(00:02):
Welcome to the exponential marketing club, where we talk about everything, content marketing from just getting started with your business, to growing a captivating presence with your website and social media and onto scaling with Facebook and Instagram advertising for exponential exposure and long-term success. Hi, my name is Sally Hendrick, your host and exponential marketing strategist. Let's get started. Y'all.
(00:30):
Hi guys. My name is Sally Hendrick and I'm here with Colin Yearwood. My friend who left Nashville, left me here, left me behind and moved to the Tampa area recently. And Colin is here to share the 5 Pillars of Success for Startups. But before we get into that Colin, tell me a little bit about your background and what's going on with you and how you, you know, how you're moving into this business coaching thing that you've been doing for a while.
(01:04):
It's good to always talk to you and I didn't leave you behind. I gave you another place to visit where you have friends. So for me, I've been in the Orlando, the base or over 14 years, and the last five years we've really settled in on the ocean because that's my background in corporate law. I've been in middle management doing rules and process development teaching, coaching, training, and it's just a natural extension as I went full time in my business in 2017 because of a lay off. And right now I focused on helping naming new entrepreneurs. People are transitioned from, are looking to transition from being an employee to entrepreneur, helping them get their process started online and I coach through a few platforms, actually two large online business platforms. So I coach part of their team or to help them through that process. That mainly is just developing a process where you could actually have a balance between life and business versus just being overwhelmed with it. I was so many years until I figured this out.
(02:21):
Yeah. And I really like a lot of the things that you've talked about over the years, we met a few years ago of all places we met on Twitter. And we talked about this in the last the last episode with Pip Seymour last week when you showed up as a guest. And what was funny about that is that I saw Colin everywhere. It's like a time on Twitter. I was messing around, over there trying to figure it out. And then I saw him on these meetups things around Nashville, and he was just, his face was always popping up, but I was like, I'm going to reach out and say hello to this guy and, and see what happens. And next thing you know, he comes to this treasure hunt that I held downtown in Nashville. And we've just, we hit it off and had been great friends ever since.
(03:10):
And it's been really a pleasure to work with you too, over the years, because after that treasure hunt, you came into my marketing program and then we, but, but even before that, you said, Hey, you got to speak at Craft Content. So I went and spoke at Craft Content in Nashville, and then I became a featured speaker the next year. And I believe Beth, maybe you and I actually met at for the first time, either right before Craft Content or right at Craft Content. And then we started hanging out after that with John. So it's just kind of funny how all things have this all comes together. So Colin is really into this whole taking you from being an employee into being an entrepreneur. And there's a lot of things that people don't realize when they step out and they, they finally jump in, you know, make that jump and, and get out of the corporate or regular job life. What happens is, is that they don't really understand what are all the pillars of success that I need to at least have something built up so that I have a safe place to land, because it can be really tough to make that transition. And then if you're missing a couple of pieces, it's like, Whoa, you really feel it you're out there flailing around. Right.
(04:37):
Absolutely. And a lot of it is from my personal experience. I took the jump two times prior to my last I'm going full time and I realized I was missing some of the, some of the things we're going to talk about. That's why I went back to work and I've been, so I've been fortunate that I've been very blessed. I've always had work or jobs that I enjoyed and allow me to grow. But I always had this thing within me that I wanted to do my own thing and reach people in my own way, for instance, through, through my job. But you're right. You didn't make, there's a process that I think many people will look to process, but eventually learn the process over, you know, through trial and error that my hope to at least put some of these things on their radar. So it's not that much of a traveler, but patients,
(05:29):
Well, there's nothing like having the pressure on you in the moment when you need to get some things shored up and figured out. So I appreciate that very much because I did the same thing. I left my corporate job in 2016 and I stepped into something I had the successful launch and I had made enough money to get me through several months. Right. But I didn't understand. It's almost like I got through that part of it. But then after that I was flailing, it was a whole new world. And then I was like, how do I start over and pull in more sales and get more people in? It's not just happening naturally. It's something that I've got to work at every day. And I've got to have a process that's sustainable, not something that is just, you know, so hard that you that you can't keep it up and going in this consistent manner. So why don't you go into what the five pillars are real quick? And then we'll talk to everybody in the room for a second. If you've got time the guests that are here and, and we'll try to implement, you know, some learning into this
(06:44):
Awesome. One of the things I would point out as I think about when you look at whatever company you work with or what kind of roles you've had, I think there's a lot of, lot of things that they're doing well that we can take and implement, you know, a business versus trying to reinvent the wheel. That's the natural instinct that Lisa was actually listening for. They try to reinvent the deal. Once I realized again, what is works at work that I can see. And one of the, one of the themes that I was thinking about the overarching theme is having proper expectations, right. And having proper expectations as to when it comes to, and one of the pillars is skillset. And the other is Mindset, Finances, Processes, High Management, and a BONUS that I put is Relationships because it's through relationships, I've really grown in my online business. And as you mentioned, how we met, we met on the internet. We met in real life and we built a cool over 40 years because of the 16, I think 2016. We, but yeah, so those are the five, those are the five key parts of the five pillars that I, I see that is important to make that jump, making that leap.
