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Most consultants don't fail because they lack skill. They fail because they try to do everything at once.
Mandy Napier knows this firsthand. As a high-performance mindset and executive coach with more than 15 years of experience, she's built a practice around clarity, confidence, and consistency, but she'll be the first to admit she didn't start out that way.
Early in her business, Napier tried a bit of everything: hypnosis recordings, a book, every emerging social platform. She later described this approach with a phrase that sticks: "spray and pray" marketing. Doing lots of things, hoping something works, without a clear strategy behind any of it.
In a conversation with Jane Anderson on The Jane Anderson Show, Napier unpacked what changed, and what she'd tell any consultant or coach who recognises themselves in that pattern. This article breaks down her key lessons: why scattered marketing quietly drains a business, the framework she uses with high-performing clients, and the one business decision she now wishes she'd made years earlier.
Who Is Mandy Napier?
Mandy Napier is a high-performance mindset and executive coach who has spent over 15 years helping entrepreneurs, leaders, high-achieving professionals, and athletes move past what's holding them back. Her work fits within what the International Coaching Federation describes as coaching's core purpose: partnering with clients in a process that helps them maximise their personal and professional potential. She's known for a no-fluff, results-focused approach; clients often call her the "Mindset Alchemist."
Her own path into coaching wasn't planned. A physical setback ended her competitive athletic career (she had represented Australia in ultra-distance triathlons and competed at the Hawaiian Ironman World Championships), and no one could "fix" her the way she wanted. That forced a realisation: she had a role in creating her own situation, and healing had to start from the inside.
That search led her into personal development, beginning with Huna philosophy and Hawaiian massage, and eventually to neuro-linguistic programming (NLP). During an NLP training, she experienced what she calls a light bulb moment, a shift she felt was significant enough to build a career around, so she could help others change with less pain and in less time than it had taken her.
Today, Napier works primarily with high-performing business professionals, entrepreneurs, and leaders, along with a smaller number of athletes. She delivers coaching one-on-one, runs group programs, and speaks and trains in corporate, education, and financial sectors.
The "Spray and Pray" Trap: Why Doing Everything Gets You Nowhere
When social media was new, Napier felt the pull that most business owners feel: everyone said she "should" be on every platform. So she was. Twitter, Facebook, YouTube: a bit of everything, without a clear plan tying it together.
She now describes that period plainly: it felt like she had a strategy, but she didn't really.
This is the core problem with "spray and pray" marketing. It isn't that the individual activities are wrong; a podcast, a LinkedIn post, a webinar can each work well. The problem is doing many of them at once, without knowing why each one is there or what it's supposed to achieve. Activity replaces strategy, and it becomes exhausting to sustain.
What Splattering Your Marketing Actually Looks Like
Napier uses another word for this pattern: splattering. In the early years of her practice, she tried a wide range of formats, including hypnosis recordings, writing a book, and an early, unfocused social media presence, because variety appealed to her, and because it felt safer to try many things than to commit fully to one.
Splattering tends to show up as:
Jumping onto a new platform or tactic because a competitor or peer is using it, not because it fits your strategy
Producing content across several channels without a consistent core message
Feeling busy and productive, without being able to point to what's actually generating results
The fix Napier eventually landed on wasn't more activity. It was less, done consistently, over time, on the channels that mattered. The Australian Government's marketing plan guide makes a similar point: a marketing plan exists specifically to define which channels and activities you'll use and why, rather than leaving that decision to whatever feels urgent at the moment.
This is a pattern that shows up again and again among consultants building a practice, see how Mel Kettle built a freedom-based consulting practice around the same kind of deliberate focus.
The Three C's: Clarity, Confidence, Consistency
When Napier talks about what her clients are really working toward, she doesn't lead with vague language like "empowerment." She uses a simple, repeatable framework she calls her Three C's:
Clarity: knowing what you actually want, so you can see the path forward and take action
Confidence: the courage to take the next step and make decisions, even without certainty
Consistency: showing up the same way, over time, rather than starting and stopping
These three elements aren't just a coaching model for clients working through personal or professional blocks. They apply just as directly to how a consultant builds a business. Clarity about your positioning. Confidence to commit to fewer things. Consistency in showing up for your audience in the same way, again and again.
How Clarity, Confidence, and Consistency Map to Head, Heart, and Gut
Napier ties the Three C's to what she calls three intelligences: the head, the heart, and the gut.
The head is the familiar decision-making centre: logical, analytical, and, in her experience, frequently overused. The heart represents a separate form of intelligence tied to what a person genuinely wants and values. The gut, in her framing, is connected to identity and action, the seat of instinct and follow-through.
Her observation, drawn from years of coaching high performers, is that people lean heavily on the head and under-use the heart and gut. That imbalance shows up as overthinking, hesitation, or a felt sense of resistance when it's time to actually act on a decision. Aligning all three, she suggests, leads to better decisions and stronger performance.
