The Price and Value Journey

Donn King: Building a Business When Caregiving Owns Your Time

Wed, 01 Apr 2026 20:52:13 +0000

Donn King on Protecting Your Professional Identity, Defeating Perfectionism, and Keeping Your Business Alive Through Caregiving (The Price and Value Journey, Episode 167) Donn King joins host John Ray on The Price and Value Journey to discuss one of the most underserved challenges facing solo practitioners and expert service providers: how to maintain a professional and […]

Why Clients Stall and What to Do About It: Dr. Larry Gard

Wed, 25 Mar 2026 06:00:17 +0000

Dr. Larry Gard on The Ambivalence Paradox: Why Clients Stall, How to Read It, and When to Walk Away (The Price and Value Journey, Episode 165) Dr. Larry Gard joins host John Ray on The Price and Value Journey to discuss one of the most frustrating and costly dynamics in advisory work: the client who […]

Susan Friedmann: Niche Your Book, Charge More for Your Work

Wed, 18 Mar 2026 11:27:36 +0000

Susan Friedmann on Why Your Book Is a Tool, Not a Product, and How Niche Focus, Bulk Sales, and the Right Mindset Turn It Into a Business Asset (The Price and Value Journey, Episode 165) Most authors believe that once the book is written, the work is done. Susan Friedmann, founder of Aviva Publishing and author […]

Your Book Is a Business Asset, Not Just Art with Anita Henderson

Wed, 11 Mar 2026 09:44:49 +0000

Anita Henderson, The Author's Midwife, on Writing a Book That Builds Authority and Attracts Clients, and Why You Shouldn't Let AI Write It (The Price and Value Journey, Episode 164) Anita Henderson joins host John Ray on The Price and Value Journey podcast to make the business case for something a lot of professional service […]

Leroy Hite: How Premium Pricing Built an Exit-Ready Brand

Wed, 04 Mar 2026 13:18:32 +0000

Leroy Hite Founded the World's First Luxury Firewood Company. Here's How Premium Pricing Shaped the Brand, the Customer Experience, and the Exit. (The Price and Value Journey, Episode 163) Leroy Hite joins host John Ray on The Price and Value Journey to share one of the most counterintuitive pricing stories you'll hear. Leroy founded Cutting […]

Lee Ellis: Beating Insecurity to Lead and Price with Confidence

Wed, 25 Feb 2026 12:48:54 +0000

Retired Air Force Colonel and Vietnam War POW Lee Ellis on How Insecurity Undermines Your Leadership and Your Professional Services Practice (The Price and Value Journey, Episode 162) Insecurity doesn't announce itself. It appears as overtalking in a client meeting, avoiding pricing discussions, and presenting your credentials instead of listening to the client's actual needs. […]

Bob Littell on NetWeaving for Referrals and Real Relationships

Wed, 18 Feb 2026 12:49:17 +0000

Bob Littell, Creator of NetWeaving, on Building the Relationships That Grow Your Practice (The Price and Value Journey, Episode 161) If your networking efforts feel hollow or one-sided, this episode reframes the whole game. Bob Littell, creator of NetWeaving and author of The Heart and the Art of NetWeaving, joins host John Ray to explain […]

Paul Knowlton: Bad Theology Kills Your Pricing

Wed, 11 Feb 2026 09:15:05 +0000

Paul Knowlton on Bad Theology, Plantation Economics You Practice on Yourself, and How Mars Built a Trillion-Dollar Legacy on Mutuality (The Price and Value Journey, Episode 160) In Part 2 of a two-part conversation, Paul Knowlton, attorney and partner at Stanton Law in Atlanta and co-author of Better Capitalism: Jesus, Adam Smith, Ayn Rand, and […]

Paul Knowlton on What Adam Smith Actually Said About Greed

Wed, 04 Feb 2026 19:58:42 +0000

Paul Knowlton on How Misreading Adam Smith Broke Capitalism, Why the "Invisible Hand" Never Meant What You Think, and Whether Generosity Actually Works in Business (The Price and Value Journey, Episode 159) In part one of a two-part conversation, Paul Knowlton, patent attorney and co-author of Better Capitalism: Jesus, Adam Smith, Ayn Rand, and MLK Jr. […]

Diana Murphy on Navigating Deep Impact Experiences as a Leader

Wed, 28 Jan 2026 10:38:05 +0000

How High-Capacity Leaders Can Navigate Deep Impact Experiences Without Their Business Falling Apart: Diana Murphy on Moving Beyond the "Push Through" Culture (The Price and Value Journey, Episode 158) Diana Murphy, a certified life coach who works with high-capacity leaders, joins host John Ray on The Price and Value Journey to discuss navigating deep impact experiences. […]

Etinosa Agbonlahor on Why Smart Pricing Starts with Psychology

Wed, 21 Jan 2026 16:27:49 +0000

Etinosa Agbonlahor on the Behavioral Economics of Pricing: Why Service Providers Underprice, How Money Scripts Control Your Fees, and the Psychology Behind Premium Pricing That Converts (The Price and Value Journey, Episode 157) Service providers avoid pricing conversations for the same psychological reasons consumers avoid checking their bank balances. Etinosa Agbonlahor spent a decade as Director […]

Bill Ellis: Your Brand is The Value Clients Perceive in You

Wed, 17 Dec 2025 11:41:17 +0000

Bill Ellis on Client-Perceived Value, Staying Teachable, and Why Questions Matter More Than Answers (The Price and Value Journey, Episode 156) Bill Ellis, brand strategist and host of the What's the Point? podcast, joins host John Ray on The Price and Value Journey to discuss how professional service providers can build sustainable practices by understanding […]

Avi Pinsky on Tracking Value Creation in Your Financials

Wed, 10 Dec 2025 11:58:33 +0000

Avi Pinsky on Making Your Financials Track Client Value Creation, Five Key Business Drivers That Never Appear on Statements, and Why Smart Service Providers Still Struggle With Business Finances (The Price and Value Journey, Episode 155) Smart service providers often run profitable businesses, even very profitable ones, but often do not understand the dynamics and […]

Bill Cates on How Your Money Story Shapes Your Pricing

Wed, 03 Dec 2025 13:29:48 +0000

How Your Money Story Shapes Your Pricing: Bill Cates on The Hidden Heist (The Price and Value Journey, Episode 154) Many expert-service pros quietly carry money worries into every pricing decision they make. They undercharge, hesitate to raise fees, or avoid looking too closely at their finances, even while they help clients make sound business decisions. […]

Darlene Drew: From Warden to Consultant on Pricing and Grief

Wed, 19 Nov 2025 11:50:28 +0000

From Federal Warden to Leadership Consultant: Darlene Drew on Building Your Practice, Pricing Mistakes, and Running a Business Through Grief (The Price and Value Journey, Episode 153) Do you want to know how to build a professional services business when you have deep expertise but no client base? Darlene Drew shares exactly how she did […] The post Darlene Drew: From Warden to Consultant on Pricing and Grief appeared first on Business RadioX ®.

