Welcome To the Join Up Dots Podcast with Kathleen Ann
subscribe to the podcast, please use the links below:
Introducing Kathleen Ann
Today’s guest joining us on the Join Up Dots podcast is a lady who for many years worked in the corporate environment.
Building someone else’s dream wasn’t hers and she had to do something about it.
So heading into the world of “doing it herself” she became an entrepreneur and well and truly smashed down those corporate walls forever.
Kathleen Ann is known as the “Money & Marketing Champion” for heart-centred women entrepreneurs (and enlightened men!).
She is the Founder of ‘Power Up Your Marketing’ and holds multiple Money and Marketing Coach certifications.
Niching down tightly she now works with service based women business owners to help them create and grow financially successful businesses based around their passion and unique brilliance.
Her marketing expertise and insight have helped women around the world to stand out and position themselves as the expert in their field.
But this is just part of her business building strategy as she also helps her clients to move away from charging by the hour and instead package and price their services so they can charge what they’re worth and get it.
She teaches people to power through to a life they want by using online skills, clear strategies and of course powerful marketing techniques.
She has grown to understand that marketing is not just about having a great marketing concept and a good promotional strategy.
So does she remember the gradual build up of disenchantment in the corporate world, and potential fear of going for it like she has.
And where does she see most people get stuck when first starting?
Trying to be too perfect or trying to attract everyone across the world?
Well let’s find out as we bring onto the show to start joining up dots with the one and only Kathleen Ann.
During the show we discussed such dreamy subjects with Kathleen Ann such as:
We discuss why people fail to understand the true preparation required to make a success of marketing. It all starts with understanding yourself and your offering.
Why it is so important to focus on the lifestyle you want more than simply getting the cash through the door at the beginning.
Why most of the time we don’t get what we want because we don’t truly decide on what we truly want and hold firm to that vision.
Kathleen talks passionately about the strange ways that the inverse operates if you only relax and allow it to happen.
How To Connect With Kathleen Ann
You can also check our extensive podcast archive by clicking here – enjoy
Audio Transcription Of Kathleen Ann Interview
When we’re young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here’s your host live from the back of his garden in the UK, David Ralph.
David Ralph [0:26]
Good morning, everybody. Good morning, and welcome to another episode of a Join Up Dots d episodes where we don’t know where it’s going to go. It might be a laugh Fest, sometimes it might be a deep meaningful conversation. I think we’re going to get a bit of both with today’s guest because she’s joining us on the podcast, because she’s a lady who, for many years worked in the corporate environment, building someone else’s dream wasn’t hers, and she had to do something about it. So heading into the world of doing it herself, she became an entrepreneur, and well and truly smashed down those corporate walls forever. Now she’s known as the money and marketing champion for heart centred women entrepreneurs. And in enlightened domain two, She is the founder of power up your marketing and holds multiple money and marketing coach certifications. Now niche down tightly, She now works with service based women business owners to help them create and grow financially successful businesses based around their passion and unique brilliance. Her marketing expertise and insight have helped women around the world to stand out and position themselves as the expert in their field. But this is just part of our business building strategy, because this is why I really wanted to get her on the show. And she also helps her clients to move away from charging by the hour, and instead package and price their services so they can charge what they’re worth and get it. She teaches people to power through to a life they want by using online skills, clear strategies, and of course, powerful marketing techniques. She’s grown to understand that marketing is not just about having a great marketing concept and a good promotional strategy. She also knows it’s about mindset. So does she remember the gradual build up of disenchantment in the corporate world and potential fear but going it, but going for it like she has and where does she see most people get stuck when first starting trying to be too perfect? or trying to attract everyone to their business? Well, let’s find out as we bring on to the show, to start joining up with the one and only Kathleen. Good morning.
Kathleen Ann [2:34]
Hello, David. And it’s afternoon here in sunny. Yes, right? Yeah,
David Ralph [2:39]
yeah, well, I’ve just crawled out of bed. I’ve just got out of bed a little while ago. I’ve got a whole day ahead of me. So I’m looking forward to the future. Are you looking at the past? Do you look at today and think, yeah, I did a good day’s work fair, it was perfectly in line with my strategy for life.
Kathleen Ann [2:57]
I sometimes think of that. And I also say to my friends, depending on which part of the world they’re in, but you know, if I’m ahead of you, then you can give me a call. And I’ll let you know what’s here.
David Ralph [3:08]
And do do look at it at each day. do you assess what you do each day? As in? You know, that was a good day, that was a bad day? Or do you know that you can’t, you can’t monitor it back, sort of my new, you’ve got to look at the bigger picture.
Kathleen Ann [3:23]
And I think I do look daily, but I actually start my day, I like to open my eyes. And before I jump out of bed, I like to plan the sort of day that I’d like to have. So I just lie there and I ponder what’s ahead for the day, the things I know I’m going to be doing. And I just look at the best possible outcome that I could get from whatever activity that’s going to be.
