178 | The inner work needed to sell high-ticket offers, featuring business coach Becky Keen
Why charging premium prices is a feeling you have to feel (with Becky Keen)
I've known Becky Keen for about eight years. We started our businesses around the same time, and since then we've watched each other grow, worked together, peered together and mentored each other. We're both moms to teenagers, both living in the sandwich of life, and both obsessed with helping women build premium businesses.
Bec is a business mentor for powerhouse coaches who are scaling beyond one-to-one. She helps them develop bold messaging, build premium group programs and become the go-to leader in their space. She blends hardcore business and marketing strategy with deep identity and mindset work, and her clients command top-tier pricing.
What a lot of people don't know is that Bec had an entire life in business before she ever became an online coach. And that's where our conversation started.
She was selling high-ticket from day one
Before coaching, Bec was a navigation officer who sailed around the world. From there she moved into operations management for a company running ships out to oil rigs, where she was one of the only women in senior management.
It was another woman in HR, the only other female in management, who told her: "You will never be happy here. You are an entrepreneur."
So Bec quit, consulted back to the same company, and eventually ran two businesses. She sold safety management systems to oil and gas companies for $20K, $50K and $100K. She co-founded an industry-leading app that won best new business in Atlantic Canada in 2016.
And she was never afraid to charge high-ticket. As she told me, if she was going to put her little kids in part-time care, the work had to pay her very well. Because she'd only been surrounded by men, she hadn't been exposed to women who were nervous about selling premium offers. When she started working with women, she was genuinely surprised: "Wait, what? You're afraid to sell what this offer's actually worth?"
But even with all that success, she was crashing out. Chronic bronchitis. Missing her kids. Running two companies and wondering how she'd landed right back in the same situation she'd left. That's when she hired a spiritual life coach, found her way back home to herself, and eventually started coaching women. Her niche found her, as she puts it, when her clients kept showing up with business ideas and side hustles, and Bec said, "Ooh, I can help you make a lot of money."
Your energy sells before your copy does
Because I'm a messaging nerd, I had to ask: what was it about that coach's messaging that made Bec hire her?
Her answer surprised me. It wasn't the messaging at all.
Bec visited the coach's website something like 50 times and never booked. It wasn't until they met in person that she saw it: a sparkle in her eye. "She looked alive in a way that I didn't," Bec said. "Whatever she has, I will pay for it. I don't care what it's called, but I need it."
(Bec later helped that same coach rework her messaging, because she would've hired her way faster if the website had spoken to what she actually wanted.)
The lesson here is a big one. You can have crappy messaging, but if you have a sparkly, alive, convicted personality, you can sell your stuff. And the reverse is true too. You can have the best copy and the most amazing offer in the world, but if you don't have the belief and conviction behind it, it'll fall flat.
Bec shared a perfect example from a recent trip to Sephora. She went in for her usual eyebrow pencil, and a staff member practically grabbed her hand and dragged her to a different product. She was so excited and so convicted that Bec let her try it, and now she's obsessed. That's the energy you need behind your offers.
Premium offers are the fastest path to six figures
So why does Bec want more women to build premium businesses? Because it's the fastest way to hit six or multi-six figures.
When you sell high-ticket, you're not going after volume. You might need 20 clients to have a multi-six-figure year. If you're selling a $100 thing, or even a $500 or $1,000 thing, you need that many more clients and your messaging has to work that much harder.
And here's the part I love most. Bec works with women who are brilliant at what they do. They should be charging high-ticket. Often we don't need to pad the offer at all. We tweak the messaging, maybe tweak the offer a little, and then it's an internal shift to believe, "Oh yeah, I can charge 10 or 20K for that same package," because you are that good.
I still go through my own head games on sales calls. Saying the price and shutting up. Not being a yes woman. Holding my ground when someone asks for more. So I wanted to know what's really going on underneath.
The blocks that keep brilliant women charging $1K
Bec named the most common identity blocks she sees:
Who do I think I am? That too-big-for-my-britches energy that tells you it's not your place to charge that much.
What will people think? People pleasing is wired into us. If I say $10K, what if I make that person uncomfortable? What if she thinks I'm audacious? Bec's response: "Exactly. That's an asset. Be audacious." And when you charge what your offer is worth, you give other women permission to do the same.
What if I'm not enough? What if they don't get results? What if they don't like it? A lot of women downplay their price because they're afraid of what might happen on the delivery side.
What if I feel some kind of way I don't want to feel? This is the crux of it. Disappointed. Judged. Rejected. Bad. For Bec, it's the fear of feeling bad, of someone thinking she did something wrong.
Every woman has a core feeling she's avoiding. So it's not just a mindset block. It's a feeling in your body that, up until now, you've been unwilling to feel.
Stop pushing through and start feeling it
When I asked Bec how to push through those feelings, she gently corrected me. Pushing through is the default. We say, "I'm gonna raise my price and muscle my way through it." But what we resist, we root down even deeper in our bodies.
Here's how she works with it:
Awareness. Notice the thoughts and patterns that come up when you think about raising your prices or putting yourself out there. You probably already know the feeling you're avoiding. You don't have to dig for it.
