If you run your own business, then you know just as well as I do that it can be very hard to take time away from your work and enjoy some free time while STILL growing your business.
In today’s episode we speak with Stacey Hylen who is a business coach who works with ambitious entrepreneurs helping them to grow their businesses while also being able to take time for themselves and not become slaves to the grind.
Reach out to Stacey at https://www.staceyhylen.com/
Check out our podcast at: http://www.jasonmefford.com/fireandearthpodcast/
Transcript
1
00:00:01.260 –> 00:00:06.629
kathygruver: hey everybody welcome back to another episode of the fire podcast i’m your co host Kathy Gruber.
2
00:00:06.930 –> 00:00:13.320
Jason Mefford: And i’m Jason medford and today we have Stacey Highland with is hey Stacy how you doing.
3
00:00:13.830 –> 00:00:16.560
Stacey Hylen: i’m doing great so happy to be here thanks for having.
4
00:00:16.770 –> 00:00:31.140
Jason Mefford: we’re glad to have you too, so maybe you know at the beginning, we just usually like to have you give a little brief background on yourself, so people get to know you a little bit better and then we’re just going to jump in start asking questions start talking and see where it goes.
5
00:00:31.320 –> 00:00:37.890
Stacey Hylen: Alright sounds like fun, so I am a business coach i’ve been coaching for 20 years since the dawn of coaching.
6
00:00:38.370 –> 00:00:49.530
Stacey Hylen: And I work with ambitious, high achieving entrepreneurs to help them add a zero without the hustle and that happened because my dad died when he was 56 so.
7
00:00:50.070 –> 00:00:57.990
Stacey Hylen: When that happened it really made me step back and look at like, how can you grow a business, but still have a life still do the things that when you’re sitting there at the end of your life say.
8
00:00:58.440 –> 00:01:16.080
Stacey Hylen: I, it was a lifeboat lift so that’s how that came about and I really like helping entrepreneurs grow their businesses and be able, at the end of the day, to say like I can actually take some time with my family or do the things I love, as opposed to working 24 seven yes.
9
00:01:17.280 –> 00:01:18.390
Jason Mefford: I was gonna say cuz again.
10
00:01:18.390 –> 00:01:27.000
Jason Mefford: Kathy and I are both entrepreneurs as well, and I think that is one of the biggest Achilles heels of most entrepreneurs right.
11
00:01:27.450 –> 00:01:35.670
Jason Mefford: I mean we do it because we love it, I mean I joke with my wife it’s not really work, so if i’m working on the weekend it doesn’t feel like work.
12
00:01:36.090 –> 00:01:45.840
Jason Mefford: But I don’t do a very good job of Disconnecting right and having those boundaries sometimes and i’m sure that you deal with that a lot with the people that you’re working with right.
13
00:01:46.200 –> 00:01:56.100
Stacey Hylen: And I think there’s two reasons that people do it so number one there’s the people like you, that you’re just get really excited and passionate about it is not, as you know, I worked with Tony robbins.
14
00:01:56.340 –> 00:02:01.140
Stacey Hylen: And he used to say, you know, an entrepreneurs and artists, whose expression of art is their business.
15
00:02:01.980 –> 00:02:02.400
thing.
16
00:02:03.870 –> 00:02:07.980
Stacey Hylen: So that’s you know the people that are like that it doesn’t feel like work to us.
17
00:02:08.190 –> 00:02:15.030
Stacey Hylen: But then there’s, on the other side, the people that are working 24 seven because they’re not making enough money their business isn’t profitable enough.
18
00:02:15.120 –> 00:02:25.380
Stacey Hylen: they’re not charging enough or they’re procrastinating and not getting stuff done or they’re doing the wrong thing so there’s there’s both ways that people get sucked into working all the time, I think.
19
00:02:26.040 –> 00:02:38.580
kathygruver: Well, and do you see people who think they’re doing it because they love it, but then, when they step back, they realize, oh no God i’m stuck in a grind as if I working for somebody else, how do you differentiate between that and and help them shift that.
20
00:02:39.030 –> 00:02:47.520
Stacey Hylen: Well, I think there’s you know our culture and the North American cultures to work hard to hustle there’s this glorification of the hustle.
21
00:02:48.270 –> 00:03:01.350
Stacey Hylen: You know, you see, you know Gary vee you see people like the 10 X mindset and so there’s this mindset of like oh my gosh if i’m not working, that comes from our ancestors that were like you have to work hard.
22
00:03:01.860 –> 00:03:06.780
Stacey Hylen: And so we sometimes feel like oh my gosh I should be working and if you don’t.
