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Season 3 :: Episode 3yogipreneur radio

Cate: We’re back. This is Cate Stillman with YogaHealer.com and I’m here with Amanda Cook of Wellpreneuronline.com and her soul sister — not biological sister — Racheal Cook of TheYogipreneur.com.

We’re here doing this wellness career coaching-type podcast series. If you’re just chiming in, that means you missed the first two episodes. The first one was on competition versus collaboration. We’re trying to actually demonstrate how much fun it is to collaborate. We have more in common with each other than with most of the other people in the world and that it’s fun to hang out, even though at first we may have been like, “She’s doing what I’m doing.” We may have had that little thing that can happen when we’re in a competition mindset instead of a collaboration mindset. That was episode one.

The second lesson was on getting seen and heard. Not really lesson: conversation that you may have learned something from.

This third conversation that we’re having is on, what I call, exchanging value in the marketplace. I really like that phrase because a lot of us are like, “I want to make more money,” which is really all about you and not really about those who you’re serving.

What this phrase, exchanging value in the marketplace, to me is all about if we do want to make more money, how indeed are we going to exchange more value?

That’s my kickoff for this topic.

Amanda: Nice.

Racheal: I love this topic. I have to say, I have been hesitant in the past to really dive into this one simply because I’m not a money mindset coach, you guys. I really have never had a problem getting paid for the work that I do, so I really struggled for a while with talking about this with my community. I started talking about it a couple years ago and what’s funny is there’s a post I wrote on my blog at TheYogipreneur.com and it’s like, “30 Ways Yoga Teachers can Make More Money.” That has been one of the top 10 blog posts I’ve ever written for four years in a row.

This is something people aren’t talking about, but they’re thinking about it because it’s causing a real big challenge for them in their own business and how long they can continue doing this type of work. It’s so important to make sure that you’re able to get paid. But I love what Cate shared about exchanging value because I think one of the biggest challenges for a lot of us — especially yoga teachers, but I also see it with health coaches or other holistic healthcare practitioners — they’re only focused on what their hourly rate is instead of the real value that they’re providing in a bigger picture to their clients.

Can we kind of jump off from there?

The difference between focusing on an hourly rate and what it really means to focus on providing value and how does that differentiate?

Cate: Yeah. Sorry, Amanda, I’m just not going to let you talk at all in this one. I’m just going to jump right — No, I’m just.

Amanda: I’ll just eat my chocolate. It’s fine.

Cate: Yeah, just eat the chocolate that you can’t share virtually. It’s driving me nuts. Now I forgot what I was going to say. No, just kidding.

To speak to that, Racheal, to me it’s like results. What results are you going to get someone? When I go buy something, it’s because I want what it does. Even if I buy an e-course online, I want the promise of the course. I usually want to get there in a way that’s enjoyable, easy and fun. Right? If you’re like me — and you might different. You might have different words about how you want to experience something and that’s how you should get people to the results that you’re providing.

If you’re not clear — and a lot of people are this way. They’re like, “Oh, but there’s so many results. There’s so many things I do.” It’s like, well, if we can get really clear on what, if we can start to quantify what we do, then we can actually create a realistic… We’re basically productizing our services at that point. We’re saying, “Here’s this thing and it does this and this and this and it costs this much money. You should expect this and this to happen in this period of time.”

If we can shift to that — which is a huge shift from the, “Come schedule a private or a consult or whatever. I’m $100 an hour.” Or whatever. It’s like, well, what am I going to get for that? “Oh, well, we’re going to sit down and we’re going to talk and you’re going to…” Right? It’s just really different. It’s not necessarily going to get the person out of back pain. It might give them a plan to get out of back pain, but then they leave and it’s a plan. Right? They’re not out of back pain yet.

