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Heart-Led Entrepreneurial Mastery with Margaret Floyd Barry · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to the Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let's go.
• 0:31
  Speaker: Let your heart guide your business journey.
• 0:42
  Tom Jackobs: Well, hello, huggable humans and good vibe givers.
• 0:45
  Tom Jackobs: It's time to kick up your heels and tilt your ears towards today's nutrition nutcracker.
• 0:50
  Tom Jackobs: Prepare to be tickled pink by our guest, the marvelous, magical Margaret Floyd Berry.
• 0:56
  Tom Jackobs: This fine friend is a functional foodie, a word wizard with wellness wisdom, and holds the brass ring for restoring radiant health.
• 1:04
  Tom Jackobs: On today's hoedown at the Heart-Led Business Show, we're going to munch on Margaret's mastery of owning a business that doesn't just make moolah, but makes mountains of transformative transformations.
• 1:14
  Tom Jackobs: So buckle up and bon appétit.
• 1:16
  Tom Jackobs: This will be a non bore discourse.
• 1:19
  Tom Jackobs: Margaret, welcome to the show.
• 1:20
  Margaret Floyd Barry: Oh my goodness.
• 1:21
  Margaret Floyd Barry: That is the best introduction I have ever received.
• 1:24
  Margaret Floyd Barry: Thank you so much.
• 1:26
  Margaret Floyd Barry: It is a delight to be here.
• 1:27
  Tom Jackobs: So glad to dive in to the show and in your backstory, having worked together for a couple of months.
• 1:32
  Tom Jackobs: But first, the first question I always have out of the bag is what's your definition of a heart-led business?
• 1:38
  Margaret Floyd Barry: Well, I think it actually takes a step back to what my definition of the purpose of a business is, which is to me, it is one of the most powerful vehicles for self expression that we can have in this world.
• 1:54
  Margaret Floyd Barry: And so if we take that lens, it's not just about a financial transaction.
• 1:58
  Margaret Floyd Barry: That's part of it.
• 1:59
  Margaret Floyd Barry: Yes, but it really is this self expression then to me, a heart-led business is all about alignment.
• 2:06
  Margaret Floyd Barry: It's about alignment with my values, with what I believe, with what I want to create in my life and in the world, in the lives of my clients and the lives of my students, and it's all about really just this sort of core thread of integrity of just that alignment is the word that I keep coming back to because I know when all of these pieces are aligned, that how I'm relating to my staff, how I'm relating to clients, how we are engaging in the sales process, how we're conducting those financial transactions, the actual content of what we do as a business.
• 2:43
  Margaret Floyd Barry: If all of that is really aligned, then I really believe that we're unstoppable.
• 2:48
  Margaret Floyd Barry: And it just comes right back to that heart piece.
• 2:52
  Margaret Floyd Barry: It's there's nothing sort of, you know, the heart's the center of the body, right?
• 2:55
  Margaret Floyd Barry: I just, it's just everything just locks in into place in this really beautiful harmony.
• 3:00
  Tom Jackobs: That's what you said about business as a self expression.
• 3:03
  Tom Jackobs: That is the first time that, that somebody's said that in 50 some episodes now.
• 3:07
  Tom Jackobs: I love that.
• 3:08
  Tom Jackobs: And it's so true that for most businesses, especially heart-led businesses, when, you put that business together because it's out of a passion typically, and it is what you, it should be what you love to do because you're going to be doing it for 15 hours a day at first things so cool.
• 3:25
  Tom Jackobs: So tell us a little bit about your business and what inspired you to start a heart-led business.
• 3:29
  Margaret Floyd Barry: Absolutely.
• 3:30
  Margaret Floyd Barry: So, well, my core business, I'm a functional nutritionist, as you said.
• 3:35
  Margaret Floyd Barry: And so, but my main business right now is training other health professionals and the really advanced tools of functional nutrition.
• 3:42
  Margaret Floyd Barry: So we're working with nutrition professionals, chiropractors, acupuncturists, nurse practitioners, doctors who want to use lab testing.
• 3:51
  Margaret Floyd Barry: Not in the way that we conventionally think of it to sort of diagnose disease and treat and manage disease, but to identify deeper imbalances in the body that we can then correct through being very strategic with food choices and certain supplements and lifestyle interventions.
• 4:07
  Margaret Floyd Barry: So that's my main business is supporting other health professionals to use a toolkit that I've seen in my practice, create absolutely transformational results.
