1 00:00:10,235 --> 00:00:11,994 Hey, Shaker and welcome to Worth salt, The 2 00:00:11,994 --> 00:00:13,515 podcast that shakes up your marketing game in 3 00:00:13,515 --> 00:00:15,434 the health and wellness industry. Worth your salt 4 00:00:15,434 --> 00:00:17,049 is brought to you by salt marketing. Salt 5 00:00:17,129 --> 00:00:19,125 Marketing helps Health and wellness practitioners build trust 6 00:00:19,125 --> 00:00:21,041 and authority to attract a steady stream of 7 00:00:21,041 --> 00:00:23,276 inbound wellness seekers. For more information you can 8 00:00:23,276 --> 00:00:25,113 visit us online at salt marketing dot c. 9 00:00:25,432 --> 00:00:27,916 I'm Jennifer Or story brand certified guide, marketing 10 00:00:27,916 --> 00:00:29,664 strategist with salt marketing and your host for 11 00:00:29,664 --> 00:00:31,015 today's episode of worth your salt. 12 00:00:31,889 --> 00:00:34,450 Now, in today's world where wellness practices are 13 00:00:34,450 --> 00:00:37,170 more essential than ever, finding effective ways to 14 00:00:37,170 --> 00:00:38,929 scale your wellness business can be a game 15 00:00:38,929 --> 00:00:41,329 changer. Today, I wanna help you discover actionable 16 00:00:41,329 --> 00:00:43,503 strategies to expand your reach, your impact and 17 00:00:43,503 --> 00:00:44,162 your profitability 18 00:00:44,541 --> 00:00:46,779 in the realm of illness without compromising your 19 00:00:46,779 --> 00:00:49,176 authenticity. I'm honored welcome a true visionary in 20 00:00:49,176 --> 00:00:51,975 wellness industry Kate Still. With a rich tapestry 21 00:00:51,975 --> 00:00:54,436 of experience as an entrepreneur arabic practitioner and 22 00:00:54,436 --> 00:00:56,341 certified yoga teacher, Kate has been at the 23 00:00:56,341 --> 00:00:58,663 forefront of guiding individuals to optimal health and 24 00:00:58,663 --> 00:01:00,262 well being since 2001. 25 00:01:00,901 --> 00:01:02,659 As the founder of yoga healer dot com 26 00:01:02,659 --> 00:01:04,817 and yoga health coaching, she has cultivated a 27 00:01:04,817 --> 00:01:07,468 vibrant global community of wellness enthusiasts eager to 28 00:01:07,468 --> 00:01:10,102 elevate their personal and collective wellness. With a 29 00:01:10,102 --> 00:01:11,619 wealth of knowledge to still from years of 30 00:01:11,619 --> 00:01:14,332 dedicated practice and study, Kate is uniquely positioned 31 00:01:14,332 --> 00:01:16,497 to share invaluable insights on how you can 32 00:01:16,497 --> 00:01:19,062 scale your wellness business. Get ready for transformative 33 00:01:19,117 --> 00:01:20,626 wisdom that will help you unlock the secrets 34 00:01:20,626 --> 00:01:22,848 to thriving in this ever evolving landscape of 35 00:01:22,848 --> 00:01:25,177 wellness. Kate, I really appreciate you joining me 36 00:01:25,177 --> 00:01:27,574 today on worth yourself. Thanks, Jennifer. I'm excited 37 00:01:27,574 --> 00:01:29,411 to be here. It's okay. We almost always 38 00:01:29,411 --> 00:01:31,183 start with a backstory in yourself. So share 39 00:01:31,183 --> 00:01:32,700 with us how you came to this point 40 00:01:32,700 --> 00:01:36,611 in your journey? Yeah. So I started yoga 41 00:01:36,611 --> 00:01:39,485 healer dot com in in early days. Like, 42 00:01:39,659 --> 00:01:40,295 2001, 43 00:01:41,249 --> 00:01:42,941 San Francisco, I was 44 00:01:43,633 --> 00:01:46,257 training as an medicine practitioner and as a 45 00:01:46,336 --> 00:01:47,131 I yoga. 46 00:01:47,942 --> 00:01:49,774 Teacher, which were both, like, 2 year program. 47 00:01:49,934 --> 00:01:51,708 So it was like before, like, the weekend 48 00:01:51,766 --> 00:01:53,757 workshop via a yoga teacher kind of training. 49 00:01:54,633 --> 00:01:55,611 And I 50 00:01:56,959 --> 00:01:59,119 found that I was a content creator. So, 51 00:01:59,200 --> 00:02:01,040 like, back before we had those words, I 52 00:02:01,040 --> 00:02:03,519 would naturally create tip sheets and things for 53 00:02:03,519 --> 00:02:04,019 my 54 00:02:04,572 --> 00:02:07,139 friends and. You know, basically found that 55 00:02:07,751 --> 00:02:10,000 I had a knack for simplifying 56 00:02:10,772 --> 00:02:12,361 ancient wisdom in a way that people could 57 00:02:12,361 --> 00:02:14,442 benefit in their just day to day experience. 58 00:02:14,681 --> 00:02:16,825 Like they could incorporate things daily that would 59 00:02:16,825 --> 00:02:18,278 make a big difference 60 00:02:18,810 --> 00:02:21,590 fast forward a few years later. And I 61 00:02:21,590 --> 00:02:24,866 found by about 20 10:20 12. Other wellness 62 00:02:24,866 --> 00:02:27,492 pros were asking me why I was successful. 63 00:02:27,890 --> 00:02:29,323 And so then I started to shared, like, 64 00:02:29,403 --> 00:02:30,937 the behind the scenes of how you 65 00:02:31,248 --> 00:02:33,552 how do you grow your wellness business? 66 00:02:34,029 --> 00:02:35,697 I found that most wellness pros are not 67 00:02:35,697 --> 00:02:38,571 centered on on results. They're centered on variance. 68 00:02:38,809 --> 00:02:40,634 Mh and that if they could become a 69 00:02:40,634 --> 00:02:42,855 little bit more results focused in their business 70 00:02:42,855 --> 00:02:44,466 model that that would greatly 71 00:02:45,648 --> 00:02:48,834 advantage both them enjoying the impact of Of 72 00:02:48,834 --> 00:02:50,667 their work, but they also set their clients 73 00:02:50,667 --> 00:02:52,835 were actually, like, not just you know, 74 00:02:53,635 --> 00:02:55,474 signing up for an experience, but but more 75 00:02:55,474 --> 00:02:57,635 of to solve, like, really deep problems. Mh. 76 00:02:57,955 --> 00:02:59,955 And and that's different than teaching or that's 77 00:02:59,955 --> 00:03:02,046 different than being a practitioner. So all that 78 00:03:02,046 --> 00:03:04,351 grew into Wellness Pro academy. Very nice. And, 79 00:03:04,510 --> 00:03:06,180 you know, that that discovery of the... That 80 00:03:06,180 --> 00:03:08,087 it needed to be results focused, and that 81 00:03:08,087 --> 00:03:09,757 translated not just for your clients, but also 82 00:03:09,757 --> 00:03:10,711 for yourself as a business. 