General Consultant Discussion

**Work Less, Make More Money** by Ed Kless and Ron Baker While many of us have attended one of their Value Pricing sessions in the past, we are creatures of habit and changing our mentality is challenging. Even if we KNOW what we need to do, DOING it can be difficult. Watch this video if you doubt it: [The Backwards Brain Bicycle](https://www.youtube.com/watch?v=MFzDaBzBlL0). One of the takeaways Knowledge does NOT equal Understanding. We've been working with Ed to focus this workshop on getting to the ""next level"" of using Value Pricing. The goal is to provide practice on this ""Backwards Brain Pricing"" thing so we can ride it better. Working with Ed and Ron and their experience with similar situations we plan to: Share our experiences in trying to make the switch. Where are we struggling? Where have we been successful? Bring two or more pricing proposals (projects and/or support agreements) we are currently working on, have recently worked on, or would LIKE to work on. Ed and Ron along with the group will guide us in preparing it. (One of Ed's beliefs is, ""Never price alone."") I thanked Ed for his time in the discussion and he promptly corrected me: ""You can thank me for my knowledge or my presence but NEVER thank me for my time!"" I have a long way to go... Hope to see you in San Diego! Remember, Early Bird Registration ends Monday! Register here: [MotM 2016](https://www.eventbrite.com/e/meeting-of-the-minds-2016-tickets-19310588490?access=socialcast)

If nobody has an example I will volunteer my support agreement to be analyzed and reviewed. I believe strongly that the concept of recurring revenue is one that everybody should be focusing on for the future. The only value our practices have is whatever source of recurring revenue we've managed to create. The more your source of revenue can be independent of a publisher - the better. The only way I was ever able to make ANY of this work for me was advanced preparation. If you go into a customer or prospect meeting and plan to ""wing it"" or ""maybe try value pricing"" --- good luck. You cannot do this successfully unless you spend time thinking about what your strategy and plan is going to be. BTDTGTTS.

I loved the video. One point of thinking differently is recognizing that different does not mean better. for example, subscription pricing might make our practices more valuable, but the trick is to the value in the prospects eyes, because everyone can do the math and show how subscription ""costs more"" in the long run. The value in the subscription is not provided by the publisher, but by the service provider that bundles the subscription with the services to keep the software updated and maintained. The software is the same no matter how you license it and the time value of money does not tell the whole story!

Thank you for sharing this video. It makes me think about a lot of things. Among them the only constant in the world is change. There are several things that we may be better off if we unlearn and learn a new way. There are a few thing that we should never change. Always do what is best for the customer. This one I will not compromise on.

Just a reminder that today IS the last day to register at the Early Bird rates. Come for **Work Less, Make More Money** for $675, come for **MotM** for $575, OR come for **BOTH** for only $875! But tomorrow those rates go up. Don't miss out!!!

I don't think anyone that has participated in a session with Ron Baker and Ed Kless would not provide an endorsement for your attendance. You might not agree with everything they say at first blush but you will think about things differently and we could all use more of that. If you have not made the commitment to attend, do it now.

An important thing to remember - these types of classes teach skills that apply no matter what accounting system or service you are selling.

One goal of the 2-day workshop is for each student to leave with at least one very clear step to take in moving further down the Value Pricing path. It is a hard thing to change your thinking about, but it also doesn't have to happen all at once. (I'm not sure it ever does.) We don't expect this to just a lecture course.

Finally had a moment to watch the video. VERY thought provoking............

The Meeting of the Minds agenda is well documented and distributed. What is the schedule for the pre-conference training?

Sorry everyone but the Work Less, Make More Money pre-conference session will be from 8am to 5pm (or so) with lunch provided.

Just so everyone is aware, Ron will be running the show tomorrow morning as Ed rearranged his flights so he could fly in tomorrow morning then stay for Friday morning's session before flying out later Friday. He will be here sometime tomorrow.

Couple of things - new to the group and first time attending MOTM - so these questions may be answered somewhere else, but please be kind and bear with me. 1) In which rooms will we be meeting for the pre-conference sessions? I asked the nice lady at the front desk and she had no clue. I assumed I would be downstairs early and just follow the herd, but probably should ask anyhow, and 2) Who else is here already? I know there was a Meet & Greet for the Thursday group, but what about a pre-Meet & Greet? ;-) I will be downstairs for the reception @ 5:30PM for a snack and a drink if anyone wants to join. Looking forward to meeting you for the first time IRL.

Hi Brandon and welcome to MOTM! I believe the Work Less, Make More Money sessions will be on the second floor in the Monterrey room but @JimWoodhead is the man to ask. As for a meet and greet tonight, I'm here and will look for you downstairs!

The session is in Topeka FYI