23
00:03:07.140 –> 00:03:14.670
Stacey Hylen: allow yourself or surround yourself with other people that have created things that are fun and joyful and they have something else that they want to do with their life.
24
00:03:15.030 –> 00:03:26.040
Stacey Hylen: Then, then you normalize that I know for myself, I tend to really work a lot harder and longer hours in the winter, because as well, right now, it’s mud season right so it’s like.
25
00:03:27.090 –> 00:03:28.230
Stacey Hylen: The snow is melting.
26
00:03:28.410 –> 00:03:34.050
Stacey Hylen: You know so it’s it’s really like easy to work hard, when it’s not nice outside right.
27
00:03:34.080 –> 00:03:35.460
kathygruver: So I tend to find myself.
28
00:03:35.460 –> 00:03:46.590
Stacey Hylen: Going into seasons of like okay i’m going to work really hard until December and then i’m going to you know spend more time doing fun things with the kids and you know Christmas activities and then i’m going to work really hard.
29
00:03:46.950 –> 00:03:51.390
Stacey Hylen: until spring break and then i’m going to work really hard until you know spring, you know so.
30
00:03:51.810 –> 00:03:57.450
Stacey Hylen: I kind of plan for that on my calendar, I have a big wall calendar and i’ll say like these are like the.
31
00:03:57.750 –> 00:04:09.150
Stacey Hylen: You know 90 days that i’m going to be working on these projects and then allow myself to take a week off or to take you know, a long weekend and also to have something that is a hard stop on your day.
32
00:04:09.360 –> 00:04:18.780
Stacey Hylen: yeah because that’s also a challenge you know, especially now with you know the kids don’t have schools so it’s like there’s no bell to ring or no school bus to catch.
33
00:04:21.150 –> 00:04:24.900
kathygruver: I look yeah I love that you brought that point up because.
34
00:04:26.010 –> 00:04:32.220
kathygruver: During coven my business stopped and I got to sit in that stillness and say what do I really want.
35
00:04:33.150 –> 00:04:41.280
kathygruver: And before that I was working 2828 clients, a week, I was running myself ragged I was working nights I was working weekends, I was making a shit ton of money.
36
00:04:41.910 –> 00:04:52.170
kathygruver: But I was exhausted, I was unhappy I was I had note, you know if if an appointment opened up i’d be like oh my God my business is failing i’m going to be broke and it’s like.
37
00:04:52.710 –> 00:05:01.260
kathygruver: Come on, like seriously like sit down for a second and so having that you know, a couple weeks stretching into a couple months to sit in that stillness I realized, what do I really want.
38
00:05:01.560 –> 00:05:11.250
kathygruver: And i’ve completely shifted how I do business and the coach that I was speaking to the other day she said, well, how do you know when to take the time, how do you know, to give yourself that our time.
39
00:05:11.550 –> 00:05:15.780
kathygruver: And I said well i’m gonna look at my whole week and if I see, I have my entire weekend free.
40
00:05:16.110 –> 00:05:25.740
kathygruver: Maybe I will feel that open spot if I know that i’m going on vacation next week, I will have to front load a little bit in order to not have to work on the vacation so I love that you brought that up.
41
00:05:26.160 –> 00:05:28.950
kathygruver: And I remember so clearly I walk into a client says, three years ago.
42
00:05:29.610 –> 00:05:39.630
kathygruver: He was an insurance and I said oh you’re getting a massage in the middle of the day he goes yeah I figured i’d get one before I you know my wife and I had to Hawaii for a month and I said what you don’t work anymore, and he goes no.
43
00:05:40.950 –> 00:05:50.820
kathygruver: And I was like wait what like you know because I was used to being in the office being in the office being the office, and he put systems in place so that it was running and he could go to Hawaii with his wife for a month.
44
00:05:51.150 –> 00:05:52.950
kathygruver: So how do we do that.
45
00:05:53.310 –> 00:06:03.090
Stacey Hylen: it’s a beautiful thing I mean my client I just had a client complete yesterday, whose business is gone from 100,000 to 300,000 and she goes hiking every week.
46
00:06:03.480 –> 00:06:06.330
Stacey Hylen: Right, she has tons of downtime she has tons of space.
47
00:06:06.720 –> 00:06:16.680
Stacey Hylen: Another client has gone from six to eight figures, since we’ve been marketing together and he golf’s every week he’s been able like he has a teenage daughter who’s really struggling with coven.
48
00:06:17.010 –> 00:06:25.980
Stacey Hylen: And not sick, but just mentally struggling with it, and he was able to take time off to go take her away for a few days to you know their ranch and just hang out and have.