(08:05):
Let's repeat those again. We've got Skillset, Mindset.
(08:11):
Like I said, Finances, Processes, Time Management,
(08:19):
Time management, and then you tacked on the Relationships,
(08:24):
Relationships. Yeah.
(08:25):
And that's, that's huge because if you don't have those relationships, it's really difficult to expand into other groups. We can't always just throw social media posts out there and constantly email people to be the only way that we reach people. We've gotta be able to tap into other networks of people. And whenever we do things like this, for example, like Coriani, I would never meet Coriani's necessarily, unless Colin, you had invited her. And then Beth, I tapped on your face as soon as I pushed that button. And there you were. And maybe Alex and Coriani would never meet you if you hadn't come in. So why don't we go around the room real quick and just give me like, just a quick hello and what you're doing and where you feel like you are when it comes to these five pillars that we have to establish. Anybody wants to go first. You can unmute yourself.
(09:29):
I'll jump in.
(09:30):
Either one.
(09:35):
Why don't you go first? You were first go ahead and I'll go next after you.
(09:40):
Okay, cool. Hi everyone. I'm Coriani Baptist. I help black Christian moms keep their life together, keep focused and calm. And I have various calming techniques and trainings on keeping the flow of life. So for me, I have been an entrepreneur for about four years and I'm just in the last year understanding it's not just network marketing, it's other things. Right. And so I met Colin through a social media platform and and company, and I've been coached by him. So thank you so much Colin for the time here. For me, I'm, I'm still wanting to having that have more of the flow. And so I'm learning to just be in the moment. I know that seems cliche, but seriously, like, like I was saying earlier, like it's breakfast time right now and it's okay that I'm on clubhouse because the kids will be fine for five minutes, you know? So so that's maybe, and thanks so much for the time.
(10:45):
Excellent. Thank you very much. Where is it that you live? What part of the country?
(10:50):
Yeah, I'm in Portland, Oregon.
(10:53):
Ah, hints. It is breakfast time. Yeah. We're about to enter lunch here. So Beth, you want to step up, I want to hear what's what's going on with you since you've moved to Texas?
(11:07):
Well, hi everyone. I'm Beth English. I am an artist and speaker and I train leaders to improve their creative performance. So I work with teams in real life and virtually to help them be more creative at work, using emotional wellness practices. So I have been doing this for quite some time and I would have to say of all the pillars that you've mentioned Collin, right now, I am really getting my processes more streamlined and that's helping me with my time management. And of course I'm always focused on building relationships, the best that I possibly can and just keep getting better and better at that. So that's where I'm at Sally.
(12:04):
I love it. One of the things I want to mention just to the group, Beth, is one is someone who, I don't know how you feel about it, but you exude this enthusiasm that really helps other people tap into a different mindset. So I want to say that just coming into this, it's almost like the mindset and the skillset portion of this are wrapped into one for you because that just comes out of you naturally.
(12:36):
Well, thank you. I'm glad it looks natural from outside.
(12:41):
Well, when we have all these other distractions of the things that we need to put together, it may feel internally. Like we're not putting that out there, but that is the, the thing that you present and it, and it does show. So I appreciate it. And I did attend one of your talks one time over on just a few streets away. And it was, you know, it was just really refreshing. I felt very I felt very included in the conversation, even though we were in a room full of people. And then when we rode that bus together that you had Beth had done this big art piece that actually became wrap a wrap around on one of the city buses. And it was just really fun and really joyful. And I think even your piece was named joy. And it was just a really nice addition.
(13:37):
It was a full-on immersive experience, wasn't it?
