Hey guys, welcome back to the podcast. I'm really excited to introduce a series I'm dropping about me live coaching. So a few months ago, I posted on my Instagram stories about this idea that I had about coaching people for free and then posting it on the podcast. And so many people reached out and said they were interested.
And so I ended up doing three separate sessions. And those are the sessions that I'll be sharing and it ranges. So we have an episode today that will drop and then an episode next week and then an episode after that with different groups of amazing creators and coaches and entrepreneurs who come with different things to be coached on. I promise you will find it relevant and useful to something that is going on. So I hope you enjoy.
And this is kind of my intention with this is one. I think a lot of people benefit from being coached, but also listening to other people be coached because sometimes people will ask questions or present a situation that maybe you don't specifically have in your life. But the coaching that comes through and the insight that come through will be relevant.
The second reason I guess that I'm doing this is that Conscious Coach Academy is coming in September. So if you are a member of Conscious Coach Academy, look for some emails from me because we are going to have a lot of live calls in the month of September. If you are not a student in the Conscious Coach Academy, keep your eyes peeled because that is coming.
Enrollment isn't open yet, but it will open soon. And so I kind of wanted to, in the spirit of coaching, present some situations. And so many of the clients that came to these calls like wanted coaching on their business and client creation. Sometimes we go into more personal inner work. Either way, I know you're going to love it. So without further ado, let's jump into the first session of live coaching.
Amber: Okay, you guys, welcome back to the podcast. Today is a special edition. I have three amazing ladies that I actually have the benefit of knowing before this call, which is awesome.
I feel like I've talked to each of you, some of you more than others. So we're not starting from zero. We have a relationship. And I asked people to come on to my podcast so that I could coach, which I think is just kind of fun, and create together.
Before I even hit record, I kind of mentioned to these ladies, like, I think that there'll be some synergy by the end. I asked all of you to come with something that you want coaching on. So I'm just going to dive in. We have Eden, Sophia, and Hannah today. So I'm going to start with Eden. What did you want to chat about?
Eden: Thanks for having us here. I wanted to talk about knowing that what I'm offering is enough for people and being okay being at the beginning when I have a really big vision where I see where things could go, but I don't feel qualified to coach that far.
Amber: What do you mean by coach that far?
Eden: I feel like I can see the path that people sometimes need to take. I mean, I feel responsible for getting them there. And if someone pays me, then I need to know exactly what's going on. And like, logically, I know that's not exactly what I do as a coach, but I definitely feel like I try to carry people on their own journey versus guiding them on their journey. And especially when it comes to being paid for it.
Amber: Are you coaching for free right now? Or do you have paying clients?
Eden: I have one paying client right now.
Amber: Do you feel responsible for her? For him?
Eden: Not right now. It was at a price range that I felt really good about, and we'd had a relationship before, like I knew her, and it actually feels really easy right now. But part of me feels like I would like to see there be greater monetary value with it.
Amber: So you want to raise your prices?
Eden: I don't know that I'm ready for that right now because I haven't really had many clients or a lot of experience. And that makes me feel even more like I have to know exactly how these things are going to go or someone's going to come back and say like, oh, I hired a coach and it was totally not worth it because they were just, I don't know, unhelpful.
Amber: Yeah. Like what if they did say that? That seems like a big fear. Like if they pay me and they don't get what they came for, then.
Eden: Then I feel like a fraud and I feel like being a business owner and operating your service imposter syndrome is already like raging or trying not to. But it feels like more evidence that like, oh, maybe what I'm doing isn't helping. And it's just in my mind that it could.
Amber: So this is a philosophical question, but I think it'll be helpful. Like what is a coach responsible for?
Eden: That's a good question. I want to say showing up with love and non-judgment and holding space for someone to find their own answers, guide them to their own answers and believe in them. Hold that belief for them when they can't or aren't exactly doing it for themselves.
Amber: I love that. That feels so clean to me. That feels so different than what you were saying about like carrying them and being responsible for their experience and what they create.
Eden: Yeah.
Amber: So one of the statements that I like to consider, I'm curious what you think about this. I say the best marketing is telling the truth.
Eden: Yeah.
Amber: Because I know you're not a liar. Like I know you. You're not like lying to people, but I think you're afraid to lie.
Eden: Yeah.
Amber: Don't want to promise something that you can't deliver is what it feels like.
Eden: Yes.