David Ralph [3:46]
So let’s talk about you when you’re in bed. Kathleen, you you’ve you’ve dragged me, you’ve dragged me into an area, which I don’t normally go with ladies, but I’m gonna go with you, I’m gonna go with you. So I used to find and a lot of people but I speak to save the same thing. But by wake up and before our eyes even open, they get a kind of anticipation, but it can turn into a churning Well, I’ve got I’ve got bits to do. And I’ve got back to do and and they’re almost sort of stressing themselves out before they get out of bed because I’ve got so much to do. Do you ever had that always a calm, measured approach that you have now?
Kathleen Ann [4:22]
Well, sometimes I know if I have an early start, and I’ve got to get to some functional meeting or whatever. And you know, Sydney traffic is is dreadful. So that will be a bit stressful. So main thing for me then is to get up a little earlier, I don’t like to have to sit in traffic, I’m worried that I’m going to be late. So I think that my planning for the day is to actually envisage that I’ll have a clear run wherever I’m going. And I will give myself the best opportunity to be in the best frame of mind. So it really is about mindset and attitude. It’s amazing how much greater if we can give ourselves if we imagine that up ahead. And likewise, how joyful things can turn out when we only expect to see the best.
David Ralph [5:11]
Now the thing that I don’t understand Kathleen with people in Australia is that you’re living in a place where the traffic is bad. But you live in a country where there’s a billion miles of nothing with other a couple of sheep and you know, a kangaroo every now and again. You could take all that hassle away from yourself, you could just free yourself up, look out your window and not see another neighbour for 1000 miles.
Kathleen Ann [5:35]
You could do that. Or you could do like I do. I live about 25 k from the central of Sydney. I work from my home office. So I’m not often in that traffic. And I overlook river I have 180 degree river view across the river is National Park. So I don’t have anybody looking back at me, I live in like almost a wilderness, even though I am in dark City of Sydney. So there are some fantastic places in my city to avoid all those things as I spoke about, and I’ve enjoyed that feeling of living on holidays for the last 28 years been living here
David Ralph [6:15]
in Kathleen, some of us and look out and we’ve got neighbours all around us. It’s very different in the United Kingdom. So So let’s start sort of talking about your business. Because what really intrigued me first of all, was that yes, your business is power up your marketing, but you’re very big on the fact that marketing is more about mindset, when the majority of stuff that people think it is like a social media platforms and websites and stuff. What do you mean by that? Why do you say that it’s a it’s a real mindset game that we should be playing?
Kathleen Ann [6:47]
Hmm. So what happens, I think is that people probably don’t understand marketing in first place. So I often find that people particularly in a service based business, they are selling, they have not positioned themselves for the thing that they do, and for the market that they do that thing for. And they are looking for the next warm pulse basically trying to find, you know, serve everybody doing everything. So in getting market ready, which is what I speak to the preparation so that in the marketplace, it’s a smoother ride, if if you like because you’re very clear, then clearly organising your services to an outcome as solution to some group of people’s problem. And that group of people who are willing to pay you and pay you well for the solution, rather than, as I say, being a generalist, because generalists work really hard. They’re always creating new stuff, the new problems, and that always underselling themselves, because they are not expert in anything. So that’s where I said, the mindset comes in, if you could step back, and this is what I help people do, step back and go, Okay, what am I really skilled at? And what happened for me when I got out of corporate, and I got what I call that don’t come Monday invitation. So I didn’t jump. I was retrenched. And my company was downsizing, big time, and I’d been inheriting other people’s roles. And I was pretty overloaded situation, I had a great career. And I was in direct response marketing, I had a fantastic career, in fact, but when it came time, and I was out on my own, I did what I see a lot of people do, and I looked about and thought, I need to maybe not get a job, I’m not terribly good at being told what to do. So I figured that if I could tell myself what to do, I probably be happier. And of course, we’ve all seen what happens in that situation, I had really no idea about business, and then really what I was going to do, I went into consulting, so consulting in direct response marketing and financial services, where I had my reputation, I had my network, I had my expertise sounded like a really practical thing to do. The problem with that was, it was a little luck, rearranging the rearranging the deck chairs on the Titanic, I had ups and downs, and I was working much too hard, because I was constantly looking for a new gig. And then, of course, I had to deliver. And that meant being a solo career, which is what I wasn’t em and always wanted to remain, I did not want staff responsibilities. And I wanted really just to run my own show. So that did mean, I really went the wrong way. I didn’t know any better. But then I’ve thought about, I need to find another business model. And that’s really what I ended up doing. I found a way I found somebody actually, who had exactly the sort of business that I wanted a lifestyle business that let me do the things I wanted to do with who I wanted to work with, and, you know, have free up my time to do the other things in my life. So that’s when I looked at it from there. And I thought, you know, mindset wise, we don’t actually need a lot of clients, if we could have lyst clients who really paid us well. And we could do that thing that we do that we love to do, that’s not work anyway. And then we could just find enough of those people to engage email, programme or whatever. So that’s what I needed to do, I needed to create a programme that identified a group of people who had a very specific problem. And that’s I think the other thing about most of us, when we start, we’re not looking for a problem, we’re just looking for that anybody who will pay us anything that we might be able to do for them. And that’s where it gets very steep, it’s not rewarding, usually, we don’t really get the best format, because we’re not really expert at what we’re trying to help them with, the best thing we could do for them is to point them in the direction to another expert. So the main thing there is, find the problem that the people have. And that’s where most people don’t start. And you have to start with that. What is the problem that you’re going to solve long before you work out? How, how you’re going to do it, the fact that you want to solve that problem for people. So he
David Ralph [11:44]
really interested me this because as you say, mindset is a big piece of the puzzle. And in many ways, it’s very, very simple. Okay, I’ve got something that I can do really, really well, somebody else wants bad been charged them more said that you have to do less work. But I see it time and time again. And it’s one of the things we talked about on Join Up Dots, because I think it’s a starters mistake. And certainly I went through and I think most people went through it. But you end up either targeting customers that aren’t willing to spend any money, or you’re targeting customers who want it for nothing, or you’re targeting customers. But you’re right ones, because when the right one comes along, I don’t quibble do they pay because I can see the value of what you’re offering them.