• 4:19
  Tom Jackobs: That's awesome.
• 4:19
  Tom Jackobs: And so you first started though, in practice nutrition practice and as a functional nutrition, and then gaining that knowledge.
• 4:27
  Tom Jackobs: Now you're training others to do the same as you're doing.
• 4:30
  Tom Jackobs: Is that right?
• 4:30
  Margaret Floyd Barry: Exactly.
• 4:31
  Margaret Floyd Barry: So my first in this lifetime of business, I've had other lifetimes which is actually what led me to the really understanding the importance of heart-led business.
• 4:39
  Margaret Floyd Barry: Because I think I had some experiences that were exactly not that, which showed me what I didn't want to do.
• 4:44
  Margaret Floyd Barry: And I can share about that but yes, I started off as a practitioner.
• 4:47
  Margaret Floyd Barry: And I actually didn't, the company restorative wellness solutions that I lead now, I wasn't the founder of it.
• 4:52
  Margaret Floyd Barry: I was the very first student of it and it transformed my practice.
• 4:56
  Margaret Floyd Barry: It transformed my clients lives and so I quickly became involved as an instructor and then part owner and then a couple of years ago, ended up buying out the founder as she was going on to other things.
• 5:07
  Margaret Floyd Barry: You know, in terms of my commitment to this being heart-led, it just comes from many experiences of it not being heart-led and how absolutely horrible that feels.
• 5:19
  Margaret Floyd Barry: You know, way back in the day before I even considered nutrition as a career when I was first out of college, I worked as a change management consultant in one of the big five consulting companies working on SAP implementation.
• 5:33
  Margaret Floyd Barry: So anyone who knows about all this stuff, I mean, In the belly of the corporate beast.
• 5:37
  Margaret Floyd Barry: And at the time I was living up in Vancouver, BC, Canadian originally.
• 5:41
  Margaret Floyd Barry: So I was living up in Canada and my boyfriend was, you know, working as, working for the Sierra club.
• 5:46
  Margaret Floyd Barry: So he, here he is doing this powerful environmental advocacy work, which I fiercely believed in and the client that I that I was put on their project was one of the biggest companies in the country and so it was this, I had this moment of disconnect where what I did Monday to Friday was help this company do what they do better, but what they did, I fundamentally, you know, it was all about the clear cuts that then.
• 6:14
  Margaret Floyd Barry: My boyfriend was protesting, right?
• 6:16
  Margaret Floyd Barry: And that I would be literally protesting the actions of this company on the weekends and then Monday to Friday in the belly of the beast and it's funny because it became a bit of a joke in this consulting firm.
• 6:25
  Margaret Floyd Barry: I'm not going to name any names here, but it became a bit of a joke because I actually got so hot and bothered about this.
• 6:29
  Margaret Floyd Barry: I'm also, you know, early twenties, I'm just all idealistic and don't have any responsibilities.
• 6:34
  Margaret Floyd Barry: So I can do things like quit and not really care about it.
• 6:37
  Margaret Floyd Barry: And I kept quitting, but then they would be like, well, here, we're going to pay you this much.
• 6:41
  Margaret Floyd Barry: And I would, I mean, I'm also a starting student, know, I just graduated from college and so I'd see these things and they would say, I swear, we will never put you on another forestry company cause there was multiple.
• 6:51
  Margaret Floyd Barry: This is in British Columbia in Canada.
• 6:52
  Margaret Floyd Barry: That was like a big part of the industry and then they put me on some like government contract or something and then next thing you know, they're like, well, this company, you've got such a specialty now.
• 7:00
  Margaret Floyd Barry: So I just had this experience of the disconnect of doing, it.
• 7:04
  Margaret Floyd Barry: That was the thing that was kind of crazy.
• 7:05
  Margaret Floyd Barry: I learned that I love the business side of it but I didn't love the end result and I committed when I left that ultimately to never do that again, never put myself in a position where the bigger picture end.
• 7:17
  Margaret Floyd Barry: Of what we are creating in the world is not in alignment with who I am in my core.
• 7:22
  Margaret Floyd Barry: It took me a minute before I became, you know, an entrepreneur and actually started my own thing but that was the birthplace of really understanding how painful that disconnect is just with the, you know, and then this of course extends not just to the core line of the business, what the business produces, every interaction within that.