Amanda: I froze there for a little bit, so sorry if you said this, but I think a lot of times — especially with health coaches… well, I guess any sort of wellness practitioner that’s doing… I work with people that do a lot of talking kind of therapies, coaching and stuff like that. You just think about there’s going to be six sessions and in these six sessions we’re going to, blah, blah, blah and they talk about all the stuff. “And you get a worksheet. And you get this. And you…” But that is not what the person really cares about. That’s not the value, right? It’s the actual transformation. Just having a transformation of “You’re going to be empowered to live your most vibrant life.”

Racheal: But what does that mean?

Amanda: Exactly.

Racheal: What does that mean?

Amanda: What does that mean? That is not… the thing you have to get back to when you’re going to sell something is — I love this one — “It’s not what you want to sell. It’s, what does that person thing their problem is?” It’s not what you know their problem is. They might think… What’s a good one? Let’s see.

They might be having horrible skin with lots of acne or something. You know what they really need is to eliminate dairy products and switch to a plant-based diet. Right? But, if you pitch your service as that, nobody is going to buy it because they don’t know that’s the problem. What you need to sell is a package that’s going to clear up your skin. They’re going to get smoother skin and softer skin and save money on beauty products. All this stuff that they’re going to get. They don’t care that it’s six sessions with two worksheets and a Skype call. That doesn’t matter.

I think it’s really thinking about, to that person that you’re selling to, what do they perceive their problem as and how is that impacting their life?

How do they value that? Then price is based on that, not on how many Skype sessions you have.

Racheal: I love this. It’s so tying back into the last conversation we had where we talked about problems and why understanding the problems are so, so important in not just helping you get known, but in helping you get paid.

Here’s the thing, if somebody is coming to you and all you can offer them is, “I have this package of this many sessions,” you’re not giving them the information they need to really understand what the price point is based on other than how much your hourly rate is. The immediate default is checking out your price, which also means the secondary default is, “Compare this to everybody else.”

If you’re focused on a problem like the whole problem skin thing — I’ve had that problem and dairy eliminating actually worked for me. Again, it’s like you know me. Maybe we are related.

Cate: We’re just so intuitive.

Racheal: For example, if you’re focused on that problem — “Here’s all the things that you’ve previously spent money on trying to deal with this. You’ve probably gotten a prescription medication from a doctor. You’ve probably been on rounds of antibiotics. You’ve probably spend a crap ton of money on cosmetics trying to cover it up. You’ve probably put your skin through hell with all this chemical stuff on your face. You have spent money.”

I would estimate that somebody with that problem has already spent hundreds if not thousands of dollars trying to fix this problem. Now, you’re not comparing prices based on their hourly rate. Now, it’s like, “What have you done in the past to try to fix this problem?” They’re going to tell you all these things and you’re like, “Okay. Wow. You’ve spent a lot of time, energy and money just trying to fix this. But here’s the thing. There’s another approach.”

Then, suddenly, they’re comparing something completely different. What is that called? The anchor is completely different. It’s not hourly rate. It’s what you’re actually focused on.

Cate: This is huge and that was eloquent. This part of it, the exchanging value, see how it goes both ways. Now we actually know what result they need.

Racheal: Yeah.

Cate: How devoted are we going to be to helping them get that result? That’s where we really have to pause. Is this someone I can get a result for?

I know with all of us, we do a lot of work with people. Some of it is taxing to us — emotionally, really, more than physically at this point because we just talk. But it’s like, “Oh, my gosh. This person, they’re going to need to learn this and then they’re going to need to learn that and then they’re going to do that and then blah, blah, blah.”

I have programs where I have other coaches supporting people in certain ways. Okay, I’m going to have to increase my coach’s hours with this person for them to learn just really being honest with where they’re starting. Take this person with the bad skin. Maybe she eats McDonald’s three times a day. Maybe she doesn’t go to a gym or work out or exercise at all. Maybe her husband’s an alcoholic.