83 00:03:11,284 --> 00:03:13,525 Brilliant. And I know you you mentioned to 84 00:03:13,525 --> 00:03:15,284 me earlier that you just hired 5 new 85 00:03:15,284 --> 00:03:17,125 employees. You just had a birthday yesterday. You're 86 00:03:17,125 --> 00:03:18,965 an Avid skier, you're a Mountain biker, your 87 00:03:18,965 --> 00:03:19,465 surfer 88 00:03:19,857 --> 00:03:21,527 you know, you run this online wellness community, 89 00:03:21,686 --> 00:03:23,674 you host your own podcast. You've written 8 90 00:03:23,674 --> 00:03:25,821 books over the last 9 years. How do 91 00:03:25,821 --> 00:03:26,536 you do all of this? 92 00:03:28,623 --> 00:03:31,181 You know, I have had a lifestyle driven 93 00:03:31,181 --> 00:03:33,119 business the whole time, which means that 94 00:03:33,578 --> 00:03:36,296 I lead from my lifestyle. And so that 95 00:03:36,296 --> 00:03:38,542 actually has opened up an enormous amount of 96 00:03:38,542 --> 00:03:40,452 time. I mean, we'd all do have 24 97 00:03:40,452 --> 00:03:41,645 hours in a day, but most of it 98 00:03:41,645 --> 00:03:44,133 using really differently. And what I found early 99 00:03:44,525 --> 00:03:46,784 early days as a... Are your vi medicine 100 00:03:46,844 --> 00:03:47,084 practitioner? 101 00:03:48,044 --> 00:03:50,364 Where does my unique genius intersect the marketplace. 102 00:03:50,604 --> 00:03:52,525 And and when I'm in that, I'm in 103 00:03:52,525 --> 00:03:54,136 a flow state. And there's a lot of 104 00:03:54,136 --> 00:03:56,469 ways to work. Mh. I'm very 105 00:03:57,084 --> 00:03:58,598 impact driven. I have a lot of ambition. 106 00:03:58,837 --> 00:04:00,692 I've always had a lot of ambition for 107 00:04:00,844 --> 00:04:02,759 for impact, I found that if It I 108 00:04:02,759 --> 00:04:04,914 couldn't scale, my impact, like what was I 109 00:04:04,914 --> 00:04:06,909 doing? Mh. And I find that the books... 110 00:04:07,627 --> 00:04:09,791 Either books are so efficient away because they 111 00:04:09,791 --> 00:04:11,244 are very internally 112 00:04:12,332 --> 00:04:14,952 rewarding, Like, they're a way of going into 113 00:04:14,952 --> 00:04:16,858 the deepest work. They're very much sa symbolic. 114 00:04:17,017 --> 00:04:18,943 Mh type work there also a way that 115 00:04:19,023 --> 00:04:20,941 I don't have to repeat myself. So Mh. 116 00:04:21,100 --> 00:04:23,098 I can say, like chapter 3 and get 117 00:04:23,098 --> 00:04:24,157 a whole community 118 00:04:25,015 --> 00:04:27,182 adopted to chapter 3. Right? Mh. 119 00:04:27,898 --> 00:04:29,809 No much lower leverage. And then if they 120 00:04:29,809 --> 00:04:31,958 can adopt their communities to chapter 3. Yeah. 121 00:04:32,356 --> 00:04:33,391 Well, and I love what you were saying 122 00:04:33,391 --> 00:04:35,635 about it. It's a system. You know, go 123 00:04:35,635 --> 00:04:36,988 go here, go here to chapter 3 and 124 00:04:36,988 --> 00:04:38,978 and we're teaching the same thing. Does that 125 00:04:38,978 --> 00:04:40,491 make sense to people and clearly it helps 126 00:04:40,491 --> 00:04:41,366 you be scalable. 127 00:04:42,338 --> 00:04:43,295 I wanna go back to what you're seeing 128 00:04:43,295 --> 00:04:45,050 is a second go about finding where your 129 00:04:45,050 --> 00:04:47,045 genius intersect the market. I wanna I wanna 130 00:04:47,045 --> 00:04:48,162 talk about your book how to scale your 131 00:04:48,162 --> 00:04:48,720 wellness business. 132 00:04:49,374 --> 00:04:51,372 Because in it, you talk about making that 133 00:04:51,372 --> 00:04:52,890 impact and reaching as many people as possible. 134 00:04:53,130 --> 00:04:56,007 So leveraging your expertise and your convictions to 135 00:04:56,007 --> 00:04:57,925 make yourself the go to wellness authority. Like, 136 00:04:58,498 --> 00:05:01,209 you talk about, authentically building a club around 137 00:05:01,209 --> 00:05:02,803 your expertise. Can you talk about that a 138 00:05:02,803 --> 00:05:04,716 little bit? Yeah. And I just wanna I 139 00:05:04,716 --> 00:05:05,992 just wanna say 1 thing to you right 140 00:05:05,992 --> 00:05:07,438 off the bat because some people I know. 141 00:05:07,597 --> 00:05:08,946 I mean, I just know wellness this pros 142 00:05:08,946 --> 00:05:10,295 inside out a because I am 1 of 143 00:05:10,295 --> 00:05:11,327 you. We haven't seen and. 144 00:05:12,597 --> 00:05:14,184 I'm being because I've been working with Office 145 00:05:14,263 --> 00:05:16,508 Pros for 20 years. Some of us are 146 00:05:16,508 --> 00:05:18,106 meant to do really deep work with a 147 00:05:18,106 --> 00:05:19,544 small group of people, and I just wanna 148 00:05:19,544 --> 00:05:21,622 honor that first and foremost. And then others 149 00:05:21,622 --> 00:05:22,980 of us are more like me where it's 150 00:05:22,980 --> 00:05:24,824 like, the more the the more the mer, 151 00:05:25,141 --> 00:05:26,491 and we really do wanna work with big 152 00:05:26,491 --> 00:05:28,476 numbers. Most wellness pros have no idea how 153 00:05:28,476 --> 00:05:30,541 many people they wanna impact. Mh. Wellness Pro 154 00:05:30,541 --> 00:05:32,550 academy, we help Wellness pros of all 155 00:05:32,938 --> 00:05:34,927 shapes and sizes. I mean, everything from, like, 156 00:05:35,086 --> 00:05:35,825 the most 157 00:05:36,279 --> 00:05:36,779 woo 158 00:05:37,154 --> 00:05:40,191 energy, healer to a functional medicine or, you 159 00:05:40,191 --> 00:05:42,253 know, how do we develop a club around 160 00:05:42,253 --> 00:05:44,633 their unique expertise around their vibe, around their 161 00:05:44,633 --> 00:05:45,585 convictions and around their habits? 162 00:05:46,219 --> 00:05:48,536 Everything is lead from lifestyle. So we want 163 00:05:48,536 --> 00:05:51,003 wellness pros to be in integrity with who 164 00:05:51,003 --> 00:05:52,276 they are and what they're here to do, 165 00:05:52,515 --> 00:05:54,266 both from their, you know, for some people, 166 00:05:54,425 --> 00:05:55,221 they have 5 degrees. 167 00:05:55,953 --> 00:05:57,630 You know, backing up their wellness wisdom for 168 00:05:57,630 --> 00:05:58,188 other people, 169 00:05:58,907 --> 00:06:01,461 it's very experiential. Mh right. And we don't 170 00:06:01,461 --> 00:06:02,738 say that 1 is better than the other. 