49
00:06:26.190 –> 00:06:32.490
Stacey Hylen: Father daughter time so it’s really like, how can you create exactly what you want, but it’s really being intentional.
50
00:06:32.880 –> 00:06:43.080
Stacey Hylen: And also like what you were saying of like if you had an hour open up you immediately shift into that lack energy which can be a common default because.
51
00:06:43.410 –> 00:06:54.900
Stacey Hylen: You know we’re seeing society is a you know, a culture of lack it’s not a culture of abundance and prosperity that we’re that we’ve grown up in so it’s a natural habit to go to oh my gosh i’m not gonna be able to pay the mortgage.
52
00:06:55.230 –> 00:07:01.680
Stacey Hylen: it’s like no you you’re totally abundant you can totally recreate you know another client in that spot, if you want.
53
00:07:01.800 –> 00:07:02.400
kathygruver: or not.
54
00:07:02.850 –> 00:07:04.140
Stacey Hylen: yeah exactly or not.
55
00:07:04.230 –> 00:07:14.310
kathygruver: comfortably make the choice to go, you know what i’m going to the beach with my boyfriend for an hour, yes I have money in the bank, because I have that mindset of and the respectful myself.
56
00:07:15.360 –> 00:07:24.600
kathygruver: To say you know freaking our off yeah like you deserve that time off you deserve that connection with your boyfriend or your partner yeah Jason the bursting I can see.
57
00:07:24.810 –> 00:07:29.760
Jason Mefford: Well, I know well, because one of the things that you said Stacy is you know.
58
00:07:30.870 –> 00:07:39.570
Jason Mefford: that a lot of what causes that grind that lack mentality is that most entrepreneurs don’t charge enough.
59
00:07:40.170 –> 00:07:49.380
Jason Mefford: Right, and so I mean i’ve i’ve seen this you know I worked a lot in consulting beforehand and people that i’ve coached you know that kind of moved from employee to.
60
00:07:49.950 –> 00:07:58.020
Jason Mefford: To consultant they kind of do the same thing they’re like Oh, you know if I make 50 bucks an hour that’s 100,000 a year right i’m i’m doing great i’m like.
61
00:07:58.380 –> 00:08:05.160
Jason Mefford: If you charge 50 bucks an hour that’s not what you make right because the consulting world is.
62
00:08:05.580 –> 00:08:18.600
Jason Mefford: triple usually what you want to actually make So if you want to make 50 bucks an hour you got to charge 150 bucks an hour right to cover your overhead everything else, be able to pay yourself the 50.
63
00:08:19.410 –> 00:08:31.530
Jason Mefford: And, and I see that I hear that a lot from other entrepreneurs to is they’re really not charging enough so and it can be two things right either they’re.
64
00:08:32.070 –> 00:08:42.540
Jason Mefford: undervaluing the time that they’re actually billing yeah or they feel like Well, this is my purpose and I just need to give it to people for free.
65
00:08:43.740 –> 00:08:45.480
Jason Mefford: So how do you how do you deal with that because.
66
00:08:45.480 –> 00:08:51.840
Jason Mefford: Again, I see this over and over and over this is an elephant for for most entrepreneurs.
67
00:08:52.140 –> 00:08:54.750
Jason Mefford: They never that’s why they’re working so fucking hard.
68
00:08:54.780 –> 00:09:04.200
Stacey Hylen: And I think it’s because we’re surrounded by people that work a nine to five that you know $50 an hour hundred dollars an hour is like amazing.
69
00:09:04.620 –> 00:09:21.960
Stacey Hylen: And that’s what they see and it’s like you know to blow their mind like when we worked when I was consulting with Tony robbins it was $50,000 for the first month of consulting and then it was $30,000 a month thereafter that we charged, and so it wasn’t charging by the hour is charging.
70
00:09:22.050 –> 00:09:24.090
Jason Mefford: For the products are you building inside of our.
71
00:09:24.090 –> 00:09:27.990
Stacey Hylen: nation, and I think when you’re surrounded with other people that have.
72
00:09:28.650 –> 00:09:44.130
Stacey Hylen: You know, like they think oh you grow up and you get this good job and it’s you know 50,000 a year or 100,000 a year it’s really hard to be that person that that can stretch and say like you know my my step daughter just got signed in it to the bar as an attorney.
73
00:09:45.180 –> 00:10:01.140
Stacey Hylen: I make like triple quadruple quintuple what an attorney makes right but it’s because there’s that transformation there that you’re able to provide and people pay for transformation versus paying for just an hour of somebody’s time.