Acceptance. Bec calls this metabolizing the feeling. It happens somatically, not in your brain. Is the sensation dense? Watery? Contracted? Is it in your throat? You breathe into it and soften, and that lets it shift. Acceptance doesn't mean you're locked into this pattern forever. It means you accept it's been your pattern, so you can evolve past it.
Ask yourself better questions. Who would I be without that thought? What action would I take without it? What feeling am I avoiding? Would it be okay if I felt that feeling, just for 30 seconds?
Bec says her clients often get tingly and uncomfortable, and then realize, "Oh wow, I didn't die." Our bodies can process feelings the same way they process breakfast, if we don't lock them down.
As she put it, it's really about increasing your capacity to be uncomfortable with being uncomfortable. That is entrepreneurship.
I'll admit I was physically getting sweaty while she described this. Sitting with the feeling of disappointing someone is a big one for me. But I can see how showing your body and brain that you survived the discomfort is what moves you into the next level.
When the block clears, the strategy takes care of itself
In Bec's world, the inner work and the outer strategy have to go together. She meets clients wherever they come in.
Some want help with a new offer. They build it, put a price tag on it, and then say, "I can't charge that. Who's gonna buy that?" So they do the inner work.
Others come in asking for messaging help and quickly realize they have deep identity blocks. And often, one session is all it takes. When a client sees what's been holding her back, she says, "I know what I need to do. I couldn't do it 'cause I was frozen with this block." The block is gone, and she's unleashed.
Today, information is everywhere. Especially if you've been in business for a while, you know the steps. If you're not taking them, there's something to unpack below the surface.
You don't need perfect hair to sell high-ticket
One of the biggest misunderstandings about premium offers is that you have to look a certain way. The Louis Vuitton bag. The fancy photo shoot. The perfect Instagram feed. Flying private and staying in luxury villas. One of Bec's clients even said, "But my hair."
The other big one is "I have to be further along." And these are women with decades of experience who've stood in boardrooms.
My high-ticket self wants to put solar panels on the roof, make big donations to human rights organizations and do some amazing travel. So how do you quiet the voice telling you what a premium business is supposed to look like?
Bec's answer: question everything. Something like 95% of our thoughts aren't original. Someone else put them there. If someone positions themselves as luxury, maybe that matters to their audience. You get to ask what matters to yours.
Bec once hired someone to help elevate her brand, and the feedback was that her Instagram was too curated and put together. None of it was messy. So she gave herself full permission to be messy.
Now she loves the parts of herself she used to find embarrassing. She loves camping off grid at her family cabin where there's no washroom and they drink from the lake. She also loves expensive hotel suites and flying first class. She'd fly first class to go hiking and not shower for 10 days. And her audience is the same: messy moms with kids at home who'd also love a stay at the Fairmont Gold.
After years of bending over backwards in corporate, being someone she's not became painful for her. So it's non-negotiable now. You gotta be you. That's what keeps you alive, and that's what calls in your ideal clients.
I've seen this in my own business too. The more I lean into my values and share them out loud, the more people are drawn to me. I hear, "I like your vibe. I wish I found you last year." It's an ongoing balance between the need to fit in and the need to be you, but it's worth it.
A few fun things about Bec
In our rapid-fire round, I learned that Bec's favourite childhood movie is The Inn of the Sixth Happiness with Ingrid Bergman. Her favourite musician is Eddie Vedder. She's a memoir girly (Wild, The Glass Castle and anything by Dani Shapiro) and is writing her own. She makes a mean chocolate mousse, she's been following and learning from Kelly Diels, and she started lifting weights a year ago after swearing she'd never go to a gym.
If money were no object, she'd be an almost full-time writer traveling the world, hosting four small in-person retreats a year. And when her husband retires in five years, they plan to go somewhere different every winter.
Connect with Bec
Bec's new 10-day audio experience, Unshakeable (https://beckykeen.com/unshakeable), is designed to help you do the inner identity work needed to sell premium offers. It's the perfect next step after this episode.
You can also join her free Telegram channel, Unleash Your Premium Era (https://beckykeen.com/unleash-your-premium-era), for audio trainings that help you charge higher-ticket, feel unapologetic about what you do and sell like a powerhouse. I've been in there, and it's really good.
And come say hi to Bec on Instagram (https://www.instagram.com/beck_keen/). She's on stories a couple of times a day and loves a good DM.
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[00:00:00] Welcome to the Ill Communication Podcast, the podcast dedicated to helping Gen X women in business generate more revenue with high-ticket marketing and sales strategies. Plus, I'll share powerful techniques that make you an ill communicator, so you can stand out and command attention from your ideal premium buyer in today's noisy marketing landscape. Hey there. Before we get into the conversation you're about to hear with Bec Keane, I wanted to give you a little update. Bec and I recorded this episode a few months ago when the podcast was on pause, and since then, Bec has launched a new 10-day audio experience called Unshakeable, designed to help you do the inner identity work needed to sell premium offers.
So it's a perfect companion to this episode. To sign up, find the link for Unshakeable in the show notes. Now let's get into Bec's [00:01:00] episode. Welcome everyone. I am so excited to be back recording some podcast episodes for you, and I'm thrilled to welcome you to and introduce you to one of my favorite people, who I have known... I think for eight years I've known you, Beck. Uh, I'd like to introduce you to Becky Keen. She is a business mentor for powerhouse coaches who are scaling beyond the one-to-one.