171 00:06:02,898 --> 00:06:04,016 It's like, if you can guide your people 172 00:06:04,016 --> 00:06:05,622 to results, that's how we're gonna judge you. 173 00:06:06,258 --> 00:06:08,643 Right? Right? And so then the club model 174 00:06:08,643 --> 00:06:10,153 what we find with that is this it's 175 00:06:10,153 --> 00:06:12,393 pretty simple concept to understand. It's like if 176 00:06:12,393 --> 00:06:14,300 you have a community of belonging and becoming 177 00:06:14,300 --> 00:06:16,127 if you have a club that a very 178 00:06:16,127 --> 00:06:17,636 specific kind of person wants to be in 179 00:06:17,636 --> 00:06:19,145 to get your results they don't actually wanna 180 00:06:19,145 --> 00:06:20,893 leave. Mh. So once they find it, they 181 00:06:20,893 --> 00:06:21,790 find also 182 00:06:22,259 --> 00:06:23,696 people they can grow with. We call that 183 00:06:23,696 --> 00:06:25,451 a growth group. Right? So your club is 184 00:06:25,451 --> 00:06:27,707 a growth group, and then having an annual 185 00:06:27,925 --> 00:06:30,454 subscription. That's a serious enough investment for people 186 00:06:30,653 --> 00:06:33,040 to be invested. Yeah. So that's it. You 187 00:06:33,040 --> 00:06:35,187 know, it's like, wisdom habits, convictions and then 188 00:06:35,187 --> 00:06:37,470 vibe is the other thing it's, like, at 189 00:06:37,670 --> 00:06:39,589 if you read Sally Hogs head, I'm sure 190 00:06:39,589 --> 00:06:39,910 you have. 191 00:06:40,870 --> 00:06:43,589 Her whole personality, Mh. Typing system, how you 192 00:06:43,589 --> 00:06:43,990 fa. 193 00:06:44,470 --> 00:06:47,209 So I'm a I'm a big fan of 194 00:06:47,604 --> 00:06:48,104 her 195 00:06:48,482 --> 00:06:52,016 thought leadership around, like, if you can accurately 196 00:06:52,474 --> 00:06:55,188 portray other people's experience of you. Mh. Right? 197 00:06:55,427 --> 00:06:57,596 It just makes it easier. Yeah. That makes 198 00:06:57,596 --> 00:06:59,268 perfect sense. And I know you've studied Alex 199 00:06:59,268 --> 00:07:00,940 from and, you know, the whole idea of 200 00:07:00,940 --> 00:07:02,692 building a club and building that community and 201 00:07:02,692 --> 00:07:04,443 offering more value. I would love to hear 202 00:07:04,443 --> 00:07:06,287 if you have some practical tips and this 203 00:07:06,287 --> 00:07:07,954 goes right along with, you know how you 204 00:07:07,954 --> 00:07:10,256 you encourage people to be more ambitious. How 205 00:07:10,256 --> 00:07:13,290 can you effectively communicate your value proposition? So, 206 00:07:13,370 --> 00:07:15,129 like, you do that very well You articulate 207 00:07:15,129 --> 00:07:16,750 it very clearly, but a lot of wellness 208 00:07:16,810 --> 00:07:17,769 practitioners have difficulty. 209 00:07:18,169 --> 00:07:19,769 Like you said, their support. They're thinking of 210 00:07:19,769 --> 00:07:21,610 everybody else. How do they articulate their own 211 00:07:21,610 --> 00:07:24,262 value prop. I mean, it takes us... It 212 00:07:24,262 --> 00:07:26,520 honestly takes us 3 months. Which 213 00:07:27,858 --> 00:07:30,095 right. Yep. Because they come in and they 214 00:07:30,095 --> 00:07:32,500 have a mix of certifications and they identify 215 00:07:32,500 --> 00:07:35,283 with their certifications. Mh. I or through more 216 00:07:35,283 --> 00:07:37,032 than their value proposition. So if they don't 217 00:07:37,032 --> 00:07:38,464 know the end results they can guide someone 218 00:07:38,464 --> 00:07:40,054 into. They don't know their value prop exactly. 219 00:07:40,213 --> 00:07:42,612 They don't Right? So then it's like, what 220 00:07:42,612 --> 00:07:44,757 is their offer? Mh. It's like, okay. Now 221 00:07:44,757 --> 00:07:46,187 we're gonna we're gonna take your offer, and 222 00:07:46,187 --> 00:07:47,934 we're gonna implement it. And it's still gonna 223 00:07:47,934 --> 00:07:48,649 take us a couple months. 224 00:07:49,459 --> 00:07:52,648 To identify more with. Mh. Okay. I will 225 00:07:52,648 --> 00:07:54,562 adopt the club model, and I'm gonna guide 226 00:07:54,562 --> 00:07:56,475 people to results through, you know, through an 227 00:07:56,475 --> 00:07:58,012 experience where they have time 228 00:07:58,324 --> 00:08:00,725 Yep. I mean, we're changing our brain. 229 00:08:01,045 --> 00:08:02,725 Mh. Right? To be a much better leader. 230 00:08:02,964 --> 00:08:04,884 Mh. Be a much better guide to people 231 00:08:04,884 --> 00:08:06,584 to results, and that's where we do 232 00:08:07,218 --> 00:08:09,770 experience the true value. Right? Of like, wow. 233 00:08:10,009 --> 00:08:11,525 I can I can lead from my lifestyle? 234 00:08:11,684 --> 00:08:13,359 I can mh from my conviction. I can 235 00:08:13,359 --> 00:08:15,114 lead from me and my own personality. I 236 00:08:15,114 --> 00:08:15,991 don't have to be somebody else. 237 00:08:16,644 --> 00:08:18,802 I can lead from my wellness expertise. Mh. 238 00:08:19,042 --> 00:08:21,119 Right? And you're gonna get better at guiding 239 00:08:21,119 --> 00:08:22,478 people to results. And then when you meet 240 00:08:22,478 --> 00:08:24,076 someone you're like, oh, my gosh. The only 241 00:08:24,076 --> 00:08:26,084 way I can help you. Is you're in 242 00:08:26,084 --> 00:08:27,992 my club. Mh. The only way I can 243 00:08:27,992 --> 00:08:29,581 guide you to results is if you're in 244 00:08:29,581 --> 00:08:31,887 my club. So that proposing of the value, 245 00:08:32,125 --> 00:08:33,888 right? What is The only way I can 246 00:08:33,888 --> 00:08:35,317 help you is to get to the specific 247 00:08:35,317 --> 00:08:36,746 end results that this person in front of 248 00:08:36,746 --> 00:08:38,810 me means prospect wants to get to. Mh. 249 00:08:39,286 --> 00:08:41,208 I propose I can get you there if 250 00:08:41,208 --> 00:08:43,277 you're in my club because I'm already delivered 251 00:08:43,277 --> 00:08:44,789 this value and I have all these member 252 00:08:44,789 --> 00:08:45,107 stories. 253 00:08:45,664 --> 00:08:47,415 And then, you know, of course, the this 254 00:08:47,415 --> 00:08:49,166 idea of of enjoying the journey, not necessarily 255 00:08:49,166 --> 00:08:51,254 knowing what the outcome is. You've done a 256 00:08:51,254 --> 00:08:53,971 really fantastic job of finding opportunities to to 257 00:08:53,971 --> 00:08:55,808 scale your business. Like, looking for those things 258 00:08:55,808 --> 00:08:57,966 that people were leaning into and places that 259 00:08:57,966 --> 00:09:00,295 you could leverage your expertise how can how 260 00:09:00,295 --> 00:09:02,204 can practitioners do that? How do we identify 261 00:09:02,204 --> 00:09:04,432 opportunities to to scale what we're doing? I 262 00:09:04,432 --> 00:09:06,365 mean, to me it all goes down to 263 00:09:06,501 --> 00:09:09,064 the business model. So most people have a 264 00:09:09,064 --> 00:09:11,299 dollar... Like, I I call transactional. So most 265 00:09:11,299 --> 00:09:13,374 people come to us with a transactional business 266 00:09:13,374 --> 00:09:14,513 model, meaning that 267 00:09:14,891 --> 00:09:15,391 they're 268 00:09:16,248 --> 00:09:18,494 their client patient or students to the end 269 00:09:18,494 --> 00:09:20,558 results of the client patients students want that 270 00:09:20,558 --> 00:09:22,225 the Wellness pro most wants to guide them 271 00:09:22,225 --> 00:09:24,447 to because they have a transactional business model, 272 00:09:24,526 --> 00:09:26,448 which means that the they're paying by the 273 00:09:26,448 --> 00:09:28,595 service or they're paying by the product. Right? 