(13:41):
Yes, very much. So
(13:43):
It was a gallery show wrapped in with a talk wrapped in with a bus ride, experiencing the art on the walls and then in your everyday life. So I am all about creativity and the creative process and how it can improve all areas of your life. And so that's sort of what I teach and it is so much fun because there is nothing better than creating the life that you want every single day working on, like you are a sculptor or you're a Potter, or you're a painter, but you're using all of these skills to mold the kind of life you want to live.
(14:22):
Exactly. I love it. I love it. And I really want everybody to hear that here, because if you do put, you know, put your heart into things and you do these things that really bring you happiness and joy, it makes the pieces that you don't necessarily like so much better and you will be incentivized to actually get some of those things done, like maybe the finances or the processes or the time management. And and I think that that's very inspiring. So thank you.
(14:58):
I really appreciate that. I, I'm kinda having a flashback. I think I've met that at an event in Nashville. If I recall correctly that, did you have like a large artist community for women or something like that?
(15:11):
Well, I do have a large artist community and there was about a 9,000 members right now. And it's basically just a really fun place for people who identify as creatives in Nashville to connect online. And it's a great way to feel encouraged and supported in any type of work that you're doing that requires creativity, but I'm sure we probably met at an event if your brain is telling you that we did. I love going out to events and networking with people. It is so much fun. And I've been to so many over the last decade. It's hard to remember every everyone I meet, but I'm glad that we're here today connecting.
(15:56):
Yeah, we definitely did. They fit all of these things. This started out about being my brain. Yeah.
(16:03):
Is that still called the Nashville creative group on the Facebook group, Beth? Yes. Okay.
(16:10):
That is that. Yeah. Everything's about, I'm not in that group. Yeah.
(16:14):
Yeah. And you probably, I know, you know, a lot of people in their calling, so Alex, do you want to say something and give us a little bit of a insight as to the pieces of the pillars that you've tapped into the ones you may be looking to expand?
(16:33):
Yes, certainly. I'm actually in the invention space and I have online courses on the process of product development and product licensing. And I've been in the invention space for about six years and I decided it's kind of an odd space. So there wasn't a lot of information and help available to people online. So I said, well, you know, let me put up some courses. And that way, you know, at least they'll know what's kinda going on. And so that's how the whole process started. And and I, I think I need to work on all five, all five of them. And you know, it's one thing that's so interesting. Cause you were talking about, you know, taking your skill sets from, you know, your work background. What was the general manager for 12 years when I ran an amazing company with 64 employees and 30 vehicles and, and I did a great job and now I'm sitting in a home with three courses online and I I'm like, this is so hard. It's like, give me back 64 employees. I know what doing. So I think I'll, and I'm trying to figure out how to take that experience and, and either downsize it and drill it down more. I don't know, I'm just working through it. That's what I'm doing.
(18:04):
Surely you were using some of the skills that you had and management to be able to even put together the processes of this course or these courses that you have on mine. So yeah, you're combining that and the invention space. I mean, that's something that's really exciting and there's a lot of people that have that have ideas and they need what you have because you've gone through this process before.
(18:33):
Yeah. It's, it's a lot of people are very confused about that process. And unfortunately there's a lot of companies in the space that aren't necessarily a up snuff as, you know what I mean? Like they're selling services and they're going to get that money from you. So my goal is to make sure everybody understands the process so they know what they can do and what they shouldn't be doing exactly
(19:01):
Well, and that's what we're here for. We're here to help pave the way for other people. So they don't have to go through all of the hard lessons. I mean, everybody's going to have to go through some sort of hard lessons within their business. I mean, there's always going to be that piece that we're missing and that's why we end up, you know, a lot of people when they start up, they say, well, you know, a lot of businesses don't succeed and it's because they don't reach out to get the information that they need and they try to just do it themselves in the beginning. But when you own a business, all of a sudden you're wearing many, many hats that you never had to wear before. And the, the idea of, Oh, I just want to do this one thing. It's like, well, do you want to be contracted by another person who brings you that work? Or do you want to be the business owner who literally has to step into that leadership role because you've got to take on all of those things and then divide them back up out to other people. It's like, it's, it's weird. It's weird how you have to kind of like climb this mountain and stand on the top of it. And you have to be able to see all the valleys around you below and then know how to put in your steaks on each side to hold up, what's going on underneath you
(20:27):
That's a good way to describe it.