Kathleen Ann [12:33]
Absolutely. And that’s exactly what we need to do, we need to position ourselves so they can see it. And that’s we need to be prepared to go to market, you can’t just go out there and spook and look for somebody, anybody. And that really comes down to choosing a niche, branding yourself that differentiates you from people who might do something similar. So people can really work out what sets you apart and why they would choose you over anybody else. And I think underpinning all of this and this David, I think is it in the absolute vital thing is to be your self, be authentic, and not try to be like you think your clients might like you to be. And in corporate, we ended up most of the time for positioning ourselves under the brand of the company we work with, we took on the values of the company, we have to maintain our you know, suit up, face up and go out there and make the world as part of that company. And yet when we get out to our own company, we don’t necessarily know how to go about that, because it’s not something that we’ve gone through before. And most of the time, we have had to adopt whatever that other resources, and when we get to choose for ourselves. It’s fascinating that we don’t know any better. We don’t.
David Ralph [14:09]
Yeah, we don’t, I’m gonna jump into better because why do you think we don’t know any better? When you’re, you know, you’ve seen it time and time again, you’ve seen it in yourself, you’ve seen it in everybody else, Is it because of the education system is it because of peer pressure? Why? Because we shouldn’t allow ourselves better than anyone.
Kathleen Ann [14:33]
I think we probably know ourselves. But I want to point on getting to really is not that we don’t know ourselves, it’s just that we think we have to be a certain way to do a business and be the business owner and the leader of the business that we need to be seen in a session why. And really, it’s the easiest simplest job you’ll ever have is to be yourself. So when you show up and be yourself, that’s where clients can be attracted to you for what it is that you bring to the situation, and not for some wrong reason, which means when you actually get to work with them. And if you’re in service based business, which is where I am and where my clients are, you have to turn up and deliver. So you you It’s hard work if you’re always thinking, Oh, I mustn’t do this, and I mustn’t be that, and I mustn’t say the other, you, you just can be yourself, and they will really love you for it, because that’s what attracted them in the first place. So I think that that is a big lesson. And I think if I went back and I I’ve been in my business now almost almost 30 years, I suppose. And when that happened for me way back in corporate, I didn’t know anybody who could show me what I had to learn from myself. Nobody caught me out on the door on the way out of the out of the company. The company was offering me the outsourcing service and all the rest of it this which was part of the package in those days. But they were really looking to how to get me another job. And in fact, I was on my way over to your country, I was on my way to the UK the following week. So I was actually pretty happy that I didn’t have to come back to that job and that I was going to be in Europe for about five weeks, and then I would figure it out. So that’s what I said to them, I might come back and speak with you or I might not. Because I’m I don’t know what I’m going to do, I’m going to figure it out. So I had my holiday, I came back. And then I actually bought a set of golf clubs, so I could play around a bit longer.
David Ralph [16:50]
Well, there we go, I’m going to play some words, we’re going to come back to that bit because that’s that’s a key part of the message that I tried to get through overtime. His Jim Carrey,
Jim Carrey [16:59]
my father could have been a great comedian, but he didn’t believe that that was possible for him. And so he made a conservative choice. Instead, he got a safe job as an accountant. And when I was 12 years old, he was let go from that safe job. And our family had to do whatever we could to survive. I learned many great lessons from my father, not the least of which was that you can fail at what you don’t want. So you might as well take a chance on doing what you love.
David Ralph [17:25]
Now, Jim saying by he said, you know, take a chance doing what you love. But sometimes you can, you can try to think too much about what you love, what I love what you do, and what I try to tell so many people that I work with is get your golf clubs out in your example, go and smash some balls around and then the ideas will come to you. It’s the playful element when your brain isn’t stewing over the problem when you’re just sitting there. And suddenly, the Epiphany in the bathtub occurs, that’s when true business growth occurs. And do you look back on it now? Yeah, I’d give myself that breathing space of a trip to Europe and some golf clubs. That really was the growing phase of my business.