• 7:39
  Margaret Floyd Barry: In fact, I ended up from there before going to to study nutrition and embarking on my health career.
• 7:45
  Margaret Floyd Barry: I actually became a business coach and consultant in the field of corporate social responsibility, working with companies, trying to help them actually have better relation with their staff, with the environment, with you know, in even their core business line and, you know it's challenging work.
• 8:01
  Margaret Floyd Barry: It's a lot of problems with it, but at least I was in alignment with what I was trying to do.
• 8:06
  Margaret Floyd Barry: So that I've never looked back from that.
• 8:08
  Margaret Floyd Barry: Every business decision I have made from that point has been to bring, come into alignment with what is, what I really believe to be important
• 8:17
  Tom Jackobs: Yeah that's what a great story.
• 8:20
  Tom Jackobs: And a lot of that resonates with me for sure.
• 8:22
  Tom Jackobs: Like I was in big oil before starting my, my and on SAP implementation as well.
• 8:27
  Tom Jackobs: So when you said that I was like, Oh, flashback oil and yeah, the days my Arthur Anderson friends and doing all that I was like, Oh my gosh, that was anyway.
• 8:35
  Tom Jackobs: But the same thing, like the last job I had before I started my fitness business was, you know, managing a rail fleet for propane and propane accessories.
• 8:44
  Tom Jackobs: I would say that it's kind of funny and it made no, I was like, what am I doing?
• 8:48
  Tom Jackobs: This is not, it's not impacting me.
• 8:50
  Tom Jackobs: Like, Is it impacting some people?
• 8:52
  Tom Jackobs: Yeah, they get gas for the winter, but like at the end of the day, is it really helping people?
• 8:56
  Tom Jackobs: Like you said, it's all about the integrity and finding what that self expression is as well.
• 9:02
  Tom Jackobs: Funny.
• 9:02
  Tom Jackobs: So, As you're making that transition from corporate to now having your nutrition practice and then now with RWS, what have been some of the challenges that have come up with being a heart-led business and still needing to make a profit?
• 9:17
  Margaret Floyd Barry: It is.
• 9:17
  Margaret Floyd Barry: It is definitely there have definitely been challenges.
• 9:20
  Margaret Floyd Barry: I feel like, and maybe this is, I don't know if this is an illusion that I live under, but I do firmly believe that when we're operating in this place of true integrity, when I'm so committed to the value that we're creating, the transformation that we're creating.
• 9:37
  Margaret Floyd Barry: So I think just thinking about RWS here, thinking about the transformation and the skills and the abilities of these practitioners and equipping them with the tools and methodology to get these incredible results in their clients lives.
• 9:49
  Margaret Floyd Barry: To me, If we're doing a really good job of that, the financial piece comes together with it.
• 9:55
  Margaret Floyd Barry: I never the financial piece and I know that's what business is for is the financial transaction.
• 10:01
  Margaret Floyd Barry: Anytime I have gotten into trouble is when I put.
• 10:04
  Margaret Floyd Barry: The interests of the money first.
• 10:06
  Margaret Floyd Barry: If I get into scarcity thinking, or if I start making buying decisions on behalf of my students or clients, right, I've decided in my mind, well, there's no way you can afford this.
• 10:16
  Margaret Floyd Barry: If I start, you know, all of any financial challenges we have ultimately have come back to my limiting beliefs or.
• 10:24
  Margaret Floyd Barry: Me getting out of alignment with the priorities.
• 10:28
  Margaret Floyd Barry: And what I don't mean by that is, you know, dramatically overspending or, you know, undervaluing what you're doing.
• 10:34
  Margaret Floyd Barry: It's really about.
• 10:35
  Margaret Floyd Barry: You know, what I have learned over and again, and I see this financially, I see this in sales, I see this in managing my team and in really watching them step up and thrive and behave almost like owners of the business.
• 10:47
  Margaret Floyd Barry: I feel like that's one of the biggest pain points for a lot of entrepreneurs.
• 10:50
  Margaret Floyd Barry: They kind of grumble about their team.
• 10:51
  Margaret Floyd Barry: And I hear some of my colleagues grumble about their teams and I'm like, that's not good.
• 10:54
  Margaret Floyd Barry: I love my team so much.
• 10:56
  Margaret Floyd Barry: It is, it's kind of an unusual sale or a team meeting that I don't like cry at some point, but not because I'm upset because I'm just so moved by how hard everyone is working and how committed to this work they all are.
