05 Aug August 5, 2020 – Money Mindset Dr. Shawn Dill and Introvert-Friendly Jennifer Kahnweiler
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Dr. Shawn Dill – CEO at The Specific Chiropractic Center and Author of None of Your Business – Read interview highlights here
When the universe starts to send to you, and you become open
to receiving, more comes. Once more comes, you sort of open
up that valve. Money loves to flow!
Dr. Shawn Dill is the Founder and CEO of The Specific Chiropractic Center; a franchise, which now operates multiple Knee Chest Upper Cervical Specific clinics across the U.S. For eight years Dr. Dill practiced in the country of Costa Rica, where along with establishing what many consider to be the largest upper cervical practice in the world, he also authored the law that regulates the practice of chiropractic in the country. Shawn is a Book Yourself Solid® Certified Coach, having trained under bestselling author Michael Port, and offers his consulting services and workshops to empower vitalistic-minded health care professionals to get booked solid. Shawn is founder of The Black Diamond Club; a community committed to mentoring, motivation, and business development for service professionals. Along with Dr. Lacey Book, Shawn is also the co-author of the best-seller None of Your Business: A Winning Approach to Turn Service Providers into Entrepreneurs. The dynamic duo of serial entrepreneurs and business growth and development experts, Shawn and Lacey, brings a yin and yang business approach; with Lacey honing mindset, systems, and processes and Shawn dissecting scaling and growth strategies. Their goal is to help transform the business of service providers to create a lasting impact and value on the community it serves by developing relationships.
Dr. Jennifer Kahnweiler – Best-Seller Author and Global Speaker on Introverted Leadership
Introverted leaders must use the 4-Ps: prepare, present,
push themselves, and practice.
Jennifer B. Kahnweiler, Ph.D., is an author, Certified Speaking Professional, and global leadership speaker hailed as a Champion for Introverts. Jennifer serves as Vice President of the National Speakers Association of Georgia and is on the advisory board of Becoming A Welder. She has deepened her knowledge and appreciation for introverts through her work as a learning and development professional and speaker at leading organizations like Merck, NASA, Bosch, Freddie Mac, the American Management Association, and TEDX Centennial Park Women. She has been featured in such news outlets as The Wall Street Journal, The New York Times, Fortune, Forbes and Time Magazine. Her book, The Introverted Leader was named one of the top 5 business books by The Shanghai Daily. Her bestselling books: The Introverted Leader: 2nd Edition, Quiet Influence, and The Genius of Opposites have have sold over 60,000 copies, been translated into 18 languages, and have helped introverts throughout the world expand their leadership capacity. Her new book is Creating Introvert-Friendly Workplaces: How to Unleash Everyones Talent and Performance, where she offers the tools to build a culture that embraces all employees and maximizes the strengths introverts bring to the organization.
Highlights from Shawn’s Interview
The stereotype is that doctors are just horrible business people. So definitely, stereotyping, I think doctors are better clinicians, better at doing their craft. I’ll tell you, it’s not just doctors, I’d say it’s most all service providers. People get into a service because they want to help other people, and what that does is it causes this dichotomy. It’s a false dichotomy, but it’s a dichotomy that says, “The reason why I did that is because I don’t want to sell anything, selling is gross, it’s nasty. That’s what used car salespeople do.” Because of that, unfortunately, I realized that the world’s greatest service providers; I would say the world’s greatest hairstylist, the world’s greatest physicians, the world’s greatest massage therapists, they live in relative obscurity simply because they do not embrace the idea of of being a great marketer or salesperson.
On the flip side, the world’s most popular physicians, like there’s a lot of doctors on TV, we don’t know if they’re actually very good clinically, but we know that they’re famous. So they’ve done a great job of marketing themselves. Then off of that fame, we automatically assume that they’re good, but we actually don’t objectively know if they’re good at their craft. Just because you’re on TV, automatically people think that you’re good. But listen, then on the flip side, there are people that are just absolutely amazing and they probably don’t even have a website. They don’t have anything and they just have amazing skills. To me, that’s the greatest injustice because they’ve been blessed with a gift to help humanity. Just simply because they don’t want to embrace the idea of being an entrepreneur, the world will never receive their
Most of the time when a new client is coming and talking to me, the thing that they’re the worst at is selling themselves, because it’s something that people just don’t feel comfortable doing. I would say depending on their maturity in business, the second area they’re bad at is fees. Even if we can overcome selling themselves, then they have this weird thing with how much they charge. Especially if we’re dealing with the healthcare space and you have a doctor fresh out of school, oftentimes they will tell me, “Look, I don’t even feel comfortable with my fees because I couldn’t even afford what I’m charging.” An orthodontist, for example, I don’t know that I would pay for this. I always tell them, but you don’t have the problem that you solve. Also, you can tell they’ll sell other people, they don’t have any problems selling someone else, but they don’t want to sell themselves.
