1) When you need to get more information before you make a decision.

2) You need a few days (not weeks or months!) to let yourself process some feelings about a decision instead of making an impulse choice (great if you have a habit of not thinking and feeling through your decisions)

Waiting is the number one way I see wellness pros sabotage their success. Be it waiting on someone else, waiting for their fears to go away, waiting for the perfect sign from the universe, waiting until they look the part, waiting until they feel certain and more.

I’m not talking about forcing outcomes and pushing hard to make things happen. I’m referring to using your creative skills and talents to consciously create the solutions you want. And solutions do not reside in the energy of waiting on something outside of yourself to do things for you.

A local business in my neighborhood, a fantastic fitness center, recently closed it’s doors for good. The note on the door said “The bank won’t lend us any more money. Let us know if you have any ideas.”

Read between the lines and you get a sense of someone waiting on external factors, in this case the bank, to solve their business challenges. And not having enough income (clients, customers) coming in isn’t a bank issue, it’s a marketing issue. This note also highlights that waiting to ask your customers what they think until you’re about to go out of business is way too late.

Waiting will make you go out of business.

So when does waiting make your wellness biz go broke?

Here are a few situations that are common to wellness pros to consider…

- when you are waiting on staff to get things done for you

If you’re making excuses for your assistant it’s time to seriously consider upgrading your support team.

It’s a horrible feeling to be paying somone to do something for you and ultimately, take ownership of some aspect of your business, and you can’t quite entrust the task to them when you know they aren’t getting it done right. So you end up in this viscious cycle of having to jump in there and take over the task, fueling your belief that no one can do anything but yourself.

It’s something I’ve done many times and it was costly – both in my finances,  in my energy and my business profitability and growth.  And truthfully, it was a way for me to hide out from my next step in my business. I kept hiring assistant who just didn’t do a good job and I kept putting up with it.  Not good.

No more! I can not tell you what a relief it is to have an assistant who is whip smart and on top of everything I give her. It allows me to relax, feel truly supported and divert new energy to serving more clients or creating new products.

Certain qualities, in my opinion, are not trainable and you need to find them in people BEFORE you hire them. Things like thinking ahead, anticiapting your challenges, good work ethic, reliability, having no drama in their life, a sense of being of service to you and your clients and doing an excellent job.

- when you find yourself waiting, and waiting, on your website design team

If your website designer dissappears early on in the project or seems to have a recurring drama in their life that takes them offline for days/weeks,  it’s worth it to change your design team FAST and start over with someone else. Yes, read that again. It’s worth it to start over with someone else!

It’s not unsual for a client to be waiting on their website for months when they make the wrong design team choice.

You need someone who takes their their projects seriously, runs it like a business (not a side business – don’t hire friends in this regard!). Be willing to pay more for this.

- when you wait until you feel you know enough

The greater truth is, you never feel like you know enough. There’s always more to learn. It’s part of being someone who loves learning new things. But staying in learning mode without application and implementation is nothing else but a delay tactic and where many wellness pros hide out through endless certifications and trainings.

- when you put off making decisions

It’s not the decision making process that is painful, it’s staying in the in indecision that feels really uncomfortable. Better to make a decision, make a mistake and learn from it (I’ll admit, I’ve made my fair share!!)  than to avoid this essential skill to becoming successful.

- when you find yourself waiting until you “feel ready” for the next step

If you wait until you feel ready to give a presentation or whatever your next step is, it will take you a year or more to get there. One of the secrets of success in private practice is the willingness to be able to be with your fear and uncertainty and to not let it stop you.

For example, in regards to presentations, all my clients book seminars, with a general idea of what they’ll cover, but get to work on the curriculum AFTER the presentation is scheduled and people are signing up. It definitely feels edgy, but the other way around doesn’t seem to work.

Confidence comes through experience, not through mental preparation alone.

- when someone tells you can’t have what you want

There’s always a way to get what you want. You are only limited by your imagination.

- waiting on someone who can’t or won’t serve you right now

Sometimes, people just don’t want your business. It’s not personal, maybe they are making a change in their focus, have a full practice, are extremely busy, etc…

The flip side of that is that really good experts are usually busy, hard to get to and will make you jump through a few hoops before they consider working with you.

If you get a sense, in your early conversation with someone that you want to work with in some capacity, that they will not be able to serve you in the way that you want, then move on. There’s lots of fish in the pond.