74
00:10:01.530 –> 00:10:10.770
Stacey Hylen: And so it’s really like taking that that step back, one of my clients, the one that just completed with me, she went from charging $800 for her coaching.
75
00:10:11.100 –> 00:10:16.740
Stacey Hylen: And you know she’s a really, really good leadership coach executive coach for tech entrepreneurs.
76
00:10:17.070 –> 00:10:34.050
Stacey Hylen: And now she’s selling programs and packages there’s 20 $500 average so you know we really looked at Okay, but what who are you serving, how can you help them get more and package that together, as opposed to charging for the hour charging for the transformation that people get.
77
00:10:34.170 –> 00:10:43.650
kathygruver: Know interesting I think there’s such a perception their society about I see this, especially with the up and coming generation about greed and capitalism and.
78
00:10:44.040 –> 00:10:52.500
kathygruver: I remember when I was an actor, which you know that was not full time work, I got a role in a little TV show and somebody said just out of curiosity.
79
00:10:53.010 –> 00:10:59.400
kathygruver: What do you, what do you get paid to be a day player on a TV show, and at that time I think sag scale was like 700 bucks a day.
80
00:11:00.090 –> 00:11:15.720
kathygruver: And I sold 700 bucks a day oh my God that Okay, which in the acting world is nothing if you look at what celebrities are making, and I said what understand, first of all that’s a 15 hour day mm hmm so break that down I said second of all, I got one of those.
81
00:11:17.700 –> 00:11:18.570
kathygruver: This month.
82
00:11:20.070 –> 00:11:26.310
kathygruver: i’m not getting that every, this is not a 40 hour a week job, this is a one to many people were appalled at that amount of money.
83
00:11:26.520 –> 00:11:38.850
kathygruver: So I think there’s still this perception, you know people get on deepak chopra all the time, because he has so much wealth and so much money they call deepak chopra it’s like he provides transformations, and why should he not make that much money like yeah.
84
00:11:38.910 –> 00:11:53.040
Stacey Hylen: Exactly, and I think it’s also have you know you can’t give from an empty pocket right or an empty bank account, you know, like during corona it was like I was giving money to food banks right because.
85
00:11:53.400 –> 00:11:58.860
Stacey Hylen: i’m like okay here’s where I think it can make the most difference is people that really don’t have money to eat right.
86
00:11:59.190 –> 00:12:12.720
Stacey Hylen: And you know, but if i’m holding back on what I can do, because of fear, because of lack that I can’t make a difference for other people like I you know i’ve been giving scholarships in my coaching to people.
87
00:12:13.770 –> 00:12:20.220
Stacey Hylen: That that make a difference, but i’m very selective of the person that i’m going to accept for a scholarship they’re still going to have to pay.
88
00:12:20.640 –> 00:12:30.240
Stacey Hylen: Because of the fact that if you don’t pay you don’t pay attention but it’s allowing them to get this higher level of coaching higher level of transformation that they could maybe afford at the time yeah.
89
00:12:30.750 –> 00:12:38.220
Stacey Hylen: But you can’t do that if you can’t feed your kids right or if you literally are payment yeah so it allows you to give more that.
90
00:12:38.280 –> 00:12:48.870
kathygruver: And, and I appreciate that I did the same thing I wasn’t working, but I found a way to give money to the food bank, the day that they were doubling all the donations it’s like money we can do with our wealth, with our abundance whatever we want to.
91
00:12:49.200 –> 00:12:58.980
kathygruver: If you want to look at it negatively it’s just going to be negative back so the for the person listen listen going okay George what else what what tips, do you have to help get these people to where they want to go.
92
00:12:59.700 –> 00:13:08.580
Stacey Hylen: Well, in my my system that I teach to add a zero without the hustle there’s seven steps So the first thing is the mindset right and that you know.
93
00:13:08.970 –> 00:13:20.910
Stacey Hylen: In the mindset involves you know the money mindset right, because if you’re still struggling with this money mindset, this lack mindset, one of my clients last year went away for a month and went skiing.
94
00:13:22.080 –> 00:13:28.170
Stacey Hylen: He came back with an idea that he is now in negotiations to sell for millions of dollars.
95
00:13:28.380 –> 00:13:38.670
Stacey Hylen: Well right, but he couldn’t have gotten this new idea if he was like I must work every hour, and I must sit at this desk right so i’m sure Kathy you go out and you go to the beach.
96
00:13:38.940 –> 00:13:49.140
Stacey Hylen: And like amazing ideas come to you there’s this spaciousness there’s inspiration that can come versus if you’re on the phone every hour there’s no space for inspiration to strike so.
