Written by: Connie Costa, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
"I am sorry, Connie," my client said, "I simply can't afford your services!" to which I quickly replied, "Well, when you are ready to invest in yourself, let's talk!" Then, a few weeks later, I saw that same client on vacation.
I have been coaching Spiritual Entrepreneurs for over 15 years. One of the most common issues I see is feeling conflicted about being adequately compensated for their services. I am frequently asked, "what do you do when your clients can't afford your services?" Most of my clients are brand-new coaches and holistic practitioners, and this issue profoundly concerns them. I explain that this is entirely normal and that there are many layers to this.
First off, some Spiritual Entrepreneurs subconsciously believe that charging for their "Spiritual services" is "evil." Often my clients tell me, "this is a gift from God; how could I charge and make money from it?" This goes back to the belief in society that if you are Spiritual, then you must be poor. Money is the root of all evil and all the other BS beliefs that are out there. So, I ask my clients, "why would God give you a gift and want you to be poor and struggle?" There is absolutely nothing Spiritual about being poor. You can make a more significant difference in the world when you have money. God loves us; he does not want us to struggle by doing what we love. Would you find pleasure in seeing your children struggle?
This brings me to my next point; we live in a society that believes it's too good to be true to make money from doing what we love. We believe that we need to be stuck at a job we despise to make money. That what we love to do can only be a hobby, a passion, but not something we can earn good money from. Where did we get such nonsense from? Why would we inherit a talent, a passion, a mission we don't get to express daily and be handsomely compensated for? Just ask any NBA superstar if they have the same belief.
This also occurs when we have low self-worth/self-respect, and our financial house is not in order. When we do not believe we are worthy of having the career of our dreams, we will sabotage our practice. If we grow up thinking we are not smart enough, not talented enough, or simply "not enough," we will struggle to have the confidence necessary to start a successful practice. And when we grow up with negative money issues, thus, live in lack versus abundance, our business will always suffer until we get our financial house in order. If you believe the rich are greedy, or you are afraid of becoming wealthy for whatever reason, you will not be able to be successful until you take care of your mindset. I've had countless clients make negative comments about the rich. I always ask them, "how could you become something deep inside you hate?" For many years, I remember I would meet my prospective clients at the fancy Montage Hotel in Beverly Hills. One of the reasons was because I loved being there, but the main reason was to watch the reaction of my prospective clients in that setting. Well, for the most part, they were uncomfortable. Some even made negative comments about the wealthy. So, at the end of our session, I would always point this out because most are not aware of their negative beliefs toward the rich. The wealthy, you see, have absolutely no issue charging for their services. And that's why they are successful.
The conflict over being properly compensated occurs when a Spiritual Entrepreneur first starts their practice. We are constantly creating physical manifestations of whatever is going on inside us. In other words, the outside world is simply a mirror of our inner world. When we believe that our work is not worthy of being compensated, then we will manifest clients showing up who claim they cannot pay us. And since we are good-hearted people who want to help, we are willing to give our services at free or discounted prices.
We also feel that we should not be charging since we are barely starting out. Here are my thoughts on this. First, I believe that there is an "intern" phase, and that's when you are "learning" your craft. During the "intern" phase, I suggest that my clients intern in hospitals, shelters and to lead as many workshops as possible. I also recommend that they "practice" on family and friends but always in exchange for both a written and video testimonial (if they enjoyed their work, obviously). It's essential to build momentum, learn more, practice, build clientele, testimonials, and make a difference. However, once the intern period is over, it's crucial to start charging clients and not fall for the "I can't afford your services" spiel.
Because the truth is, only on rare occasions can they truly not afford your services. Most can. But all of us respond to each other's energy more than our words. If what you say is "My services are $150 a session," while underneath, your energy is "I don't feel my services are worth charging for," people will subconsciously feel that and expect free services. Your clients aren't being evil; it's just part of the game. I teach my clients how to charge for their services appropriately, propose it to their clients, and the crucial mindset needed to start a thriving holistic practice.
I could write an entire book on why clients must pay, but for now, I will say that the most significant transformations came from those clients who paid me the most. After over 15 years in the coaching business, I have learned a great deal on this topic since I went through it myself. I have had to set boundaries with clients for their own good and in order to respect my work. When something is free or cheap, people do not appreciate it as much and do not put much effort into the process. Trust me. Once you invest an outstanding amount of money, you make sure that you get something out of it, so you work extra hard. The clients who have paid the most, in full and on time, are the ones who put in 200%. They are the ones who have the most significant transformations because they have the most at stake. So, it would be best to charge well FOR your client's sake. Until you understand this, your work won't be as transformational. Conscious Marketing Rebel, Jim Niswonger, says it perfectly: "If you're afraid that making offers will make you look bad, then looking good is more important than making a difference." Repeat after me, "I am doing my clients a disservice by not charging them enough!"
Stop being codependent and view your clients as small. You agree with their smallness when you give them discounts or free services. You are sending energy out to the Universe that says you do not believe your clients are resourceful enough to create the funds to pay you. I disagree with their lack. Instead, I believe in their abundance. Believe that they can generate any amount of money they set their minds to. Even on those rare occasions where it honestly seems they "can't afford your services," as I mentioned above. Teach them to become creators. Believe in them so they can believe in themselves.
Once you genuinely know your own worth and your client's worth, you won't provide free sessions, give discounts, and will expect to get paid on time and in full. Your clients will respect your time, you, and your work. You won't even get asked for discounts or free sessions because your energy will speak for itself. Instead, you will mirror the confidence on the outside that is going on on the inside. Your main obsession will be to provide more and more value, make a more significant impact, and create transformation. If you need help with this, I am at your service.
Bonus
Here are some mantras that can help you shift your mindset to a state of knowing your worth:
My work is worthy of compensation
I deserve to get paid on time
I am enough
My time is precious and deserves to be respected
I provide priceless value
My transformational work is worth billions
I love what I do, and I love getting rich from it
I make my clients wealthy, and I make myself wealthy
Connie Costa, Executive Contributor Brainz Magazine
Connie Costa is a Holistic Life Coach, Sicily Wellness Retreat Leader, International Speaker, and Published Writer who assists people in pursuing their life's purpose. She graduated from Antioch University with a Master's Degree in Clinical Psychology and is a certified Life Coach by the Holistic Life Coaching Foundation.
Connie is an expert at identifying her client's passions, gifts, and talents and converting them into the career of their dreams! She has coached countless clients in taking risks in order to pursue their life's purpose and become powerful manifestors in their life. Connie has produced and hosted major transformational events, coached numerous holistic business groups, and has spoken in front of thousands.
Connie leads Spiritual & Wellness Retreats in both the U.S and Sicily, Italy.
Connie's motto is "fall in-love with fear so you can marry success!"
