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MODULE 2

This module has you continuing to think the right thoughts as a way towards seeing yourself as an expert.  An expert has testimonials from clients and referrals from fellow horse professionals on their website and social media.  They also offer themselves as someone who is available to speak to local clubs and horse organizations.  Part of being an expert is having a biography to share through various methods with others, so they can see you as a knowledgeable SI professional before they meet you.  Part of being an expert also involves having quality conversations with potential clients, people you meet at events and even other horse professionals.  After this module you will be able to clearly and concisely articulate what structural integration is and how you do it, as well as have the vital listening skills to connect with others about their real needs and wants for their horses & the goals and dreams they have for their horses.

Authentic Business Lessons 4-6

Lesson FOUR: Becoming an Expert

Now you’re into the heart of the work. This may seem like a lot of homework but in reality, this is exactly what you’ll be doing each week when you have your business up and running – visualizing what you want, working through fears, finding new clients and connecting with them in gratitude. Great stuff! It all gets easier and more natural the more you do it.

Lesson Four is in TWO parts. This lesson covers a lot of territory and begins the work that gets you known as an equine professional. This is how you actually begin creating a successful working practice. One foot in front of the other, doing something EVERY DAY that moves your practice into being real.

Please take these homework assignments seriously, give them the time they deserve. Put your whole heart into doing it. This is how wildly successful businesses are born!

Some students like to print  this letter to follow along with the video.   

VIDEO – Becoming an Expert – Part 1

  1. Ongoing Visualization
  2. The Next Step on Writing your Article
  3. Ride-alongs*
  4. Testimonials
  5. Social Media Updates
  • *Ride-alongs – how to do one and have fun (video)
  • Download the text and follow along with the video

1. ONGOING VISUALIZATION (Do this often)
Think the Right Thoughts

See yourself talking with your perfect client, in your ideal working situation, and experiencing success in business.

Spend a few minutes each day immersing yourself in these thoughts, twice a day for five or more minutes at a time. Cognitive dissonance – what happens when your subconscious notices that what you want and what you have are different. Ah, the universe responds, making the two match. 🙂
Be grateful when you notice any big or small thing that is moving you toward your intent. Be sure you ask for enough, and often!

2. START WRITING YOUR ARTICLE
Follow the Outline

(a) Opening
Describe a situation or problem
Mention your background if it is relevant

(b) Middle
Facts and/or stories that support a solution

(c) Ending
Bring it all together and sum up

(d) Re-read it
Does the article change you in any way?
What did you imagine doing after reading this article?
Is it well written?

(e) Who is your audience?
Just like the Ideal Client homework, who is your Ideal Reader?
Is she likely to read this magazine?

(f) Have you solved a problem for your reader?

3. RIDE-ALONGS: Bringing grace into the conversation

Students said they were scared at first, but after doing two, realized these ride-alongs are geared to helping each other, which it turns out, is really fun. Now you have a relationship and you both are likely to refer to each other. Help each other have successful practices.

Part of developing a relationship is speaking the good that you see. I want you to understand the power of doing that. When you see the good in someone, it helps them also see the good in themselves. Recognizing what IS good about someone, opens the door to seeing even more of that.

Of course you will ask questions about the person’s work and methods and that will certainly be an interesting conversation. Beyond that, look for something valuable in that person and speak it out loud. Let them know you see who they are. Do that every day, as many times a day as you are near people. Animals, too!

COMPLIMENTS: Give a bunch. Be a Millionaire of Compliments. Graciously accept any that come your way.

4. TESTIMONIALS

Ask two owners to write you a testimonial.
If they aren’t forthcoming with one in a few days, help them write it by asking them to talk about what their horse was like before the sessions and now what’s different. Make that into two paragraphs (or sentences) with a before and after. If you are taking dictation from them, show it to them and make sure it’s in their words.

Take a photo of your client with her horse.
People love to see who said that. It increases the credibility of the comments.

Make a video of a client speaking.
Ask her to say what her horse was like (1) before and then (2) after sessions with you. Post it on YouTube or Facebook and send the link. Two brief minutes is all you need.