- when someone is working on some aspect of your business and you want to wait until they are done before you move forward

You don’t need marketing materials, websites, business cards or anything to go get your next client. Yes all of that makes it easier, but truthfully, you can make progress right now.

Here’s to letting go of the habit of waiting and to embracing a new, more supportive habit of using your creative thinking to actively leading your wellness biz to the results you want.

To your continous success,

Karin

Tired of waiting on something to happen in your wellness biz? Let me work my magic on your practice in my new Brand and Launch Your Wellness Biz RIGHT program beginning June 3rd, 2010. Only 3 spots left. Get the details here: http://wellpronet.org/branding

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies.

In 2009, she expanded her private practice and launched The Wellness Professional Network http://wellpronet.org as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

Your fear of rejection, backlash and ‘what will they think of me?!’…

Your fear of no one signing up, showing up or people throwing tomatoes during your seminar…

Your fear of standing on your own, standing out, being a leader/guru or expert and taking a chance that not everyone will like you…

All of this is totally natural.

You’re human.

And like all humans, it’s absolutely normal to desire to stay safe and cozy within what you know and not seem too different.

But staying snug as a bug doesn’t get your great work into the hands of the people that want it.

You have to venture into the marketplace, the places where your clients hang out and are open to learning new things.

And that takes courage.

It’s not difficult to learn the biz savvy skills and best practices you need to help you navigate these waters.

It just takes courage.

Courage to send your newsletter consistently, to stand in front of a room of strangers and share what you know, to make follow-up phone calls, to offer your services to a wellness coordinator, to promote your tele-series effectively and so on.

Again, it’s not difficult. It just requires some gumption, an opinion and the willingness to go beyond what your mind says you can and can’t do.

So how do you begin to cultivate courage to share your work with the world?

It’s like working out any muscle in your body.

Over time, with consistent action in the direction you want to go, it gets stronger, more flexible and you become more confident in your ability to flex that “mindset” muscle.

And on the next WellProNet Tele-Training, on Thursday, April 1^st, at Noon eastern we’re going deep into this topic.

In this tele-class you’ll learn:

•  How to deal your fears, worries and doubts that sometimes get the best of you and stunt your progress
• You’ll be inspired by stories from my own not-so-perfect experiences and my wellness pro clients’ real-life tales that will remind you that you ARE NOT ALONE
• The mindset you’ll need to handle criticism as your wellness work impacts more and more people
• How to become aware of a BIG unconscious, unspoken dynamic that wellness pros unwittingly fall into and how to nip it in the bud (I’ve done it too!)
• Practical ways and great resources to build that muscle of courage
• And, you’ll have plenty of time to ask questions, share your thoughts and receive on-the-spot coaching

I’ve never shared so openly and deeply about this topic.

Much of what I plan to cover is the stuff I have only shared, one-on-one, with my private clients.

You’ll want to add this tele-class to your own success library to refer to time and time again. (Yep, those fears, worries and doubts don’t just pop up once!)

And this call is free for members of WellPronet.org.

Not a member yet? Click on the following link to find out if membership is right for you: http://wellpronet.org/whyjoin

Can’t make the live call? No problem. WellProNet members receive a word-for-word transcript and audio recording of the monthly tele-trainings. So you can listen to the training on your own time. In fact, 75% of members access the membership resources on their own time, so you’re in good company.

Hope you decide to join us!

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of branding with archetypes. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband, Drew Rozell, who also runs a successful coaching business.

While I was there, we spent a day hiking in the ancient ruins of the Pueblos Native Americans in Bandelier National Park.

We took the extra loop of the trail to visit a special Ceremonial Kiva from the 1200’s carved into the rock face of a mountain (A Kiva is a place of ritual and spiritual connection for the Pueblos).

The problem was, in order to get to this special cave, we would have to climb wooden ladders up three steep cliffs.

Did I mention I have a terrible fear of heights?

On our way to the ceremonial cave, there were signs that read dire warnings: “Do not attempt to climb the ladders if you have health problems or have a fear of heights.”

I immediately STOPPED enjoying the hike.

Everyone around me was chatting away, having a great time.

In that moment, I secretly hated everyone there.

“Don’t they know they could fall off and die!!” I thought.  “What fools!”