Why High Performers Sabotage Themselves (Even When They Look Successful)
One of the more counterintuitive points Napier makes is that her clients aren't struggling because they lack achievement. Many already have a solid track record of success. The block is internal.
She traces much of this back to beliefs formed early in life: she notes that most limiting beliefs are picked up by around age nine, often without a person consciously realising it. A belief like "you're not good enough" can sit quietly beneath years of visible achievement, surfacing as self-doubt precisely when someone is stretching into something new. In the interview, Jane Anderson names this pattern directly as imposter syndrome, a well-documented experience, first researched in high-achieving women by psychologists Pauline Clance and Suzanne Imes, where success and self-doubt exist side by side.
Napier also points to research from Joe Dispenza suggesting that, by around age 35, most of a person's day-to-day behaviour, emotional reactions, and beliefs are running on autopilot, patterns built from the past rather than conscious choices made in the present. This lines up with separate, widely cited Duke University research finding that a large share of daily activity happens automatically, in the same context, without active decision-making. Because these patterns are largely unconscious, Napier argues, most people can't see them without outside help. That's part of why coaching exists: to make the invisible visible.
Fear of Failure, Fear of Conflict, and Work-Life Imbalance
Across her client base, Napier sees three challenges come up again and again:
Fear of failure: specifically, fear of being seen making a mistake. This is, in her experience, the most common thing holding people back.
Fear of confrontation or conflict: showing up as reluctance to have hard conversations, discipline staff, or make tough calls that affect other people.
Work-life imbalance: high performers often stay so focused on achieving and being responsible for everyone and everything that they stop prioritising their own health and habits.
This last point connects to something Napier considers central to her work: mental and emotional health matter as much as physical fitness. She describes health as her top personal value, shaped by years as an athlete, and notes that a large part of her coaching addresses anxiety, stress, and the pressure clients put on themselves, alongside the more visible, physical side of performance.
Finding the Support Person Who Isn't You
Asked what she'd do differently if she were starting her practice again, Napier didn't point to a marketing tactic or a pricing model. She pointed to a person.
Specifically, she said she'd look for someone who is the opposite of her: someone detail-oriented, comfortable with technical and administrative work, capable of organising and cataloguing content, and genuinely uninterested in being the visible face of the business. That kind of complementary support, she said, was the missing piece for years.
This isn't a small aside. It's one of the more practical, transferable lessons in the whole conversation: the parts of running a business that don't come naturally to you don't need to be forced, they need to be delegated to someone who's naturally good at them.
What to Look For in a Complementary Skillset
Based on Napier's own description, the ideal support person for a founder-led consulting practice typically:
Has strengths in areas the founder finds draining: detail work, systems, technical execution
Is comfortable working behind the scenes rather than seeking visibility
Can help organise and structure existing expertise, rather than needing to build it from scratch
Napier was candid that detail isn't her natural strength. Recognising that early, rather than years into building a practice, is what she'd change if she could go back.
If you're weighing the same decision, Jane Anderson's VIP Strategy Day is built specifically to help consultants get that kind of outside clarity before, not years after, it becomes a costly gap.
Turning One Piece of IP Into Multiple Revenue Streams
By the time this conversation took place, Napier had built what Jane Anderson described as genuinely leveraged intellectual property. A single body of work, her frameworks, techniques, and insights, moves across several different formats: one-on-one coaching, workshops, conference talks, corporate training, and writing.
Her coaching offers include a 12-week program for clients wanting faster results, and a six-month program built around longer-term accountability. Some clients start on the shorter track and end up working with her for years, as new goals and growth areas emerge. Alongside coaching, she delivers speaking engagements and training, including work in the education sector and with financial services teams, helping entire teams function well, not just the person at the top.
She's also written one book already and was, at the time of the interview, working on a second: Rewire, focused on neuroplasticity and the idea that people can deliberately change ingrained patterns. Her stated goal was to get the manuscript to her editor by the end of June, with some buffer built in for delays.
The throughline across all of these formats is consistency of message. The same core IP, her understanding of mindset, belief change, and performance, gets reshaped for different audiences and delivery methods, rather than reinvented each time.
Mandy Napier's Advice for Consultants Starting or Scaling a Practice
When asked what she'd tell women who are starting a consulting practice or trying to grow an existing one, Napier's advice centred on two things: self-honesty about what you actually want to do, and a genuine focus on serving the client.
She encouraged people to get clear on what excites them and what skills they can honestly teach, based on their own lived experience, rather than chasing a business model because it looks successful for someone else. From there, she was direct about the sequencing: success isn't about extracting value from a client relationship. It's about consistently asking how you can serve the client and deliver results, and trusting that the financial side follows from that.
She also pointed to something she has practised since before she had a business website at all: when clients get real results, referrals follow. That principle, she said, hasn't changed with time or technology.