Kathleen Ann [18:10]
Well, it certainly gave me that space, it gave me the time to choose. And having said all that, I go back to the fact I chose the wrong path all the same. However, as I’ve learned in my, you know, years in business, that it doesn’t really matter. What matters is that you get out of the driveway, you get into action, and then you fail fast fail often learn from your mistakes, and keep moving toward your goal. And I think it’s the fact that a lot of people think our that was that was wrong, you know, I should have, I could have gone? Oh, well, that was a failure, I better go and get a job. I didn’t do that I went well, that didn’t work. So what better way could I do what I want to do and maintain my business? for all the reasons I started, because the the whole thought of getting a job had become far heavier. I The more I thought about that, the more I thought, well, that’s not going to happen. So I need to solve this problem.
David Ralph [19:19]
Is it more important? Kathleen? Is it more important for people to focus in on the lifestyle they want more bang, just get cash, just get cash Is it is it important to set the structure out. But actually, I don’t want to work on a Monday. And I don’t want to work at the weekends and sort of set it up at the beginning.
Kathleen Ann [19:39]
Very much. Because what happens if we don’t do that, then we are not going to be satisfied. And then it will be drudgery, it will be difficult, it will be not what we intended. So I think you really do need to get clear. And that’s another interesting thing too, isn’t it about mindset, most of the time, we don’t get what we want. Because we can make up our mind. We think about something and then before we even get too far, we’ve either changed our mind, or we’ve got another idea, or we just can’t keep clear and focused. And I think that if we spent more time deciding what we really want. And that that would actually lead into a much better outcome in a lots of ways because the universe will organise itself to bring you what you want if you stay on target. And it may mean that you go a different way, it might not actually happen the way that you expect. But if you keep your goal inside, and you really keep moving toward it, doors open up, it’s absolutely fascinating. I’m not sure if we’ve got time, if I told you a storey about what actually happened for me,
David Ralph [20:53]
you go for it, go for it. And I’m gonna sit back with a glass of water and just listen.
Kathleen Ann [20:58]
Okay, so this was before I even went into my career, I was a young mom, I had two young children, I needed to get away from my domestic circumstances, they weren’t not safe. So I came back into a different state had these two young kids. And my dear step dad said, I think it’s difficult because I moved in there for two and a half days. And he said, I think it’s going to be difficult for you to get a job this and he was reading the evening paper, you know, it’s just a bag. It’s just this old newspaper that Sydney churned out every day, full of rubbish. And it gets how all these headlines, you know, 10,000 people are unemployed, you see, and I’ve gone oops, I’ve just come over the border, they never counted me. And there’s now 10,001. But don’t worry, I will get a job. I’m not I’m not worried about that. I’ve never not had a job. So I’m good with that. And then he’s gone. Well, of course, you know, childcare impossible. This is the next page, he’s literally turning the pages of this paper, the very paper and he’s reading me out these storeys, and childcare, you know, you’ve got to book them in before you’re even expecting a child, you know, it’s can’t can’t be you know, it’s very difficult. And I said, it’ll be sweet, because I will get a job and I’ll be able to pay for childcare. So I’m not concerned about that. And the next comment, and this is no joke, this was it. The next one was accommodation, you’re never going to get housing, you know, this. So such a shortage of housing. And I’ve gone same thing I said, Don’t worry, sweetie, I said, I’ll be in a job, I will get my kids into care. And I will be able to, you know, rent somewhere suitable. So the very next day, I figured, okay, I’m going to get organised, get off to a company that, you know, would help me find a job. So I did that. And on the way there I walk past a chunky centre. And I popped in, I said to them, Do you have any vacancies I’ll be working from next Monday. I didn’t have a job yet. But I said, I will be working from next Monday, I’d like my children to come before and after. Pick them up after work sort of thing. And next year when my son goes to school, I’d like you to take him there and back. And while my other younger one was stealing food care, oh, no problem at all. You could we could stop that. So I had my kids in here before I got on the public transport to go for my interview at this company. So I went there. And at the end of that day, I had three jobs on offer. One was with the company that founded the Jobs. And the two jobs that I went for I was offered both of those positions. So I took the most difficult one, not because I love difficulty. But intuition spoke to me it was something like this, something here for me in this in this position, just a clerical position was just in an insurance company. And I didn’t even have a computer system to do something they were doing. And they were doing a direct response marketing campaign, the first one done in Australia. And I thought, Well, that sounds really interesting. And it meant I had to get, you know, a bus in a train and do a bit of walking. And I did that. So on the way back from any interview, and when I was deciding which job I would take, I walked past a little block of units. And there was a to net sign in one of the windows. It’s only one bedroom. And I ran that number from the public phone. I didn’t have a mobile phone back then. And I ran that number and I said, I’d like to rent that unit. And I’d like to move in on Saturday. And this was a midweek day. So I mean, nowadays you have to go through so much palapa. But in that time, I this landlord said to me, yeah, great. You can you can move in there. And I did that. So at the end of this, stick him today and my my step dad’s reading the paper, and we’re sitting at dinner, and he said, and how was your day actually had a really good tag. And obviously him that not only did I have a job, but my kids were in care and and I’d be moving out in a couple of days time into this unit. Well, he was amazed, absolutely amazed. But I just thought, wow, I just decided and everything opened up, everything fell into place. And that’s how I got into my career that ended up a career position that I took. And I did that for 25 years before they, you know, in various companies. I’ve got headhunted one company to another to another, to set up divisions doing what I learned. And that’s how I got my career. That’s how I got my start. And that’s how things progressed in a very orderly fashion, just because I figured out what I wanted. And I just went and did it. That was it. Did you know lesson
