Explore every episode of the podcast The Price and Value Journey

Challenges Facing Older Self-Employed Service Professionals, with Dr. Larry Gard, Done with Work Retirement Coaching and Consulting (The Price and Value Journey, Episode 116) One reason service professionals choose self-employment is for flexibility in their retirement, but they sometimes find that ageism has its own agenda. In this episode of The Price and Value Journey, […] The post Challenges Facing Older Self-Employed Service Professionals, with Dr. Larry Gard, Done with Work Retirement Coaching and Consulting appeared first on Business RadioX ®.

Embracing Disruptive Innovation in Professional Services with Natalie Born, Author, Set It on Fire: The Art of Innovation (The Price and Value Journey, Episode 115) In this episode of The Price and Value Journey, John Ray hosts Natalie Born, an innovation expert and principal consultant at Arch + Tower, to discuss innovation in professional services and […] The post Embracing Disruptive Innovation in Professional Services with Natalie Born, Author, <iandgt;Set It on Fire: The Art of Innovationandlt;/iandgt; appeared first on Business RadioX ®.

Positioning From the Client’s Perspective John Ray discusses a misconception held by some solopreneurs and small firm professional services providers: that their value and positioning start with their credentials. Through a storytelling approach involving a conversation with a leadership coach, Ray illustrates the importance of framing one’s value from the client’s perspective rather than merely […] The post Positioning From the Client’s Perspective appeared first on Business RadioX ®.

Golden Retrievers, the Need for Approval, and Pricing The need for approval is hardwired in all of us as humans. You might call it a “golden retriever tendency,” and unless we’re always aware of it, it can get mixed up–to our detriment–with how we approach pricing and the clients we accept. The Price and Value […] The post Golden Retrievers, the Need for Approval, and Pricing appeared first on Business RadioX ®.

There’s Value in Consistency Clients and prospects value consistency. There’s not much of a revelation in that statement. What’s interesting, though, is that clients and prospects value consistency so highly that it can show up in odd or even negative ways. Here’s a story to illustrate the point. The Price and Value Journey is presented […] The post There’s Value in Consistency appeared first on Business RadioX ®.

George Westinghouse and the Value Equation The Current War is a movie based on the competition between Thomas Edison and George Westinghouse to determine whose vision of the electrical power delivery system in the United States would be implemented. In the movie, the character of George Westinghouse offers a compelling description of the value equation, […] The post George Westinghouse and the Value Equation appeared first on Business RadioX ®.

Ignore The Pricing Advice of Friends and Family Friends and family may assist you in your professional services practice in a lot of ways, like referring clients, for example. Accept that help and be thankful, but ignore their pricing advice. They mean well, but what they tell you, if implemented, could be damaging to your […] The post Ignore The Pricing Advice of Friends and Family appeared first on Business RadioX ®.

Pricing and Urgency Some clients feel little urgency to engage with you, or maybe they just want samples of what you offer. Others want the transformation you will bring them today, assuming they can’t get it yesterday! Your pricing should reflect the speed of the solutions you deliver. A story on pricing and urgency in […] The post Pricing and Urgency appeared first on Business RadioX ®.

How are You Really Doing? “How are you really doing?” I offer a story on how asking this question of a client yielded unexpected answers. This client’s responses disrupted my agenda for the conversation, but led to ways to provide extraordinary value I might not have known without digging deeper. The Price and Value Journey […] The post How are You <iandgt;Reallyandlt;/iandgt; Doing? appeared first on Business RadioX ®.

Making Connections Providing thoughtful introductions and making connections between others in your network is a compelling and memorable way to create value for others. Here’s the way, over time, I’ve learned to do it in a way that others appreciate while strengthening your relationships as well. The Price and Value Journey is presented by John […] The post Making Connections appeared first on Business RadioX ®.

Should I Price My Services Lower When I’m First Starting Out? I recently received this question from a professional services provider who was just starting out in their practice, and barely had dry ink on their business cards. The premise behind their question was that they are new in business and want to attract clients […] The post Should I Price My Services Lower When I’m First Starting Out? appeared first on Business RadioX ®.

Just Be Helpful When you come out of corporate to start your own professional services practice, you think you’ll be chosen or referred because of your experience and your qualifications. If that’s your mindset, though, it doesn’t distinguish you or make you memorable. What does? Just be helpful, genuinely and authentically. The Price and Value […] The post Just Be Helpful appeared first on Business RadioX ®.