Amber: So what are you promising right now?
Eden: I'm not even sure that I know.
Amber: Okay, so then let's talk about that. I think that's useful. What's your offer?
Eden: My offer right now, and golly, it goes all over the place.
Amber: Yeah, that's okay. Do you know me? Do you know how many different offers I have right now? Like no judgment from this side. So that's okay. What do you have?
Eden: Right now, I'm just offering one-on-one coaching.
Amber: Okay.
Eden: Three months.
Amber: Love it.
Eden: Yeah, that's like the logistics of it. That's my one offer right now.
Amber: You don't have to tell me what you charge the client, but what are you wanting to charge?
Eden: I would love to charge between $1,500 and $2,000 for three months.
Amber: Love it. What's stopping you?
Eden: I'm feeling like I can't deliver, which is, I don't know where that comes from.
Amber: I'm curious, like deliver what? You're like associating $1,500 to $2,000 as like a result or something.
Eden: Okay. A lot of what I focus on in my coaching is pursuing your goals founded in a sense of because I think that's what supports resilience and trying and moving through failures and just continuing to show up and enjoying life when you have that sense of love for yourself. I know that's not everything for people.
And in my mind, I hear a lot of the logical people in my life, even myself say like, okay, well, I love myself. Now what? Like that's not going to feed my family. It's not going to help me get a better job. All those really tangible things that people worry about. So I help people love who they are and love what they're doing and show up with love. But then what?
Amber: This will help you bridge. I think so that… what? You said goals. Like what are you working on with your client?
Eden: Right now we are working on just feeling safe and trying things like with her business or...
Amber: Okay. So she has a business. Okay.
Eden: Has a business. She would like to expand it. Give more to it.
Amber: Mm-hmm.
Eden: She doesn't love the idea of being seen. It doesn't feel safe. A lot of things that don't feel safe. So we're working a lot around that feeling of safety and belief in herself and how to like just kind of regulate in the times that she wants to put it off so that she can act the moment and actually do the things that she knows will help her business.
Amber: Sounds amazing. What's preventing you from talking about just that?
Eden: I don't know all that much about business. I'm just poaching her.
Amber: Yeah. So what you described to me is life coaching for someone in business. That doesn't mean you're a business coach.
Eden: Okay.
Amber: But people who are up to something and creating something need coaching. Right? Life coaching. Like a lot of what I do is life coaching even though I do business coaching.
Eden: Right. So then in my mind, I'm like, well, why hire just a life coach when you could hire a business coach who also knows how to coach somebody personally?
Amber: Yeah. I think I want to put you on the spot and why would they? And maybe your answer is like, they wouldn't. Therefore, I'm not making money.
Eden: Yeah.
Amber: This will change the game. My philosophy about coaching is I don't think people are just looking for a coach. I teach resonance. It's not that they just want a coach. People don't wake up in the morning going like, you know, today's a really great day to hire a life coach.
They're like watching you on social media and they develop a relationship with you and they want you in their corner while they're going for their goals. They resonate with Eden, the coach, not life coach. Like, how did your client hire you? Did she Google life coach or does she have a relationship with you?
Eden: We'd have been in each other's, I guess, virtual circle.
Amber: I think that that's the truth that a lot of marketers don't want to talk about because we want to like productize life coaching. But it's like you already have a successful pattern of signing clients. She has a business. She has goals. Yes, you do. You already have a paying client. And I can see you're like making it like that doesn't count or that's a fluke. But like, that's the shift right there.
You have someone that wants to pay you for life coaching. You have a pattern. You had a relationship. She had a goal. She decided that she wants you to walk with her as she pursues her goal because she doesn't want to feel crappy while she tries to achieve it. She wants to feel better while she achieves it. You could sell life coaching to anyone with a goal. But what kind of person would you love to work with?
Eden: I always keep coming back to moms in business.
Amber: I mean, that's what I did long before I had business coached. I wonder if there's like some fear that they're like, but what if they ask me a question about business or something?
Eden: I don't want to add to the negative stigma around coaching. And part of me says like, no, in the way I show up, I'm not going to do that. Like, it's not going to happen because I know who I am and like all these things.
Amber: But the best marketing is telling the truth. One of the first things that I would say on consult calls is like, listen, I'm not a business coach. This isn't a business coaching experience. This is how to navigate the emotions and the ups and downs and decision fatigue and honestly, like a very unique set of challenges of moms who are running businesses.
