• 1:50
  like,
• 1:50
  oh,
• 1:50
  I
• 1:50
  used
• 1:50
  to
• 1:51
  have
• 1:51
  a
• 1:51
  poster
• 1:51
  on
• 1:51
  my
• 1:52
  wall
• 1:52
  that
• 1:52
  was
• 1:52
  like,
• 1:52
  when
• 1:53
  I
• 1:53
  make
• 1:53
  3000
• 1:54
  pounds
• 1:55
  a
• 1:55
  month,
• 1:55
  it
• 1:55
  just
• 1:55
  felt
• 1:55
  like,
• 1:56
  oh
• 1:56
  my
• 1:56
  gosh,
• 1:56
  I'm
• 1:56
  never
• 1:57
  gonna
• 1:57
  get
• 1:57
  there.
• 1:58
  I
• 1:58
  would
• 1:58
  say
• 1:59
  absolutely
• 1:59
  business
• 2:00
  growth
• 2:00
  is
• 2:00
  all
• 2:00
  about
• 2:01
  getting
• 2:01
  to
• 2:01
  that
• 2:01
  place
• 2:02
  where
• 2:02
  you
• 2:02
  believe
• 2:03
  in
• 2:03
  full
• 2:03
  integrity
• 2:04
  with
• 2:04
  yourself,
• 2:05
  your
• 2:05
  brain,
• 2:05
  your
• 2:05
  body,
• 2:06
  you're
• 2:06
  like,
• 2:06
  yeah,
• 2:07
  this
• 2:07
  makes
• 2:07
  sense
• 2:07
  to
• 2:07
  me.
• 2:08
  This
• 2:08
  is
• 2:08
  something
• 2:09
  that
• 2:09
  I
• 2:09
  can
• 2:09
  aspire
• 2:09
  to
• 2:10
  because
• 2:10
  the
• 2:10
  thing
• 2:10
  that
• 2:10
  I
• 2:11
  see
• 2:11
  so
• 2:11
  often
• 2:12
  is
• 2:13
  women
• 2:13
  who
• 2:13
  are
• 2:13
  like,
• 2:14
  I
• 2:14
  wanna
• 2:14
  make
• 2:14
  six
• 2:15
  figures,
• 2:15
  but
• 2:15
  I
• 2:15
  dunno,
• 2:16
  anyone
• 2:16
  who
• 2:16
  does
• 2:16
  that,
• 2:16
  I
• 2:17
  don't
• 2:17
  know
• 2:17
  if
• 2:17
  I
• 2:17
  can.
• 2:18
  And
• 2:18
  I
• 2:18
  think
• 2:18
  for
• 2:18
  women
• 2:19
  in
• 2:19
  the
• 2:19
  UK
• 2:19
  particularly,
• 2:20
  there
• 2:20
  are
• 2:21
  so
• 2:21
  few
• 2:21
  women
• 2:21
  who
• 2:22
  actually
• 2:22
  need
• 2:23
  to
• 2:23
  pay
• 2:24
  VAT
• 2:25
  because
• 2:25
  they
• 2:25
  haven't
• 2:25
  hit
• 2:26
  the
• 2:26
  threshold.
• 2:26
  I
• 2:26
  think
• 2:26
  it's
• 2:27
  90,000
• 2:27
  now,
• 2:28
  isn't
• 2:28
  it?
• 2:28
  It's
• 2:28
  very
• 2:29
  hard
• 2:29
  for
• 2:29
  me
• 2:29
  as
• 2:29
  a
• 2:29
  supplier
• 2:30
  when
• 2:30
  I'm
• 2:30
  looking
• 2:31
  for
• 2:31
  suppliers
• 2:32
  to
• 2:32
  actually
• 2:32
  find
• 2:33
  a
• 2:33
  female
• 2:33
  supplier
• 2:34
  who
• 2:34
  charges
• 2:35
  VAT,
• 2:35
  which
• 2:35
  is
• 2:35
  very
• 2:35
  good
• 2:36
  for
• 2:36
  me
• 2:36
  because
• 2:36
  I
• 2:36
  have
• 2:37
  to,
• 2:37
  but
• 2:37
  being
• 2:38
  able
• 2:38
  to
• 2:38
  use
• 2:39
  someone
• 2:39
  who
• 2:39
  also
• 2:40
  has
• 2:40
  VAT
• 2:41
  registration
• 2:42
  because,
• 2:43
  you
• 2:43
  can
• 2:43
  claim
• 2:43
  back
• 2:43
  the
• 2:43
  stuff
• 2:44
  that
• 2:44
  you
• 2:44
  pay
• 2:44
  them
• 2:44
  and
• 2:44
  all
• 2:44
  that
• 2:44
  I
• 2:45
  just
• 2:45
  think
• 2:45
  that
• 2:45
  there
• 2:45
  are
• 2:46
  so
• 2:46
  many
• 2:47
  women
• 2:48
  out
• 2:48
  there
• 2:48
  who
• 2:48
  really
• 2:49
  want
• 2:49
  to
• 2:49
  get
• 2:49
  to
• 2:50
  six
• 2:50
  figures
• 2:50
  and
• 2:50
  really
• 2:51
  want
• 2:51
  to
• 2:51
  get
• 2:51
  to
• 2:51
  seven
• 2:52
  figures.
• 2:52
  I
• 2:53
  have
• 2:53
  women
• 2:53
  reach
• 2:53
  out
• 2:53
  all
• 2:53
  the
• 2:54
  time
• 2:54
  who
• 2:54
  are
• 2:54
  like.
• 2:55
  I'm
• 2:55
  not
• 2:55
  as
• 2:55
  six
• 2:56
  figures
• 2:56
  yet,
• 2:56
  but
• 2:56
  I
• 2:56
  know
• 2:57
  that
• 2:57
  I
• 2:57
  can
• 2:57
  be
• 2:58
  a
• 2:58
  seven
• 2:58
  figure
• 2:58
  coach,
• 2:59
  a
• 2:59
  seven
• 2:59
  figure
• 2:59
  consultant.
• 3:00
  There's
• 3:01
  something
• 3:01
  about
• 3:02
  that
• 3:02
  brand
• 3:03
  which
• 3:03
  is
• 3:03
  why
• 3:04
  I
• 3:04
  built
• 3:04
  my
• 3:04
  brand
• 3:05
  around
• 3:05
  it.
• 3:05
  Just
• 3:06
  that
• 3:06
  concept
• 3:07
  of
• 3:07
  of
• 3:07
  course
• 3:07
  I
• 3:07
  should
• 3:08
  be
• 3:08
  able
• 3:08
  to
• 3:08
  get
• 3:08
  to
• 3:08
  seven
• 3:08
  figures.
• 3:09
  Yet
• 3:10
  when
• 3:10
  we
• 3:10
  set
• 3:10
  out
• 3:11
  on
• 3:11
  the
• 3:11
  path
• 3:11
  of
• 3:11
  trying
• 3:11
  to
• 3:12
  do
• 3:12
  it,
• 3:12
  there
• 3:12
  are
• 3:12
  so
• 3:12
  many
• 3:13
  voices
• 3:14
  in
• 3:14
  our
• 3:14
  brains
• 3:14
  and
• 3:14
  sometimes
• 3:15
  people
• 3:16
  will
• 3:16
  say
• 3:16
  this
• 3:16
  to
• 3:16
  us
• 3:17
  don't
• 3:17
  you
• 3:17
  think
• 3:18
  that's
• 3:18
  a
• 3:18
  bit
• 3:18
  ambitious?
• 3:19
  Don't
• 3:19
  you
• 3:19
  think
• 3:19
  that's
• 3:20
  a
• 3:20
  bit
• 3:20
  too
• 3:20
  much?
• 3:22
  Yeah,
• 3:22
  totally.
• 3:23
  And
• 3:23
  I
• 3:23
  think
• 3:23
  what
• 3:24
  you
• 3:24
  said
• 3:24
  about
• 3:25
  knowing
• 3:25
  others
• 3:26
  who
• 3:26
  are
• 3:26
  in
• 3:26
  this
• 3:26
  space
• 3:26
  is
• 3:26
  so
• 3:27
  important.
• 3:28
  For
• 3:28
  me,
• 3:29
  it
• 3:29
  is
• 3:29
  been
• 3:29
  so
• 3:30
  good
• 3:30
  to
• 3:30
  be
• 3:30
  part
• 3:30
  of
• 3:30
  a
• 3:30
  mastermind
• 3:31
  where
• 3:31
  I
• 3:31
  hear
• 3:32
  other
• 3:33
  normal
• 3:33
  women
• 3:34
  like
• 3:34
  me
• 3:35
  earning
• 3:35
  good
• 3:36
  money
• 3:36
  and
• 3:36
  creating
• 3:37
  amazing
• 3:37
  businesses.
• 3:38
  I
• 3:38
  think
• 3:38
  otherwise
• 3:39
  you
• 3:39
  just
• 3:39
  see
• 3:39
  these
• 3:40
  shiny
• 3:40
  people
• 3:40
  online
• 3:41
  and
• 3:41
  you
• 3:42
  think,
• 3:42
  well,
• 3:42
  I'm
• 3:42
  not
• 3:42
  that
• 3:43
  shiny.
• 3:44
  I
• 3:44
  can't
• 3:44
  do
• 3:44
  this.
• 3:45
  And
• 3:45
  then
• 3:45
  you
• 3:45
  start
• 3:46
  to
• 3:46
  get
• 3:46
  in
• 3:46
  the
• 3:47
  room
• 3:47
  with
• 3:47
  people
• 3:48
  and
• 3:48
  realize
• 3:48
  that
• 3:48
  they're
• 3:48
  just
• 3:49
  the
• 3:49
  same
• 3:49
  as
• 3:49
  you.
• 3:50
  Absolutely.
• 3:51
  And
• 3:51
  that's
• 3:52
  the
• 3:52
  strange
• 3:53
  thing
• 3:53
  is
• 3:53
  that
• 3:53
  even
• 3:53
  when
• 3:53
  we
• 3:54
  are
• 3:54
  doing
• 3:54
  some
• 3:54
  of
• 3:54
  these
• 3:54
  numbers,
• 3:55
  you
• 3:56
  can
• 3:56
  look
• 3:56
  at
• 3:56
  it
• 3:56
  and
• 3:56
  be
• 3:56
  like,
• 3:57
  it
• 3:57
  doesn't
• 3:57
  feel
• 3:57
  plausible.
• 3:58
  Like,
• 3:59
  how
• 3:59
  am
• 3:59
  I
• 3:59
  able
• 3:59
  to
• 4:00
  do
• 4:00
  this?
• 4:00
  And
• 4:00
  if
• 4:00
  you
• 4:00
  don't
• 4:01
  know
• 4:01
  people
• 4:01
  who
• 4:01
  are
• 4:01
  also
• 4:02
  doing
• 4:02
  it,
• 4:03
  I'm
• 4:03
  sure
• 4:03
  it's
• 4:03
  like
• 4:04
  a
• 4:04
  woman
• 4:05
  thing
• 4:05
  that
• 4:05
  we
• 4:05
  have
• 4:05
  because
• 4:06
  we're
• 4:06
  so
• 4:06
  aware
• 4:07
  of
• 4:07
  our
• 4:07
  community
• 4:08
  and
• 4:08
  what
• 4:08
  other
• 4:09
  people
• 4:09
  are
• 4:09
  doing
• 4:09
  relative
• 4:10
  to
• 4:10
  what
• 4:10
  we
• 4:10
  are
• 4:10
  doing.
• 4:11
  I
• 4:11
  really
• 4:11
  do
• 4:11
  feel
• 4:12
  that
• 4:12
  even
• 4:13
  when
• 4:13
  you
• 4:13
  can
• 4:13
  see
• 4:14
  it
• 4:14
  in
• 4:14
  black
• 4:14
  and
• 4:14
  white,
• 4:14
  like.
• 4:15
  I
• 4:15
  do
• 4:15
  six
• 4:16
  figures.
• 4:16
  I
• 4:16
  do
• 4:16
  seven
• 4:17
  figures.
• 4:17
  It's
• 4:17
  really
• 4:18
  hard
• 4:18
  to
• 4:18
  accept
• 4:19
  like.
• 4:20
  I'm
• 4:20
  not
• 4:20
  having
• 4:20
  an
• 4:21
  imposter
• 4:21
  moment.
• 4:21
  I'm
• 4:22
  not
• 4:22
  pulling
• 4:22
  a
• 4:22
  fast
• 4:23
  one
• 4:23
  on
• 4:23
  the
• 4:23
  world.
• 4:24
  This
• 4:24
  is
• 4:24
  a
• 4:24
  genuine
• 4:24
  business
• 4:25
  built
• 4:26
  with
• 4:26
  integrity.
• 4:26
  I
• 4:27
  am
• 4:27
  definitely
• 4:28
  doing
• 4:28
  those
• 4:28
  things
• 4:29
  and
• 4:29
  it
• 4:29
  doesn't
• 4:29
  matter
• 4:30
  if
• 4:30
  you're
• 4:30
  making
• 4:30
  your
• 4:30
  first
• 4:31
  10,000,
• 4:31
  your
• 4:32
  first
• 4:32
  a
• 4:32
  hundred
• 4:32
  thousand,
• 4:33
  or
• 4:33
  even
• 4:34
  more
• 4:34
  than
• 4:34
  that.
• 4:35
  We
• 4:35
  need
• 4:35
  to
• 4:35
  be
• 4:35
  able
• 4:36
  to
• 4:37
  accept
• 4:38
  that
• 4:38
  we
• 4:38
  are,
• 4:38
  that's
• 4:39
  something
• 4:39
  that
• 4:39
  makes
• 4:39
  sense.
• 4:40
  We
• 4:40
  need
• 4:40
  to
• 4:40
  be
• 4:40
  able
• 4:40
  to
• 4:40
  receive
• 4:41
  it
• 4:41
  when
• 4:41
  it
• 4:41
  happens.
• 4:43
  I
• 4:43
  love
• 4:43
  that
• 4:43
  you
• 4:43
  mentioned
• 4:44
  three
• 4:44
  K
• 4:45
  as
• 4:45
  your
• 4:45
  goal
• 4:46
  earlier
• 4:47
  because
• 4:47
  lots
• 4:48
  of
• 4:48
  my
• 4:48
  audience
• 4:49
  will
• 4:49
  be,
• 4:50
  nearer
• 4:50
  that
• 4:50
  end
• 4:51
  of
• 4:51
  thinking.
• 4:52
  That
• 4:52
  would
• 4:52
  be
• 4:52
  amazing.
• 4:53
  Tell
• 4:53
  me
• 4:53
  how
• 4:54
  you
• 4:54
  managed
• 4:55
  to
• 4:55
  go
• 4:55
  from
• 4:56
  that
• 4:56
  being
• 4:56
  your
• 4:56
  goal
• 4:57
  Well,
• 4:57
  I
• 4:58
  will
• 4:58
  share
• 4:58
  that.
• 4:58
  In
• 4:59
  my
• 4:59
  first
• 4:59
  year
• 5:00
  of
• 5:00
  business.
• 5:00
  Do
• 5:00
  you
• 5:00
  know
• 5:01
  what
• 5:01
  my
• 5:01
  annual
• 5:01
  goal
• 5:01
  was?
• 5:02
  It
• 5:02
  was
• 5:02
  6,000
• 5:03
  pounds
• 5:03
  for
• 5:03
  the
• 5:03
  entire
• 5:04
  year.
• 5:05
  And
• 5:06
  what
• 5:06
  I
• 5:06
  found
• 5:07
  was,
• 5:07
  in
• 5:08
  almost
• 5:08
  my
• 5:08
  first
• 5:09
  month,
• 5:09
  I
• 5:09
  made
• 5:09
  4,000
• 5:10
  pounds
• 5:11
  and
• 5:11
  it
• 5:11
  freaked
• 5:11
  me
• 5:12
  out
• 5:12
  so
• 5:12
  much
• 5:12
  that
• 5:12
  I
• 5:12
  didn't
• 5:13
  sell
• 5:13
  anything
• 5:13
  again
• 5:14
  for
• 5:14
  nine
• 5:14
  months.
• 5:16
  I
• 5:16
  remember
• 5:17
  really
• 5:17
  vividly
• 5:18
  because
• 5:18
  at
• 5:18
  the
• 5:18
  time,
• 5:19
  my
• 5:19
  son
• 5:19
  who's
• 5:20
  now
• 5:20
  11,
• 5:20
  was
• 5:21
  a
• 5:21
  baby.
• 5:22
  I
• 5:22
  left
• 5:22
  my
• 5:22
  corporate
• 5:22
  career
• 5:23
  when
• 5:23
  I
• 5:23
  was
• 5:23
  27,
• 5:24
  with
• 5:24
  really
• 5:24
  bad
• 5:25
  burnout.
• 5:25
  It
• 5:25
  was
• 5:25
  a
• 5:25
  whole
• 5:26
  host
• 5:26
  of
• 5:26
  things,
• 5:27
  physical
• 5:27
  health
• 5:27
  problems,
• 5:28
  some
• 5:28
  mental
• 5:29
  health
• 5:29
  problems
• 5:29
  from
• 5:30
  the
• 5:30
  stress
• 5:30
  of
• 5:30
  the
• 5:30
  physical
• 5:31
  health
• 5:31
  problems.
• 5:32
  My
• 5:32
  nine
• 5:32
  to
• 5:32
  five
• 5:33
  corporate
• 5:33
  job
• 5:33
  in
• 5:33
  London.
• 5:34
  Was
• 5:34
  something
• 5:34
  that
• 5:34
  I
• 5:34
  loved
• 5:35
  to
• 5:35
  do,
• 5:35
  but
• 5:35
  it
• 5:35
  just,
• 5:36
  didn't
• 5:36
  work
• 5:36
  for
• 5:36
  me.
• 5:37
  So
• 5:37
  I'd
• 5:37
  gone
• 5:38
  from
• 5:38
  that
• 5:38
  career
• 5:39
  into,
• 5:39
  being
• 5:40
  head
• 5:40
  of
• 5:40
  operations
• 5:40
  for
• 5:41
  a
• 5:41
  startup.
• 5:42
  Consultancy
• 5:42
  firm.
• 5:43
  And
• 5:43
  that's
• 5:43
  where
• 5:44
  a
• 5:44
  lot
• 5:44
  of
• 5:44
  my,
• 5:45
  business
• 5:46
  growth,
• 5:46
  stuff
• 5:47
  that
• 5:47
  I'd
• 5:47
  learned
• 5:47
  through
• 5:47
  doing
• 5:48
  project
• 5:48
  management
• 5:48
  in
• 5:49
  London.
• 5:50
  Got
• 5:50
  road
• 5:50
  tested
• 5:51
  and
• 5:51
  we
• 5:51
  had
• 5:51
  a
• 5:51
  lot
• 5:51
  of
• 5:51
  fun
• 5:52
  growing
• 5:52
  that
• 5:52
  company
• 5:53
  from
• 5:53
  six
• 5:53
  to
• 5:53
  seven
• 5:54
  figures.
• 5:55
  But
• 5:55
  then
• 5:55
  I
• 5:55
  got
• 5:55
  pregnant
• 5:56
  and
• 5:56
  while
• 5:56
  I
• 5:57
  was
• 5:57
  on
• 5:57
  maternity
• 5:57
  leave,
• 5:58
  I
• 5:58
  was
• 5:58
  so
• 5:59
  bored,
• 5:59
  I
• 5:59
  was
• 5:59
  off
• 6:00
  for
• 6:00
  a
• 6:00
  year
• 6:00
  and
• 6:00
  I
• 6:00
  was
• 6:00
  just
• 6:01
  like,
• 6:02
  I
• 6:02
  just
• 6:02
  don't
• 6:02
  know
• 6:02
  what
• 6:03
  to
• 6:03
  do.