“What I’m Worth” “I should get paid what I’m worth.” For professional services providers, what we need or think we deserve is irrelevant. Here’s a story that illustrates the way we achieve better pricing, and it involves a value conversation. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business […] The post “What I’m Worth” appeared first on Business RadioX ®.

Hiring a Ghostwriter to Write Your Book, with Hal Clifford, Hal Clifford Associates On this episode of The Price and Value Journey, host John Ray welcomes Hal Clifford, a seasoned ghostwriter with four decades of experience, to discuss hiring a ghostwriter to write the book you’ve always dreamed about. Hal shared insights into the ghostwriting […] The post Hiring a Ghostwriter to Write Your Book, with Hal Clifford, Hal Clifford Associates appeared first on Business RadioX ®.

Hourly Billing Gone Wrong Flaws in hourly billing don't always cheat the client; they often cheat the professional sending out the bill. A story on hourly billing gone wrong from Simon Sinek's book, The Infinite Game. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: […] The post Hourly Billing Gone Wrong appeared first on Business RadioX ®.

When “Know, Like, and Trust” Doesn’t Matter The old cliché about how "people do business with people they know, like, and trust" doesn't fully explain why clients buy or define their willingness to pay. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hi. […] The post When “Know, Like, and Trust” Doesn’t Matter appeared first on Business RadioX ®.

Confidence and Silencing the Voice in Your Head The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] And […] The post Confidence and Silencing the Voice in Your Head appeared first on Business RadioX ®.

The Red Flags of Inadequate Pricing In a discovery call I had with a videographer, he revealed that his pricing was inadequate before he disclosed what his prices were. What are those “red flags?” Do any of them apply to your practice? The Price and Value Journey is presented by John Ray and produced by […] The post The Red Flags of Inadequate Pricing appeared first on Business RadioX ®.

Introduction to The Price and Value Journey I'm launching a podcast, The Price and Value Journey, aimed at solopreneurs and small professional services firms. As I mention in this introduction, the title of the show describes the journey all of us as B2B services providers are on: building a business by seeking to convince the […] The post Introduction to <iandgt;The Price and Value Journeyandlt;/iandgt; appeared first on Business RadioX ®.

The Paradox of The Generosity Mindset John Ray discusses the seeming paradox of The Generosity Mindset , noting that it’s easy to understand why some might think that achieving better pricing in your business and acting from a mindset of generosity might be at odds. Referencing ideas expressed in his book, The Generosity Mindset, John emphasizes […] The post The Paradox of The Generosity Mindset appeared first on Business RadioX ®.

From Pressure to Peace as an Expat CEO, with Bernadette Harris, The BTB Advisory Firm Bernadette Harris, the owner of The BTB Advisory Firm, joined host John Ray to share her unique entrepreneurial journey. Bernadette shared insights from starting her tax preparation and bookkeeping business in 2001, evolving into a forensic accountant and a certified […] The post From Pressure to Peace as an Expat CEO, with Bernadette Harris, The BTB Advisory Firm appeared first on Business RadioX ®.

What is The Generosity Mindset ? Host John Ray discusses how adopting what he calls The Generosity Mindset leads to better business development and pricing strategies and outcomes. This podcast episode revolves around his book The Generosity Mindset, which suggests that focusing on others’ needs and cultivating empathy, compassion, and collaboration leads to personal and business […] The post What is The Generosity Mindset ? appeared first on Business RadioX ®.

Changing Your Pricing Mindset On this episode The Price and Value Journey, host John Ray presents “Changing Your Pricing Mindset” to a group of business owners. John lays out mindsets that create problems for professional services providers, such as the mindset of comparison and the mindset of inadequacy. John defines and discusses what he calls […] The post Changing Your Pricing Mindset appeared first on Business RadioX ®.

Burnout in Professional Services, with Dr. George Vergolias, R3 Continuum Dr. George Vergolias, Chief Clinical Officer at R3 Continuum, joined host John Ray to discuss burnout in solo and small firm professional services providers. Dr. Vergolias described the stages of burnout, differentiated between stress and burnout, and offered tips and strategies to mitigate its effects, […] The post Burnout in Professional Services, with Dr. George Vergolias, R3 Continuum appeared first on Business RadioX ®.