Finally, Napier returned to a theme she'd raised earlier: the need for ongoing personal development. Old patterns, left unexamined, tend to resurface and interfere with new goals. Her advice was to keep working on your own blind spots, because most people can't see their own unconscious habits without support.
For another take on building a practice with intention rather than by accident, listen to Rita Cincotta on deliberate leadership and building a consulting practice.
Frequently Asked Questions
What does "spray and pray" marketing mean?
It refers to running many marketing activities or channels at once without a clear, unifying strategy, essentially hoping that enough activity will produce results, rather than focusing deliberately on what actually works.
How do I know if my marketing strategy is too scattered?
Common signs include chasing new platforms because others are using them, producing content across several channels without a consistent core message, and staying busy without being able to point to what's actually driving results.
What is the "Three C's" framework in business coaching?
It's a framework used by Mandy Napier consisting of Clarity (knowing what you want), Confidence (having the courage to act), and Consistency (showing up the same way over time). She maps these to the head, heart, and gut as three forms of intelligence.
Why do high-achieving professionals struggle with self-doubt?
According to Napier, many limiting beliefs form by around age nine and continue operating unconsciously into adulthood, regardless of external success. Visible achievement doesn't automatically resolve these underlying patterns.
How do I find the right support person for my consulting business?
Look for someone whose strengths are the opposite of yours: typically detail-oriented, comfortable with technical or administrative work, and content operating behind the scenes rather than being the visible face of the business.
How many marketing channels should a consultant focus on?
There's no magic number, but Napier's experience points toward a small, focused set of channels used consistently, rather than a broad spread of tactics used inconsistently.
Conclusion
Mandy Napier's story is a useful reminder that expertise alone doesn't build a sustainable practice. Focus does. Her own journey, from splattering across every available tactic to building a leveraged, consistent body of work, mirrors exactly what she now helps her clients work through: clarity about what you want, the confidence to commit to it, and the consistency to keep showing up.
For consultants and coaches building their own practice, the lesson isn't to work harder or try more things. It's to get honest about what's actually working, find support for what isn't your strength, and stay consistent long enough for that focus to compound.
Work With Jane Anderson
Recognise the "spray and pray" pattern in your own business? Strategic clarity and focus is exactly what Jane Anderson helps consultants build. Explore the VIP Strategy Day.
Want more stories like this from consultants who've built focused, sustainable practices? Join Women with Influence.
Key Takeaways from Today’s Episode:
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Jane Anderson introduces the Jane Anderson Brand New Show, a podcast aimed at helping experts increase their impact, influence, and income in their businesses and careers. She emphasizes the importance of personal connection in business dealings and introduces herself as a consultant who assists women in growing their consulting practices. Jane shares her background of working with large organizations like IKEA, Lego, and Rio Tinto, helping women navigate the complexities of entering such organizations and determining pricing strategies for their services. She then introduces Mandy Napier, a high-performance mindset and executive coach, with over 15 years of experience in helping individuals break through limitations and achieve extraordinary results.
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Mandy Napier discusses how she ventured into coaching after facing personal challenges in her life, particularly related to physical setbacks in her athletic career. She recounts her journey into personal development, which began with Hawaiian philosophy and massage, leading her to neuro-linguistic programming (NLP). Mandy describes a pivotal moment during an NLP course where she experienced a significant breakthrough, realizing the effectiveness of the techniques in personal transformation. Motivated by her own experiences, she became passionate about helping others overcome obstacles more efficiently.
Jane Anderson inquires about the coaching techniques Mandy applies with her clients. Mandy explains a foundational technique called the "decision destroyer," which focuses on shifting limiting beliefs that hinder progress. She emphasizes the role of beliefs formed in childhood and the importance of addressing subconscious patterns to achieve success. Mandy discusses her work with high-performing business professionals, entrepreneurs, and athletes, helping them overcome fears of failure, communication challenges, and work-life balance issues. She highlights the importance of clarity, confidence, and consistency in achieving desired outcomes.
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Jane Anderson asks Mandy about the common challenges her clients face. Mandy identifies fear of failure, communication difficulties, and work-life balance issues as prevalent issues among her clients. She emphasizes the impact of self-doubt and perfectionism on performance and discusses the importance of addressing mental and emotional well-being alongside physical fitness. Mandy introduces the concept of aligning three intelligences – head, heart, and gut – to make better decisions and enhance performance.
Jane Anderson explores the primary needs and categories of clients Mandy works with. Mandy emphasizes the importance of mental and emotional health alongside physical fitness, particularly addressing anxiety, stress, and self-imposed pressure. She discusses her coaching programs, which primarily involve one-on-one coaching sessions tailored to individual needs. Mandy also mentions her experience in speaking engagements, training sessions, and educational workshops for various sectors.
