Unlock The Secrets to Get What You Really Want
Here's some points for you for today. What is my money wheel block? Get here, start uncovering it. A need-to-know first. If it's like me and it's about avoidance, turn all of your attention towards money, look at that bank account every day. Pay your bills with gratitude. Start looking at the money coming in, how it's coming in and how it's going out. Bring awareness into every time you touch money. Any time you get near money, bring your awareness into it. Where is it leaking? Where do I feel bad around it? The second I bought my attention towards money, everything started to shift. How do I say my pricing? When I say my pricing, what feeling comes up? When I say my pricing and someone says, wow, you're expensive, how do I feel about that? What is it doing to me when they say it 'cause it's not what they're saying, it's how I feel about it. That's where I would determine how much guilt and shame I have around the price that I've chosen to charge for my day rate. It took me 22 years as...
a photographer, 21 years as a photographer to start charging $3,500 a day. Prior to 21 years, I would never have gone over, I mean, I would do a big sale, but it was an average sale. So my average sale was at $1,800 for many years. I kept it there. Now I keep my average at $3,500 a day 'cause I feel safe there. Lately, people say, why are you so cheap, and I'm like, I don't know. I'm gonna reassess that. (audience laughs) The truth is that I spent the first half of my career getting told that I was ridiculous, how did I sleep at night, nobody is gonna pay for it. I had to shift the value of what I saw as my day rate and be okay with it. I've hit my new glass ceiling, and that's what's gonna happen. You're gonna hit a glass ceiling. You're gonna aim for $900 a day. Then you're gonna aim for $1200 a day. Then you're gonna aim for $1600 a day, and then $1800 a day, and you're gonna go up in increments 'cause very few people say, I'm worth $6,000 a day and start charging it. We have to go up slowly because we have to believe in ourselves what it is that we're saying when we're pricing and selling our work. Two, if you're stuck between the newbie price and a profit price, which half of you in this room are, you're going to go tonight and you're going to get a professional price list, and you're gonna write that up. You're gonna make a decision. You're gonna sleep on it. You'll wake up in the night, you'll probably be sweating bullets. You'll feel uncomfortable about it. Write it on my wall if you have to. Come into my group if you have to. Am I really worth this? Is my product really worth this? Yes, it is. Stop asking me and tell me what I'm getting for that money. That's what I'm gonna say to you. If you say to me, I want to sell this for $1500. If you wanna start something new, do I start at a new newbie price? Just because you're doing it for the first time doesn't mean it's not worth it. If you're building and you're building your business and you're building your product and service and you haven't quite got it dialed in there, then yes, you should be at a newbie price, but the second that you cross over into giving service and giving a product that people are happy with, you can start pricing professionally, and then there's the lowest end of professional and the highest end of professional. You know your own industry, no matter what it is. Don't tell me you don't know, but putting yourself at a newbie price is a cop-out. You know this because you know that you're only doing it so that people will buy it 'cause it's cheap, and what you're saying is, I'm not worth it and it's cheap, but to not even set your price list, to me, is the biggest alarm of them all 'cause that's saying, I have no value, I have nothing to give. Well, our friend who lost his voice, we sat him down and I said, "It's amazing that you would have this God-given voice "for status, this beautiful voice, "a voice that makes people," he sings. His wisdom is beautiful and amazing, and yes, he doesn't believe that, but we believe it and I said, "It seems amazing to me that you would take something "given to you as a gift and choose not to give that "to the world 'cause you don't think it's valuable." So whatever your gift is, whatever your product is, whatever your service is, even if it's just empowering people or making them feel good or making something for them that's gonna give them joy. Like let's say you make little red roses out of paper and people buy them because they give them to people. They give them to people and it brings great love and joy. Why are you not valuing that? Why are you spending all of your time telling me you don't think you're good enough instead of telling me what you have to give? What is the message in what you're giving? Have you thought about that? Do you even think for one minute that you haven't quite found your purpose in what you're giving yet? Maybe there's a purpose. You were drawn to what you want to do for