Hey, you guys, welcome back to the podcast. I'm excited to be back. I actually just got back from a workshop, which is basically what I'm going to be talking about in this episode.I just learned so much. I flew to Vegas to be with Alex and Leila Hormozi and their team at acquisition.com and it was so good. And so one of the things that I was thinking about is how I'm kind of this weird mix of like, I joke with my clients.
Like, I'm like a weird conglomeration of like hardcore business strategy. Like, I love reading like the business books for the principles and I have this like whole other, you know, more spiritual alignment, flowy, feminine energy style. So this was obviously like on the other side of the spectrum, more math, more practicality, definitely more tactical business advice. And so some of it, you know, I'm just going to leave behind. It wasn't really for me. And then other pieces were totally for me.
And I wanted to kind of share what I'm learning and what I'm integrating with you from the two day workshop. And so it was a cool because it was a workshop with their actual team, like the team that actually works in their portfolio. If you're familiar with their business model, they own a portfolio of companies anyway. And so I joined this workshop because I am trying to scale my right size business. That's actually a word that I got from my coach. She was like, we're just trying to get the right size business. And I'm like, yeah, so I'm not trying to infinitely scale.
I don't even know how big I really imagine my company. I'm just looking at the horizon that I can see. Right. And so my personal goals, literally, like what's next for my business? That's kind of what I went to this workshop thinking about. And so I'm going to share some of the frameworks that meant the most to me. And I'm going to use it in language that hopefully resonates with you because the ideas were so good. And I left with just tons of ideas in my notebook.
And actually, that's how I kind of came up with what I wanted to talk today, that I just reviewed all my notes and picked out the big ideas that meant the most to me. And so I hope it's helpful for you, too. And so this room was full of 100 people. Side note, I was sitting next to a woman. She's a dog trainer and that's her business and super successful dog training business. Anyway, me and her were sitting in the corner of the room looking at this sea of men and we're like, I wonder how many women are in this room. And there was eight total of a room of 100.
And I actually made a post about this. Like, I'm not mad about that at all. I'm not bitter. I don't think it's wrong at all. It's just like, oh, wow. Like, there is so much room for women to build businesses. And I think women tend to gravitate towards different business models and even different niches than men do. Nothing wrong with that either. It was just an observation.
I just even felt more belief and conviction about being a woman in business. On my way to Vegas, I was the only woman in first class on the plane.
On my way home, it was me and one other woman and the rest were men. And so just like I said, just an observation like, huh, I stand for women creating prosperity in our own way. And so unlike the Hormozis, I definitely teach more of like a business that works for your life because I have three babies and I can't imagine working 80 hour weeks, to be really honest. So I really like my schedule and I like the values that I bring to business. That being said, I still have learned so much from Alex and Leila through the years, especially Alex's books.
And so if you haven't read them, read them with the lens of how can I use this in the business that I want? And so that's how I'm going to present these ideas is like these are the ideas that I'm taking away that work for me because not everything landed, but some of it really did. So the first one that he talked about was the theory of constraints. And this is something that his whole team basically helped us do is like, what is the constraint of your business?
And another way that I like to think about is like, what is the bottleneck? What is the one thing that if we solve this one thing, everything else would work? And so I spent a lot of time thinking about this because some of it was math. Some of it was like looking for the right data. I was contemplating where I want to go, where I'm at now. And one of the things that I realized is I need more conversations on my calendar. And so you'll see this reflected in the right kinds of conversations. I want to caveat that.
In the beginning of my life coaching business, I would fill my calendar with conversations of any type, basically. And I recommend that if you're a new coach, get calls on your calendar with humans. But at the phase of business that I'm at, you know what I'm up to, I've scaled. And so I've made sales, you know, without conversations. I've definitely like done that, whether I've sold courses or group coaching programs. I've definitely done like, you read this email, you buy it.