We really take the person into account and what they want is clear skin. We really take into account what are maybe some of the stages to getting them clear skin. What are some of the side benefits that they may also experience? What are some of the biggest obstacles? But for me to get them, either through some of these stages or the whole way to the end of the roach of clear skin without a doubt and it’s not going away and it’s not coming back.

For us to do that, then we really can really sit and be like, honestly, within myself, what am I willing to do this for? Just knowing what it’s going to take. Then we can come up with a number that’s like, “Yeah, I can totally show up for that number. I’m going to do this in the best possible way that I can.”

That’s how I exchange value in the marketplace. That’s a, “Yep. This is the number. I’m committed to their transformation because I know exactly what I’m getting paid for and I’m 100% energetically fluid with that exchange.”

Amanda: Have you ever had this situation — and this happens to loads of clients and I’ve done it, too — where in the beginning you’re not charging enough and then you get locked into working with this client for six months. A couple months in, you just start thinking, “I am just not being paid enough,” and you start to, inside, resent the client. You start to dread every session because you keep coming back to, “Man, I’m only getting paid…,” if you calculate it out, some little amount for this session.”

Then, you’re not showing in your best way for the client either. They’re going to sense that in some way and it’s just weird. I recommend that when you’re pricing — especially one-on-one work — you need to really think through. It is not ever just the sessions. I know when I have one-on-one clients, I’m always thinking about them. I’m thinking about them in the shower. I can’t help it. Not in a weird way… Don’t worry. Not in a weird way.

It’s like with my own business, right? An idea will just appear to me and I’ll just think about them. It’s not just those sessions you have, so you need to price it in a way that you’re giving up some of your mental energy and that’s okay. What I always recommend if you’re just starting out is that you start with short packages. Don’t commit somebody to a one year program or even a six month program as your first client at a super low price because you might shift with that. You might want to start with shorter programs so that you can kind of get through some clients and adjust your prices once you understand what the effort involved is so that you can really get aligned with that.

Racheal: Yeah. It does take a little bit of trial and error. I will say that. Everybody’s where they feel most comfortable with the price points and everything. It varies based on so many different things. Some people live in very expensive cities where the cost of living is a lot higher, so they’re not going to be okay with a price point that’s just not even going to pay their bills. Whereas, somebody who has a simpler life in a less expensive area, they might be okay with that. That kind of stuff is something you have to consider.

But, I totally agree with what you just said, Amanda, especially when you’re beginner. When you’re beginning, you’re kind of just picking a number a little bit out of thin air based on what you think. It’s not until somebody actually pays it that you have confirmation that you’re anywhere close. Then you can start moving up and down from there.

I think it comes back to the whole value exchange piece. What is it really worth to them to fix this problem? What would they actually pay to solve this problem? Then, putting in place boundaries around how you’re going to help them solve that problem. I think that’s another part of the pricing equation and why a lot of people start to get resentful. It’s because they’re only thinking about the time that they’re spending live with you in person or on the phone. But it’s all the other little things in between that start to add up.

You have to really think about both sides of that. How much time am I putting into this? What type of energy is it going to take for me? Are they willing to pay that? If they’re not willing to pay that, if I’m completely off base or whatever, how can I find a better match here between what they need and what I need in order to make this happen.

Cate: That’s where group programs can come in, too, right? I think that’s what’s so brilliant about those. If you’re going to grow a scalable business, there’s only so many one-on-one clients you can have. It just takes up all your — so much energy and time. If you really want to grow… even if you don’t want to grow something that’s hugely scalable, just think about your life. Maybe you want to spend time at home with your kids and you don’t want to be seeing clients five days a week/eight hours a day, so there’s only a certain amount of people you’re going to be able to help. I think offering a group program is something you can do to help more people at a more affordable price point, too.

Amanda: Yeah. That and scaling it. Finding the steps within there. Like, scaling it into steps. If A to Z is this. I’ve done this so many times, you guys. I mean, I’ve been creating online products for so long. It’s like, “Oh, wow. That step is really, really big.” Then, what happened is I had to build in smaller steps underneath it so that if someone was just really starting it’s like, “This year, just do this little one month e-course with me twice and then you’ll be ready for this nine month course and then you’ll be ready for this 15 month course. Then, after that, you can work with me one-on-one if you want.”