a reason. You were drawn to it. So imagine you were drawn to giving massage. You have healing hands. You can put your hands on people and take away their physical pain. That is a gift to the world. Are you serious? Do you know how many people live with a craving of being touched, just connect with another human being? You have the ability to put your hands on someone and move their pain, and you charge for that. That is your exchange. You have a gift. Find the gift in what you are giving and doing. Find it and start thinking about how incredible it is to have that gift because until you acknowledge it, you're not getting paid at all, and can you imagine if you really find a gift, that you find a gift that is so powerful. Six years ago, I wouldn't have spoken to a room of 20 people. Now I speak to thousands, and I didn't not speak to a room of 20 people because I didn't know what to say. I've always had something to say. My dad said I came out, never shut up. (audience laughs) I was terrified that nobody would be interested in anything I had to say. Who I am to stand up and tell you that you're good enough? Who am I to empower you? Well, if not me, who? I would rather empower you than tear you down, and I empowered myself. So if I can empower you, I can change your life and what a gift I have been given. Fancy waiting 'till I was 39 to share it. I didn't value it. So why would I share it? Until you do yours, you will not share it. Who do I want to model my business and price list on? I don't care what anybody says, get somebody running ahead of you holding that torch, hold them in your mind right now, write down who they are, what they charge and what they do, and start running after them, every day. Now, yes you can put your own voice in it, your own spin on it. You can put your own product in it. You can put your own life into it. I'm not telling you to copy them. I'm telling you to use it as a role model and a goal and start working towards it. You are not to say, how do I make money, how do I make more money? You're to say, I need to make $3,000 more a week or a month or a year, whatever it is that you wanna do. How do I increase my average? How do I offer a bit of product and a bit of service? How do I value myself more and start doing the work? You will be shocked at how quickly it's gonna shift, shocked. It's going to come up and hit you so hard. Work a job and earn a creative income, working a creative income, working a business. I want you to decide today what level you wanna take your payment and your creativity. I was talking to one of the ladies in this group. She's been at her craft now for three years, has not paid tax yet, has not registered a tax number, has not started taking it seriously enough yet to be in business. You need to decide right now what you're going to do because once you cross that threshold, you are technically on the books and you are in business and you do not want to cross that threshold until you are ready to start embracing it and running towards it. You get a very small level of time as an apprentice and then you've got to start really pushing towards what you want. So I need you to be really clear about what it is that you want. This is where most of us are falling down. What is your ultimate day rate? Did you set that when I asked you what's your ultimate day rate? Did all of you get a number in your head? Is anybody not clear about that? Did anybody think their number and felt uncomfortable about it? I need you to put that ultimate day rate, week rate, monthly rate. I need it up by your bed. I need you to open your eyes and see it in the morning. This is my target, this is my ideal day rate. I need to start working towards getting paid this on a daily, weekly, monthly basis. I need you to hold it in your mind as a goal because a dream is just a dream until you write it down and make it a goal. Anytime I've ever wanted something, I've said to Tiffany, I don't procrastinate about what I want. When I want something, I get creative and say, how can I get that? How can I do it? I'm gonna find a way. There's a way because if somebody else has done it, you can do it. You just don't know how yet, but don't tell me it can't be done 'cause that's BS and that's lying to yourself, and that's worse. What is my cost of doing business? I need to know. You're not telling me if you're not pricing yourself, you haven't even thought about a cost of doing business. You haven't modeled on anybody else. You have no goal, and you have no direction. So you need to lock this down, and I need you to do it in the next week. How can I increase my average sale? You know that. You're gonna build value, you're gonna up your price. I want you to explore the three ways of making money, the three taps. Make sure your service is on, your product is on, and then your investment is on. Start thinking about how you can build subsidiary income, passive income, making money while you sleep. Start thinking about all those taps. Stay open to the