Uh, she helps them develop bold messaging, build premium group programs, and improve their visibility so that they are seen as the go-to leader in their space. There's a lot of crossover between what Becky and I do. What, uh, what is not a crossover is that she is a former sailor who has literally sailed around the world.
She is a seven-figure entrepreneur, and she blends strategy, business, like hardcore business and marketing strategy, with deep identity and mindset work to help her clients [00:02:00] create scalable, aligned businesses. Her clients command top-tier pricing. They fill their group programs with ease, and they are seen for the brilliance they have always had.
She's a fellow Canadian. She lives on the complete other side of the country from me in Nova Scotia. I love seeing your content where you're, surfing in the, in the super cold Canadian ocean. Um, and I love watching all of the content you share about all of the great adventures you go on with your teenagers and your dog.
Um, uh, snowboarding, surfing, all of the things. So anyways, welcome, Becky. I'm so excited to have you here today. I'm so excited to be here as well, and it's just... Yeah, it's such an honor, 'cause you and I have known each other for, it feels like a really long time. Like, from the time we both started our businesses.
So we've watched each other. We've worked together. We've peered with each other. We've mentored with each other. Like, we've been all the things. And, and you know, we're both moms to teenage kids. So, yeah. [00:03:00] In the sandwich of life, we have a lot of, uh, shared, uh, journeys there as well. Uh, but speaking of journey, o- one of my first questions for you, Becky, is could you please tell us a little bit about that journey into entrepreneurship? And one of my favorite qualities of you is that you have an entire life of business before you- Mm
became an online coach. And I think a lot of us only see this sort of online persona. But I'd love if you could just, like, tap into a little bit about your life before coming online, and then how you landed into building your business today. Yeah, it's interesting. Because sometimes we hear, I don't know if it's criticism or whatever it is on the, in the coaching industry, of all these business coaches who don't actually have any experience running a business other than the business where they're teaching business.
And I'm like, "I wonder if people know that I actually ran two very profitable, successful businesses before I started coaching." And so [00:04:00] if we rewind the clock, I had this wholesaling life, sailing around the world, navigation, oil and gas. In the marine industry, I was one of the only women in senior management for a- Uh, I, I call it a shipping company, but it was the type of company that manages boats going out to oil rigs.
So- Mm ... shipping oil and gas supplies. And I was on the operations side of things, so managing. After I was, uh, on the ships as a navigation officer, I was in the office managing the ships, and the captains, and, and, uh, where contracts and, like, the whole regulatory landscape where we're having to juggle multiple stakeholders.
And after I... I mean, there's a whole entire story behind why I left that behind, but, you know, it's like a story of kids, and burnout, and car accidents, and life-changing events, and, like, downloads from God that was [00:05:00] like, "You are not supposed to be on this path." Mm. And so I quit my job. I started a consulting firm, and it was actually an HR woman who was like, "You are built for entrepreneurship."
Like- Mm ... "you will never be satisfied here." Because I was always wanting the next promotion. I wanted to be the boss. I wanted to be the manager of the safety department, and it's this whole, like, male-dominated industry, and she was the only other female in management. And she was like, "You will never be happy here.
You are an entrepreneur. Like, you have that fire about you." Mm. So I actually quit and then consulted back to this company, which was her idea, but it was a great first contract because I knew the people, I knew the organization. And so then I ran a consulting business for, I can't remember how many years it was.
But then at the same time, I met these, um, two brothers who were in the same industry, and we started doing big [00:06:00] projects together, all in oil and gas. And so I was selling basically safety management systems to oil and gas companies for 20K, 50K, 100K. Like, I was, I was not afraid to charge high-ticket from the very beginning because I had these little kids, and I was like, "If I'm gonna work and I'm gonna put my kid in part-time care, it's going to pay me very well.
Like, this has to be worth my while." And I'd only been surrounded by men, so I actually hadn't really been exposed to women who tend to be more nervous about selling high-ticket. I was like, "That's a thing?" Like , when, when I first started working with women, I was like, "Wait, what? You're afraid to sell, like, what this offer's actually worth?"
So I had this whole, um, consulting business, and then I started another business with these two brothers where we built, um, an industry-leading app. This is, like, kind of... I- I mean, yes, smartphones were around, but we didn't all even have [00:07:00] smartphones. Like, we were just- Yeah ... kinda, that was all emerging. Like, apps were new.
It wasn't a trendy thing to do. We were on that leading edge of that. And then in 2016, 10 years ago, we won best new business, um, in Atlantic Canada, like this gold award for best new business. And at the same time, I was starting to crash out. I had chronic bronchitis. I hated being away from my kids, even though I was making lots of money.
I had quit my job and was now running two companies. I was like- Yeah. ... "Okay, wait. How did I get myself in the same situation I was in before?" Right? Mm-hmm. And that's when I hired a coach. I hired a life- a spiritual life coach. She called herself a modern-day shaman, which I didn't know what it meant. She taught you chakras, which I also didn't know what those were.
