Fast Five for Friday: Belief Before Proof, Price Jumps, and Spending Without Guilt

0:01 Welcome to The Coaching Equation brought to you by Empire Partners and hosted by Ryan Lang and Brooke Bishop. Our mission is to help you build a profitable and impactful coaching business by cutting through the noise and all the expert advice to deliver tried and true actionable insights that you can deploy in your business today. Each week, we bring on expert guests, unveil cutting-edge tactics and strategies, and share the secrets and stories that we've gathered from working with the most successful coaching companies on earth. Welcome back to the Coaching Equation Podcast.

0:42 I'm your host, Ryan Lang, CEO and co-founder of Empire Partners, alongside my co-founder and co-host, Brooke Bishop. Okay, man, you ready to do this? Let's go. Let's go. Fast five for Friday. Let's go. All right. Number one, kick us off. So, yeah. So I actually, I saw a little snippet from Tony Robbins and I believe he was on, was it Chris Williamson, his podcast this last week. There's just, I only caught maybe, I don't know, two minutes of what was stated. But this item that jumped out, which just hit me right between the eyes, pun intended, and literally when I mention it, he said this sentiment of, we are not our mind. Yeah. And I was kind of like, at first, I'm like, what is he meaning by this? And so he went into this whole conversation of, you know, we're not our mind, that our mind is actually a tool.

1:26 And the question becomes, how well are we using that tool? And so as he kind of furthered into this, it was the question he posed was, are you spending more time thinking about what you have? Or are you spending more time thinking about what you don't have or what you want to have? And he made the connection of if you spend more time thinking about what you do have, you have more fulfillment. If you spend more time thinking about what you don't have, it pushes you into being more of an achiever because you're focusing on what you don't have and therefore you're trying to get it. And it's just this really cool, like, got it. I need to really focus on how I'm using and leveraging my tools. That's so true. That's absolutely. That's yeah, that's brilliant. It's really well said.

2:06 And it's an easy trap to get caught in too, I think, especially as somebody who's who's a high achiever. One of the things that I think I probably mentioned this on the show. But to that point, one of the things that I love the most is a little saying that Ed Milet has. It's his phrasing for this exactly, which is blissful dissatisfaction. I have gratitude for what's around me, but I'm in constant search of the next version of myself. So love that. Love that. Absolutely love that. All right. So number two, this week was really a great week of trainings with different sales teams. And in one of the conversations, one of the sales reps said to me, you know, hey, listen, I'd love for you guys to go do a call and then we'll watch your call.

2:53 I really feel like I need that. And I said, interesting. Tell me more about why you think you need that. Well, you know, everything you guys are teaching us is great. I really do love it. But look, I got to see you do it first and then I'll believe that it works and then I'll implement it. And I said, so you're telling me you need to see it before you believe it. That's what you're telling me right now. And he says, yeah, yeah, you got it. Uh-huh. Listen. You know, first of all, I was really happy that he brought that up because it gave us, it was a block that needed to be unblocked. But the truth is, that is one of the biggest fucking fallacies that has been perpetuated amongst mankind for probably hundreds of years now.

3:35 I need to see it before I believe it. It's literally the opposite. We got it backwards. That is the opposite of what's true. We have to believe it before we see it, especially when we're talking about anything that we want to achieve. So often we're looking at things that we haven't done before or that no one has done before. And it's like, well, somebody's got to do it or I've got to be able to see it before I'm going to believe that I can do it. No, it's not. That's not how it works. Go try to do something that you don't believe you can do. practical guarantee that it's impossible for you. However, if you can see it even in your mind's eye and you have a belief that it's possible, you don't have to know exactly how it's going to happen.

4:16 You simply have to have the belief and leaving that crack in the door open changes literally everything. So well said. Love it. It's like the faith fallacy. I know you had the other F-bomb in there. I'm like, we can make this an F alliteration. Friday Fast Five, a fucking fallacy of faith. Well, the alliteration train. All right. Number three. Where am I? What's happening? All right. What you just dropped. This actually dovetails beautifully with what you just shared, which is take the risk and boost your price. We had one of our clients on this week who was really struggling with raising his pricing. And I'm like, okay, let's do this.