flow of money in all areas. Start thinking about when you see it, how other people are making money. If you have trusted friends that you talk to about money, talk to them about the three ways to make money and see if they've got all three taps on and what they're doing. You'll be absolutely amazed when you start talking to people about money and how they're making it work for them, how they are actually making their money work for them 'cause the definition of financial freedom is that while you're sleeping, the money is working for you, and most of us are still back at the, I can't price myself, I just need to get paid. In fact, there's 328 million people in America and over half of them have less than $1, in their bank account. I actually think that's quite hopeful. I've been that person. In fact, I didn't that other than pay day, I didn't think I'd ever have $1, in my bank account back then. I was somebody that lived week by week, month by month, and barely made it by, always on the back foot, always owing somebody else money. I need you to also cut your credit as soon as you can. I know that you need a credit rating in order to build a credit score and to make a house enough. You have to cut your credit. Pay your credit off and then cut your cards up so you still have your credit but you're not ever using it anymore, but if you are stuck in credit debt, one of the best ways to get forward in business is to bring yourself up to level and it is one of the hardest things you had to do. In the first most successful three years of my business, I for the first time in my life had $52,000 in savings in my bank account and I still had a full credit card. So I had money but credit debt and I wouldn't pay the debt because every time I would take the money out of the savings, I wouldn't have savings anymore, but my mentality was to struggle against the debt and then when I finally started to accumulate money into my savings account, that's what I would do. I would not pay the debt. So I'm still paying credit on debt while I'm saving money, which cancels out the credit that I'm earning on the money but that's what we do. When I tell people that, they're always like, oh my gosh (audience laughs) because the amount of people that have the same amount of savings as debt in their bank account astounds me. When I start teaching people about money, they're like, well, I have $12,000 on my credit card and I go good, do you have any savings. Yeah, I have $12,000 savings, and I'm like, pay your debt, and they're like, but then I wouldn't have any savings. I said, but your debt is costing you money. Add up a year's worth of credit debt and see what you're pushing away from you, but we live on this balance of what we feel safe doing and what we feel okay doing, and you need to get rid of that as soon as you can. Lock in your price and your product and your service. I'm gonna talk a little bit about this because I have this theory and I've said it a couple of times. I just did a keynote about it at WBBI. I just did a talk about it on my Facebook page, and it really significantly shifted me. I'm a goal-setter. Now I'm a goal-setter, but I base my goals not on, I'm gonna set a goal. I base my goals on what I want. So when I truly want something, I turn all of my attention towards wanting it and then I start marching towards it. Now I write a list and I put it right where I can see it and basically I look at it every single day. When I wake up in the morning, I put a list on my mirror in my bathroom. I put a list on my computer in my work station and basically on my fridge. Wherever I go, I see this list of wants and instead of being defeated by this list of wants, I don't call it a vision board, I call it an action board. I call it a I Want List. So I want you to write down what you're giving, sure 'cause it's gonna bring you back to value, but this is my favorite quote. I love Anais Nin. This is my absolutely favorite quote. We do not see things as they are, we see things as we are. So if you're seeing scarcity, if you're making a study of poverty, if you're seeing poverty and scarcity, that's what you're looking at. You are doing that, you are seeing that. That's why that book that Tiffany sells and she talks about The Science of Getting Rich is so incredible because he says do not make a study of poverty. You will only focus on poverty. Imagine that the world is becoming wealthy. Imagine that the world is becoming educated and becoming wealthy, and I truly believe that we do not see things as they are, we see things as we are. Now, Tiffany is tight-fisted but has always had money and she saves money easily and I was over-giving, avoiding, not receiving and guilty. So I would drive money away from me, but the most extraordinary thing about me is even though she keeps a lot more money than me, I can earn more money than her because she's tight-fisted and I'm open to earning more money. Unfortunately, my keeping it was, I had big holes in it. So she would marvel that