• 11:08
  Margaret Floyd Barry: They're just, I love them so much and I could never do what I do without them.
• 11:11
  Margaret Floyd Barry: And that's entirely because we keep it all Aligned with, as I said, coming back to that those, that sort of that core belief, there have been times where we have fallen out of that, where we've gotten into scarcity mode, or we have put financial goals first, or we have not used.
• 11:27
  Margaret Floyd Barry: That vision of what we're trying to create in the world as the inspiring force for the group and sort of equipped them with the go for it, you know, go, you know what the vision is, you share the vision, let's create this together and with the permission to fail.
• 11:42
  Margaret Floyd Barry: I want to actually speak to that very specifically.
• 11:44
  Margaret Floyd Barry: I think that when you are aligned, you give yourself a permission to take bigger risks because you know that mistakes are a part of the process.
• 11:52
  Margaret Floyd Barry: That they're just part of your learning, but they don't hook you, they don't feel like when it feels like a dagger and it feels really personal, I'm going to bet there's some piece of it out of alignment.
• 12:00
  Margaret Floyd Barry: That is not integrity with who you are and what you're doing.
• 12:03
  Margaret Floyd Barry: That's when it really stings, because I know the more that I have been honest with who I am and how I want to lead this company, we've made some massive mistakes.
• 12:11
  Margaret Floyd Barry: And I'm so okay with that because I can stand in total integrity in front of my entire community and say, we screwed up.
• 12:17
  Margaret Floyd Barry: This was our intention.
• 12:18
  Margaret Floyd Barry: This is what we thought was going to happen.
• 12:20
  Margaret Floyd Barry: This is why we did it this way.
• 12:21
  Margaret Floyd Barry: And it didn't work out.
• 12:22
  Margaret Floyd Barry: And they give so much more permission.
• 12:25
  Margaret Floyd Barry: and understanding for that because it's aligned.
• 12:27
  Margaret Floyd Barry: Now, if there's a piece of me, if I put it because of the financial goals first, or I was doing something that felt a little bit shady just to get the sale, or I was, you know, if there's any of those pieces start to come in, then if I get that feedback, I'm, it's gonna, it's gonna really sting and I'm gonna get defensive because I know that I did something that I really any, and I'm trying to think of specific moments.
• 12:47
  Margaret Floyd Barry: Honestly, the more aligned that I have become in every decision that I make in the business.
• 12:52
  Margaret Floyd Barry: It actually takes out a lot of the drama, and it doesn't mean that there's not stressful moments.
• 12:56
  Margaret Floyd Barry: There's plenty of stressful moments, but it's not these, like, it's not like sort of white knuckling roller coaster kind of a situation.
• 13:03
  Margaret Floyd Barry: So I just I think that.
• 13:04
  Margaret Floyd Barry: It all comes back to me for this alignment of who you are and what you're doing and that the financial piece just fits in this as this beautiful side benefit.
• 13:14
  Margaret Floyd Barry: It's the outcome of doing all of those other pieces, as opposed to the first order of business.
• 13:20
  Tom Jackobs: Yeah, absolutely.
• 13:21
  Tom Jackobs: Couldn't agree with you more.
• 13:22
  Tom Jackobs: And, you know, having worked with you for a couple months, I've seen your passion for helping the practitioners be okay with charging what they're worth.
• 13:32
  Tom Jackobs: And I wonder if you'd be okay with sharing a little bit about that and the first course or the first the first class that you went through that, that I observed, and I could see your passion about that.
• 13:44
  Tom Jackobs: You need to make the money to be able to help these people.
• 13:48
  Tom Jackobs: I don't want to put words here.
• 13:50
  Tom Jackobs: Can you talk a little bit passion?
• 13:51
  Margaret Floyd Barry: No, a hundred percent.
• 13:52
  Margaret Floyd Barry: In the health space, in the functional health space in particular there are a couple of designations that typically, I'm going to over generalize and stereotype here, but where a lot of those practitioners have a very hard time valuing themselves and charging what they're worth.
• 14:09
  Margaret Floyd Barry: And it can sometimes come because, oh, I don't have MD next to my name, or I'm not a, you know, like they, there's this sort of hierarchy.
• 14:16
  Margaret Floyd Barry: And yet, And I'm just going to speak very specifically to nutrition professionals, because even though we train lots of different types of practitioners, the majority are nutrition professionals, you know, in functional medicine, which is becoming increasingly popular because it is extremely effective at actually getting to the root of the problem so that we correct the issue rather than just sort of bandaid over it with a whole bunch of drugs and procedures and never actually heal.