I mean, I say this to my clients. I'm like, I've never made a million dollars in a year. So if you're looking for that, I'm not your coach right now. And I sign plenty of clients because that's not what they're up to. They're up to a set of circumstances that I can help with. And so I think the best marketing is telling the truth. I think you're afraid to say the truth. I'm like, no, the truth will set you free. So that people actually believe you.
They're like, oh, like I want someone to talk to every week about my goals. I want someone who can help me think differently about my tantrum throwing toddler that interrupted my Zoom call yesterday. Or my husband who doesn't get what I do. Like there's so many unique challenges that I bet you coach on. They have nothing to do with like a marketing strategy.
Eden: That's a good point. Maybe it's because I haven't figured them all out in my personal life. I get afraid to coach on them, but I still feel like I can help.
Amber: If it was required for coaches to have everything figured out in their personal life, there would be no coaches.
Eden: Right.
Amber: To me, the best testament I have of coaching is like, I have two coaches.I believe in it because I don't think I have to have it all figured out to do what I do with my clients. So you can release that expectation for me. Like right now, you don't have to have it all figured out. Have you read the book, The Prosperous Coach?
Eden: Not yet.
Amber: Okay. Add that to your list. It's so good. He has this line like, if a person were to walk out of work and talk to a lamppost every day for a year about his goals and what he's working on, like he would get value talking to the lamppost. I was like, so if you have coach skills, like you are obviously infinitely more valuable than a lamppost.
But what I think an underrated thing that coaches do is like we hold space for people. It's like a container that you facilitate for them to explore their dreams and where they're getting stuck and their emotions and what's going well and what's not going well. You're like walking with them on the journey. You already have that knowing with your client right now. It's just doing that more. So it's doing that and figuring out how to talk about doing it.
Amber: You already know how to talk about it.
Eden: Yeah.
Amber: Your brain is going to tell you you don't because it's way more scary to talk about it. Because I know you. You're a student. I know you're like in the work. So I know you can talk about it. I think I'd be curious like who you're comparing yourself to or like what you think you need that you don't have or whatever. I don't know what the imposter syndrome is about. But if I were to place a potential client in front of you who had some of these challenges, you would know what to ask.
Eden: Yeah, I think so.
Amber: You're doing the work right now. You have a client that you're doing the work with.
Eden: Yes.
Amber: Okay, I'm going to put a pin. I'm curious what comes up when I talk to Sophia and Hannah because I'm going to let you simmer on those things. But you got it. Okay, Sophia, let's chat.
Sophia: Yeah. Thanks, Amber. Thanks for having me on. Eden and I feel all the same thing. So like you're not alone. Like I'm just throwing my head through the whole thing, you know, and that's really important. And I think that that's what we give to our clients too. It's like you too. And it's like, yeah, I felt that. I felt imposter syndrome. I felt whatever. So sometimes that's how I relate to my clients. Like I had the same things.
Amber: Normalize it.
Sophia: And so I think that my question, Amber, and I think that was weaved into Eden is I want to provide so much value, right? Like I feel this responsibility when I coach someone, when I take money from someone, show me the value. Like, you know that saying, like, show me the money. It's like, show me the value. And so I sometimes fire those people. I want to give them all the tools. And so I've got this group that I've just finished. It was an eight sessions over four months. And I felt comfortable because I had a little bit of a curriculum that I was teaching.
And then we shared. And I want to run that again. And it's like, well, now what? What are you going to tell them now? Because you'll have some returning. And so I took the step of not having it all figured out. And it worked. Yeah, that flew. And so I have got some feedback. So I know what they found valuable. Actually. But then I'm like, am I charging them for that?
Amber: What did they find valuable that you're like, wait, you paid for that?
Sophia: The sharing. So there was like 12 of us, about 13 that signed up, which was like phenomenal. People in my world that stepped forward. And it was my beta group. And they paid $200 for eight sessions. And I felt really comfortable with that. You know, like that bar is pretty low, right? And you don't think twice about it. So that lowered my mind game of like, can you do this? Then what they found was valuable. And the feedback that I had was their connection with each other.
Amber: Yep.
Sophia: And it was the sharing. And it was someone who had sleep anxiety. And we saw her through that. And over four months, she came into the other side of that. And we saw someone else struggling or challenging. We shared wins. And I loved all of that. And that was the connection. That was like being seen, being supported, being accountable. And I think they found that really valuable. And I had like open coaching. So my theory was the first 30 minutes, I was teaching what I had learned in the Mel Robbins launch program last year.