That’s actually not really what I want. It’s in a really small group. That might be down the road for a lot of you, but then others of you listening, it might really seem like, “I’m just actually… the person’s just not really wanting that big or long of an experience right now. They just need that first A to B instead of the A to B, B to C, C to D. The A to D thing is too big. It’s just A to B. That can lower the price point. It can be in a group, too, or one-on-one.

Racheal: Yeah. I just want to add onto that. I think all of us are at the situation now where we have different offerings before people work with us. People working with us is the highest level, highest price point offering that we have because it’s our time. Then we have group programs or on-demand programs or whatever.

But — and this is just totally my personal opinion and you guys might disagree with me — I think the best way to learn what needs to go into a group program and what needs to go into your first eBook or any of those types of things is to work one-on-one and figure out those steps. Figure out your process to get that result. Sometimes, you might thing you know, but you just don’t 100% know until you’ve worked with a handful of people.

What are the nuances here? I think it’s going to take six steps and I think I can get them there in this amount of time. But then you start working with them and you realize here’s where they get stuck, here’s where I really have to dive deeper because it’s a bigger problem than I thought. This is all part of, like Cate said, productizing your service. It’s making it repeatable. The more you can make it repeatable, the better results you’ll get and the more you’ll be able to really charge for it. The value is so much clearer and you’ll get such amazing testimonials and case studies of people getting exactly what you promised them.

I think that’s a huge thing just to start with. What’s the result you can get them and then figure out the steps I need to take them through in order to get that result, and start working with that. Start building on that. Then, suddenly, your group program, it will literally show up for you because you’re going to hear the same things over and over again and then you’re like, “Okay. Now I know how I can teach this and record it and it can translate with a group.”

Cate: Amen, yes. I’ve had good luck from the people who have done a lot, have already established themselves and they’re not new; they’ve been working in the field for 10/15 years or even five to 15 years. They can do that process with a small group as well, but they look at it as a prototype, they look at it as a beta program. “This is what we’re going to do because I’ve worked with so many people over the years, not with this exact process.”

Racheal: Yeah.

Cate: That’s a lot of what we do in signature system is they launch that beta and then they refine it based on reality.

I want to shift gears here unless, Amanda, you have something that you need to say in this particular component. No?

What I want to say next with this exchanging value in the marketplace, I want to direct the conversation to the people that do want to double. They’re maybe at 50k and they want to break six figures or that they’re at 100k and they want to go to 200k. Maybe they’re at $15,000 and they’re hustling as a local yoga teacher and they want to make $30,000.

For any of those price points, there’s a lot of things that come up. Right? I’ve been at constant growth the whole time, so I noticed that I have different ceilings that have a lot of different components to ceilings. I’ve worked a process to continuously break through ceilings.

I’d love to hear just from you guys with what happens here when people are really like, “Oh, I want to double.”

Racheal: Yeah.

Amanda: I think it plays off of what Racheal was saying before about looking at systems and how you can take what you’re doing and turn it into… how can you leverage that into a repeatable system that doesn’t necessarily require you? If you’re looking to double based on one-on-one work, you can’t really unless you double your prices — which is an option, actually.

Cate: Oh, no, you totally can. Like, when I was first coaching, those guys who charge $25,000 a person or whatever? You can scale a million dollar business on private coaching if you’re driven to. There’s people doing it.

Amanda: Right.

Cate: But for most of us, that’s —

Amanda: But not everybody out there listening is probably comfortable doing that or wants the lifestyle of working all the time with one-on-one people. Then you need to start thinking, “Okay, how can I take my knowledge and how can I make this easy? How can I scale it?” You have to just keep looking at these things that don’t necessarily have you as the bottleneck in them. Those are the kinds of programs that then that can scale for you. You can still do some one-on-one coaching on the side as part of your business. But the stuff that’s really going to scale is something that needs to kind of be automatic without too much of your involvement in it.

