Mindset Matters
The term mindset is defined as a collection of thoughts and beliefs that we hold about a particular topic or theme. For example, we might hold an employee mindset where our beliefs are comprised of thoughts around what it means to be an employee. For example, an employee needs to follow direction, needs to work to their job description, can be promoted if they work hard, usually working an eight-hour day and so on. Our mindset is often based on experiences that we have been exposed to throughout our lives and therefore in adulthood, can be tricky sometimes to change.
I remember when I was working at my practice and was about to shift away from government-funded services that were free of charge to the clients, to a fee-paying model where clients would need to contribute towards the cost of their appointments with me. Having grown up living below the poverty line in Melbourne, Australia, money was a big deal for me. So I grappled with being in the financial position of my business no longer being sustainable on the small amount that I was receiving from the government in exchange for services.
I worried about the financial strain I was under, and I worried too about the financial strain that my clients would experience when they realised they needed to start paying for services. So, it was with mixed emotion, hesitation and fear that I made the announcement to local doctors that had been referring clients to me, that I was now providing services for a small fee.
What happened was that not one but two doctors took the time from their day to send me faxes and to phone my office in an aggressive manner. They threatened to ‘run my business into the ground,’ accused me of being ‘in it for the money’ and all kinds of other things. I felt so upset and part of me wondered if they were right.
For a few days, I deliberated about what to do and came to the conclusion that I would uphold the new fee (which, by the way, was $15 per appointment.) Over time, a lot of clients left the practice, and I did feel discouraged. Thoughts of, ‘you’re not good enough,’ ‘why should people pay you when they can go and see one of your colleagues for free,’ and so on.
The next thing that happened was that I sat down and walked myself through some exercises that I usually give to clients when they are being challenged. It was through looking at my own beliefs and where they came, understanding how those beliefs served me then, but perhaps weren’t serving me now and changing those beliefs into new ones that just felt-better, that I was able to finally step with confidence into this new version of my mindset and my practice.
Once that had happened, I was a different person. I was no longer apologising for charging $15 a session, no longer waiving fees, no longer waiving cancellation policies and no longer tolerating working relationships with colleagues that were bullies. And guess what happened next? A big turnaround took place and people starting showing up for appointments as new clients. Now they are happy to pay the fee and happy with my cancellation policy. Everything is so much easier and I’m so much happier.
