You’d think that I wouldn’t mind going through a few challenges, but in all honestly, 2018 was f*cking hard on me. I was going through some deep cleansing + healing with my liver/gallbladder. I was in a friendship where I allowed another person’s intuition to consistently override my own knowing. I made a high-level investment from a place of fear that put an epic amount of pressure on me to create, perform, and earn.
During the same year, we found out our house (the lakehouse cabin) had toxic mold at around the SAME time we found out we were pregnant with baby #2. I was unable to function physically and mentally for quite a few months and my business wasn’t yet in a position where it could fully operate and generate income without me.
My partner Aaron’s neurological symptoms (that mimicked the symptoms of Lyme’s disease) all of a sudden made SO MUCH SENSE and so did my Liver / Gallbladder stuff. We were literally battling our home environment. Side note: if you’re not familiar with the effects that toxic mold can have on your health, do the research. So many people who have been exposed to mold have health challenges that feel hard to de-code and heal.
ANYWAY ABOUT THESE LESSONS I LEARNED…
From my heart to yours, here are the top 4 lessons I learned during my first attempt to scale my business from the six to multi-six figure per year level:
1. Your expenses don’t need to increase at the same rate as your income. This is obvious, but it’s a trap that so many entrepreneurs fall into, without knowing or understanding what’s happening.
All of sudden, you look at your business, and it NEEDS X amount of sales to sustain it’s monthly expenses. In enters the stress of ‘keeping it up and keeping it rolling’. If your income doesn’t stay up to keep the expenses manageable? Helllllo, credit card debt.
Don’t be afraid to keep a close eye on your expenses, and ask yourself, ‘do I really need this right now? Is this going to provide a return on my investment?’ and be super clear on your decisions. There’s nothing wrong with saying, “that’s not in the budget right now.”
Seriously, I thought that saying, “that’s not in my budget right now” meant I was not having an ‘abundance-mindset’ while in reality, it meant I was being intentional about where I spent and what I was reinvesting in the business.
I highly recommend reading the book, Profit First (https://amzn.to/2G3bleS), to learn how to side-step this lesson. Not that lessons really need to be side-stepped because they’re what make you a smarter business person, a better leader, and well, a source of wisdom.
2. You don’t need to raise your program or 1:1 prices to scale.
You CAN do it this way, sure. You CAN raise your prices to scale. But for some of you, it might not feel like ‘the way’ or ‘the time’. I’m 100% down for charging high-end for your 1:1’s, but you don’t need to scale your business based on your 1:1 rates going up.
One of my biggest take-aways from 2018 is the knowing that I was trying to ‘go high’ when I really should have been focused on ‘going wide.’ What I mean by that is I could have been way more focused on reaching MORE of the RIGHT people, and helping them through free content, and low-priced offerings. In doing that, my high-end offerings would have filled themselves with mega ease. Instead, I was hyper focused on serving a select few with high-end offerings and I felt it in both the income AND impact departments.
This feels like the place to remind you that you don’t need to fix what’s already working. Have a group program that sells like hot cakes every time you launch it? Great! You don’t actually need to raise the price to scale. You can just create a plan to reach MORE of the RIGHT people. If you want. Just an idea.
3. Don’t become obsessed with your failures.
In 2018 I was obsessed with my failures. I quickly made them mean something about me, instead of looking at them as a vital part of the learning process. For instance, one of my launches was a total wash (as in: I broke even). A launch that was expected to exceed 20k, only did 7k. At the same time, I had hired for a new position based on my projected quarterly income (and not on cash saved) and found myself in a position where I had to pay my team, at the expense of paying myself. F*ck! It was not what I wanted, not what I foresaw, and I was angry at myself!
Instead of getting right back up, I wallowed in self-pity and asked myself a hundred questions. Am I on the wrong path? Is this a sign? Am I supposed to be doing something ELSE? All of these questions were BS. Instead of just learning what I learned, I let my failures mean something about me, and because I did THAT, I slowed my whole operation down DRASTICALLY. I didn’t pick myself up and continue on for weeks, actually, maybe a few months.
My next launch? My goal was 60k. I honestly needed to hit 60k to feel ‘on top’. I made less than 10k, and again, made it mean something about me. I again proceeded to get up slowly. In looking back, I wish I had the mindset I have now. Keep. Going. Keep learning. Keep growing. I now have a 48 hour rule. My partner is the one who keeps me accountable. I said to him, “If I don’t hit my goal, give me 48 hours before you slap me out of it, PLEASE.”
Ultimately, the more you FAIL, the more you SUCCEED. Go now. Fail forward. Get. Off. the. Ground.
4. Selling all the time is NORMAL.
I didn’t think it was. I thought it was only acceptable to sell one big thing per quarter. I thought selling stuff all the time would bother people. Ha! I realize that my mindset in 2018 needed a MAJOR adjustment.
Selling your work, your products, and your offerings is SERVICE. You have heard this before. I had heard this before. I had even been teaching this! But I needed to understand it on a new level. Program it deeply into your mind: it is SAFE to show up and sell frequently.
It’s safe to sell on Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, AND Sunday. It’s safe to jump from selling one thing, to selling the next thing, with zero time in between. It’s SAFE. You’re in business, and sales are the life-blood of your business. If you’re going to keep creating and serving, you need to keep selling.
That’s it beautiful. That’s what I have for you today.
Go wide, and your business will naturally go high.
Focus on reaching more of the RIGHT people for your services and offerings.
Make sure you’re out there getting in front of new people, and bringing those new people into your world.
Consistently share with them who you are, what you offer, and how you can help them.
Also: TRUST YOURSELF.
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