5. SOCIAL MEDIAL UPDATES

Post it on YouTube or Facebook and send the link.

VIDEO – Becoming an Expert – Part 2

  1. Book a Talk
  2. How to be an Expert
  3. Your Bio
  4. Homework

6. HOW TO BE AN EXPERT

People want to trust that you know what you’re talking about. What makes you an expert?

(a) Knowledge – where did you learn your skill? mentor? credible school?
(b) Experience – working with horses how long?
(c) Affiliation with other experts – piggyback on them
(d) What differs your work from others?
(e) Credibility – You get results, are published, public speaker, exhibit leadership, fundraising, start or participate in cool projects, awards
(f) Have a deeper connection – Love, connection, caring, passion

The best experts are people who are approachable – smile, friendly, sincere, share freely.

One thing that sometimes stands in our way is having the expectation that we have to know everything before we can pass ourselves off as experts. Not true. We need to have skill and knowledge IN OUR FIELD but not in all fields.

You don’t have to be a topnotch dressage rider to identify movement issues on the ground. You don’t need to have an extensive knowledge of anatomy to see or feel (or sense) a restriction in the tissue. You don’t have to know how to train a horse to see a gravitational imbalance in the horse’s pelvis that affects the power in the horse’s hind end.

It’s a good guess that the dressage rider, vet and trainer don’t know what you know. Your expertise is in your field, just as their expertise is in their fields.

What’s our obligation as Equine Natural Movement practitioners?

We know how to address each of those situations with the appropriate work for that horse and that’s saying a LOT. When we do our work correctly, we give the horse just what he needs to move, feel and perform better and that in turn makes other professionals happy to use our services.

Don’t compare yourself to others. Stand on your own merit and use your skills with enthusiasm, respect, joy, kindness, caring, love. Remember your mission and why you are doing this work. The more you remember this, the more you carry yourself in the world as a true expert.

7. YOUR BIO

We’ll do bios in three formats.
(a) Short bio (1-2 sentences) that runs at the end of your article
(b) One paragraph for a brochure or clinician bio that explains why you’re an expert
(c) 2-3 paragraphs for your website

Notes for creating your bio: Review (5) “How to be an expert,” and pick what shows you are an expert (knowledge, experience, mentors, credibility).

Who will read it?
What should they know about you?
Why are you an expert?

“Tammy Schubert is a movement analysis educator who began studying the structure of the human body at the Pilates Institute in 2006. She expanded her work to horses with study at the Equine Natural Movement School.”

“Debbie Baker is an equine educator in San Francisco. She has worked with equine rescue groups since 2009 and has helped place 26 rescued horses in good homes.”

Knowledge – did you learn from experience? Credible school?
Experience – working in this field or with horses how long?
Piggyback on fame of others who you’ve worked with. “Edward Tso learned calf roping with Todd Leonard.”
Credibility – Results often obtained, being published, public speaker, leadership, fundraising, creating a project

At the bottom of your bio put your contact info – email, phone, and you website if you have one.

*Please complete lessons & associated homework in order from 1-10.

ONGOING

*Keep working with your fear journal as the gremlins speak. Become facile with your fears so you can move in and out of them easily
*Visualize working with your perfect client in an ideal situation

NEW

* Book one ride-along and let’s hear how it went

* Testimonial from 2 clients (written).
Send me the link to a video of a client talking about her horse’s before and after. Post it to all of us through YouTube or Vimeo. Keep it under two minutes.

* Book pony club talk. Send date and very brief outline.

* Write your bio.
2-3 sentences
one paragraph under 250 words
2-3 paragraphs for your website

* Write an outline for your article.
What makes a good article?
Does the topic interest you?
What do you want your reader to walk away with?

EXTRA! Listen to THIS RECORDING of previous students talking about their progress.

