N°8 - The Psychology of Standards — Why Most Clients Should Never Enter Your Space

00:00:13: Welcome to the Premium Way podcast, a space where premium is not reduced to aesthetics or price tags but understood as identity.

00:00:23: As way of life.

00:00:24: in here we operate at the intersection of psychology perception strategy leadership and The invisible signals that decide who gets chosen trusted And remember our philosophy did the stereotypes Ditch the idea that premium has only one face.

00:00:47: Premium was never meant to be sterile, it was meant to rich in character reflective of your true core and your dream buyers' deepest desires Like the finest wine layered complex unique unmistakable To those who know what they're tasting refined without losing its edge Unafraid to be different and impossible To confuse with anything else.

00:01:17: This is the room where The Ordinary stops applying, this Is Where Standards Are Set Not Followed And Where Premium Stops Being Something That You Chase And Becomes Something You Embody!

00:01:44: We are back with another episode and in this episode I want to talk about an address the topic of standards.

00:01:55: In the past months life has invited me To really clean up mine, so get even more clear About my standard Where i've unconsciously have been dropping them, softening them.

00:02:11: The work with my clients has been all about standards as well.

00:02:16: I started a new mastermind called Calibre and the name says it all It was raising the calibre.

00:02:22: And it is about raising the calibre on each in every level internally and then externally.

00:02:29: that will be reflected.

00:02:31: Then there's a sentence That's really been sitting with me...that really stuck With Me.

00:02:39: And the more I think about it, The more I realize how many people are actually sabotaging their own work.

00:02:47: Their own standards because of it.

00:02:50: and that sentence is lowering your standard Of entry doesn't make you're worth more accessible.

00:02:59: It only opens a door wide open for those That aren't even able to fully receive You And you're a genius.

00:03:11: So that actually invites people for whom it's impossible to understand You.

00:03:17: and then you find yourself in that vicious cycle of nobody gets me, Nobody gets my work.

00:03:22: am I too intangible?

00:03:24: Do i need To change My entire messaging?

00:03:27: do i need to dumb the way That i speak and express myself down because my vocabulary is Too sophisticated?

00:03:33: all these things thought about before that you have felt.

00:03:37: Before when you felt like, You haven't been understood?

00:03:40: When you felt Like people just don't get it.

00:03:42: I had a conversation recently with the very high level entrepreneur multiple income streams and i'm talking twenty plus passive income streams more than established absolutely not dependent on The coaching and mentoring branch of his business.

00:03:58: he's Not trying to make It work.

00:04:01: all He does things in his coaching and mentoring lane are from pure overflow.

00:04:09: And simply because he wants to, not because he needs

00:04:12: too.".

00:04:13: That makes what he says land so much deeper!

00:04:17: Because you can trust...he doesn't say that..because he needs the money.

00:04:21: He very clearly doesnt.

00:04:22: So he said one thing to me that really stood out In our conversation When we were talking about working together.

00:04:30: That person is inquiring about a brand refinement package with me and I'm super, super stoked.

00:04:36: He said... It has a certain style to it.

00:04:59: I'm not going to betray my values, My integrity...my standards!

00:05:05: My standing To make a post-go viral.

00:05:09: There was this pure attitude of needing A single cent And that's so sexy.

00:05:17: He said again he doesn't want to do low ticket stuff.

00:05:20: The lowest level you can access me at is twenty two thousand euros Doesn't have funnels.

00:05:26: He doesn't have low tickets, he doesn't want to participate in the let them taste me for a hundred dollars type of energy.

00:05:34: and that came from pure knowing Who?

00:05:40: The F. he is what the fhe wants And What the fhis standards are zero percent arrogance.

00:05:49: That is because he realized something that most people do not want to admit or are NOT admitting.

00:05:57: When people enter your space at a level, where the price tag... ...that's below the level you actually operate at they cannot receive you.

00:06:10: They cannot fully receive You!

00:06:12: A lot of my clients have experienced this before.

00:06:15: I have experienced it When I thought, come on let's lower the barrier of entry in whatever form either standard-wise or financially.

00:06:24: Or both ways to experiment with it.

00:06:28: most often when we do that re regretted because there is a reason The Standard Is The Standard and the Price Is The Price.

00:06:39: It IS actually an energy exchange!

00:06:42: IT IS A REFLECTION OF THE LEVEL THAT WE OPERATE AT.

00:06:46: And when we lower that, We invite someone in who is a match for that lowered entry.

00:06:52: Not for the fully expressed genius That we actually operate at and want to operate it.

00:07:00: It's like trying to speak in PHD level terms To somebody hasn't even completed their bachelor degree.

00:07:08: Thats the metaphor I always reference!

00:07:10: And thats not about people being less than That is not about inherent intelligence or inherent worth.

00:07:18: This is about capacity and development.

00:07:21: A person can only receive at the level that they have built.

00:07:26: So if you are operating a certain depth, or a certain speed Or a certain level of pattern recognition And someone enters your space.

00:07:36: who hasn't build it yet?