Deb Krier on Leading During Cancer Treatment

Wed, 12 Nov 2025 11:56:50 +0000

Deb Krier on Leading During Cancer Treatment (The Price and Value Journey, Episode 152) When the leader is in treatment, the business still needs direction. On this episode of The Price and Value Journey, host John Ray welcomes Deb Krier, entrepreneur, cancer advocate, host of The Business Power Hour, and founder of TryingNotToDie.LIVE. Drawing on more […] The post Deb Krier on Leading During Cancer Treatment appeared first on Business RadioX ®.

Dr. Bill Lampton on Communication and the Leap from Academia

Wed, 29 Oct 2025 09:31:48 +0000

Dr. Bill Lampton on Communication and the Leap from Academia (The Price and Value Journey, Episode 151) For expert-service pros, communication is not polish; it is how work gets won. In this conversation, Dr. Bill Lampton, "The Biz Communication Guy," shares practical habits that help professionals be understood the first time, steer tough moments, and […] The post Dr. Bill Lampton on Communication and the Leap from Academia appeared first on Business RadioX ®.

How Randy Hain Built a Coaching Practice Rooted in Values

Wed, 08 Oct 2025 08:00:13 +0000

How Randy Hain Built a Coaching Practice Rooted in Values (The Price and Value Journey, Episode 150) What does it take to build a thriving executive coaching and leadership firm that reflects your values as much as your ambition? In this episode of The Price and Value Journey podcast, host John Ray talks with Randy […] The post How Randy Hain Built a Coaching Practice Rooted in Values appeared first on Business RadioX ®.

Larry Levine on Selling in a Post-Trust World

Wed, 01 Oct 2025 10:24:00 +0000

Larry Levine on Selling in a Post-Trust World (The Price and Value Journey, Episode 149) Trust is in short supply. Clients today are more skeptical than ever, which makes trust the real differentiator for professional service providers. In this episode of The Price and Value Journey, host John Ray welcomes Larry Levine, best-selling author of […] The post Larry Levine on Selling in a Post-Trust World appeared first on Business RadioX ®.

Use AI, Stay Human with Alastair McDermott

Wed, 24 Sep 2025 11:02:47 +0000

Use AI, Stay Human with Alastair McDermott (The Price and Value Journey, Episode 148) AI is changing how expert-service professionals work, but it does not change what clients ultimately value. In this episode of The Price and Value Journey, host John Ray welcomes consultant, strategist, and author Alastair McDermott to discuss his book Use A.I. Stay […] The post Use AI, Stay Human with Alastair McDermott appeared first on Business RadioX ®.

AI, Value, and Pricing with Mark Stiving, Impact Pricing

Wed, 17 Sep 2025 12:02:12 +0000

AI, Value, and Pricing with Mark Stiving, Impact Pricing (The Price and Value Journey, Episode 147) There's a lot of noise on AI, but what are the practical implications it holds for those of us offering expertise? In this episode of The Price and Value Journey, Dr. Mark Stiving, founder of Impact Pricing, joins host […] The post AI, Value, and Pricing with Mark Stiving, Impact Pricing appeared first on Business RadioX ®.

Lee Ellis on Leading with Honor in Business

Wed, 10 Sep 2025 12:10:05 +0000

Lee Ellis on Leading with Honor in Business (The Price and Value Journey, Episode 146) What does leadership forged in the crucible of a POW camp teach us about running a professional services firm today? Retired Air Force Colonel Lee Ellis knows the answer firsthand. Captured in Vietnam and held for over five years at […] The post Lee Ellis on Leading with Honor in Business appeared first on Business RadioX ®.

How to Publish a Book and Build Authority with Angela DeCaires

Wed, 27 Aug 2025 11:00:33 +0000

How to Publish a Book and Build Authority with Angela DeCaires (The Price and Value Journey, Episode 145) For many professional service providers, writing a book is more than just a dream. Becoming the author of a well-crafted book is one of the most effective ways to establish authority, strengthen client trust, and create new […] The post How to Publish a Book and Build Authority with Angela DeCaires appeared first on Business RadioX ®.

Richard W. Smith on Moving from Price Taker to Price Setter

Wed, 20 Aug 2025 11:32:54 +0000

Richard W. Smith on Moving from Price Taker to Price Setter (The Price and Value Journey, Episode 144) In this episode of The Price and Value Journey with host John Ray, Richard W. Smith explains how professional service providers can stop undervaluing themselves and make the shift from being price takers to price setters. Drawing on […] The post Richard W. Smith on Moving from Price Taker to Price Setter appeared first on Business RadioX ®.

Heartspoken Notes for Genuine Connection | Elizabeth Cottrell

Wed, 13 Aug 2025 12:09:38 +0000

Heartspoken Notes for Genuine Connection with Elizabeth Cottrell (The Price and Value Journey, Episode 143 ) In this episode of The Price and Value Journey with host John Ray, Elizabeth Cottrell shares how the simple act of writing a heartfelt note can create genuine connections, open up opportunities, and make a lasting impression in both business […] The post Heartspoken Notes for Genuine Connection | Elizabeth Cottrell appeared first on Business RadioX ®.

Thor Legvold on Nordic Leadership, Purpose, and Pricing

Wed, 06 Aug 2025 11:54:35 +0000

Thor Legvold on Nordic Leadership, Purpose, and Pricing (The Price and Value Journey, Episode 141) In this episode of The Price and Value Journey, Thor Legvold joins host John Ray to talk about how the way we lead ourselves, our clients, and our firms shapes how others understand our value. Drawing from the Nordic leadership […] The post Thor Legvold on Nordic Leadership, Purpose, and Pricing appeared first on Business RadioX ®.

Why You're Really Afraid to Raise Your Prices with John Ray

Wed, 30 Jul 2025 05:00:25 +0000

Why You're Really Afraid to Raise Your Prices with John Ray (The Price and Value Journey, Episode 141) Are you afraid to raise prices? You're not alone. Raising your prices isn't just a financial move. It's an emotional decision that can stir up fear, doubt, and second-guessing. In this solo episode of The Price and […] The post Why You're

Why Value Pricing Still Feels Hard with Alastair Dryburgh

Wed, 23 Jul 2025 09:58:36 +0000

Why Value Pricing Still Feels Hard with Alastair Dryburgh (The Price and Value Journey, Episode 140) Value pricing sounds great in theory. So why does it often fall flat in practice? In this episode of The Price and Value Journey, pricing strategist and author Alastair Dryburgh joins host John Ray to explore the gap between creating […] The post Why Value Pricing Still Feels Hard with Alastair Dryburgh appeared first on Business RadioX ®.