• 14:42
  Margaret Floyd Barry: The core of functional medicine is functional nutrition.
• 14:46
  Margaret Floyd Barry: That is the core.
• 14:47
  Margaret Floyd Barry: That is the, you know, and in fact, sometimes what we see with functional MDs, if they don't have that profound level of training in nutrition, which unless they have sought it out additionally, they don't get in medical school at all.
• 14:59
  Margaret Floyd Barry: Then the tendency can be to just practice what I call green allopathy, meaning Oh, we see, here's a disease state that we see on your labs.
• 15:09
  Margaret Floyd Barry: We'll diagnose it, but instead of using the medical route, we'll use herbs and nutrients instead.
• 15:13
  Margaret Floyd Barry: But it's still, the approach is managing symptoms, but just now we're using natural agents versus prescriptive agents.
• 15:19
  Margaret Floyd Barry: Nutritionists don't have the ability to diagnose or prescribe and treat.
• 15:24
  Margaret Floyd Barry: And sometimes that can be the the basis of insecurities, but I think it's our biggest power because we are required to look at what is causing.
• 15:33
  Margaret Floyd Barry: The imbalance in the body and how can we support the body through manipulating the diet, through bringing in nutrients really strategically to adopting new lifestyle habits?
• 15:44
  Margaret Floyd Barry: How can we do that to create an environment in the body?
• 15:48
  Margaret Floyd Barry: That it can bring itself back into balance and heal.
• 15:52
  Margaret Floyd Barry: And we are the best equipped to do that.
• 15:54
  Margaret Floyd Barry: And I can tell you, I have seen time and again, what, you know, what I used to even think of, and it's what I see a lot of my clients think of as almost miracles, right?
• 16:02
  Margaret Floyd Barry: Because they've been through countless medical practitioners, they're not getting results and now they get results.
• 16:06
  Margaret Floyd Barry: And I am using the tools of nutrition.
• 16:08
  Margaret Floyd Barry: So I feel like one of the things that happens is we, you know, practitioners come into this space.
• 16:14
  Margaret Floyd Barry: They come to it because of that desire, the Heart-Led piece.
• 16:18
  Margaret Floyd Barry: The Heart-Led piece can actually overshadow the financial piece, because that's where they came.
• 16:22
  Margaret Floyd Barry: They came to change people's lives.
• 16:23
  Margaret Floyd Barry: And who am I to make money from doing that?
• 16:25
  Margaret Floyd Barry: And while I get that's not sustainable.
• 16:27
  Margaret Floyd Barry: And you can't drag that out.
• 16:29
  Margaret Floyd Barry: Unless you happen to come from, you know, extraordinary family wealth.
• 16:33
  Margaret Floyd Barry: Which I would still say that's not a very responsible use of it.
• 16:36
  Margaret Floyd Barry: You want to be contributing to it, not just drawing from it.
• 16:38
  Margaret Floyd Barry: But it, you know, the vast majority of us need to sustain ourselves financially.
• 16:44
  Margaret Floyd Barry: And it's funny because as practitioners, we think about, Oh, we've got to make sure that we're prioritizing our own self care and eating right and sleeping well and getting the exercise and stuff.
• 16:52
  Margaret Floyd Barry: And it's like your financial health.
• 16:54
  Margaret Floyd Barry: is as much a part of your overall well being as anything to do with your diet and exercise.
• 17:00
  Margaret Floyd Barry: And so I'm really committed to helping them understand that, first of all, it's not about the letters behind your name.
• 17:07
  Margaret Floyd Barry: It's not about just, you know, the, to earn money from something that is because you got into it for a heart-led reason.
• 17:15
  Margaret Floyd Barry: That doesn't sour or taint the heart.
• 17:17
  Margaret Floyd Barry: The heart piece and the intention.
• 17:19
  Margaret Floyd Barry: It is a beautiful exchange of energy where you are helping somebody transform their health and get their life back.
• 17:29
  Margaret Floyd Barry: That is worth a lot.
• 17:30
  Margaret Floyd Barry: You know, the clients where I've had the biggest successes across the board have said, I would pay 10 times as much as I paid you to get this right.
• 17:37
  Margaret Floyd Barry: Like they would pay anything.