Post your homework to the group share site (Group Share Link)

Questions? You can always reach me at BIZ@EquineNaturalMovement.com

Students at lunch on the farm

Lesson FIVE: Visualizing Success

We are partway through the class and it’s just going to get more fun as we go. Please finish and send me the homework for each class before you move on to the next one. That means you should have completed your daily visualization, acquired some nifty testimonials, written up your long and short bios, got a few good photos of yourself with and without a horse, and booked your talk. If you haven’t done that yet, please do and get that sent in.

You are right, there are a lot of steps here, and that’s what creating a business is all about. You are the business owner and being your own boss means you have learned to take action in many directions at once. It’s a real skill. In the beginning you’ll try different things and over the course of this class, you’ll find that some of these will really sing to you.

You may accumulate dozens of testimonials because people like to tell you how successful your work has been with their beloved horses. This is great! Now you can use other people’s gratitude and post them on all your printed materials, your website and all across social media. That is a good way to let other people see how well-liked and effective your work is.

Or you find you are really enjoying doing ride-alongs and getting to know fellow professionals. Together you start referring to each other and building each other’s businesses, and at the same time you are enriching your personal friendships with these professionals.

Or you realize that these public talks are just your cup of tea and you start booking them every month. Over time you will have a reputation for being the go-to person when clubs need speakers. The audience catches on that you really are an effective practitioner and you start signing up intro sessions – and then full series – every time you talk.

One or more of these tasks is going to become the one you totally enjoy and look forward to. You’re going to find your professional niche and business is going to start to find you. So lets get on with the next step.

Feel free to print out this letter and follow along as you watch the video, lesson 5, part 1.

VIDEO 5 Part One  –  Visualizing success, testimonials, right client, bio photos, and survey

VISUALIZING SUCCESS
Carry on with your visualization. Has anything started to change yet? Is it getting easier to believe that your intentions can become real?

At first there was cognitive dissonance that had your brain saying, “Oh, but that’s not really happening yet, is it?” But over time, the repetition helps you realize that your intention introduces some changes that ARE happening. Really, it works. Your visualization tells your mind what kind of day you want to wake up into. The time you spend speaking this out loud helps you set your intention.

The alternative is living a life without direction, letting the chips fall where they may. If you are clear about what you want, you may be surprised to find that doors are opening up to you, privileging you with opportunities that, perhaps, you hadn’t noticed before. Yes, they are there. Might you be bold enough to invite them into your life?

You are learning how to accomplish the big stuff. It doesn’t happen all at once. There are many small steps that direct your path. I have an ongoing habit that I learned a few years ago. It just popped up in my curious mind one day, so I tried it.

I was wondering how to resolve a vexing problem. I had been working on it for a few months and it just wasn’t turning out like I wanted and I couldn’t figure out why. So I decided to have a good look at the situation.

I imagined myself standing firmly in the place I wanted to be, with the feeling inside me of having accomplished this task, how relieved I was, how good that felt, like I could take a deep breath and knew it had all worked out.

And then I turned around, I physically turned around and looked behind me at everything that needed to happen on the way to this moment. I saw that there were small and big steps that I was fully capable of doing once I knew what they were. But there in the middle, partway to success, was a frustrating tangle that required more than I knew. Looking at it, I realized I needed a helper, someone more knowledgeable than me to guide me through that.

So that’s what I did. That afternoon I contacted someone who could step in on my behalf, who knew exactly what had to be done and could show me what I needed to do. Amazingly, what looked like a very complicated and convoluted situation sorted itself out, I got connected with the right people and within a short while, the situation resolved and I got to do what I wanted. I worked my way through the difficult tangly part, got unstuck, and accomplished what I wanted to do.

This works for all kinds of issues – starting a business, unraveling baffling finances, resolving personal issues, sticking to an exercise program. They are all worthwhile projects and none of us are naturals at everything so don’t fret. Just figure out what needs to get done and do it.

Your exciting new career is a whole bunch of small steps. It’s not going to create itself. You want to take steps every day, tasks that move you closer to your ideal business. See yourself doing that. Do one significant helpful thing every day.

I find it helpful to use this process whenever I get stuck. Imagine yourself with the task accomplished, in this case, you in the middle of your thriving practice, full of happy horses and clients and with more calling you each week. Now ask yourself, what did I have to do to make this real?