Then secondarily to that, lots and lots of issues around the mindset of money. Basically, we’ve learned relationship from our parents, but we’ve also learned money. If you came from a family that didn’t have a lot of money that was constantly struggling to make ends meet, even though you may be successful financially in your field, oftentimes, a lot of these sorts of mental issues will carry over. You probably know a lot of people that do very well financially, but they act very austere and they don’t relate very well to money. They have this feeling like they could lose it all at any moment. But listen, there are other people too that don’t have a lot of money that live very frivolously, that maxed out credit cards. These are learned behaviors. So that part makes it very difficult for us to pinpoint and sell a pricing. We feel weird about it oftentimes, even if we can overcome this idea of selling ourselves.
So then, the question is how to help these people? I think that it’s really interesting, there is a side of me that definitely loves the analytics, I think that metrics are important, there is though this little bit of a woo-woo side, I guess it could be somewhat of a spiritual side. I’m not talking about the religious-spiritual, but the way that we interact with abundance and the universe. I think that if we become observant of it, that we can actually realize that there is abundance all around us. It’s a limiting mindset relative to money, but the money actually, from an entrepreneurial perspective, can be created almost out of nothing. Obviously, you can’t violate the laws of physics, but we have the ability to have an idea. For example, you and I could be talking right now and we could have an idea, we could maybe whip up a funnel, and maybe if we can acquire an email list, then we could start transacting and servicing whatever the thing is that we wanted to create, probably within 24 hours or maybe less.
That’s one of the massive differences, and one of the things too, that I think is difficult for entrepreneurs, especially if your parents were both nine to fivers. We don’t live in this nine to five world, but we receive a lot of financial advice that is meant for the nine to fivers. A lot of the popular ones; Suze Orman, Dave Ramsey, this is financial advice for somebody that receives a set salary every year. So if you know that your earning capacity is limited just by the position that you’re in, then you’re going to navigate finances in a certain way. I think that that’s responsible, however, for an entrepreneur, we have the ability. The nine to fiver thinks in terms of, I’m going to save for a new car. Whereas. an entrepreneur says, how many of X do I need to sell in order to create enough revenue for me to be able to purchase that new car? So I think it’s just tuning our mindset into the fact that we’re not limited or trapped to the amount of money or revenue that we can produce, based on our title position or the hours that we work. That really, we’re being paid in proportion to the magnitude of the problems that we saw for humanity: solve bigger problems, make more money, and that the money really is all around.
Another one that’s super important too, I always learned this from Dan Kennedy, is that wealth attraction is not a zero-sum game. I think that oftentimes service providers have that in their mind as well, that if I’m charging $20 for my eBook, that I am somehow taking the $20 from you. It’s really not. We learn this idea of a zero-sum game that Jim had five candies, he gave three to Johnny, how many candies does Jim have? The answer is as many candies as he wants. Because where did he get the five from, why doesn’t he go back and get more from wherever he got the original five from? Why is it that if he gave two, that he’s limited down to three? Because an entrepreneur says, I can always go back into the wealth and get more, I can always sell one more service, I can always sell one more product because I have the capacity to do that. Whereas the nine to fiver says, I’m limited based off of my salary, I have a limited financial ability to create abundance in my life. People who have the wrong mindset literally chase money away. It’s not even wealth or financial manifestation, it’s wealth attraction. So for example, if you wanted to be attractive, you were looking for a mate, there are things that you would do to attract somebody into your life. Well, likewise for the wealth.