And I will continue to do that. I think that's part of scaling is like getting me out of sales calls. That being said, I saw this kind of opportunity for me where it's like, but I'm really good at conversations and people who have conversations with me tend to buy. And so one of the things that I started implementing almost immediately was like a breakthrough call with me. And so you're going to start to see that. One of the other things that we talked about was qualifying your clients. So making sure that they're the right fit before they get on the call.
So in my process, I have a form that people have to fill out before they book a call with me. But that is one tactical thing that I'm taking away is like, how do I have more calls with the right kinds of people that could either join my mastermind or work with me one-on-one kind of at an ongoing basis, not just when I'm launching, not just when I'm focused on one-on-one, but like kind of this like 20 minute conversation with me is my bread and butter offer felt so clear when I realized that because I have not done that style of invitations since I don't even know, many years ago.
And like, it's funny cause it's like so obvious, but especially if you're doing client work, it's like, you want the conversation for me, I think it's adding more friction. So that was another thing that came up is when to add friction in your business versus when to prioritize flow. And so for coaches, because that's who mostly I work with, when you're a new life coach, you want a lot of flow. You don't want to put friction on your calls.
You want to take any call that you can in the beginning while you're developing your confidence, while you're learning how to onboard, while you're getting familiar with your own unique process. Like you want calls on your calendar, period. So don't put a questionnaire, don't make them apply. Don't make it hard for them to book a call. You want to make it pretty easy. The other thing that I did in the beginning of my life coaching business is I would take calls for like one or two hours with potential clients. I don't have time for that anymore.
And so kind of like my happy medium was like, I want a call that has higher friction, so they have to fill out the form. And I'm looking for the type of person that is a good fit for my higher level offers. And it's 20 minutes. And so I'm not spending two hours with potential clients like I used to. Not that I'm not willing to, but I need to at least first see the right fit for me and for them on this 20 minute call. And so that was a huge one for me. That was like the big constraint, because then once I'm on the call with the right fit person, then we can talk about which offer would make the most sense for them.
The other thing that I'll probably implement later is group consults in the future. I actually did this with Rich Litvin. So when I was considering working with Rich Litvin, I got on a group consult with him and I really enjoyed that process too. And so those are the two things that I'll be immediately implementing in my business where it's like my business is built around conversations, around live teaching, around live coaching. And so the more opportunities I have to be in front of my ideal client talking to them, the better it is for my business.
And so that was a huge, obvious insight for me. The next framework that I think will change my business and yours is more, better, new with an asterisk. Because if you're familiar with human design, I'm a manifesting generator. I like the new ideas. And so one of the things that they taught was first you handle more, then you work on getting better, then you add new. And so one of the things that I've done in my business is I have a lot of new ideas.
And so I didn't make myself wrong for that. I was just observing. Does my new ideas get me to where I want to go? Or is there a way that I can implement new ideas in what's already working? And that was, I mean, just a mind blowing moment for me is I don't have to create new offers all the time. I can innovate within the offers that I have. And so the other big shift that I'm going to be really applying is really working on making Lighthouse Mentorship that offer where I can innovate on the inside. And so if you're in Lighthouse Mentorship, get excited.
We're going to have a fun summer. But that's kind of the thing. And also giving myself permission. I will do new offers because I like it. And I think part of the constraint for me is like without it impacting my other offers. Sometimes when we spread ourselves so thin, one of the things that I've had to learn is there's a timing to new offers. So if you have five new offers all launching at the same time, it can be confusing or hard to understand or you get two people in each offer. Right. And you're kind of spread across the board.
And like I said, that's not a problem. I don't make myself wrong for all my ideas. I like all the offers that I have. In fact, right now I have Money Mind. I have Lighthouse Mentorship. I have Abundance Mastermind. I have an Art of Impossible cohort. I have the Quiet Wealth membership and all of them have clients and I'm having a ton of fun. And I'm witnessing myself being like, okay, how could I have maybe had one new idea and still continue to do the more and the better for Lighthouse?