Make a list. See what you did that opened the happy-practice door. Was it that article in the newspaper? Was it the ride-along with the new vet? Was it the client comments you posted on Facebook? Was it your daily Instagram video of horses you’re working with? Was it the clinic you did with the saddle fitter? Or was it all the times you showed up at barns offering to do free 15 minute intro sessions, that finally paid off?

Whatever you find works best, do that and do it again. And again and again. You’ll keep getting better at all these tasks as you go.

TESTIMONIALS

Next let’s look at some of the testimonials I got. Here’s an example of a very good one:

“I’ve never seen Casper so relaxed. He used to be such a grumpy old man, but he surprised us how much he calmed down and enjoyed his sessions. He’s been more coordinated since his series, and easier to handle on the ground, too. I’ve even started letting my granddaughter ride  him!”

This is good because it shows his pre-series behavior and contrasts that with his post series expression. A good testimonial will have a good before and after in it.

Here’s another:
“The series really helped my old steady-eddie quarter horse. He was calm but often a plodder with very little personality. After the series, he moved much more freely. He even felt good enough to get a bit spunky which makes me smile. I highly recommend this work. It’s proven to be a great benefit to my horse and seems to have made him feel young again.”

At the last session of every series, as part of the completion, ask your client to write a list on the left side of the page of what her horse was like back then before you started, and on the right side, what she notices that is different. Have a clipboard and pen you can hand her and after she writes the lists, ask her if she could put that into a sentence or two or even a paragraph, that you could share with new clients so they can see what happened with her horse.

RIGHT CLIENT

Here is an update that came from a student in the last business class. It is so perfect that she shared this with us:

She says…
“As I went through the list of horses I worked on, I realized that I wasn’t working with the right types of horses OR with the right type of client. I have been “playing small” and “staying safe” which means I have been working on horses that are retired, pasture pets, with complicated issues that need work beyond one SI series, or I was working with owners who don’t have much feel for even obvious improvements in movement. So, I did not get much feedback from the owners. So far all the horses who have had dramatic improvement belong to me or my dad! Using my dad as a testimonial feels like cheating, and I obviously can’t use myself. Hmmm, not very helpful.

“This realization pushed me to step outside my comfort zone and meet some new people. While working on my dad’s horse this week, I met someone who is extremely close to my ideal client. She boards at the same barn as my dad and she heard about my work from him. She was ecstatic to have me work on her horse, and said she had been waiting for someone like me. She literally welcomed me with open arms and asked for business cards to hand out to her friends. She wanted to know if I’m accepting more clients, and said she would pass the word to her group of horse people. She is a very conscientious owner and wants nothing but the best for her horse. She used to live on the west side of the state, and lamented that she hasn’t been able to find any holistic bodywork practitioners since she moved to the east side. She said it was so great to know there was someone like me here. I’m doing the series on her horse and asking for detailed feedback which I know she will do. She was very interested in learning more about structural integration and asked me to get together some time to chat more about it.

“I am not making this up. This really happened. The day after I worked on her horse, she told my dad all sorts of positive things about her encounter with me and my work on her horse, including that she was impressed with my competence and expertise and would hire me in a heartbeat. THIS is the type of horse and client combo I need in my life! I’ve been visualizing my ideal client and practice, and this person’s appearance and personality closely match what I think of during these visualizations.”

BIO PHOTOS

I want to go over your bios with you so do send them along. I always like to include a photo with a bio because people see who you are and say, “I could work with her.” It puts a face to your name and always makes you seem more approachable. For homework you are going to send in five smiling head shots of you. I’ll help you choose which best communicates that you are intelligent, kind, friendly, approachable.

SURVEY

Having new or potential clients fill out a survey is a way for a client to assess their horse’s current state and gives both of you clear, measurable goals. It is a smart way to help that client realize you have something very valuable to offer them.