So now let’s explore a little bit of the woo-woo side. By the way, if any of you notice that this begins to happen to you after listening to this episode and you realize it, I encourage anybody listening to reach out to me, I’d love it. Because when I speak, I usually tell stories like this and then people start to notice. Basically, money is all around you. I know that a lot of us are not able to travel, but one of the best places to notice is in the line at TSA. You go in the line at TSA, there are coins all over the floor, and I find it interesting that nobody picks them up. What happens is, the universe sends you signs of financial abundance. Of course, I know everybody wants to make seven figures or eight figures in their life, you want to do big things. But if you start to see a penny or a nickel on the ground, to me, that is a sign from the universe.
Here’s one of the things. I swear to you, this is the absolute truth. There have been people that have been with me and said, Oh my gosh, that’s absolutely true. But if I see a penny on the ground, firstly, I’ll go and I’ll pick it up 100% of the time, but I will also think to myself, thank you universe for showing me that there are signs of abundance. The reason why I do that is because I’m actually afraid to not pick it up. I always think that if the universe sends me a sign that there’s abundance, and there was a penny on the ground, and I had the attitude of, “Oh, it’s just a penny, I’m fine”. that the universe would say to me, “Well, then I’m not going to send you $1, I’m not going to send you $100, and I’m not going to send you $10,000 or $100,000, because you were fine. You sent me signals.” Again, it’s just like a relationship. If I asked you, “Hey, would you like to have a glass of water”, and you said, “Oh, no, I’m fine”, it would be inappropriate for me to say “Well, what about a pitcher?” Because you said I didn’t want the glass. So that’s the same thing, when the universe starts to send to you and you become open to receiving, more comes. Then once more comes, then all of a sudden, you sort of open up that valve.
But I also will tell you, money likes to flow. It’s like water, it doesn’t do well when it stagnant. So you also must engage in an activity that allows money to flow. I love the idea of giving, of being benevolent. But this is another thing, I think that oftentimes people have this mantra that you should give with no expectation of anything in return. I think that kind of violates the rules of the universe, the rules of nature. I plant a seed, I wouldn’t say I plant seeds with no expectation. If I’m planting lemon seeds, I’m expecting lemons. So when I’m planting financial seeds, I’m doing so with an expectation of something in return, whether that’s giving freely to charity, but can you imagine investing or giving to a charity and saying, “Look, I’m going to make a 10,000 donation?” Not voicing it to the charity, but to yourself and to the universe saying, “I’m blessed that I have this, but I expect that I will be blessed even more abundantly as a result of my giving.” I gotta tell you, once you get your mindset right around this, you’ll begin to attract so much abundance and wealth into your life.
By the way, wealth attraction is not just financial, sometimes it’s relationships. In fact, I think the time that we’re living in now, relational capital will probably become the primary capital of trade over the next probably year’s time, as currencies devaluate and we look at these things that are happening with the elimination of cash. So relationship, that’s how you’re going to be able to build a business, is if you own relational capital, and that’s a form of wealth. It’s likewise, once you are giving, you’ll notice those relationships come flowing into your life.
So wealth, it’s literally like attracting anything into your life. So this is a little less woo-woo, but I talk often about a concept called Mirror Mirror. You would accept not being woo-woo about it, that two people can observe an event and see two totally different things, it depends on your worldview and your perspective. Therefore, how you perceive the world is actually a reflection of what your worldview is. Every single person is viewing the world through a separate lens. So many times, especially for people in the business that complain about not getting very many referrals, the first thing I would ask is, how many referrals do you give? I don’t mean like I gave a referral to Jim and Jim gave me a referral, I’m not talking about some sort of one-to-one or a network type of thing. I’m talking about, do you just freely recommend things to people? I hear people say all the time, people don’t value what I do. Especially in my work, all the time they say, people don’t value what I do. I say, how many things do you pay a premium for? Are you bargain shopping for your haircut and for your massage, but then you expect people to pay a premium for their teeth cleaning? Their teeth whitening, you want to be able to charge a lot of money for that, but you will go to the cheapest gym that you could find?