274 00:09:28,754 --> 00:09:31,695 So it's not a business model that creates 275 00:09:31,695 --> 00:09:34,819 the community of belonging and becoming or something 276 00:09:35,288 --> 00:09:37,994 can actually get even... It's why all what 277 00:09:37,994 --> 00:09:39,346 happens. I mean, I've been doing this for 278 00:09:39,346 --> 00:09:41,812 so long. And I'm like, my club thrive 279 00:09:41,812 --> 00:09:43,483 members that have been into 2 to 3 280 00:09:43,483 --> 00:09:43,983 years 281 00:09:44,373 --> 00:09:47,159 Like, they can they can x the results 282 00:09:47,159 --> 00:09:48,909 the longer they're in their in the club. 283 00:09:49,148 --> 00:09:51,637 Mh. No one's taking on that 284 00:09:52,107 --> 00:09:52,607 responsibility. 285 00:09:53,300 --> 00:09:55,130 Mh. I'm saying like, hey, let me sit 286 00:09:55,130 --> 00:09:56,721 down and really figure out what's going on 287 00:09:56,721 --> 00:09:57,914 with you. Let me really figure out what 288 00:09:57,914 --> 00:09:59,903 you're gonna need over the next year or 289 00:09:59,903 --> 00:10:00,142 2. 290 00:10:00,714 --> 00:10:02,626 To experience what you're gonna wanna experience next 291 00:10:02,626 --> 00:10:04,857 in your life. And let me and let 292 00:10:04,857 --> 00:10:07,428 me package, Like, let me create an offering 293 00:10:08,058 --> 00:10:09,880 Right? That's actually gonna get you there. What 294 00:10:09,880 --> 00:10:11,464 where I'm gonna commit to getting you there 295 00:10:11,464 --> 00:10:13,287 as the Wellness pro. And you're gonna commit 296 00:10:13,287 --> 00:10:15,443 to getting there with your investment. And well, 297 00:10:15,762 --> 00:10:16,957 we goes back to what you're saying earlier 298 00:10:16,957 --> 00:10:18,790 about trading time for money as opposed to 299 00:10:19,109 --> 00:10:20,304 coming up with a system in a process 300 00:10:20,304 --> 00:10:22,455 that's going to get results. So I love 301 00:10:22,455 --> 00:10:24,146 that. Yeah. And of those that don't think 302 00:10:24,146 --> 00:10:25,662 they're doing it because they're offering a course 303 00:10:25,662 --> 00:10:28,614 or program. They don't realize that, well, what 304 00:10:28,614 --> 00:10:31,263 happens when it ends. Mh. Right? Now that 305 00:10:31,263 --> 00:10:33,019 person who's built this bond, 306 00:10:33,657 --> 00:10:36,052 maybe with a group. Right? In a community, 307 00:10:36,291 --> 00:10:38,206 maybe met their new best friends, maybe actually 308 00:10:38,206 --> 00:10:38,946 had a true 309 00:10:39,417 --> 00:10:40,930 mentor, guide, leader. 310 00:10:41,487 --> 00:10:43,239 Alright, Kate, I'm hoping our listeners are beginning 311 00:10:43,239 --> 00:10:45,627 to understand how you've intentionally created success not 312 00:10:45,627 --> 00:10:47,632 just for yourself, but for others. I have 313 00:10:47,632 --> 00:10:48,906 to take a quick sponsorship break right now, 314 00:10:49,066 --> 00:10:50,578 but when we come, I wanna bring the 315 00:10:50,578 --> 00:10:52,808 conversation around to your specific habits and systems. 316 00:10:53,604 --> 00:10:56,007 The worth your sold podcast is great to 317 00:10:56,007 --> 00:10:57,436 our partners and sponsors. 318 00:10:57,992 --> 00:10:59,660 We know you're here because you want to 319 00:10:59,660 --> 00:11:02,621 build and scale your wellness business by providing 320 00:11:02,677 --> 00:11:05,394 exceptional value. In order to do that, You 321 00:11:05,394 --> 00:11:07,548 got to have a fully custom marketing plan 322 00:11:07,548 --> 00:11:09,462 that meets you where you are and brings 323 00:11:09,462 --> 00:11:11,776 clarity to your vision for the future. The 324 00:11:11,776 --> 00:11:13,865 problem is the sheer number of things you 325 00:11:13,865 --> 00:11:16,575 have to pay attention to can feel overwhelming, 326 00:11:16,894 --> 00:11:18,808 which makes you feel like you might never 327 00:11:18,808 --> 00:11:20,960 achieve your goals. At salt marketing, 328 00:11:21,453 --> 00:11:24,397 we believe that creating trust and authority shouldn't 329 00:11:24,397 --> 00:11:27,181 be an ongoing struggle as a story brand 330 00:11:27,181 --> 00:11:30,138 certified guide. Salt marketing can help you gain 331 00:11:30,138 --> 00:11:30,638 clarity 332 00:11:31,092 --> 00:11:33,238 by applying the story brand framework to your 333 00:11:33,238 --> 00:11:34,033 growth strategy. 334 00:11:34,669 --> 00:11:36,592 Today, we'd love for you to get started 335 00:11:36,592 --> 00:11:38,820 with a marketing plan you can feel confident 336 00:11:38,820 --> 00:11:41,548 in. Head over to Salt marketing dot c 337 00:11:41,605 --> 00:11:43,197 and take out 10 minute assessment. 338 00:11:43,849 --> 00:11:46,793 You'll get a free customized marketing plan that 339 00:11:46,793 --> 00:11:48,783 will generate more revenue for your business. 340 00:11:49,419 --> 00:11:52,046 Visit us at salt marketing dot c to 341 00:11:52,046 --> 00:11:52,841 get your plan today. 342 00:11:53,652 --> 00:11:55,082 I'm back here on the worth salt podcast 343 00:11:55,082 --> 00:11:57,705 with Kate S, author entrepreneur and highly successful 344 00:11:57,705 --> 00:12:00,565 wellness practitioner. So, Kate, can you elaborate on 345 00:12:00,565 --> 00:12:02,409 your view of the role of habits both 346 00:12:02,409 --> 00:12:04,567 in achieving wellness goals and in successfully scaling 347 00:12:04,567 --> 00:12:07,763 a business. Yeah. Absolutely. So habits is the 348 00:12:07,763 --> 00:12:10,733 core of my work and all I'll just 349 00:12:10,733 --> 00:12:12,729 tell a quick story about how I figured 350 00:12:12,729 --> 00:12:13,128 this out. 351 00:12:13,767 --> 00:12:16,960 Early days as an medicine practitioner and a 352 00:12:16,960 --> 00:12:20,087 yoga teacher yoga studio owner, and I started 353 00:12:20,087 --> 00:12:23,356 in 2002 offering the yogi detox, which still 354 00:12:23,356 --> 00:12:26,307 exists at yogi detox dot com. And I 355 00:12:26,307 --> 00:12:28,595 found that people joining a 3 week detox 356 00:12:28,714 --> 00:12:30,732 where we focused on... We basically 357 00:12:31,191 --> 00:12:34,307 rewire someone's daily habits and seasonal habits. Mh 358 00:12:34,386 --> 00:12:35,585 So I've got all this 1 on 1 359 00:12:35,585 --> 00:12:37,348 work. And then I've got this, like 3 360 00:12:37,348 --> 00:12:39,570 week habit change group work. Now, all my 361 00:12:39,570 --> 00:12:41,712 1 on 1 work involved habit evolution. Right? 