This week you are going to create a survey. I could just pass one out to you but each time I’ve assigned this as homework, the ideas students came up with are more impressive than mine. Also, if you have a particular skill, you can lean your survey to the things you have a lot of confidence in delivering. One of our students who worked with race horses measured each horse’s stride length at the walk and gallop and showed that the average improvement was a four inch increase, which means that horse was crossing the finish line with a lot less effort. That would work well for pacers and trotters, too.

Here are a few ideas to get you started. On a 1 – 10 scale (1 = least and 10 being best), where is your horse today in these areas:

How well can your horse move
Power in hind end
Ability to make tight turn
Emotional well being
Freedom from pain
Fluidity/ease in movement
Change leads equally either side
Lateral movement
Willingness

Is your horse consistently moving forward in goals (10) or on a plateau (1)?
In 1-2 words, describe your horse’s personality.

Write 10-12 questions that will help you know where this client is and what they may want to work on. Orient it so you get them thinking of what they might like to have happen. What things do you know you can help? You want the owner’s assessment right at this moment, so when you finish the series, you can compare where he started with a final evaluation.

Surveys are really useful because as these changes take place, owners often forget where they started, and this survey is good solid proof of improvement.

How do you use the survey? Fill out the intake form at the beginning and then put it aside until your last session. After you are done with the bodywork, pull this out and say, “Let’s go over your intake form that you filled out back in September.” And you read each line, saying, “Back in September you said your horse was about a 6 on fluidity and ease of movement. What would you say he is now?” Or you may try saying, “How balanced does he seem now?” and then tell her what she said before.

Clients usually don’t remember where they started, but having them review the survey, they are often surprised at how much change has occurred.

When I did structural integration with my human clients, I made up a survey like this. One question I had was “on a 1-10 scale, 1 being free of pain and 10 being constant pain, where would you say you are on a daily basis.” It was quite normal for people to say somewhere between 3-6. After a series, that would often drop to 1-2. Some people who were now 2s had been 8s, and I’d say, “When you started, you put this at 8. Where are you now?” They were often dumbfounded that they didn’t remember being in near constant pain until I reminded them. It was a big surprise and they knew they got their money’s worth!

Another thing these surveys do is give you solid proof of the effectiveness of your work. Enough that you can take your first 40 surveys and pull out a few statistics. You can see that your average horse has a 30% improvement in flexibility, or 50% more willingness. That kind of information is very powerful.

Once you have your survey, put your header information on it and hand it out at talks. Owners often find this very intriguing; it gets them thinking about the desirable possibilities this work may offer them.

Have a look at Two Surveys done by students

The next part we cover is how to prepare for your first public talk, and how to make that exciting and fun. In the meantime, get going on your homework – visualizing success, getting testimonials, being sure you are finding your right clients, sending me your lovely bio photos, and writing a survey for your clients. These are activities our most successful graduates do every week and are just the kinds of things that draw the right people to them.

Feel free to print out this letter and follow along as you watch the video, lesson 5, part 2.

Video 5 Part Two  —  How to do a well-organized public talk (and have fun)

Now you’re starting to get out in public with your work, establishing your business reputation. These are big steps! In this part of the lesson, we are going to cover how to give a talk, how to be an expert, and how to write a glorious bio that tells people who you are.

Remember to spend FIVE MINUTES every day visualizing the success you want to bring into your life.

Let’s start with your public talk. It’s hard for a club to find speakers who have new information to share. Often the same vet speaks six times a year because local horse clubs don’t know that you are available and where to find you. Talks are really good ways to get your work known. These clubs and groups, they WANT you! Please don’t let yourself be small. When you give a bunch of public talks, you create a powerful energy around you and that helps draw you into success.

One of the absolute best ways to hone your talk-giving skills is to join Toastmasters. These wonderful folks sincerely want to help you learn to speak more clearly without ums and foot-studying. They’ll help you practice your talk and learn to be more professional. And it’s fun! This group is your local support. Go online and find one near you and join. You will get coaching and support in real time and you WILL be a better person for doing this.

Have you set the date for your pony club talk? If not, please have it scheduled before the next class. You can start gathering contact info for a few adult club, too, but don’t schedule those until after you’ve done your pony club.