And, um, but very quickly I got back home. Like, at the risk of sounding cliche, I got [00:08:00] back home to myself, and I found my soul again. And through that, I started coaching, very similar coaching to what she had offered me. So it was more spiritual, it was more life coach-y, and really helping women kind of find themselves again.
And then through that, it was, it was just so, um, guided. Like, there was... I always say my niche just found me, because all these women that now I was coaching then were like, "I have this business idea," or, "I kinda wanna do this," or, "I have this side hustle." And I was like, "Ooh, let's talk about this. I can help you make a lot of money."
And so it just shifted, and I still have retained, you know, the mindset coaching, the identity coaching, and being connected to source and all of that, which is important to me, but it shifted over to business. And I think it was just very natural because of my two companies that I had run. The online piece was new to me.
That was, [00:09:00] like, brand new. So learning Instagram, learning messaging and copy and all of that, which is probably where you and I intersected. That was all new to me. But, um, yeah, that's how I got here. That's incredible. I'm curious to know, you know, where you were at in a, working in a very male-dominated field.
You had a fabulous female mentor, it sounds like, who saw, saw great things for you. But because, you know, I like to talk about messaging, but what was it about the shaman coach- You said you didn't even know what it was, but what was it in her messaging? I don't even know if you can even remember back then.
No, I can. But what was it in her messaging that appealed to you to be like, "Oh, I think this is what I need"? So here's the interesting thing. Her messaging... And I love telling this story, and I think it's so important, 'cause, you know, I'm a fan of messaging and copy, and it wasn't her messaging and her copy.
Ah. Her energy. I, [00:10:00] I was sharing this with someone the other day. There was this sparkle in her eye. Like, I, I went to her... I must have gone to her website 50 times. And the funny thing is, after I made the shift to business, I started to work with her on her messaging, 'cause I was like, "I would've hired you way faster had your website actually said something about what I wanted."
And so it wasn't actually until, um, we met in person. She's local, and I had a... We have a mutual friend who was like, "You guys have to meet. Becky, you need to work with her." And so I met up with her in person, and there was this sparkle in her eye. Like, she looked alive in a way that I didn't. Mm. I felt dead inside, and I was contemplating going back to med- not going back, going to medical school.
I was pursuing my... I'd been accepted to do pre-med at the age of whatever, 30-something, two little kids, and she- Because that would've given you [00:11:00] work-life balance. Right? In my mind, I needed to do something important and big. If I wasn't gonna be oil and gas woman, and I wasn't gonna be consulting woman, I needed to be a doctor, you know?
A OBGYN specifically. Anyway, um, it was her energy that spoke to me, and I was like, "Whatever she has, I will pay for it. I don't care what it's called, but I need it." Ah. And that's... I just think energetics are so important when it comes to selling. Like, you can have crappy messaging, but if you have an, a sparkly, alive, convicted personality, you can sell your stuff.
A- and I think the re- the reverse would be true as well. Yes. You could have the best copy, the best messaging, the most amazing offer in the world, but if you don't have the belief, the energy, uh, the conviction in your own self that it's an amazing offer, or if you're not living in alignment with that, I could see how that would [00:12:00] fall flat as well.
Totally. I actually shared in, in my Telegram channel this morning about, um, I was in Sephora recently, the makeup store, and I was going for my regular Charlotte Tilbury eyebrow pencil, and she basically grabbed my hand and dragged me away. She's like, "No, you have to try this." Hmm. And she took me to this other brand, and she was so excited about this other wand, this waxy wand that...
And I'm like a creature of habit. I let her put it on me, and I was obsessed. I have it on today. I'm, like, staring at my brows. I'm like, "They're so good." She was convicted. She was excited. She was like, "This is the thing you need." And I was sharing in my Telegram channel, I was like, "That's what you have to have behind you to sell your offers."
Love it. Uh, speaking of offers, uh, since I've known you, I feel like you've always had a premium offer. You've always had a high-ticket offer. You've had a lot of [00:13:00] other price points for different offers. Um, but now over the years, you've really evolved your business into helping women build and, and sell high-ticket offer- build high-ticket businesses, sell high-ticket offers.
Uh, what is your, what's behind your motivation to do that? Why do you want more women to build premium businesses? Well, I think it's the fastest way to hit six and/or multi-six figures. It's the fastest way in my opinion because you don't necessarily need a lot of clients. You're not going after volume.
You need 20 clients to have a m- you know, multi-six figure year if you sell high ticket. And the beauty of selling high ticket is that it gives you that premium foundation, and then you can go build out lower ticket, mid ticket, $17, $11. But like, if you're selling on a $100 [00:14:00] thing or even a 500 or $1,000 thing, it's gonna take you that much longer.
You need that many more clients. Your messaging has to be that much better. But if you sell high ticket, you can quickly reach your money goals. But the other piece of this is that the majority of women that I work with are actually brilliant at what they do. So they should be charging high ticket. Yes.
So it's like, what, you're charging $1,000 for something that should be 10K. We can fix that without you padding the offer. We need to tweak the messaging. We need to maybe tweak the offer a little bit. But it's actually this internal shift for you to believe, "Oh, yeah, I can charge 10 or 20K for that same package," because you are that good.