And that was a big realization for me, too, was like, how do I really take Lighthouse to where I think it could be? Because I think the concept really resonates with my people. Right. Like how do you build a Lighthouse style business where people are drawn to you and you alone, where there's a spirit and a energy of safety and permission to explore without hardcore sales? Right. Like that's kind of my vibe and my vision. And so the idea of a Lighthouse business has really resonated with my clients.
And I've really enjoyed the Lighthouse Mentorship cohort that's currently running. So it's like, how do I do that better? How do I do more of my marketing that fills the Lighthouse? These are the things that I am contemplating and will be implementing into my business. The other aspect of this is knowing what you're solving for. Right. So sometimes we think we need new tactics when really we need more. And this actually was one of my questions.
When I went to the workshop, I had in mind, like, do I need to try other channels? This comes up a lot. Should I be on TikTok? Should I start a YouTube channel? Like, should I spread myself on other channels? And like this framework really taught me, like, no, that's not necessary. Constraint helps you be creative. And it was almost like, just check this off in my own mind. Like, I don't have to worry about the fact that I'm not on YouTube. I don't have to worry that I'm not on TikTok. Like, Instagram is where I am on social media. I do threads.
I have this podcast and I do email marketing. And I was like, and I have an amazing business. I can just do more of what works, which was, one, felt good to have that acknowledged. But also it kind of gave me a framework for, like, what I actually need to do with the things that I'm already doing. And so this leads me to the third big, this was huge for me. And this is something I'm going to be sharing with my clients big time, is missed opportunities are not problems to be solved. I'm going to say this again. Missed opportunities are not problems to be solved.
This was so useful for me. So what that means is I have seen opportunities in the marketplace, whether I've been learning from my coaches or I've watched mentors from afar or even like my peers. Right. And they do something. And I think I need to do it because all of a sudden it feels like a problem that I don't have it. So like, as an example, let's say someone came to me and they're like, I love my YouTube channel.
I have, you know, one thousand subscribers and I make, you know, an extra three thousand dollars a month from YouTube because of it or whatever. Right. It's easy for our brains to be like, oh, I have a problem in my business because I'm not on YouTube. That was like how my brain used to think about, oh, I should do this. Oh, I should do that. Oh, they're doing this. I should do that, too. That's not actually a problem.
And so the other things that I've seen in my own business that feels like a missed opportunity, not an actual problem, but a missed opportunity would be like, I should do a rebrand. I should tweak my website. I should get new whatever, a new logo. I should switch from Kajabi into this new thing that like. And when you really break it down, it's not helpful to the business. And so it's being really aware of how your brain chases squirrels, how your brain wants to work on other things. And so that was really useful to me, like a problem is a real problem.
A missed opportunity is not a problem. And so just letting that go when the new opportunity comes and it's not directly related to my focus, which is more conversations with human beings, more of the right human beings having conversations with me. That's the problem that I'm solving. I am just going to let it go, which feels so freeing. And you can, too. And so the next time that you're like, oh, should I get on that platform? Oh, should I do a membership because so-and-so started a membership? Oh, should I run ads because so-and-so is running ads?
Like, is this a problem that I'm not doing this opportunity? No, I'm going to get back to working on my real problems. Right. But you can't see because this is a podcast, but I'm putting the quotes up for problems, things that are more useful to solving in your business. The things that you are up to specifically. And so part of this is something that I've taught for a long time, which is keep your blinders on. So when you hear about the opportunities, you're not making it a problem in your business. You're just letting it go. That was huge for me.
Missed opportunities are not problems. The next big idea is the qualified customers. I mentioned that, like, I want more of the right kinds of conversations happening in my business. And so one of the other ahas for me was like, okay, I need to get qualified clients on the call. And so that's a problem that I'm going to be, you know, I guess solving or like the word creating. I'm going to be creating solutions so that the clients that I'm meant to work with or who are a great fit for one on one or a mastermind. We are a high level. Yes.