• 6:03
  I
• 6:03
  feel
• 6:03
  like
• 6:03
  I
• 6:04
  haven't
• 6:04
  spoken
• 6:04
  to.
• 6:05
  To
• 6:05
  an
• 6:05
  adult
• 6:06
  in
• 6:06
  such
• 6:06
  a
• 6:06
  long
• 6:06
  time.
• 6:06
  I
• 6:06
  haven't
• 6:07
  used
• 6:07
  my
• 6:07
  brain.
• 6:07
  This
• 6:08
  baby
• 6:08
  just
• 6:08
  cries.
• 6:09
  But
• 6:10
  so
• 6:10
  I,
• 6:10
  I
• 6:10
  got
• 6:10
  this
• 6:11
  idea
• 6:11
  of
• 6:11
  like,
• 6:12
  I
• 6:12
  love
• 6:13
  helping
• 6:13
  grow
• 6:14
  stuff
• 6:15
  from
• 6:15
  there,
• 6:16
  a
• 6:16
  friend
• 6:17
  actually
• 6:17
  said
• 6:17
  to
• 6:17
  me
• 6:17
  you
• 6:17
  should
• 6:17
  become
• 6:18
  a
• 6:18
  business
• 6:18
  coach.
• 6:18
  And
• 6:18
  I
• 6:18
  was
• 6:18
  like,
• 6:19
  what
• 6:19
  are
• 6:19
  you
• 6:19
  talking
• 6:19
  about?
• 6:19
  That's
• 6:20
  not
• 6:20
  a
• 6:20
  thing.
• 6:20
  And
• 6:20
  she
• 6:20
  was
• 6:20
  like,
• 6:21
  it
• 6:21
  literally
• 6:21
  is.
• 6:22
  So
• 6:22
  I
• 6:22
  was
• 6:22
  googling
• 6:23
  what
• 6:23
  is
• 6:23
  a
• 6:23
  business
• 6:24
  coach
• 6:24
  and
• 6:25
  was
• 6:25
  like,
• 6:25
  oh
• 6:25
  my
• 6:25
  gosh,
• 6:26
  this
• 6:26
  would
• 6:26
  be
• 6:26
  perfect
• 6:27
  for
• 6:27
  me.
• 6:27
  But
• 6:27
  you
• 6:27
  can't
• 6:28
  just
• 6:28
  Google
• 6:28
  a
• 6:28
  job
• 6:29
  title
• 6:29
  and
• 6:29
  then
• 6:29
  become
• 6:30
  it.
• 6:30
  But
• 6:30
  that's
• 6:30
  kind
• 6:31
  of
• 6:31
  what
• 6:31
  I
• 6:31
  did.
• 6:32
  So
• 6:32
  I
• 6:32
  started
• 6:32
  out
• 6:33
  with
• 6:33
  this
• 6:33
  lofty
• 6:33
  goal
• 6:33
  of
• 6:34
  6,000
• 6:34
  pounds.
• 6:34
  'cause
• 6:35
  that
• 6:35
  was
• 6:35
  the
• 6:35
  gap
• 6:35
  that
• 6:35
  we
• 6:36
  had
• 6:36
  in
• 6:36
  our
• 6:36
  family
• 6:36
  finances.
• 6:37
  And
• 6:38
  I
• 6:38
  was
• 6:38
  like,
• 6:38
  okay,
• 6:38
  I
• 6:38
  think
• 6:39
  I
• 6:39
  can
• 6:39
  probably
• 6:39
  do
• 6:39
  that.
• 6:40
  Completely
• 6:41
  freaked
• 6:41
  myself
• 6:42
  out
• 6:42
  by,
• 6:42
  I
• 6:43
  had
• 6:43
  a
• 6:43
  thing
• 6:43
  that
• 6:43
  cost
• 6:44
  2000
• 6:44
  pounds,
• 6:44
  sold
• 6:45
  it
• 6:45
  twice
• 6:45
  in
• 6:45
  the
• 6:45
  first
• 6:45
  month
• 6:46
  and
• 6:46
  then
• 6:46
  cried
• 6:47
  talking
• 6:47
  to
• 6:47
  my
• 6:48
  husband
• 6:48
  in
• 6:48
  the
• 6:48
  kitchen,
• 6:48
  being
• 6:49
  like,
• 6:49
  that
• 6:50
  used
• 6:50
  to
• 6:50
  be
• 6:50
  my
• 6:50
  annual
• 6:50
  bonus.
• 6:51
  I
• 6:51
  don't
• 6:51
  know
• 6:52
  what
• 6:52
  this
• 6:52
  means.
• 6:52
  Like
• 6:53
  I'm
• 6:53
  only
• 6:53
  doing
• 6:54
  two
• 6:54
  hours
• 6:54
  work
• 6:54
  with
• 6:55
  them
• 6:55
  a
• 6:55
  month.
• 6:55
  And
• 6:55
  it
• 6:56
  was
• 6:56
  just
• 6:56
  that
• 6:56
  real
• 6:56
  thing
• 6:57
  of
• 6:57
  now
• 6:57
  I
• 6:57
  look
• 6:57
  back
• 6:57
  and
• 6:57
  I'm
• 6:58
  like,
• 6:58
  what
• 6:58
  was
• 6:58
  the
• 6:58
  problem
• 6:58
  in
• 6:58
  that
• 6:59
  situation?
• 7:00
  I
• 7:00
  didn't
• 7:00
  know
• 7:00
  how
• 7:01
  to
• 7:01
  receive
• 7:01
  4,000
• 7:02
  pounds
• 7:02
  in
• 7:02
  one
• 7:02
  go,
• 7:03
  and
• 7:03
  I
• 7:03
  didn't
• 7:03
  know
• 7:04
  how
• 7:04
  to
• 7:04
  receive
• 7:04
  money
• 7:05
  for
• 7:05
  my
• 7:05
  coaching
• 7:06
  services
• 7:07
  because
• 7:07
  not
• 7:07
  very
• 7:07
  long
• 7:08
  before
• 7:08
  that,
• 7:08
  I
• 7:08
  hadn't
• 7:08
  even
• 7:08
  known
• 7:09
  what
• 7:09
  a
• 7:09
  coach
• 7:09
  was.
• 7:10
  So
• 7:10
  we
• 7:11
  need
• 7:11
  to
• 7:11
  get
• 7:11
  to
• 7:11
  a
• 7:11
  place
• 7:12
  where
• 7:12
  we
• 7:12
  can
• 7:12
  believe,
• 7:13
  yes,
• 7:13
  this
• 7:14
  is
• 7:14
  me.
• 7:14
  This
• 7:15
  is
• 7:15
  plausible.
• 7:16
  This
• 7:16
  is
• 7:16
  what
• 7:16
  I
• 7:16
  can
• 7:17
  earn.
• 7:17
  But
• 7:17
  in
• 7:18
  answer
• 7:18
  to
• 7:18
  your
• 7:18
  question,
• 7:18
  Joanna,
• 7:19
  about
• 7:19
  how
• 7:20
  did
• 7:20
  I
• 7:20
  get
• 7:20
  to
• 7:20
  sort
• 7:21
  of
• 7:21
  where
• 7:21
  I
• 7:21
  am
• 7:21
  now
• 7:21
  from
• 7:22
  that
• 7:22
  very
• 7:22
  kind
• 7:23
  of
• 7:23
  slow
• 7:23
  start
• 7:23
  and
• 7:23
  particularly,
• 7:24
  'cause
• 7:24
  I
• 7:24
  remember,
• 7:25
  in
• 7:26
  the
• 7:26
  house
• 7:26
  that
• 7:26
  we
• 7:26
  lived
• 7:26
  in
• 7:26
  at
• 7:27
  the
• 7:27
  time,
• 7:27
  we
• 7:27
  had
• 7:27
  a
• 7:27
  sort
• 7:28
  of
• 7:28
  attic
• 7:28
  conversion,
• 7:29
  on
• 7:29
  the
• 7:30
  top
• 7:30
  floor.
• 7:30
  And
• 7:30
  I
• 7:31
  had
• 7:31
  this
• 7:31
  big
• 7:31
  like.
• 7:32
  Two
• 7:33
  poster,
• 7:33
  where,
• 7:34
  I
• 7:34
  used
• 7:34
  to
• 7:34
  do
• 7:34
  all
• 7:34
  my
• 7:34
  business
• 7:35
  planning
• 7:35
  now
• 7:35
  I've
• 7:35
  got
• 7:36
  a
• 7:36
  whiteboard,
• 7:37
  on
• 7:37
  my
• 7:37
  wall
• 7:37
  where
• 7:37
  I
• 7:37
  do
• 7:37
  all
• 7:38
  of
• 7:38
  that.
• 7:38
  I
• 7:38
  used
• 7:38
  to
• 7:38
  look
• 7:39
  at
• 7:39
  that
• 7:39
  so
• 7:39
  often
• 7:40
  and
• 7:40
  be
• 7:40
  like,
• 7:40
  3000
• 7:41
  pounds
• 7:41
  a
• 7:41
  month,
• 7:42
  come
• 7:42
  on.
• 7:43
  It
• 7:43
  just
• 7:43
  feels
• 7:44
  impossible.
• 7:45
  So
• 7:45
  I
• 7:45
  think
• 7:46
  it's
• 7:46
  always
• 7:46
  a
• 7:46
  process
• 7:47
  of
• 7:47
  thinking
• 7:48
  your
• 7:48
  way
• 7:48
  into
• 7:48
  it.
• 7:48
  I
• 7:49
  do
• 7:49
  this
• 7:49
  with
• 7:49
  clients
• 7:50
  when
• 7:50
  we're
• 7:50
  modeling
• 7:50
  how
• 7:50
  to
• 7:51
  get
• 7:51
  to
• 7:51
  seven
• 7:51
  figures,
• 7:51
  but
• 7:52
  it
• 7:52
  works
• 7:52
  just
• 7:52
  as
• 7:52
  well
• 7:53
  for
• 7:53
  six
• 7:53
  figures
• 7:53
  or
• 7:53
  any
• 7:54
  goal.
• 7:55
  And
• 7:55
  it's
• 7:55
  like,
• 7:55
  okay,
• 7:55
  so
• 7:56
  what
• 7:56
  do
• 7:57
  I
• 7:57
  have?
• 7:57
  What
• 7:57
  am
• 7:58
  I
• 7:58
  charging
• 7:58
  for
• 7:58
  it?
• 7:58
  And
• 7:59
  how
• 7:59
  many
• 7:59
  times
• 7:59
  do
• 7:59
  I
• 7:59
  need
• 8:00
  to
• 8:00
  sell
• 8:00
  it
• 8:00
  in
• 8:01
  order
• 8:01
  to
• 8:01
  hit
• 8:01
  that
• 8:01
  goal?
• 8:03
  There
• 8:03
  was
• 8:03
  a
• 8:03
  realization
• 8:04
  that
• 8:04
  the
• 8:04
  women
• 8:05
  I
• 8:05
  really
• 8:05
  want
• 8:05
  to
• 8:05
  work
• 8:06
  with
• 8:07
  don't
• 8:07
  take
• 8:07
  me
• 8:07
  very
• 8:08
  seriously
• 8:08
  because
• 8:09
  I'm
• 8:09
  not
• 8:09
  charging
• 8:09
  them
• 8:10
  enough.
• 8:11
  Does
• 8:11
  that
• 8:11
  mean
• 8:11
  I've
• 8:11
  gotta
• 8:12
  put
• 8:12
  my
• 8:12
  prices
• 8:13
  up?
• 8:14
  But
• 8:14
  that
• 8:15
  was
• 8:15
  very
• 8:15
  much
• 8:16
  the
• 8:16
  lesson
• 8:16
  I
• 8:16
  needed
• 8:17
  to
• 8:17
  learn.
• 8:17
  Like
• 8:18
  people,
• 8:18
  you
• 8:19
  teach
• 8:19
  people
• 8:19
  how
• 8:19
  to
• 8:19
  treat
• 8:20
  you.
• 8:20
  And
• 8:21
  if
• 8:21
  you're
• 8:21
  like,
• 8:21
  oh
• 8:21
  yeah,
• 8:21
  I
• 8:21
  can
• 8:22
  help
• 8:22
  you
• 8:22
  make
• 8:22
  six
• 8:22
  figures,
• 8:23
  but
• 8:23
  you
• 8:23
  only
• 8:23
  charge
• 8:24
  people
• 8:24
  500
• 8:25
  pounds,
• 8:26
  it
• 8:26
  might
• 8:26
  interest
• 8:27
  you
• 8:27
  to
• 8:27
  know
• 8:27
  that
• 8:27
  my
• 8:28
  very
• 8:28
  first
• 8:28
  client.
• 8:29
  I
• 8:30
  charged
• 8:30
  her
• 8:30
  30
• 8:31
  pounds
• 8:31
  for
• 8:31
  two
• 8:32
  hours
• 8:32
  with
• 8:32
  me.
• 8:33
  I
• 8:33
  started
• 8:34
  at
• 8:34
  the
• 8:34
  negative
• 8:34
  extreme
• 8:35
  in
• 8:35
  terms
• 8:36
  of
• 8:36
  mindset.
• 8:37
  It's
• 8:37
  a
• 8:37
  question
• 8:37
  of
• 8:38
  just
• 8:38
  keep
• 8:38
  taking
• 8:39
  the
• 8:39
  next
• 8:39
  step
• 8:40
  when
• 8:40
  something
• 8:40
  comes
• 8:40
  up
• 8:41
  that
• 8:41
  we
• 8:41
  need
• 8:41
  to
• 8:41
  process
• 8:42
  and
• 8:42
  release.
• 8:42
  Like
• 8:42
  a
• 8:43
  limiting
• 8:43
  belief,
• 8:44
  a
• 8:44
  traumatic
• 8:45
  money
• 8:45
  story
• 8:46
  from
• 8:46
  earlier
• 8:46
  in
• 8:47
  your
• 8:47
  life,
• 8:47
  whatever
• 8:47
  it
• 8:47
  might
• 8:48
  be.
• 8:48
  You
• 8:49
  just
• 8:49
  need
• 8:49
  to
• 8:49
  keep
• 8:49
  taking
• 8:50
  the
• 8:50
  next
• 8:50
  step
• 8:50
  and
• 8:51
  really
• 8:51
  that's
• 8:52
  the
• 8:52
  way
• 8:52
  that
• 8:52
  kind
• 8:52
  of
• 8:52
  a
• 8:52
  hundred
• 8:53
  pounds,
• 8:53
  as
• 8:54
  your
• 8:54
  fee
• 8:54
  becomes
• 8:54
  a
• 8:54
  thousand,
• 8:55
  becomes
• 8:56
  10,000
• 8:57
  becomes
• 8:57
  50,000.
• 8:59
  It's
• 8:59
  about
• 8:59
  being
• 9:00
  open
• 9:00
  to
• 9:00
  the
• 9:00
  next
• 9:01
  thing.
• 9:01
  And
• 9:01
  ultimately
• 9:02
  you
• 9:02
  get
• 9:02
  to
• 9:02
  a
• 9:02
  point
• 9:02
  where
• 9:02
  you
• 9:02
  realize
• 9:03
  there's
• 9:04
  actually
• 9:04
  no
• 9:04
  limit
• 9:04
  on
• 9:04
  anything.
• 9:05
  All
• 9:05
  these
• 9:05
  ceilings
• 9:06
  that
• 9:06
  we
• 9:06
  create
• 9:06
  for
• 9:07
  ourselves,
• 9:08
  they
• 9:08
  are
• 9:08
  self-imposed
• 9:09
  and
• 9:09
  they
• 9:10
  usually
• 9:10
  don't
• 9:11
  exist.
• 9:11
  That's
• 9:12
  a
• 9:12
  real
• 9:12
  kind
• 9:12
  of
• 9:13
  brain
• 9:13
  explosion,
• 9:14
  when
• 9:14
  you
• 9:14
  start
• 9:15
  to
• 9:15
  really
• 9:16
  lean
• 9:16
  into
• 9:17
  that.
• 9:17
  I
• 9:18
  was
• 9:18
  just
• 9:18
  about
• 9:18
  to
• 9:18
  ask,
• 9:19
  what
• 9:19
  did
• 9:19
  you
• 9:20
  used
• 9:20
  to
• 9:20
  believe
• 9:21
  that
• 9:21
  you
• 9:21
  no
• 9:21
  longer
• 9:21
  believe?
• 9:23
  And
• 9:23
  that's
• 9:23
  probably
• 9:23
  a
• 9:23
  great
• 9:24
  one,
• 9:24
  but
• 9:24
  anything
• 9:25
  else
• 9:25
  that's
• 9:25
  comes
• 9:26
  to
• 9:26
  mind
• 9:26
  with
• 9:27
  that
• 9:27
  question?
• 9:28
  Oh
• 9:28
  my
• 9:28
  gosh.
• 9:28
  I
• 9:28
  mean,
• 9:29
  everything
• 9:29
  no
• 9:30
  one
• 9:30
  will
• 9:30
  pay
• 9:31
  more
• 9:31
  than
• 9:31
  30.
• 9:33
  That's
• 9:33
  not
• 9:33
  true.
• 9:33
  I
• 9:33
  can
• 9:34
  tell
• 9:34
  you
• 9:34
  that
• 9:34
  categorically,
• 9:35
  I
• 9:35
  used
• 9:36
  to
• 9:36
  believe
• 9:36
  that
• 9:36
  it
• 9:36
  had
• 9:36
  to
• 9:37
  be
• 9:37
  hard.
• 9:37
  A
• 9:37
  lot
• 9:38
  of
• 9:38
  my
• 9:38
  clients
• 9:38
  still
• 9:39
  hold
• 9:40
  onto
• 9:40
  this.
• 9:40
  And
• 9:41
  that's
• 9:41
  the
• 9:41
  thing
• 9:42
  with
• 9:42
  some
• 9:42
  of
• 9:42
  these
• 9:42
  limiting
• 9:43
  beliefs,
• 9:43
  have
• 9:44
  you
• 9:44
  heard
• 9:44
  people
• 9:44
  say
• 9:44
  new
• 9:44
  level,
• 9:45
  new
• 9:45
  devil?
• 9:46
  I
• 9:46
  actually
• 9:47
  find
• 9:47
  that
• 9:47
  sometimes
• 9:48
  new
• 9:48
  level,
• 9:48
  same
• 9:49
  devil
• 9:49
  as
• 9:49
  before,
• 9:50
  only
• 9:50
  now
• 9:50
  more
• 9:50
  zeros
• 9:51
  on
• 9:51
  the
• 9:51
  end.
• 9:51
  We
• 9:52
  still
• 9:52
  have
• 9:52
  that
• 9:52
  glass
• 9:53
  ceiling
• 9:53
  in
• 9:53
  place
• 9:53
  that
• 9:54
  we're
• 9:54
  like,
• 9:54
  oh
• 9:54
  yeah,
• 9:54
  you
• 9:54
  can
• 9:55
  charge
• 9:55
  10,000,
• 9:55
  but
• 9:55
  you
• 9:56
  couldn't
• 9:56
  charge
• 9:56
  20,
• 9:57
  you
• 9:57
  couldn't
• 9:57
  charge
• 9:58
  50.
• 9:58
  So
• 9:59
  we
• 9:59
  keep
• 9:59
  playing
• 10:00
  the
• 10:00
  same
• 10:00
  games
• 10:01
  very
• 10:01
  often.