362 00:12:41,950 --> 00:12:43,220 Like, we need to change these habits in 363 00:12:43,220 --> 00:12:44,172 order for you to feel better. 364 00:12:45,065 --> 00:12:46,745 But also take these, you know, take these 365 00:12:46,745 --> 00:12:47,245 supplements 366 00:12:47,704 --> 00:12:50,105 and follow the specific diet and blah blah 367 00:12:50,105 --> 00:12:51,945 blah blah. So what I found is, like, 368 00:12:52,105 --> 00:12:53,304 3 week detox, 369 00:12:54,039 --> 00:12:57,783 was massive evolution. Like massive breakthroughs. Mh. I 370 00:12:57,783 --> 00:13:00,173 was like holy cow like it creates this 371 00:13:00,173 --> 00:13:00,491 community. 372 00:13:01,223 --> 00:13:03,375 Around habits. And these people have breakthroughs and 373 00:13:03,375 --> 00:13:04,114 they change 374 00:13:04,491 --> 00:13:06,164 how they are with each other. They keep 375 00:13:06,164 --> 00:13:08,769 their habits up. You know, even between detox 376 00:13:08,889 --> 00:13:10,730 Like, yeah, They've totally slide in backtracking and 377 00:13:10,730 --> 00:13:12,009 all that, but they kinda on the back 378 00:13:12,009 --> 00:13:13,929 of their mind what works for them. So 379 00:13:13,929 --> 00:13:15,610 my work just kept coming back to habits 380 00:13:15,610 --> 00:13:16,250 habits habits, 381 00:13:16,970 --> 00:13:18,269 I... For the first 382 00:13:18,822 --> 00:13:21,357 I don't know. 20 years was in the 383 00:13:21,357 --> 00:13:23,259 habits of Circadian rhythm, And what they brought 384 00:13:23,259 --> 00:13:25,081 me to was the habits of the primal 385 00:13:25,081 --> 00:13:25,581 habits 386 00:13:25,889 --> 00:13:27,405 this people say they want the science they 387 00:13:27,405 --> 00:13:29,161 don't. Mh. Right. They just wanna know that 388 00:13:29,161 --> 00:13:30,917 someone knows what the science is. Mh. You 389 00:13:30,917 --> 00:13:32,353 just wanna know, like, what are the habits 390 00:13:32,353 --> 00:13:33,924 I'm supposed to be doing. Yeah. And that's 391 00:13:34,043 --> 00:13:36,342 primal habits and the habits before agriculture. So 392 00:13:36,342 --> 00:13:37,690 those are the habits that I do. They're 393 00:13:37,690 --> 00:13:38,959 the habits of why I have so much 394 00:13:38,959 --> 00:13:41,258 focus and so much free time and autonomy. 395 00:13:41,750 --> 00:13:44,309 In my life. Why my child? Like, yesterday, 396 00:13:44,389 --> 00:13:46,710 we were... Was my birthday. We snow into 397 00:13:46,710 --> 00:13:48,649 a hot spring at a waterfall. 398 00:13:49,029 --> 00:13:51,278 And, you know, she She was honestly in 399 00:13:51,278 --> 00:13:52,469 the cold water as much as the hot 400 00:13:52,469 --> 00:13:55,009 water. Like, she's automated cryo therapy as a 401 00:13:55,009 --> 00:13:56,280 16 year old. Mh. 402 00:13:56,677 --> 00:13:58,741 She does cryo therapy every day, at least 403 00:13:58,741 --> 00:14:01,384 once a day. She intermittent fast. She's automated 404 00:14:01,384 --> 00:14:03,936 the primal habits. And she has so much 405 00:14:03,936 --> 00:14:06,648 autonomy over her life. She's a 4 student. 406 00:14:07,127 --> 00:14:09,280 She, you know, without honestly very much effort. 407 00:14:09,694 --> 00:14:11,602 And she does what she wants to do. 408 00:14:11,841 --> 00:14:14,624 She... I've raised her primarily, like, beyond Mister 409 00:14:14,624 --> 00:14:16,374 aca, you know, beyond and, like, these are 410 00:14:16,374 --> 00:14:17,487 the basic things to do. 411 00:14:18,138 --> 00:14:20,285 Yeah. Yeah. I love that. And going back 412 00:14:20,285 --> 00:14:22,114 to what you're saying about how habits, people 413 00:14:22,114 --> 00:14:24,260 with the habits actually have more success than 414 00:14:24,260 --> 00:14:26,430 those who are, you know, paying into giant 415 00:14:26,646 --> 00:14:27,623 transformations. So 416 00:14:27,935 --> 00:14:30,254 how can wellness practitioners sort of create that 417 00:14:30,254 --> 00:14:32,495 system to transform client habits and get them 418 00:14:32,495 --> 00:14:33,855 to success? I mean, that's what we do 419 00:14:33,855 --> 00:14:35,695 in the business. Like that's that's why we've 420 00:14:35,695 --> 00:14:37,380 gonna the is, like, we know that our... 421 00:14:37,618 --> 00:14:39,922 We are an ultra social species. This is, 422 00:14:40,001 --> 00:14:41,113 like, the data's is in on this, Like, 423 00:14:41,193 --> 00:14:42,861 humans are an ultra social species. You pick 424 00:14:42,861 --> 00:14:44,132 up the habits of the people you're around. 425 00:14:44,783 --> 00:14:47,726 So if your family has, you know, say 426 00:14:47,726 --> 00:14:49,476 you're buying more processed food, you're picking up 427 00:14:49,476 --> 00:14:51,719 more pizzas to go or whatever, you're kind 428 00:14:51,719 --> 00:14:53,477 of, you know, in the, like, I'm busy 429 00:14:53,477 --> 00:14:54,596 all the time I don't have enough time. 430 00:14:54,916 --> 00:14:57,872 Right? Then Mh. The loser are, the habits 431 00:14:57,872 --> 00:14:59,011 that you're prop 432 00:14:59,390 --> 00:14:59,630 around. 433 00:15:00,684 --> 00:15:02,362 So what we find in the club models 434 00:15:02,362 --> 00:15:05,079 is if wellness pros can... And we we 435 00:15:05,079 --> 00:15:06,598 do this with them in their offer. Is 436 00:15:06,598 --> 00:15:08,036 like, we figure out what are the habits 437 00:15:08,036 --> 00:15:10,048 that'll actually get their clients to results. What 438 00:15:10,048 --> 00:15:11,745 are the habits that they wish they personally 439 00:15:12,042 --> 00:15:14,195 had more integrity with. And we build the 440 00:15:14,195 --> 00:15:15,870 club around their habits. And then and then 441 00:15:15,870 --> 00:15:16,928 we do a lot 442 00:15:17,864 --> 00:15:19,081 of coaching around 443 00:15:19,394 --> 00:15:21,632 habit evolution science or behavioral science of, like, 444 00:15:21,792 --> 00:15:23,150 how do you how do you get a 445 00:15:23,150 --> 00:15:25,468 group of people to, You know, both slowly 446 00:15:25,468 --> 00:15:28,105 and steadily Kai, change their habits, but also 447 00:15:28,105 --> 00:15:30,671 have would I call great leaps forward? Let's 448 00:15:30,671 --> 00:15:31,866 let's dig in a little bit on on 449 00:15:31,866 --> 00:15:34,176 the Clubs idea. You know, in your your 450 00:15:34,176 --> 00:15:35,690 offering you talk about, you know, wellness those 451 00:15:35,690 --> 00:15:37,840 professionals can triple their profits without increasing overhead. 