So I think that money is attracted to security. I think that even in a relationship, if I want to be in a relationship with you, I want to know that the relationship is secure, I want to know that it’s safe. I don’t want you to be erratic, I want to know that in the relationship that I’m going to be made to feel safe, that I’m okay with you. So I think that what happens too a lot of times, entrepreneurs can sometimes be a little bit too risky. So I think that’s the very first step, that you say I want to get responsible. What does that mean? Well, that means that your books are in order. Do you know how many people I meet that don’t know right now what the balance is in their checking account? Most Americans just live and they put their debit card in the ATM until it says zero, and then they wait until it gets refilled by their next paycheck. A lot of new businesses also operate that way. For example, I’m doing this interview with you alone because my wife is in Florida. Can you imagine if I said to you, “Listen, my wife’s been in Florida for the last seven days, and she and I haven’t communicated at all? I don’t talk to her, I don’t email, I don’t text her, I haven’t communicated to her one bit.” You would probably think that’s strange, you’d say that what kind of a relationship is that? Well, do you know how many people are completely disconnected from their money, that they do not ever check in on it?
I would say I could look at your wallet right now and judge your success, not by how many hundred dollar bills are in it, but by how it is kept. Is the money in place, are you respectful? That’s something that I always say is, respect the money. I would say to a person if you want to have a relationship, respect your significant other; that’s a key component of a relationship. Well, respect your money too. That’s not woo-woo, that’s just saying, don’t just take all of your receipts, throw them in a shoebox and hand them to a bookkeeper, and then tell your CPA to balance the accounts and file your taxes. That’s not being respectful, that’s a formula to not have success. So making your money state, being diligent with your money, not being ridiculously erratic, and a spendthrift with your money, those would be the first things that I would say would begin to attract money into your life.
Back to what I mentioned earlier, I feel that people only buy in two zones: they’re either going to pay the cheapest that they can find because they’re necessarily looking for a bargain, or they’re going to on purpose overpaying because they feel like they’re receiving something superior. So when you buy a car, getting the cheapest price for a car, that would be one buying strategy. However, if we were attempting to purchase a Bentley, we probably wouldn’t walk into the Bentley dealership and try and haggle down as low as we can. You could probably try, it’s probably not going to be met with a degree of acceptance, the price is the price. I think that you’ll find on a lot of the higher-end stuff, they very infrequently ever have massive sales or bargain. One of the great lessons for every man out there, I learned this with my wife, is if you ever see a Louis Vuitton purse on sale, then it is a telltale sign that it is a fake because Louis Vuitton never goes on sale. That when the season ends, they receive the old collection and they destroy it. So that rather than cut the price, that preserves the integrity of the brand. So that’s what I’m talking about.
There will be some things, my detergent, my toothpaste, maybe my computer, where I would necessarily and that’s just human nature want to find a bargain. But there are people that are like this, that if I only always want the cheapest of the cheap but I am going to demand that the world respects me as a luxury item, as a high priced premium item, that’s a very difficult thing to pull off. It’s just not congruent in attitude. It’s the same way as if I’m not available, but I want everybody to be available to me. The same thing as if I don’t ever make referrals, but I wish that everybody would refer to me. I am disrespectful of everybody’s time, but I want everybody to arrive at their appointments on time for me. It just plays out that way, it’s just something that I’ve noticed.
Now, I want to shift gears a little bit. We have an event a few days from now, the SummerCamp 2020: Growth & Strategy Conference. We’re super excited about this, this is the largest growth conference for service providers. We’ve been doing this for many years now, we’ve been very fortunate to have on our stage people like Grant Cardone, Tom Bilyeu, Jay Abraham, Brian Tracy. This year, we are having Jordan Belfort, The Wolf of Wall Street himself, along with Eric Thomas. So Jordan and Eric will be headlining, but we also have people like Connor Blakely, he is a Gen Z. Marketing Specialist. Mark Brazil from Iconic. We’ve got dawn Roseman, she is a phenomenal attorney. Dennis Yu from Blitzmetrics. Glen Vo, who is a dentist and absolutely dominating there with the entrepreneur space with the dentist. It’s a phenomenal, phenomenal event. I’m not sure when this finally hits the airwaves and if we’ll have tickets left; we’re very much nearing a capacity situation. But you can check us out at www.ComeToSummerCamp.com. If there are tickets available on the website, then you could still grab them. If not, 2021 is going to be awesome as well, we’re already starting to line up our speakers for that event as well.
To find out more, you can just jump on to www.ShawnDill.com. A lot of people know us for the Black Diamond Club, www.BlackDiamondClub.com.