First we’re going to talk about your bio that tells people who you are. Then the outline for your talk, one that helps keep your thoughts clear and your audience engaged. Then I’m going to cover all the steps to setting up the event including how to interact with people so everyone’s comfortable and open-minded. And lastly, I’ll talk about how you book appointments with new clients out of this.

YOUR BIO FOR THE TALK

This is a short list of bullet points on your background. Why are you an expert in this area? This is what you will hand to the person who introduces you at the club meeting. It’s so much nicer to have someone other than you say why you are the expert. And that person will be grateful to have this description in her hands.

How many years have you been around horses or doing bodywork? (everything counts) Mention credentials, experience awards, keenest skill, what you most love about this work. You want a paragraph maybe two, but not your life story. Don’t mention what you haven’t done. And be sure your picture is somewhere on every handout you make.

I once said, “I got my first pony when I was 8 years old and by my 9th year, I was a well known local expert on falling off ponies. Can anyone relate to that?” Laughter brings people together.

Bring a clipboard with a pen tied to it, and your sign-in sheet. Your business info is at the top, followed by lines with good size room for a name, phone number, email, barn name and town, and a category that says, “If you’d like to receive my newsletter that comes out a few times a year, please include your email.” I usually make the sign-in go the wide way so they have plenty of room to write.

Because most of them don’t know you yet, they may be wondering who you are. I have something I do at every talk I give that handles that. I get there early when people are starting to come in and find a seat. Rather than standing around, I go up to each person and introduce myself, ask what kind of horse they have or where they drove in from, and shake their hand. This gives me instant credibility as someone who is warm, approachable and friendly, and it makes me feel more comfortable because I’ve already spoken with many of the people who came to hear me speak.

Other ways to confirm your expertise is to have copies of articles you have written, brochures, and a survey like we just made that is a handout. The survey will tell you what each person’s goals for their horse are so when you speak with them later, you have topics for conversation. You may also want to have some visual aids like a large photo that supports and backs up your talk, or a powerpoint or video of before and afters.

Who’s your buddy? Have a friend in audience who can ask questions or speak about her horse’s experience.* Someone who has worked professionally with you. Them you can ask her about her horse’s before and after. That also gives you credibility.

Let’s start off with understanding what this club wants to know. When you are booking your talk, ask that person what the members are most interested in learning. Ideas might be things like…
How to increase speed
How to add athleticism to the hunters
How to improve endurance
How to get better hoof flexibility on varied terrain and slopes

Your talk has three parts:
What you are going to say
You saying that
You telling them what you said

When I started this very talk a few minutes ago, that’s exactly what I did. I started out by telling you what we are going to cover today and I bet that as soon as you saw a structure for this section, you felt a tiny bit relieved to know that there is some order to this process.

Start your talk with a little about your connection with horses that’s related to their experience. Then tell them the THEME of your talk in one or two points.
“Here is what I am going to cover today and how this may benefit you: As endurance riders, you cover a lot of bumpy terrain which asks a lot of your horse’s feet, knees and hocks. The more flexible these joints are, the more that horse is able to handle the challenge.”

Then, in a few short, simple sentences, describe your work. Give an example of horse you’ve worked with. Give the horse a name and breed, how his movement was expressed, emotional issue if there was one, and what you saw as their potential. Then what happened?

Further in this lesson I am going to tell you a good story that illustrates what we are talking about here, complete with helpful notes, so rest easy.

DEMOS

If you are doing a demo session on a horse, be sure to choose a good model before your demo, one that will show a change they all can see. Don’t work on just any horse, find the one that will best show results. When you work on a horse in front of people, you need to speak everything you are doing and why. It’s a bit more complicated than a one-person talk so do a few of those before you add a horse in.

INTERACTION

Ask audience simple questions they can answer correctly
Endurance – what if your endurance horse could lengthen his stride by 3”? what difference would that make over 100 miles?
Therapeutic riding – What stresses can you see in school horses?
Dressage – what gets easier when you increase suppleness?