Like if you scroll back, I have an episode called The Highest Level. Yes. I want my clients to feel like I am the highest level. Yes, for them. And I want to feel like my clients are the highest level. Yes, for me. That's the ideal world. And so that's another thing that I'm creating in my business is like, how do I get high level? Yes. One on one clients. And how do I speak to them so that they feel like, you know, it's a match, like they feel like I'm their coach and I feel like they're my client.
And what's funny is like I've had this like I definitely have had this like the past, I would say, 12 months, definitely six months, even stretching into 12 months, like almost every single client that has come into my world has just felt like a soulful. Yes. And so how do I keep doing that? And how do I do that at the pace that I think is next for my business? And as far as like growing Lighthouse the way that I want to welcoming new people into a business, mastermind, things like that. So how do I qualify the customers that I'm having conversations with?
And that's through my messaging. That's through the right kind of content. That's through putting myself in the right frame, right? The right, I guess, posture or positioning so that I'm speaking the language that my highest level, yes, clients are speaking and desiring. The next one, which was such a good reframe for me. Alex taught this sales theory, and I had heard many years ago from a man named Russell Brunson that there's like emotional buyers and logical buyers. And the way that Alex reframed this for me was so useful.
So I wanted to share it. He talks about there's a low info buyer and high info buyer. And the low info buyer doesn't need a lot of information to make a decision. And this is me, if I'm being really honest, I don't need a lot of information. I kind of know. Like I just hired a one on one coach a couple of weeks ago. And like, I just didn't need to know a lot of information. Like I needed to know what the price was. And I mean, for logistical reasons, like how many calls I got. But that wasn't really interesting to me. I just knew I was ready to work with her.
And not everyone is like that. So I think a great salesperson or a great business person thinks through, like, how do I sell the both? How do I make it easy for the low information buyers who don't need a lot of information? They just are like, yep, send the invoice, right? Love these people. I am this person for most things. But the thing that he opened up was like most humans are actually high information buyers. So they want to research. They want to know all the details. They want to know what time the calls are. They want to know if there's a payment plan.
They want to know how you onboard. They want to know what are the modules called. They want to know their ROI, like what they could expect. Not that you can make promises like that. But what are the ROIs of other customers that you've worked with? What's your renewal rate? Like they are interested in more information. And this is something that I'm taking to heart of how I could do a better job of providing the right kinds of information to the people who are on the fence, to the people who need more information before they make a decision.
And so I want to pass that along, too, because you might consider that as well. There's low information buyers and there's high information buyers. How do you sell and optimize for both in the sales process? That was really useful to me. And before I wrap up, this is just like a quick recap. There's two quotes that I wrote down that were so good in the context of sales. Don't let a bad investment burn you twice. And I had read that in one of his books a long time ago.
And I've used that on a sales call because sometimes and you are going to be like this, too. Your client is going to say something like, well, I've tried coaching before. And it didn't work. Or I've done high level mentorship and it didn't work. And this line, if you really believe in what you do and like, you know, you're an integrity with your process and what your clients are capable of, if they do the work, right, like we're not responsible for the work that our clients do, but like if they do the work, what was possible for them?
I think sharing that line, don't let a bad investment burn you twice or like don't let a bad investment stop you from making a good investment, which I think is so useful. I always smile when I hear people like, well, yeah, I invested in one coach and it didn't work. And I'm like, I've invested in like 15, 16 different coaches at this point. Masterminds, group programs, one on one coaches, courses like you name it. I just didn't stop investing because I didn't let one investment burn me many times.
And so sometimes we have to go through the bad investments also so that we know what a good investment feels like, so that we know what alignment feels like with a coach or a mentor. And I've definitely felt that like my purchasing power and my decision making and my discernment is so much higher now because I've made okay decisions. Like I've joined the program that I thought would change so much for me. And then it was like, meh.
And I still paid it. I'm not mad about it. And so I'm like, okay, you have to zoom out. Even like thinking of yourself as someone who invests in coaching and mentorship and themselves and their businesses, right? One bad investment does not doom you for the rest of your coaching career. In fact, if I let that be true, I would have been doomed twice. There's been two investments that like felt really difficult for me because they weren't in alignment and they were not cheap.