100 Proven Ways to Acquire and Keep Clients for Life with Richard Weylman

Wed, 16 Jul 2025 12:32:18 +0000

100 Proven Ways to Acquire and Keep Clients for Life with Richard Weylman (The Price and Value Journey, Episode 138) In this compelling episode of The Price and Value Journey, host John Ray interviews Richard Weylman, international bestselling author of 100 Proven Ways to Acquire and Keep Clients for Life. Despite being orphaned at age […] The post 100 Proven Ways to Acquire and Keep Clients for Life with Richard Weylman appeared first on Business RadioX ®.

Why Charging Premium Fees is Actually a Service to Your Clients, with Criminal Attorney Joshua Baron

Wed, 09 Jul 2025 12:17:35 +0000

Why Charging Premium Fees is Actually a Service to Your Clients, with Criminal Attorney Joshua Baron (The Price and Value Journey, Episode 138) In this second part of a compelling conversation, host John Ray continues his deep dive with criminal defense attorney Joshua Baron, exploring the life-changing effects of charging premium fees and the philosophy […] The post Why Charging Premium Fees is Actually a Service to Your Clients, with Criminal Attorney Joshua Baron appeared first on Business RadioX ®.

Ditching Google Ads: Criminal Attorney Joshua Baron's Referral Practice Revolution

Wed, 02 Jul 2025 10:52:58 +0000

Ditching Google Ads: Criminal Attorney Joshua Baron's Referral Practice Revolution (The Price and Value Journey, Episode 137) In this compelling first part of a two-part series, host John Ray sits down with Joshua Baron, founding partner of SB Legal and author of The Business of Criminal Law and Criminal Defense Referrals. Josh shares his remarkable transformation […] The post Ditching Google Ads: Criminal Attorney Joshua Baron's Referral Practice Revolution appeared first on Business RadioX ®.

Build Authority and Clients Through Podcast Guesting, with Noémi Beres, Podcast Connections

Wed, 11 Jun 2025 10:39:01 +0000

Build Authority and Clients Through Podcast Guesting, with Noémi Beres, Podcast Connections (The Price and Value Journey, Episode 136) Join host John Ray on The Price and Value Journey as he speaks with Noémi Beres, co-owner of Podcast Connections booking agency, about the powerful strategy of podcast guesting for service professionals. Discover why podcast guesting […] The post Build Authority and Clients Through Podcast Guesting, with Noémi Beres, Podcast Connections appeared first on Business RadioX ®.

How Purpose Builds Value Confidence, with Shane Jackson

Wed, 04 Jun 2025 08:32:19 +0000

How Purpose Builds Value Confidence, with Shane Jackson (The Price and Value Journey, Episode 135) In this episode of The Price and Value Journey, host John Ray shares a powerful conversation with Shane Jackson, leader of Jackson Healthcare and author of This Is the Thing: About Life, Joy and Owning Your Purpose. They explore the […] The post How Purpose Builds Value Confidence, with Shane Jackson appeared first on Business RadioX ®.

Price Without Fear, with pricing expert Andrew Bailey

Wed, 28 May 2025 10:33:14 +0000

Price Without Fear, with pricing expert Andrew Bailey (The Price and Value Journey, Episode 134) In this episode of The Price and Value Journey, pricing expert Andrew Bailey joins host John Ray to explore why fear and hesitation dominate so many conversations around pricing. Drawing on his extensive experience as a pricing strategist and negotiation coach, […] The post Price Without Fear, with pricing expert Andrew Bailey appeared first on Business RadioX ®.

You Don't Have to Be Perfect to Be Powerful, with Diana Fritz

Wed, 21 May 2025 11:55:34 +0000

You Don't Have to Be Perfect to Be Powerful, with Diana Fritz (The Price and Value Journey, Episode 133) In this episode of The Price and Value Journey, executive coach and author Diana Fritz shares the story behind her hard-earned wisdom. She talks about how surviving cancer, navigating single parenthood, and leading in high-stakes environments […] The post You Don't Have to Be Perfect to Be Powerful, with Diana Fritz appeared first on Business RadioX ®.

Self-Leadership for Sustainable Success, with Dr. Kate McCombs

Wed, 14 May 2025 10:44:49 +0000

Self-Leadership for Sustainable Success, with Dr. Kate McCombs (The Price and Value Journey, Episode 132) In this episode of The Price and Value Journey, host John Ray discusses the often-overlooked aspect of self-leadership with Dr. Kate McCombs, assistant professor of management at Samford University and founder of RH Leadership. Kate defines self-leadership as the practice of […] The post Self-Leadership for Sustainable Success, with Dr. Kate McCombs appeared first on Business RadioX ®.

The Invisible Value of What Never Happens, with Benny Carreon, Velocity Technology Group

Wed, 30 Apr 2025 10:50:44 +0000

The Invisible Value of What Never Happens, with Benny Carreon, Velocity Technology Group (The Price and Value Journey, Episode 130) How do you express the value of something that does not occur? That question is one area of focus in this episode of The Price and Value Journey, as host John Ray welcomes Benny Carreon, founder […] The post The Invisible Value of What Never Happens, with Benny Carreon, Velocity Technology Group appeared first on Business RadioX ®.

Divorcing Your Business Partner, with Bill Piercy, Berman Fink Van Horn

Wed, 23 Apr 2025 11:31:28 +0000

Divorcing Your Business Partner, with Bill Piercy, Berman Fink Van Horn (The Price and Value Journey, Episode 130) In this episode of The Price and Value Journey, host John Ray welcomes Bill Piercy, a widely respected business litigator with Berman Fink Van Horn and author of Life's Too Short for a Bad Business Partner. Specializing […] The post Divorcing Your Business Partner, with Bill Piercy, Berman Fink Van Horn appeared first on Business RadioX ®.

Meg Rentschler's Journey from Therapist to Executive Coaching

Wed, 16 Apr 2025 10:40:05 +0000

Meg Rentschler's Journey from Therapist to Executive Coaching (The Price and Value Journey, Episode 129) In this episode of The Price and Value Journey, host John Ray interviews Meg Rentschler, an executive coach known for her deep listening, practical insights, and real-world coaching expertise. Meg shares her transformative journey from a long-time therapist to a successful […] The post Meg Rentschler's Journey from Therapist to Executive Coaching appeared first on Business RadioX ®.

From Corporate to Calling: The Career Transition Blueprint with Rory Verrett

Wed, 09 Apr 2025 11:31:25 +0000

From Corporate to Calling: The Career Transition Blueprint with Rory Verrett (The Price and Value Journey, Episode 128) What does it take to leave behind a successful corporate career and pursue work that truly feels like a calling? In this episode, executive recruiter and coach Rory Verrett joins The Price and Value Journey to share The […] The post From Corporate to Calling: The Career Transition Blueprint with Rory Verrett appeared first on Business RadioX ®.