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Jane Anderson acknowledges Mandy's leveraged expertise in coaching and discusses the range of services she offers. Mandy elaborates on her coaching programs, including shorter-term intensive programs and longer-term accountability-focused programs. She emphasizes the individualized approach to coaching and mentions her experience in delivering training sessions for teams in different industries. Jane acknowledges Mandy's extensive experience and leveraged intellectual property in the coaching field.
Mandy discusses the versatility of her intellectual property (IP) and its delivery across various platforms, such as workshops, conferences, coaching sessions, and writing. She expresses gratitude to Jane for assisting her in refining her content format. Mandy mentions her ongoing project of writing her second book, aiming to reach a wider audience.
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Jane inquires about the significant lessons Mandy has learned in her coaching practice over time. Mandy reflects on her initial tendency to pursue various avenues in her business, seeking variety but realizing the importance of consistency and focus. She emphasizes the value of sticking to a consistent approach to refine skills and convey a clear message to clients. Mandy acknowledges the need for strategic planning and highlights the importance of finding support in areas where one lacks expertise or natural inclination.
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Jane and Mandy discuss the necessity of strategic planning and support in business development. Mandy shares her insight into the benefits of having a complementary support system, particularly someone who excels in detail-oriented tasks and technical aspects. She emphasizes the importance of simplicity and focus in marketing strategies, cautioning against the temptation to engage in multiple activities without a clear strategy.
Mandy reflects on her past experiences with marketing strategies, acknowledging the challenge of finding a balance between experimentation and strategic focus. She highlights the concept of "spray and pray" marketing, where individuals engage in various activities without a clear strategic approach. Mandy stresses the importance of strategic clarity and advises against succumbing to trends or peer pressure without a well-defined plan. She underscores the significance of finding strategic partners, like Jane, who can provide clarity and focus in business development.
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Jane and Mandy discuss the process of embracing change and personal development in business growth. Mandy emphasizes the necessity of continuous learning and self-awareness, particularly in overcoming ingrained habits and patterns. She reflects on the transition from a high-achieving mindset to one focused on flow and ease, highlighting the importance of slowing down to recalibrate and adapt to changing circumstances. Mandy encourages listeners to prioritize personal development and authenticity in navigating the complexities of business growth.
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Jane seeks Mandy's advice for women aspiring to enter the consulting field or expand their existing practices. Mandy emphasizes the importance of aligning passion with skillset and serving clients with authenticity and value. She underscores the significance of listening to clients' needs and maintaining a focus on delivering tangible results. Mandy advises aspiring consultants to prioritize their own professional development and self-awareness to overcome obstacles and achieve success.
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Jane commends Mandy for her inspirational insights and encourages listeners to follow her work. Mandy shares her website and invites listeners to download a sample of her Mindset Essentials Toolkit for free. She also provides information about her presence on LinkedIn, Twitter, and Facebook, including a Facebook group called Winning Mindsets. Jane concludes by inquiring about Mandy's upcoming book, "Rewire," focused on neuroplasticity and personal transformation, expressing excitement for its release.
Mandy provides an update on her book-writing progress, mentioning her goal to submit it to the editor by the end of June, with a buffer for potential delays. She expresses her mission to reach and transform more lives through her upcoming book. Jane expresses excitement and encouragement for Mandy's book release, urging listeners to visit Mandy's website and sign up for her newsletter to stay updated on the book's launch. Mandy expresses gratitude for the opportunity to share her insights and experiences, thanking Jane for the engaging discussion.
Full Show Transcript:
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Hi there, my name is Jane Anderson and this is the Jane Anderson Brand New Show. It's the podcast for experts who want to have greater impact, influence and income for their businesses and careers. As experts, we know that people buy from people and work with people who they know, who they like and who they trust.
So I'm so glad you're here because it's that time again now to really amplify how you show up in the world. Hi there and welcome to the Jane Anderson Show. I am so thrilled that you are here and to be able to share with you the interview today with our very special guest.
But before I do a little bit about me, so I have my own consulting practice. So I've worked with large organizations for the last 20 years and now I help women who have consulting practices to help them to grow theirs. So some of the people we've worked with, well, I've worked with IKEA, Lego, Rio Tinto and for a lot of the ladies that I work with, they often are trying to work out, well, how do you get into these organizations and how do they understand how to buy you and how do you price your programs and should I sell coaching or should I sell training?
So there's all that myriad of questions and my absolute obsession is helping them to be able to create this life of fun, freedom and that fulfillment in their work so that they can really live that life of choice. And so today I'm interviewing someone who I wanted to introduce to you. So our special guest today has over 15 years experience as a high performance mindset and executive coach.
She has helped thousands of people break through, clear their limiting programs and transform the ordinary into extraordinary. She has worked with entrepreneurs, leaders, high achieving business professionals and athletes to help them gain clarity, confidence and build consistency in all that they do. She's known for getting to the core of their problems, having a pretty no fluff type of approach and being obsessed with getting them results.