• 17:38
  Margaret Floyd Barry: If somebody has their health, you know, all the goals and the projects in the world, if you don't have your health, you have one goal.
• 17:44
  Margaret Floyd Barry: And it's put that health back.
• 17:45
  Margaret Floyd Barry: Right.
• 17:45
  Margaret Floyd Barry: And so it's become my mission to help these practitioners recognize that if they're not taking care of themselves financially, it's not sustainable to help these other, to help the clients.
• 17:58
  Margaret Floyd Barry: And it ultimately is not in the client's best interest.
• 18:01
  Margaret Floyd Barry: They don't actually end up getting better results.
• 18:03
  Margaret Floyd Barry: Any client.
• 18:03
  Margaret Floyd Barry: With maybe one exception, any client that I have recognized deep financial need and I'll do things pro bono, it's been a disaster.
• 18:11
  Margaret Floyd Barry: There's something very powerful in that exchange of energy where you have something on the line.
• 18:16
  Margaret Floyd Barry: And especially in our work as nutrition professionals, The very nature of our work is that the client gets no results unless they change their behavior and behavior change is the hardest thing.
• 18:24
  Margaret Floyd Barry: And we're asking them to do really hard things.
• 18:26
  Margaret Floyd Barry: Oh, like here's your favorite food that you can't eat anymore.
• 18:28
  Margaret Floyd Barry: Right?
• 18:28
  Margaret Floyd Barry: Like, Oh, take a, here's a bunch of supplements you don't want to take, right?
• 18:31
  Margaret Floyd Barry: Like here's, it's not necessarily easy what we're asking them to do.
• 18:34
  Margaret Floyd Barry: And we have to build the business model to account for that and to create enough.
• 18:40
  Margaret Floyd Barry: room to support the client through that journey.
• 18:43
  Margaret Floyd Barry: And when the client has money on the line, they have invested several thousand dollars to be working with you over the course of the next six months.
• 18:51
  Margaret Floyd Barry: First of all, that's peanuts compared to what they would pay for a lifetime of illness.
• 18:54
  Margaret Floyd Barry: Secondly, what, you know, this is the most valuable gift you can be giving somebody is getting their health back.
• 18:59
  Margaret Floyd Barry: And thirdly, they have now skin in the game beyond just their health.
• 19:04
  Margaret Floyd Barry: And people do really take seriously, most people, what they pay for.
• 19:09
  Margaret Floyd Barry: So I just see no value in undervaluing yourself.
• 19:13
  Margaret Floyd Barry: It doesn't help anybody.
• 19:14
  Margaret Floyd Barry: It doesn't help the client.
• 19:15
  Margaret Floyd Barry: It doesn't help you.
• 19:16
  Margaret Floyd Barry: It doesn't, it just It devalues and demeans the entire business.
• 19:20
  Margaret Floyd Barry: And it actually, I think it ends up reflecting poorly on other professionals.
• 19:24
  Margaret Floyd Barry: Like I think it's almost like a responsibility to the field.
• 19:27
  Margaret Floyd Barry: Like let's all elevate, you know, and show.
• 19:29
  Margaret Floyd Barry: The professionalism, you know, you would never ask a lawyer to just, you know, give you all this stuff for free, right?
• 19:36
  Margaret Floyd Barry: There's certain professions that doesn't even dawn on us to be like, Hey, would you, Hey accountant, would you do my tax returns this year?
• 19:42
  Margaret Floyd Barry: Just like, just cause.
• 19:44
  Margaret Floyd Barry: No, we expect that there's a fine.
• 19:46
  Margaret Floyd Barry: Yes, we also know that there's going to be some that charge less and some that charge more and we have certain expectations with that.
• 19:51
  Margaret Floyd Barry: But I think that the, yeah, that financial piece and the the self the valuing of.
• 19:56
  Margaret Floyd Barry: What somebody the creation that we're, the transformation that we're facilitating, it's just, it's so important.
• 20:02
  Margaret Floyd Barry: And I think we're talking about nutrition professionals here, but I see it play out in a lot of businesses, especially startups, you know, especially solopreneurs.
• 20:09
  Margaret Floyd Barry: Like there's an insecurity and I get it.
• 20:10
  Margaret Floyd Barry: I've gone through it too.
• 20:11
  Margaret Floyd Barry: I'm not saying any of this without having deep firsthand experience of it.