97
00:13:49.470 –> 00:13:58.470
Stacey Hylen: mindset around money mindset around playing small that is crucial in order to go to the next level in your business so yeah.
98
00:13:58.680 –> 00:14:05.160
kathygruver: I love that and it’s true because the only reason, like, I have the ability to restructure my entire life was the space, the coven provided for me.
99
00:14:06.420 –> 00:14:09.090
kathygruver: or I would be grinding on the exact same way, I was before.
100
00:14:10.170 –> 00:14:12.090
kathygruver: yeah I love that mindset space.
101
00:14:12.240 –> 00:14:20.820
Stacey Hylen: yeah and then the second thing we do is look at hidden profits so i’ve written a book that’s coming out soon called hidden profits more clients in cash.
102
00:14:21.270 –> 00:14:27.120
Stacey Hylen: And what it looks at is where the income opportunities in your business that you’re just not seeing I.
103
00:14:27.480 –> 00:14:37.080
Stacey Hylen: I say it’s like when you put on a pair of old jeans out of the dryer and you find a $20 bill and you’re like oh my gosh I found $20 right well it’s like that, but with a lot more zeros.
104
00:14:37.500 –> 00:14:44.280
Stacey Hylen: The average person find $85,000 of hidden profits in their business that they are not even aware of.
105
00:14:44.580 –> 00:14:52.800
Stacey Hylen: And I think what happens with entrepreneurs is that we always look for that shiny object we’re always looking for that quick fix of like.
106
00:14:53.040 –> 00:15:01.200
Stacey Hylen: Oh i’m going to do a Facebook ads class i’m going to do a class on this versus looking strategically for the things that you’re missing in your business that could add.
107
00:15:01.740 –> 00:15:12.990
Stacey Hylen: Money add profit right away without doing any additional marketing or advertising, so we do that, to really dig into the business to find those areas that you’re just overlooking.
108
00:15:14.010 –> 00:15:23.670
Stacey Hylen: And charging more is one of them right because most people can raise their prices without you know losing clients even 20% right off the BAT yeah.
109
00:15:24.390 –> 00:15:29.670
Stacey Hylen: And then the third thing we do is we look at who are those perfect clients, you know so.
110
00:15:30.660 –> 00:15:33.840
Stacey Hylen: I worked with chet homes who’s the author of the ultimate sales machine.
111
00:15:34.290 –> 00:15:40.650
Stacey Hylen: And he was partners with Tony robbins with business mastery that’s how I got to work introduced to Tony and got to work with Tony.
112
00:15:41.040 –> 00:15:53.280
Stacey Hylen: And he he said, you know, like there’s always that bigger client that has more of a budget, they can spend an hour with you and can stay longer like i’ve had clients have been with me for over 13 years.
113
00:15:54.300 –> 00:16:05.430
Stacey Hylen: So what that means is I don’t have to go out and go find new clients every single day, because my clients stay for years they get awesome results so they’re like okay what’s the next level what’s the next level.
114
00:16:06.360 –> 00:16:15.300
Stacey Hylen: I warn people when they sign up for coaching they’re like Oh, is it six months or a year and I said well you know you have the initial contract, but i’m going to warn you you’re probably going to stay with me forever.
115
00:16:15.750 –> 00:16:26.610
Stacey Hylen: Because you’re going to keep getting results you’re going to keep you know stretching into it and that’s that’s what’s going to happen so um you know when you work with your perfect clients I find.
116
00:16:27.480 –> 00:16:36.390
Stacey Hylen: that there are people that give you energy, so if you’ve ever had a client that you get off the phone you’re like oh my gosh that was fun that was you know you feel good.
117
00:16:36.630 –> 00:16:39.810
Stacey Hylen: yeah that’s the kind of client you want to work with it’s not just about the money.
118
00:16:40.230 –> 00:16:41.640
kathygruver: yeah those are one.
119
00:16:41.910 –> 00:16:50.640
kathygruver: You look in your book that day, and you go oh my God he’s coming in today Okay, you know it’s like I got rid of those people so long ago, and when they call me now I can.
120
00:16:51.000 –> 00:16:57.660
kathygruver: I get unlike I don’t think this is a fit because we’re asking our clients, just as much as they’re picking us, and I think we forget that so often.
121
00:16:58.080 –> 00:17:00.030
Stacey Hylen: yeah and that comes back to the mindset which.
122
00:17:00.300 –> 00:17:07.290
Stacey Hylen: You probably had to shift that mindset years ago to say you know what i’m not accepting everybody everybody is not a fit and if.
123
00:17:07.620 –> 00:17:14.250
Stacey Hylen: If you have somebody that drains your energy like even like Sunday night you look at your schedule for the week and you’re like Oh, I have Bob.