Racheal: Yeah. I think this is where — what did I read recently? Maybe it was in Forbes. The average millionaire has at least seven income or revenue streams. I think this is something that people in our industry can really learn from because, as you advance in your career, your time becomes worth more. Your expertise becomes worth more.

You need to find ways to clone yourself.

I think one of the biggest challenges I hear from a lot of people is they’re just stressed out about how to do that. “How do I actually turn that into a program or a product?” Maybe a lot of them just don’t even know what these different things are. I think, could we just quickly break down some very simple example options for them? The first next option I hear from a lot of people is turning into a live group program where, basically, instead of teaching this stuff one-on-one, they’re teaching it to a group — five people, 10 people or 100 people. Whatever show up on a Zoom call like we are. They teach them and then answer their question.

That’s a very simple example of leveraging what you do, instead of working one-on-one, one to many.

Cate: Before we dive into all the different ones, what I just want to presence here is that at every income jump, there’s a fundamental question.

It’s, “Who do I need to become? Who do I need to become to earn at that level?”

There’s all these tactics and there’s all these different ways we can do it — whether we’re doing it through high end one-on-one coaching or whether we’re doing it through live webinars or making products or writing books.

That fundamental mindset of “Who do I have to become,” because however much value I’m exchanging in the marketplace right now is what I’m worth. If I want to become worth more, if I want to increase the value I’m exchanging, I can’t fundamentally be the same person. I can’t operate my business fundamentally the same way.

Amanda: That is so powerful. That’s such a powerful question.

Racheal: Yeah.

Amanda: I think that applies to our last discussion about putting yourself out there, too. If you want to be the person that’s on Oprah — I keep saying that — or writes for the Huffington Post or gives a TED Talk, what kind of person does that? Who do you need to become to be that person?

That’s an awesome question, Cate. I’m going to stencil that on my wall. That’s awesome.

Racheal: That’s a quotable. I really love that and I think that points to understanding where you need to improve. Obviously, if you’re going to scale to the next level, the biggest thing I see for a lot of people is when they’re ready to, especially, go online or create online-related things, there’s just such a huge learning curve. If I’m going to take my business online and offer this, who do I need to become? I need to become someone who understands this world. I need to become someone who understands how to get people to my website. I need to be someone who understands how to build buzz about — you need to understand what this all looks like. There’s a huge learning curve, so you have to understand that piece of education there in addition to being able to just know your stuff. You have to be the expert.

Those two pieces together are so, so important. I think all of us are still learning on both sides of those things every single day.

Amanda: If you want to grow your income, you have to. It doesn’t end. This never ends. There’s no end game with that. Yeah, you’re just going to hit your head against another wall.

I agree with those two, Racheal, and I want to say that there’s another part of it, which is not even improve, but, “What skills do I simply not have at all?

For me, I ran into it once I hit half a million. It was like, “Systems and processes? How do I run all these contractors without systems and processes?” It has been so intense. That, for me. For someone that comes from a business background, they’d be like, “Are you serious? You got that far without it? That’s impressive.”

Racheal: That’s a whole other skill set, learning how to become a real business owner. Someone who is hiring a team and growing a culture and all these other components.

Adding on to that, just the personal growth you have to go through. I would have to say, in the last year and a half, aside from learning how to grow and manage my team, it’s been personal growth, self-care, my own mindset. All of that is stuff that I’m actively invested in on a regular basis in order to help me break through to the next level.

Cate: Yeah. Yeah.

Amanda: Something that reminded me — when you were saying who you need to become to do this, I was reminded in one of my workshops I was teaching, basically — it was a really beginner workshop on online marketing and how it works. One lady raised her hand and she’s like, “That seems like a lot of hard work. Who has time for that?” I was like, “Honestly, you don’t have to do this. No one says you have to try to find clients online. If this turns you off, don’t do that. Go hang up posters and give talks and do whatever else.”