452 00:15:38,575 --> 00:15:40,495 I'm sure everyone listening is thinking, how how 453 00:15:40,495 --> 00:15:42,254 do I do this? So how how how 454 00:15:42,254 --> 00:15:43,455 is that done? How do you teach people? 455 00:15:43,615 --> 00:15:45,615 Yeah. So, I mean, at Wellness Pro academy, 456 00:15:45,774 --> 00:15:47,468 it is a club. For wellness Pros where 457 00:15:47,468 --> 00:15:50,105 we have this 6 step system. So the 458 00:15:50,105 --> 00:15:52,103 first the first is offer. Like, we figure 459 00:15:52,103 --> 00:15:54,261 out what is what is in your club 460 00:15:54,261 --> 00:15:55,240 offer, then 461 00:15:55,633 --> 00:15:57,306 to is club, like how we're gonna build 462 00:15:57,306 --> 00:16:00,173 your club. We've we've used school since before 463 00:16:00,332 --> 00:16:02,721 Alex Mo invested in Sam Evans company. We 464 00:16:02,721 --> 00:16:04,155 were, extremely early. 465 00:16:04,806 --> 00:16:07,508 Into school and into even Sam Evans consulting 466 00:16:07,508 --> 00:16:09,835 programs, etcetera. We kinda grew up on 467 00:16:10,209 --> 00:16:12,689 on on that. Mh. So that's number 2, 468 00:16:13,007 --> 00:16:15,633 and then 3 sales for leads, 5 coaching, 469 00:16:15,792 --> 00:16:18,258 wellness coaching and 6 systems, and we... It 470 00:16:18,258 --> 00:16:20,345 takes us you know, depends on the Wellness 471 00:16:20,345 --> 00:16:22,100 pros. Some some wellness pros come in, they 472 00:16:22,100 --> 00:16:23,695 already have an email list. They already have, 473 00:16:23,855 --> 00:16:25,610 you know, a book down clientele, and they're 474 00:16:25,610 --> 00:16:27,683 just looking for they're looking for scale. Others 475 00:16:27,683 --> 00:16:29,611 come to us, and they've got, like, 25 476 00:16:29,611 --> 00:16:31,282 offerings and there's, like 2 people in each 477 00:16:31,282 --> 00:16:32,100 kind thing 478 00:16:32,556 --> 00:16:33,908 all over the board, and they have, like, 479 00:16:33,988 --> 00:16:35,500 a little bit of a following in Instagram 480 00:16:35,500 --> 00:16:36,933 and, you know, a couple hundred people on. 481 00:16:37,808 --> 00:16:39,970 So we we're like, hey, just plug and 482 00:16:39,970 --> 00:16:41,798 play this stuff in. Mh. Focus on leads 483 00:16:41,798 --> 00:16:44,420 and sales, start coaching. Right? As you start 484 00:16:44,420 --> 00:16:45,691 coaching your members in your club, you're gonna 485 00:16:45,691 --> 00:16:47,384 find out what they actually need. Then 486 00:16:47,693 --> 00:16:49,359 build your content right now. Yeah. 487 00:16:50,232 --> 00:16:51,661 More reason to reinvent the Whale. Might as 488 00:16:51,661 --> 00:16:53,407 well lean into what we know works for 489 00:16:53,407 --> 00:16:55,946 sure. Yeah. Exactly. Exactly. And then you just 490 00:16:55,946 --> 00:16:57,337 get really good 491 00:16:57,952 --> 00:16:59,863 transformation. Mh. If you're with people jumping in 492 00:16:59,863 --> 00:17:02,412 the freezing cold water, it's way easier to 493 00:17:02,412 --> 00:17:04,005 do it together then it is alone. If 494 00:17:04,005 --> 00:17:06,169 everyone's doing it's easier to get Absolutely. 495 00:17:06,645 --> 00:17:09,051 I'm wondering a little bit about, more experienced 496 00:17:09,266 --> 00:17:10,878 practitioners and you you alluded to this and 497 00:17:11,013 --> 00:17:12,999 varying levels that people come to you. But 498 00:17:12,999 --> 00:17:14,928 how do more experienced practitioners 499 00:17:15,476 --> 00:17:18,338 optimize profitability and sustainability. Once they've sort of 500 00:17:18,338 --> 00:17:19,610 been through? Because you like you're saying, you 501 00:17:19,610 --> 00:17:20,882 know, we're always by your side, we're gonna 502 00:17:20,882 --> 00:17:22,472 guide you through. So how do you get 503 00:17:22,472 --> 00:17:22,845 when you 504 00:17:23,362 --> 00:17:24,556 optimized everything. How do you get to that 505 00:17:24,556 --> 00:17:27,602 point of profitability and sustainability? It's scalable Because 506 00:17:27,898 --> 00:17:29,967 they're either gonna to scale of scarcity or 507 00:17:29,967 --> 00:17:32,377 they're gonna... You know, or they're gonna scale 508 00:17:32,767 --> 00:17:35,228 more basically, more people in transformation. They're gonna 509 00:17:35,228 --> 00:17:37,371 scale with marketing. Mh. So 1 or the 510 00:17:37,371 --> 00:17:39,753 other. Right? So say they're, you know, an 511 00:17:39,753 --> 00:17:42,079 in demand hot in demand functional medicine doctor 512 00:17:42,079 --> 00:17:43,754 and their club 10, you know, 10 k, 513 00:17:43,913 --> 00:17:45,748 and they wanna work with 20 people that's, 514 00:17:45,907 --> 00:17:47,582 you know, that's a 200 k business, say 515 00:17:47,582 --> 00:17:49,098 they decide they wanna work with 40 people. 516 00:17:49,257 --> 00:17:50,945 Now they have a know, it's like, it 517 00:17:50,945 --> 00:17:53,173 just scales. Mh. Right? And so it's already 518 00:17:53,173 --> 00:17:55,718 a Vip offering that that they have. Mh. 519 00:17:55,877 --> 00:17:58,184 That our clubs become networks. So they're also 520 00:17:58,184 --> 00:18:00,344 a people set. Like Wellness Pro had made 521 00:18:00,344 --> 00:18:01,693 the power in there is like, you are 522 00:18:01,693 --> 00:18:04,018 hanging out in a collaborative leadership experience 523 00:18:04,391 --> 00:18:05,898 with a hundred other wellness pros. 524 00:18:06,709 --> 00:18:08,866 Right? Mh. And as we're teaching them that 525 00:18:08,866 --> 00:18:10,464 model. They naturally are like, oh my gosh. 526 00:18:10,624 --> 00:18:12,781 I get it. I'm experiencing it, we model 527 00:18:12,781 --> 00:18:15,268 everything we teach. At of clubs arrive on 528 00:18:15,268 --> 00:18:16,462 this pro academy? So all they have to 529 00:18:16,462 --> 00:18:17,895 think of is, like, how's Kate doing it? 530 00:18:18,054 --> 00:18:19,407 Or what are they... What am I already 531 00:18:19,407 --> 00:18:21,477 experiencing over here? And then they get to 532 00:18:21,477 --> 00:18:21,977 collaborate 533 00:18:22,369 --> 00:18:24,769 I love that. Alright, Kate, Fantastic insight. It's 534 00:18:24,769 --> 00:18:26,049 time for another quick break while be right 535 00:18:26,049 --> 00:18:28,289 back after this. Pace salt Nation, you're listening 536 00:18:28,289 --> 00:18:30,130 to the Worth salt podcast. I'm Jennifer Oracle. 