If you do a Q & A, repeat questions so everyone can hear, and then give concise answers. If the question is too specific, ask to talk after. Speak TO the audience and make eye contact with individuals as you speak. And smile, smile, smile!

WRAP UP & A GIFT

Tell them what you just covered, all the high points of your talk. Then …
“Everyone here can have a free 20 minute evaluation to see if this work fits them. Just sign this list I’m passing around and be sure to put your phone number on it. If you want to sign up for an evaluation right now, I have a few times open this week and next. Write your name into one of those appointment spots if you like.”

o risk and they will learn something specific during the 20 min. appointment. This is a good enrollment tool and well worth your time to do. If you don’t have a full appointment book, use your spare time as business building time doing talks, writing articles, making relationships with other professionals (and referring to them), and doing followup with old clients.

Things to keep in mind during your talk:
Which way does the energy go?
Toward you or toward the client/horse/audience?
Is Spirit working through you? You can always ask for help.
Remember, everyone there WANTS YOU TO DO WELL and you will. They’re all horse people who love to hear stories about horses and you certainly have a lot of those already!

SOME HELPFUL NOTES:
We work in a different paradigm than most modalities. Here’s how we do that…

Most health practices look at the problem and try to fix it. We work with the potential of the horse and ask, “How can we bring this horse into his highest expression of himself?”

We don’t chase and fix problems. We are more interested in finding out what’s behind a problem and how the horse chose to deal with that issue. How does this horse accommodate for something imbalanced? What does that tell us about his strengths?

We don’t just fix problems. We want to find what is working well in the horse and bring the horse into his highest potential.

Here is a STORY that works well for a talk. Before you say this, you would already have explained a bit about the work and what it can do. This story takes it out of the abstract and makes it real.

Once I worked with Rob, a big warmblood who moved pretty well. He had great action throughout his chest and fore but he didn’t seem to be as strong and well connected in his hind end. The “old solution” would be to exercise his hind end more to build it up, right? But as an Equine Natural Movement practitioner, I don’t work at the level of the problem. (here’s the paradigm shift…)

I could see he was digging in with his forelegs to pull himself forward. He wasn’t fully using his hind. When the front end pulls, it’s never really adequate to the task. It will move the horse, but not smoothly or well. He probably has some discomfort when he pushes from the back so his body came up with a solution of using his front end more.

I worked on his whole body with a focus on the hind end, to identify where the problem was, and also to relieve the tension in the front end. Once his hind end got free and the strength returned to it, I worked in different areas to connect his front and hind to give him uniform strength and to integrate his movement front, back and to the side.
First we stabilized his structure. When he began to trust and use his hind end more, then I was able to free up the tension around the shoulders;and fore limbs and then proceed to bring suppleness back to the barrel.

He hadn’t been using his barrel well, he had been using it to brace. To work well, his barrel needed to come free but first we needed to free up his hind which would then release his barrel and allow it to be more powerful. THEN he had an integrated front and hind.

The real question was how to take what looked like a problem (the inefficient hind that should be doing the pushing), and figure out how to make it more functional, and then rebalance the whole structure.

I always ask myself, “What is his potential? What can I build on that already works very well?”

His potential was the unused power available in his back end. We brought that strength through so the power in his body could go where it could do the most good. We integrated his front and hind so he became a speedy, strong, powerful horse. What did we do to bring him to his best self?

In this case it wasn’t fixing the hind, it was finding out how to integrate front and back. The elegant front action was a creative adaptation to stay mobile in the discomfort of his hind end. Freeing his whole body allowed me to connect his fore and back, eventually bringing more mobility through the barrel so he could move as one unit rather than a collection of disjointed parts.”

**I believe students get more out of the session by hearing the info twice. Here is all the above into in one 22 minute file. This is perfect for listening to while you are making lunch or driving somewhere.

Lesson 5 Review

Hear an Audio-file of students and me discussing the topics in this section.

Cheat Sheet – review my notes on this topic

*Please complete lessons & associated homework in order from 1-10.