• 20:14
  Margaret Floyd Barry: Trust me.
• 20:15
  Margaret Floyd Barry: It's taken me years to get
• 20:16
  Tom Jackobs: mean, that's the whole reason I started the podcast because I've lived through so much of that and struggled you know, with all of that.
• 20:22
  Tom Jackobs: And what you said is just absolutely on par as well.
• 20:26
  Tom Jackobs: Now there, there's probably going to be some practitioners are listening to this and say, yeah, but I have that one client that just really doesn't make any money and they really need my help, but they can't afford my services.
• 20:39
  Tom Jackobs: What words of advice would you give to that practitioner?
• 20:42
  Tom Jackobs: Absolutely.
• 20:46
  Margaret Floyd Barry: Two things, number one.
• 20:47
  Margaret Floyd Barry: If it is truly one client and you are charging nice and robustly for the rest of your work, there's nothing wrong with subsidizing, not completely not having them try to pay anything, but subsidizing that work and having some discounted rates in a select number of spots in your practice for people who are not able to charge premium or pay premium rates.
• 21:06
  Margaret Floyd Barry: There's nothing wrong with that.
• 21:07
  Margaret Floyd Barry: Just make sure that's not Everybody in your practice.
• 21:10
  Margaret Floyd Barry: Secondly, it's really important that they pay something.
• 21:12
  Margaret Floyd Barry: And I would also say you will be surprised at what they come up with.
• 21:16
  Margaret Floyd Barry: I can remember, I remember I mentioned earlier on of not making financial decisions and buying decisions for my clients.
• 21:22
  Margaret Floyd Barry: I can remember talking with a prospective client back when I was full time practicing and he was a, he worked at a grocery store stocking vegetables.
• 21:31
  Margaret Floyd Barry: Right.
• 21:32
  Margaret Floyd Barry: Like he was the dude who like, brings the apples out.
• 21:34
  Margaret Floyd Barry: He was not making a lot of money and he was really sick and he was really struggling.
• 21:38
  Margaret Floyd Barry: And I remember I, I quoted him my price and I just, in my head, I was like, there's no way he can do this.
• 21:44
  Margaret Floyd Barry: And I started to kind of write him off.
• 21:46
  Margaret Floyd Barry: And he was, and I, he started to, we were not talking on a screen.
• 21:49
  Margaret Floyd Barry: We were talking by phone, but I could hear some things.
• 21:52
  Margaret Floyd Barry: It's like, almost like I could hear his brain thinking.
• 21:53
  Margaret Floyd Barry: I don't know if he's writing or what, but it was like, you could hear it's kind of like mulling things over.
• 21:56
  Margaret Floyd Barry: And he's like, okay, yeah, if I can extend the payments.
• 21:58
  Margaret Floyd Barry: And he asked for me to extend the payments instead of it being you know, normally I have them pay every month for six months if they need to do a payment, then, you know, he asked if we could extend it, I think, to like eight or 10 months.
• 22:08
  Margaret Floyd Barry: He found a way to make it work.
• 22:09
  Margaret Floyd Barry: And let me tell you how compliant he was as a result.
• 22:12
  Margaret Floyd Barry: He was so invested in this.
• 22:14
  Margaret Floyd Barry: This was his work.
• 22:15
  Margaret Floyd Barry: This was what he was doing.
• 22:16
  Margaret Floyd Barry: Like these next six months of his life, his project was getting well.
• 22:19
  Margaret Floyd Barry: And so he got great results because of the that he paid for it.
• 22:24
  Margaret Floyd Barry: And even in my mind, as I already had, I always have a couple of spots in my practice or when I was full time practicing, I always had a couple of spots for people who couldn't afford it and they were already filled.
• 22:33
  Margaret Floyd Barry: And I was really.
• 22:34
  Margaret Floyd Barry: I knew I needed to keep that boundary.
• 22:35
  Margaret Floyd Barry: I just, then it doesn't become, you know, I'm sustaining my whole family on this business.
• 22:39
  Margaret Floyd Barry: I can't do that if I'm giving too much away.
• 22:41
  Margaret Floyd Barry: So I wasn't able to do that.
• 22:43
  Margaret Floyd Barry: And I, in my head thought, there's just no way he's going to be able to do this.
• 22:45
  Margaret Floyd Barry: And there he did.
• 22:46
  Margaret Floyd Barry: He stepped up and he impressed the absolute pants off me.