Her experience is in life, so she's represented Australian ultra distance triathlons and competing at the grueling Hawaiian Ironwoman Championships. She spent six years traveling the globe, mostly in solo adventures. Her former career was managing and leading a sales team to really lead and excel in their targets and her clients often refer to her as the mindset alchemist and she is known for her persistence and determined nature.
Please enjoy the interview today with Mandy Napier. Welcome Mandy. I am so thrilled that you're here today, Mandy.
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Thank you so much for joining us. So first of all, you have an amazing practice. Tell us all about it.
How did you get into it?
[Speaker 1] (2:56 - 3:03)
Cool. Thanks, Jane. Well, how I got into my practice, it's mindset for success is probably from what happened to me in my life.
[Speaker 2] (3:04 - 3:04)
Right.
[Speaker 1] (3:04 - 3:57)
Long story short, I made a bit of a mess of things and I had to stop my sport because of physical challenges. And when you're an athlete, you just want to get out there and fix it, but nobody could fix me. So I realized I created my situation.
So it was on healing myself and very selfish, trying to sort myself out and get back into sport that I realized that I was the problem. And I got into personal development, which started with Huna philosophy and Hawaiian massage. And then my light bulb moment came when I did, didn't even know what it was in those days, a neuro-linguistic programming course and a technique that I did, I got a light bulb moment and it pulled all my experience together.
And I knew at that moment that this stuff worked and I had to get it out to other people so they could change in far less pain and time than it took me.
[Speaker 2] (3:59 - 4:02)
We teach what we've had to learn, hey?
[Speaker 1] (4:02 - 4:15)
Yeah. Before that, I thought I'd learned my lessons on the lava fields in Hawaii. I thought I knew what it took, mindset, grit, but obviously there was more for me to learn to really get it.
And I'm still learning today, of course.
[Speaker 2] (4:15 - 4:27)
Wow. That's amazing, Mandy. Okay.
Well, now we're intrigued. What is the technique? What is this process?
So you apply what you've learned, you've gone on and applied that with your clients, is that right?
[Speaker 1] (4:28 - 5:54)
Absolutely. And the first technique for me after many, many trainings was actually what I think it was called a decision destroyer. Everything in life is energy and we run patterns and habits and unseen.
So the power of the unseen, and we all have beliefs that shape our life today. Most of our beliefs, which I learned, we pick up by the age of nine. So unbeknowing to me, but sort of knowing to me, I had this little voice in my head sometimes despite representing Australia in sport and traveling the world on my own, when I came to learn new things, you went, oh, you're a bit weird.
You can't do this or you're not good enough. And then I later learned we all have it. So literally during the process, I could feel the shift of energy and it was just this big cloud of this heavy, you're not good enough lifted.
And I saw through it and created a new belief and so hard to explain. But in that moment, yeah, a light bulb came and that is one of my foundational techniques that I use with many of my clients because I know it works and I've seen the results in my clients. I have such intention around it that we usually get great results.
And of course, there's many other techniques that I do with my clients to help them transform the energy of a thought, an old feeling, anxiety, stress, or an old belief that's holding them back from their level of success.
[Speaker 2] (5:55 - 6:01)
Amazing. So tell us a bit about the type of clients that you work with, Mandy. Who do you pile this with?
[Speaker 1] (6:02 - 6:54)
Sure. So over the years, I guess when I started, I worked with anybody and everybody like 16 years ago, and that's evolved now. A lot of my clients today, Jane, are what I call my high performing business professionals and or entrepreneurs, or they may be leaders.
They've already got a pretty good level of success, yet they know that they're holding themselves back in some capacity. Perhaps as you work with women and we all know about the imposter syndrome, but the biggest challenge that I find with my high performers is they either have a little doubt about themselves and they're very hard on themselves and that creates immense pressure and stress. So I help them clear that.
And I also work with a sprinkling, not many, but a few athletes to help them prepare themselves for performance and keep their mindset and emotional state in good condition.
[Speaker 2] (6:55 - 7:13)
And when they come to see you, Mandy, what are the type of challenges that they might say they're experiencing? Is it that they're not putting themselves into a situation where they could be scared that they're going to fail or they're scared that, like you said, they're not good enough or what are the things that are happening for them?
[Speaker 1] (7:14 - 8:11)
Yeah, quite often it's that fear of failure, fear of being seen and making a mistake. So that's probably what holds people back the most. And then I get a lot of, it's amazing how many people have a little bit of a fear of confrontation or conflict.
So communication, they, for whatever patterns they have, they don't like perhaps disciplining their staff or speaking up or making tough decisions in the workplace when it involves other people. That's a big one. And the other one that I find quite massive is I guess you could call it at the base level that work life equilibrium.
They are so fixated on achieving and being responsible for everybody and everything and getting results that they often forget to put themselves first, which means they don't always have great habits, healthy habits and habits of discipline in their practice too.