David Ralph [25:49]
that I learned? Yeah, well, it’s a great lesson. And it makes me reflect, I used to be friends with a guy called Dave who would, who was once a bad luck, but elton john, which is a all job, you know. And he was very big on focusing, and the universe would give him stuff. And he came over to Sydney, funnily enough, he came over with no job with no nothing. And he just wrote a list, I want an apartment, looking over the Harbour Bridge, I want this, I want that. And he just walked around the streets and everything he wanted, he got. And he said, It all just landed in the sequence that he wanted. And in those days, I remember when he was saying it to me, I felt really, really bad. But now I’ve heard it so many times you think to yourself? Yeah, I think it is. It’s like in my life, my life is remarkably different from what it was. But every year I sit down and think how can I make it better. And so next year, 2020 is all going to be about family trips, I’ve been doing a lot of trips on my own, and not taking the kids because it’s not possible with school in there. And next year, I’m big enough, we’re all going we’re all going how to I think that in and it’s going to happen. It just happens when you make a decision to make it happen, doesn’t it?
Kathleen Ann [27:07]
That’s my point. You need to decide what you want, and, and then be home when the universe delivers. That’s the other thing. People are people get really close to what they want, but they push it away.
David Ralph [27:21]
Why? Because they don’t see it, or they don’t believe in it or
Kathleen Ann [27:27]
believe in it. They don’t believe it. They don’t believe things can be simple. They don’t believe things can happen for them. And and a lot of this is in the subconscious, David, it’s not something we’re pretty clever, you know, intellectually, we get it. But it’s not where we are doing most of our thinking. So it’s those deep seated, we often call them negative beliefs, and they certainly aren’t helpful, some of some of our beliefs a very positive, so I’m really speaking to the ones that undermine us. Why is it that we allow those little monkey chatter and those thoughts of storeys that we tell ourselves, and part of that is because we don’t know we’re doing it. We don’t know what we’re thinking, because it’s so deep seated, it’s our go to place that we accepted and learned and internalised. And very much happens for women as well. Because when I talk about that money scenario, and I work with people to charge what they worth, women struggle a bit more with money in the couple of reasons. We haven’t had money of our own for all that long. In the world of commerce, women really didn’t even have a job until the war decided that men had to go off and fight and the women had to go out to work. And then women began to still just have a situation where often they were not the breadwinner, they were complimenting some income at home doing a little bit of this already up to that. So they didn’t have a lot of self worth. Because often in this Western world that some of us do live in money, money’s, it’s measurable, and it’s tangible. And it’s one of those things that we we have a road for our self, if we don’t have self worth, and it doesn’t come into net worth. And we don’t know what we’re thinking. So one of the reasons why we can look and see why we might be discounting or giving away services or over deliver it, you know, over delivering when we when we’re doing whatever we’re doing. And all of that is about insecurity in giving the value that we give for the money that we ask. And we know intellectually, that when we’re working with our clients that we give exceptional value, and that they truly have transformational outcomes, and all sorts of things, things that we can help people with that we’re the experts at. And yet that temptation to lower out their investment in hiring us, because we have this insecurity, perhaps, so so it’s there that we need to go hang on a minute, where did that come from? And then actually just look around and ourselves to the fact that we have so many successes we can point to. And we know that when somebody hires us to do our bit of magic that we get such great results for them, they should be no question. So we need to make sure that we acknowledge our wins, and that we celebrate them, and that we get those fantastic testimonials. And they come around the place. So we can remind ourselves consciously about how great we are, you know how brilliant we are. And what it is that we do instead of looking for some way to demean ourselves. It’s amazing, isn’t it, that we can throw a brick better? Even in our subconscious way that sometimes consciously you will hear people talk about themselves in a way that you think, Wow, if that’s what they say about themselves, I wonder what they’re really thinking.
David Ralph [31:25]
So what we’re saying here really for everything is taking it back to marketing and mindset. It’s personal belief, our personal belief has to jump out of our website out about branding. If we’re going sort of half assed, as we say, over here, people are going to pick up on that you’ve got to really have conviction of what you’re about all the way through. And then that’s a big part of the branding, if you come over to Join Up Dots, and you look at Join Up Dots is very much about happiness and competence, because I believe that everything I do, brings that into people’s lives so that they take control of their lives, they gain more money, they get happiness, and there’s a competence that runs through it. And that has made it easier as I’ve gone on to attract more and more high profile clients into my business, it all starts with us.
