(Transcribed with A.I. Some errors may appear.)

Hey, everybody, it's Scott Sandland from Hypnotherapist Live from my outdoor office. Hypnothoughts Live is fast approaching. We're coming up in just a couple days. But this video is about the Census, the survey that I asked you guys to do. And I'm putting this video out before I get all the content out, because I want to give you guys some quick stuff so that we can talk about it in person. There's more data than I could get out quickly, and I want to get stuff out so that we can have great conversations about it. Cool. Cool. So let me, for those of you who don't know what I'm talking about, let me really back up and get a running start on this. So first of all, this is our third one of these. Thank you to all the people who have been participating in these.


00:40

Many of you only know about this one because the last time we did one of these was 13 years ago. We have like this teen year gap or a window of Insights into training hours. Training, training, happiness and satisfaction. How many of you are seeing the number of clients you wish you were seeing, who's making how much money, what is and isn't working for you, et cetera and so on over 15 years. We've got three data sets and it comes out to about 3,000, 2,700 people. Hypnotists responded. So we've got about 2,700 of us, which is a representative number. And I'm going to get into quotes and subjective stuff later, but I want to give you guys a couple big Insights that I'm seeing. I didn't just run all the data from this year's Census.


01:32

I actually created a comprehensive a report, make infographics and websites on this. And you know how cool it is to do stuff with AI now. And you guys know I'm a super AI nerd already. Some really good stuff for the machines are doing some really cool analysis that I've been looking at as it's being put together. And there's a few things I want to share and talk about. We went from one in 25 Hypnotherapist making six figures to one in five Hypnotherapist making six figures in the last dozen years. And that's cool. The report adjusts for inflation and we talk about that too. But still, going from 1 in 25 to 1 in 5 means we have learned how to build a business and how to build a career.


02:17

There's still way too many people making under 30 grand and there's still way too many people seeing under five clients a week. And there's still way too many people seeing not as many clients as they wish they were. Those numbers as percentages, income's gone up, but the other ones have not changed meaningfully. Another thing to notice is that we're charging high numbers. We're charging professional rates pretty consistently. That's cool that's not the lever we need to pull. There's this, and I'm not at all surprised by this, but I love how clear it makes. It separated people who are, by their standards, succeeding and by their standards failing. So are you seeing enough clients to make a living? And are you seeing as many clients as you wish you were ish? Those people making six figures and seeing as many clients as they want?


03:08

I pulled all their answers aside, and then I took all the people who were making less than $25,000 a year who want to be doing a lot more and are struggling, and I took their answers and I compared those ends of the bell curve because obviously there's going to be those contrasts, and it made it very glaring. And then when I zoomed out, this became true everywhere. The people who are succeeding have figured out how to make it easy on themselves. And the people who are struggling aren't lazy. They're actually working way harder at the wrong stuff. This isn't a revelation. I don't think in and of itself. I think that feels true for a lot of us. I remember I used to say, building a practice is a hell of a lot harder than having a practice.


03:55

And that's what I would tell my students. I was like, well, you're building a practice that's a lot harder than what I'm doing. Like, I'm just running a successful practice. That's great. The data supports this. And I want to talk about why. People who are struggling are putting too many resources into marketing too soon. They're investing that resource before they have all the other things that make that work. And. And the reason that's happening is not their fault. The reason they're happening is much more interesting, which is we have gotten really good at teaching technique. And the data shows this. When you look at satisfaction with your training, really high numbers, general impression of the training of your peers and colleagues, really good numbers, your readiness to work with clients, high numbers.


04:49

And then your ability to run a practice, low numbers, you go from like 90 to like 55 ish. Again, we'll publish the numbers. You go from like 90, 91 to like 55 ish. 57 Ish, something like that. That drop in. I totally know how to work with clients. I totally know how to hypnotize people. Cool. Do you know how to be like a clinician and run your private practice? No. Because you're really good at learning technique and you're really good at being taught technique and we're really good at transmitting technique. Cool. Let's celebrate that as a win and then talk about the missing piece. And we're wrong about what to call this and this really matters and the data supports this. What a lot of people think is you have to go from that to businessman.


05:34

You're in now you're an entrepreneur, now you're a marketer. And now you gotta learn that is the gap that we're asking people to take. And there's a big piece in the middle that all the other helping professions don't skip. And that is ongoing clinical support for your first couple thousand hours of client sessions. So internship hours, residency, clinical supervision, mandatory free clinical hours, all these things and all these other areas, even coaching that has really come on after us has minimum for certification in coaching. They have at least 100 hours of supervised coaching. And, and what all that means is it's not just enough to know how to put up a Facebook ad that converts. It's not just enough to hypnotize the person effectively and walk through the process well and do a meta pattern, Ericksonian language pattern.