[Speaker 2] (8:12 - 8:34)
Right. So Mandy, we've worked together for a little while and we talk a lot about the type of currencies that people work with. What's the big currency that your clients are working with?
Is it confidence? When they've got the mindset to be able to achieve the things that they're most afraid of, what business are you really in, is often what we ask.
[Speaker 1] (8:34 - 9:05)
Yeah. Look, on the high level, I guess it's empowerment, but that doesn't mean so much for many people. So I call it my three C's, the circles of success.
It's about getting clarity, so when you're clear about what you want. You can see the path forward and take action. It's about building confidence.
We all need more confidence to have the courage to take the next step, make decisions. And the other C is about being consistent.
[Speaker 2] (9:05 - 9:06)
Ah, okay.
[Speaker 1] (9:06 - 10:03)
So clarity, confidence and consistency, which also map to, which I won't go into, but they map to our three intelligences that we have and our three major areas that we can change. So those are the... Actually, tell us what the intelligences are.
Yeah. So we all know we have this brain in our head, which gets us into a lot of trouble and it does amazing things. As well as our head brain, we also have a heart that is its own intelligence and a gut brain.
So quite often we overuse our heads and we forget to tap into what we really want, what we desire. And then our gut, which is the seat of our identity and action, we forget to engage our gut or we make it work too hard that we get nervous and we just feel resistance to taking things. So a lot of my work is helping people align their three intelligences and then we can make better decisions, wiser choices and feel more aligned in everything that we do and elevate our performances.
[Speaker 2] (10:03 - 10:42)
So this is fascinating work, Mandy. Mindset is this whole competitive advantage, isn't it? With coming through COVID, that's been a big one.
I'm imagining that you've done quite a bit of work with people coming through that time is how do we get through this? Then the other categories we think about, we're talking a bit about relevance in the market is you've got the mindset, say, from a leadership perspective, but then the biggest emerging category is the wellness category in areas of expertise. Your practice is really aligned with a number of categories, isn't it?
What other categories do you notice that you're sort of brought in when people are thinking about working with someone like you?
[Speaker 1] (10:43 - 11:30)
It's very much the health and wellness. Health is probably my top value and I've always done sports and exercise and health has been my number one. So a lot of people that work with me know that their habits are not very helpful.
Let's say they're eating or they're drinking or they're time out, but it also extends to what I call our mental health, which is such a problem these days and mental health are thoughts we stressed. So I help a lot of people with a lot of anxiety and stress and pressure that they put on themselves, which ultimately causes us dis-ease and health. I've lived through it.
So very much mental and emotional health as well as physically being fit and capable. Very, very much the mental health at the moment.
[Speaker 2] (11:31 - 11:48)
And Mandy, for those who are listening, they're thinking about, OK, so what does Mandy's sort of programs look like? How do people buy you? Is it a mix of the modes of delivery?
Is it speaking, training or is it just coaching? What sorts of how do you deliver your expertise with your clients?
[Speaker 1] (11:49 - 13:00)
Sure. The one that I went back to, especially over COVID, is my base skill, which is coaching, working one on one. While I've done groups, there's a lot of people that say how powerful they are.
Everybody is unique. And I truly believe that when I can give one on one help to people, I can help them see what they can't see and tailor make the tools and techniques that I use to specifically help them get the results they need. So I have a few programs.
Generally, my base one is a 12 week program for people that want to get results now. That's about equally as popular as my six month program where we have that longer accountability and sustained contact. But having said that, many clients might start on the six months, but I've got clients that I've worked with for many years because change and growth.
And I do speak as well. I've done quite a bit of training, I guess, and educating in the education space for teachers and also for financial sectors. And a couple of big companies that I work with, I train their teams so that the team is functioning optimally, as well as the boss.
[Speaker 2] (13:01 - 13:20)
I love it. It's great, you've got really leveraged IP, haven't you? Because you've been working in this space for a while, but you've got so your IP is delivered.
You take a piece of IP and you might deliver that in a workshop or a conference. And then you're able to say, you know, if it needs, that's the framework that it provides for your coaching program.
[Speaker 1] (13:21 - 13:44)
Yeah. Yeah, that's right. And I have to give you a big thank you for helping me put it all together in a better format, which is fabulous, because as you say, you take a piece and I can speak about it or I can one on one coach and I can write a book, which I have one already, but I'm doing my second book at the moment, which I want to really get out to more people.
[Speaker 2] (13:45 - 14:02)
Right. And Mandy, you've had your practice for some time. You've been delivering these programs in the modes, obviously, that clients are able to buy you.
You're in a category that I understand how to buy, particularly now. What have been the biggest lessons learned that you've had in your practice over the time you've had it?
[Speaker 1] (14:03 - 14:53)
Yeah, well, I've had so many, I think first and foremost, I'm somebody that likes a bit of variety. I know I'm not alone in that. And when I set my practice, I think I did a bit of everything in my training.
I was told I should write. I did hypnosis seedings. I wrote a book.