I don’t know. I think at some point you have to kind of know yourself. You don’t have to scale your business huge. If you want to —

Cate: No, but that was the premise of the question. That was the premise of the question. For the people that do want to double, that’s the stuff that they’ll hit.

But, you guys, if you don’t want to double…

Amanda: You don’t have to.

Racheal: You don’t have to.

Amanda: No one says you have to. You don’t have to do online stuff. I tell people that all the time. You don’t have to do my kind. I do content marketing and it works, but if you don’t like that, you don’t have to do that. Just go find something else that is a better system.

I guess the reason I brought that up because you can’t expect the results without — the people that are successful doing this online and doubling their business, do these things. If you don’t want to do those… that’s what you do to get that result. If you don’t want to do that, then don’t just be thinking you’re going to post one Facebook post and then suddenly… anyway. I’ll get off my soapbox.

Cate: Yeah. The other part of this phrase of exchanging value in the marketplace – we’ve covered some of the value part with the money. Some of the exchange, you have to actually be more valuable yourself.

Now, let’s talk about the marketplace. The marketplace is a moving target, right? The marketplace right now is a very different marketplace than it was 18 months ago. I mean, it doesn’t look anything like it did then. Then it looked really different than it was before then.

There’s so many factors, not just locally and nationally, but also globally with what is happening if we really look at the global wellness market and this massive surge of productizing services and online courses and teaching both locally and online and all these hybrid models, et cetera.

Why don’t we talk a little bit about… this could be a whole other topic, too. We could add another addition of this and have a Where’s the Market Going Next. But, as far as exchanging value in the marketplace, let’s just talk about the marketplace in closing this conversation.

Racheal: Yeah. I love this. I think a lot of people — especially in the yoga world — think that the people doing yoga are the same people that Lululemon is targeting. They’re in their 20s to 30s, they’re already active, they’re super into yoga and blah, blah, blah. But the truth is, where the market is expanding is not that. Where the market seems to be expanding is we have an aging population that is rapidly growing. Guess what, they don’t want to have their parents’ retirement. They want to be active; they want to go do stuff. There’s a huge opportunity there.

We have all these healthcare problems and corporations are starting to realize that if they have sick workforce, then they’re not going to get where they need to go, so they’re investing in wellness programs. I mean, there’s a lot of stuff happening that I think everybody should pay attention to. Baby boomers, corporate wellness and workplace wellness. There’s a huge surge of people who just realize that they need to be healthy in order to perform at the best level in their work, at home — whatever.

What else are you guys seeing as big things that are drawing your students?

Cate: Yeah, I definitely hear — on a similar note — that people kind of complain that lot of these wellness stars on Instagram, it’s all late 20-something gorgeous women on the beach drinking their green smoothie.

I think it can really put off other people that are different ages and shapes and sizes and genders and all of that. But, actually, I think, Racheal, what you pointed out is that’s actually a huge opportunity. Not everybody resonates to the 28-year-old girl doing her thing on the beach. If you can show, “I’m a busy mom doing this,” “I’m a 65-year-old woman doing this,” “I’m an overweight corporate guy doing this,” that’s awesome and you’re going to resonate with those people.

I think the fact that you don’t see people like you doing whatever it is, that’s okay. Find that model that’s working of that 28-year-old girl on a beach and maybe you can do your version of that and you’ll be speaking to your people.

I think, with the internet, that’s awesome because you have the ability to target. You’ll find your people on the internet because they can find you because it’s a global platform. You can really be that quirky person in that one niche like that.

Amanda: Yeah, that’s so worth replaying, you guys. Just listen to that part again because if you’re not doing that… I mean, it really does speak to that as the market expands, it deepens.

