If you’re a spa or wellness director with years of experience behind you…
If you’ve ever said “they just don’t get wellness”…
If you’re thinking about consulting, or you’ve started and the money isn’t following…
This episode is for you.
You can walk into any hotel and know within minutes what’s wrong with the spa. You can read a drawing and see the changing room in the wrong place. That instinct took you decades to build. It’s a blessing.
And when you become a consultant, it can cost you clients.
Expertise on its own is not a business. What you know matters less than how you use it to get your client what they want.
For the first 10 to 15 years of my consultancy, I carried frustration around like a heavy backpack. I was frustrated that owners didn’t get wellness, that design teams put a crèche next to a treatment room, and that guests had to cross the bar in their robes to reach the spa.
Then I opened a project for an investment group from outside hospitality. The president told me one thing. “With this wellness facility, I want to treble our ADR, double our occupancy, and be the best hotel in the Iberian Peninsula.”
He didn’t need me to explain the value of wellness. He already understood it. He needed me to deliver it.
I’ve never researched so hard, but this time not to learn more about wellness, but to learn what it takes to actually triple ADR and position a hotel as number 1 in the region. I interviewed the whole executive team: marketing, sales, revenue, even the people out in the vineyard. I wanted to know why guests came and how wellness could make this the number one hotel in Spain and Portugal. A whole world opened up to me. That’s when I realised that when we say “they don’t get wellness,” we’re really saying we don’t get them.
In this episode, you’ll learn:
1.- The expert’s blind spot. Why the expertise that made you a great spa director can become a curse once you’re consulting, and why “they don’t get it” is really a sign that you don’t get them.
2.- Guide, not hero. Your client is the hero and you’re the guide. When you compete for the hero’s role, you become the villain.
3-.- Unreasonable hospitality for consultants. Why so many consultants forget everything they know about wowing guests the moment they start working with clients, and how over-delivering without scope creep is what turns expertise into income.
By the end of this episode, you’ll know why your expertise alone won’t make you money as a consultant. You’ll also know the two shifts that will: making your client the hero of their own journey, and giving them the hospitality you’ve given guests your whole career.