Building Genuine Connections: Janice Porter on Relationship Marketing

Wed, 02 Apr 2025 16:36:00 +0000

Building Genuine Connections: Janice Porter on Relationship Marketing (The Price and Value Journey, Episode 126) In this episode of The Price and Value Journey, host John Ray welcomes Janice Porter, a relationship marketing specialist, LinkedIn trainer, and host of the Relationships Rule podcast. Janice shares her unique approach to building genuine and lasting relationships through LinkedIn […] The post Building Genuine Connections: Janice Porter on Relationship Marketing appeared first on Business RadioX ®.

The Power of Persistence and Value in Sales, with Sales Coach Jacob Hicks

Wed, 26 Mar 2025 10:16:20 +0000

The Power of Persistence and Value in Sales, with Sales Coach Jacob Hicks (The Price and Value Journey, Episode 125) In this episode of The Price and Value Journey, host John Ray sits down with Jacob Hicks, a dynamic sales coach, consultant, and host of the Purpose Driven Progress podcast. Jacob shares his journey from a […] The post The Power of Persistence and Value in Sales, with Sales Coach Jacob Hicks appeared first on Business RadioX ®.

The Value of Operational Efficiency, with Dennis Jackson, WorX Solutions

Wed, 19 Mar 2025 10:50:55 +0000

The Value of Operational Efficiency, with Dennis Jackson, WorX Solutions (The Price and Value Journey, Episode 124) In this episode of The Price and Value Journey, host John Ray interviews Dennis Jackson, founder of WorX Solutions. Dennis shares his experience transitioning from the corporate world to starting his own business, focused on helping small and […] The post The Value of Operational Efficiency, with Dennis Jackson, WorX Solutions appeared first on Business RadioX ®.

Monetizing Your Firm's Hidden IP with AI, with Mike Blake, High Score Strategies

Wed, 12 Mar 2025 10:17:56 +0000

Monetizing Your Firm's Hidden IP with AI, with Mike Blake, High Score Strategies (The Price and Value Journey, Episode 123) In this episode of The Price and Value Journey, host John Ray welcomes back Mike Blake, CEO of High Score Strategies, to explore the untapped potential of intellectual property (IP) for professional services firms. The discussion […] The post Monetizing Your Firm's Hidden IP with AI, with Mike Blake, High Score Strategies appeared first on Business RadioX ®.

Consulting in the Digital Age, with Prof. Joe O'Mahoney

Wed, 26 Feb 2025 11:25:00 +0000

Consulting in the Digital Age, with Prof. Joe O'Mahoney (The Price and Value Journey, Episode 123) In this episode of The Price and Value Journey, host John Ray welcomes Professor Joe O'Mahoney, a leading authority on the consulting industry. They discuss significant shifts in the consulting field, including industry growth, client sophistication, and the impact […] The post Consulting in the Digital Age, with Prof. Joe O'Mahoney appeared first on Business RadioX ®.

Navigating Hidden Risks in Professional Services, with Mike Blake, High Score Strategies

Wed, 19 Feb 2025 19:02:58 +0000

Navigating Hidden Risks in Professional Services, with Mike Blake, High Score Strategies (The Price and Value Journey, Episode 122) In this episode of The Price and Value Journey, host John Ray delves into risk management for solo and small professional service providers, with guest Mike Blake, CEO of High Score Strategies. Mike, a seasoned valuation expert […] The post Navigating Hidden Risks in Professional Services, with Mike Blake, High Score Strategies appeared first on Business RadioX ®.

Lessons in Pricing, Value, and Funk, with Chris Lalomia, The Trusted Toolbox

Wed, 05 Feb 2025 16:07:12 +0000

Lessons in Pricing, Value, and Funk, with Chris Lalomia, The Trusted Toolbox (The Price and Value Journey, Episode 121) In this episode of The Price and Value Journey, host John Ray chats with Chris Lalomia, owner of The Trusted Toolbox, the largest handyman service in Atlanta and in the top three nationwide. Chris discusses his journey […] The post Lessons in Pricing, Value, and Funk, with Chris Lalomia, The Trusted Toolbox appeared first on Business RadioX ®.

Scaling with Distributed Remote Teams, with Adam Houlahan, Prominence Global

Wed, 29 Jan 2025 10:30:08 +0000

Scaling with Distributed Remote Teams, with Adam Houlahan, Prominence Global (The Price and Value Journey, Episode 120) In this episode of The Price and Value Journey, host John Ray interviews Adam Houlahan, CEO of Prominence Global, about building and scaling businesses with remote teams. Adam, a LinkedIn expert and author of The Distributed Teams Blueprint, […] The post Scaling with Distributed Remote Teams, with Adam Houlahan, Prominence Global appeared first on Business RadioX ®.

Emotional Intelligence in Client Conversations, with Dawn Cook Causey, DayBreak Enterprises

Wed, 04 Dec 2024 15:42:04 +0000

Emotional Intelligence in Client Conversations, with Dawn Cook Causey, DayBreak Enterprises (The Price and Value Journey, Episode 119) In this episode of The Price and Value Journey podcast, host John Ray welcomes executive coach and trainer Dawn Cook Causey to discuss the critical role of emotional intelligence (EQ) in professional services. Dawn, an expert with over […] The post Emotional Intelligence in Client Conversations, with Dawn Cook Causey, DayBreak Enterprises appeared first on Business RadioX ®.

Challenging Common Marketing Misconceptions with Paul Zanardo, Zanardo Dezignz

Wed, 06 Nov 2024 11:45:08 +0000

Challenging Common Marketing Misconceptions with Paul Zanardo, Zanardo Dezignz (The Price and Value Journey, Episode 118) Paul Zanardo, the founder of Zanardo Dezignz, is the guest on this episode of The Price and Value Journey with John Ray, and he shares insights from his 25-year background in sales and marketing. Paul discusses common misconceptions about marketing […] The post Challenging Common Marketing Misconceptions with Paul Zanardo, Zanardo Dezignz appeared first on Business RadioX ®.

Building An Expertise Business Through Community and Content, with Jessica Lackey, Jessica Lackey Consulting

Wed, 16 Oct 2024 10:27:54 +0000

Building An Expertise Business Through Community and Content, with Jessica Lackey, Jessica Lackey Consulting (The Price and Value Journey, Episode 117) In this episode of The Price and Value Journey, host John Ray welcomes Jessica Lackey, founder and CEO of Jessica Lackey Consulting, to discuss building an expertise business through generosity of content and building […] The post Building An Expertise Business Through Community and Content, with Jessica Lackey, Jessica Lackey Consulting appeared first on Business RadioX ®.

Challenges Facing Older Self-Employed Service Professionals, with Dr. Larry Gard, Done with Work Retirement Coaching and Consulting

Wed, 09 Oct 2024 10:31:09 +0000

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

Wed, 02 Oct 2024 14:28:45 +0000

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,

John Ray and The Generosity Mindset on the Organization Conversation Podcast with host Richard Grove

Wed, 25 Sep 2024 12:47:15 +0000

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

Do You Really Know Your Competition?

Wed, 11 Sep 2024 12:04:15 +0000

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 ®.