Why You Should Do a LinkedIn Newsletter, with Adam Houlahan, Prominence Global Adam Houlahan, CEO of Prominence Global and best-selling author, was the guest on this edition of The Price and Value Journey, discussing why you should do a LinkedIn newsletter. He and host John Ray covered how to make them impactful, what makes a […] The post Why You Should Do a LinkedIn Newsletter, with Adam Houlahan, Prominence Global appeared first on Business RadioX ®.

Relationship Building as a Business Banker: An Interview with Samantha McElhaney, Pinnacle Financial Partners How do you build your brand and your book of business as a business banker when you don’t control your pricing, your reputation is tied up with your employer (which might or might not be helpful), and you work for a […] The post Relationship Building as a Business Banker: An Interview with Samantha McElhaney, Pinnacle Financial Partners appeared first on Business RadioX ®.

Generous Leadership Price and Value Journey host John Ray recently presented on generous leadership to a group of business owners and leaders, organized and led by Julie Keyes of KeyeStrategies. In his presentation, John discussed a generous mindset vs. a mindset of scarcity, focusing on assets vs. deficits, characteristics of generous leadership, including laughter, listening, […] The post Generous Leadership appeared first on Business RadioX ®.

John Ray and The Generosity Mindset on the Organization Conversation Podcast with host Richard Grove (The Price and Value Journey, Episode 114) John Ray, host of The Price and Value Journey podcast and author of The Generosity Mindset, was recently featured as a guest on the Organization Conversation podcast, hosted by Richard Grove. John and […] The post John Ray and <iandgt;The Generosity Mindsetandlt;/iandgt; on the <iandgt;Organization Conversationandlt;/iandgt; Podcast with host Richard Grove appeared first on Business RadioX ®.

Building an Insurance Brokerage Business from Scratch, with Steve Aleksandrowicz, Medicare and Other Red Tape How do you build your independent insurance brokerage when you operate in a hugely competitive industry, dominated by major players, and you don’t control your pricing? That’s the focus of host John Ray’s interview with Steve Aleksandrowicz, Medicare insurance broker […] The post Building an Insurance Brokerage Business from Scratch, with Steve Aleksandrowicz, Medicare and Other Red Tape appeared first on Business RadioX ®.

The Costs of Not Listening: An Interview with Christine Miles, EQuipt Christine Miles, author of What Is It Costing You Not to Listen? joined host John Ray to discuss the art and skill of listening. Christine described why she’s so passionate about listening, why listening must be learned, why professional services providers don’t actually listen, […] The post The Costs of Not Listening: An Interview with Christine Miles, EQuipt appeared first on Business RadioX ®.

ChatGPT for Professional Services Providers: An Interview with Isabella Bedoya, Fame Hackers Fame Hackers Founder Isabella Bedoya joined host John Ray on The Price and Value Journey for an overview of ChatGPT and other AI Tools. Isabella shared the insights she had as she learned ChatGPT, results she has experienced on behalf of clients, making […] The post ChatGPT for Professional Services Providers: An Interview with Isabella Bedoya, Fame Hackers appeared first on Business RadioX ®.

Effective Copywriting for Professional Services: An Interview with Gloria Russell, Russell Resources, LLC Copywriter Gloria Russell joined host John Ray to discuss the elements of effective copywriting for professional services providers. Gloria talked about the problem of services providers talking too much about themselves, uncovering their unique brilliance, the rise of AI and what it […] The post Effective Copywriting for Professional Services: An Interview with Gloria Russell, Russell Resources, LLC appeared first on Business RadioX ®.

Thriving After Trauma: An Interview with Karen Nowicki, Phoenix Business RadioX® and Deep Impact Leadership Coaching & Consulting What do you do when trauma hits you without warning? How do you recover personally? How do you hold it together for the clients you work for in your services practice? How do you get to a point […] The post Thriving After Trauma: An Interview with Karen Nowicki, Phoenix Business RadioX® and Deep Impact Leadership Coaching & Consulting appeared first on Business RadioX ®.

Don't Fill In the Blanks Having a thorough value conversation helps you craft the right solutions for a potential client. Don’t fill in the blanks or make assumptions about what a client values. It’s in the best interest of the client (and, by extension, you) to exercise patience and ask questions. The Price and Value […] The post Don't Fill In the Blanks appeared first on Business RadioX ®.