In the beginning, back when I was in a younger yoga teacher training in the late 90s in San Francisco, our wardrobe was so limited. Really. Oh, my gosh. Hugger Mugger was the name of the game. Let’s just presence reality. Right? Late 90s. Yeah. Those clothes were ugly.

Racheal: Now it’s a fashionable thing.

Amanda: Yeah. Sorry, Hugger Mugger. If we just see what’s happened to the yoga clothing industry, right? It’s just gone bonkers. They’re in bras. They’re in every knock-off store there is. It’s just the market has expanded, they’re in plus sizes, they’re in everything. This is where the market is.

Then, when we look at who we want to be to whom, in that question, it’s like the sky’s the limit. The more clear we are on that, just like you two just said, it really allows us to do what… really serve who we want to. Like you guys have both said, too, it’s never been easier or cheaper to say who you are and hang a shingle. Everyone has access to Google practically. I mean, I don’t know what the numbers are now per capita, but it’s like more people in the world now than ever before have access to the internet, which has more information than any person alive has ever had exposure to in human history.

When you take all that into account and that it’s free to do all that — it’s free to build your platform. It takes a little time, but other than that, we’re [inaudible 00:31:59]. It’s free.

There’s that whole component of just say, “If I want to exchange my value in the marketplace, who’s my market and where to do I find them?” It can be so small. I know people running successful, six plus figure businesses on one-on-one coaching. They don’t work very hard at all. I’m like, “Oh, that looks attractive.” I think in my 60s, I’m going to go backward and work with three people, five hours a week.

Racheal: That sounds perfect.

Amanda: And make tens of millions of dollars or whatever. It’s like you can go in so many different ways. It’s really just… I just want to give permission to people to provide amazing value, know to whom you’re providing that value and what it’s worth to them and get results. Please, get results.

Racheal: Yeah.

Cate: Can I say one more thing that I just… I’m here in Europe. I’m American. I’m in London. I think there is a massive opportunity for any non-English speakers. If you speak English, listening to us, and you’re fluent in another language, oh my gosh. Do not work in the English speaking market.

Racheal: Stop.

Cate: Find somebody that’s working.

Amanda: Yes.

Cate: Don’t copy them, but be inspired by them to do the exact same thing in your language.

Racheal: Yeah.

Amanda: Yeah.

Cate: Massive! There are so many countries around — I’m meeting people in these internet marketing groups. They are crushing it in Romania and Eastern Europe and Spain. These countries that they just don’t have all these English speaking stuff.

Amanda: That’s true. In Yoga Health Coaching, we have coaches coaching in German, in Russian, in Spanish and expanding like that. Romanian

Cate: Massive opportunity.

Amanda: It is! When they teach in English, they lose so much traction. When they speak in their native language, it’s like [inaudible 00:33:44]. It’s true in the — I’m getting Body Thrive translated into Spanish.

Have you translated your books?

Racheal: No. That’s on the docket. But I see the same thing. I have a lot of international people in my programs and what’s amazing is, for a lot of them, what I hear back is what I’m doing is where the US was five years ago.

That’s such an amazing space to be in because you’re going to be the first to your market. When you’re the first to your market, when you’re the first one doing it, you’re going to have such an advantage because, really, in this world — and I’m sure you guys can agree with this — the longer you’re in it, the easier it becomes, simply because in the online space, length of time matters.

The fact that Cate’s had her site up since 2001, that matters. Over time, it compounds the effect. It multiplies the effect multiple times over.

Cate: Yeah. It does.

Racheal: Start now. Be first in your market.

Cate: Yep.

Amanda: Yeah.

Cate: Awesome. Great conversation. Our next conversation is going to be on when you’re ready to work online versus in person. That’s a little different than when we talked about in topic two about being out there and attracting attention. This is more of when you’re actually working like we do — working virtually; more webinars, teleconferences or e-courses, et cetera. That will be topic four.

All right. Thank you, gals!

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