• 22:48
  Margaret Floyd Barry: I was so.
• 22:49
  Margaret Floyd Barry: Blown away by that.
• 22:50
  Margaret Floyd Barry: And he taught me a really invaluable lesson that we should never make those buying decisions for anybody, no matter the circumstance.
• 22:57
  Tom Jackobs: That's such great advice.
• 22:58
  Tom Jackobs: And you know, when I had my fitness and nutrition business as well, like, you know, I'd see people roll up in their BMWs, Mercedes, and then they, you, oh, that's too expensive.
• 23:07
  Tom Jackobs: I can't afford that.
• 23:08
  Tom Jackobs: I'm like, and yet I had a school teacher roll up in an 89 Buick and she's like, okay, yeah, 700 bucks a month.
• 23:15
  Tom Jackobs: Yeah, that's fine.
• 23:15
  Tom Jackobs: Like, I'm willing to commit and get better because, you know, it's that important.
• 23:20
  Tom Jackobs: And it's really about, I think, and you illustrated this as well it's what's important and what's the priority for that person as well.
• 23:27
  Tom Jackobs: Because, you know, You know, if it's a priority, they're going to find a way some way or not, you know, they're going to find a way to, to make it happen.
• 23:33
  Tom Jackobs: Great advice.
• 23:34
  Tom Jackobs: Thank you so much for that, Margaret, and thank you for being on the show today as well, but how can people find out a little bit more about you, your work that you're doing in RWS?
• 23:42
  Margaret Floyd Barry: Absolutely.
• 23:43
  Margaret Floyd Barry: Well, kind of my main virtual home is margaretfloydberry.
• 23:48
  Margaret Floyd Barry: com.
• 23:48
  Margaret Floyd Barry: That's just my main page.
• 23:50
  Margaret Floyd Barry: It will, if you are a practitioner, you want to learn about the practitioner program, it has links to that.
• 23:54
  Margaret Floyd Barry: It has practitioners, it has links to my former practice, my clinical practice site, which has loads of articles.
• 23:59
  Margaret Floyd Barry: And resources there for free for you.
• 24:02
  Margaret Floyd Barry: If you are looking for a practitioner, if you go to restorativewellnesssolutions.
• 24:07
  Margaret Floyd Barry: com, there's a little find a practitioner tab.
• 24:09
  Margaret Floyd Barry: And that will list practitioners all the way through, you know, throughout the country, actually, and Canada, we have, we've bunch of people internationally in well, throughout Europe, Australia, New Zealand, and some Asia Pacific region as well.
• 24:21
  Margaret Floyd Barry: So, so really don't limit yourself if wherever you are listening to this from also many of them work with people virtually.
• 24:27
  Margaret Floyd Barry: And then, I mean, I'm not super, super active on socials, but I, if I'm going to be anywhere, I'll be on Instagram and it's just my name at margaretfloydberry and berry is spelled with an A, not E like the berry, not what you eat, the name.
• 24:39
  Tom Jackobs: That's awesome.
• 24:39
  Tom Jackobs: Oh, cool.
• 24:40
  Tom Jackobs: Margaret, again, thank you so much for being on the show and sharing your words of advice and your story as well.
• 24:46
  Margaret Floyd Barry: Thank you so much for having me.
• 24:47
  Margaret Floyd Barry: It is absolutely an honor be here.
• 24:49
  Tom Jackobs: And thank you listeners for listening and watching to the show, depending on what platform you're on we really do appreciate it and make sure you're checking out what Margaret's doing.
• 24:57
  Tom Jackobs: We're going to link all of those up into the the show notes there.
• 25:00
  Tom Jackobs: So just.
• 25:00
  Tom Jackobs: Make sure you're checking out the show notes and click away and see what Margaret's up to and connect with her.
• 25:06
  Tom Jackobs: If you're interested in becoming a practitioner at RWS certification is one of the premier ones to get.
• 25:11
  Tom Jackobs: So I really highly recommend that as well.
• 25:14
  Tom Jackobs: And also if you could do me a solid favor and give the show a rating and review that really helps spread the word about the show and help more people that could use the advice that we shared on today's episode.
• 25:25
  Tom Jackobs: And until next time, lead with your heart.
• 25:28
  Speaker 2: You've been listening to the Heart-Led Business Show, hosted by Tom Jackobs.
• 25:33
  Speaker 2: Join us next time for another inspiring journey into the heart of business.