And so I had materials. So I taught that. And I had my teacher hat on. I'm like really good at that. And then I was like, I was going to have a hot seat coaching. And the way it turned out, I didn't really need to do that. It was like, well, what do you think about what I shared today? And someone would say, well, I struggle with that because of whatever, whatever. And then someone else came. Like sometimes I was coaching, but it was just happening organically.
And so it made me feel really good. And so how do I grow that? How do I have the next iteration of that? How do I keep on adding value? And the second thing I had was, and I want to do a business edition of that. But like, who am I to like teach business? And like, I might know some accounting numbers, but like, is that boring? Or yeah, so I don't know how to create a program.
Amber: You just created a program. So like, that's actually what it looks like in real time. You know, I think sometimes entrepreneurship is more like science. It is an experiment all the time. The truth is like, there's a thousand ways you could do it. So I'm not going to tell you the right way because I don't know the right way. But in your mind, this eight week session, it sounds like it worked to have a plan. Like you had something to present.
Sophia: Yes.
Amber: Would you like to do that again?
Sophia: Yeah, I work well with that. Professor Vibrant likes that.
Amber: One of the things that you might experiment with is like for the return people, like what would you love to discuss in the next iteration?
Sophia: Yeah.
Amber: I think that you're paying clients and especially repeat clients a gold mine of information. They're going to tell you what they want. One of the things that you probably already kind of noticed, like the reason people buy initially isn't always the same reason that they stay or buy again.
And so many of them have probably developed a relationship with you that they're like, I just want you in my life. And I value your advice. I value your insight. I value your coaching in the community that you create. And does it really matter what you talk about? I'm here. I have a lot of clients like, I don't care. Just sign me up.
Sophia: You had me at Amber.
Amber: Because it's like, we have a relationship. But in the beginning, it was probably more of like a tactical specific thing. So like the business edition, that's the possibility is like, you know, why would someone join the Sacred Circle business edition? You're going to talk about business. You're going to talk about the mindset drama. I’m sure. You're going to talk about numbers because like that's part of business, right?
So some of the facts and the details, but also like what I think you're uniquely qualified to build all the mind drama about business and have a place to explore it and share. Kind of like what I was talking about with Eden, like, you're not going to be like, I will teach you how to build a seven-figure funnel in six weeks. You're like, it's a space for you to share the ups and the downs. It's a place for you to get support and ask for help. It's a place for you to share what's working. It's a place for you to get feedback and mindset coaching.
Sophia: Yeah, I love that. I mean, that's already, I'm like, you know, thinking about like the sales page, which says this is for you if you, right. And then it's kind of like, that's what you're offering.
Amber: Right.
Sophia: And that's doable. Like that doesn't sound like, you know, I'll do your profit and loss statement for you.
Amber: And I think, and this is kind of what I was talking about with Eden too, about like what we actually offer. So like on my soundspace for like the Lighthouse mentorship, it was like, I will do three teaching sessions. This is what I'm going to teach. I will also host two coaching sessions a month.
That's what I promise. I wasn't like, you will have 10k months by the end of this program. Also, I think this is a valuable way, Eden, this is for you too, calling out who you would love to see in the group. So like, this is for you if you value coaching and mentorship. This is for you if you want a community of other business minded people.
Sophia: Yeah.
Amber: The promise is like, I will deliver a community. I will deliver a space to be coached and to get support. But it's not like by the end of this program, you will have recurring revenue and a profit and loss statement from me. You know, like, no, be really clear about what you are offering. I think people resonate with the truth. Yeah. Like, I believe in this.
Sophia: Yeah. Not to overthink it too much. And actually, these are just big universal, like I think the deeply personal becomes universal. You know, that it's like, that's me. Yeah. Like I've got my drama about my business. Like I have a business, which is also, then I coach, you know, and that kind of being relatable. And as I said, not overcomplicating it.
Amber: Yeah. And just that clarity of what you actually are offering and that you don't need to make it magical. And like, oh, I will wave my magic business one and you will have a profitable business. I promise. Like, yeah, I don't know. Because that's actually the truth. We don't know. Eden, that's for you too. We don't know what our clients are going to do with our coaching. That is true for every coach. And so what you can promise is everything that you're going to show up with, all your skills and experience.