Selfie Complaining about getting “what you’re worth” is the pricing version of taking a selfie. When you focus on creating value for clients, and you value price your services relative to that value, you’ll get paid “what you’re worth.” The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John […] The post Selfie appeared first on Business RadioX ®.

A Simple Three Question Test on Whether Your Business Needs a Podcast Does your professional services business need a podcast? In most cases, after you take this simple three question test, the answer will be “yes.” The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:01] Hello. […] The post A Simple Three Question Test on Whether Your Business Needs a Podcast appeared first on Business RadioX ®.

Value Selling: An Interview with Mike Wilkinson, Axia Value Solutions The two terms solo and small professional services providers may dislike the most are “sales” and “business development.” If that describes you, then yes, you’ll want to understand the concept of value selling by listening to this episode. Mike Wilkinson, The Value Selling Expert and […] The post Value Selling: An Interview with Mike Wilkinson, Axia Value Solutions appeared first on Business RadioX ®.

Please Don’t Look in the Closet To be effective in your professional services practice, it's vital to understand what’s in the “closet” for each of your clients and prospects, and to offer a response free of judgment. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] […] The post Please Don’t Look in the Closet appeared first on Business RadioX ®.

Do You Really Know Your Competition? (The Price and Value Journey, Episode 113) In this episode of The Price and Value Journey, host John Ray delves into the concept of understanding your competition from a unique perspective. He challenges common assumptions about competitors and highlights how they can be hidden in unexpected places, ranging from […] The post Do You Really Know Your Competition? appeared first on Business RadioX ®.

Selling a Digital Kidney Pricing an online coaching session–or anything else, for that matter–can turn into the equivalent of selling a digital kidney when that pricing exudes whiffs of desperation. Always remember that prices can act as marketing signals. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John […] The post Selling a Digital Kidney appeared first on Business RadioX ®.

The Value of a Smile The value of a smile is priceless, as revealed by a visit to the orthodontist. It’s a story which reminds us that focusing on client outcomes is what brings smiles to their faces. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: […] The post The Value of a Smile appeared first on Business RadioX ®.

Altruism and Business Ownership Entrepreneurs today want a purpose in their business which goes beyond just making money. Reminding clients of that purpose is a vital way we are often called, as advisors, to deliver value to them. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: […] The post Altruism and Business Ownership appeared first on Business RadioX ®.

Plumber Pricing Professional services providers, the speed with which you execute an engagement is a feature and should be priced as one. A recent experience I had with a plumber illustrates the point. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hello. I’m John Ray […] The post Plumber Pricing appeared first on Business RadioX ®.

The Value of Showing Up “I’m a great plumber because I show up.” My recent experience with a plumber illustrates the high intangible value clients often place on just showing up. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hello. I’m John Ray on the […] The post The Value of Showing Up appeared first on Business RadioX ®.

Do What Makes Your Heart Sing Do what makes your heart sing. Using this idea as a touchstone to build your business will guide you in choosing clients and, most importantly, providing value. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of […] The post Do What Makes Your Heart Sing appeared first on Business RadioX ®.

Counting the Steps Along the Way Counting the steps along the way by celebrating your firm’s milestones is not only rewarding, but also a trust builder for your business. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes the […] The post Counting the Steps Along the Way appeared first on Business RadioX ®.

Buyers Don’t Care Buyers don't care about inputs such as your degrees and certifications or how you do what you do. Buyers care about the value of outcomes they receive. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes […] The post Buyers Don’t Care appeared first on Business RadioX ®.

Do the Pricing Math As You Plan Your Business If you do the pricing math as you plan and make forecasts for your business, the extraordinary significance of pricing for long-term growth in your practice becomes quite apparent. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and […] The post Do the Pricing Math As You Plan Your Business appeared first on Business RadioX ®.

Instead of Worrying About the Competition, Worry About This Instead of worrying about the competition, there is a more pressing issue to focus on as a professional services provider: the value you’re delivering to clients. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hello again. […] The post Instead of Worrying About the Competition, Worry About This appeared first on Business RadioX ®.

Building Relationships Through Reciprocity (The Price and Value Journey, Episode 112) In this episode of The Price and Value Journey, John Ray explores the concept of reciprocity for professional service providers. He delves into the importance of meaningful, no-strings-attached interactions that build strong relationships and expand influence. In defining the rule of reciprocity, John articulates how […] The post Building Relationships Through Reciprocity appeared first on Business RadioX ®.