124
00:17:14.640 –> 00:17:27.480
Stacey Hylen: Right and then they look at Tuesday night you’re like oh I Bob tomorrow right like it’s like that psychic blossom energy is not a good fit for your business because it doesn’t help you create more abundance from that space.
125
00:17:29.280 –> 00:17:40.170
Stacey Hylen: But um The next thing we do so once you find those perfect clients, we look at what is the strategic messaging that we need to do to get those clients so.
126
00:17:41.100 –> 00:17:47.070
Stacey Hylen: i’ll give you an example, one of my clients is in logistics which logistics is a very commodities industry.
127
00:17:47.610 –> 00:17:56.310
Stacey Hylen: And I think a lot of businesses now find themselves in a commodity space that you do you know, like this was in the olden days you would look in the phone book and there would be like.
128
00:17:56.850 –> 00:18:07.500
Stacey Hylen: 800 attorneys or 800 accountants, or you know now like a gazillion coaches, whatever you know, a speaker right so when you’re in this commodity space of people looking for the.
129
00:18:07.860 –> 00:18:18.630
Stacey Hylen: cheapest fastest thing it’s not a powerful space to do your marketing from our to do sales process from so what I like to do is switch you from being a commodity to being creature.
130
00:18:19.200 –> 00:18:28.950
Stacey Hylen: Right, so, if you look for commodity you’re going to go find a shirt at at winners winners or you know walmart that you’re just like flicking on the Rack and you find a black T shirt.
131
00:18:29.250 –> 00:18:38.640
Stacey Hylen: Right, but if you go to a tutor and you go to chanel to find a black blouse completely different experience so for my logistics client.
132
00:18:38.880 –> 00:18:45.630
Stacey Hylen: What we looked at is who are his perfect clients, we discovered what that spot was for him, that was the sweet spot.
133
00:18:46.320 –> 00:18:58.500
Stacey Hylen: And then, what is the messaging that’s going to get him from in logistics, people are like, how can you go from A to B, and can you do at the cheapest possible he literally says to people, I am not going to be the cheapest option.
134
00:18:59.220 –> 00:19:10.470
Stacey Hylen: Right what i’m going to do is help you, with your end client satisfaction, so that when somebody buys from you, they they want to install a medical device they’ve shut down the hospital for the day.
135
00:19:11.220 –> 00:19:15.960
Stacey Hylen: And when the thing gets delivered after a sales process of 18 months to three years.
136
00:19:16.380 –> 00:19:23.070
Stacey Hylen: The client is not ticked off at you right, because if something gets delivered they’ve shut down the hospital and.
137
00:19:23.460 –> 00:19:28.740
Stacey Hylen: it’s still on the loading dock because they don’t have the right equipment it’s still in the hall it’s still in parts.
138
00:19:28.980 –> 00:19:35.100
Stacey Hylen: Your client is not going to go buy another piece of equipment from you, if you years they’re not going to tell this others, you know.
139
00:19:35.220 –> 00:19:48.300
Stacey Hylen: hospital administrators to buy this piece of equipment, because it was awesome they’re going to be like you know, I was really excited about this piece of equipment, but it ended up my whole logistics was shut down for three days, because they didn’t deliver it correctly.
140
00:19:48.510 –> 00:19:57.210
Stacey Hylen: yeah so when you come from that spot of like, how can I, help the client in a different way and really differentiate myself it really makes sales so much easier.
141
00:19:59.520 –> 00:20:03.180
Stacey Hylen: So that’s really with the offer and the messaging so important.
142
00:20:04.530 –> 00:20:16.230
Stacey Hylen: The other thing we do is to look at the packaging and pricing, so I mentioned my client that went from $800 to 20 $500 sale i’ve other clients have gone from like 1500 to 2500.
143
00:20:16.590 –> 00:20:23.970
Stacey Hylen: Average sale, and the reason why is because if you look at those perfect clients you look at the pain that they have you look at what they want.
144
00:20:24.360 –> 00:20:30.570
Stacey Hylen: You know, Tony robbins says, you know people do things to avoid pain, or to move towards pleasure well, so if you’re.
145
00:20:31.050 –> 00:20:36.090
Stacey Hylen: Coming from that, how can I help my client get out of the pain and move towards what they want.
146
00:20:36.420 –> 00:20:44.310
Stacey Hylen: You can put together packages that actually help them right, because I think a lot of times people sell things just because everybody else sells it.
147
00:20:44.610 –> 00:20:55.530
Stacey Hylen: versus looking at, who is the perfect client for them what what are my skill sets to help them create that transformation, they want and how can I package, it so that they get the best results.