You might list like what you've learned and what you're going to bring to the business edition. You might share like the themes that you're going to talk about, which I think so people know what the content is, but then they are responsible for using what you teach. And so you might even call it like, this is for you if you are committed to using the tools and the resources that I share. That's another thing I like to call out.
Sophia: Although I find some people like, you know, a person that was in my group, she was a coach. And she was just like, I just want to see what everyone else is there and why they're doing that. So it's not even like committed to using the tools though. And she got so much out of it because she was just, well, she thought she would just be observing, but she was obviously participating and got so much more out of it than she even thought. Some people like to be up to something, you know? Like I want to be part of that.
Amber: Yeah, we don't get to say why they joined. What I found is people join for lots of different reasons. I have a private client that I've worked with for years. Like she just likes knowing I'm there for her, to support her. Not every session is this like super breakthrough session. Yeah.
Sometimes it's just her sharing what she's up to, but she values the relationship. She values having someone walk with her. Same thing for groups. Some people like just having a community to discuss ideas with. They don't need this like breakthrough crying experience every time, you know?
Sophia: And Eden, I would say like, there was probably out of the 13, I would say I think there was three that were one-on-one clients of mine. And I've got like maybe six. I don't have like a lot, but they still signed up because they knew it was kind of like different. They were like, well, should I sign up for that? And I was like, well, yeah, because this is a community. And so they were there. And so they were really happy to be there.
And they didn't feel like it was a duplication or anything. And then what I'm hoping is obviously I want to help as many people as I can. And I like bringing people together. And also I am hoping that they might come forward and say, you know what I want? I think I need a little bit more of you on a one-on-one. You know, I'm thinking that that might also develop out of the group, but I'm not attached to that.
Amber: But I love that as a possibility. I think those are the best kinds of one-on-ones. Like they're familiar with you. They get on the consult. They're like, yep. Like I already know.
Sophia: Yeah. It said like, it's the numbers thing and numbers are also important if you're running a business. Like if you have 10 people there at, you know, $25 a session, that's $250. Like that's more than my hourly rate. And so, yeah, there's prep. There's more prep for sure.
And I hope that I'll get better at it, but I love it. And it's all part of my growth as a coach. So I never begrudge the fact that I'm like doing all my prep work because I've got an empty net. So I've got like too much time. So I like, you know, over plan. So you don't need that. But I think that that's another way to expand your numbers.
Amber: Totally. And it might be time for you to raise your one-on-one prices because what ends up happening when you get to a different level in business, like I make more money for my groups than I do from a one-on-one client. In the beginning, it wasn't like that. It was like one-on-one was like where I made most of my money.
But as you evolve, it's like your capacity to influence and impact people at the same time increases. So you can play with that. But you might be at that threshold that it might be time to raise your one-on-one rates if it aligns. You don't have to do, but.
Sophia: And one question for you, Amber, is, you know, I have two that I managed to sign like for a year and I gave them my original client who got me so many other clients and she's on this grandfathered rate and the other person's on a little higher. Do you keep returning people on like at a kind of a founder's rate and new people at a higher rate?
Amber: Sometimes, but I'll give you an example. One time I had a client, this is before I had great boundaries. She signed with me for like an eight-week package, which I don't do eight-week packages anymore, but at the time that was like my rate. We did about four sessions and then she dropped off and I didn't hear from her. And she like ghosted me and like she was going through a lot personally. And so I would send her an email and like she had nothing back.
I'm like, I don't know what to do. There's like four sessions left. And so I was just like, well, whenever you see this email, like whenever you want it, let me know. Well, I went through like a quantum leap in my coaching and my self-concept. I read the prosperous coach was like, oh, I'm the kind of coach that you spend a year with me and you're never the same. That's who I want to be.
So I raised my rates to 3K. Then I raised my rates to 7K. And so she signed at $800 for eight weeks. It came back when I was charging $7,000. That's when she was ready. And so we finished our four sessions and it did not feel good to grandfather her in at $800. It was an uncomfortable conversation. You know, she came back, we did our four sessions. She's like, I know I need this in my life. And I was like, we started working together like a year ago. Like I'm in a different place in business. So I charged $7,000 for six months now.