Building Relationships Through Reciprocity

Wed, 04 Sep 2024 20:05:12 +0000

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 ®.

Standing Out by Staying the Course

Wed, 28 Aug 2024 09:05:52 +0000

Standing Out by Staying the Course (The Price and Value Journey, Episode 111) In this episode of The Price and Value Journey, host John Ray discusses the surprising decline in active podcasts over recent years, despite a rise in listenership. He highlights the persistence required to sustain a podcast, drawing parallels to his own experience climbing […] The post Standing Out by Staying the Course appeared first on Business RadioX ®.

Giving is Living

Wed, 21 Aug 2024 09:08:41 +0000

Giving is Living (The Price and Value Journey, Episode 110) In this episode of The Price and Value Journey, host John Ray explores a profound lesson of generosity from the book Tuesdays with Morrie by Mitch Albom. John highlights how Morrie Schwartz, despite his own suffering with ALS, always centered conversations on others, embodying the philosophy […]

Trademark and Intellectual Property Protection for Service Providers, with Trademark Attorney Katie Moore

Wed, 17 Jul 2024 11:14:29 +0000

Trademark and Intellectual Property Protection for Service Providers, with Trademark Attorney Katie Moore, Katherine Moore Law LLC (The Price and Value Journey, Episode 109) In this episode of The Price and Value Journey, host John Ray discusses the importance and process of protecting intellectual property with trademark attorney Katie Moore from Katherine Moore Law LLC. […] The post Trademark and Intellectual Property Protection for Service Providers, with Trademark Attorney Katie Moore appeared first on Business RadioX ®.

Scale Your Business Without Compromising Happiness, with Doc Dockery, The Resolve Firm

Wed, 17 Apr 2024 10:24:25 +0000

Scale Your Business Without Compromising Happiness, with Doc Dockery, The Resolve Firm (The Price and Value Journey, Episode 108) Dr. Terry "Doc" Dockery, a renowned expert in business scalability and the author of the Amazon number one bestseller, Leadership, Happiness, and Profit: 12 Steps to a High Performance Business, was host John Ray's guest on […] The post Scale Your Business Without Compromising Happiness, with Doc Dockery, The Resolve Firm appeared first on Business RadioX ®.

Should You Discount Your Services When You're Starting Out?

Mon, 08 Apr 2024 10:15:50 +0000

Should You Discount Your Services When You're Starting Out? John Ray discusses a common mistake solopreneurs make when starting out: discounting their services. John explains that such a decision attracts non-ideal clients and creates problems with value perception due to anchoring bias. He uses an example from his own buying experience of how initial pricing […] The post Should You Discount Your Services When You're Starting Out? appeared first on Business RadioX ®.

Positioning From the Client's Perspective

Mon, 01 Apr 2024 12:22:42 +0000

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 ®.

Hiring a Ghostwriter to Write Your Book, with Hal Clifford, Hal Clifford Associates

Wed, 27 Mar 2024 20:10:29 +0000

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 ®.

The Paradox of The Generosity Mindset

Mon, 25 Mar 2024 22:01:40 +0000

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

Wed, 20 Mar 2024 19:12:14 +0000

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 ?

Tue, 19 Mar 2024 19:43:23 +0000

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

Fri, 21 Jul 2023 11:24:47 +0000

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

Thu, 08 Jun 2023 10:53:39 +0000

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

Thu, 01 Jun 2023 10:42:05 +0000

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

Mon, 08 May 2023 11:40:57 +0000

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

Fri, 28 Apr 2023 11:31:16 +0000

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 ®.

Building an Insurance Brokerage Business from Scratch, with Steve Aleksandrowicz, Medicare and Other Red Tape

Thu, 20 Apr 2023 11:54:00 +0000

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

Wed, 12 Apr 2023 09:00:09 +0000

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

Wed, 05 Apr 2023 11:30:43 +0000

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

Wed, 29 Mar 2023 09:57:12 +0000

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

Thu, 23 Feb 2023 14:25:01 +0000

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 [...]

Don't Fill In the Blanks

Mon, 20 Feb 2023 12:30:04 +0000

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 [...]

Selfie

Mon, 06 Feb 2023 12:30:30 +0000

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®. About The Price [...]

A Simple Three Question Test on Whether Your Business Needs a Podcast

Fri, 03 Feb 2023 14:04:46 +0000

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®. About The Price and Value [...]

Value Selling: An Interview with Mike Wilkinson, Axia Value Solutions

Wed, 01 Feb 2023 12:37:23 +0000

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 [...]

Please Don't Look in the Closet

Mon, 30 Jan 2023 11:56:48 +0000

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®. About The Price and [...]

Selling a Digital Kidney

Fri, 27 Jan 2023 11:12:46 +0000

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®. About The [...]

The Value of a Smile

Wed, 25 Jan 2023 13:10:55 +0000

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®. About The Price [...]

Altruism and Business Ownership

Mon, 23 Jan 2023 12:30:33 +0000

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: [...]

Plumber Pricing

Fri, 20 Jan 2023 12:30:24 +0000

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 Value of Showing Up

Wed, 18 Jan 2023 12:30:20 +0000

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®. About The Price and Value Journey The title of this show [...]

Do What Makes Your Heart Sing

Mon, 16 Jan 2023 12:30:16 +0000

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 [...]

Counting the Steps Along the Way

Fri, 13 Jan 2023 16:14:41 +0000

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 [...]

Buyers Don't Care

Thu, 12 Jan 2023 14:15:06 +0000

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 [...]

Do the Pricing Math As You Plan Your Business

Mon, 09 Jan 2023 14:12:40 +0000

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 [...]

Instead of Worrying About the Competition, Worry About This

Fri, 30 Dec 2022 12:30:53 +0000

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. [...]

Hamming It Up

Wed, 28 Dec 2022 12:30:46 +0000

Hamming It Up Avoid "hamming it up": seasonal ham companies offer a cautionary example on price integrity and to coaches and other professional services providers. 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 journey all professional [...]

All I Want for Christmas Is You

Wed, 21 Dec 2022 12:30:36 +0000

All I Want for Christmas Is You What Mariah Carey's song, "All I Want for Christmas is You," has to do with delivering value as a professional services provider. 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 [...]

Value Is Like a Bank Account

Mon, 19 Dec 2022 12:40:09 +0000

Value Is Like a Bank Account Whether working with a client or engaging with a prospect, value is like a bank account. The value you deliver is a deposit, and you can take away value–make withdrawals–on the relationship as well. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

"It's Too Expensive"

Fri, 16 Dec 2022 12:30:58 +0000

"It's Too Expensive" When a prospect tells you "it's too expensive," they've done you a favor: they're telling you that you haven't had an effective value conversation. 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. I'm John Ray on The Price and Value [...]

Prospects Send Signals...Believe Them

Wed, 14 Dec 2022 12:15:58 +0000

Prospects Send Signals…Believe Them Pay attention: prospects send signals when they're not a great fit for your business. Ignore these signals at your business peril. 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 journey all professional [...]