06:38

They stopped smoking before they closed their eyes. You did it. Cool. Great. There's another and you know how to charge and get them on a drip campaign. Cool. There's another piece that's actually being a therapeutic practitioner of actually running a practice as a professional and what all that is. So that's. How do you tell a client the truth without over promising but also giving them context. How do you deal with clients if their progress is stalling? How do you, how do you deal with a client who has a spouse who doesn't want them seeing a hypnotist and they're fighting about you? How do you work with referring professionals who are sending you clients for the wrong things? How do you do all these things that are just the stuff you learn along the way that you're supposed to learn along the way?


07:26

But what if you had somebody who had already learned that walk you through it and walk you walk with you through it. And what if that was built into your expectations for what your career is supposed to be? Because right now you guys are finishing a 300 hour training that you're super satisfied with in all your demos have gone well and all your practices have gone great. And then you go out into the real world and you're like, yeah, but I don't know how to put up a shingle. And they're like, you need to learn how to be a business person. And I say, there's another piece. And what we've seen in the data is that the people who are chasing what's wrong, and they're doing it out of insecurity because they're expecting something else, are suffering and struggling.


08:16

And the people who are able to kind of zoom out, stay calm and have a big picture idea of the crawl, walk, run of being a hypnotherapist. You know, the data is also for people who are doing other kinds of work that aren't just clinical. I talk about clinical because that's, you know, the stuff that I do and have done. And I think it's the easiest way to think about seeing clients to improve their lives. That's just kind of the easier word to use as opposed to entertainment, clinical. So somebody asked me about that. That's why I use that word. Clinical versus entertainment. That's not therapy. Right? There we go. The data is super interesting and it shows that what you guys want is a better you. You want standards, but you don't want regulation.


09:02

What you want is to make sure you know enough. Like you want a container that says, this is the stuff you should know and let us help you get there. It's what you guys are overwhelmingly saying over the last 15 years is you just want a little bit more structure, a little bit more handholding, and a little bit more training wheels at the beginning. That's what the data shows. And the people who get that tend to succeed. So the people who get the right mentor, not the people who get a mentor, the people who get the right mentor tend to succeed. I'm going to be sharing more, but I want to get this out because I think this is a real interesting thing for us to be talking about. It's not anti marketing, it's put where marketing goes in the sequence.


09:43

And a lot of people are trying to become well known before they should. And some of them fail because they're not ready to get well known. And some of them get well known and they become a flash in the pan or they just make more people aware that they're not ready. There's a reason the order of operation Makes sense. And there's things you shouldn't rush. As I said at the hypnosis convention I gave a closing keynote, I was talking about this kind of rushing and I said, you know, nine women can't make a baby in a month. But we have to look, let things develop at the speed that they're supposed to develop without rushing them. We don't just throw resources at the problem. These things take time sometimes and not a ton of time, but let them.


10:25

The Hypnotherapist that are successful, they all rely on word of mouth. Most of them do very little marketing and they do some for sure, but by their numbers they're really word of mouth based. So the people who are marketing like when and how to market is an interesting thing that we're going to have to tease out what it looks like high level, you know, I'm just seeing this cursory and the data will prove it or disprove it. But what it looks like is you shouldn't market at the beginning. You should spend time just getting the loops, getting ongoing support. You know, people are doing zoom office hours and things like that now and I think that's a really cool thing for a lot of us. Get that early stage support as you start to get traction, that's when you add marketing.


11:10

And then once you get up and running, you get more and more referral base and word of mouth base and you can have your marketing spend go down and be more strategic. And sometimes you kind of do a boost to kind of get things back up to where you want them to kind of goose it. Just a little bit of a trickle here and there. I'm not a marketing person. What I'm seeing in the data is where people should market is in the, in that middle stage where you already have growth. And until you have that traction, marketing is a waste is what I'm seeing. You guys say for what it's worth, that's I think a handful of interesting Insights.


11:47

Like I said, we'll put together infographics and microsites and whatever the I got the agents working and analyzing and find quotes and subjective things to through lines across the three years and almost or three Census of almost 3,000 of you over about 15 years. The through lines on that data and the consistency on it and the couple positive upswings are cool to see. So that's what I got. Again, thank you guys so much for your involvement in it and let's all work together to share the output, share the feedback. This isn't a campaign generation for me. This is genuinely me wanting to share this information with everybody. I hope it's helpful. I'm sure there are more interesting analyses that each of you guys can do or your bots can do, and. And we're just getting started, but this is us collecting it.


12:39

And if we want to do more of these and get more data, let's all work together to get the data and work with the data to get the outcomes we're all looking for. Cool. Thanks, and see many of you next week in Las Vegas.
Transcribed by https://fireflies.ai/