I decided I was going to skip it.

Even though I would be the only one out of seven who was going to miss this adventure.

No one was pressuring me. It was totally fine by them if I wanted to hang back.

Then my friend Wendy, a transformational life coach, casually mentioned how it “was going to be SO worth it. A once in a lifetime thing.”

Ah jeez. I’d hate to miss that.

And then I overhear another person in our party, also a deeply gifted wellness professional who I respect, saying how the energy of the Pueblo Kiva is something that never fails to blow him away. He’s done it many times before!

“Oh no! I don’t want to miss this!” I thought to myself. “I’m going to have to do this.”

I was shaking.

But I knew the longer I sat there thinking about it, the more my “fear” would rationalize my staying put on solid ground.

So I hustled myself right up the first ladder. First in line. Gulp.

(The trick is to not look up or down – just at the next rung. And being first in line was not a bravery thing, it was me avoiding having to watch my friends climb ahead of me and letting the fear build even stronger.)

After ascending the first ladder, I was shaking, yet still considering going back down to avoid the next two.

But then my friends where right behind me.

Damn.

Gotta keep going.

You had to take turns with the people coming down as the climbing route is very narrow, and in order for my friends to get up the ladder as a group, I had to keep going.

I made it up the next two ladders.

Whew!

We took some quiet time to enjoy the energy of the ceremonial cave and had some dark chocolate to celebrate.

Only one problem.

I had to get back down.

That was a bit harder.

Every single muscle was firing, shaking and saying NO!

Each time I started on the next ladder down, I would go through a 5 second thought process of…

-         holy smokes, I can’t do this

-         maybe Drew can carry me

-         Drew can’t carry me

-         I am terrified

-         I have no idea how to get down

-         I can’t get down

-         I have to go down

-         A barely inaudible wimper would come out of my lips (yes – I wimpered in public!)

-         This sucks!

-         Aww jeez!

-         Here I go!!!!!!

Obviously, I survived.

My legs and arms felt like jello afterward from the stress of it all.

And yet, I must admit, I felt like super woman.

Was the Kiva really worth it?

It was really spectacular.

And I’m glad I didn’t miss it.

But what was really powerful for me is that this was the second time in my life where I wasn’t letting this fear of heights guide my choices.

(The last time was in Puerto Rica Zip Line. You can see that video here: http://www.youtube.com/karinwitzig).

That’s what’s possible when you are in a group of people who are focused on going beyond what your mind says is possible.

You automatically uplevel what you can do.

Just like that.

Energy is truly contagious.

Who you hang out with profoundly affects what you can achieve.

Had I been on my own, I would have not climbed those ladders.

And deep down, I knew that would have been another score for fear leading my life.

I’ve had enough of that and it doesn’t lead me to what I want.

So who will you be hanging out with when thinking about your practice goals?

Will they be like my friends who inspired me to overcome my fears?

Will they be like my hiking friends who encouraging me to see that on the other side of my nerves and fears is a new level of self-esteem, confidence and personal power?

Energy is contagious.

That’s a BIG reason I’ve put together WellProNet.org

To put you in a group of people who are going for it WITH you.

Going beyond your fears is so worth it.

You are so worth it.

Your vision for what you want to contribute to the world is worth it.

What will you choose, your fear or what’s on the other side of fear?

Hang out with me and 80 other Wellness Pros in the life and health transformation field and you’ll get where you want to go.

The first step is to visit WellProNet.org and see if it’s for you.

To your success,

Karin

Like what you read? Then don’t miss another issue of WellProNet’s Wellness Business Trends and get business savvy about your passion for wellness fast. Sign up for free on the homepage of http://wellpronet.org.

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

Most wellness pros use the word “help” or “teach” when referring to their services.

For example, “I help people lose weight using my unique 7-step nutrition for weight loss system I created after losing 100 pounds.”

I used the word “help” for years and years.

And I used the word “teach” too.

I’ve recently realized these words are negative triggers. Meaning, they trigger a negative response in the person who hears them.  It’s subtle yet very powerful to notice. See if you can notice the difference in the following descriptions…

The word “help” implies someone needing help, or perhaps being unable to do something (and feeling like a failure) and frankly, most people don’t like admitting they need help, nor do they like asking for help. And the word “help” also attracts people who “need help.” (Read: may be needy and energy draining.)