  • 5 head shots
  • Write your own survey (10-12 points) with different topics and share it with your fellow students.
    A good topic is one that tells the owner what kinds of things you will be working on, which tells them what broad improvements are available, and where their horse is on that scale? It encourages them to think, “What would I like to have happen with my horse?”
  • Send me your talk outline and answer these questions:
    1. What do you want them to know when you’re done speaking?
    2. Who is the friend who will attend and smile the whole time you talk?
    3. Will one of your happy clients be in the audience to sing your praises?
    4. What format will you use? Powerpoint, white board, video
    Make a template for a sign-in sheet with your header info. Write date of talk across top. Name, phone, barn &/or town, email address.

Anything you haven’t gotten me for old homework, please catch up. I know it’s a lot but in truth this is what it’s really like to start up a successful business, lots of things to do each day, each week. Do all of this well and you’ll start to get into a flow, a rhythm of work that brings you closer to your ideal practice. It will become obvious to you what to do next.

I find wondering what to do next is the biggest barrier for new folks. They don’t know what to do next to help birth their business. All these tasks  give you a level of experience that gets you familiar with the many ways you can help your business grow and thrive. And then one day you look back and realize you’ve got it, the livelihood you always dreamed of.
Be well, and know you are loved.

You have THREE WEEKS to complete both sections. Please parcel out the tasks so you have enough time to get it all done and sent in.

Post your homework to the group share site (Group Share Link)

Questions? You can always reach me at BIZ@EquineNaturalMovement.com

Lesson SIX: Asking Questions That Open Doors

This lesson is really the meat and potatoes of marketing because you are learning how to relate to people as if they are real people.  Not targets, not wallet-holders, not gate-keepers.  Real people with feelings and desires and anguish and dreams, and we want to help.  This puts us in the position where we can help make their lives more meaningful and fun.  We’ll cover a bit more about how to share what structural integration is, how to ask questions that get a good and helpful conversation going (for you & the client!), and finally, how to listen carefully to the responses to your questions to what your clients really need and want.

What is Structural Integration?

Lesson Six is about Defining Structural Integration, asking good questions and listening skills.

This lesson works really well in print (above) and as a group audio. Read the letter above and listen to the student discussion below and you’ll get a lot out of it.

Let’s talk (video) about how we can ASK GOOD QUESTIONS.

Asking Good Questions  (text)

CONTENT MISSING!

This letter – Eva’s 1 year report – is really interesting. Graduate Eva Gerster, who practices in Switzerland, sent an update on how she built her practice over her first year. Have a look at everything she did to get her business running well. Go, Eva!

*Please complete lessons & associated homework in order from 1-10.

You have THREE WEEKS from today to complete this section. Please parcel out the tasks so you have enough time to get it all done and sent back to me.

  • Write 20 drawing-out questions

Then try them all out. Elderly people are really good for practice. Give compliments and start a conversation. Talk with horse people about their horses. Send your list of ten opening questions. They don’t have to be Nobel Prize questions, just good normal natural ones.

  • Deliver 25 compliments

Describe one example of a cool conversation you had.

  • Followup – speaking dates set for your talk(s)
  • Your article – If I’ve sent back your outline, you’re ready to do a first pass on writing your article. Send it as you finish. Once you get your first edit back from me, send me a current rewrite. Integrate everything you’ve learned up to here. The sooner you get these in, the more time I have to work with them.
  • Where is this article going? Have you got from that publication’s website how you submit an article? Include the name of the publication when you send in your article, and have a second one on the back burner in case the first place is not taking new ones.
  • What are three stories of success you’ve had with the series? Write them into two paragraphs (before, what we did, how that turned out). These are stories that you’ve already lived and will be in your reference file to use in conversations, short write-ups, website, etc. Mail them to your fellow students so we also have stories that start with, “I have a practitioner friend who…”
  • Followup – Bio, bio photos, and more work done on your article

Post your homework to the group share site (Group Share Link)

Questions? You can always reach me at BIZ@EquineNaturalMovement.com

Eva Gerster practices in Switzerland

You’re Ready for Module 3!