You know? Like, I'm not working with amateurs. I'm working with people who are really good at what they do, and they just haven't maybe fully realized it, owned, and embodied it yet. And so, uh, I understand the journey that I've gone [00:15:00] through and all the, the mindset head games that I have to go through, even today when I am on a sales call with someone, to like say that price and shut up, or if they come back and say, "Well, could you do this?"
I have to really talk myself through, like, not being a yes woman, holding my ground, saying, "Yes, I can do that, but it'll cost an extra..." Or, "If it's too much, we can s- we'll have to pull this out." So there's a lot of mindset work that happens. But I'm curious because this is sort of an area of, uh, y- it's, it's part of your gift really, Bec.
But like what are some of the most common mindset blocks or identity blocks that- keep women small and keep them charging that $1,000 instead of the $10,000? Yeah. I think a lot of it... Well, there's- the- I wrote actually, I wrote a whole bunch of it this morning 'cause I reviewed your q- your questions. But the first one that pops up that I hadn't written down was, like, who am I to charge that much?
Mm. Or who do I think I [00:16:00] am? There's this, uh, too big for my britches kind of energy. Mm. Or like, just like the who do I think I am to actually be able to charge that much? There's also the if I charge that much, then what will people think? Okay, so if I can actually get over that, and I do charge that much, and I put it out there, what if I hear no?
What if they're shocked? So many women, I- I mean, we're- we're in... Like, people pleasing is m- bled- Wired ... bled. Wired, yeah. Wired into us, right? It's like someone shoved a thing in our DNA and was like, "You're supposed to people please." So for a lot of my clients, they're thinking, "If I say 10K, what if I make that person uncomfortable?"
Or, "What if she thinks I'm audacious," right? Like, "That's so audacious of me to charge that much." I'm like, "Exactly. That's an asset." "Be audacious," right? Yeah. Let her think you're audacious, and it's also permission for other people to charge what their [00:17:00] offers are worth. So yeah, it's like fear of judgment, what will people think.
There's also the what if I'm, what if I'm not enough? What if I charge that much and they don't get results? Or what if I charge that much and they don't like it? So people, it's like people downplay their price because they're afraid of what's gonna happen on the delivery side. What if that person is unhappy, but I've charged them all that money?
What if they don't get results? And then there's the feelings of what... This is like this is the crux of it, is what if I feel some kind of way that I don't wanna feel? What if I feel disappointed? What if I feel- Mm-hmm ... bad about myself? What if I feel judged or rejected? And again, same as the people pleasing, we've- we've also been hardwired to not feel our feelings- Mm-hmm
or that feelings are bad. And so we actually... All, all women, all people, on the quest to shifting and up-leveling their identity, [00:18:00] the barrier is a- the avoidance of a feeling. We don't wanna feel, uh, disappointed. We don't wanna feel bad. Mine is I don't wanna feel bad. I don't want you to think I did something wrong, so I'm not willing to sit with I'm bad.
Mm. So there's always a core feeling for women on what they're avoiding and what they're so afraid to feel. So it's not just a mindset block, it's actually what's the feeling inside my body that up until now I've been unwilling to feel? How do you get to what the core feeling is or what's behind the core feeling, and then how do you shift that?
Like, how do you push through And maybe it's not pushing, but like- Exactly ... how do you shift the mindset? How do you shift the feeling? How do you shift the identity? How do you help your clients do that? Yeah. Okay. So you gave that as a question for me, so it's like a really long answer- ... but I'm gonna try [00:19:00] to be...
Right? Like, this is- Yeah. It's my entire body of work, so let me- Yeah ... distill it into two minutes. So let me say it in three minutes. Like, this is... You know, it, it's like anything. It's a process and it... but it's on different levels. So there's the mindset level, which is becoming aware of what your limiting thoughts are and what your limiting patterns are.
So this is where you can track this for yourself. It's like when you think about putting yourself out there or raising your price or whatever it is, what are the thoughts that come up? Okay, so awareness is always the first step. Mm-hmm. The next piece is... And it's usually just, like, I bet everyone listening to this conversation could tell...
Like, I don't need to dig for this. You know what the feeling is. You know what you don't wanna feel or what you're avoiding feeling. And so when we talk about that or uncover that, I call it metabolizing the feeling, but it's really acceptance of the feeling. So, and what you said, how do you push through that, that's the [00:20:00] default.
We try to push through it. We're like- Mm ... "I'm gonna raise my price, and I'm just gonna muscle my way through it," right? Versus, "I'm gonna actually breathe into this sensation that is coming up for me, and I'm gonna soften into it." 'Cause what we resist, we actually just, we root it down in our bodies even longer.
But if we soften into it and we're like, "Okay, would it be okay if I feel this way?" So for me, feeling bad or not enough, I have sat with myself or sat with a coach who just literally lets me metabolize and process the feeling, and this is not on the thought level. This is not happening in your brain. It's happening somatically.
And, and so people do somatic work will know what I'm talking about. But it's like, okay, so whatever, whatever the feeling is or the sensation is that comes up in your body along with the thought, [00:21:00] it's... Is it dense? Is it watery? Is it contracted? Is it a sensation in your throat? And then we'll hang out with that sensation in wherever it is in your body, which allows it to soften.