The word “teach” reminds people of school. And how many of us have had wonderful experience in school? I can only remember two teachers in all of my pre-college days that really made a positive impact on me. Unfortunately, most did not. Let’s not remind people of their days in school. Most of us didn’t love the experience.

So what’s the alternative?

Use the word “show”.

“I show people how to…”

The word show is more active, positive and implies that it’s for people who only need to be shown what to do and they can take it from there. By the way, these are always the very best clients to work with.

And the word “show” also clearly stears away from “therapy” and “helping” talk.

Try it out for yourself and see if you can notice a difference.

To your success,

Karin

Like what you read? Then don’t miss another issue of WellProNet’s Wellness Business Trends and get business savvy about your passion for wellness fast. Sign up for free on the homepage of http://wellpronet.org.

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

With each presentation, the key thing to remember is to plan to include a compelling offer (like a limited time free or low/cost breakthrough session with you) and can except 5% -20%  of the group to say YES (if done right) and the remaining 80% or so to join your emailing list (so you can begin connecting and marketing). 

Most wellness pros offer tons and tons of info in their talks and then wonder why no one asks to work with them. (I did this myself when I was a nutrition coach.) First, if you over teach and jam pack your talks with tons of tips, you’ll turn people off by overwhelming them. And second, it’s up to you to present your compelling offer effectively (HINT – Don’t wait until the end!). Don’t make people figure out what the next step is.

Typically, if you’re just starting out, most wellness pros will give presentations where anyone will have them.

Yoga studios, gyms, doctor’s offices, etc…

In one sense that’s good. As it can be good practice.

However, your presentations become much more effective if you’re standing in front of a new group of people that you KNOW are perfect for you. That is, they meet the four keys to a profitable wellness market. IE – if you specialize in working with entrepreneurs/business owners, then you would look for business owner groups online and take out your local business journal and find meetings and conferences and offer your presentations there. Or if you specialize in working women over 40, then you would find their networking groups, conferences, favorite hang outs and go there to speak.

And if you’ve never presented before, start off by doing 10 presentations for free.

However, beyond learning the right way to present your topic and make your offer, do you know what is the most commonly asked question I receive? 

“Do you get nervous?”

Well of course I do!

In fact this weekend, I’m speaking at the Institute for Integrative Nutrition at Lincoln Center in New York City. If I allow my mind to wander about getting on the big stage and presenting to nearly 1500 – 2000 people, then I want to hide under my desk.

Here is what I do to soothe my nerves…

Step 1: Know Your Topic

I could do this presentation in my sleep because I know the topic so well. It gives me comfort to know my stuff and helps a lot with the nerves. I energetically “lean into” what I know for sure versus all the “what if’s” my mind can drum up.

Step 2: It’s Not About Your Ego

As I prepare the presentation, I remind myself that people aren’t necessarily there to see ME. They are there to learn and receive great information. And then I think about how I wish I knew this information when I first started out in private practice and this gives me courage to stand up, share what I know and not vomit.

Step 3: Be the Messenger

And finally, because I’m not a slick and smooth presenter (and few of us are!), I think about seeing myself as a messenger instead of trying to be a perfect speaker. What’s most important, in my mind, is to get the information across in a memorable way and make a difference. And that means I don’t have to be perfect and can focus on speaking from the heart.

Consider these steps before your next presentation to help soothe your nerves and remember, that while few us were born to be performers and have a craving forbeing on center stage (Those of you with a theatre background are lucky to have this calling!), speaking is such a powerful, effective way to reach your tribe of clients and attract new business that’s it’s well worth dealing with the nerves.

To your success,

Karin

Like what you just read? Then don’t miss an issue of the latest wellness marketing trends and tips from the front lines of private practice. Just enter your name and email at the top right of this page:  http://wellpronet.org

Next WellProNet Member Tele-Training is March 11th: What to Say to Decision Makers to Land Paid Speaking Engagements

About the Author: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

This came on the heels of finishing the popular leadership book, “Walk the Walk” by Alan Deutschman, which was really good. And yet, I found this fun video covered the key points of the book.in about 3 minutes. So you could read the book, or watch this quick video to see what it takes to takes to go from idea to movement. (Or you could do both!)

To your success,

Karin

New Expert Interview is released to members today!

