I am thrilled to announce ANOTHER amazing speaker for my live event, Creating Irresistible Presence! Mark Silver is one of my very favorite people on the planet and he will bringing his expertise on Revenue Models to the table for all CIP attendees. W00t! His blog post below will give you just a glimpse of what a treat you are in for!
Money Models and the Spirituality of Business Structure
One of my students in the Heart of Money Transformational Journey asked about how to handle a lack of confidence in her pricing when she wanted to serve the nonprofit community. “I don’t believe they can afford it,” she asked. She was struggling to trust her pricing, even though she used our resonant pricing exercise to get guidance.
As a designated master teacher in my Sufi spiritual lineage, I’m always supporting our students to have the clarity of love in their heart when taking business actions, so the confidence they feel isn’t forced.
However, sometimes the issue isn’t spiritual. At least not in that internal, belief sense. Sometimes the problem is external.
So let’s talk about the spirituality of structures and how it relates to how you bring revenue into your business.
The Spirituality of Structures
Maybe you’ve had the same experience I’ve had in a yoga class. I’ll be attempting a pose, I’m such a noob with it, and since we have 2 1/2 year-old twin toddlers it’s been about 2 1/2 years since I’ve been in a yoga class, but anyway, where was I? Oh yeah…
So you’re in class attempting a pose, and the teacher comes over behind you and adjusts you slightly. It’s the same pose, it’s not a major shift. Yet suddenly everything clicks. Your body relaxes, you feel energy flowing through. The position comes alive.
That’s an example of an external structure supporting internal, spiritual Divine connection.
It’s the same in your business. There are structures your business can take on that support your connection to both Source and to your clients. If those structures are out of alignment with your clients or Source then there’s static in the system, and things don’t flow easily.
Sometimes you need major adjustments, and sometimes you just need to shift a little bit.
A client was wanting to support moms. She had, as part of what she learned, a standard life-coaching model of hour-long sessions two to three times a month.
She wasn’t getting a lot of takers. While it’s true that she had some internal beliefs to clean up, and she could also have done better reaching a larger audience, there was also a reality of the money model, the offer she was making.
When the twins came along, in our family we made the decision that Holly would be the full-time mom, and I would be a very-involved dad, but still full-time in the business. Or what passes for full-time, what with taking time off to read a book or play with a puzzle every time I go upstairs to go to the bathroom.
My wife doesn’t have time for two or three hour-long coaching sessions a month. If she has that much time, she’s taking a nap. Or sitting in a cafe staring at a wall. We have twin toddler boys. And by “twin toddler boys” I mean “two 3-foot tornadoes in constant motion throughout the house.” We’re treading water here, folks.
Any mom can relate. What does she really need?
Our client changed her approach. Dropped the price, created a group experience/course, and made the time commitment shorter, focusing on quick, implementable strategies for moms with young kids, and creating a community of support for the participants.
She changed the money model. She ended up making a similar amount per hour, but the delivery was different. And yes, she did end up with some individual clients as well.
What’s So Spiritual About That?
It’s about surrendering what you think you know to being in alignment with what is being asked of you. There’s a Sufi teaching that attributes this quote to the Divine: “I love those of My servants best who are of most use to My creation.”
What this means is that when we are in service to the world around us, there is a flow of love available that is hard to access if you are only focused on yourself and what you need. While the standard thinking about money models has to do with questions like, “What’s most profitable?” or “What leverages your time the most?” those aren’t the first questions we’re asking.
The first question is, for the people you want to serve, how can you be most useful to them?
There’s a four-step process I teach which I call “Crafting Your Offer” which is about creating a Divinely-inspired structure for your work in the world. And the question of how much to charge is the last step, not the first consideration as many would have you think.
The Essence of the Four Steps
Although I dial the process in with more detail and nuance, here are two questions you can ask to get started with this process.
1. Where are your clients trying to get to?
2. Given who they are and the situation they are in, what do they need to get to that destination?
Then craft your offer, your Divinely-inspired money model, around those two questions, from an intention of wanting to be useful and supportive to your people.
One Last Bonus
In my spiritual lineage of Sufism, we talk about the essential qualities of the Divine, things like Love, Compassion, Friendship, Strength, Wisdom, etc.
One of the qualities is The Divine Designer, in Arabic “Al Musawwir.” This quality carries the message that everything that exists has received the Divine word “Be!” and with that existence, each thing has also received a unique form for its expression.
I recommend meditating/praying/Remembering using the Divine quality Al Musawwir The Designer, to help receive inspiration around the unique Divine form that supports your business in expressing itself and being most useful to both you (in terms of profit) and to the people you are meant to serve.
I’m curious, what do you notice about the design and structure of your money model if you take even a few moments to look at it from a Divine perspective?
Mark Silver (@markheartofbiz) is a fourth-generation entrepreneur and a designated Master Teacher in his Sufi Spiritual lineage, which has earned him the title of “Business Tenderizer.” As the founder of Heart of Business, he heads up a team of practitioners that support heart-centered business owners who want to make a difference and need to make a profit. His approach of integrating a Sufi perspective on universal spiritual teachings with nitty-gritty business practices means that your every act of business can be an act of love. You can find free resources at http://www.heartofbusiness.com