• 10:01
  We
• 10:01
  need
• 10:01
  to
• 10:01
  do
• 10:02
  the
• 10:02
  same
• 10:02
  work
• 10:02
  at
• 10:02
  every
• 10:03
  level
• 10:03
  of
• 10:03
  business
• 10:04
  to
• 10:04
  be
• 10:04
  like,
• 10:04
  okay,
• 10:05
  this
• 10:05
  is
• 10:05
  gonna
• 10:06
  be
• 10:06
  fine.
• 10:06
  We
• 10:06
  can
• 10:06
  see
• 10:06
  this
• 10:07
  and
• 10:07
  the
• 10:07
  way
• 10:07
  that
• 10:07
  it's
• 10:07
  gonna
• 10:08
  work
• 10:08
  out.
• 10:08
  But
• 10:09
  I
• 10:09
  think
• 10:09
  I
• 10:09
  had
• 10:09
  a
• 10:10
  lot
• 10:10
  of.
• 10:11
  Confidence
• 10:11
  issues
• 10:12
  that
• 10:12
  were
• 10:12
  quite
• 10:13
  personal
• 10:13
  and
• 10:13
  specific
• 10:14
  to
• 10:14
  me,
• 10:14
  and
• 10:15
  I
• 10:15
  think
• 10:16
  for
• 10:16
  a
• 10:16
  lot
• 10:16
  of
• 10:16
  my
• 10:16
  clients,
• 10:16
  because
• 10:17
  they've
• 10:17
  been
• 10:17
  in
• 10:17
  corporate
• 10:18
  sometimes
• 10:18
  for
• 10:18
  two
• 10:19
  decades.
• 10:20
  They've
• 10:20
  got
• 10:20
  that
• 10:20
  experience
• 10:21
  behind
• 10:21
  them.
• 10:21
  They're
• 10:22
  quite
• 10:22
  confident
• 10:22
  in
• 10:22
  the
• 10:22
  workplace,
• 10:23
  actually
• 10:23
  in
• 10:23
  a
• 10:23
  way
• 10:24
  that
• 10:24
  I
• 10:24
  wasn't,
• 10:25
  because
• 10:25
  I
• 10:26
  had
• 10:26
  left
• 10:26
  under
• 10:27
  such
• 10:27
  traumatic
• 10:27
  circumstances
• 10:28
  at
• 10:28
  such
• 10:28
  a
• 10:29
  young
• 10:29
  age,
• 10:30
  at
• 10:30
  such
• 10:30
  an
• 10:30
  early
• 10:30
  part
• 10:31
  of
• 10:31
  my
• 10:31
  career,
• 10:31
  I
• 10:31
  was
• 10:31
  27
• 10:32
  when
• 10:32
  I
• 10:33
  stopped
• 10:33
  working
• 10:33
  in
• 10:33
  corporate.
• 10:34
  For
• 10:34
  me,
• 10:34
  there
• 10:34
  was
• 10:34
  an
• 10:35
  extra
• 10:35
  layer
• 10:35
  of
• 10:35
  like,
• 10:36
  people
• 10:36
  won't
• 10:36
  take
• 10:37
  you
• 10:37
  seriously.
• 10:38
  People
• 10:38
  won't,
• 10:38
  be
• 10:38
  interested
• 10:39
  in
• 10:39
  what
• 10:39
  you
• 10:39
  say.
• 10:40
  And
• 10:40
  even
• 10:40
  like,
• 10:41
  you
• 10:41
  know,
• 10:41
  the
• 10:41
  mean
• 10:41
  stuff
• 10:41
  that
• 10:42
  we
• 10:42
  all
• 10:42
  have,
• 10:42
  like
• 10:42
  your
• 10:43
  voice
• 10:43
  sounds
• 10:43
  stupid.
• 10:44
  It's
• 10:44
  so
• 10:44
  funny
• 10:44
  because
• 10:45
  now
• 10:45
  I
• 10:45
  meet
• 10:46
  people
• 10:46
  and
• 10:46
  they're
• 10:46
  like,
• 10:47
  I
• 10:47
  love
• 10:47
  your
• 10:47
  podcast
• 10:47
  because
• 10:48
  I
• 10:48
  love
• 10:48
  listening
• 10:49
  to
• 10:49
  your
• 10:49
  voice.
• 10:49
  You've
• 10:49
  got
• 10:49
  the
• 10:49
  most
• 10:50
  beautiful
• 10:50
  voice.
• 10:51
  And
• 10:51
  I'm
• 10:51
  like,
• 10:51
  really?
• 10:52
  I've
• 10:52
  always
• 10:52
  hated
• 10:52
  that
• 10:52
  about
• 10:53
  myself.
• 10:53
  So
• 10:54
  I
• 10:54
  think,
• 10:55
  I'll
• 10:55
  say
• 10:55
  this
• 10:56
  to
• 10:56
  illustrate
• 10:56
  it.
• 10:57
  I
• 10:57
  met
• 10:57
  a
• 10:57
  coach
• 10:57
  several
• 10:58
  years
• 10:58
  ago
• 10:58
  who,
• 10:59
  does
• 10:59
  a
• 10:59
  lot
• 11:00
  of
• 11:00
  work
• 11:00
  with
• 11:00
  almost
• 11:01
  hypnotherapy
• 11:02
  replacing,
• 11:03
  wrong
• 11:03
  beliefs
• 11:04
  the
• 11:04
  upleveled
• 11:05
  version
• 11:05
  of
• 11:05
  you.
• 11:06
  At
• 11:06
  first
• 11:06
  I
• 11:06
  was
• 11:06
  very
• 11:07
  resistant
• 11:07
  and
• 11:07
  I
• 11:07
  was
• 11:07
  like,
• 11:08
  I
• 11:08
  don't
• 11:08
  wanna
• 11:08
  become
• 11:08
  someone
• 11:09
  who
• 11:09
  believes
• 11:09
  delusional
• 11:10
  stuff
• 11:10
  about
• 11:10
  myself.
• 11:11
  Like,
• 11:11
  you
• 11:11
  know,
• 11:11
  I
• 11:12
  am
• 11:12
  magical
• 11:12
  at
• 11:12
  everything
• 11:13
  and
• 11:13
  everything
• 11:14
  I
• 11:14
  do
• 11:14
  is
• 11:14
  a
• 11:14
  massive
• 11:15
  success.
• 11:16
  But
• 11:16
  when
• 11:16
  I
• 11:17
  started
• 11:17
  doing
• 11:17
  some
• 11:17
  work
• 11:17
  with
• 11:18
  her,
• 11:18
  what
• 11:18
  I
• 11:18
  realized
• 11:19
  was
• 11:20
  the
• 11:20
  negative
• 11:20
  stuff
• 11:21
  that
• 11:21
  I've
• 11:21
  been
• 11:21
  believing
• 11:22
  about
• 11:22
  myself
• 11:22
  before,
• 11:23
  your
• 11:23
  voice
• 11:23
  is
• 11:23
  stupid.
• 11:24
  No
• 11:24
  one
• 11:24
  thinks
• 11:25
  you're
• 11:25
  good
• 11:25
  at
• 11:25
  this.
• 11:26
  Was
• 11:26
  much
• 11:26
  more
• 11:26
  delusional
• 11:27
  than
• 11:27
  the
• 11:28
  positive
• 11:28
  things.
• 11:29
  Over
• 11:29
  time
• 11:29
  I
• 11:29
  was
• 11:29
  like,
• 11:30
  oh
• 11:30
  my
• 11:30
  gosh.
• 11:30
  The
• 11:30
  stuff
• 11:31
  that
• 11:31
  I'm
• 11:31
  trying
• 11:31
  to
• 11:31
  step
• 11:31
  into,
• 11:32
  people
• 11:32
  are
• 11:32
  already
• 11:33
  saying
• 11:33
  these
• 11:33
  things
• 11:34
  to
• 11:34
  me.
• 11:34
  I'm
• 11:34
  the
• 11:35
  only
• 11:35
  one
• 11:35
  who
• 11:35
  doesn't
• 11:36
  see
• 11:36
  this,
• 11:36
  I've
• 11:36
  seen
• 11:37
  that
• 11:37
  so
• 11:37
  much
• 11:38
  with
• 11:38
  clients
• 11:38
  we
• 11:38
  are
• 11:39
  our
• 11:39
  harshest
• 11:40
  critics,
• 11:41
  and
• 11:41
  often
• 11:41
  have
• 11:41
  such
• 11:42
  a
• 11:42
  distorted
• 11:43
  view
• 11:43
  of
• 11:43
  ourselves
• 11:44
  compared
• 11:45
  to
• 11:45
  how
• 11:45
  our
• 11:45
  colleagues,
• 11:46
  our
• 11:46
  peers,
• 11:47
  our
• 11:47
  clients,
• 11:48
  they
• 11:48
  view
• 11:49
  us
• 11:49
  in
• 11:49
  a
• 11:49
  completely
• 11:50
  different
• 11:50
  light,
• 11:50
  but
• 11:51
  we
• 11:51
  are
• 11:51
  often
• 11:52
  the
• 11:52
  last
• 11:52
  to
• 11:52
  know.
• 11:54
  Yeah,
• 11:54
  totally.
• 11:55
  That
• 11:55
  identity
• 11:55
  gap
• 11:56
  is
• 11:56
  huge,
• 11:56
  especially
• 11:57
  as
• 11:57
  your
• 11:57
  business
• 11:58
  grows,
• 11:58
  if
• 11:58
  I'm
• 11:59
  reflecting
• 11:59
  on
• 11:59
  how
• 11:59
  my
• 11:59
  business
• 12:00
  has
• 12:00
  grown,
• 12:01
  my
• 12:01
  clients
• 12:02
  think.
• 12:03
  I'm
• 12:04
  like,
• 12:04
  a
• 12:04
  really
• 12:05
  super
• 12:05
  successful
• 12:06
  business
• 12:06
  woman.
• 12:07
  And
• 12:07
  then
• 12:07
  obviously
• 12:07
  half
• 12:08
  the
• 12:08
  time
• 12:08
  I'm
• 12:08
  just
• 12:08
  like,
• 12:08
  I'm
• 12:08
  just
• 12:09
  muddling
• 12:09
  through
• 12:09
  like
• 12:10
  you
• 12:10
  guys.
• 12:11
  But
• 12:11
  like
• 12:11
  you
• 12:12
  say,
• 12:12
  there's
• 12:12
  that
• 12:12
  identity
• 12:13
  gap
• 12:13
  that
• 12:14
  we
• 12:14
  often
• 12:14
  have
• 12:14
  and
• 12:14
  we
• 12:15
  get
• 12:15
  stuck
• 12:16
  at
• 12:16
  that
• 12:16
  certain
• 12:16
  point
• 12:17
  of
• 12:17
  our
• 12:17
  journey,
• 12:18
  even
• 12:18
  though
• 12:18
  we've
• 12:18
  grown
• 12:19
  hugely
• 12:19
  since
• 12:20
  that
• 12:20
  point.
• 12:20
  Yeah.
• 12:21
  So
• 12:21
  tell
• 12:22
  me
• 12:22
  what
• 12:22
  you
• 12:22
  did
• 12:22
  to
• 12:23
  overcome
• 12:24
  those
• 12:24
  gaps
• 12:25
  and
• 12:25
  move
• 12:25
  your
• 12:26
  identity
• 12:26
  forward
• 12:27
  to
• 12:27
  where
• 12:27
  you
• 12:27
  are
• 12:27
  now.
• 12:28
  Yeah,
• 12:29
  so.
• 12:30
  To
• 12:30
  be
• 12:30
  honest,
• 12:31
  there's
• 12:31
  kind
• 12:31
  of
• 12:31
  two
• 12:31
  answers
• 12:32
  to
• 12:32
  this.
• 12:33
  The
• 12:33
  first
• 12:33
  thing
• 12:33
  is,
• 12:34
  I
• 12:34
  played
• 12:34
  small
• 12:35
  for
• 12:35
  quite
• 12:35
  a
• 12:35
  long
• 12:35
  time
• 12:36
  actually.
• 12:36
  I
• 12:36
  was
• 12:37
  probably
• 12:37
  in
• 12:37
  business
• 12:37
  for
• 12:38
  about
• 12:38
  six
• 12:38
  years
• 12:38
  before
• 12:39
  my
• 12:39
  business
• 12:40
  really
• 12:40
  took
• 12:40
  off,
• 12:41
  and
• 12:41
  I
• 12:41
  kind
• 12:42
  of
• 12:42
  got
• 12:42
  to
• 12:43
  six
• 12:43
  figures
• 12:43
  plus.
• 12:44
  There
• 12:44
  was
• 12:45
  really
• 12:45
  slow
• 12:45
  growth.
• 12:46
  To
• 12:46
  be
• 12:46
  fair.
• 12:46
  I
• 12:46
  had
• 12:47
  a
• 12:47
  baby,
• 12:47
  another
• 12:47
  baby
• 12:48
  during
• 12:48
  that
• 12:48
  time,
• 12:49
  I
• 12:49
  wouldn't
• 12:49
  say
• 12:49
  it
• 12:49
  slowed
• 12:50
  me
• 12:50
  down,
• 12:50
  but
• 12:50
  it
• 12:50
  was
• 12:50
  quite
• 12:50
  a
• 12:50
  big
• 12:51
  thing
• 12:51
  to
• 12:52
  build
• 12:52
  in.
• 12:53
  We
• 12:53
  also
• 12:53
  moved,
• 12:54
  up
• 12:54
  to
• 12:54
  Sheffield
• 12:55
  where
• 12:55
  we
• 12:55
  knew
• 12:55
  no
• 12:55
  one
• 12:56
  around
• 12:56
  the
• 12:56
  same
• 12:57
  time.
• 12:57
  My
• 12:57
  dad
• 12:57
  died
• 12:57
  really
• 12:58
  suddenly
• 12:58
  of
• 12:58
  cancer.
• 12:59
  So
• 12:59
  there
• 12:59
  was
• 12:59
  stuff
• 13:00
  going
• 13:00
  on
• 13:00
  in
• 13:00
  those
• 13:00
  years
• 13:01
  that
• 13:01
  meant
• 13:01
  I
• 13:01
  wasn't
• 13:02
  always
• 13:02
  let's
• 13:03
  blow
• 13:03
  the
• 13:03
  roof
• 13:03
  off
• 13:03
  this
• 13:04
  business.
• 13:04
  Sometimes
• 13:04
  I
• 13:04
  was
• 13:05
  just
• 13:05
  clinging
• 13:05
  on
• 13:06
  for
• 13:06
  dear
• 13:06
  life,
• 13:06
  being
• 13:07
  like,
• 13:07
  let's
• 13:08
  survive.
• 13:08
  That's
• 13:09
  a
• 13:09
  good
• 13:09
  idea.
• 13:09
  I
• 13:10
  would
• 13:10
  say
• 13:11
  that's
• 13:11
  the
• 13:11
  thing
• 13:11
  that
• 13:11
  I
• 13:11
  wouldn't
• 13:12
  recommend
• 13:12
  to
• 13:12
  do,
• 13:12
  is
• 13:13
  to
• 13:13
  always
• 13:13
  play
• 13:14
  to
• 13:14
  the
• 13:14
  safest,
• 13:15
  lowest
• 13:15
  number
• 13:15
  that
• 13:16
  you
• 13:16
  can,
• 13:16
  because
• 13:17
  I
• 13:17
  actually
• 13:17
  found
• 13:17
  that
• 13:17
  I
• 13:17
  held
• 13:18
  my
• 13:18
  own
• 13:18
  growth
• 13:19
  back
• 13:19
  Setting
• 13:20
  the
• 13:20
  bar
• 13:20
  high
• 13:20
  enough
• 13:21
  and
• 13:21
  sometimes
• 13:22
  not
• 13:22
  attracting
• 13:22
  in
• 13:23
  people
• 13:23
  who
• 13:23
  I
• 13:23
  really
• 13:24
  wanted
• 13:24
  to
• 13:24
  work
• 13:24
  with
• 13:25
  and
• 13:25
  actively
• 13:25
  discouraging
• 13:26
  people
• 13:27
  who
• 13:27
  would've
• 13:27
  been
• 13:27
  amazing
• 13:28
  to
• 13:28
  work
• 13:28
  with.
• 13:28
  'cause
• 13:28
  they
• 13:29
  were
• 13:29
  like,
• 13:29
  do
• 13:29
  you
• 13:30
  have
• 13:30
  game?
• 13:30
  Because
• 13:31
  you
• 13:31
  don't
• 13:31
  seem
• 13:31
  to
• 13:31
  believe
• 13:32
  in
• 13:32
  yourself.
• 13:32
  And
• 13:33
  you
• 13:33
  know,
• 13:33
  it's
• 13:33
  a
• 13:33
  lot,
• 13:34
  isn't
• 13:34
  it?
• 13:34
  To
• 13:34
  ask
• 13:34
  our
• 13:34
  clients
• 13:35
  to
• 13:35
  believe
• 13:35
  in
• 13:35
  us
• 13:36
  more
• 13:36
  than
• 13:36
  we
• 13:36
  believe
• 13:36
  in
• 13:36
  ourselves.
• 13:37
  We
• 13:37
  have
• 13:37
  to
• 13:38
  have
• 13:38
  that
• 13:38
  the
• 13:38
  right
• 13:38
  way
• 13:39
  around.
• 13:40
  But
• 13:40
  I
• 13:40
  think
• 13:41
  the
• 13:41
  other
• 13:41
  thing
• 13:41
  is
• 13:41
  to
• 13:42
  allow
• 13:43
  your
• 13:43
  ambition
• 13:43
  for
• 13:44
  your
• 13:44
  business
• 13:44
  to
• 13:45
  exist
• 13:45
  and
• 13:45
  grow
• 13:46
  as
• 13:46
  you
• 13:47
  grow,
• 13:47
  i've
• 13:47
  never
• 13:47
  really
• 13:48
  got
• 13:48
  to
• 13:48
  a
• 13:48
  point
• 13:48
  in
• 13:48
  business
• 13:49
  where
• 13:49
  I'm
• 13:49
  like,
• 13:49
  I've
• 13:50
  done
• 13:50
  everything
• 13:50
  now.
• 13:51
  Sometimes
• 13:51
  I
• 13:51
  observe
• 13:52
  these
• 13:52
  big
• 13:53
  name
• 13:53
  coaches
• 13:53
  and
• 13:53
  some
• 13:54
  go
• 13:54
  into
• 13:54
  retirement
• 13:55
  and
• 13:55
  seem
• 13:55
  like,
• 13:56
  ha,
• 13:56
  I'm
• 13:56
  financially
• 13:57
  free.
• 13:58
  And
• 13:58
  some
• 13:58
  of
• 13:58
  them
• 13:59
  I
• 13:59
  really
• 14:00
  think
• 14:00
  are
• 14:00
  still
• 14:00
  like
• 14:01
  playing
• 14:01
  out
• 14:01
  some
• 14:01
  version
• 14:02
  of
• 14:02
  kind
• 14:02
  of
• 14:02
  money
• 14:03
  scarcity
• 14:04
  and
• 14:04
  acting
• 14:04
  like
• 14:04
  they're
• 14:04
  desperate
• 14:05
  for
• 14:05
  the
• 14:05
  money.
• 14:06
  And
• 14:06
  it's
• 14:06
  like,
• 14:06
  oh,
• 14:07
  are
• 14:07
  you
• 14:07
  telling
• 14:08
  the
• 14:08
  truth
• 14:08
  about
• 14:08
  how
• 14:08
  much
• 14:08
  money
• 14:09
  you
• 14:09
  make?
• 14:09
  Do
• 14:09
  you
• 14:09
  need
• 14:10
  another
• 14:10
  10
• 14:10
  million
• 14:11
  after
• 14:11
  the
• 14:11
  20
• 14:11
  you've
• 14:11
  already
• 14:12
  made?