WellProNet’s Guest Expert is Dan Clements of AlternativeHealthPractice.com and author of Escape 101: Sabbaticals Made Easy

Interview Topic: Do What You Love without Burning Out

Meet husband and wife team Dan Clements and Tara Gignac, ND.

Together, they own and operate StoneTree Clinic, a successful naturopathic clinic in Ontario, and they are the authors of the sabbatical how-to guide Escape 101, which has appeared in such places as The Wall Street Journal, Success Magazine, and The Miami Herald, and been endorsed by best-selling authors like Timothy Ferriss (The 4-Hour Workweek).

Dan writes about health, private practice and lifestyle design in his blog called AlternativeHealthPractice.com.

I stumbled upon Dan’s blog and found it rich in practical, valuable insights into being successful as a healer while still having a life.

I immediately bought his book and I’m absolutely loved it! It’s superbly written, easy to digest and very inspiring.

More than that, he outlines how to take sabbaticals from your business without losing your money (or your peace of mind!).

Something I’m planning to do!

After all, what’s the point of having a business for yourself if it doesn’t allow you to live your life the way you want?

Yet so many wellness pros believe to be successful they have to give up quality of life and their values. Not true. And Dan and Tara are a beautiful, inspiring case study to learn from.

You’re going to love this members-only interview!

To listen to this members-only interview, become a member of WellProNet today.

Here’s the link to join WellProNet today and receive immediate access to this interview, as well as all the other benefits of membership: http://wellpronet.org/benefits

To your success,

Karin

I don’t think so.

Yet does being the best at what you do mean you’ll be successful?

No it doesn’t.

Mega-author James Patterson understands this very well.

He outsells other critically acclaimed, best-selling authors like Stephen King, Dan Brown and John Grisham . “According to Nielson BookScan, Grisham’s, King’s and Brown’s combined U.S. sales in recent years still don’t match Patterson’s.”

Why is that? Is he the best writer out there?

No, it’s not that he’s a better writer. In fact Stephen King pokes fun of him along with many other more literary focused writers. His critics highlight his simple sentence structures and heavy on the action story-telling as some kind of fault. And yet Mr. Patterson knows he’s not the best prose writer.

So why is he the most successful fiction writer in his genre?

Here’s what he did:

He identified a group of people that were not being served with traditional literary-styled books: those who were never big readers because they found it intimidating, elitest and hard to get through. And so he wrote engaging stories that made reading fun, captivating and real page turners (ie – short chapters). And then he set up business and marketing systems to be consistent at repeating his successes.

This strategy only came about after trying to do what every other author attempts: Write the great American novel that would win awards, prestige and recognition. He wanted to write books that mirrored his own high-brow tastes for literature, such as “To Kill a Mockingbird.” The problem was, he said, “I always knew I could write a reasonable literary novel, but not a great one.”

Over time, he started reading more commercially acclaimed book to see what all the fuss was about. Books like “The Day of the Jackal” and “The Exorcist.” And that’s when it hit him: “I can do this. I understand this. And I like it.” And he started writing evenings and weekends after his day job at an ad agency. The rest is history, including a few ups and downs, until he figured out his “formula” for success, joy and realizing his passion for getting people to become readers.

His formula for success can be adapted to any industry – be it wellness, selling gadgets or publishing books.

Find a group of people who want something and is willing to pay for it, make a good solution for them (read: doesn’t have to be the best), stay in touch with them and let them know you’re listening, pay attention to their needs and wants and keep serving this group with more good solutions that replicate what’s already worked.

What most wellness pros do is have an idea and try to sell that idea to everyone. (Oh boy! I’ve made that mistake myself!)

And most wellness pros are trying so hard to be their best, that they find themselves in constant “waiting” mode. Waiting to know enough, waiting to finish the next credential, waiting until they worked with 100 or 1000 clients before they write a book, waiting until their website is ‘perfect’ and so on.

How many times have I been out with a  wellness pro friend and they pointed to a popular health or nutrition book in the bookstore and said “I could do that.” But they don’t. They’re still trying to write the “War and Peace” of nutrition.

You as a wellness pro must take your already good ideas (please read that again: your ideas are already good enough), find a group of people that want what you have to offer and package your good ideas and services in a way that they would inspire them to say YES. That may take reworking titles and putting a different “book cover” or “spin” on your ideas so that it appeals to people outside of the wellness field. That’s okay. Be flexible. You’re not trying to write “War and Peace.” You’re just trying to share your good ideas.