Kathleen Ann [32:20]
Absolutely does. And it’s like that self belief, if you if you think about it, if you don’t have the confidence in what you’re doing, and the self belief, it’s really hard to hold your hand out and charge what you really worth that client, when you’re in that conversation, they get that energetic feeling that you’re not really too sure. And if you’re not really too sure, why Could they be really too sure. And when you see things going a bit pear shaped in that sales conversation, it’s often not because the potential client would have had had doubts, it’s that you’re, you know, you’re presenting yourself that is creating that sort of exchange, it’s an energetic thing, you don’t have to say anything, but they’ll pick it up. And that is what erodes a lot of the situation. And the way to get around it is really to build yourself up and to recognise when you’re having a parent, if I if I use it like this, if you you know, when you don’t feel quite right about something, because your emotional guidance, then this is something all humans have, we actually get a feeling and if we can keep in touch with those feelings, and then think, oh, okay, what’s going on here? Why do I feel like that? And usually, it’s because you’re trying to get your own attention, to pay attention to something that’s going on? And if you can do that, and think, Okay, why don’t we feel like that, and just say you’re thinking about your pricing. And you might be thinking, Well, my, my, my value is $5,000 a day. And then this little chipmunk would be saying to you, no, it’s not. And you’ll be internally listening to this and you should be by then getting a bit of a feeling that you’re, I didn’t know, it may be a feeling of dread, it might be a feeling of nervousness, it’ll be a feeling of something. And when you’re really on song, and you’re on track, it ought to be a feeling like, whew, giddy up, you know, this sounds great. So somewhere in somewhere in between there, you can start challenging yourself about why you feel the way you do about anything. And Manny has to say, it’s really, it’s a really good filter in a good mirror to, to learn a lot about things through that. So when you’re thinking about it, you’re feeling about it. The way to do to get onto half of that is really just to challenge yourself is why would you think the outcome for your client would not be worth the investment you’re thinking to offer them. So you’re doing a lot of inward thinking is what’s really happening. So if you turn it around, and you think then from that potential clients point of view, what really gets to happen for them when you know, you work your magic. And if you know hand on heart, that you are going to change the life for the better in so many tangible ways that 5000 bucks is just got to be a bargain, then you can feel entirely different about it, because now the focus is on them. And you think well, for such a small amount of money, they could, you know, really kick some huge goals, turn around things for themselves, and you know that you’re the person to take them there, a whole different feeling comes about and then you are feeling positive that you know, that that’s the outcomes you can get. So if you feel it’s not the outcomes you can get that will make you think, okay, if I don’t feel confident, I’m going to do that what’s missing there is there’s something else that I need to do for them is what I’m proposing for them not going to get the outcome that they really want to more pay for. So you get to actually have that view until you do feel right about what you’re charging, because I can tell you now, that actually isn’t an upper limit of what people are willing to pay for what they really want.
David Ralph [36:26]
But it’s not. And we see this all the time with vacations and houses and and whatever is the value point that people miss out on, isn’t it?
Kathleen Ann [36:36]
It is and then if you don’t do it, do a good job and show them the value to them in getting the outcomes that you can help them get. And that’s where often people just go in for a sale and they coming back to the point of investment, often people are selling their time. So if they’re a consultant, sometimes coaches and other people because they really looked around at professional people who turn on the metre, and you know, lawyers and accountants and people who charge you by the 15 minute increment. So the charging by the hour. And I think that was the biggest epiphany for me when I learned what was an issue with selling your time. I think pay by the hour in my salary virtually you know, I had a monthly salary, but it did break down to something around an hourly rate you just turned up, you did your job, and then you got paid for the time that you spent doing what it is he did. So we are ingrained and trained to look at it like that. But then when we own our own business, why would we sell our time? Why would somebody buy our time? What do they get for buying an hour of our time? Wouldn’t it be better to sell them a result? To fix the problem? And wouldn’t it be better if that fixed really, really quickly? So somebody comes to you and that you could say yes, look, I can help you. And you need to come and sit with me for an hour every week. And it’ll take about six months. But by the end of that, you know, you’ll be good to go. Or you could come to me and get out my magic wand and pat you on the head and you’d be good to go. What’s worth more money? If you get the same? So that makes me think then how did we ever get into this, setting our time, it only caps our income, it limits the number of people we could actually serve. And, you know, I’m not saying everything’s done in a flash. But you know, really, we we take far too much notice of how long something takes, rather than the outcome. People don’t want to buy anything except the result, the outcome. And we need to make sure that that’s where we focus, that’s what we deliver. It’s what we charge for. And the quicker and smoother and easier the road put the client better and better. And better and better will get better will be known as the expert in the more people will come and want more effect.
David Ralph [39:08]
Absolutely. And we’re going to play some words now by a guy who knew exactly, it was about the outcomes as the evidence we’ve he’s iPod 1000 songs in your pocket. Simple as that. That’s what people want. It is Steve Jobs.