And she was like, what happened? Like it was a shock, but I was ready to receive that because like of the growth that I had gone through, like it didn't feel good. Now, other times I've totally grandfathered clients in. That was like a different experience. It was such a transformation for me. Like if I went from 10K to 12K, I would usually just grandfather in my clients. So all of that to say, I think it depends on the client, how long you've been working together, what your rates are now and what they were.
Sophia: Yeah. And also you're saying like, I will kind of know it intuitively. Yeah.
Amber: Yeah.
Sophia: Like all my rates are…
Amber: Yeah. And I learned this from Rich Litvin. He talked about a resentment number. And you never want to resent your clients. This is like a high quality problem, I would say. But you never want to charge something that you later, like this doesn't feel good anymore because I know the value that I'm bringing. So we want the exchange to feel good on both ends. We want it to be transformational for the client, but we also want it to honor like our resources, energy, schedules, demand, all of those factors together.
Sophia: Okay.
Amber: I think you'll know. Even if it's uncomfortable. And the clients that have stayed with me the longest are willing to have those hard conversations. They're like, oh, you rate your prices. Yeah, they did.
Sophia: And then you're detaching yourself from the outcome because you're like, well, I believe in that. So even though that client might walk.
Amber: Yep.
Sophia: I'm true to my number.
Amber: Yeah, because I didn't pick it out of randomly. Like I picked it on purpose for a reason. So that's the other thing that you can really trust is that you're charging based on what you know is for the highest good of all. And it's okay if people challenge it. Like I know it. And this is true for any coach at any price.
Sophia: Yeah.
Amber: This is what my offer is. And I know who it's for. And I know how transformational it is. That's why I'm charging what I'm charging. And I trust that the right people will find it and resonate with it.
Sophia: And I think, you know, you're a great role model, Amber, because you're like year seven, I think. You started in 2018. And I launched last April of 2024. So I'm like, you know, not even 18 months in. I'm here till it works.
Amber: Yeah. And what's cool is what I've watched you on your journey. I think you put yourself in rooms I did not where I was at at 18 months. I was still doing a very quiet student thing. And so I didn't launch a group with 15 people until way later in my career. So like, I think you're doing awesome. You should be like, yeah. I think, yeah. I'm really proud.
Sophia: And I've invested in a coach. So that was a big decision. I think that was probably the first biggest decision I made in my business was to invest in Susie and go, wow, this is a big number. And I'm like, all the reasons like you're in my head in terms of like, you want someone to invest in you, then you have to invest. If your coach doesn't have a coach, get a new coach. And it's proved to be true.
Amber: And it's not because you have to. Because like, I've gone through periods where I've had one of my coaches and I've gone through periods where I haven't. But I've always invested in myself.
Sophia: Yes.
Amber: I'm not scared to make an offer to someone because I know how it's changed my life to invest in myself. And I think you can't fake that. You've already seen how your business is working because you're like, I'm in integrity with what I'm offering to you. Like, I also believe in for myself. You can't fake that.
Sophia: Yeah.
Amber: Thank you, Sophia. Okay, Hannah, let's chat.
Hannah: Hi, thank you so much for having me. I'm so glad you came.
Amber: Me too.
Hannah: Okay, so I think my question has to do with scaling and where and putting efforts to get new collectors.
Amber: Yeah, some people on my podcast don't know you and we've been talking about coaching. So let's give a brief description of your business. You're not scaling coaching.
Hannah: No, I am an artist and my main source of income is selling my original paintings. And then I also have some fine art reproductions of my work. And then I do commissioned painting, both paintings and some murals. And that's basically what I do. I have a brick and mortar studio gallery where I work and show my work.
Amber: So amazing. I have Hannah's artwork in my office because she's awesome and sent it to me. Okay, so let's end what you mean by scaling.
Hannah: So in terms of looking at this as a business, which needs to be profitable in order for me to keep doing it. I've had the gallery open two years and so I basically need to double my revenue. Both first and second year were approximately the same. And so looking at where my collectors have come from in those past two years and what I need to be doing more of. So I get a lot of collectors who just see me walking by. I'm in a great location for foot traffic.
And then I also get collectors who find me on social media, though that has happened less frequently. Social media, I primarily use to nurture. And then once people have already found me, for them to stay in my world and then they see something new that I do and they go, oh, I want that. And then the third area that I've seen some collectors come to me from is in print.
So like my story in a magazine, my story in, like I've been in a couple of local or regional things where people are reading more of my story, getting to know me and then finding my art through that. So at this point, I have people going to my website, but nobody's buying through my website. And then I have about 500 people on my email list. Actually, probably more than that now. I do in-person events and things like that.
