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How to Develop a Money Mindset - Page 2

I've read that you have to spend money to make money, but, like most therapists, I just don't believe it. Anyway, I'm not Donald Trump: I'm just a good clinician. Why isn't that enough? Why do I have to spend more money? Didn't I spend enough in graduate school? It seems crazy to have gone through all those years of training only to end up here: scared, risk averse, confused, and unsure what to do next to grow my practice to the point that I can provide my family with even a middle-class existence. Retirement, college education, health care costs—my head is swimming with fear and doubt. Above all, I'm deathly afraid of making a financial mistake that I'll regret, of feeling foolish, inadequate, and unsuccessful. So while I hoped to get some good marketing tips at this seminar, I didn't expect to come face-to-face with deep-down, primordial fears about spending money.


Meanwhile, the room is buzzing with anticipation. Snapping out of my fearful reverie, I hear the Village People's "YMCA" blaring through the sound system. People are clapping and standing, and a short, thin, bearded man dressed in black bounds to the microphone to loud applause. He starts off saying, "Hello my name is Jay, and I'm the head of Overachiever's Anonymous!" The crowd roars and we are off and running.

This guy evokes hope and admiration. Two people rush to the stage to give him personalized, expensive gifts in thanks for how much he's helped them. I quickly get it: Jay Abraham is the Babe Ruth of small-business marketing, famous for making millionaires out of many small-business owners. He has a fascinating background: in his twenties, with no formal training in marketing or business, he discovered an uncanny ability to think out of the box, and began consulting with small businesses. His unorthodox methods often led to massive improvements in people's businesses, and his fame quickly spread. During the past 25 years, he's worked with more than 10,000 clients in 400 industries worldwide, from one-person enterprises all the way up to huge companies, like Federal Express, CIGNA, General Electric, IBM, Merrill Lynch, and Microsoft. He's written only one book, and a small one at that, Getting Everything You Can out of All You've Got, produced almost as an afterthought to his seminar and consulting work.

He's the consummate workshop leader: charismatic, charming, witty, brilliant. Unfortunately, he could also be the head of Attention Deficits Anonymous, as his out-of-the-box mind jumps from one tangent to another, frequently abandoning his original point—this isn't the kind of organized, point-by-point workshop presentation I'm used to. Dipping and swooping through his material, he covers only about two-thirds of his printed agenda, and much like a Robin Williams stand-up routine, allows plenty of room for improvisation.

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