Steve Jobs [39:23]
Of course, it was impossible to connect the dots looking forward when I was in college. But it was very, very clear looking backwards 10 years later. Again, you can’t connect the dots looking forward, you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something, your gut, destiny, life, karma, whatever. Because believing that the dots will connect down the road will give you the confidence to follow your heart, even when it leaves you off the well worn path. And that will make all the difference.
David Ralph [39:58]
Now you said right at the beginning that you you chose the wrong path. It wasn’t the right one for you. Are you 100% now, but this is the right one, are you still moving away to the right one somewhere in the future?
Kathleen Ann [40:12]
Oh, no, I’m really, really pleased with where I’m at right now. Because I truly love what I do. I am good at it. And a lot of people don’t like the idea that women brag. But I go, okay, you know, it’s great to brag, you need to brag and you need especially as a woman to claim your fame. And I absolutely get fantastic results with my clients. And I love every minute of what I do. It’s very creative. And it’s also very rewarding, because it gives me the opportunity to help them to create a business around what they truly love to do do it with the people that they truly want to serve, and get the outcomes that they know all of this skills have come to and listening to Steve Jobs, then, if you do really reminds me that sometimes it just seems like all the bits in the puzzle fall into place. And you think Ah, now I know why I did that thing. Now I know why I learned that. Now I know why all these other things happened to bring me to this point. And I think we’ve all experienced that. It’s almost like, wow, how did that all come together? Well, however, that works, you know, one of the mysteries of the universe, I guess, if you stay in motion, and you keep moving toward your goal. And my goal is to have flexibility to have free time to be able to do what I do when I want to do it, who I want to do it with and who want to do it all of that. That’s the goal. So I don’t mind how it all happens. But it happens because that’s my focus. If it gets all to the other way, then I know I’m of course,
David Ralph [41:56]
you know, in your gap, don’t you? That’s the thing, you know, I say Oh, decides that
Unknown Speaker [42:00]
they want had David?
David Ralph [42:02]
Yeah, if you don’t wake up feeling the venue wrong?
Kathleen Ann [42:06]
Yeah, then you’re wrong. And that’s where you need to go. Okay, do I need to course correct? Do I need to do something Do I need to have a holiday Do I need just to take a break, because I need a bit of fresh input. And as you said, you know, we go off and do something else. And all these other things pop into us, we open them to receive some new stimulation or some new concepts or, or just actually tune out, plug and plug, have a bit of a bit of time away from what we normally doing. And just in there, just taking a different view of things can often refresh you sufficiently to recharge you, and then you get back into whatever it is that you’re doing with renewed, the faster that and you can get brought back where you were on coast, even just doing exactly the same thing, even if you haven’t tweaked anything. I think the other thing about that too, is that the goals, you know, when we set goals, I think goals, but first, I think they need to be written down. I think that’s been proven time and time again, that it’s just a wish, if you don’t actually write down a goal, and then have some sort of process or plan around achieving it, and then just get into action, then it just usually remains wishful thinking. And plenty of people wish for things that they don’t ever move toward, it just remains a wish. It’s just something they say they’d like to do, but they don’t have any intentions of achieving it. Because it’s not actually goal orientated. They don’t have that ambition or the direction to want to get what they say they want. So it’s wrapped in Mount they go and they think they stay stuck. And there’s lots of reasons why
David Ralph [43:58]
that Yeah, absolutely makes you decision, be firm with the excitement in your belly, and try to deliver more value than your clients expect you to, to offer. And it’s not that much harder than that is it?
Kathleen Ann [44:14]
It really isn’t. And, and the complication comes because I noticed as well, particularly once again, in service based businesses, the temptation to over deliver is often just overwhelming. And rather than give our clients more, because we think that that’s going to be more valuable, we actually get in the way of progress and results because they can get too bogged down with just too much we cannot, we cannot tell our clients, everything that we know, didn’t take us It took us a long time to get to where we are. So they actually don’t need to know everything that we know. They just need the bit of what they need to move them from where they are to where they go. And to continue you to move toward that. So I always feel okay, what’s the next step? And what’s the next step? rather than how do we leap from here to there. And you can do that sometimes you can take great leaps, but you still have to know what you’re leaping over. And that you have the ability to jump, rather than just go step by step. So I think the reason why services are easier to deliver if you have a step by step system. And that is one of the things that I do with my clients is I help them design that system, where they take the clients from where they are to where they want to be in a proven process because clients like certainty. And as a service deliver, I like to know what I’m going to be doing in the way that I can be organised. So I know that whatever it is I’m doing with my clients, I can just pick up and go. And everything is brilliant. And repeat. I’m not creating and reinventing. And it’s just so pure and simple that I know that outcome is different for everybody. But my process is pretty much the same. And I am using those proven systems and steps. And you can have systems within a system, which is what I also recommend, it’s not just one thing, although you could be just one thing, and it will still have a process to go through. And that’s where it becomes much more streamlined and simple. And faster and faster, and better and better. And that’s the side, you get known as the expert for the outcomes in those systems. And you can increase your faith, continue to increase your fees, the more results you get, the better you get, the more people should be willing to pay you to do that for them. And that’s exactly you see, some people have very good boundaries, and some people don’t. So if you don’t have good boundaries, you usually getting pushback and you’re getting do things that aren’t really within the scope of what you’re doing. And you know, you’re giving and you do a little bit of this and a bit more of that. And before you know it, you’re breaking up a whole bunch of stuff that only one person ever wants to pay you for.