(20:30):
Yeah. Colin, do you want to add anything else to any of the pieces or does anybody have a question for either of us about any of that?
(20:41):
Yes. When I can just add a little bit on
(20:48):
The bones of the pieces, right? Like the framework. One of the things that mindset, I think that's wonderful, overlooked thing, getting into entrepreneurship. We assume that I'll be good. Right? But not understanding that inner conversation that shows up and all the programming that you've gone through. Right? I mean the works of workplace we don't, in many cases, he was really a leader in the webpage. We're not leading our posts. We have someone helping guide us also. But then we're in entrepreneurship. Self-Employment you are leading and many times if you're not in the right communities or have the right people around you, you'll not get any leadership. So you kind of feel alone. And that can cause a lot of challenges mentally the mindset is you start second guessing yourself, questioning the decisions you're making as question at times, if this is the right thing for me, versus when we're in the workspace, you usually have that support there to kind of pop you up when you need, but you need that keep popping up.
(21:57):
I agree there. There, there, there's a certain amount of courage that you have to have to be able to make decisions. And that's a big deal when you own a business, because it's your decision. And you're the one who has full consequence to that decision. You have to fix things if it's not the right decision, but the fear of even making the decision will stop people completely in their tracks. And I think people just need to kinda, you know, go for it at least to a certain extent, don't go spend all your money or all your resources in one thing until you kind of, you know, take little bites along the way, but you've gotta be able to make a decision going in some sort of direction. And then make sure it's the right one before you pull back and try another path.
(22:49):
And also that comes with proper expectations. I think in the online space for many years. And even now you see people they make it out to be easier than it really is. And it's kind of skews the expectations of people getting into spaces, how the result faster than is in many cases, it's the hospital. So because of not having the right expectations from a mindset point of view, then you make some decisions early on that doesn't pay off it, doesn't align with your expectations and then you're gun shy as you continue to, to grow. I mean, you know, you're like questioning yourself because the decisions you made to measure the patients.
(23:30):
So I'm really curious about you guys that are here. If you have reached that point where you thought, Oh my gosh, I just can't do this again. I, I I've gotten this far. I didn't have the success that I expected in this direction and now what do I do? I'm tired. I don't want to go through the maze again. I don't want to look for a new path and it takes a while and you can get knocked back in that. So has anybody experienced that and want to share?
(24:04):
I would be happy to share my experiences of falling on my face over and over again. I think that it's part of the process, right? It's developing that resilience as part of the entrepreneur experience. And so you just have to make peace with it. And I know that just because something you tried didn't work doesn't mean that your value is less than it's, it's called iteration and you just take what you've learned and you keep moving forward and you keep moving forward. And it it's challenging because not only is it helping define your business, but it's defining yourself as a person. And that personal growth process is not easy, you know, because we tie our self-worth so much sure. Professional performance that when you enter mix the two, then you're looking for trouble and it doesn't help in the process of creating something. That's going to be more successful in the future. If you continue to, like Colin said, not have a mindset that is focused on realistic expectations of your own growth and of your business, growth,
(25:17):
Love that. And it's so true. We all fall on our faces over and over again. And it is that mindset work that, that allows us to get up and try something else. But sometimes, sometimes we really will hit a brick wall and we may even go back to work or we may go do something completely different and say, I'm not going to do this again, but there's always that nagging in the back of our minds and in our hearts that says, but I've got to do this. I know this is something that is going to help people. And I think that that's what the true entrepreneurial spirit is all about because we have to tap back into that again and again and again,
(26:01):
And I can completely relate to that because I tried to go out as an entrepreneur a few times before finally stuck five years ago. And I, you know, went back and took a job. And I think it's just about knowing that there's always a season for things to come to fruition. And when you plant that seed of entrepreneurship and it doesn't completely go away, even if you're maybe in another job or you're doing something that's not directly related to the path you want to be on. I think what is this season trying to teach me that I need to know that's going to help me be more successful in the future? Like when I went to go work for a corporation in between two seasons of entrepreneurship, I did it because I needed the money, honestly. And I spent a year there and Paul was laid off, which was a huge blessing.