And it's like, you know, people are like, "Oh, I shouldn't feel angry about XYZ." Mm. Actually, you should. Let yourself feel angry. 'Cause if you let yourself feel it, you will then shift to something on the other side. And so when we talk about acceptance, so awareness is the, on the thought level. Acceptance is on this somatic level of accepting- Mm
your feelings- The body then feels safe to feel that, or at least tolerate it. And it doesn't... Acceptance doesn't mean I accept that I am this way and I'm locked in it with forever. It means I accept that this has been my pattern, and by accepting it, I can [00:22:00] actually shift into something different, and I can evolve past that.
And so it's really about increasing your pa- capacity to feel uncomfortable with being uncomfortable. Like, that is entrepreneurship. So- 100%. Yeah. And, and then, yeah, normalizing the feeling, and then... And, and just even some questions, right, for listeners. I, I wrote a few out, is, "Who would I be without that thought?"
So when you think about the things that are holding you back, who would I be without that thought? What action would I take without that thought? Would it... What feeling am I avoiding by not taking the action or by taking the action? Would it be okay if I felt that feeling? Like, if I was coaching someone live and they said the feeling that they're afraid of, I would say, "Just for 30 seconds, would it be okay for you to feel that?"
Just a... And it's like they'll get tingly in their arms, and it's like, "Oh, this is uncomfortable," but, [00:23:00] "Oh, wow, I didn't die," right? Like- Yeah ... it's a feeling. It's something in your body that needs to be processed. And just like our bodies can process food, like you ate breakfast this morning, Kim. I did. And your body just processed it.
Our bodies have that capacity with feelings and emotions if we don't lock them down, and the body can just actually process energy, information, emotions. Like, it's really quite incredible. So then on the other side of that or alongside of that, um, I can't remember exactly what your question was. So how do we kind of coach on identity?
Well, then it's like, okay, if y- if you were allowed to feel that way and you were allowed to do these things, then what would your pricing be? What would your offers be? What would your standards and boundaries be? And then we can get strategic and tactical about how to move forward with that shift. That...
The way you walked through [00:24:00] the mind-body connection, w- I hadn't ever actually heard it explained quite so well before. And the idea of sitting with the feelings, like, "I'm gonna disappoint you," like, that, I think that's a big one for me. Yeah. Like, I was physically getting sweaty here as you were talking. I was like, "I don't wanna sit with that feeling.
I don't wanna do that." But I can see how being comfortable with the discomfort, showing your body, showing your brain that you didn't die, and that now we can move into that next level, quote, unquote. Yeah. So I'm curious, like, how- Is it str- is there some kind of way that you can marry that inner work with the outer work, like the ins- inner strategies with the outside strategies?
Or is it just sort of more organic? Well, it's ... They have ... I- in my, in my world, they have to go together, so s- And it just kind of [00:25:00] depends on the entry point with- Mm ... clients. And so I always ... Number one, and you can do this for yourselves, is just meeting you where you're at. So if someone comes in and they're like, "I need help with my offers.
I need a, I need a new offer," I'm like, "Great. Let's work on your offer." We'll start working on their offer. We'll put a price tag on it, and then what's gonna happen is they're gonna be like, "I, I can't s- n- I can't sell that." "I can't charge that." Right. "Who's gonna buy that?" "Who's gonna buy that?" And they'll be like, "Oh."
So then we do some inner work. Or on the other side, I had a client come into my world. It was so interesting. She came in, and she was like, "I need messaging help. I need help with my message." And I'm like, "Mm, okay, we'll see about that." And, and then she comes in, and we start chatting, and she's like, "Actually, I think I have some really deep identity blocks."
I'm like, "Okay, let's start there." And the powerful thing with the inner work is you can have ... Like, we can have one [00:26:00] session, and when you see your block, and you, you uncover what's underneath it and what's actually holding you back, the momentum then on the strategy, like, uh, it's almost like I don't need to coach them.
They're like, "No, I know what, I know what I need to do. I know what I want to do. I couldn't do it 'cause I was frozen with this block." We've just annihilated the block, s- and they're just unleashed. So people will think, "Oh, I need strategy," and I'm like, "Meh, not really." Yeah, I mean, especially today in this world, where information is everywhere.
You can't not know what to do. Yeah. Yeah. We all know what to do, especially if we're ... We've been in business for a while. We know the steps that you need to take. But if we're not doing them, yeah, then there's a something to unpack, uh, below the surface. Yeah. What do you think are the biggest misunderstanding business owners have about creating or selling high-ticket offers?
I think we've said a few of them already in this conversation. Yeah. [00:27:00] I ... But I also think that people have this misunderstanding, uh, and I myself included, of that you have to be a certain way or look a certain way. Mm. And my ... Even a client said to me, "But my hair." I'm like, "What about your hair?" Right? Like, or for me, but I'm wearing an Adidas hoodie today, you know?