So I always ask people, would you like to be on my list? I don't do a ton of selling in my emails. It's more talking about what I'm up to and then, oh, here's an event happening next month or whatever. So yeah, so my question is, I don't want to increase the amount that I'm present in my gallery. I'm here 10 to 5, Tuesday to Saturday, with usually like approximately one day a week out where I'm doing something with my kids and my assistants here.
So I don't want to increase that. I do continue to pursue getting my story in print in different places. I reach out to publications. That's how I got these. They didn't come to me. So I've been proactive in getting my name and story out there. I feel like my social media, I don't want to go viral. So that's not my goal in social media. It's connection. I think my question is about, so right now I'm not collecting leads.
Like when somebody goes to my website, doing the things where you collect the click and then you email them and say, I see that you clicked shop and wanted to see my original works or things like that, like things that a funnel would do. Collecting leads and then with some level of automation, trying to bring them closer and closer into the sale.
Amber: Which I think, I don't know, I think of like Shopify and like I see that happening like when I have an item for like a necklace or something and then like, they're like, hey, did you want a second look or whatever? I actually think it's a deep question.
Like what kind of business do you want to be? And there's no right or wrong, right? At all. In the coaching world, it's like I could go for like the mass produced or I could make it more bespoke. I went bespoke. It seems based on what you and I have talked about, like you want to bespoke art.
Hannah: 100%. Yes.
Amber: So I mentioned to you that before I hit record that I was going to talk to you about the 80-20 principle. So if you were to like list out all of your transactions in the last month, the principle basically goes like this, like 20% of the clients are responsible for like 80% of your revenue. And so a way to scale, this is one theory, is like how do we create more of those 20% clients?
Hannah: And that's what I want.
Amber: And they're commissioned art, yeah?
Hannah: Commissioned art is a lot of it. The last six months, definitely I would say 80% of my revenue has been from commissioned art. But I also have a current inventory of original artwork that sells. And, you know, sometimes I'll paint a painting and it won't sell for three years.
That's very important to me to have artwork that I'm creating from just what I want, what I see, my vision, and playing and experimenting and trying new things. That's very important to me too. So I don't want only commissioned.
Amber: Oh, yeah. Okay, love that. So we're doing high-level commissioned art and high-level like your abstract and things that come through you that people come into the shop or see you online and resonate with. What are the other things that you do in business? Like you mentioned like paints, the trees.
Hannah: The past few years I've done window paintings too, like winter scenes.
Amber: Yeah.
Hannah: Where I go out and do that. And I'm not seeking to do more of that. Last year felt like, okay, I'll do it for returning clients that I want to work for. And then, oh, a little bit of design work. So like I designed whiskey labels. I designed some tattoos.
Amber: Oh, cool. Those are cool.
Hannah: Yeah.
Amber: So this is what I'll share from my experience. Obviously, I'm not an art gallery owner and I do not sell art. But one of the things that I know to be true is like when we start to say, this is what I want. Sometimes what shows up is opportunities that are not that. And I think it's for us. First time this happened to me is like I raised my prices and I had an old client reach out to me and I told her the new prices. And she's like, oh, I was prepared to pay this.
Like if it's that, I'll pay in full today. And I voxered my coach. I was like, should I say yes? And she's like, let's play. Like, let's look. And I realized like it was to help me know why I was charging what I was charging was because I decided to. So I'm saying that because I want to prepare you for what might happen. I would not be surprised if you're like, I really want to focus on commissioned art in the abstracts that I do that like come through me.
And like my original paintings in my gallery and someone's like, hey, I'll pay you $100 per window for my shop in the winter. You know what I mean? And so I want to feel that conviction. Does that make sense?
Hannah: Yes.
Amber: If all things are possible, you know, this is one of my favorite questions. Like if all things are possible, how would your business work? Where would your revenue come from? Like speak it.
Hannah: Maybe 50% of it would be just these big, fabulous, full of life. Like I'm here late in the gallery and all my kids are doing their own thing and I don't have to worry about anybody. And I'm just here painting in my grooves, in my flow. I've got the music going.
That would be 50% of it. And then maybe 30% commissions and they're hell yes commissions. They're not, I should really take this job so that I can, you know, a thousand dollars, whatever. And then I think that I still want about 20% of what I'm doing to be really accessible to people.