• 14:12
  I
• 14:12
  think
• 14:12
  that's
• 14:13
  super
• 14:13
  interesting
• 14:14
  to
• 14:14
  observe.
• 14:15
  But
• 14:15
  I
• 14:15
  think
• 14:15
  it's
• 14:16
  knowing
• 14:16
  that,
• 14:16
  we
• 14:17
  usually
• 14:17
  are
• 14:17
  holding
• 14:17
  space
• 14:18
  for
• 14:18
  an
• 14:18
  immediate
• 14:19
  goal.
• 14:19
  So
• 14:19
  it
• 14:19
  might
• 14:19
  be
• 14:19
  the
• 14:20
  six
• 14:20
  figure
• 14:20
  goal.
• 14:21
  But
• 14:21
  once
• 14:22
  we
• 14:22
  get
• 14:22
  to
• 14:22
  that
• 14:22
  point,
• 14:23
  and
• 14:23
  that's
• 14:23
  a
• 14:23
  key
• 14:24
  part
• 14:24
  of
• 14:24
  the
• 14:24
  story.
• 14:24
  'cause
• 14:25
  very
• 14:25
  often
• 14:25
  we
• 14:25
  will
• 14:26
  be
• 14:26
  like,
• 14:27
  it'll
• 14:27
  never
• 14:27
  happen.
• 14:28
  Like,
• 14:29
  you
• 14:29
  know,
• 14:29
  we,
• 14:29
  we
• 14:29
  hold
• 14:30
  space
• 14:30
  for
• 14:30
  it.
• 14:30
  But
• 14:30
  then
• 14:30
  deep
• 14:31
  down
• 14:31
  we're
• 14:31
  kind
• 14:31
  of
• 14:31
  expecting
• 14:32
  it
• 14:32
  not
• 14:32
  to
• 14:32
  happen
• 14:32
  but
• 14:33
  this
• 14:33
  is
• 14:33
  often
• 14:33
  when
• 14:33
  I
• 14:34
  meet
• 14:34
  women
• 14:34
  and
• 14:34
  they're
• 14:34
  like,
• 14:35
  oh
• 14:35
  yeah,
• 14:35
  so
• 14:36
  I
• 14:36
  grew
• 14:36
  this
• 14:36
  business
• 14:36
  and
• 14:37
  now
• 14:37
  the
• 14:37
  annual
• 14:37
  turnover
• 14:38
  is
• 14:38
  300,000.
• 14:39
  And
• 14:40
  sometimes
• 14:40
  there
• 14:40
  is
• 14:40
  a
• 14:40
  bit
• 14:41
  of
• 14:41
  a,
• 14:41
  like,
• 14:41
  I
• 14:42
  don't
• 14:42
  know
• 14:43
  if
• 14:43
  that's
• 14:43
  allowed.
• 14:44
  I
• 14:44
  think
• 14:44
  it's
• 14:44
  knowing
• 14:45
  that
• 14:45
  once
• 14:45
  you
• 14:45
  get
• 14:46
  to
• 14:46
  that
• 14:46
  initial
• 14:46
  goal
• 14:47
  something
• 14:47
  else
• 14:47
  will
• 14:47
  come
• 14:48
  in
• 14:48
  and
• 14:48
  it's
• 14:48
  like,
• 14:49
  are
• 14:49
  we
• 14:49
  open
• 14:50
  to
• 14:50
  the
• 14:50
  bigger
• 14:50
  version.
• 14:51
  So
• 14:51
  if
• 14:51
  you
• 14:51
  hit
• 14:52
  a
• 14:52
  hundred
• 14:52
  thousand,
• 14:52
  what's
• 14:53
  the
• 14:53
  next
• 14:53
  thing?
• 14:53
  Is
• 14:53
  it
• 14:53
  300?
• 14:54
  Is
• 14:54
  it
• 14:55
  500?
• 14:55
  Is
• 14:55
  it
• 14:55
  a
• 14:55
  million?
• 14:56
  We
• 14:57
  go
• 14:57
  through
• 14:57
  that
• 14:57
  exact
• 14:57
  same
• 14:58
  process
• 14:58
  again
• 14:59
  of
• 14:59
  I
• 14:59
  don't
• 14:59
  know
• 14:59
  if
• 14:59
  I'm
• 14:59
  allowed
• 15:00
  that.
• 15:00
  And,
• 15:00
  having
• 15:01
  to
• 15:01
  do
• 15:01
  the
• 15:01
  work
• 15:01
  on
• 15:01
  all
• 15:02
  of
• 15:02
  that.
• 15:03
  If
• 15:03
  you
• 15:03
  are
• 15:03
  working
• 15:03
  with
• 15:04
  coaches
• 15:05
  and
• 15:05
  consultants
• 15:06
  who
• 15:06
  are
• 15:06
  putting
• 15:07
  in
• 15:07
  a
• 15:08
  proposal
• 15:08
  to
• 15:08
  an
• 15:08
  organization,
• 15:09
  perhaps
• 15:09
  it's
• 15:10
  a
• 15:10
  really
• 15:10
  high
• 15:11
  fee
• 15:11
  in
• 15:11
  one
• 15:11
  hit,
• 15:13
  how
• 15:14
  do
• 15:14
  you
• 15:14
  recommend
• 15:15
  that
• 15:15
  they
• 15:15
  do
• 15:16
  that
• 15:16
  and
• 15:17
  go
• 15:17
  through
• 15:17
  that
• 15:17
  process
• 15:18
  of
• 15:18
  putting
• 15:19
  that
• 15:19
  scary
• 15:19
  number
• 15:19
  on
• 15:20
  that
• 15:20
  proposal?
• 15:21
  Yeah,
• 15:21
  so
• 15:22
  there's
• 15:22
  two
• 15:23
  ways
• 15:23
  we
• 15:23
  can
• 15:23
  go
• 15:23
  about
• 15:23
  this.
• 15:24
  The
• 15:24
  first
• 15:24
  one
• 15:25
  is
• 15:25
  to
• 15:25
  just
• 15:25
  be
• 15:25
  like.
• 15:27
  There
• 15:27
  it
• 15:28
  is.
• 15:28
  It's
• 15:28
  a
• 15:28
  big
• 15:28
  number.
• 15:29
  Let's
• 15:29
  just
• 15:29
  do
• 15:30
  it.
• 15:30
  And
• 15:30
  I
• 15:30
  think
• 15:31
  for
• 15:31
  my
• 15:31
  clients
• 15:32
  who.
• 15:33
  Know
• 15:33
  that
• 15:33
  what
• 15:33
  they've
• 15:33
  been
• 15:34
  charging
• 15:34
  is
• 15:34
  out
• 15:34
  of
• 15:34
  alignment
• 15:35
  with
• 15:35
  who
• 15:35
  they
• 15:35
  actually
• 15:36
  are.
• 15:36
  Because
• 15:37
  I
• 15:37
  know
• 15:37
  I've
• 15:37
  been
• 15:37
  through
• 15:37
  that
• 15:38
  journey,
• 15:38
  it's
• 15:38
  very
• 15:38
  easy
• 15:39
  for
• 15:39
  me
• 15:39
  to
• 15:39
  spot
• 15:39
  it,
• 15:40
  for
• 15:40
  women
• 15:40
  who
• 15:40
  are
• 15:41
  also
• 15:41
  in
• 15:41
  that
• 15:41
  situation.
• 15:42
  Sometimes
• 15:43
  it's
• 15:43
  the
• 15:43
  right
• 15:43
  thing
• 15:44
  to
• 15:44
  just
• 15:44
  be
• 15:44
  like,
• 15:44
  look,
• 15:45
  you
• 15:45
  gotta
• 15:45
  stick
• 15:46
  a
• 15:46
  zero
• 15:46
  on
• 15:47
  this.
• 15:47
  In
• 15:47
  fact.
• 15:48
  You
• 15:48
  might
• 15:48
  need
• 15:48
  to
• 15:48
  stick
• 15:49
  to.
• 15:49
  So
• 15:50
  like,
• 15:50
  let's
• 15:50
  just,
• 15:51
  we
• 15:51
  are
• 15:51
  going
• 15:51
  big
• 15:51
  from
• 15:51
  now
• 15:52
  on.
• 15:52
  So
• 15:52
  one
• 15:52
  of
• 15:52
  the
• 15:52
  things
• 15:53
  I
• 15:53
  say
• 15:53
  to
• 15:53
  my
• 15:53
  clients
• 15:54
  is
• 15:54
  that
• 15:54
  from
• 15:55
  now
• 15:55
  on,
• 15:55
  your
• 15:55
  minimum
• 15:56
  contract
• 15:56
  size
• 15:56
  is
• 15:56
  a
• 15:56
  hundred
• 15:57
  thousand
• 15:57
  dollars.
• 15:58
  I
• 15:58
  work
• 15:58
  with
• 15:58
  women
• 15:58
  all
• 15:59
  over
• 15:59
  the
• 15:59
  world.
• 15:59
  I
• 15:59
  do
• 15:59
  most
• 16:00
  of
• 16:00
  my
• 16:00
  work
• 16:00
  with
• 16:01
  women
• 16:01
  in
• 16:01
  the
• 16:01
  us.
• 16:02
  And
• 16:02
  for
• 16:02
  corporate
• 16:03
  consulting,
• 16:04
  that
• 16:04
  is
• 16:04
  something
• 16:05
  which
• 16:06
  everyone
• 16:06
  is
• 16:06
  sort
• 16:07
  of
• 16:07
  like
• 16:08
  really,
• 16:08
  but
• 16:09
  it's
• 16:09
  also
• 16:09
  not
• 16:10
  outside
• 16:10
  of
• 16:10
  the
• 16:10
  realms
• 16:11
  of
• 16:11
  possibility.
• 16:12
  so
• 16:13
  I,
• 16:13
  I
• 16:13
  always
• 16:13
  think
• 16:13
  kind
• 16:14
  of
• 16:14
  aligning
• 16:14
  what
• 16:14
  you're
• 16:15
  doing
• 16:15
  to
• 16:15
  some
• 16:15
  of
• 16:15
  these
• 16:16
  big
• 16:16
  numbers.
• 16:17
  If
• 16:17
  you're
• 16:17
  an
• 16:17
  executive
• 16:18
  coach,
• 16:19
  why
• 16:19
  can't
• 16:19
  you
• 16:19
  charge
• 16:20
  50,000?
• 16:21
  And
• 16:21
  again,
• 16:21
  it's
• 16:21
  like,
• 16:22
  do
• 16:22
  you
• 16:22
  think
• 16:22
  you're
• 16:22
  good
• 16:22
  at
• 16:23
  what
• 16:23
  you
• 16:23
  do?
• 16:24
  Because
• 16:24
  people
• 16:24
  pay
• 16:25
  all
• 16:25
  kinds
• 16:25
  of
• 16:26
  stuff
• 16:26
  for
• 16:26
  all
• 16:27
  kinds
• 16:27
  of
• 16:27
  things.
• 16:28
  It's
• 16:28
  not
• 16:28
  like
• 16:28
  Tesco
• 16:29
  where
• 16:29
  it's
• 16:29
  like,
• 16:30
  this
• 16:30
  is
• 16:30
  this,
• 16:30
  and
• 16:30
  if
• 16:31
  we
• 16:31
  scan
• 16:31
  you
• 16:31
  at
• 16:31
  the
• 16:31
  checkout,
• 16:32
  this
• 16:32
  number
• 16:33
  will
• 16:33
  show
• 16:33
  up
• 16:33
  on
• 16:33
  the
• 16:33
  screen.
• 16:34
  It's
• 16:34
  a
• 16:34
  lot
• 16:34
  more
• 16:34
  fluid
• 16:35
  than
• 16:35
  that.
• 16:36
  The
• 16:36
  other
• 16:36
  thing
• 16:36
  that
• 16:36
  you
• 16:36
  can
• 16:37
  do
• 16:37
  if
• 16:37
  you
• 16:37
  are
• 16:37
  looking
• 16:38
  at
• 16:38
  the
• 16:38
  big
• 16:38
  number
• 16:39
  and
• 16:39
  you
• 16:39
  know,
• 16:39
  it's
• 16:39
  not
• 16:39
  always
• 16:40
  the
• 16:40
  best
• 16:40
  thing
• 16:40
  to
• 16:41
  just
• 16:41
  be
• 16:41
  like,
• 16:42
  I'm
• 16:42
  gonna
• 16:42
  jump
• 16:42
  into
• 16:43
  this.
• 16:43
  'cause
• 16:43
  it
• 16:43
  feels
• 16:44
  really
• 16:44
  scary.
• 16:44
  Like
• 16:45
  sometimes
• 16:45
  that
• 16:45
  pays
• 16:46
  off
• 16:46
  and
• 16:46
  sometimes
• 16:46
  it's
• 16:46
  not
• 16:46
  the
• 16:47
  right
• 16:47
  move.
• 16:47
  And
• 16:48
  this
• 16:48
  is
• 16:48
  where
• 16:48
  personal,
• 16:49
  connection
• 16:50
  to
• 16:50
  your
• 16:50
  goals
• 16:51
  and
• 16:51
  intuition
• 16:52
  really
• 16:52
  comes
• 16:52
  in
• 16:53
  if
• 16:53
  you're
• 16:53
  charging
• 16:54
  10,000
• 16:54
  at
• 16:54
  the
• 16:54
  moment.
• 16:56
  Why
• 16:56
  not
• 16:56
  make
• 16:56
  it
• 16:57
  12
• 16:57
  next
• 16:57
  time?
• 16:58
  Why
• 16:58
  not
• 16:58
  make
• 16:58
  it
• 16:58
  15
• 16:59
  next
• 16:59
  time?
• 17:00
  What
• 17:00
  my
• 17:00
  clients
• 17:00
  consistently
• 17:01
  find
• 17:02
  is,
• 17:02
  we
• 17:03
  almost
• 17:03
  play
• 17:03
  this
• 17:03
  game
• 17:03
  where
• 17:04
  we're
• 17:04
  like,
• 17:04
  what
• 17:04
  does
• 17:04
  the
• 17:04
  client
• 17:05
  do
• 17:05
  when
• 17:05
  you
• 17:05
  say
• 17:06
  the
• 17:06
  price?
• 17:07
  And
• 17:07
  if
• 17:07
  you
• 17:07
  say
• 17:07
  the
• 17:07
  price,
• 17:08
  and
• 17:08
  they
• 17:08
  go,
• 17:08
  yeah,
• 17:08
  that's
• 17:08
  fine.
• 17:09
  It's
• 17:09
  like,
• 17:09
  oh,
• 17:10
  should
• 17:10
  have
• 17:11
  been
• 17:11
  higher.
• 17:12
  And
• 17:12
  the
• 17:12
  other
• 17:12
  version
• 17:13
  of
• 17:13
  that
• 17:13
  game
• 17:13
  is
• 17:13
  like,
• 17:14
  what
• 17:14
  do
• 17:14
  the
• 17:14
  men
• 17:15
  charge,
• 17:16
  for
• 17:16
  the
• 17:16
  guys
• 17:16
  who
• 17:16
  are
• 17:16
  doing
• 17:17
  this
• 17:17
  because
• 17:18
  it's
• 17:18
  really
• 17:18
  common.
• 17:19
  A
• 17:19
  client
• 17:19
  of
• 17:19
  mine
• 17:20
  was
• 17:20
  saying
• 17:20
  the
• 17:20
  other
• 17:20
  day,
• 17:20
  she
• 17:20
  met
• 17:21
  someone,
• 17:21
  who
• 17:21
  was
• 17:21
  like
• 17:22
  her,
• 17:22
  but
• 17:22
  with
• 17:22
  more
• 17:22
  zeros.
• 17:23
  And
• 17:24
  I
• 17:24
  was
• 17:24
  like,
• 17:24
  isn't
• 17:24
  that
• 17:24
  always
• 17:25
  the
• 17:25
  way?
• 17:25
  The
• 17:25
  men
• 17:26
  are
• 17:26
  always
• 17:26
  charging
• 17:27
  more
• 17:27
  than
• 17:27
  the
• 17:27
  women.
• 17:27
  So
• 17:28
  it's
• 17:28
  making
• 17:29
  sure
• 17:29
  that
• 17:29
  we
• 17:30
  are
• 17:30
  truly
• 17:30
  competitive
• 17:31
  within
• 17:32
  the
• 17:32
  market
• 17:32
  for
• 17:32
  the
• 17:32
  skillset
• 17:33
  that
• 17:33
  you
• 17:33
  have.
• 17:34
  Where
• 17:34
  do
• 17:34
  you
• 17:34
  even
• 17:35
  begin
• 17:36
  with
• 17:36
  consulting
• 17:37
  or
• 17:37
  coaching
• 17:37
  pricing?
• 17:38
  My
• 17:39
  clients
• 17:39
  constantly
• 17:40
  send
• 17:40
  me
• 17:40
  their
• 17:41
  thing
• 17:41
  going,
• 17:42
  what
• 17:42
  number
• 17:42
  shall
• 17:43
  I
• 17:43
  put
• 17:43
  on
• 17:43
  it?
• 17:43
  And
• 17:43
  it's
• 17:44
  so
• 17:44
  varied,
• 17:45
  isn't
• 17:45
  it?
• 17:46
  So
• 17:46
  anything
• 17:46
  you've
• 17:47
  got
• 17:47
  on
• 17:47
  pricing
• 17:48
  in
• 17:48
  practical
• 17:49
  terms?
• 17:50
  I
• 17:50
  think
• 17:50
  it
• 17:50
  should
• 17:51
  always
• 17:51
  be.
• 17:52
  High
• 17:53
  enough
• 17:53
  but,
• 17:54
  I
• 17:54
  think
• 17:55
  we
• 17:55
  like
• 17:55
  to
• 17:55
  feel
• 17:56
  like
• 17:56
  there's
• 17:56
  a
• 17:56
  price
• 17:56
  list
• 17:57
  and
• 17:57
  I,
• 17:58
  a
• 17:58
  conversation
• 17:59
  that
• 17:59
  I
• 17:59
  have
• 17:59
  often,
• 18:00
  especially
• 18:00
  with
• 18:01
  women
• 18:01
  that
• 18:01
  I'm
• 18:01
  not
• 18:01
  working
• 18:02
  with,
• 18:02
  where
• 18:02
  they,
• 18:03
  they'll
• 18:03
  almost
• 18:03
  be
• 18:03
  like,
• 18:04
  in
• 18:04
  my
• 18:04
  industry,
• 18:05
  no
• 18:06
  one
• 18:06
  charges
• 18:06
  more
• 18:06
  than
• 18:06
  this.
• 18:07
  My
• 18:08
  answer
• 18:08
  to
• 18:08
  that
• 18:08
  is
• 18:08
  are
• 18:08
  you
• 18:08
  in
• 18:08
  the
• 18:09
  right
• 18:09
  industry?
• 18:09
  Are
• 18:09
  you
• 18:10
  sure
• 18:10
  you
• 18:10
  wanna
• 18:10
  be
• 18:10
  in
• 18:10
  this
• 18:10
  industry
• 18:11
  because.
• 18:12
  Why
• 18:12
  do
• 18:12
  it?
• 18:12
  If
• 18:13
  you
• 18:13
  can
• 18:13
  only
• 18:13
  do
• 18:13
  low
• 18:14
  paid
• 18:14
  work,
• 18:14
  that
• 18:15
  doesn't
• 18:15
  feel
• 18:15
  very
• 18:15
  fun
• 18:16
  for
• 18:16
  anyone.
• 18:16
  And
• 18:17
  there's
• 18:17
  usually
• 18:17
  a
• 18:17
  lot
• 18:17
  more
• 18:18
  transferability
• 18:19
  between
• 18:19
  industries,
• 18:19
  especially
• 18:21
  if
• 18:21
  you've
• 18:21
  come
• 18:21
  up
• 18:21
  in
• 18:22
  the
• 18:22
  not-for-profit
• 18:23
  sector.