But I zoomed out and I was like, okay, who do I need to become so that this is just a part of the story? I need to become a rainmaker. I need to become someone who gets what they came for, even if it falls short of my expectations. I need to use this to hire better. I need to develop my discernment stronger so that I never repeat this mistake again, right? Like I zoomed out and became the person who used the experience instead of fell victim to the experience. And so I think it's a really empowering way of seeing investing.
I also think cleaning up your own thoughts about your investments helps you ask for your clients to invest in you. The last quote I'll share, which was I started, he says, no one calls an investment expensive. And I was like, oh, that's so good. So it's not expensive to invest because you're going to create an ROI, whether that's in relationships, whether that's in business, whether that's in your health. Getting a return on your investment is not expensive because you're getting a return.
The funny example that he kind of talked about was like this wasn't in this period, but like being in Vegas, right? It'd be like going to a slot machine, putting one dollar in and getting three dollars out and being, oh, it's so expensive to do this. It's like, no, it's not expensive because you're getting a return, right? Every dollar you put in, you get three dollars out. It's not expensive. It's an opportunity. And that really landed for me. That's how I've seen all of my investments.
None of my investments in myself or my business have been expensive. I would never use that word because no one calls investments expensive. And so I think where we start using the term expensive when we think about investing in our businesses is it feels more like a risk. The ratio is off. We're worried that what we are paying will not give us dividends. And so that's up to us to create. And it's also up to us to choose the people who can do that best for us and with us.
And so that was my quick recap. I had a ton of fun. I was just there for two days and I got home to my babies. And it was fun to kind of share with Wesley everything that I was up to. And I'm excited to implement. I'm excited to work on more conversations. I'm excited to really make the Lighthouse Mentorship an amazing program. I'm excited to do more of what's working and let new play the right ratio in my business. Like I said, I'm not going to get rid of new things because I enjoy the creative process of offers. It feels like art to me.
But I also love the idea that maybe there's a ratio that will help me reach my goals in a more aligned way, that like focusing on more and better and letting new play a smaller ratio in my business just feels really good to me. So I want to share that as well. Okay, thanks for being an amazing audience. I love you guys. I'm grateful for you. I'm grateful for this opportunity. That's the other thing. Okay, going to events like this is so inspiring because you're around people who have done what you want to do.
I mean, the Hormorzis are at the level that I don't necessarily want to do, at least at this point in my life. But super inspiring to see someone's dreams come true. Super inspiring to be in a room of people who make a lot more money than you, which was a fun experience for me to like be in a room where I wasn't the highest earner at all. Lots of room for inspiration, lots of room for humility. But I left super inspired that like what a gift it is to be an entrepreneur.
And for me, like really reflecting like what it actually takes to be at the level that I'm at. Not very many people make it. And so it was like a humbling and also a great kind of mark, I guess, or milestone moment where it's like I've done a lot to get here. And I'm really grateful. And like, I don't take it for granted. I don't take it for granted that I get to sit in my office. My kids are at school and I'm going to finish this podcast.
I'm going to jump on a lighthouse mentorship call and I get to work with amazing humans and I get to do a career that I love that fills me up, that feels very meaningful and that is very profitable and prosperous. That is a miracle. And so one of the things that I said a long time ago that I haven't talked about in a long time, it was like be in the miracle. If you have a business that makes money working with humans and you get to work from your home, creating posts on the Internet, like that's a gift, that's a miracle. And so don't forget to be in it.
Don't forget to celebrate all your progress. And if you think I can help you with a lighthouse style business, whether that's working together one on one in my mastermind or in a group, please book a call. You're going to start hearing me say that because that feels so cozy to me. I am not an infinitely scaled business. I'm a real human on the other side of this. And I just want more conversations with the right fit clients. So if you think that's you, I'll have Allyse put the link in the show notes so that you can do that if you want to explore working together. And I just feel really blessed. So thank you for being here. I'll talk to you soon. Bye.
