When Lowering the Price Does Not Increase the Yeses
A practitioner who is getting discovery calls but not converting them has a problem. The most available diagnosis is: the rate is too high.…
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Twenty years of field notes.
Long-form essays, short field notes, technique deep-dives, and answers to the same handful of questions we keep getting asked. Searchable. Sorted by pillar. Free, always.
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How Scarcity Thinking Produces Underpriced Services
The decision to set a rate isn’t purely rational. It’s made by a person in a particular internal state — one that includes beliefs…
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When Pricing Is the Last Thing You Want to Talk About
There is a particular kind of practitioner who is confident in the room — confident in the work, confident in the client relationship, confident…
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The Mental Math Clients Do Before They Ask the Price
When a potential client asks “what do you charge,” it might seem like the pricing conversation is beginning. In most cases, it’s already well…
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Pricing When You Are the Only Person Who Does What You Do
Most practitioners use the market as a reference point: they look at what peers charge, assess where they sit relative to those peers, and…
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The Rate as a Declaration of the Work You Do
Pricing is often framed as a financial decision — a calculation of costs, market rates, and what clients will accept. That framing is real…
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The Insight That Changed My Entire Approach to Magnetic Marketing Energy-Based
The insight wasn’t about energy, exactly. It wasn’t about presence or authenticity or showing up more consistently. It was simpler and more specific than…
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What Happens When You Price for the Client You Used to Have
Practices evolve. The client a practitioner serves after five years of focused work in a specific area is often a different client than the…
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Why the Standard Advice About Magnetic Marketing Energy-Based Backfires for Me
Standard advice that doesn’t work has a secondary effect beyond the practical failure: it generates shame. The advice implied that showing up authentically was…
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The Practitioner Who Charges the Same Rate Regardless of Engagement Depth
Simplicity in pricing has real advantages: clients can understand what they’re committing to, the practitioner doesn’t have to manage a complex rate schedule, and…
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Why Magnetic Marketing Energy-Based Triggers Me More Than It Used To
The proximity effect is a pattern that appears in many domains of genuine development: as a practitioner gets closer to the threshold of genuine…
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Why My Progress With Magnetic Marketing Energy-Based Stalls at the Same Point
The window of tolerance is a concept from trauma-informed psychology that describes the range of arousal within which a person can function effectively —…