• 18:24
  I
• 18:24
  think
• 18:24
  it's
• 18:25
  starting
• 18:25
  to
• 18:25
  get
• 18:26
  an
• 18:26
  understanding.
• 18:27
  You
• 18:27
  can
• 18:27
  charge
• 18:27
  anything
• 18:27
  for
• 18:28
  anything.
• 18:28
  The
• 18:28
  real
• 18:29
  question
• 18:29
  is
• 18:29
  how
• 18:29
  dialed
• 18:30
  in
• 18:30
  are
• 18:31
  you
• 18:31
  to
• 18:31
  what
• 18:31
  your
• 18:31
  client
• 18:32
  needs?
• 18:32
  How
• 18:32
  much
• 18:33
  do
• 18:33
  you
• 18:33
  understand
• 18:33
  that
• 18:33
  organization?
• 18:34
  How
• 18:35
  much
• 18:35
  do
• 18:35
  you
• 18:35
  understand
• 18:35
  the
• 18:35
  budget
• 18:36
  they
• 18:36
  have
• 18:36
  available?
• 18:37
  And,
• 18:38
  how
• 18:38
  much
• 18:38
  of
• 18:38
  that
• 18:39
  budget
• 18:39
  they're
• 18:39
  willing
• 18:40
  to
• 18:40
  part
• 18:40
  with
• 18:40
  to
• 18:41
  deal,
• 18:41
  with
• 18:41
  their
• 18:41
  corporate
• 18:42
  problems.
• 18:42
  You
• 18:42
  know,
• 18:42
  these
• 18:43
  core
• 18:43
  things
• 18:43
  that
• 18:43
  they're
• 18:44
  under
• 18:44
  pressure
• 18:44
  to
• 18:44
  deliver.
• 18:45
  When
• 18:46
  something
• 18:46
  becomes
• 18:46
  an
• 18:46
  organizational
• 18:47
  objective,
• 18:48
  it's
• 18:49
  amazing
• 18:49
  how
• 18:49
  much
• 18:49
  budget
• 18:50
  can
• 18:50
  be
• 18:50
  found
• 18:51
  for
• 18:51
  the
• 18:51
  right
• 18:51
  solutions.
• 18:52
  And
• 18:53
  I
• 18:53
  think
• 18:53
  we
• 18:53
  talked
• 18:53
  about
• 18:53
  that,
• 18:54
  didn't
• 18:54
  we?
• 18:54
  When
• 18:54
  you
• 18:54
  came
• 18:54
  on
• 18:55
  my
• 18:55
  show,
• 18:55
  Joanna,
• 18:55
  just
• 18:56
  understanding
• 18:56
  where
• 18:56
  the
• 18:56
  client
• 18:57
  is
• 18:57
  and
• 18:57
  knowing
• 18:58
  not
• 18:58
  just
• 18:58
  what
• 18:58
  you
• 18:58
  want
• 18:58
  to
• 18:59
  sell,
• 18:59
  but
• 18:59
  what
• 18:59
  they
• 19:00
  are
• 19:00
  looking
• 19:00
  to
• 19:00
  invest
• 19:01
  in.
• 19:02
  Yeah,
• 19:02
  totally.
• 19:03
  And
• 19:03
  I
• 19:03
  love
• 19:03
  that
• 19:03
  you
• 19:04
  identified
• 19:04
  that
• 19:05
  even
• 19:05
  that
• 19:05
  is
• 19:06
  a
• 19:06
  decision.
• 19:06
  So
• 19:06
  it's
• 19:06
  just
• 19:07
  a
• 19:07
  story,
• 19:07
  in
• 19:07
  other
• 19:08
  words.
• 19:08
  Why
• 19:08
  are
• 19:08
  you
• 19:08
  choosing
• 19:09
  this
• 19:09
  industry
• 19:09
  then?
• 19:10
  If
• 19:10
  you
• 19:10
  can't
• 19:10
  make
• 19:10
  any
• 19:11
  money
• 19:11
  in
• 19:11
  it?
• 19:11
  Like
• 19:12
  we
• 19:12
  do
• 19:12
  create
• 19:13
  our
• 19:13
  own
• 19:14
  future.
• 19:14
  Yeah.
• 19:14
  We
• 19:14
  can
• 19:15
  make
• 19:15
  decisions
• 19:16
  on
• 19:16
  what
• 19:16
  industries
• 19:17
  to
• 19:18
  go
• 19:18
  after,
• 19:19
  so
• 19:19
  I
• 19:20
  love
• 19:20
  that.
• 19:20
  Rather
• 19:20
  than.
• 19:21
  Believing
• 19:22
  the
• 19:22
  story
• 19:23
  of,
• 19:23
  okay,
• 19:24
  no
• 19:24
  one
• 19:24
  will
• 19:24
  pay
• 19:24
  that
• 19:24
  in
• 19:25
  your
• 19:25
  industry.
• 19:26
  You
• 19:26
  might
• 19:26
  as
• 19:26
  well
• 19:26
  just
• 19:26
  give
• 19:27
  up.
• 19:27
  No,
• 19:27
  no.
• 19:28
  Yeah.
• 19:28
  How
• 19:28
  else
• 19:28
  can
• 19:28
  you
• 19:29
  take
• 19:29
  charge.
• 19:29
  It's
• 19:30
  understandable
• 19:30
  for
• 19:31
  women
• 19:31
  to
• 19:31
  feel
• 19:32
  like
• 19:32
  that
• 19:32
  because
• 19:33
  you
• 19:33
  know,
• 19:33
  that
• 19:33
  is
• 19:33
  how
• 19:33
  a
• 19:33
  lot
• 19:34
  of
• 19:34
  us
• 19:34
  have
• 19:34
  been
• 19:34
  treated
• 19:35
  in
• 19:35
  our
• 19:35
  careers.
• 19:35
  Women
• 19:36
  often
• 19:36
  end
• 19:36
  up
• 19:36
  in
• 19:36
  lower
• 19:37
  paying
• 19:37
  careers
• 19:37
  than
• 19:37
  men.
• 19:38
  That
• 19:38
  is
• 19:38
  actually
• 19:39
  just
• 19:39
  an
• 19:39
  economic
• 19:40
  fact.
• 19:40
  We
• 19:41
  are
• 19:41
  often
• 19:41
  drawn
• 19:41
  to
• 19:42
  lower
• 19:42
  paid
• 19:42
  work.
• 19:43
  We
• 19:43
  can
• 19:43
  almost
• 19:44
  internalize
• 19:44
  that
• 19:44
  and
• 19:45
  be
• 19:45
  like,
• 19:45
  you
• 19:45
  can
• 19:45
  almost
• 19:46
  have
• 19:46
  what
• 19:46
  you
• 19:46
  want,
• 19:46
  but
• 19:46
  you
• 19:46
  won't
• 19:47
  get
• 19:47
  paid
• 19:47
  for
• 19:47
  it.
• 19:48
  And
• 19:48
  so
• 19:48
  a
• 19:49
  really
• 19:49
  big
• 19:49
  story
• 19:50
  that
• 19:50
  we
• 19:50
  have
• 19:50
  to
• 19:50
  overcome,
• 19:51
  and
• 19:51
  this,
• 19:51
  I
• 19:51
  think
• 19:51
  this
• 19:52
  is
• 19:52
  why
• 19:52
  I
• 19:52
  was
• 19:52
  crying
• 19:52
  in
• 19:52
  my
• 19:52
  kitchen
• 19:53
  like
• 19:53
  10
• 19:53
  years
• 19:53
  ago,
• 19:54
  but
• 19:54
  like,
• 19:55
  oh
• 19:55
  look,
• 19:56
  you
• 19:56
  can
• 19:56
  have
• 19:56
  what
• 19:56
  you
• 19:56
  want
• 19:57
  and
• 19:57
  you
• 19:57
  can
• 19:57
  get
• 19:57
  paid
• 19:58
  what
• 19:58
  you
• 19:58
  want.
• 19:59
  I
• 19:59
  think
• 19:59
  that's
• 20:00
  one
• 20:00
  of
• 20:00
  the
• 20:00
  hardest
• 20:01
  things
• 20:01
  to
• 20:01
  grasp.
• 20:02
  What
• 20:02
  if,
• 20:02
  you
• 20:02
  know,
• 20:02
  we
• 20:02
  always
• 20:03
  say,
• 20:03
  what
• 20:03
  if
• 20:03
  I
• 20:03
  can't
• 20:03
  do
• 20:03
  it?
• 20:04
  What
• 20:04
  if
• 20:04
  you
• 20:04
  can
• 20:04
  do
• 20:04
  it?
• 20:05
  What
• 20:05
  if
• 20:05
  there's
• 20:05
  actually
• 20:06
  nothing
• 20:06
  stopping
• 20:06
  you
• 20:07
  from
• 20:07
  doing
• 20:07
  it?
• 20:07
  I
• 20:08
  find
• 20:08
  that
• 20:08
  way
• 20:08
  more
• 20:09
  overwhelming
• 20:09
  than
• 20:09
  coping
• 20:10
  with
• 20:10
  disappointment,
• 20:11
  which
• 20:11
  I've
• 20:11
  been
• 20:11
  very
• 20:12
  used
• 20:12
  to.
• 20:12
  And
• 20:12
  I
• 20:13
  think
• 20:13
  that's
• 20:13
  a
• 20:13
  really
• 20:13
  common
• 20:14
  theme,
• 20:15
  in
• 20:15
  the
• 20:15
  client
• 20:15
  work
• 20:16
  that
• 20:16
  I
• 20:16
  do,
• 20:16
  and
• 20:16
  I'm
• 20:16
  sure
• 20:17
  you've
• 20:17
  seen
• 20:17
  the
• 20:17
  same
• 20:18
  thing.
• 20:18
  Oh
• 20:19
  yeah,
• 20:19
  totally.
• 20:20
  Because
• 20:21
  I
• 20:21
  think
• 20:21
  then
• 20:21
  leading
• 20:22
  us
• 20:22
  perfectly
• 20:22
  into,
• 20:23
  okay,
• 20:23
  so
• 20:23
  we
• 20:23
  get
• 20:24
  the
• 20:24
  gig,
• 20:25
  we've
• 20:25
  got
• 20:25
  this
• 20:25
  big
• 20:25
  money
• 20:26
  for
• 20:26
  our
• 20:27
  coaching
• 20:27
  consulting.
• 20:28
  Then
• 20:29
  what
• 20:29
  can
• 20:29
  come
• 20:29
  up
• 20:29
  is
• 20:30
  the
• 20:30
  over-delivering
• 20:31
  and
• 20:31
  lack
• 20:32
  of
• 20:32
  boundaries.
• 20:33
  So
• 20:33
  tell
• 20:33
  me
• 20:34
  more
• 20:34
  about
• 20:34
  what
• 20:34
  you
• 20:34
  see
• 20:35
  when
• 20:35
  someone
• 20:35
  does
• 20:36
  get
• 20:36
  that
• 20:36
  big
• 20:36
  contract.
• 20:37
  Suddenly
• 20:37
  it's
• 20:37
  like,
• 20:38
  yay,
• 20:38
  they
• 20:38
  paid
• 20:38
  me
• 20:39
  all
• 20:39
  this
• 20:39
  money.
• 20:40
  What
• 20:40
  can
• 20:40
  happen
• 20:41
  next?
• 20:42
  I
• 20:42
  mean,
• 20:42
  this
• 20:42
  is
• 20:43
  a
• 20:43
  very
• 20:43
  special
• 20:43
  kind
• 20:44
  of
• 20:44
  meltdown,
• 20:44
  isn't
• 20:44
  it?
• 20:45
  Where
• 20:45
  it's
• 20:45
  like
• 20:45
  the
• 20:45
  pressure,
• 20:46
  I
• 20:46
  need
• 20:46
  to
• 20:46
  be
• 20:47
  worth
• 20:47
  the
• 20:47
  money.
• 20:48
  But
• 20:48
  the
• 20:48
  thing
• 20:49
  that
• 20:49
  I
• 20:49
  always
• 20:49
  say,
• 20:50
  to
• 20:50
  clients
• 20:50
  is
• 20:50
  the
• 20:51
  more
• 20:51
  they
• 20:51
  pay,
• 20:51
  the
• 20:52
  less
• 20:52
  they
• 20:52
  get.
• 20:53
  And
• 20:53
  I
• 20:53
  love
• 20:53
  saying
• 20:54
  that
• 20:54
  because
• 20:54
  people
• 20:54
  are
• 20:54
  like,
• 20:55
  what?
• 20:55
  And
• 20:55
  then
• 20:56
  you
• 20:56
  think
• 20:56
  about
• 20:56
  it,
• 20:56
  you're
• 20:56
  like,
• 20:56
  no,
• 20:57
  that
• 20:57
  actually
• 20:57
  makes
• 20:57
  perfect
• 20:58
  sense
• 20:58
  because.
• 20:59
  They're
• 20:59
  not
• 21:00
  paying
• 21:00
  for
• 21:00
  like
• 21:01
  10,000
• 21:02
  things.
• 21:02
  You
• 21:02
  know
• 21:02
  when
• 21:03
  you
• 21:03
  try
• 21:03
  and
• 21:03
  stuff
• 21:03
  a
• 21:04
  proposal
• 21:04
  with
• 21:04
  extra
• 21:05
  bits
• 21:05
  'cause
• 21:05
  you're
• 21:05
  like,
• 21:05
  I
• 21:05
  feel
• 21:06
  really
• 21:06
  bad
• 21:06
  'cause
• 21:06
  I'm
• 21:07
  charging
• 21:07
  10,000
• 21:08
  pounds,
• 21:08
  so
• 21:08
  I've
• 21:08
  gotta
• 21:08
  make
• 21:09
  it
• 21:09
  worth
• 21:09
  their
• 21:09
  while.
• 21:09
  It's
• 21:10
  like,
• 21:10
  no,
• 21:10
  that's
• 21:11
  the
• 21:11
  wrong
• 21:11
  mindset
• 21:12
  because
• 21:13
  most
• 21:13
  people,
• 21:13
  especially
• 21:14
  these
• 21:14
  corporate
• 21:15
  organizations,
• 21:15
  do
• 21:16
  not
• 21:16
  have
• 21:16
  time
• 21:17
  to
• 21:17
  sit
• 21:17
  through
• 21:17
  a
• 21:17
  course.
• 21:18
  They
• 21:18
  don't
• 21:18
  have
• 21:18
  time
• 21:19
  for
• 21:19
  extra
• 21:19
  trainings.
• 21:20
  If
• 21:21
  they've
• 21:21
  asked
• 21:21
  for
• 21:21
  those
• 21:22
  things
• 21:22
  and
• 21:22
  it
• 21:22
  sweetens
• 21:22
  the
• 21:22
  deal,
• 21:23
  then
• 21:23
  great.
• 21:24
  But
• 21:24
  there
• 21:24
  is
• 21:24
  such
• 21:25
  a
• 21:25
  difference
• 21:25
  between
• 21:26
  that
• 21:26
  vibe
• 21:26
  and
• 21:26
  just
• 21:27
  adding
• 21:27
  extra
• 21:27
  things
• 21:27
  so
• 21:28
  we
• 21:28
  feel
• 21:28
  less
• 21:28
  guilty.
• 21:30
  We
• 21:30
  have
• 21:30
  to
• 21:30
  get
• 21:30
  to
• 21:30
  a
• 21:30
  place
• 21:31
  where
• 21:31
  we're
• 21:31
  like,
• 21:32
  they're
• 21:32
  paying
• 21:32
  me
• 21:32
  for
• 21:32
  my
• 21:32
  brain,
• 21:33
  my
• 21:33
  amazing
• 21:34
  experience,
• 21:35
  my
• 21:35
  amazing
• 21:35
  skills
• 21:36
  in
• 21:36
  this
• 21:36
  area.
• 21:37
  That
• 21:37
  is
• 21:37
  where
• 21:37
  the
• 21:37
  value
• 21:38
  is
• 21:38
  not
• 21:38
  in
• 21:39
  all
• 21:39
  these
• 21:39
  extra
• 21:39
  things
• 21:40
  that
• 21:40
  we
• 21:40
  can
• 21:40
  make
• 21:41
  up
• 21:41
  and
• 21:41
  add.
• 21:42
  Oh,
• 21:42
  I
• 21:42
  absolutely
• 21:43
  love
• 21:43
  that
• 21:43
  phrase.
• 21:44
  Tell
• 21:44
  me
• 21:44
  it
• 21:44
  again.
• 21:45
  What
• 21:46
  the,
• 21:46
  the
• 21:46
  more
• 21:46
  they
• 21:47
  pay,
• 21:47
  the
• 21:47
  less
• 21:47
  they
• 21:47
  get.
• 21:49
  That's
• 21:49
  the
• 21:49
  one
• 21:50
  I
• 21:50
  need
• 21:50
  to
• 21:50
  write
• 21:50
  that
• 21:51
  down.
• 21:51
  The
• 21:51
  more
• 21:51
  they
• 21:51
  pay,
• 21:52
  the
• 21:52
  less
• 21:52
  they
• 21:52
  get.
• 21:53
  Well,
• 21:53
  the
• 21:53
  other
• 21:53
  one
• 21:53
  that
• 21:53
  goes
• 21:54
  with
• 21:54
  that
• 21:54
  is
• 21:54
  if
• 21:54
  they
• 21:55
  pay
• 21:55
  less,
• 21:55
  this
• 21:55
  is
• 21:56
  for
• 21:56
  like
• 21:56
  negotiations.
• 21:57
  If
• 21:57
  they
• 21:57
  pay
• 21:58
  less,
• 21:58
  they
• 21:58
  get
• 21:58
  less.
• 21:59
  So,
• 21:59
  you
• 21:59
  know,
• 21:59
  when
• 22:00
  you
• 22:00
  do
• 22:00
  a
• 22:00
  proposal
• 22:00
  and
• 22:00
  they're
• 22:01
  like,
• 22:02
  oh,
• 22:02
  we
• 22:02
  only
• 22:02
  have
• 22:03
  budget
• 22:03
  for
• 22:03
  60%
• 22:04
  of
• 22:04
  that.
• 22:04
  Can
• 22:05
  we
• 22:05
  have
• 22:05
  a
• 22:05
  hundred
• 22:05
  percent
• 22:06
  of
• 22:06
  that
• 22:06
  and
• 22:06
  pay
• 22:06
  60%?
• 22:07
  No.
• 22:07
  If
• 22:08
  you
• 22:08
  pay
• 22:08
  60%,
• 22:09
  get
• 22:09
  60%.
• 22:10
  It's
• 22:10
  a
• 22:10
  very
• 22:10
  helpful
• 22:11
  little
• 22:11
  rule
• 22:12
  to
• 22:12
  have
• 22:12
  in
• 22:12
  your
• 22:12
  brain.
• 22:13
  Oh,
• 22:13
  it's
• 22:13
  so,
• 22:14
  so
• 22:14
  good.
• 22:14
  'cause
• 22:14
  like
• 22:14
  you
• 22:15
  say,
• 22:15
  otherwise
• 22:15
  people
• 22:15
  just
• 22:16
  get
• 22:16
  the
• 22:16
  whole
• 22:16
  thing,
• 22:17
  even
• 22:17
  though
• 22:17
  they
• 22:17
  want
• 22:17
  it
• 22:18
  for
• 22:18
  cheaper.
• 22:18
  So
• 22:18
  I
• 22:18
  love
• 22:19
  that
• 22:19
  other
• 22:19
  quote
• 22:20
  as
• 22:20
  well.