00:07:38: There will be gap And you will find yourself explaining to the point where your just becoming frustrated and resentful because like, why the fuck are you not getting it?

00:07:49: Not from a place of Are You Stupid but form a place Of Wait!

00:07:53: I felt so clear in my marketing & messaging.

00:07:56: And thought i made so clear who am what stand for What My Work Is About How We Role.

00:08:02: I Thought we understood each other without words But that very often is NOT The Case.

00:08:08: and then you pay the cost later on for a short term, quote unquote reward or win of getting someone in.

00:08:15: And this gap is really, really annoying!

00:08:18: You say something that's extremely precise to you... YOU know damn well from millionaire-to-millionaire That one sentence wouldn't make them ten more millions Whereas clients who lowered their entry fee received it as fluffy.

00:08:37: They don't know what to do with it.

00:08:38: when you give them something that is not a fully mapped out step-by-step tiniest Micro strategy That tells him exactly.

00:08:47: What to do?

00:08:48: What to think, what to say how to behave in every second of their life.

00:08:52: What a disrespect to your genius.

00:08:54: and that's not on them That's on you because you lowered the barrier off entry.

00:08:58: another example You point to a pattern And they ask for a set by step.

00:09:04: They're like, cool but I don't know what to do with this information now.

00:09:08: Someone up to your standards they would understand and immediately shift.

00:09:16: Awareness is enough for them because they've developed themselves up until the point where you can receive what you are saying.

00:09:24: how mean it instantly knows.

00:09:26: their system instantly knows what's going on or when you speak in principles and want instructions.

00:09:35: They're basically calling themselves leaders, but they are just looking for another CEO For another boss to tell them exactly what to do when tick lock in went a clock out and so you find yourself explaining things that In the right room with the right person With the right client in front of you would land immediately.

00:09:54: And that's not because you've lost your magic But because you're trying To swoon someone with your Magic who is not receptive to it.

00:10:03: It was like trying to have a conversation in Mandarin Chinese, but that person only speaks Arabic.

00:10:12: and it's not because their person is stupid.

00:10:14: It's not becausue you are way more intelligent...it is simply language mismatch!

00:10:19: And frequency is language as well.

00:10:21: non-verbal..but it IS

00:10:22: language!!

00:10:23: And the uncomfortable truth that YOU as high level leader has to sit with is that the client does NOT blame.

00:10:31: It's not about this.

00:10:31: client doesn't get it.

00:10:33: Maybe I'm not clear enough, maybe i need better messaging.

00:10:36: Very often its neither.

00:10:38: You didn't become unclear But you became accessible to the wrong level.

00:10:46: So sit with that for a moment.

00:10:47: Where have made yourself accessible?

00:10:51: And then act at surprise That on that level person can't receive especially people in the scaling stage, because now they want more people and then accidentally often drift into lowering.

00:11:06: The barrier of entry lower ring their standards to get more clients who feel most safe create more quote unquote flow.

00:11:14: but what they gets out of that when you do is not ease it's more friction A dip in inquiries, a dip in creativity.

00:11:30: Because remember when you've been in that situation or maybe are currently in the situation.

00:11:35: how much access do feel like?

00:11:36: You have to your fully unleashed genius.

00:11:39: When you surround yourself with clients who can't receive your genius and ask you to dumb it down all The time you'll feel Like you lost your sauce.

00:11:48: he will feel I give lost your magic.

00:11:50: But you haven't.

00:11:51: you just thought you could get away With lowering standards?

00:11:55: but you can.

00:11:57: And in that reality of having become accessible to the wrong level, you're answering questions.

00:12:04: You don't want an answer!

00:12:05: You are having conversations.

00:12:06: just make your eyes roll Your over-explaining things That should never even need explanation and then slowly start dimming.

00:12:18: You simplify what shouldn't be simplified What shouldn't translated?

00:12:24: You adjust natural expression until Your own work doesn't even feel like your own work anymore.

00:12:31: It feels so foreign, you feel so estranged to it because its no longer pure genius that you're pouring...it is a diluted version of it.

00:12:45: The good thing with this not being client problem but standards problem though Is that standards are completely within your range of control.

00:12:55: You have full control over which standards you enforce and with your don'ts.

00:13:00: And standards are not ego, With all of this pre-context that we've talked about up until here it became very clear that standards aren´t ego.

00:13:10: they're a filter an necessary filter A filter That is not only protective Of your genius but also the client and ultimately Your brand.

00:13:22: Because when you get clients in due to lowering your standard and they are not fully satisfied because they couldn't fully receive your genius.

00:13:32: They won't resign, they won't necessarily leave you a recommendation or recommend it to others.

00:13:39: maybe even the opposite.

00:13:41: that in the long run is way more harmful.

00:13:43: so your brand then quote-unquote missing out on client were missing out of cash short term when feel like your rooms aren't filling.

00:13:53: That is not an invitation to lower the barrier of entry that you actually have intentionally chosen.