The Tale of the Impatient Garage Door Repairman

Mon, 12 Dec 2022 12:30:52 +0000

The Tale of the Impatient Garage Door Repairman As a professional services provider, your pricing depends on the conversations you're willing to have with prospective clients. This cautionary tale of the impatient garage door repairman illustrates the cost of not having a value conversation. The Price and Value Journey is presented by John Ray and produced by the North [...]

"I Can Do That" and the Mental Math of Outsourcing

Thu, 08 Dec 2022 13:30:18 +0000

"I Can Do That" and the Mental Math of Outsourcing The mental math of outsourcing can work for you and your practice, or work against you if you say "I can do that" too many times. 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 [...]

Razor Blades, Discounts, and Your Practice

Tue, 29 Nov 2022 23:49:57 +0000

Razor Blades, Discounts, and Your Practice Even a single human hair can chip a razor blade, and that first chip leads to much greater damage as the blade is used. This imagery is a superb metaphor for how pricing discounts in a professional services practice can dull the business. The Price and Value Journey is presented [...]

Gratitude as a Business Strategy

Tue, 22 Nov 2022 20:58:16 +0000

Gratitude as a Business Strategy The benefits of actively practiced gratitude for an individual's health and well-being are widely documented. What would happen in your business if you decided to make gratitude an actively practiced piece of your business strategy? The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

Pricing and Self-Limiting Beliefs

Mon, 31 Oct 2022 11:23:00 +0000

Pricing and Self-Limiting Beliefs One of the biggest problems solo and small firm professional services providers have with their pricing is self-limiting beliefs. What's the solution? Value pricing. 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 journey [...]

The Problem with Value Propositions

Tue, 25 Oct 2022 22:46:35 +0000

The Problem with Value Propositions Value propositions can be helpful in your business if you craft them correctly, and there's only one right way. It involves talking to clients . . . repeatedly. 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 [...]

Marketing with Meaning: An Interview with Pete Steege, B2B Clarity, and Author of On Purpose

Mon, 10 Oct 2022 20:51:09 +0000

Marketing with Meaning: An Interview with Pete Steege, B2B Clarity, and Author of On Purpose If you're the CEO of a B2B company and feel like your marketing efforts are broken, you're not alone. Many of your peers see marketing as an overwhelming and complex field with too many solutions to choose from. Pete Steege [...]

Corporate Buyers Can Be Driven By Emotion, Too

Thu, 01 Sep 2022 12:17:26 +0000

Corporate Buyers Can Be Driven By Emotion, Too You might assume, if you're a consultant or some other professional services provider looking to do business with a major corporation, that that corporate buyers make decisions based on "logic," not emotion. You might assume that the decision always comes down to price. If that's what you [...]

Navigating A Recession

Wed, 31 Aug 2022 10:28:05 +0000

Navigating A Recession It's a mistake to do business planning based on the predictions of economists. A better approach to navigating a recession, or any other economic environment for that matter, is to stay close enough to your clients to understand the value they perceive in your service. More in this episode. The Price and [...]

Raising Prices is Not Just About Making More Money

Tue, 30 Aug 2022 11:36:50 +0000

Raising Prices is Not Just About Making More Money No, contrary to what some might think, raising prices is not just about making more money. For small and medium-sized business owners, better pricing allows for reinvestment in the business which benefits employees and clients. The Price and Value Journey is presented by John Ray and produced by the North [...]

A Short Comment on Proposals

Mon, 29 Aug 2022 11:35:54 +0000

A Short Comment on Proposals In this episode of "The Price and Value Journey," John Ray notes that well-crafted proposals are focused on what successful outcomes for the client look like, not the tasks necessary to achieve those results. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

Creating a Unique Weather System

Mon, 25 Jul 2022 14:03:03 +0000

Creating a Unique Weather System On a recent trip to Alaska, I was fortunate to enjoy spectacular views of Mt. Denali without the usual cloud cover which often shrouds views from below. That cloud cover is created because of Denali's unusual height relative to surrounding peaks. Mt. Denali creates its own unique weather system, and [...]

Clients Don't Buy Gasoline

Fri, 10 Jun 2022 12:09:14 +0000

Clients Don't Buy Gasoline Clients don't buy gasoline at a service station. They buy the ability to keep driving and go where they need to go. It's the same with professional services: clients buy solutions to their problems, not how we do what we do. The Price and Value Journey is presented by John Ray and [...]

The Financial Side of a Professional Services Firm: An Interview with Profitability Coach Bill McDermott

Tue, 07 Jun 2022 11:22:05 +0000

The Financial Side of a Professional Services Firm: An Interview with Profitability Coach Bill McDermott Profitability Coach Bill McDermott, who works with law firms, engineering firms, consulting firms, and other professional services practices, joined host John Ray to discuss the financial side of a professional services firm. Bill discussed why he started his practice and [...]

It's Not a Sales Call, It's a "Best Fit" Conversation

Fri, 03 Jun 2022 12:47:34 +0000

It's Not a Sales Call, It's a "Best Fit" Conversation As professional services providers, we'll serve more effectively if we view our time with prospects as a "best fit" conversation instead of a sales call. 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 [...]

The Only Three Ways to Increase Revenue

Thu, 02 Jun 2022 11:55:02 +0000

The Only Three Ways to Increase Revenue There are only three ways to increase revenue. Most professional services providers focus on just two of those ways, even though the returns on those methods are smaller and less certain. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

"Know, Like, Trust" Starts with Service

Fri, 27 May 2022 10:54:05 +0000

"Know, Like, Trust" Starts with Service "People do business with people they know, like, and trust." It's a cliche for a reason, because it's true. "Know, like, trust," though, has a preamble: service. Serving with no agenda or precondition is fertilizer for trust to grow. The Price and Value Journey is presented by John Ray and [...]

Trading a Corporate Job for One in Your Own Business

Mon, 23 May 2022 12:49:16 +0000

Trading a Corporate Job for One in Your Own Business As you're building your professional services business, it can sometimes feel like all you've done is trade your corporate job for one in your own business. This episode addresses how and why this happens, and charts a way out of this terrible feeling. The Price [...]

Prospects Who Check References

Fri, 20 May 2022 11:30:09 +0000

Prospects Who Check References What indication can you draw from prospects who check references? What does checking references reveal about a client's price sensitivity or their orientation toward value? The episode explores those questions. 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 Most Essential Element of a Great Testimonial

Wed, 18 May 2022 11:10:59 +0000

The Most Essential Element of a Great Testimonial While we are grateful for any client affirmation of our work, what makes for a great testimonial, one which is most effective? One word: pain. Specifically, the client's pain and dysfunction before our intervention. The Price and Value Journey is presented by John Ray and produced by the North [...]