• 22:21
  So
• 22:21
  then
• 22:22
  we
• 22:22
  can
• 22:22
  think
• 22:23
  we
• 22:23
  need
• 22:23
  to
• 22:23
  do
• 22:23
  more
• 22:24
  to
• 22:24
  gain
• 22:25
  all
• 22:25
  of
• 22:25
  this
• 22:25
  business
• 22:26
  and
• 22:26
  we
• 22:26
  need
• 22:26
  to
• 22:26
  work
• 22:27
  harder
• 22:27
  because
• 22:27
  we're
• 22:28
  earning
• 22:28
  all
• 22:28
  of
• 22:28
  this
• 22:28
  money
• 22:28
  now.
• 22:29
  So
• 22:30
  how
• 22:30
  do
• 22:30
  you
• 22:31
  talk
• 22:32
  about
• 22:32
  simplifying
• 22:33
  to
• 22:33
  grow?
• 22:33
  I'm
• 22:33
  sure
• 22:34
  I've
• 22:34
  heard
• 22:34
  you
• 22:34
  talk
• 22:34
  about
• 22:35
  this
• 22:35
  on
• 22:35
  your
• 22:35
  podcast,
• 22:36
  how
• 22:36
  to
• 22:37
  actually
• 22:38
  make
• 22:38
  life
• 22:39
  easy
• 22:39
  and
• 22:39
  still
• 22:39
  grow
• 22:40
  your
• 22:40
  business.
• 22:41
  Yeah,
• 22:42
  so
• 22:42
  a
• 22:42
  big
• 22:43
  thing
• 22:43
  that
• 22:43
  I
• 22:43
  talk
• 22:43
  about
• 22:43
  a
• 22:43
  lot
• 22:44
  is
• 22:44
  working
• 22:44
  less
• 22:44
  and
• 22:45
  earning
• 22:45
  more,
• 22:45
  and
• 22:46
  you
• 22:46
  have
• 22:46
  to
• 22:46
  be
• 22:46
  careful.
• 22:46
  You
• 22:46
  say
• 22:47
  it
• 22:47
  the
• 22:47
  right
• 22:47
  way
• 22:47
  round,
• 22:48
  otherwise
• 22:48
  it's
• 22:48
  not
• 22:48
  aspirational
• 22:49
  at
• 22:49
  all,
• 22:49
  but
• 22:50
  working
• 22:50
  less,
• 22:50
  earning
• 22:51
  more,
• 22:51
  I
• 22:52
  found
• 22:52
  that
• 22:52
  this
• 22:52
  is
• 22:52
  something
• 22:53
  that
• 22:53
  almost
• 22:54
  everyone
• 22:54
  in
• 22:54
  the
• 22:54
  world
• 22:54
  wants
• 22:55
  to
• 22:55
  be
• 22:55
  able
• 22:55
  to
• 22:55
  do.
• 22:56
  But
• 22:56
  to
• 22:56
  really
• 22:57
  pull
• 22:57
  back
• 22:58
  from
• 22:58
  this
• 22:58
  perspective
• 22:59
  where
• 22:59
  it
• 22:59
  feels
• 22:59
  like,
• 23:00
  if
• 23:00
  they're
• 23:00
  paying
• 23:00
  more,
• 23:01
  that
• 23:01
  means
• 23:01
  I
• 23:01
  have
• 23:01
  to
• 23:02
  give
• 23:02
  them
• 23:02
  more.
• 23:02
  If
• 23:02
  I
• 23:02
  want
• 23:03
  to
• 23:03
  make
• 23:03
  more
• 23:03
  in
• 23:03
  my
• 23:03
  business,
• 23:04
  that
• 23:04
  means
• 23:04
  I
• 23:04
  have
• 23:04
  to
• 23:04
  work
• 23:04
  harder.
• 23:05
  Actually
• 23:06
  sometimes
• 23:07
  our
• 23:07
  conscientiousness
• 23:08
  and
• 23:08
  our
• 23:08
  hardworking
• 23:09
  nature
• 23:10
  is
• 23:10
  the
• 23:10
  thing
• 23:11
  that
• 23:11
  holds
• 23:11
  us
• 23:11
  back
• 23:12
  from
• 23:12
  making
• 23:12
  more
• 23:12
  money
• 23:13
  because
• 23:14
  we're
• 23:14
  still
• 23:14
  trying
• 23:14
  to
• 23:15
  play
• 23:15
  small
• 23:15
  with
• 23:15
  the
• 23:15
  wrong
• 23:16
  audience.
• 23:17
  Because
• 23:17
  this
• 23:17
  is
• 23:17
  the
• 23:18
  thing,
• 23:18
  you
• 23:18
  know
• 23:18
  when
• 23:18
  people
• 23:18
  are
• 23:18
  like,
• 23:19
  oh,
• 23:19
  I
• 23:20
  spoke
• 23:20
  to
• 23:20
  a
• 23:20
  really
• 23:20
  great
• 23:21
  company.
• 23:21
  They're
• 23:22
  my
• 23:22
  ideal
• 23:22
  client.
• 23:23
  They
• 23:23
  just
• 23:23
  don't
• 23:23
  have
• 23:23
  any
• 23:23
  budget.
• 23:24
  And
• 23:24
  it's
• 23:24
  like,
• 23:25
  if
• 23:25
  they
• 23:25
  don't
• 23:25
  have
• 23:25
  budget,
• 23:26
  they
• 23:26
  are
• 23:26
  not
• 23:27
  your
• 23:27
  ideal
• 23:27
  client,
• 23:28
  because
• 23:28
  that's
• 23:28
  not
• 23:29
  a
• 23:29
  winning
• 23:29
  situation.
• 23:30
  If
• 23:30
  you
• 23:30
  get
• 23:30
  that
• 23:30
  gig,
• 23:31
  you're
• 23:31
  not
• 23:31
  gonna
• 23:31
  enjoy
• 23:31
  it.
• 23:32
  So
• 23:32
  it's
• 23:32
  really
• 23:33
  about
• 23:33
  aiming
• 23:33
  for
• 23:34
  the
• 23:34
  top
• 23:34
  of
• 23:34
  the
• 23:34
  market
• 23:35
  instead
• 23:35
  of
• 23:35
  like
• 23:35
  the
• 23:35
  inoffensive
• 23:36
  bottom
• 23:36
  of
• 23:36
  the
• 23:36
  market
• 23:37
  where
• 23:37
  we're
• 23:37
  like,
• 23:37
  it's.
• 23:38
  It's
• 23:38
  great.
• 23:39
  They're
• 23:39
  willing
• 23:39
  to
• 23:39
  take
• 23:39
  a
• 23:39
  chance
• 23:40
  on
• 23:40
  me
• 23:40
  and
• 23:40
  I'm
• 23:40
  giving
• 23:41
  them
• 23:41
  a
• 23:41
  really
• 23:41
  good
• 23:41
  price
• 23:42
  because
• 23:42
  they've
• 23:42
  taken
• 23:42
  a
• 23:42
  chance
• 23:43
  on
• 23:43
  me.
• 23:43
  It's
• 23:43
  like,
• 23:43
  ugh,
• 23:44
  they're
• 23:44
  getting
• 23:44
  an
• 23:44
  amazing
• 23:45
  deal.
• 23:45
  Don't
• 23:46
  put
• 23:46
  yourself
• 23:46
  out
• 23:47
  like
• 23:47
  that.
• 23:47
  That
• 23:47
  is
• 23:47
  not
• 23:47
  the
• 23:48
  way
• 23:48
  to
• 23:48
  be
• 23:48
  treated
• 23:49
  well
• 23:49
  as
• 23:49
  a
• 23:49
  coach
• 23:50
  or
• 23:50
  consultant,
• 23:51
  but
• 23:51
  I
• 23:51
  think
• 23:51
  the
• 23:51
  really
• 23:51
  important
• 23:52
  thing.
• 23:53
  Is
• 23:53
  that
• 23:53
  we
• 23:53
  understand
• 23:54
  like
• 23:54
  what
• 23:55
  is,
• 23:55
  what
• 23:55
  is
• 23:55
  the
• 23:55
  actual
• 23:56
  market
• 23:56
  value
• 23:57
  of
• 23:57
  what
• 23:57
  I'm
• 23:57
  able
• 23:57
  to
• 23:58
  offer?
• 23:58
  If
• 23:58
  you've
• 23:58
  come
• 23:58
  out
• 23:59
  of
• 23:59
  a
• 23:59
  corporate
• 23:59
  career,
• 24:00
  if
• 24:00
  you've
• 24:00
  been
• 24:01
  in
• 24:01
  senior
• 24:01
  leadership
• 24:02
  you
• 24:02
  have
• 24:02
  skills
• 24:03
  that
• 24:03
  are
• 24:03
  very
• 24:04
  valuable.
• 24:05
  what
• 24:05
  I
• 24:05
  love,
• 24:06
  seeing
• 24:06
  in
• 24:06
  my
• 24:06
  clients
• 24:07
  is
• 24:07
  very
• 24:07
  often
• 24:08
  they
• 24:08
  really
• 24:08
  understand
• 24:09
  what
• 24:09
  it's
• 24:09
  like
• 24:09
  from
• 24:09
  the
• 24:09
  other
• 24:09
  side
• 24:10
  of
• 24:10
  the
• 24:10
  table
• 24:10
  because
• 24:10
  they've
• 24:11
  commissioned
• 24:11
  work,
• 24:12
  like
• 24:12
  the
• 24:12
  services
• 24:13
  they're
• 24:13
  looking
• 24:14
  to
• 24:14
  offer.
• 24:15
  That
• 24:15
  is
• 24:15
  the
• 24:15
  best
• 24:15
  mindset
• 24:16
  to
• 24:16
  be
• 24:16
  in
• 24:16
  of
• 24:17
  like.
• 24:17
  Not
• 24:18
  just
• 24:18
  like
• 24:18
  me
• 24:18
  and
• 24:19
  the
• 24:19
  things
• 24:19
  that
• 24:19
  I
• 24:19
  wanna
• 24:19
  do,
• 24:20
  and
• 24:20
  I
• 24:20
  wanna
• 24:20
  make
• 24:20
  people
• 24:21
  feel
• 24:21
  really
• 24:21
  good,
• 24:21
  which,
• 24:22
  you
• 24:22
  know,
• 24:22
  we
• 24:22
  all
• 24:22
  do
• 24:22
  and
• 24:22
  that's
• 24:23
  lovely.
• 24:24
  But
• 24:24
  what
• 24:24
  is
• 24:24
  the
• 24:24
  corporate
• 24:25
  organization
• 24:25
  actually
• 24:26
  looking
• 24:26
  to
• 24:26
  achieve
• 24:27
  When
• 24:27
  we
• 24:27
  can
• 24:28
  really
• 24:28
  align
• 24:29
  the
• 24:29
  things
• 24:29
  that
• 24:30
  we
• 24:30
  are
• 24:30
  delivering?
• 24:30
  That's
• 24:30
  when
• 24:30
  we
• 24:31
  can
• 24:32
  create
• 24:33
  work
• 24:33
  that
• 24:33
  will
• 24:33
  be
• 24:34
  hundred
• 24:34
  thousand
• 24:35
  pounds
• 24:35
  or
• 24:35
  dollars,
• 24:37
  even
• 24:37
  more
• 24:37
  it
• 24:37
  can
• 24:37
  run
• 24:38
  to
• 24:38
  sort
• 24:38
  of
• 24:38
  400,
• 24:39
  500
• 24:40
  depending
• 24:40
  on
• 24:40
  the
• 24:40
  organization,
• 24:41
  depending
• 24:41
  on
• 24:41
  what
• 24:41
  you
• 24:42
  are
• 24:42
  doing.
• 24:43
  So,
• 24:43
  you
• 24:43
  know,
• 24:43
  things
• 24:44
  like
• 24:44
  leadership
• 24:45
  development.
• 24:46
  You
• 24:46
  can
• 24:46
  do
• 24:47
  that
• 24:47
  as
• 24:47
  a
• 24:47
  coach,
• 24:48
  management
• 24:48
  consulting.
• 24:49
  This
• 24:49
  is
• 24:49
  why
• 24:50
  the
• 24:50
  big
• 24:50
  four
• 24:50
  firms
• 24:50
  do
• 24:51
  it.
• 24:51
  It's
• 24:51
  very
• 24:51
  lucrative.
• 24:52
  So
• 24:52
  whatever
• 24:53
  field
• 24:53
  you
• 24:53
  are
• 24:53
  in,
• 24:54
  you've
• 24:54
  gotta
• 24:55
  start
• 24:55
  thinking
• 24:55
  about
• 24:56
  it.
• 24:56
  It's
• 24:56
  like,
• 24:56
  what
• 24:56
  is
• 24:56
  the,
• 24:56
  version
• 24:57
  of
• 24:57
  what
• 24:58
  this
• 24:58
  is,
• 24:59
  instead
• 24:59
  of
• 24:59
  trying
• 25:00
  to
• 25:00
  do
• 25:00
  the
• 25:00
  thing
• 25:00
  that
• 25:01
  will
• 25:01
  not
• 25:01
  get
• 25:01
  you
• 25:01
  criticized
• 25:02
  or
• 25:02
  not,
• 25:03
  show
• 25:03
  that
• 25:03
  you
• 25:03
  can
• 25:03
  do
• 25:04
  these
• 25:04
  things
• 25:04
  and
• 25:04
  you're
• 25:04
  not
• 25:05
  very
• 25:05
  confident
• 25:05
  at
• 25:05
  the
• 25:06
  other
• 25:06
  things.
• 25:07
  What
• 25:07
  actually
• 25:07
  takes
• 25:08
  account
• 25:08
  of
• 25:08
  who
• 25:08
  you
• 25:08
  truly
• 25:09
  are
• 25:09
  and
• 25:10
  the
• 25:10
  expertise
• 25:10
  that
• 25:10
  you
• 25:10
  have,
• 25:12
  and
• 25:12
  how
• 25:12
  can
• 25:12
  you
• 25:12
  start
• 25:13
  to
• 25:13
  put
• 25:13
  that
• 25:13
  across
• 25:13
  in
• 25:13
  a
• 25:14
  way
• 25:14
  that
• 25:14
  makes
• 25:14
  it
• 25:14
  an
• 25:14
  absolute
• 25:15
  no
• 25:15
  brainer
• 25:16
  because
• 25:17
  it
• 25:17
  doesn't
• 25:17
  need
• 25:17
  to
• 25:17
  be
• 25:17
  hard
• 25:18
  to
• 25:18
  get
• 25:18
  some
• 25:18
  of
• 25:18
  these
• 25:19
  really
• 25:19
  big,
• 25:20
  contracts.
• 25:21
  My
• 25:21
  clients
• 25:22
  are
• 25:22
  amazing,
• 25:22
  but
• 25:22
  they're
• 25:22
  also
• 25:23
  human.
• 25:23
  They're
• 25:23
  not
• 25:23
  superheroes.
• 25:24
  They
• 25:24
  are
• 25:25
  skilled
• 25:26
  professionals
• 25:26
  as
• 25:27
  your
• 25:28
  audience
• 25:28
  are
• 25:28
  as
• 25:28
  well,
• 25:28
  I
• 25:29
  would
• 25:29
  imagine,
• 25:29
  Joanna.
• 25:29
  It
• 25:30
  doesn't
• 25:30
  need
• 25:30
  to
• 25:30
  be
• 25:31
  this
• 25:31
  really
• 25:32
  complicated
• 25:32
  thing
• 25:32
  that's
• 25:33
  only
• 25:33
  for
• 25:33
  very
• 25:33
  special
• 25:34
  people.
• 25:35
  You
• 25:35
  are
• 25:35
  way
• 25:35
  more
• 25:35
  special,
• 25:36
  than
• 25:36
  you
• 25:36
  often
• 25:37
  realize.
• 25:38
  Oh,
• 25:38
  I
• 25:38
  love
• 25:38
  that.
• 25:39
  And
• 25:39
  if
• 25:39
  you
• 25:40
  are
• 25:40
  thinking
• 25:40
  about
• 25:40
  maybe
• 25:41
  one
• 25:41
  of
• 25:41
  your
• 25:41
  most
• 25:42
  successful
• 25:42
  clients,
• 25:43
  describe
• 25:44
  them
• 25:44
  to
• 25:45
  me.
• 25:45
  What
• 25:45
  sort
• 25:45
  of
• 25:46
  traits
• 25:46
  they
• 25:46
  have
• 25:47
  and
• 25:48
  the
• 25:48
  journey
• 25:48
  that
• 25:49
  they've
• 25:49
  maybe
• 25:49
  been
• 25:49
  on
• 25:49
  to
• 25:50
  get
• 25:50
  there.
• 25:51
  Yeah.
• 25:51
  Well
• 25:52
  I
• 25:52
  think
• 25:52
  something
• 25:53
  that
• 25:53
  I've
• 25:53
  seen
• 25:53
  with
• 25:53
  quite
• 25:54
  a
• 25:54
  few
• 25:54
  clients
• 25:54
  is
• 25:55
  coming
• 25:55
  into
• 25:55
  consulting.
• 25:57
  Like
• 25:57
  a
• 25:57
  lot
• 25:57
  of
• 25:57
  my
• 25:57
  clients,
• 25:57
  they
• 25:58
  do
• 25:58
  both.
• 25:58
  I
• 25:58
  think
• 25:59
  coaching
• 25:59
  is
• 25:59
  one
• 25:59
  of
• 25:59
  those
• 25:59
  skills,
• 26:00
  at
• 26:00
  this
• 26:00
  level
• 26:01
  of
• 26:01
  an
• 26:01
  organization,
• 26:02
  you're
• 26:02
  probably
• 26:02
  gonna
• 26:02
  be
• 26:02
  doing
• 26:02
  an
• 26:02
  element
• 26:03
  of
• 26:03
  coaching
• 26:03
  'cause
• 26:03
  you've
• 26:03
  gotta
• 26:04
  get
• 26:04
  the
• 26:04
  leadership
• 26:05
  on
• 26:05
  side,
• 26:06
  gotta
• 26:06
  deal
• 26:06
  with
• 26:06
  a
• 26:06
  few
• 26:06
  different
• 26:07
  personalities.
• 26:08
  There's
• 26:08
  often
• 26:08
  stuff
• 26:08
  that
• 26:09
  needs
• 26:09
  to
• 26:09
  happen
• 26:09
  within
• 26:09
  teams
• 26:10
  to
• 26:10
  get
• 26:10
  people
• 26:10
  to
• 26:11
  play
• 26:11
  well
• 26:11
  together.
• 26:12
  A
• 26:12
  thing
• 26:12
  that
• 26:13
  I
• 26:13
  see
• 26:13
  quite
• 26:13
  often
• 26:13
  is
• 26:14
  that,
• 26:14
  people
• 26:14
  follow
• 26:14
  demand.
• 26:15
  So
• 26:16
  it's
• 26:16
  like,
• 26:17
  will
• 26:17
  you
• 26:17
  do
• 26:17
  this?
• 26:18
  And
• 26:18
  then
• 26:18
  another
• 26:18
  organization
• 26:19
  is
• 26:19
  like,
• 26:19
  can
• 26:19
  you
• 26:19
  do
• 26:19
  this
• 26:20
  other
• 26:20
  thing?
• 26:20
  Which
• 26:20
  is
• 26:20
  completely
• 26:21
  different
• 26:21
  and
• 26:21
  it's
• 26:21
  all
• 26:21
  within
• 26:22
  your
• 26:22
  kind
• 26:22
  of
• 26:23
  general
• 26:23
  specialty,
• 26:24
  but
• 26:24
  nothing
• 26:25
  is
• 26:25
  niched
• 26:25
  down
• 26:26
  or
• 26:26
  specific.