We think we have to look a certain way. We need the Louis Vuitton bag. We need the fancy photo shoot. We need a really great Instagram feed. Everything has to be sparkly, and we have to fly private and stay in luxury villas. Like, there's ... I think there's a misunderstanding that it has to look a certain way, you have to be a certain way.
Or the other one that comes up with my clients is, "I have to be further along." Like, "I'm not ready. I... Oh, I just need a bit more experience." And these are usually women who have been in the world- Yeah ... for quite some time. Like, they don't need- Decades of experience. Yeah. Stood in boardrooms. Yeah. Yeah. So there's, "I have to be [00:28:00] further along.
I'm not ready to do that yet," and it just boils down to in- f- anybody can charge that, right? If you're good at what you do, you can charge that, and you don't have to be different, and you don't have to have perfect hair or whatever the things are you think you need Uh, I love that. I, and there is a lot of, um
Like, on social media, when you follow some of the people who are helping you sell high ticket, build a premium business, they are positioning themselves in the light of luxury. So- Yeah ... I can see why we think that, "Oh, I need to have perfect hair. Ooh, I need to have the Louis Vuitton bag. Ooh, uh, you know, I need to, I need to drive a certain type of car."
Is it just more the mindset work then, to, like, sit with the feelings of not enough-ness if that's not how you perceive your high ticket self to be? Like, my high ticket self wants to put solar [00:29:00] panels on the roof. She wants to make massive donations to, uh, social organizations and human rights organizations, and she wants to, like, do some really amazing travel.
Like, how do we... How do you, how do you deal with that sort of, those two little, like, the, the devil and the angel on your shoulders who are like, "This is what you need to have a premium business," versus, "This is who I am, and that's bullshit"? Yeah. Well, I always say question everything. So if the one person on your shoulder is saying, "I need X, Y, Z.
I need to be fancy or pretty," or whatever the things are, like, you get to question that. Like, someone, like all things that we were injected with- Yeah. Um, you know, mindset injected with, that's someone else's belief. Mm. Someone implanted that into your brain. I don't know what the stat is, if it's 80 or 90 or even 99%, but it's, like, 95% of
I think it's 95. 95% of your thoughts are not [00:30:00] original thoughts. They're thoughts someone else gave you, and that you're just regur- regurgitating. Yeah. So I say question everything. And then there's also this piece of, like, okay, well, if someone is positioning themselves as luxury, maybe that's important to their audience.
E- but you, Kim, you get to ask yourself, "Well, what's important to my audience," to your audience. Mm-hmm. I bet your people resonate more with, "Let's go be ski hill bums. Let's put solar panels on the roof. Let's get fun and messy with their kids." And that's what they want. And so seeing you be that, have that, do that, is gonna h- have them want to work with you.
And I actually hired someone, um, a while back- 'Cause I was like, "Okay, I, I need to elevate my brand. I need..." Like, I need to... I was, I was having those thoughts as well. I was like, "I need to be more this, and more this, and more like them." And she looked at my Instagram, and she's [00:31:00] like, "Oh, this is so curated." And I was like, "What?"
She's like, "You're so put together." I was like, "What? You, you, that's your take?" And she's like, "None of this is messy." And I was like, "Okay, full permission. I'm gonna be messy." And for my clients... And so one of the things I actually have come to love about myself, which I used to think was, uh, what's the thing?
Um, like, a not good thing. Embarrassing? Yeah. Yeah. Was I love camping. I love going in the woods. I love, like, literally being off grid at our family cabin, which you have to hike into, and there's not even a washroom, and we drink from the lake. I also love staying in really expensive hotel suites and flying first class.
Like, I, I would literally fly first class to go hiking, you know? Yeah. And not have a shower for 10 days. I love that about myself now. And my audience is actually like that too. They're messy moms with kids at home, and some of them are still breastfeeding, have babies hanging off of [00:32:00] them, and they also would like to go stay at the Fairmont Gold, you know?
Yeah. So it's like embracing who you are and, and knowing your market, and what's, what's important to you, and what's important to your people. But also, for me, there's just this... Ever since leaving corporate, I feel like I bent over backwards for people, and that killed my soul. Like that- Mm ... it, like, literally hurt me to, to be someone I'm not.
And so for me, it actually becomes painful if I try to be someone I'm not. So it's sort of this non-negotiable for me anymore. And yeah, I just encourage other women, like you, you... At the risk of sounding cheesy, like, you gotta be you. You gotta do you. That's what, that's what keeps you alive, and that's what's gonna call in your, your ideal clients too.
Mm, I love that. A- and I would agree. The more I've been leaning kind of into my values and sharing my values aloud, uh, [00:33:00] the more people are, are attracted to me. They're like, "Yeah, I li- I like your vibe. I wish I found you last year." Yes. "I wish I could've, you know... I wish I could've worked with you sooner." So, uh, I, I would just echo that to anyone who's listening to, like, lean into those values, lean into the things that you like.
But yes, it is, it is s- always an ongoing, quote-unquote, "struggle" to balance the- Yeah ... need to fit in versus the need to be you. Uh, Becky, this has been an amazing conversation. I just have a few rapid-fire questions I want to, uh, leave you with. These are just super fast, off of the top of your brain. You ready to go?