Learning from a Martial Arts Studio

Mon, 16 May 2022 11:35:08 +0000

Learning from a Martial Arts Studio A flyer from a martial arts studio offers a lesson to professional services providers who want better results from their business development activities: focus on client outcomes, not inputs such as certifications or experience. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business [...]

Your Price is Not the Client's Cost

Fri, 13 May 2022 12:15:47 +0000

Your Price is Not the Client's Cost Your price and what the client mentally weighs as their cost are two different figures, a vital concept for us as professional services providers to understand. (In this episode, I quote from Kevin Kelly's post, 103 Bits of Advice I Wish I Had Known. You can find that [...]

The Immensely Valuable CPA

Wed, 11 May 2022 16:11:54 +0000

The Immensely Valuable CPA What are the characteristics of an immensely valuable CPA, one who clients cannot do without? The answer goes beyond degrees, designations, and even technical expertise. A story here not just for CPAs but all professional services providers. The Price and Value Journey is presented by John Ray and produced by the North Fulton [...]

Balancing Humility and Confidence

Mon, 09 May 2022 11:00:08 +0000

Balancing Humility and Confidence Building a successful professional services practice requires several vital mindsets, including proficiency at balancing humility and confidence. 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 journey all professional services providers are [...]

How to Respond to the "What are Your Rates?" Question

Wed, 04 May 2022 11:14:20 +0000

How to Respond to the "What are Your Rates?" Question It happens all the time: prospects who start a conversation with the "what are your rates?" question. In this episode we offer several suggestions for handling this question. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

We Can Learn from Poor Fit Clients

Tue, 03 May 2022 22:37:17 +0000

We Can Learn from Poor Fit Clients As professional services providers, how should we engage with poor fit clients before we refer them on to someone else? Before we let them go, we can learn from them. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

The Elephant in the Room

Wed, 27 Apr 2022 10:49:30 +0000

The Elephant in the Room The elephant in the room is the preconception, often negative, a prospective client brings to the table when they think about your profession. In a lot of cases, the elephant offers an opportunity to build trust, depending on how you handle it. The Price and Value Journey is presented by [...]

Why Clients Value Us: A Live Example

Mon, 25 Apr 2022 12:49:41 +0000

Why Clients Value Us: A Live Example An answer to a question I asked a podcast guest is an example of why clients value us as professional services providers. The answers they give to that question might surprise us. (The complete podcast episode from which the audio clip we used is taken can be found [...]

Pricing For a Professional Speaker

Fri, 22 Apr 2022 11:01:54 +0000

Pricing for a Professional Speaker A story on value pricing for a professional speaker: once he ignored the advice he received about "pricing himself out of the market" and priced relative to the value he offered, it completely changed the trajectory of his business. The Price and Value Journey is presented by John Ray and produced [...]

Referrals and Pricing

Wed, 20 Apr 2022 11:00:13 +0000

Referrals and Pricing A story on referrals and pricing, and how best to refer your fellow professional services providers. 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 journey all professional services providers are on: building [...]

Waffles, Pricing, and Client Context

Mon, 18 Apr 2022 12:00:14 +0000

Waffles, Pricing, and Client Context A story about kids' waffles, and how professional services providers miss the opportunity to price based on client context, while in doing so treat their best clients unfairly. 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 [...]

LinkedIn For Professional Services Providers: An Interview with Gregg Burkhalter, The "LinkedIn Guy"

Thu, 14 Apr 2022 11:23:55 +0000

LinkedIn for Professional Services Providers: An Interview with Gregg Burkhalter, The "LinkedIn Guy" Gregg Burkhalter, dubbed "The LinkedIn Guy" by his clients, joined host John Ray to share his advice about effective relationship building and personal branding on LinkedIn. Gregg talked about successful LinkedIn strategies for time-starved professional services providers, creating and sharing content, the [...]

Value in a Worthless Lottery Ticket

Mon, 11 Apr 2022 12:08:30 +0000

Value in a Worthless Lottery Ticket Is there value in a worthless lottery ticket? Yes, and it's a perfect illustration of how our prospective clients (and all of us, actually) make buying decisions based on intangibles which have nothing to do with our services, experience, or credentials. The Price and Value Journey is presented by [...]

Finding the Ain't

Fri, 08 Apr 2022 12:05:56 +0000

Finding the Ain't A visit with one of my clients and a CPA we were interviewing led to "finding the ain't." The "ain't" in this meeting was the intangible my client identified which attracted him to this CPA. A real-life lesson in how intangibles are what makes prospective clients lean in, not our certifications or [...]

Battling Imposter Syndrome: An Interview with Stacey Ruth, Unstoppable Leader

Tue, 05 Apr 2022 11:30:33 +0000

Battling Imposter Syndrome: An Interview with Stacey Ruth, Unstoppable Leader Anyone who has started their own professional services practice faces imposter syndrome at some point in their journey. What happens, though, when the stress of imposter syndrome is so severe that you find yourself on the bathroom floor, bleeding internally and suffering severe headaches and [...]

Our Intelligence is a Vulnerability

Mon, 04 Apr 2022 13:15:17 +0000

Our Intelligence is a Vulnerability In our professional services practices, our intelligence is a vulnerability, but not because we don't know what we're doing. On the contrary, the sharper our intelligence, the more captive we can be to our biases. Further, and contrary to what we might like to think, our intelligence is not the [...]

The Post-It Note You Need on the Bathroom Mirror

Wed, 30 Mar 2022 09:52:53 +0000

The Post-It Note You Need on the Bathroom Mirror Some folks use a Post-It note in a prominent place, like the bathroom mirror or on their computer monitor, to remind them of their goals and to provide motivation. Here's a suggestion for what that note should contain to help you to attain those goals. The [...]

Prices are Marketing Signals: The Woodworker Edition

Mon, 28 Mar 2022 13:07:37 +0000

Prices are Marketing Signals: The Woodworker Edition Prices are marketing signals. Prices send messages of quality, and sometimes prices send a signal you didn't intend: that your service is inferior in some way. A master woodworker's story illustrates the point. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business [...]

Experts Don't Chase

Fri, 25 Mar 2022 14:45:38 +0000

Experts Don't Chase Experts don't chase for a lot of reasons. One reason is that they're too busy. The unsolicited pitches of a business and life coach prompts thoughts on expertise, chasing prospects, and the unintended signals some professional services providers send. The Price and Value Journey is presented by John Ray and produced by the North [...]

How to Successfully Increase Your Prices: An Interview with Mark Peacock, PriceMaker Ltd.

Wed, 23 Mar 2022 10:03:44 +0000

How to Successfully Increase Your Prices: An Interview with Mark Peacock, PriceMaker Ltd. Pricing expert Mark Peacock joined host John Ray to discuss how to successfully increase prices in your professional services practice. Mark covered the primary reason services providers don't raise their prices (fear), the role of options in better pricing, the two-stage communication [...]