4:57 Instead of making this a permanent change that your price is now this new number that you just can't associate your brain to, all I asked him to do was just test it, be a scientist for a moment. We're going to make a hypothesis, which is a fancy way of saying faith. We're going to then put it into action. We're going to see what happens and we're going to have our faith validated or it's going to be disproved. And so sure enough, as soon as we hung up, he had a sales call right after. He went in, boosted his price from $7,500 to $9,500. Sends me a text message. He goes, what the hell? No objections. Lay down sale. And my price, $2,000 more. It's about belief every time.

5:38 Every time. That's the only thing that ever stands in the way of you raising your prices is your belief. People pay it. If you're good at what you do, they'll pay. Absolutely. But what's number, what are we on? Number four? Number four, number four. Number four quote that I have, I've hung on to for quite some time now, but that I haven't thought about in a while popped up for me this week. And it's a quote from Jim Rohn and it's all around risk. It's this discussion around risk and not starting or not trying. And he says, if you think trying is risky, wait till they give you the bill for not trying.

6:19 And it's so true. It's like, look, you know, life is hard one way or the other. Choose your heart. Do you want to go do the thing and at least say that you gave it a shot? Or do you want to just have the heart and then wonder? And I think it's so interesting because we're right now in the middle of, you know, of something really huge that we can't talk about at the moment. And there have been many moments in conversation over the last couple of months where, you know, amongst the people that are involved, there's been this discussion of like, well, you know, everything is pretty damn good like it is right now. You know, do we just keep pretty damn good or do we go risk, you know, to get great? And the answer was risk to get great.

7:00 And I think that was one of the things that came to me as I heard it again this week was so many people get so comfortable with good that they are deathly afraid to try for great. Jim Rohn said no. It's like you're talking about Magnum. It's not quite yet perfected, Ryan. You shouldn't be talking about it. Just get it out there, Derek. It's just, okay. Oh, boy. I think we need to move on. We need to move on real fast. Slippery slope. Okay. The Cinco. Good God. Bring us home. Jesus. Number five is spending without guilt. There's this might sound crazy to somebody who's listening.

7:43 So my my converted Sprinter van, it's all cracked out. But for whatever reason, their engineering department did the terrible, most terrible job on where all the wires and stuff plugs in. It's like on the dash and you have this button and like the thing opens up and then you if you want to use anything, you have to keep the thing open, which covers half of the frickin windshield. I saw this little widgety thing that I clearly got targeted by the ghosts in the machine on Facebook ads. And I'm like, that thing's really cool. It's this stupid little piece of plastic. And in my mind, it was $90 for this flipping thing of plastic. I waited like three months and I keep seeing the ads, keep seeing the ads, keep seeing the ads. Finally, I buckled. I'm like, I deserve it.

8:24 But the thing, I cannot tell you, it's like the most exciting thing I've done in like the last six months. Every time I get my car, I'm like, I love that my wires are not getting smashed. And it's like, it just brings me so much joy. There's just kind of this piece of like, spend the damn money if it's going to make you happy. And then again, I'm like, why did I wait so long? Right. Isn't it interesting how we do that dance in our heads about whether it's okay or it's not okay? It's really a fascinating thing. I think that it, yeah, it's a very fascinating thing. I think one of the other things I love about that story too, though, is that when you solve a problem that nobody else is solving, you can charge fucking $90 for this little piece of plastic.

9:10 The markup is like 99%. I'm not going to lie. But it's so gratifying. It's awesome. It's like the story. I think this one is in 10X is easier than 2X. But it's like the story about the guy that goes to the nuclear power plant. And they're like, we don't know what's going wrong. And he spends time there and he's looking all over things. And he's like, it's this gauge right here. That's your problem. And he sends him some ridiculous... whatever it is, $40,000, $50,000 bill. Yeah. $50,000 invoice. And what I can't remember, I'm going to totally screw this up, but it was essentially like, you know, the accounting department calls and goes, what is the deal with this $50,000 invoice?

10:00 And it was something like, yeah, well, you know, it was a hundred dollars for, it was a hundred dollars for my time. And it's $49,900 for knowing exactly where to fix it. It's so good. So true. Solve a problem, people. Find a way to solve a problem. All right, my man. Let's wrap this baby up. Thank you for listening to this episode of the Coaching Equation Podcast. Until next time, be well. Take care, everybody. Thank you for listening to this episode of The Coaching Equation. Please hit subscribe wherever you listen to your podcasts. And if you got value out of this episode, we would be so grateful if you would share it out with a friend and leave us a review on iTunes or your favorite platform.

10:50 To learn more about Empire Partners or to inquire about working with Ryan and Brooke, please visit www.empirepartners.io forward slash go.