• 26:27
  When
• 26:27
  I
• 26:27
  meet
• 26:28
  women
• 26:28
  in
• 26:28
  that
• 26:28
  situation,
• 26:29
  typically
• 26:30
  they're
• 26:31
  a
• 26:31
  bit
• 26:31
  fed
• 26:31
  up.
• 26:31
  They're
• 26:31
  working
• 26:32
  incredibly
• 26:32
  long
• 26:33
  hours,
• 26:34
  they're
• 26:34
  fairly
• 26:34
  burned
• 26:35
  out,
• 26:35
  and
• 26:35
  they've
• 26:35
  created
• 26:36
  a
• 26:36
  perfect
• 26:36
  replica
• 26:37
  of
• 26:37
  the
• 26:37
  corporate
• 26:38
  job
• 26:38
  that
• 26:38
  they
• 26:38
  didn't
• 26:38
  like
• 26:39
  very
• 26:39
  much
• 26:39
  and
• 26:39
  they
• 26:39
  wanted
• 26:40
  to
• 26:40
  get
• 26:40
  away
• 26:40
  from.
• 26:41
  It
• 26:41
  could
• 26:41
  be
• 26:41
  that
• 26:42
  this
• 26:42
  feels
• 26:42
  quite
• 26:43
  obvious,
• 26:43
  but
• 26:43
  the
• 26:43
  thing
• 26:44
  that
• 26:44
  you
• 26:44
  need
• 26:44
  to
• 26:44
  do
• 26:44
  in
• 26:44
  that
• 26:45
  situation
• 26:45
  is
• 26:45
  to
• 26:45
  get
• 26:46
  really
• 26:46
  intentional
• 26:46
  about
• 26:47
  the
• 26:47
  kind
• 26:47
  of
• 26:47
  work
• 26:47
  that
• 26:47
  you
• 26:47
  actually
• 26:47
  want
• 26:48
  to
• 26:48
  do.
• 26:49
  Because
• 26:49
  it's
• 26:49
  subtle,
• 26:50
  but
• 26:50
  like
• 26:51
  if
• 26:51
  you
• 26:51
  are
• 26:51
  a
• 26:51
  yes
• 26:51
  person
• 26:52
  to
• 26:52
  your
• 26:52
  corporate
• 26:53
  masters,
• 26:54
  they'll
• 26:54
  say,
• 26:54
  can
• 26:54
  you
• 26:55
  jump
• 26:55
  over
• 26:55
  here?
• 26:55
  Yes.
• 26:56
  How
• 26:56
  high
• 26:57
  can
• 26:57
  you
• 26:57
  jump
• 26:57
  in
• 26:57
  this
• 26:58
  other
• 26:58
  direction?
• 26:58
  Of
• 26:59
  course
• 26:59
  I
• 26:59
  can.
• 27:00
  And
• 27:00
  what
• 27:01
  you
• 27:01
  end
• 27:01
  up
• 27:01
  doing
• 27:01
  is
• 27:01
  dealing
• 27:02
  with
• 27:02
  this
• 27:02
  generality
• 27:03
  where
• 27:03
  you
• 27:03
  are
• 27:03
  always
• 27:03
  slightly
• 27:04
  beyond
• 27:04
  what
• 27:05
  you
• 27:05
  can
• 27:05
  actually
• 27:05
  cope
• 27:05
  with
• 27:05
  and
• 27:06
  what
• 27:06
  you
• 27:06
  know
• 27:06
  how
• 27:06
  to
• 27:06
  do.
• 27:07
  And
• 27:07
  there's
• 27:08
  no
• 27:08
  space
• 27:08
  in
• 27:09
  that
• 27:09
  for
• 27:09
  your
• 27:09
  own
• 27:09
  preference,
• 27:10
  for
• 27:10
  your
• 27:10
  own
• 27:11
  kind
• 27:11
  of,
• 27:12
  lots
• 27:12
  of
• 27:12
  my
• 27:13
  clients,
• 27:13
  they'll
• 27:13
  say
• 27:14
  i've
• 27:14
  done
• 27:15
  this
• 27:15
  broad
• 27:15
  stuff,
• 27:16
  but
• 27:16
  the
• 27:16
  thing
• 27:16
  I
• 27:16
  really
• 27:17
  love
• 27:17
  is
• 27:17
  this
• 27:17
  narrow
• 27:18
  piece
• 27:18
  here.
• 27:19
  When
• 27:19
  you
• 27:20
  start
• 27:20
  to
• 27:20
  actually
• 27:20
  get
• 27:20
  intentional,
• 27:21
  it's
• 27:21
  scarier
• 27:22
  because
• 27:22
  you
• 27:22
  are
• 27:22
  asking
• 27:23
  for
• 27:23
  something
• 27:23
  different
• 27:24
  to
• 27:24
  what
• 27:24
  sometimes
• 27:25
  people
• 27:25
  are
• 27:25
  wanting
• 27:25
  you
• 27:26
  to
• 27:26
  do,
• 27:26
  when
• 27:27
  you
• 27:27
  can
• 27:27
  be
• 27:27
  really
• 27:28
  specific
• 27:28
  and
• 27:28
  say,
• 27:28
  I
• 27:29
  wanna
• 27:29
  be
• 27:29
  the
• 27:29
  specialist.
• 27:30
  You
• 27:30
  know,
• 27:30
  we
• 27:30
  call
• 27:30
  it
• 27:30
  zone
• 27:31
  of
• 27:31
  genius.
• 27:31
  I
• 27:32
  dunno
• 27:32
  if
• 27:32
  you've
• 27:32
  come
• 27:32
  across,
• 27:33
  the
• 27:33
  book
• 27:33
  by
• 27:34
  Gay
• 27:34
  Hendricks.
• 27:34
  Yeah.
• 27:35
  Big
• 27:35
  Leap.
• 27:35
  I
• 27:36
  love
• 27:36
  that
• 27:36
  book,
• 27:36
  and
• 27:36
  it's
• 27:37
  so
• 27:37
  applicable
• 27:37
  to
• 27:38
  this
• 27:38
  kind
• 27:38
  of,
• 27:38
  niching
• 27:39
  decision
• 27:39
  making,
• 27:40
  but
• 27:40
  when
• 27:40
  you
• 27:40
  really
• 27:41
  know
• 27:41
  what
• 27:41
  your
• 27:41
  zone
• 27:41
  of
• 27:41
  genius
• 27:42
  is,
• 27:42
  the
• 27:42
  thing
• 27:43
  that
• 27:43
  you
• 27:43
  provide
• 27:44
  to
• 27:44
  an
• 27:44
  extremely
• 27:45
  high
• 27:45
  standard,
• 27:45
  because
• 27:46
  that's
• 27:46
  your
• 27:46
  gifting,
• 27:47
  that's
• 27:47
  your
• 27:47
  experience,
• 27:48
  that's
• 27:48
  your
• 27:48
  career,
• 27:48
  that's
• 27:48
  what
• 27:49
  it's
• 27:49
  been
• 27:49
  about.
• 27:50
  There
• 27:50
  is
• 27:50
  such
• 27:50
  a
• 27:51
  premium
• 27:51
  value
• 27:51
  on
• 27:52
  that,
• 27:52
  but
• 27:52
  I
• 27:52
  definitely
• 27:53
  think.
• 27:54
  It
• 27:54
  can
• 27:54
  be
• 27:54
  so
• 27:55
  hard
• 27:55
  to
• 27:55
  stop
• 27:56
  being
• 27:56
  the
• 27:56
  yes
• 27:56
  person.
• 27:57
  Because
• 27:57
  as
• 27:57
  women,
• 27:58
  and
• 27:58
  my
• 27:58
  clients
• 27:59
  are
• 27:59
  often
• 28:00
  very
• 28:00
  different
• 28:00
  personalities,
• 28:01
  but
• 28:02
  almost
• 28:02
  everyone
• 28:02
  finds
• 28:03
  it
• 28:03
  hard
• 28:03
  to
• 28:03
  be
• 28:04
  like,
• 28:04
  I'm
• 28:04
  not
• 28:05
  gonna
• 28:05
  do
• 28:05
  that
• 28:05
  anymore.
• 28:06
  I
• 28:07
  only
• 28:07
  want
• 28:07
  to
• 28:07
  do
• 28:07
  this.
• 28:08
  There's
• 28:08
  always
• 28:08
  some
• 28:08
  friction
• 28:09
  of
• 28:09
  I
• 28:09
  don't
• 28:09
  know
• 28:09
  if
• 28:09
  I'm
• 28:10
  allowed
• 28:10
  to
• 28:10
  be
• 28:10
  specific
• 28:11
  about
• 28:11
  what
• 28:11
  I
• 28:11
  want.
• 28:12
  Yes,
• 28:13
  totally.
• 28:14
  And
• 28:14
  I
• 28:14
  can
• 28:14
  see
• 28:14
  your
• 28:14
  book
• 28:15
  in
• 28:15
  the
• 28:15
  background
• 28:15
  called
• 28:16
  too
• 28:16
  much.
• 28:17
  Tell
• 28:17
  us
• 28:17
  more
• 28:17
  about
• 28:18
  what
• 28:18
  that
• 28:18
  book
• 28:19
  and
• 28:19
  that
• 28:19
  title
• 28:19
  means.
• 28:20
  Yeah,
• 28:21
  so,
• 28:21
  I
• 28:22
  wrote
• 28:22
  the
• 28:22
  book
• 28:23
  over
• 28:23
  two
• 28:23
  years.
• 28:24
  It
• 28:24
  came
• 28:24
  out
• 28:24
  earlier
• 28:25
  this
• 28:25
  year.
• 28:26
  And
• 28:28
  what
• 28:28
  I
• 28:28
  was
• 28:28
  finding
• 28:29
  is
• 28:29
  that
• 28:29
  in
• 28:29
  conversations
• 28:30
  with
• 28:30
  other
• 28:31
  entrepreneurs,
• 28:32
  there
• 28:32
  was
• 28:32
  some
• 28:32
  level
• 28:33
  of
• 28:33
  like,
• 28:33
  oh
• 28:34
  yeah,
• 28:34
  I
• 28:34
  am
• 28:34
  way
• 28:34
  too
• 28:35
  much.
• 28:35
  Oh,
• 28:35
  me
• 28:35
  too.
• 28:36
  I
• 28:36
  am
• 28:36
  so
• 28:36
  too
• 28:37
  much.
• 28:37
  And,
• 28:38
  I
• 28:38
  think
• 28:38
  sometimes
• 28:39
  it's
• 28:39
  something
• 28:39
  more
• 28:39
  known
• 28:40
  and
• 28:40
  sort
• 28:40
  of
• 28:40
  colloquial
• 28:40
  in
• 28:41
  America
• 28:41
  than
• 28:41
  in
• 28:41
  the
• 28:41
  uk
• 28:42
  but
• 28:42
  once
• 28:42
  people
• 28:42
  understand
• 28:43
  it,
• 28:43
  they
• 28:43
  really
• 28:43
  relate
• 28:44
  to
• 28:44
  it
• 28:44
  it's
• 28:44
  this
• 28:44
  idea
• 28:44
  of
• 28:44
  like,
• 28:45
  you've
• 28:46
  always
• 28:46
  been
• 28:46
  told,
• 28:47
  like
• 28:47
  you're
• 28:47
  doing
• 28:47
  a
• 28:48
  bit
• 28:48
  too
• 28:48
  fast,
• 28:49
  you're
• 28:49
  thinking
• 28:49
  a
• 28:49
  bit
• 28:49
  too
• 28:50
  fast.
• 28:50
  Your
• 28:50
  ideas
• 28:51
  are
• 28:51
  a
• 28:51
  bit
• 28:51
  too
• 28:51
  out
• 28:52
  there.
• 28:52
  You're
• 28:52
  really
• 28:52
  thinking
• 28:53
  outside
• 28:53
  the
• 28:53
  box.
• 28:54
  We
• 28:54
  are
• 28:54
  not
• 28:54
  looking
• 28:54
  for
• 28:55
  a
• 28:55
  big
• 28:55
  solution,
• 28:56
  we're
• 28:56
  just
• 28:56
  looking
• 28:56
  to
• 28:56
  sweep
• 28:57
  it
• 28:57
  under
• 28:57
  the
• 28:57
  carpet
• 28:57
  and
• 28:57
  make
• 28:58
  it
• 28:58
  go
• 28:58
  away
• 28:58
  for
• 28:58
  another
• 28:59
  six
• 28:59
  years
• 28:59
  or
• 28:59
  whatever
• 28:59
  it
• 29:00
  might
• 29:00
  be.
• 29:00
  Women
• 29:01
  like
• 29:01
  this,
• 29:02
  we
• 29:02
  are
• 29:02
  the
• 29:02
  ones
• 29:02
  who
• 29:02
  end
• 29:02
  up
• 29:03
  as
• 29:03
  coaches
• 29:03
  and
• 29:03
  consultants
• 29:04
  'cause
• 29:04
  corporate
• 29:05
  cannot
• 29:05
  contain
• 29:06
  us
• 29:06
  and
• 29:06
  the
• 29:07
  bigness
• 29:07
  of
• 29:07
  our
• 29:07
  ideas,
• 29:08
  the
• 29:08
  brightness
• 29:09
  of
• 29:09
  what
• 29:09
  we
• 29:09
  are
• 29:09
  looking
• 29:09
  to
• 29:09
  do
• 29:09
  in
• 29:10
  the
• 29:10
  world.
• 29:10
  And
• 29:10
  I
• 29:10
  think
• 29:11
  there's
• 29:11
  a
• 29:11
  lot
• 29:11
  of
• 29:11
  layers
• 29:12
  on
• 29:12
  there
• 29:12
  for
• 29:12
  women
• 29:12
  as
• 29:12
  well
• 29:13
  of
• 29:13
  like.
• 29:14
  It's
• 29:14
  not
• 29:14
  generally
• 29:15
  good
• 29:15
  to
• 29:15
  be
• 29:15
  an
• 29:15
  ambitious
• 29:16
  woman.
• 29:16
  I
• 29:16
  dunno
• 29:17
  if
• 29:17
  you've
• 29:17
  experienced
• 29:17
  that,
• 29:18
  Joanna.
• 29:18
  I
• 29:18
  definitely
• 29:18
  have
• 29:19
  try
• 29:19
  calling
• 29:20
  your
• 29:20
  business
• 29:20
  seven
• 29:20
  figure
• 29:20
  consultant.
• 29:21
  Some
• 29:21
  people
• 29:22
  are
• 29:22
  just
• 29:22
  like,
• 29:22
  Nope,
• 29:23
  I
• 29:23
  don't
• 29:23
  wanna
• 29:23
  talk
• 29:24
  about
• 29:24
  that
• 29:24
  at
• 29:24
  all.
• 29:25
  So
• 29:25
  I've
• 29:26
  written
• 29:26
  the
• 29:26
  book
• 29:26
  to.
• 29:27
  Reframe
• 29:28
  this
• 29:28
  thing
• 29:28
  of
• 29:29
  too
• 29:29
  much.
• 29:29
  This
• 29:29
  doesn't
• 29:29
  need
• 29:30
  to
• 29:30
  be
• 29:30
  something
• 29:31
  that
• 29:31
  means
• 29:31
  there's
• 29:31
  something
• 29:32
  wrong
• 29:32
  with
• 29:32
  you.
• 29:33
  This
• 29:33
  is
• 29:33
  actually
• 29:33
  all
• 29:34
  about
• 29:35
  how
• 29:35
  we
• 29:35
  can
• 29:35
  take
• 29:36
  you
• 29:36
  and
• 29:36
  put
• 29:36
  you
• 29:36
  in
• 29:36
  the
• 29:37
  right
• 29:37
  rooms
• 29:37
  instead
• 29:38
  of
• 29:38
  the
• 29:38
  rooms
• 29:38
  where
• 29:38
  like
• 29:39
  people
• 29:39
  are
• 29:39
  thinking
• 29:39
  small
• 29:40
  and
• 29:40
  you
• 29:40
  are
• 29:40
  too
• 29:40
  much
• 29:40
  for
• 29:41
  that.
• 29:41
  What
• 29:42
  are
• 29:42
  the
• 29:42
  rooms
• 29:42
  where
• 29:42
  you're
• 29:43
  too
• 29:43
  much
• 29:43
  is
• 29:43
  just
• 29:43
  the
• 29:43
  right
• 29:44
  amount.
• 29:44
  It
• 29:44
  goes
• 29:45
  into
• 29:45
  kind
• 29:45
  of
• 29:46
  as
• 29:46
  women,
• 29:46
  why
• 29:46
  I
• 29:47
  think
• 29:47
  we
• 29:47
  should
• 29:47
  all
• 29:47
  be
• 29:48
  aspiring
• 29:49
  to
• 29:49
  create
• 29:49
  wealth.
• 29:50
  And
• 29:50
  in
• 29:50
  the
• 29:51
  world,
• 29:51
  in
• 29:51
  our
• 29:51
  families,
• 29:52
  changing
• 29:53
  the
• 29:53
  world
• 29:53
  in
• 29:53
  that
• 29:53
  way,
• 29:54
  it
• 29:54
  goes
• 29:54
  into
• 29:54
  trauma.
• 29:55
  And
• 29:55
  what
• 29:56
  you
• 29:56
  can
• 29:56
  do
• 29:56
  if
• 29:56
  you
• 29:56
  have
• 29:56
  trauma
• 29:57
  in
• 29:57
  your
• 29:57
  backstory
• 29:57
  that
• 29:58
  feels
• 29:58
  like
• 29:58
  it
• 29:58
  intrudes
• 29:59
  into
• 29:59
  your
• 29:59
  business.
• 30:00
  It
• 30:00
  also
• 30:00
  talks
• 30:01
  about
• 30:01
  how
• 30:01
  do
• 30:01
  we
• 30:02
  handle
• 30:02
  these
• 30:02
  big
• 30:02
  ambitions
• 30:03
  that
• 30:03
  we
• 30:03
  have.
• 30:04
  You
• 30:04
  know,
• 30:04
  if
• 30:04
  you
• 30:04
  wanna
• 30:04
  make
• 30:04
  a
• 30:04
  hundred
• 30:05
  thousand
• 30:05
  pounds
• 30:06
  and
• 30:06
  it
• 30:06
  feels
• 30:06
  like
• 30:06
  every
• 30:07
  time
• 30:07
  you
• 30:07
  say
• 30:07
  that
• 30:07
  out
• 30:07
  loud,
• 30:08
  people
• 30:08
  are
• 30:08
  like,
• 30:08
  oh,
• 30:09
  you'll
• 30:09
  be
• 30:09
  lucky.
• 30:10
  I
• 30:10
  can't
• 30:10
  tell
• 30:10
  you
• 30:11
  the
• 30:11
  number
• 30:11
  of
• 30:11
  people
• 30:12
  who've
• 30:12
  said
• 30:12
  that
• 30:13
  to
• 30:13
  me
• 30:13
  in
• 30:13
  similar
• 30:14
  conversations.
• 30:15
  So
• 30:15
  the
• 30:16
  book
• 30:16
  is
• 30:16
  for
• 30:16
  you
• 30:16
  if
• 30:17
  you
• 30:17
  are.
• 30:17
  Looking
• 30:18
  at
• 30:18
  your
• 30:18
  business
• 30:18
  and
• 30:19
  you're
• 30:19
  like,
• 30:19
  yeah,
• 30:19
  I
• 30:19
  wanna
• 30:20
  do
• 30:20
  really
• 30:20
  well
• 30:21
  at
• 30:21
  this
• 30:21
  business,
• 30:21
  but
• 30:21
  why
• 30:22
  is
• 30:22
  everyone
• 30:22
  telling
• 30:22
  me
• 30:22
  that
• 30:22
  I
• 30:22
  can't
• 30:23
  all
• 30:23
  the
• 30:23
  time?