I could make more money than her, where she could trickle it in and save it perfectly, and yet I can get big dumps of money by working really hard, big dumps of money and then it just falls away. So we're the two extremes of money, and that's why we started talking about it 'cause she thought it was so extraordinary that I can just decide that I want something and go after it, and I can make sales and I can do it, but I can't keep it. So she had to teach me how to keep money, which I think is absolutely extraordinary. So I would say to Tiffany, well, it's easy. She would go, how do you do that, and I go well, I decide that I want something, I write it on my bit of paper, on my mirror, on my computer, on my fridge, and then everyday I walk towards it. She's like ummm. We argued about it, we talked about it for about five years, (audience laughs), and she watched me produce everything I want. I want to go on Creative Live. I want to become a speaker. I want to do this, I want to do that, and still, she would stall, and I'd say, well what do you want, and she'd go, yeah, I don't know, and I go, well then you're not gonna get it, and we'd argue about it and argue about it and argue about it and argue about it and argue about it and then I would say to her, everybody knows what they want. Everybody knows what they want. Everyone sitting here right now, if I held you down (audience laughs), I will put my knee in your throat. (audience laughs) If I held you down by the hair and put my knee in your throat. I had a little brother you see. So I know how to do that. (laughs) You could all tell me the bottom line of what you want. You just don't know how to get it or don't believe you're worth it. Now Tiffany is not someone who doesn't believe she's worth it. She's someone that doesn't know how to get it, and when she doesn't know how to get something, she gets so frustrated in her own logic that she blocks it by trying to work out how it's coming to you and I didn't ask you to tell me how it was coming to you. I asked you what you want, what you want, not how are you gonna get it. So when I say to Tiffany, what do you want. She goes past what she wants into, but how is that gonna happen, and I always say to her, "That's not what I asked you," and she says, "Yeah, but I don't care. "How is that gonna happen" and I go, you're not here to ask the how. How, I don't know how it happens. It's just magical. It just happens. Get out of the way. Just get out of the way. You're stopping it from coming to you, whatever it is you want. How many people have written down what they want on a piece of paper and look at it everyday? I have a list. You do, Carrie? Good girl, yep. I have a list and I look at it everyday. Is it coming to fruition? Is it starting to happen? Is it starting to happen? Yes, how long you been looking at it now? Since the last time I said this, right? Okay, 'cause I say this every time I speak, and it still amazes me how many people do not finish their price list, do not tell me their average sale, do not show me their marketing plan, and do not show me their goals list because don't tell me that I'm gonna say it over and over again and you still haven't done it. It's how I do it. It's how I change what I need to change. I focus on it and I change it and I shift it, and I shift it every day and I sometimes it's slow to shift and sometimes it's fast, but it comes every time, it comes. Okay, I tell you this funny story. I have never in my life looked for an apartment or been for a job interview. Every time I've needed an apartment or a job interview, somebody has magically called me and said, hey, there's this cool job going or hey, there's this cool apartment here, do you want it? So I'm in Seattle, I'm moving to California, I want to live in LA. I spend an hour and a half on Zillow.com. Now for a lot of people, shopping online and looking for apartments is like the coolest thing ever. I am not that person. (audience laughs) I would rather shoot a wedding. (audience laughs) So to me, I'm looking and I'm like, I hate these places, yuck, the light's bad, they look fake, I'll bet you it's shot with a 16-mil so the room just looks really big anyway and curmudgeon and I stop and I say to myself, Sue Bryce, you have never looked for an apartment or gone for a job interview in your life, shut my computer, 9 o'clock at night, stood up, ran a bath, hopped in the bath, spent half an hour in the bath, got out of the bath, dried myself, walked out of my towel, picked up my phone and there was a text, 9:38 pm that night, and it said, "Hi, just put on an offer on this beautiful home, "it went unconditional and we were just talking about "who would love our apartment in LA "and you said you liked it when you were here. "Would you like to move in in four weeks' time", (audience laughs) and I was like, now that's what I'm talking about. (audience laughs) How did that happen? I don't know how that happens. (audience laughs) I would love to tell you that some symbiotic