I got on social media when it was new and I just did so many things that I splattered myself a little bit. So I think a lesson that I've got is I used to think that doing the same thing was a bit boring years ago, but now I realize I got that totally wrong. Doing the same thing allows you to craft your skill and improve and get a consistent message out to people because quite often you've got different people listening to you.
So I think I take that one a lot more seriously than I did when I first set my business up. Right.
[Speaker 2] (14:53 - 15:11)
OK, so in terms of the focus of what you've got to deliver and planning on that delivery. So if you had your time again, Mandy, when you reflect back, is there anything you'd do differently or change that you would do differently or earlier? Absolutely.
[Speaker 1] (15:11 - 16:08)
And I didn't know this when I set my business up, Jane, but if I could go back now with the wisdom and the challenges and the learnings, I would do my utmost to find a person who is the opposite of me. Someone who has a lot of detail, loves technical things, would love to log all my content and catalogue it, would like to market me by writing the words and doing all that side of it, but has no skills in what I do and has no desire to be seen in the world. So it would be that brilliant support person that can take a lot of time with software, technical challenges and organise me because the detail isn't my natural forte.
So that's what I would do. And I would stick on my desk, less is more. Yeah.
And slow down, slow down to speed up, which I teach a lot now, but I certainly didn't embrace that when I first had my business.
[Speaker 2] (16:09 - 16:21)
Right. Such valuable lessons, because it can feel like you're just trying to work out what will stick, throw it all. In a lot of ways, you kind of got to get through that to see what works.
But it's pretty exhausting, isn't it?
[Speaker 1] (16:21 - 17:15)
It is. I think I heard from, might have been you or someone a long time ago, you can call it splattering. Marketing could be splattering, not strategic.
And I think when social media was quite new, I think, in my business, and I thought I should be on it. You should get on Twitter and you should have a YouTube account and you should go on Facebook. So you do a bit of everything.
And all you do is you splatter. I think they call it spray and pray. Spray and pray.
Spray and pray it works. Although I thought I had a bit of a strategy, it really wasn't clear. And again, if I could put the clocks back, I would probably wish I'd found someone like you earlier, who is so strategic and organized and has this complete clarity and focus that it's like you just do this and this.
To put all the ideas out and distill them into small steps for a clear pathway and let a lot of stuff go.
[Speaker 2] (17:15 - 18:07)
Yeah. Thanks, Mandy, because I know I was the same. I was like, OK, when I started my practice many years ago, I thought it was all about SEO because that was what my friends were doing.
And I was like, oh, I didn't do SEO at uni. I did all this before the internet. I did my degree when the internet didn't even exist.
Things change. But you're right. It can be easy to pull into going, oh, I'm missing out because this person's saying to do TikTok.
Should I be doing TikTok? I don't want to be left behind. This person's doing this thing.
And particularly there's so much change, it's easy to get pulled in, isn't it? But to try and when you can get to a point where you can distill down and go, you know what, I just do one to three sort of marketing activities that work well and lean into those. And that's a really nice feeling when you start to see which ones work best, isn't it?
[Speaker 1] (18:07 - 18:45)
Oh, it is. And I think we have to realise that we might read about these success stories of people that went from rags to riches. But in reality, with everyone I've worked with, the books I've read, there is no easy path to success.
It takes a lot of change, a lot of uncomfortableness, a lot of great moments. And as long as we're learning as we go, we'll get there. How great it is to get there with a little bit more flow and ease rather than struggle and stress and trying to just do too much, which sometimes comes from our patterns of being high achievers and that drive, which can be unhealthy too, as I'm well aware of from the past.
[Speaker 2] (18:45 - 20:07)
That's a really valuable point, Mandy, is a shift that sort of happens in your practice. If you're a high achiever and you've been work, work, work and go hard, there's a point where the practice shifts and that you go, actually, it's now sort of growing on its own. All that work is shifted.
You can actually pull the days back a little bit. It's nice to kind of be at that point, but sometimes it's a recalibration that sometimes can happen to go, hang on, it's actually working. We can slow down.
-
Mandy, for those who are listening, there's some that are listening to you and you are so inspiring. You have, I think, one of the dream practices that for those particularly who have, I think there's some who have gone, how do you make wellness, because they might have had a wellness practice that have been B2C and thinking about how you make the move to B2B because it's kind of like the one, the people that I talk to, they go, oh, that's kind of like the Nirvana of how do you get over there to be able to generate different, another revenue stream? And it's not just B2C. But for those who are listening, some of them are thinking about starting their consulting practice and being able to go into corporate.
Some of them want to do, say, work with high performers and executives who are trying to get their edge. What advice would you have for those women who are listening, who are either thinking about starting a practice like this or perhaps are trying to grow one?