(26:53):
But what I learned in the process has completely impacted the way that I operate now. So I think even though we may feel down about the fact that we have to get a job somewhere else, or it's not exactly working out the way that we want it to, we have to remember that we're in a season, that's trying to teach us something that is for our growth so we can celebrate and knowing that, and instead of with the wrong type of mindset or a mindset, that's going to make you feel less than think that you're only there because you're not doing something you should have been doing in the first place. So it's kind of tricky. You know, our mind is very powerful. And so that's when, you know, when Colin said that our mindset is such a huge piece of the entrepreneurship experience he was not kidding. It is so intertwined and every, every day of our lives
(27:53):
That I can definitely relate to what you said about going back into the workforce. Right. And that the expectations believe. And then we put a lot of pressure on, I have to make this work because everyone is looking at us. Right. And then next for more pressure, I would like that, but I moved to Nashville. So was 14. I was building my business for about a year and then I had to go back work. It kind of thing to me a little bit, but at that point I was focused on what kind of work can I find that will allow me to, to grow and learn, like, you know, go through this again, come back out, create creating. I want it. So I had, I ended up a training hitch. I've already got the checks to each train speed. All of the training and education they did in that role is what I'm using right now.
(28:46):
When I went out again in 2017, I laid off that dropped two years. And so going back, it doesn't have to be a bad thing if you're very intentional. Like you mentioned, just going back and see, okay, what can I learn here? Not only the experience, what can I learn from this job? How can I show up here that will equip me go back into my passion, go back into entrepreneurship a lot stronger and better equipped. So I think that's one of the things even when you're in a job, you don't have to be laid off or go to the first time. We'll have to go and look at it that way. What can I learn here that I can use in my business, in the future?
(29:28):
I want to say hello to Kimberly. Thanks for coming up. Kimberly, if you want to say something and I think what we're going to do is try to wrap up in the next 10 minutes. And so I'd like move into maybe what, which part of this do you want to deep dive into a little bit more Colin, we've got time management finances, some of the things that people like to avoid what do you think about mentioning that?
(30:01):
I would say finances, you know, time management is one that I think a lot of people covered, you know, it would be kind of no, but I think there was a part that is like a hidden secret people don't want to talk about finances. What is waiting, you know, how much money do I need to make in order to make this thing work knowing those numbers. And also we find out that a lot of it happens, especially with mindset too. If we, if you're, if you're working a traditional job and getting a salary every two weeks or once a month is there any different than having that unpredictable income I've been as an entrepreneur, especially when you started out and be totally transparent? That to me is I actually, I went back to work is at the time I was married and my partner, she didn't use to that uncertainty and income still like, okay, let's take some piece of this situation and go back there and start with a business that generate a consistent income. But finances to me is one of the biggest things. A lot of people don't look into and Wiley though is so correct with it. I don't recommend starting a business to solve the financial issues because it doesn't solve it initially.
(31:19):
Exactly. Yeah. That's the thing. A lot of people are like, people will message me sometimes from my childhood and they'll be like, Hey, you're running a business. What can I do to, I've got to make $500 by the end of the month for something. And I'm just like, Oh my gosh. I'm like, this is not, you're not, you're not looking at the right direction. You need to figure out another way. You need to find a way to shore up your expenses. You need to, you know, tap into other resources, but trying to like start a business real quick. And I think that that's why a lot of people will. And we talked about, you know, Corleone was talking about network marketing before and mentioned that I think a lot of people get into that to, to solve a more immediate issue when it comes to money to be able to maybe pay for those lessons for their kid or to buy the things that they would need for something.
(32:15):
And they think, Oh, I'm just gonna save money on these products that some other company is selling and I'm going to sell through them and I'm going to make a little bit of money, but then when they get into it, they find out that over time, it's like, well, are you selling the product or are you selling the opportunity? And then that's a whole different sale, a whole different mindset. And is that really where you meant to go with this? And if you're going to do that, then you've got to brand yourself and you've got to figure out all these other things. And it just gets bigger and bigger. And I think that that can get people into a lot of trouble because their initial, initial reason for even stepping into it was to make a little extra cash. And that is really not the heart, the heartbeat of the company.
(33:18):
If you are truly wanting to create some sort of change in the world to help people to avoid some sort of problem or situation. And that, that just really, I mean, it could really mess with people and that's, I think that's also why a lot of people only get so far because their focus is on the money part of it when they need to figure out a way to create some sort of investment pool, to be able to step into that. I have a lot of people that come to me saying, Oh, I need to run ads because I've got to get this going. I've got to make $5,000 by the end of the month. And my rent is due. And I'm just like, I, yeah, I get that. But this is not about me trying to find you a way to make money. This is about me trying to help you create a system to be able to amplify something that's already working or to use some money, to invest, to test the idea. And that's the part that people don't understand. It just takes longer than what they may expect. And I'm talking about in my world, I do, I help people with content marketing with Facebook ads and stuff like that. And so they have to have gone through a certain number of the steps with the processes before they can really step into what I offer.