148
00:20:57.030 –> 00:21:04.590
kathygruver: I had a massage client last week, I still do a little bit of massage and she said, so you do coaching to and I went yeah she goes what’s that help with and I told her, she goes oh geez I need that.
149
00:21:04.770 –> 00:21:14.340
kathygruver: Oh wait you do hypnosis to does that help with anxiety, I said yeah she goes Oh, I need that to she goes wait, I saw you do reiki and I said yeah I do, and she goes, do you have a my life’s fucked up package.
150
00:21:14.520 –> 00:21:22.620
kathygruver: Like you said, can I get everything and I started to laugh, and now most of my clients are local anymore, so I can’t offer that way, but I thought.
151
00:21:23.430 –> 00:21:36.660
kathygruver: yeah I could actually tackle so screwed up I need everything package you know, but she had a really good point, the more we talk, the more she realized everything that I did wove into what she needed to help get her out of her collective pain.
152
00:21:36.870 –> 00:21:39.930
kathygruver: So I yeah I love that you’re talking about it and I need to pack is more stuff.
153
00:21:40.170 –> 00:21:41.400
kathygruver: And I think to me at this point.
154
00:21:41.730 –> 00:21:58.170
Stacey Hylen: Packaging is so crucial, because you know if you look at all the things that she had going on, you were kind of doing a disservice to say oh you’re just having massage right it’s like she could have a massage to relieve the immediate pressure, whatever and i’m dying to go get a massage.
155
00:21:59.640 –> 00:22:09.030
Stacey Hylen: it’s killing me um but The thing is, is like all the other things that you can now help her with its she’s going to feel even better because.
156
00:22:09.630 –> 00:22:25.020
Stacey Hylen: Number one I find when people get something from one person, as opposed to getting hypnosis from one person and reiki from another person it’s like they feel more taken care of and supported then like having to explain their story having to explain their problem to five different people.
157
00:22:25.590 –> 00:22:27.270
kathygruver: yeah I agree Jason you’ve got thoughts.
158
00:22:27.780 –> 00:22:39.990
Jason Mefford: Well, I was gonna say that’s one of the points of the longevity to right, I mean that’s why you have clients that stay with you for years and people get the best results, the longer they stay with someone who actually is helping them.
159
00:22:40.590 –> 00:22:46.140
Jason Mefford: right because, again, you understand it’s like you know, six months ago, you gave me that bullshit excuse right.
160
00:22:46.710 –> 00:22:47.910
Jason Mefford: But if they were with a new.
161
00:22:47.910 –> 00:23:04.590
Jason Mefford: coach you wouldn’t know that and they’d probably get away with you know, six months of some you know bad story that they’re telling themselves is holding them back where that continuity of really understanding the whole person really helps him that much more.
162
00:23:04.680 –> 00:23:07.440
Stacey Hylen: Yes, so true and it’s it’s funny because.
163
00:23:08.370 –> 00:23:10.470
Stacey Hylen: I think, also with the marketing is that.
164
00:23:10.770 –> 00:23:20.610
Stacey Hylen: You know you’ll find somebody that wants to do marketing with you know strategic planning and you know figuring out their message, and then they go somebody else for marketing, then they go to somebody else for sales.
165
00:23:20.970 –> 00:23:28.710
Stacey Hylen: And that’s where having it all together, like the next two steps to my system are stacking your marketing and optimizing your sales process and so.
166
00:23:29.460 –> 00:23:35.130
Stacey Hylen: You can you can work on the sales process with somebody, but if you don’t have.
167
00:23:35.520 –> 00:23:43.710
Stacey Hylen: The mindset, if you don’t have the perfect clients, if you don’t have that messaging that separates you like, how are you gonna do marketing and I think.
168
00:23:43.980 –> 00:23:56.310
Stacey Hylen: You know, with my client now when we’re doing marketing it’s like I understand what he’s saying, even though it’s an industry that I have no, no, I never knew anything about logistics reverser.
169
00:23:56.310 –> 00:23:58.140
Jason Mefford: Working drive a truck.
170
00:23:58.170 –> 00:23:59.670
Jason Mefford: You know, and I didn’t drive a.
171
00:24:00.960 –> 00:24:02.580
Jason Mefford: forklift warehousing and.
172
00:24:03.240 –> 00:24:07.410
Stacey Hylen: I did drive a truck when I was selling beauty equipment they had us bring.
173
00:24:09.420 –> 00:24:16.890
Stacey Hylen: It was terrible, it was a 24 foot box truck and I would just get on the turnpike in Florida and pray that I could merge because it had.