How to Get Great Referrals

Mon, 21 Mar 2022 11:39:20 +0000

How to Get Great Referrals For us as professional services providers, the answer to the question of how to get great referrals lies in the clients we already have. 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 [...]

Business Brand Phrases That Stick: An Interview with Marti Konstant

Wed, 16 Mar 2022 10:47:34 +0000

Business Brand Phrases That Stick: An Interview with Marti Konstant How should we as professional services providers address our business branding? How can we develop branding which is memorable? Marti Konstant, noted speaker, coach, and best-selling author, joined John Ray to address these questions and much more. Marti recounted her own journey, from teenage years [...]

When Is It Time to Fire a Client?

Mon, 14 Mar 2022 12:01:59 +0000

When Is It Time to Fire a Client? When is it time to fire a client? There are several factors to consider, and not all of them have to do with the client or whatever problems we think they're causing for us and our practice. We must be honest: some of the considerations on such [...]

A Business Lesson from an Epidural

Fri, 11 Mar 2022 22:21:26 +0000

A Business Lesson from an Epidural Can you derive a business lesson from an epidural? Yes, says John Ray, and it involves small pinch points which cause dysfunction in an entirely different part of our 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 [...]

A Real-Life Example of How Hourly Pricing Hurts Your Bottom Line

Wed, 09 Mar 2022 12:07:30 +0000

A Real-Life Example of How Hourly Pricing Hurts Your Bottom Line Hourly pricing or pricing by any increment of time is one of the red flags of inadequate pricing for professional services providers. Here's a real-life example from a coaching call which illustrates how hourly pricing hurts your bottom line. The Price and Value Journey [...]

The Go-Giver Philosophy: An Interview with Bob Burg

Tue, 08 Mar 2022 11:25:11 +0000

The Go-Giver Philosophy: An Interview with Bob Burg Bob Burg, coauthor of the best-selling book The Go-Giver and Hall of Fame keynote speaker, joined host John Ray to discuss the philosophy of being a go-giver, what it means, why giving and receiving are not opposites, why giving does not mean giving away services, how to [...]

Nice, Kind, and Offering Value

Mon, 07 Mar 2022 12:20:47 +0000

Nice, Kind, and Offering Value You can always be kind, but being nice can sometimes inhibit your capacity to deliver value. Yes, there's a difference between being nice and kind. A story and some thoughts on nice, kind, and offering value to clients and prospects in your professional services practice. The Price and Value Journey [...]

How a Higher Price Makes You More Competitive

Fri, 04 Mar 2022 11:26:22 +0000

How a Higher Price Makes You More Competitive As a professional services provider, don't you have to lower your price to be more attractive to the marketplace? How does a higher price make you more competitive? Answers to these questions in this episode. The Price and Value Journey is presented by John Ray and produced by [...]

Selling to Your Own Wallet

Wed, 02 Mar 2022 12:56:33 +0000

Selling to Your Own Wallet "They'll never pay that much." If you've had that thought as you think about how to price a client engagement or project, then you may be guilty of selling to your own wallet. John Ray discusses the phenomenon, why it happens, and how to address it. The Price and Value [...]

The Value of a Dime

Mon, 28 Feb 2022 13:04:02 +0000

The Value of a Dime The value of a dime is not ten cents. Depending on the circumstances, its value, like any "surprise and delight" gesture we extend to a client, prospect, or someone in our network, can be priceless, and cement your status as a person of value. The Price and Value Journey is [...]

Psychological Dance Steps

Fri, 25 Feb 2022 11:27:38 +0000

Psychological Dance Steps To be successful in your solo or small firm professional services practice, there are a few "psychological dance steps" you must absorb. 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 journey all [...]

Should I Give a "Friends and Family" Discount?

Wed, 23 Feb 2022 11:50:48 +0000

Should I Give a "Friends and Family" Discount? Naturally, you want to help your friends and family, or possibly a charitable organization. Maybe they've been early clients, helping you get started in your professional services practice. Seeds of dysfunction for your business, however, can be sown with a friends and family discount. The Price and [...]

The Pricing Journey of a Professional Concierge

Mon, 21 Feb 2022 12:11:34 +0000

The Pricing Journey of a Professional Concierge On a recent show I hosted, Julie Hullett, a professional concierge based in Nashville, told the story of her pricing journey and how raising her pricing fundamentally transformed her business. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

Choices Are Powerful

Fri, 18 Feb 2022 11:25:15 +0000

Choices Are Powerful Human beings prefer choices, and therefore choices are powerful. When you offer choices in proposals to clients, you're not only harnessing that power to your advantage, but it's better for the client, too. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and [...]

Julie Keyes, Poised for Exit Podcast

Thu, 17 Feb 2022 11:54:44 +0000

Julie Keyes, Poised for Exit Podcast My friend Julie Keyes is an exit planning expert based in the Twin Cities area. In an episode titled "Your Price is Too Low," Julie interviewed me on her Poised for Exit podcast about pricing for professional services providers. We chatted about why I use the word "journey," imposter [...]

Golden Retrievers, the Need for Approval, and Pricing

Wed, 16 Feb 2022 11:55:56 +0000

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 [...]

There's Value in Consistency

Mon, 14 Feb 2022 11:45:15 +0000

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 [...]

George Westinghouse and the Value Equation

Fri, 11 Feb 2022 11:18:28 +0000

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, [...]

Ignore The Pricing Advice of Friends and Family

Wed, 09 Feb 2022 11:48:36 +0000

Ignore The Pricing Advice of Friends and Family Friends and family mean well, and they may assist you in your professional services practice in a lot of other ways, like referring clients. Accept that help and be thankful, but ignore their pricing advice. They mean well, but what they tell you, if implemented, could be [...]

Pricing and Urgency

Mon, 07 Feb 2022 11:39:21 +0000

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 [...]

How are You Really Doing?

Fri, 04 Feb 2022 12:51:52 +0000

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 [...]

Making Connections

Wed, 02 Feb 2022 12:00:42 +0000

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 [...]

Should I Price My Services Lower When I'm First Starting Out?

Mon, 31 Jan 2022 13:14:21 +0000

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 [...]

Just Be Helpful

Fri, 28 Jan 2022 13:20:11 +0000

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 [...]

"What I'm Worth"

Tue, 25 Jan 2022 11:10:09 +0000

"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 which 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 [...]

Hourly Billing Gone Wrong

Mon, 24 Jan 2022 18:50:52 +0000

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®. About The Price and [...]

When "Know, Like, and Trust" Doesn't Matter

Sat, 22 Jan 2022 13:11:24 +0000

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®. About The Price and Value Journey [...]

Confidence and Silencing the Voice in Your Head

Fri, 21 Jan 2022 17:24:59 +0000

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®. About The Price and Value Journey [...]

The Red Flags of Inadequate Pricing

Fri, 21 Jan 2022 17:18:22 +0000

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 [...]

Introduction to The Price and Value Journey

Fri, 21 Jan 2022 17:11:45 +0000

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 [...]