537 00:18:30,289 --> 00:18:32,224 And today, I'm talking with Kate film about 538 00:18:32,224 --> 00:18:34,545 how you can successfully scale your wellness practice. 539 00:18:34,865 --> 00:18:36,464 We'd love to hear how you're creating mindset 540 00:18:36,464 --> 00:18:38,305 and habits essential to grow and scale, so 541 00:18:38,305 --> 00:18:39,918 be sure to join us over on Instagram, 542 00:18:40,157 --> 00:18:41,754 Linkedin or Facebook and let us know how 543 00:18:41,754 --> 00:18:43,750 you're positioning your practice to take advantage of 544 00:18:43,750 --> 00:18:44,548 growth opportunities. 545 00:18:46,145 --> 00:18:47,821 Kate, you have such an impressive body of 546 00:18:47,821 --> 00:18:49,670 work that I'm sure many of our listeners 547 00:18:49,670 --> 00:18:50,545 will want to explore it. 548 00:18:51,420 --> 00:18:52,692 But you're known for your ability to grow 549 00:18:52,692 --> 00:18:54,522 your audience and you're following to build your 550 00:18:54,522 --> 00:18:57,163 many enterprises. So how do you cultivate and 551 00:18:57,163 --> 00:18:59,311 maintain that sense of community within this this 552 00:18:59,311 --> 00:19:01,403 wellness space? I'm very clear 553 00:19:02,018 --> 00:19:03,211 on my convictions? 554 00:19:04,259 --> 00:19:06,640 Around wellness. I'm very clear on my daily 555 00:19:06,640 --> 00:19:09,419 habits that that I I do and I 556 00:19:09,419 --> 00:19:11,085 aspire to. You know, if all my clubs, 557 00:19:11,244 --> 00:19:12,929 I'm a member, as well as a leader. 558 00:19:13,568 --> 00:19:15,506 Right. And so based on 559 00:19:15,885 --> 00:19:17,483 based on that, I can just speak from 560 00:19:17,483 --> 00:19:19,320 the experience, and I can speak from my 561 00:19:19,320 --> 00:19:22,050 members experiences. Mh. And what that does is 562 00:19:22,050 --> 00:19:24,125 it creates a community of belonging and becoming. 563 00:19:24,285 --> 00:19:25,882 So we're... It's a it's a... You know, 564 00:19:26,041 --> 00:19:27,957 whether you're on my email newsletter you listen 565 00:19:27,957 --> 00:19:29,967 to my podcast or you're on 1 of 566 00:19:29,967 --> 00:19:31,403 my free Facebook groups, it's like, 567 00:19:32,121 --> 00:19:34,673 there's something in here that there's a vibe 568 00:19:34,673 --> 00:19:37,225 that there's a reason to tune in. Mh. 569 00:19:37,385 --> 00:19:39,472 So then when people meet me, they're just, 570 00:19:39,552 --> 00:19:41,143 like, oh, my gosh. Exactly like I expected 571 00:19:41,143 --> 00:19:43,291 you. Mh. You know, it's like, I've only 572 00:19:43,291 --> 00:19:44,882 heard that for over a decade, and I'm 573 00:19:44,882 --> 00:19:47,124 like, oh, that's good. Because we've all met 574 00:19:47,124 --> 00:19:49,512 people that are different in person they are 575 00:19:49,512 --> 00:19:53,014 online. Mh. And it's it's unsettling. Definitely. Well... 576 00:19:53,173 --> 00:19:55,422 And I'm wondering that authenticity that plays in 577 00:19:55,422 --> 00:19:57,121 there. Any advice on navigating 578 00:19:57,500 --> 00:19:59,577 the challenges of this this industry because there 579 00:19:59,577 --> 00:20:00,855 are a lot of people who don't walk 580 00:20:00,855 --> 00:20:02,224 the talk So how do we how do 581 00:20:02,224 --> 00:20:03,656 we navigate that? Oh, my gosh. It's like, 582 00:20:03,816 --> 00:20:06,465 you know, I find, like, client repel is 583 00:20:09,321 --> 00:20:10,751 And I, you know, I grew up in 584 00:20:10,751 --> 00:20:13,291 a very classical classical yoga system, which I 585 00:20:13,291 --> 00:20:15,118 feel like had its own client repel, which 586 00:20:15,118 --> 00:20:16,230 is like, where you put yourself in a 587 00:20:16,230 --> 00:20:16,547 pedestal. 588 00:20:17,039 --> 00:20:18,705 Or you put the teachings on a pedestal, 589 00:20:19,181 --> 00:20:21,958 and they become... It becomes so fragile because 590 00:20:21,958 --> 00:20:24,100 first of all, then you have impostor syndrome 591 00:20:24,100 --> 00:20:26,336 because you're not you know you can't be 592 00:20:26,336 --> 00:20:28,637 in integrity with perfection because you're not because 593 00:20:28,637 --> 00:20:30,462 you're human. Right? And because you're not willing 594 00:20:30,462 --> 00:20:32,604 to call yourself out, and and I've seen 595 00:20:32,604 --> 00:20:34,285 it in coaching Wellness pros for well over 596 00:20:34,285 --> 00:20:36,132 a decade It's like, the ones that 597 00:20:36,503 --> 00:20:38,563 can't shake the, like, this is how I 598 00:20:38,563 --> 00:20:41,750 wanna appear. They may just can never get 599 00:20:41,750 --> 00:20:44,134 a gathering. They can't create a following. Mh. 600 00:20:44,372 --> 00:20:47,074 You know? And then. They find that, you 601 00:20:47,074 --> 00:20:48,584 know, there's, like, 1 or 2 people that 602 00:20:48,584 --> 00:20:49,538 are kinda just like them. 603 00:20:50,189 --> 00:20:52,187 That are trying to do this perfection. Mh. 604 00:20:52,346 --> 00:20:54,824 So the more you're trying to portray yourself 605 00:20:54,824 --> 00:20:56,821 as, like, the perfect picture of health or 606 00:20:56,821 --> 00:20:58,992 the perfect picture of This or that. Like, 607 00:20:59,072 --> 00:21:00,908 the more you're gonna lose in the marketplace. 