(34:50):
Yeah. You know, when I, when I coached him clients around that, you know, creating a business, essentially to get a lot of fair job. I took a lot of personal finances, you know, where you're putting, knowing where your personal finances is and understanding that process. It's not the sexy thing to go on to here, you know, in marketing. And we talk about give them what they want, and then they come in, you give them what they need. I go the opposite way. Here's what you need. And basically it's a great filter that helped me with the better people, but also that at times, because we already don't want to attract that. Right. So for me, when it comes to finances is knowing I'm not to know, raise your personal finances, what we're, if it need immediate and how could you solve the immediate need and then on building on that big vision.
(35:39):
Right. and also finances as soon as having a mindset around investment versus spending, you're not going to spend a thousand bucks this month and expect to make 5,000 in 45 days, right. Is putting it into money at the time. And knowing that you're building out something that will pay off long term. But I think a lot of that, a lot of it is budgeted into, so you should have not a sexy conversation. People want to hear with online business. And that's one of the most important conversations you can have because I, I did a lot my personal experience, but I got really clear with my finances where it was and what I, how I needed to deal with that. I got a lot of mental freedom to pursue entrepreneurship, but it went from a month to month kind of experience. I need this money for next month versus, okay. I have a few months ahead of me. Okay, let me go and show up in the most authentic way I can show up. And that allows me to connect, build relationships or more powerfully, and guess what things to start working, not get negative, natural way.
(36:51):
You know what I realized, and this is, this was a huge shift in my business over the last year I started my agency like officially in 2018, I guess I started working, you know, in marketing several years before that. But the agency itself, I started at the end of 18 and I had a couple clients, you know, throughout 2019 here and there up and down. And then throughout 2020, I had a lot of people kind of come at me a little bit desperate in the beginning. And they were, they were almost where they needed to be, but they weren't quite ready to be able to really go the long haul with it. And so they would have a little bit of success or they did a little bit of testing. And then next thing you know, it's like, they're running out of money and then it's like, they would make it back, but they wouldn't make enough back to reinvest and start over again.
(37:46):
And their expectations were a little bit high. And I thought, you know what? This is a little bit exhausting for me because the first few months of me working with a client really is a heavy, it's heavy in the consulting, the mindset, the expectations, all the things that I have to coach on because I'm sitting over here going, look, I want to make pretty videos and I want to do images and I want to write some copy and I want to push this stuff out there and get you amazing traffic to your website. But when they get to you and they go through the process that you've got set up for them, if it's not ready to take them in and is very clear and easy for people to make, you know, to step forward with you and give you money from that stranger space all the way to the bank, then it can be really taxing because that's really, when the offers are being tested for the general public, a lot of people will be like, we'll have sold this and that.
(38:48):
And I've done great on this and that and the other. And I'm like, yeah, but you got to realize those are people that you've known for the last six months, because you've been all talking to each other in a Facebook group. So they already know you were doing Facebook ads out there to perfect strangers. You just opened your store in the middle of a city that you've never been to before. Nobody knows who you are. Are you truly ready for that cold traffic to come in to the point where you can convert them? And so that's a lot of the testing that happens. And it's really, it's, that's a point where a lot of people just, they kind of get stuck and they don't know how to go over the next hump. So when I go over that with people, I'm like, look, we're going to do this for three months.
(39:35):
And then this is what's going to happen. But at this point, I'm getting to the point now where I'm like, you know what, you're not ready for this. So I think that you should go do this first and then come back or we could test these particular things, but I don't want you to go and drop some large amount of money to try to get people through this hump, because if you don't have the wherewithal to come back from that you're going to be devastated. And then you're going to walk away and think, Oh, I'm such a failure. And it's like, that's not the case. It's just that you've got a few little kinks to put together. So what I decided, because it was so exhausting to me, I decided that once I get to a certain point with a client and we're able to patch things together properly and get them some success, some real success that gives them money in their pocket and money in their investment account to move forward to the next level.