David Ralph [47:13]
Yeah, I’ve seen that many, many times. Well, I’m been building up to an outcome on today’s show. And this is the bit that we call the Sermon on the mic when I send you back in time to have a one on one with your younger self. And if you could go back in time and speak to the young Kathleen, what age would you choose? And what advice would you like to give her? Well, we’re going to find out because I’m going to play the music. And when it fades, you’re up. This is the Sermon on the mic.
Kathleen Ann [48:06]
So here I am, I think I’m going back to round about the age of 10. my younger self and about the I was probably still quite a child, and quite a mature. As a matter of fact, I recall that. And if I went back there, I would say to myself, that’s okay. No rush to grow up. And enjoy your time along the way. Because from where I am now, I can tell you, it’s a very fast ride. And the faster it goes, the older you get. That’s exactly so while you’re young. And time seems to stretch for ever appreciated value every minute of that, because it will speed up. And I’ll be telling myself that pegging on sand pit doesn’t matter what other people are doing how good they are at something, you don’t need to measure yourself against it. And you certainly don’t need to compete with them. What you need to do is just find that happy place for you find something you’re really good at. So do lots of stuff. Don’t limit yourself. If somebody offers you an opportunity to have a go have a go, doesn’t matter. If you fail, it doesn’t matter. Just get up and have another go. And keep doing that until you find something that you are really good at. Because guess what, when you’re really good at something and comes easily to you, that is your little brilliant, your place of brilliance, it’s the thing that you can do standing on your head. Lots of other people can’t do that. They look at you and think, Wow, how does she do that? So that’s what I’ll be telling you. At your age and at your younger self. I’d be saying, why don’t you just stay and play in your own sampling? And don’t worry about what others think. Say yes to yourself more often, instead of sitting back and thinking, no, I don’t think I will do that. Say Yes, I will. I’ll have a guy, I’ll do it. And I would say to myself, if you keep doing that, and you do that for the rest of your life, then every day will be enjoyable. It will bring you what you want. It will keep you happy, fulfilled and being you if all you ever need to be. Right.
David Ralph [50:52]
Right advice. So Kathleen, what’s the number one best way that our audience can connect with you?
Kathleen Ann [51:00]
Well, I think it would be best if they jumped on LinkedIn, I could do that they could link up with me there. That would be lovely. And comment that you heard me on this podcast and that you would like to connect and we could have a chat. They could certainly go to my website, if anybody’s listening. And they’re interested in how they might change their money mindset. Or in fact, how they might change the way they’re going about their business. Be very happy to offer them. Some of my time, they’ll find a link on my services page on my website, which is power up your marketing.com. And there will be a little form to fill out. Because if you give me some information, and I will be fully apprised of what it is that you’re looking for, you can have a half an hour of my time, and we can chat about how I might be able to help you change the way that you’re doing a business now so that you can make and keep more money.
David Ralph [51:58]
Great stuff. Great stuff, have over links on the show notes. Kathleen Ann, thank you so much for spending time with us today. joining up those dots. And please come back again, when you got more dots to join up. Because I do believe that by joining up those dots and connecting our past, it’s the best way to build our futures Kathleen Ann thank you so much.
Kathleen Ann [52:17]
And thank you so much David and to audience. It’s been a pleasure,
David Ralph [52:22]
Kathleen Ann, and so many marketing mentor she said any does it all starts with mindset. Everything starts with mindset, you’ve got to truly believe that you can deliver and deliver to the right people. If you’re trying to deliver to people that don’t want you never going to happen. You’ve got to find the right clients that want you and then give them the outcomes that they deserve. And things do become easy. It really, I can’t say any easier than that it becomes easy, you got to get clear, you’ve got to be focused, and you’ve got to only go for the right people. It’s like putting diesel in to a petrol car. If you’re doing it the wrong way. Get the right feeling to your business. And you will do great. Until next time, thank you so much for being here. On Join Up Dots come across we are bringing in four separate courses, free downloads, podcasts and videos to help you get your dream job to help you start your business to help you explode your business. All of them coming soon. If they’re not there live, come back, because we’re almost there. And keep on checking out but I will be mentioning them on other shows and is going to be the dream is going to be the dream it will show you the steps by step by step approach to build your dream life. Until next time, thank you so much and I will see you again. Cheers. Bye bye.
David doesn’t want you to become a faded version of the brilliant self you are wants to become so he’s put together an amazing guide for you called the eight pieces of advice that every successful entrepreneur practices, including the two that changed his life. Head over to Join Up dots.com to download this amazing guide for free and we’ll see you tomorrow on Join Up Dots.