metaphysical act of spiritual love and joy connected and I was given this gift, but the truth is I don't know. I just believe it's gonna happen. I focus on it. I know it starts happening, but I do know one thing. I did not sit in the bath thinking about how hard it is to get a house in LA. So I didn't push it away. I did not block it. All I know is I write it down, I make it a goal. I bring it into my mind. I hold it there as positive energy as I can and I walk towards it every single minute of every day, the same way I did with my pricing, the same way I do with my business, the same way I do with my business goals. I hold it in my head, and when I'm hit down or brought down, I'm reminded that it's okay, I reconnect back to what I want and it comes back to me again. I get to LA, I've been living in LA for 18 months. I love it. I'm saving now to buy a home-work studio space. I can't find anything in LA under $1.5 million. I just can't. I don't have $1.5 million in my savings account, yet. (audience laughs) So I'm driving myself crazy, shooting in my home, working from home and I think to myself, last month, I really need a studio, I need a studio. I just can't do this anymore. I wanna be in a beautiful space where people can come and stretch out and I can work away from home, and I know that I'll get sent a studio within days. The next day, I go to my Facebook page and a follower, not a friend on my personal Facebook and that's weird 'cause normally it goes to the other file has messaged me and said, "Saw this studio on Craig's List, "thought it look a bit of you." I look at the studio, it's beautiful. It's everything I've ever wanted. It's way too expensive and way too big, and I look at it and I go, uh, that would've been a magical story. Like, I could've literally told that story at my next Creative Live and freaked everybody out. (audience laughs) Just like when I took the photo of Creative Live, the first studio and my very first vision board on an education's website for photographs and it was identical. So I'm looking at Craig's List and there's a property underneath the one that she sent me, and I looked down at it and I gasp and I go to my assistant, this is my new studio, and she was like, what? I said, "This woman sent me this studio, "but this is my studio, this one." I got it a day later. I just signed the lease, and to me, it's like everything just keeps magically happening when I focus all of that energy and that positive energy on what I want, not on what I haven't got, and I know what it feels like to have no money, I know what it feels like to have no money for rent, I know what it feels like to have no money for food, I know how it feels to get to a letterbox, pull bills out and feel sick to your stomach, and I know the stress that happens when you are just struggling to get by and get paid, but Tiffany was the first person, really logical, who took my empathy away when I'm coaching people and I'm like, they're just so desperate. They're people that are desperate and they look at me and they're like, Sue I have to make this work, I have children to feed. I have a mouth to feed, I have bills to pay, and Tiffany looks at me and she goes, well tell them to go and get a job, (audience laughs) and I was like, oh. She goes, 'cause what did you do when you couldn't make it work, and I said, "I got a part-time job." Stop acting like you're a victim because your business has not taken off in three months. Some people take 10 years and start mastering the actual craft, start mastering your money and your sales, but for God's sake, show me a price list! (audience laughs) You give service, you give service, you give service, you give service, you get paid. So the price list is about determining your self value and it's about determining what the services that you're offering. Define it for me. I need you to lock this down this week. I need you to make a decision and I want it to scare the hell out of you. I want it to scare you. I want you to make a decision that is based on choosing a pain path that when you start walking it, it's gonna feel uncomfortable and as you start walking it, you're going to walk towards it and you're gonna get hit and you're gonna get hit, but I've prepared you to get hit because what did I tell you? You will attract the perfect client that's gonna show you back to you what your next lesson is. Sometimes when you're in that dark moment, sit down and say, why am I experiencing this because it's teaching me something. So instead of buying into the drama of it, ask yourself what is the lesson I'm learning today. Today, I was told that I am not valuable enough to charge $1,000, today. So I need to shift something in me, and think about the value I'm giving, reconnect to the service I'm giving and start being the person that is worth $1,000 a day. Change it, right then and there. Confront it. Don't avoid it, don't run from it. Confront it and learn from it, and then tomorrow, you'll wake up with a whole new lesson.