(40:34):
Then I come back to them and I'm like, okay, we've proven the process. We're ready to go. Here's an annual contract. And guess what? I have secured four of those in the last six, three to four months annual contracts. So before it was always like onesy twosy a month or two here and there. What I didn't actually expect was that once I received that money from people and two of them paid up front for the entire year, all of a sudden I didn't have to scramble for the money that I need to pay for my software and pay for my coach and pay for my, you know, all of the things that I'm doing in my advertising. I, all of a sudden was given this complete freedom from having to rush to the next client for quite some time. And it's been a beautiful thing.
(41:34):
So I want you guys to realize too, that if there is something that really wears you out and makes you exhausted to go from one client to the next, find a way to end use the clients that you really enjoy working with as the ones you start with, because that's going to take all the pressure off and then you know what to expect with that client. So look for those ways to leverage that relationship and move into the next package in such a way that they benefit from it greatly. And then you benefit from it so greatly that you don't have to worry about finding that next client within the next two weeks.
(42:21):
Yeah. And that comes a lot with knowing your numbers, right? Knowing what, okay, what is a realistic number I need to earn. And over the next, I always, I always start counting from at least three months out. Right? So whatever work you do today, usually can consistency often, number three months. Exactly. It's knowing how much you landed at month. Number three at the end of month, number three, what kind of income do I need to generate? And you have that number. And
(42:47):
If you're focusing on the money, but the thing is, if some people get a little bit weak in the knees, when they talk about the actual dollars, and it's easier to kind of say, I just need to have two people to come into my life. And people are easier to envision than dollars.
(43:10):
That's a different place to be. Right. but do you see, do you feel like two people who come into my life at a specific, at a specific number, because usually I think, but I find that people, if they're shy about talking, find that because they're not good about charges, they're not good about making the offer. They're not good about being upfront about who we are. We all do want to help people. I'm a big believer, the better you help people is getting them to invest in themselves. Right. But if we are shy, but talking about the money, even when those will show up, a lot of times you play ourselves short
(43:50):
And that's on the coach, that's on the business owner because usually the person coming to you, if they're going to step forward and they're going to step into your space and they're going to pay for the outcome of what you can help them achieve, it doesn't really matter what that number is. I mean, obviously to a certain extent, but it's really like a $2,000 offer is really no different than a $3,000 offer or a $5,000 offer is no different than a $7,500 offer it. You really can just put the number out there. And if they're, Oh, that's just a little bit too rich for my blood instead of discounting, which is like the dirty word, instead of discounting say, well, how can reframe this so that you can get, you know, which part of this do you really can you do, maybe we have some sort of payment plan or we stretch this out over a longer period of time, or maybe you use these materials and then instead of coaching privately or whatever the thing is, if it's coaching business you know, find some other way to meet less often with a little bit less of that personal support.
(45:15):
If you've got materials for things, that's the beauty and having your stuff ready to go to is to have your materials ready to go so that it does it. There's no skin off your teeth. If you hand over documents for a lot less, it's the coaching and the time that's worth so much more because people always come to those decision points and they don't know which direction to take next, and that's when they need you. And so, you know, just make it accessible for them. And and, and, but don't discount just lessen what happens
(45:54):
And a lot of money to come back into the concept, for the two, the way that you really want to do to place upon a thousand dollar offer, having the confidence accurate and, and, and understanding that process of, Oh, I don't have to discuss, but there's a lot of options. Definitely I think mindset is the key to this whole entrepreneurial process. Because if you don't have the right image to be alone with it, I always say like the old and I've learned skills transfer of energy. So if I'm competent and I believe in myself, even the offer you know, my I'm healthy, my mindset that day more than likely I, that energy to the person I'm speaking to, to have the division and you know, a little bit of Cubs, but if I'm not feeling good about myself, where I have that official financial point of view, if I'm in a desperate straights and I, I show up a lot weaker. Right? Yeah. And I think that's the key, big, overarching key here is like getting in my throat about who you are, the offer you have that might help you increase you, but in that luck is a fair offer. I can help people with it. And it definitely helps me when I show up that way.
(47:12):
Love it. Well, I think we've come to a good spot to wrap things up. We've gone a little bit over time, but we always do so. Thank you for listening today. Now, head over to Sally hendrick.com forward slash love house to participate in our live and recorded events.
(47:30):
Thanks for being here.