00:14:01: To match the level off the room, two represent the level of your genius and a little operating at the level up required development client has to come with in order to even be able to play in that arena league without being disqualified after five minutes.

00:14:21: listen An example that might illustrate it even more.

00:14:26: I wouldn't, at this current point... ...I would sign up for a marathon or something like Ninja Warriors These TV show thingies where there is this parkour For super athletic people.

00:14:39: That's super-super hard Super-super challenging!

00:14:43: Probably wouldn't make it past the first obstacle And not because i'm stupid.

00:14:50: I am just trained and equipped for playing in that arena.

00:14:56: And at worst, I would even hurt myself!

00:14:59: I would tear a muscle or break an arm and finger toe whatever... ...and it's the same with your business standards.

00:15:11: Your standards are a filter.

00:15:14: They decide who enters the room and therefore what kind of work can actually happen inside?

00:15:20: And when your standards are clean, you don't need to over-explain.

00:15:23: You do not have to convince or perform because the person in front of us already has a capacity for meeting and receiving them.

00:15:31: The conversations then change completely!

00:15:34: The climate of working together changes completely – it's the most beautiful thing.

00:15:38: that happens faster than rushing it but there is reduced friction at all.

00:15:48: You can go full speed on the left lane because there are no constant obstacles to overcome.

00:15:54: It becomes cleaner.

00:15:55: Becomes more precise.

00:15:57: you say one sentence and it lands, then feel so empowering for both of you And not Because you made it simpler but because The other person Can actually receive it.

00:16:08: I will die On this hill.

00:16:11: we can turn This into a drinking game even cuz i want To really nail that Into your mind.

00:16:18: It is so important.

00:16:20: Not how many people can you get in, but can the people that you get into your rooms actually receive you at your highest level of expression and genius operation?

00:16:30: That should be okay PI!

00:16:32: That should Be a measurement for success not The ultimate number Of People inside of Your room or the cash that You have received.

00:16:41: And then Is there difference between working hard and Working At your actual Level where you're an absolute flow state.

00:16:49: And this is also why a lot of people think their work as quote unquote hard to sell when in reality, they are just trying To make that work land in front of the wrong audience.

00:17:01: You are not misunderstood and mispositioning yourself by pretending your standards lower than it actually should be Because again, the right person does not need you to dilute your genius.

00:17:18: They meet it!

00:17:19: they recognize that their rise is true and extract value from things others would overlook or wouldn't be able understand and digest.

00:17:28: And THAT IS THE LEVEL WHERE YOUR WORK ACTUALLY COMES ALIVE WHERE YOU FEEL LIKE IT'S GIVING YOU LIFE WHERE you feel like its giving you energy even if just spent eight hours with clients in telegram.

00:17:42: So if you've been feeling like things aren't landing in the way that they should, If you have been feeling misunderstood and frustrated or resentful I would invite to not immediately resort your messaging but look at your standards.

00:17:58: Who are actually letting into space?

00:18:01: And Are They Equipped To Receive What You Do At Full Expression?

00:18:06: Because The Cost Of Lowering Your Standards Is Not Just Lower Prices.

00:18:13: It is losing access to your own level, and that costs you so much creativity.

00:18:19: And once you've experienced what it feels like To be in a room where you don't have to shrink Where you work lands In its fullest form You dont want ever go back.

00:18:36: This the most rewarding thing.

00:18:38: So The question Is not.

00:18:40: how do I make my work more accessible?

00:18:43: The question is, How Do i Make My Room or Keep My Room Clean Enough for My Work to Stay Intact?

00:18:52: What are the Standards of Entry that I need To Uphold also For the Highest Benefit Of Clients.

00:19:03: What is the baseline requirement a client has to come with in terms of their awareness and development and capacity?

00:19:12: To even be fit for the room.

00:19:14: Listen, A little personal share since I have this post-its on my iMac screen desktop because I do come from backgrounds where always questioned whether was good enough.

00:19:29: people And know that it's running show in more obvious or less obvious ways.

00:19:35: It doesn't matter, I know that partly it is running the show for you and your business where you're questioning whether YOU are good enough... ...for people instead of asking whether they can meet to where YOU ARE at!

00:19:48: And so i have this post-it That's sticking to my IMX screen..and it says Yeah but Is IT GOOD ENOUGH FOR ME?

00:19:58: ..question mark is underlined.

00:20:01: To give myself the daily reminder to change my perspective, not too.

00:20:06: am I good enough for you?

00:20:07: But are you actually good enough me?

00:20:10: Are you able to meet me or receive me?

00:20:16: and that's not optional but a foundation where collaboration should be built upon.

00:20:26: so this is what awaits us moving forward.

00:20:31: Check in with your standards.

00:20:33: Change the questions you are asking yourself, change the KPIs and metrics.

00:20:38: You're measuring success by because again The overarching principle of my brands My work Of my worlds of the premium way podcast Premium Work does not become premium Because the price is high.

00:20:53: It becomes premium when the room Is clean enough for the work to happen at full expression.