608 00:21:01,068 --> 00:21:02,664 Yeah. And I honestly think as a society, 609 00:21:02,824 --> 00:21:04,900 we're we're moving away from that idea of 610 00:21:04,900 --> 00:21:06,975 influencers who have cultivated this particular way of 611 00:21:06,975 --> 00:21:08,984 being and definitely leaning into people who are 612 00:21:08,984 --> 00:21:10,977 more authentic who who are really there with 613 00:21:10,977 --> 00:21:12,890 us and and understand what what we've been 614 00:21:12,890 --> 00:21:15,601 through. Yeah. Yeah. Exact. But that's a whole 615 00:21:15,601 --> 00:21:18,080 their. Of of understanding and that's what you 616 00:21:18,080 --> 00:21:20,225 lead from. Mh. Brian? And so you can 617 00:21:20,225 --> 00:21:22,211 tell this... You can tell those stories from 618 00:21:22,211 --> 00:21:23,562 that place. I could've have written which is 619 00:21:23,641 --> 00:21:24,459 Cancer Journal 620 00:21:24,848 --> 00:21:26,995 in my twenties thirties or forties. Like, that 621 00:21:26,995 --> 00:21:28,744 was my 50 year old book. There's just 622 00:21:28,744 --> 00:21:30,652 no no doubt. I had to cross a 623 00:21:30,652 --> 00:21:32,402 threshold. Yeah. In order to do that. So 624 00:21:32,560 --> 00:21:33,912 I just advised too if, like, you are 625 00:21:33,912 --> 00:21:36,961 a younger Wellness pro, have some respect for 626 00:21:36,961 --> 00:21:39,439 the aging process. Again, we're back to community 627 00:21:39,439 --> 00:21:41,836 of belonging and becoming. Mh. You know, so 628 00:21:41,836 --> 00:21:44,743 if you're sharing from Wellness the raw experience 629 00:21:44,878 --> 00:21:46,966 without AAA deeper cultivated 630 00:21:47,419 --> 00:21:49,404 timeless wisdom, Like, it's not gonna work that 631 00:21:49,404 --> 00:21:50,754 way either. I know. 632 00:21:51,627 --> 00:21:52,183 So, yeah, 633 00:21:52,834 --> 00:21:54,184 Yeah. But you make a really good point 634 00:21:54,184 --> 00:21:55,694 about crushing that threshold, you know, into your 635 00:21:55,694 --> 00:21:56,671 fifties where you've 636 00:21:57,125 --> 00:21:58,555 you've gotten to that point where you do 637 00:21:58,555 --> 00:22:00,638 have that wisdom that perspective that someone who's 638 00:22:00,638 --> 00:22:02,315 younger might not and and we all need 639 00:22:02,315 --> 00:22:04,310 to respect to that. So I... I definitely, 640 00:22:04,390 --> 00:22:06,545 you've you've named a few of your websites 641 00:22:06,545 --> 00:22:08,540 and locations that people can find more information, 642 00:22:08,700 --> 00:22:10,230 but if I wanna know more about you 643 00:22:10,230 --> 00:22:12,463 about your online communities, books any of the 644 00:22:12,463 --> 00:22:13,898 many things that you offer, where can we 645 00:22:13,898 --> 00:22:16,289 go online? Yeah. So for wellness Pros looking 646 00:22:16,289 --> 00:22:18,217 for Wellness Pro business stuff, Go to? Wellness 647 00:22:18,217 --> 00:22:19,410 pro dot academy. 648 00:22:19,967 --> 00:22:21,637 And there, you'll see in the upper operate 649 00:22:21,637 --> 00:22:23,149 corner, you'll see a free training, and that's 650 00:22:23,149 --> 00:22:24,795 really the best way for you to wellness 651 00:22:25,074 --> 00:22:27,332 tap into what we're doing. Is just go 652 00:22:27,392 --> 00:22:30,109 there. If you're into primal habits and wanna 653 00:22:30,109 --> 00:22:32,447 know me more as thought leader go to 654 00:22:32,666 --> 00:22:33,785 club drive dot global, 655 00:22:34,597 --> 00:22:36,666 you know, to see what... If you're a 656 00:22:36,666 --> 00:22:38,575 good fit to be in Club drive. And 657 00:22:38,575 --> 00:22:40,166 if you just wanna follow me, kate s 658 00:22:40,166 --> 00:22:44,498 dot com. So CATESTILLMAN 659 00:22:44,714 --> 00:22:46,384 dot com. And that's where, you know, if 660 00:22:46,384 --> 00:22:47,577 you want me to speak on your podcast 661 00:22:47,577 --> 00:22:49,899 or whatnot, you can go there. Perfect. And, 662 00:22:49,979 --> 00:22:51,657 of course, Links to Kate's website and social 663 00:22:51,657 --> 00:22:53,174 platforms as well as the ways you can 664 00:22:53,174 --> 00:22:54,932 connect with her resources will be available on 665 00:22:54,932 --> 00:22:57,022 our website at salt marketing dot c. And 666 00:22:57,102 --> 00:22:58,612 I will definitely put that coupon code that 667 00:22:58,612 --> 00:23:00,757 you mentioned earlier there as well. But right 668 00:23:00,757 --> 00:23:02,346 now is time for our lightning round questions. 669 00:23:02,506 --> 00:23:03,698 So these are a few quick questions I 670 00:23:03,698 --> 00:23:05,128 like to ask of every guest. Are you 671 00:23:05,128 --> 00:23:05,287 ready? 672 00:23:05,939 --> 00:23:06,179 Yeah. 673 00:23:06,818 --> 00:23:08,576 Alright. First question is what something about you 674 00:23:08,576 --> 00:23:11,474 that often surprises people? The depth of 675 00:23:11,932 --> 00:23:13,850 my urine therapy practice? 676 00:23:14,982 --> 00:23:17,529 Interesting. Interesting. It's a good answer. That's gonna 677 00:23:17,529 --> 00:23:18,347 make everybody 678 00:23:19,200 --> 00:23:21,348 Yeah. There you go. Alright. Normal have it. 679 00:23:22,319 --> 00:23:23,920 There you go. Alright. Next question, What is 680 00:23:23,920 --> 00:23:25,359 your favorite thing about the work that you 681 00:23:25,359 --> 00:23:27,440 do? Getting people to results? Yeah. I figured 682 00:23:27,519 --> 00:23:28,720 That was the that was the right answer. 683 00:23:29,200 --> 00:23:30,960 Alright. Next question. What's the best piece of 684 00:23:30,960 --> 00:23:32,574 advice you've ever been given? You're the hardest 685 00:23:32,574 --> 00:23:34,332 thing first thing. Yeah. Eat that fraud frog. 686 00:23:34,492 --> 00:23:37,208 Great. Alright. Last question, who is inspiring you 687 00:23:37,208 --> 00:23:39,046 right now? What podcast you're listening to? What's 688 00:23:39,046 --> 00:23:40,565 the best book you've read recently? I am. 689 00:23:40,897 --> 00:23:44,069 My whole team plugged into her nation. Okay. 690 00:23:44,307 --> 00:23:46,448 That makes perfect sense. Alright, Kate, thank you 691 00:23:46,448 --> 00:23:47,717 so much for joining me on this week's 692 00:23:47,717 --> 00:23:50,037 episode of with yourself. Thank you, Jennifer. Really 693 00:23:50,037 --> 00:23:50,514 a pleasure. 694 00:23:53,220 --> 00:23:54,493 I also wanna thank our audience and let 695 00:23:54,493 --> 00:23:55,607 you know that if you're ready for your 696 00:23:55,607 --> 00:23:57,198 worth your salt debut, tell us about your 697 00:23:57,198 --> 00:23:58,964 expertise by Eva. Us at grow at salt 698 00:23:58,964 --> 00:24:00,795 marketing dot c. Be sure to subscribe on 699 00:24:00,795 --> 00:24:02,228 our website so you never miss an episode. 700 00:24:02,547 --> 00:24:03,900 And finally, leave us a review or give 701 00:24:03,900 --> 00:24:05,174 the show a handful of stars wherever you 702 00:24:05,174 --> 00:24:06,941 get your content, lang all for this episode 703 00:24:06,941 --> 00:24:08,057 of worth your yourself. Be sure to join 704 00:24:08,057 --> 00:24:09,889 me again next time. In the meantime, let's 705 00:24:09,889 --> 00:24:11,005 get out there and shake things up.