The point is: Good ideas are good enough.

Forget about critical acclaim or winning admiration in the eyes of your colleagues. I know plenty of wellness pros who are seen as  successful and really up to something and they’re actually struggling to pay the rent and are seriously overworked.

What’s more important is acclaim and recognition from the tribe that you serve. They are the ones that are hiring you, showing up for your presentations and buying your info products. They are the ones that count. Literally.

So consider borrowing a few ideas from James Patterson who chose to laser focus on realizing his greatest passion: getting people to become readers. Yes, continue to invest some of your time studying your modality to become better at what you do. But make no mistake, that is not what’s going to get people healthier. (And very often, because you’re always learning new things in your modality, it makes you feel like there is so much to learn and perpetually locks you into the “newbie” state of mind, fueling the fears of not knowing enough).

Instead, consider that mastering the formulas that create success is what builds the bridge between you and your tribe.  And this “bridge” is the key make a great living while making a difference.   

To your success,

Karin

Want to learn how to do build the bridge to your clients? Check out my NEW Fast Start to Clients Program beginning January 27th. It’s a simple, easy-to-understand 8 week program to jumpstart your practice success FAST. Get the details here: http://wellpronet.org/faststartguide

I know I did for the first few years in my practice.

And so this is what would happen:

- I would spend most of my free time pursuing additional credentials and reading tons and tons of books about my modality (which was nutrition at the time)

I collected and read hundreds of health and nutrition books. In fact, in my office I have a large bookcase full of all the information I learned. Yet to my surprise, I found learning more about nutrition didn’t help me grow my business.

- For example, whenever someone expressed interest in my services, be it at a networking meeting or a cocktail party,  I would feel SO EXCITED and attempt to prove to them that I actually did know a lot and would spend time answering all of their questions about nutrition.

I really thought this meant they were interested in my services and that at any moment, they would ask to book an appointment or ask for my business card.

We would talk for an extended period of time, and very often, I felt I was in convincing mode or making the case for the importance of nutrition.

Sometimes, I felt the person was just wanting me to hear THEIR opinion about nutrition and enjoy the opportunity of debating with a nutrition pro.

Other times, it seemed it was pretty clear that that person needed my help and they would asked me about how I worked, but they NEVER became a client.

So what was the problem?

It wasn’t that I didn’t have enough passion.

It wasn’t that I wasn’t putting myself out there.

I simply wasn’t responding to these inquiries IN THE RIGHT WAY.

Since this recurring situation touched one of my big insecurities about my practice, I kept attracting this situation over and over and over again.

It didn’t change until I realized that:

1)  answering everyone’s questions wasn’t turning people into clients

 2) studying more and more about my modality wasn’t helping me attract clients  either and

3) falling prey to this situation was endlessly frustrating and demoralizing.  

False Premise Every Wellness Pro NEEDS TO KNOW:

Learning more and more and more about your modality DOES NOT help you attract clients.

Answering people’s endless questions about what you know DOES NOT help you attract clients.

What DOES help you attract clients is learning to respond to opportunities IN THE RIGHT WAY.

And that’s within the domain of marketing, not within your modality training.  Unfortunately, wellness pros aren’t taught how to do this as part of their training.

Things finally changed for me when I decided to funnel some of that “continuing education” energy and invested into studying what makes people successful in very small businesses like my own practice.

And what I realized, and what few wellness pros know is this: Marketing is the bridge between you and your clients. NOT more training in your modality.

There is a BIG WIDE GAP between where you are and where your clients are and it’s up to you to bridge that gap.

Solution: Next week, beginning on Wednesday, January 27th, I will teach you exactly how to respond to inquiries in your services IN THE RIGHT WAY, in my Fast Start to Clients Program. I call this learning how to design “breakthrough offers” that inspires people to book appointments with you. It’s one of the secrets to success.

You’ll learn what to say, what NOT to say, how to stop feeling like you’re convincing people to care about your modality and how to make “works every time”  offers that puts an end to the fear of not knowing enough and the demoralizing drama of giving, giving, giving without getting clients in return.

To find out if this program is for you, visit http://wellpronet.org/faststartguide

To your success,

Karin Witzig Rozell

Founder, The Wellness Professional Network