174
00:24:20.760 –> 00:24:22.200
kathygruver: I love this I love this image.
175
00:24:22.590 –> 00:24:35.520
Stacey Hylen: It was it was horrible is a big purple truck and I would go down the turnpike and I would drive up to the Salon and they would say oh have your driver pull it around the back and i’m like I am my driver and I was you know wearing a little dress.
176
00:24:37.290 –> 00:24:41.340
Stacey Hylen: You know i’d have to go to the truck stop and fill it with diesel is isn’t horrifying.
177
00:24:42.630 –> 00:24:43.080
kathygruver: I love.
178
00:24:43.950 –> 00:24:44.520
kathygruver: I love that.
179
00:24:45.660 –> 00:24:45.900
kathygruver: And I.
180
00:24:46.260 –> 00:24:52.500
Stacey Hylen: see it on there, I still not see that truck, but when I see that kind of truck on the road, I still like have flashbacks.
181
00:24:53.610 –> 00:24:55.170
kathygruver: We all have that we all have that.
182
00:24:55.170 –> 00:25:03.480
kathygruver: truck we had a dress hey we’re we’re nearing our time and I love that when you’re a time because you didn’t tell us the last two seven you mentioned what they are, but you didn’t get in depth them so that means.
183
00:25:03.720 –> 00:25:13.020
kathygruver: That, if you want to know the last two steps, and if you want to work with Stacey you have to go talk to her yes and start implementing these because I took up jason’s a note taker.
184
00:25:13.770 –> 00:25:21.870
kathygruver: I took copious notes, which you can’t see because i’m in the process of re of redoing my entire life and so reminding me of these steps.
185
00:25:23.490 –> 00:25:33.030
kathygruver: and expanding on the steps, I appreciate, and I know our listeners and our viewers do too because we’re all in process of changing things so I love this Jason any final thoughts for you and we’ll let.
186
00:25:34.590 –> 00:25:42.210
Jason Mefford: No, I mean I think again it’s it’s well you’ve you’ve shown Stacy I mean you’re talking about real people with real results.
187
00:25:42.570 –> 00:25:54.060
Jason Mefford: As well right, so if process works you wouldn’t be a coach for 20 years it didn’t work right right so so yeah I mean How can people you know reach out to you how’s the best way for people to connect in with you and.
188
00:25:54.960 –> 00:26:05.760
Stacey Hylen: sure you can go to Stacey Highland calm and it Stacey with an eli and then Highland is help you leverage everything now is how you spell it so.
189
00:26:06.540 –> 00:26:15.150
Stacey Hylen: Go to Stacey harmon.com you can schedule a free optimizer session that we will look at you know what are the things that are holding you back in your business.
190
00:26:15.540 –> 00:26:21.660
Stacey Hylen: That, again, there are things that you can’t see it’s like when you go on one of those makeover shows, and they have this person that looks.
191
00:26:21.750 –> 00:26:26.940
Stacey Hylen: A mess and then the makeover person can be like Oh well, if we just cut their hair and this.
192
00:26:26.940 –> 00:26:29.190
Stacey Hylen: shape their eye makeup this way.
193
00:26:29.340 –> 00:26:33.090
Stacey Hylen: They would look great well that’s what I do for people’s businesses, I can see.
194
00:26:33.390 –> 00:26:43.260
Stacey Hylen: That potential in you and in your business and how to make you put that potential forward so that people want to buy from you, so you can schedule a session i’m not.
195
00:26:43.560 –> 00:26:58.980
Stacey Hylen: A hard sell person like if it is not a good fit, I will refer you I have 20 years of you know, contacts in the industry that you know, I only want to work with people that are the right fit and are ready to take action, and you know really add that zero to their business yeah.
196
00:26:59.250 –> 00:27:06.330
kathygruver: I love it i’m inspired I actually Am I need to sit down reviews and things, so thank you for the nudge and the reminder everybody go to her website.
197
00:27:07.620 –> 00:27:15.090
kathygruver: Stacy and I have talked offline before and had amazing conversation so great great powerful woman to work with so.
198
00:27:16.530 –> 00:27:21.150
kathygruver: yeah absolutely i’m Kathy Gruber, I can be reached at Kathy gruber.com.
199
00:27:21.420 –> 00:27:32.520
Jason Mefford: And i’m Jason method that can be reached at Jason method calm so go out have a great week contact Stacy and we’ll catch you on the next episode of the fire and earth podcasts see ya.
200
00:27:33.570 –> 00:27:34.500
Stacey Hylen: bye everyone.