[Speaker 1] (20:08 - 21:56)
I think the first thing that people really need to think about is what rocks their boat, what drives them. You've got to, this is where you've got to come down to your heart and be honest and authentic with yourself as to what do you really want to do, what excites you and what skills do you have? You know, what have you been through in your life that you can honestly teach to someone else?
And then within that context, you've then got to be very focused on serving your clients, not looking at it as a transaction of, oh, I want their money. It's how can I serve my clients the best and keep your focus on how do you get them results? It's me.
I set my business up before the Internet, I think, when we very much, I went, if I can help my clients get magnificent results, I can create a referral business. And that bit hasn't changed. We have to consider other humans and we have to be really open to listen, because in this busy world, a lot of people don't really listen.
We must be totally present with our clients and remove all our own stuff, which takes a so that we're totally present and connected to our clients and come from a place of service. How can I give them magnificent value? And they will give you value in exchange of some type of money.
So I think that's the first and foremost one. And then you have and I know I teach this, but I truly believe that people must invest in their own personal development. We get in our own way of everything.
And as you invest in yourself, your old patterns are going to contaminate your forward path. I know that without a doubt. So we must keep ourselves clean and become as aligned and true, authentic as we possibly can.
[Speaker 2] (21:57 - 22:25)
Great, great advice. So magnificent value and really focusing on nurturing your clients. And then the second one is really about continuing your own professional development.
Yeah, it's always the blind spots, isn't it? We're just always trying to become more conscious and aware of what we're doing. And often as we're growing, we haven't been in these situations before, have we?
So we'll default back to those patterns or what's familiar, which has obviously served us well.
[Speaker 1] (22:26 - 22:31)
And that's the problem. We are creatures of habit and we fall back into habit mode.
[Speaker 2] (22:32 - 22:32)
Right.
[Speaker 1] (22:32 - 23:39)
Forty five to ninety five percent of our day we operate. So most people in reality are trying to create a new future from their past because our thoughts become habits, our emotions become memorized and become habits. So we fall back into it.
And unless someone can help to see what we can't see, it's very hard to see what is unseen. Yes, so very, very much so. And if I can just quote a really big fan of Joe Dispenza, but he says this neuroscience research proves that ninety five percent of who you are by the age of thirty five years old is a memorized set of behaviors, emotional reactions, unconscious habits, hardwired attitudes, beliefs and perceptions that function as a computer program.
So by the age of thirty five, most of how we operate is from our past. Right. And habits are unconscious.
So unless we become aware and we get someone to help to see our blind spots, most people will never achieve quite that level of success that they want. Yes.
[Speaker 2] (23:39 - 24:20)
Yeah, that's such great advice, Mandy. And I think for all of us is the world's changing so fast and trying to work out how we navigate through all this and the speed of it is being able to work out. Well, the more aware we are, the more we can adapt and the more we can really achieve the practice and the lifestyle and the freedom and the fun and do all the good stuff in the work that we're put here to do.
You're a great example of that. You're so inspiring. So, Mandy, for those who are really interested in the work you're doing, where would they be best to go?
Where would you like them to head off to or if they want to follow you, what are they best to do?
[Speaker 1] (24:20 - 24:55)
Sure. The first thing, probably if they go to my website, which is www.mindsetforsuccess.com.au There's a button right at the top where everybody is welcome to download a sample of a few tools I use, the Mindset Essentials Toolkit, and that's free for everybody. And then, of course, they can find me on LinkedIn, sometimes on Twitter, but mainly LinkedIn.
And I'm on Facebook and I do have a Facebook group called Winning Mindsets, where they're more than welcome to come and join me.
[Speaker 2] (24:56 - 25:09)
Oh, great. Facebook group's Winning Mindsets. Yes.
Fantastic, Mandy. Thank you so much for jumping on. Now, the other thing I need to ask you about is your book.
You're going to be writing your book. What's happening with that?
[Speaker 1] (25:09 - 25:46)
Good. Well, my book is called Rewire, which is what I want to get out to the world with neuroplasticity and all of this research we can change. So I want to show more people and help more people how to change themselves to get better results.
So my book, I'm aiming to have it written at the stage when I will then get it to the editor by the end of June, trying to get it done before that. But I've given myself a little bit extra time as there's other things. Yeah.
And then my mission is to get out there with a book and see how many more people I can help transform their lives.
[Speaker 2] (25:46 - 26:14)
Fantastic, Mandy. Well, we are cheering you on and I can't wait to see the book when it comes out. So for those who are following, jump on Mandy's website, go to mindsetforsuccess.com.au Sign up for Mandy's newsletter. I read it every single week. It's fantastic. So jump on and you'll pop on there, no doubt, when the book is coming out.
So we look forward to reading that as well. So thanks so much for joining us today, Mandy. We look forward to hearing more about your own.
[Speaker 1] (26:14 - 26:24)
Success in the future. Good. Thank you, Jane.
It's been a real pleasure. You invited me on here and thank you so much. Yeah, it's been a really wonderful half an hour or so with you.