• 30:24
  And
• 30:24
  if
• 30:24
  you
• 30:24
  are
• 30:25
  talking
• 30:25
  to
• 30:25
  the
• 30:25
  person
• 30:25
  who
• 30:26
  wants
• 30:26
  to
• 30:27
  gain
• 30:27
  corporate
• 30:28
  work,
• 30:29
  where
• 30:29
  should
• 30:29
  they
• 30:30
  begin?
• 30:31
  Yeah,
• 30:31
  so,
• 30:32
  I
• 30:32
  actually
• 30:32
  have
• 30:33
  a
• 30:33
  new
• 30:33
  free
• 30:33
  resource
• 30:34
  that
• 30:34
  just
• 30:34
  came
• 30:34
  out
• 30:35
  a
• 30:35
  few
• 30:35
  weeks
• 30:35
  ago
• 30:35
  called
• 30:36
  How
• 30:36
  to
• 30:36
  Get
• 30:36
  Your
• 30:36
  First
• 30:37
  B2B
• 30:37
  Consulting
• 30:38
  clients.
• 30:39
  It's
• 30:39
  also
• 30:39
  very
• 30:39
  applicable
• 30:40
  to
• 30:40
  anyone
• 30:40
  who
• 30:40
  does
• 30:41
  executive
• 30:41
  coaching
• 30:42
  in
• 30:42
  corporate
• 30:42
  companies.
• 30:43
  So
• 30:44
  it
• 30:44
  breaks
• 30:45
  down.
• 30:46
  Some
• 30:46
  of
• 30:46
  the
• 30:46
  things
• 30:46
  that
• 30:46
  you
• 30:47
  might
• 30:47
  not
• 30:47
  have
• 30:47
  thought
• 30:48
  about
• 30:48
  and
• 30:48
  if
• 30:48
  you
• 30:48
  are
• 30:49
  starting
• 30:49
  to
• 30:49
  really
• 30:50
  look
• 30:50
  at
• 30:50
  client
• 30:51
  acquisition,
• 30:51
  yes,
• 30:52
  I
• 30:52
  wanna
• 30:52
  do
• 30:53
  this
• 30:53
  kind
• 30:53
  of
• 30:53
  consulting,
• 30:53
  I
• 30:53
  wanna
• 30:54
  do
• 30:54
  this
• 30:54
  kind
• 30:54
  of
• 30:54
  coaching.
• 30:55
  It's
• 30:55
  an
• 30:55
  excellent
• 30:56
  place
• 30:56
  to
• 30:56
  start.
• 30:57
  It
• 30:57
  comes
• 30:57
  with
• 30:57
  a
• 30:57
  free
• 30:58
  private
• 30:58
  audio
• 30:59
  as
• 30:59
  well
• 31:00
  where
• 31:00
  I
• 31:00
  break
• 31:00
  things
• 31:01
  down
• 31:01
  in
• 31:01
  even
• 31:01
  more
• 31:01
  detail.
• 31:02
  Oh,
• 31:03
  sounds
• 31:03
  amazing.
• 31:04
  And
• 31:04
  I
• 31:04
  will
• 31:04
  link
• 31:04
  to
• 31:04
  that
• 31:05
  in
• 31:05
  the
• 31:05
  show
• 31:05
  notes.
• 31:06
  So
• 31:07
  if
• 31:07
  someone
• 31:07
  is
• 31:07
  listening
• 31:07
  today,
• 31:08
  they
• 31:08
  know
• 31:08
  they're
• 31:08
  playing
• 31:09
  small
• 31:09
  and
• 31:10
  they
• 31:11
  want
• 31:11
  to
• 31:11
  play
• 31:11
  a
• 31:11
  bigger
• 31:12
  game,
• 31:12
  what's
• 31:13
  your
• 31:13
  advice
• 31:14
  for
• 31:14
  them
• 31:14
  that
• 31:14
  they
• 31:14
  can
• 31:15
  actually
• 31:15
  implement
• 31:16
  this
• 31:16
  week?
• 31:17
  Yeah,
• 31:18
  I
• 31:18
  would
• 31:18
  say,
• 31:19
  in
• 31:19
  my
• 31:19
  book
• 31:20
  I
• 31:20
  have
• 31:20
  a
• 31:20
  three
• 31:20
  stage
• 31:21
  framework
• 31:21
  connecting
• 31:22
  to
• 31:22
  abundance,
• 31:23
  dealing
• 31:23
  with
• 31:23
  the
• 31:23
  inner
• 31:23
  critic
• 31:24
  and
• 31:24
  feeling
• 31:25
  for
• 31:25
  aligned
• 31:26
  actions.
• 31:27
  But
• 31:27
  this
• 31:27
  first
• 31:28
  thing
• 31:28
  of
• 31:28
  connecting
• 31:28
  to
• 31:28
  abundance,
• 31:29
  it's
• 31:29
  almost
• 31:30
  like.
• 31:31
  That
• 31:31
  voice
• 31:31
  that
• 31:31
  is
• 31:32
  always
• 31:32
  like,
• 31:32
  I
• 31:32
  want
• 31:33
  more.
• 31:33
  This
• 31:33
  should
• 31:34
  be
• 31:34
  bigger.
• 31:34
  I
• 31:35
  want
• 31:35
  a
• 31:35
  seven
• 31:35
  figure
• 31:35
  business.
• 31:36
  What
• 31:36
  would
• 31:36
  happen
• 31:37
  if
• 31:37
  you
• 31:37
  just
• 31:37
  let
• 31:37
  it
• 31:37
  speak?
• 31:38
  I
• 31:38
  would
• 31:38
  literally
• 31:39
  sit
• 31:39
  down
• 31:39
  with
• 31:39
  your
• 31:39
  journal.
• 31:40
  I
• 31:40
  would
• 31:41
  free
• 31:41
  write.
• 31:42
  My
• 31:42
  life
• 31:43
  is
• 31:43
  a
• 31:43
  seven
• 31:43
  figure
• 31:43
  coach.
• 31:44
  My
• 31:44
  life
• 31:44
  is
• 31:44
  a
• 31:44
  seven
• 31:45
  figure
• 31:45
  consultant.
• 31:45
  Whatever
• 31:46
  it
• 31:46
  is.
• 31:47
  We
• 31:47
  have
• 31:47
  so
• 31:48
  many
• 31:49
  impulses.
• 31:49
  We
• 31:50
  have
• 31:50
  so
• 31:50
  many
• 31:50
  nudges
• 31:51
  from
• 31:51
  the
• 31:51
  universe
• 31:51
  and
• 31:52
  we
• 31:52
  ignore
• 31:52
  all
• 31:52
  of
• 31:52
  them.
• 31:52
  'cause
• 31:52
  we're
• 31:53
  like,
• 31:53
  that's
• 31:53
  too
• 31:54
  big.
• 31:54
  I'm
• 31:54
  not
• 31:55
  allowed
• 31:55
  to
• 31:55
  do
• 31:55
  that.
• 31:56
  That
• 31:56
  freaks
• 31:56
  me
• 31:56
  out.
• 31:57
  Let
• 31:57
  that
• 31:57
  voice
• 31:58
  start
• 31:58
  to
• 31:58
  speak
• 31:59
  even
• 31:59
  if
• 31:59
  only
• 31:59
  to
• 31:59
  yourself.
• 32:00
  I
• 32:00
  have
• 32:01
  had
• 32:01
  clients
• 32:01
  who
• 32:01
  have
• 32:01
  done
• 32:01
  this
• 32:02
  and
• 32:02
  it
• 32:02
  has
• 32:02
  transformed
• 32:04
  the
• 32:04
  way
• 32:04
  that
• 32:04
  they
• 32:04
  show
• 32:05
  up
• 32:05
  in
• 32:05
  their
• 32:05
  business.
• 32:05
  So
• 32:06
  I
• 32:06
  would
• 32:06
  absolutely
• 32:06
  say,
• 32:07
  even
• 32:07
  if
• 32:07
  you're
• 32:07
  thinking
• 32:07
  like,
• 32:08
  oh,
• 32:08
  but
• 32:08
  that's
• 32:08
  seven
• 32:09
  figures
• 32:09
  and
• 32:09
  I
• 32:09
  just
• 32:09
  wanna
• 32:10
  get
• 32:10
  to
• 32:10
  six
• 32:10
  figures.
• 32:11
  That's
• 32:11
  fine.
• 32:12
  Get
• 32:12
  to
• 32:12
  six
• 32:12
  figures
• 32:13
  and
• 32:13
  the
• 32:13
  rest
• 32:13
  of
• 32:13
  your
• 32:13
  path
• 32:14
  will
• 32:14
  uncover.
• 32:15
  But
• 32:15
  the
• 32:15
  way
• 32:15
  to
• 32:15
  do
• 32:16
  it
• 32:16
  is
• 32:16
  to
• 32:16
  start
• 32:17
  to
• 32:17
  give
• 32:17
  yourself
• 32:17
  permission
• 32:18
  to
• 32:19
  own
• 32:19
  that
• 32:19
  ambition.
• 32:21
  I
• 32:21
  love
• 32:21
  it.
• 32:21
  I
• 32:21
  cannot
• 32:22
  wait
• 32:22
  to
• 32:22
  actually
• 32:23
  start
• 32:23
  doing
• 32:23
  that
• 32:23
  myself.
• 32:24
  I
• 32:24
  used
• 32:24
  to
• 32:24
  journal
• 32:25
  all
• 32:25
  the
• 32:25
  time,
• 32:26
  and
• 32:26
  now
• 32:26
  I've
• 32:26
  fallen
• 32:27
  out
• 32:27
  of
• 32:27
  the
• 32:27
  habit.
• 32:27
  So
• 32:28
  it's
• 32:29
  a
• 32:29
  great
• 32:29
  way
• 32:29
  of
• 32:29
  untangling
• 32:30
  your
• 32:30
  thoughts
• 32:31
  and
• 32:31
  it's
• 32:31
  worked
• 32:32
  massively
• 32:32
  for
• 32:32
  me
• 32:33
  to
• 32:33
  grow
• 32:33
  my
• 32:33
  business
• 32:33
  to
• 32:34
  this
• 32:34
  level.
• 32:34
  So
• 32:34
  I
• 32:34
  cannot
• 32:35
  wait
• 32:35
  to
• 32:36
  write
• 32:36
  that
• 32:36
  next
• 32:36
  goal.
• 32:37
  Jessica.
• 32:38
  Thank
• 32:39
  you
• 32:39
  so
• 32:39
  much
• 32:40
  for
• 32:40
  being
• 32:41
  on
• 32:41
  the
• 32:41
  show.
• 32:41
  I
• 32:41
  can't
• 32:42
  wait
• 32:42
  to
• 32:42
  share
• 32:42
  your
• 32:42
  resources
• 32:43
  and
• 32:43
  also
• 32:44
  your
• 32:44
  book
• 32:44
  any
• 32:44
  final
• 32:45
  words
• 32:45
  for
• 32:46
  listeners?
• 32:47
  Yeah,
• 32:47
  I
• 32:47
  mean,
• 32:47
  thank
• 32:48
  you
• 32:48
  so
• 32:48
  much
• 32:48
  for
• 32:48
  having
• 32:48
  me.
• 32:49
  It's
• 32:49
  been
• 32:49
  such
• 32:49
  a
• 32:49
  pleasure
• 32:50
  to
• 32:50
  talk
• 32:51
  about
• 32:51
  these
• 32:51
  things,
• 32:51
  pay
• 32:52
  attention
• 32:52
  to
• 32:52
  what
• 32:53
  your
• 32:53
  inner
• 32:53
  voice,
• 32:54
  your
• 32:54
  higher
• 32:54
  self
• 32:55
  is
• 32:55
  sending
• 32:56
  you.
• 32:56
  I
• 32:56
  often
• 32:56
  talk
• 32:57
  with
• 32:57
  my
• 32:57
  clients
• 32:57
  about
• 32:57
  seven
• 32:58
  figure
• 32:58
  self,
• 32:58
  but
• 32:58
  you
• 32:58
  can
• 32:59
  just
• 32:59
  as
• 32:59
  easily
• 32:59
  make
• 32:59
  that
• 32:59
  your
• 33:00
  six
• 33:00
  figure
• 33:00
  self.
• 33:01
  But
• 33:01
  just
• 33:01
  like
• 33:01
  pay
• 33:02
  attention
• 33:02
  when
• 33:02
  these
• 33:03
  little
• 33:03
  nudges
• 33:03
  are
• 33:03
  coming
• 33:03
  up.
• 33:04
  I
• 33:04
  could
• 33:04
  do
• 33:04
  that.
• 33:05
  I
• 33:05
  could
• 33:05
  do
• 33:05
  a
• 33:05
  workshop
• 33:06
  like
• 33:06
  that.
• 33:06
  I
• 33:06
  could
• 33:07
  charge
• 33:07
  that
• 33:08
  again.
• 33:08
  What
• 33:08
  would
• 33:08
  happen
• 33:09
  if
• 33:09
  you
• 33:09
  listen
• 33:10
  to
• 33:10
  that
• 33:10
  voice
• 33:10
  instead
• 33:10
  of
• 33:10
  squashing
• 33:11
  it
• 33:11
  down?
• 33:12
  Yeah.
• 33:12
  Love
• 33:13
  it.
• 33:13
  Thank
• 33:13
  you
• 33:13
  so
• 33:13
  much.
• 33:15
  Microphone (Samson Q2U Microphone): Thank
• 33:15
  Microphone (Samson Q2U Microphone): you
• 33:15
  Microphone (Samson Q2U Microphone): so
• 33:15
  Microphone (Samson Q2U Microphone): much
• 33:16
  Microphone (Samson Q2U Microphone): for
• 33:16
  Microphone (Samson Q2U Microphone): listening
• 33:16
  Microphone (Samson Q2U Microphone): to
• 33:16
  Microphone (Samson Q2U Microphone): this
• 33:17
  Microphone (Samson Q2U Microphone): episode
• 33:17
  Microphone (Samson Q2U Microphone): of
• 33:17
  Microphone (Samson Q2U Microphone): Women
• 33:18
  Microphone (Samson Q2U Microphone): in
• 33:18
  Microphone (Samson Q2U Microphone): the
• 33:18
  Microphone (Samson Q2U Microphone): Coaching
• 33:18
  Microphone (Samson Q2U Microphone): Arena.
• 33:19
  Microphone (Samson Q2U Microphone): I
• 33:20
  Microphone (Samson Q2U Microphone): have
• 33:20
  Microphone (Samson Q2U Microphone): a
• 33:20
  Microphone (Samson Q2U Microphone): mess
• 33:20
  Microphone (Samson Q2U Microphone): of
• 33:21
  Microphone (Samson Q2U Microphone): free
• 33:21
  Microphone (Samson Q2U Microphone): resources
• 33:22
  Microphone (Samson Q2U Microphone): on
• 33:22
  Microphone (Samson Q2U Microphone): my
• 33:22
  Microphone (Samson Q2U Microphone): website
• 33:23
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 33:26
  Microphone (Samson Q2U Microphone): That's
• 33:26
  Microphone (Samson Q2U Microphone): Joanna
• 33:27
  Microphone (Samson Q2U Microphone): with
• 33:27
  Microphone (Samson Q2U Microphone): an
• 33:27
  Microphone (Samson Q2U Microphone): A
• 33:28
  Microphone (Samson Q2U Microphone): and
• 33:28
  Microphone (Samson Q2U Microphone): Lott
• 33:28
  Microphone (Samson Q2U Microphone): with
• 33:28
  Microphone (Samson Q2U Microphone): two
• 33:29
  Microphone (Samson Q2U Microphone): T's.
• 33:30
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 33:32
  Microphone (Samson Q2U Microphone): And
• 33:32
  Microphone (Samson Q2U Microphone): I'll
• 33:33
  Microphone (Samson Q2U Microphone): also
• 33:33
  Microphone (Samson Q2U Microphone): put
• 33:33
  Microphone (Samson Q2U Microphone): links
• 33:33
  Microphone (Samson Q2U Microphone): in
• 33:33
  Microphone (Samson Q2U Microphone): the
• 33:34
  Microphone (Samson Q2U Microphone): show
• 33:34
  Microphone (Samson Q2U Microphone): notes.
• 33:36
  Microphone (Samson Q2U Microphone): Let
• 33:36
  Microphone (Samson Q2U Microphone): me
• 33:36
  Microphone (Samson Q2U Microphone): know
• 33:36
  Microphone (Samson Q2U Microphone): if
• 33:37
  Microphone (Samson Q2U Microphone): you
• 33:37
  Microphone (Samson Q2U Microphone): found
• 33:37
  Microphone (Samson Q2U Microphone): this
• 33:37
  Microphone (Samson Q2U Microphone): episode
• 33:38
  Microphone (Samson Q2U Microphone): useful.
• 33:38
  Microphone (Samson Q2U Microphone): Share
• 33:39
  Microphone (Samson Q2U Microphone): it
• 33:39
  Microphone (Samson Q2U Microphone): with
• 33:39
  Microphone (Samson Q2U Microphone): a
• 33:39
  Microphone (Samson Q2U Microphone): friend
• 33:40
  Microphone (Samson Q2U Microphone): and
• 33:40
  Microphone (Samson Q2U Microphone): leave
• 33:40
  Microphone (Samson Q2U Microphone): me
• 33:40
  Microphone (Samson Q2U Microphone): a
• 33:40
  Microphone (Samson Q2U Microphone): review,
• 33:41
  Microphone (Samson Q2U Microphone): and
• 33:41
  Microphone (Samson Q2U Microphone): I
• 33:41
  Microphone (Samson Q2U Microphone): will
• 33:41
  Microphone (Samson Q2U Microphone): personally
• 33:42
  Microphone (Samson Q2U Microphone): thank
• 33:43
  Microphone (Samson Q2U Microphone): you
• 33:43
  Microphone (Samson Q2U Microphone): for
• 33:43
  Microphone (Samson Q2U Microphone): that.
• 33:44
  Microphone (Samson Q2U Microphone): Remember
• 33:45
  Microphone (Samson Q2U Microphone): to
• 33:45
  Microphone (Samson Q2U Microphone): trust
• 33:45
  Microphone (Samson Q2U Microphone): yourself,
• 33:46
  Microphone (Samson Q2U Microphone): believe
• 33:46
  Microphone (Samson Q2U Microphone): in
• 33:47
  Microphone (Samson Q2U Microphone): yourself
• 33:47
  Microphone (Samson Q2U Microphone): and
• 33:47
  Microphone (Samson Q2U Microphone): be
• 33:48
  Microphone (Samson Q2U Microphone): the
• 33:48
  Microphone (Samson Q2U Microphone): wise
• 33:48
  Microphone (Samson Q2U Microphone): Gardner
• 33:49
  Microphone (Samson Q2U Microphone): who
• 33:49
  Microphone (Samson Q2U Microphone): keeps
• 33:49
  Microphone (Samson Q2U Microphone): on
• 33:49
  Microphone (Samson Q2U Microphone): watering
• 33:50
  Microphone (Samson Q2U Microphone): the
• 33:50
  Microphone (Samson Q2U Microphone): seed.
• 33:51
  Microphone (Samson Q2U Microphone): Get
• 33:51
  Microphone (Samson Q2U Microphone): into
• 33:52
  Microphone (Samson Q2U Microphone): the
• 33:52
  Microphone (Samson Q2U Microphone): arena
• 33:52
  Microphone (Samson Q2U Microphone): dare,
• 33:53
  Microphone (Samson Q2U Microphone): greatly
• 33:53
  Microphone (Samson Q2U Microphone): and
• 33:53
  Microphone (Samson Q2U Microphone): try.