I'm ready. Okay. What is your favorite '80s or childhood movie? Okay, this is weird, and you won't have ever heard of it. It's called The Inn of the Sixth Happiness. Oh. Ingrid Bergman, super young. One of the world wars. She adopts, [00:34:00] like, 20 children.
Oh. Like, h- opens an orphanage. So I've always been obsessed with babies. I knew I wanted to be a mom from a very young age, and in this movie, she adopts, like, 20 children, and she has an orphanage, she has to hike them across the mountains to get out of where they are because- Yeah
bombs are coming. Oh. And that was released in the '80s, or you just discovered that in your childhood and you- I- Ingrid Berg- Bergman, it would have to be- Yeah ... a pretty old movie. It's a super old movie. Yeah. My mom would've played it for us- Okay ... in the '80s, so when I was a kid. Yeah. But, uh, it wasn't- I love it
sorry, it wasn't an '80s movie, but that's when I watched it. Yeah, but it was your favorite childhood. Got it. Yeah. Uh, who is your favorite band or musical artist? Eddie Vedder. Ooh. Pearl Jam. Love it. Yeah. Love, love. Um, favorite book of all time, or what's on your Kindle or nightstand right now? I'm a memoir girly.
Mm-hmm. [00:35:00] So I have a whole stack of my favorite, probably 'cause I'm writing my own memoir, but, and I'm a writer at heart. But yeah, I have a whole stack of memoirs, like Cheryl Strayed, Wild, Glass Castle. Um, I also really love Dani Shapiro. She's written a ton of memoirs. Inheritance. Uh, yeah, she's written some really epic memoirs actually.
Hmm. Love that. Uh, I, I read Glass Castle. It was ma- uh, an incredible book. Yes. I would say that. Yes. Uh, what is your favorite snack or guilty pleasure treat? Chocolate. Chocolate. Anything chocolate. I make a mean chocolate mousse. Yeah? Yeah. Dark, milk, white? Combo. Combo between dark and milk. Yeah. Okay. Which small business leader, teacher, or coach are you following right now?
I started following Kelly Deals a couple years ago. Yeah. And [00:36:00] I knew about her probably a decade ago, but wasn't resonating with her for whatever reason, and I, couple years ago I started following her.
I took her programs. I actually just interviewed her on my podcast. Excellent. And so I just love her for her integrity- Yes
Yeah, just her no BS. And she's just a r- I had some coaching with her, and it was just very, very good. Ooh, I love that. I, I really... I follow Kelly as well. I've been in a couple of her programs too. Yeah. Um, what's your favorite perimenopausal midlife health or skincare practice, product, or routine? Well, I have started my fitness journey a year ago.
Yes, you have. I- I've always been, like, active, but I decided I wanted to get, like, fit and strong, and so I started lifting weights. I said I would never go to a gym. Guess what I'm doing right after this call? In your Adidas [00:37:00] sweater. In my Adidas sweater, yeah. So, like, it just feels so good to be strong. Uh, I would second that.
I have also been, uh, working out almost three days a week- Amazing ... uh, with weight training. Yeah, so. Uh, if money was no object, how or what would you invest in your business, and why? If money were no o- okay, if money were no object, I would be a almost full-time writer traveling all around the world, and I would only host, like, four in-person retreats or events, kind of VIP experiences, small groups of women.
That's all I would do, and then I'd sell everything else passively. Nice. It kinda sounds like this might be a similar answer, but if money was no object, where would you travel, and who are you going with? Yeah. My husband. We're going to Kelowna to ski and visit our daughter. We're going to New Zealand.
We're going to Hawaii. We're going to [00:38:00] the Maldives. We're going somewhere different every single winter. He retires in five years, so that's our actual plan is- I love it ... yeah, travel and... I'll probably still work part-time, um, and write of course. Well, you'll have to deliver your four times a year in-person retreats.
That's true, yes. Yeah. Beck, thank you so much for being with us today. Is there any final thoughts or final things you wanna share? How can people connect with you outside of this? The best place to find me is on Instagram. I am on there probably a slightly unhealthy amount, but I do love that app. I love being on stories.
I post a couple times a day, so if you come in my DMs, um, yeah, just come and say hi. And do you wanna tell folks about the, um, Unleash Your Premium Era? Yes. So I just- I've, I've been in there, and it's, uh, it's, it's really good, Bec. I really like it. [00:39:00] Thank you. It's honestly, it's been my... I think it's my best freebie.
We've had a, I mean, just such incredible feedback. Like, people have been coming in there. Um, so Unleash Your Premium Era is, it's a free Telegram channel. It's all audio. You just come in. We'll leave the link I'm sure somewhere.
And there's different audio trainings. It's really so that you can step into your premium era, as the title says. You can charge higher ticket, feel unapologetic about what you do, sell like a powerhouse. Like, just sell your little heart out. And, um, yeah, it's, like, you can't go wrong. It's free. So get your booties in there.
Yeah. I will definitely put the links to that and your Instagram in, uh, the show notes. I highly recommend you follow Bec. And, uh, we'll definitely look forward to when your book is released, and we'll be buying that too. I'll have you back on the podcast, uh, when that's ready. Can't wait. Thank you so much, Bec. [00:40:00]
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