Amber: And it's like a value statement to me.
Hannah: Yes.
Amber: More accessible for people.
Hannah: And I see the joy that my tiny little $45 original tree painting, somebody gets so much joy out of that. And I love that. That's important to me too.
Amber: I love that. $45 trees. I feel like those would sell well on Instagram.
Hannah: I have never made a single sale of just something that I don't know. Actually, that's only happened once on Instagram. Like where there had been no interactions until they saw that. And now they have like nine of my pieces.
Amber: Like, drop this pebble. Like, I think we could create this kind of like, we've done this. You know how this works. It's like, I would love.
Hannah: Yeah.
Amber: Like post the link of these little trees. And for people who have never bought for me before, buy from Instagram, buy from my email list, buy on my website. There's not a lot of like discussion. Like it resonates they buy.
Hannah: Yes.
Amber: That would be great. And then in the meantime, you know, you're making connections with collectors who care about your original paintings.
Hannah: And I think while we're dropping that pebble, let's drop one too. That's my $4,500 piece over here that will be in someone's face and will change their life. Because every time they look at it, whether it's like hope or whatever. So let's drop that pebble too. That's someone's person.
Amber: Yeah. You really talked about that entangling with the art that's already been created on purpose. Because I think when you're painting, you're like fully in it. And so you're a match for someone who's deeply connected to it. And so making that practice, we've talked about this like once a week, like entangling with your art a little bit that you maybe painted years ago.
Because that would be awesome for revenue. Like painting something that the work is already complete. You're not creating it anymore. You don't need to spend more time. I think too, like your beliefs about Instagram and your beliefs about people on your website. I think we could play with that too.
Hannah: Yeah, because I'm seeing Instagram work. And so the way I show up is sometimes, you know, whatever. I just got to post something. Most of the time I'm like, I believe in the person that's going to see it because of what's happened in the past.
Amber: Yeah.
Hannah: So maybe that's my question with my website is like not seeing how any of that's working. And I get a lot of people that go directly to my website. Like they're typing it in, not clicking a link from somewhere else, which tells me, okay, across the street at the restaurant where my work's hanging on the wall, lacytscarlet.com. Like they're typing that in.
So they're seeing something of me somewhere, going to my website, and then maybe that's the question because I don't see anything happening from that. Maybe those are people that read all about me and then come in the gallery and buy something. I do try to ask people, oh, where'd you hear about me or whatever? So yeah, I do definitely have some energy around my website and things like that. Yeah. Do I collect leads or try and do something different there?
Amber: Maybe for like trees. It's like, that might be interesting to play with because like the way that I also see this, you know, I teach the three fields, like potentiality, possibility. Remarkability, right? When I think of like a $45 tree, like even Sophia was like, I want to buy a tree. Right? Like on this call, you're getting buyers, which is awesome. But like, I see the trees as something like you could like put a link, like I have three of these available and first come first serve.
Like if you'd like to reserve your tree, buy it now. And like that goes up on your Instagram. I think websites are great houses, but like we have to direct people there, I think because why they're going there matters. It's like, as an example, like if I met someone at the grocery store and she's like, what do you do? And I'm like, I'm a coach. And she's like, oh, and like she had an awful relationship with her last coach. Like she had a bad experience.
She goes to my website in the spirit of like, angst and upset. Like that's a different person. Like we had a consult and she's like, do you have a website? Like I can read more and I direct her to the website and she's reading it like a buyer. So we want to send people who are buyers to the website. That way it's just a different energy when they go.
So if you were like to post the link of the tree, then they click on it and they go read about it. That's a very different experience versus someone who's like, I don't know, maybe the website feels different for like commissioned art or some of your originals. We could play with that. Does that make sense? Instead of it all the same is what I mean.
Hannah: Yes.
Amber: Like it feels different. I want to play with that. I think.
Hannah: Yeah, that feels right. Because one thing I don't like about my website and feel like why
it's not working is right now for a lot of my website, it has a look and feel and I'm constantly working to put myself into it. Like where you go to it, she'd feel the same as walking in the gallery and talking to me. But when you click the link to my shop, it's connected with my square. And so when you go there, it feels more like sterile and clinical.
Amber: I looked at it.
Hannah: Would you say the same?
Amber: Yes. And like even Sophia is commenting. I love it. Your voice is powerful. Like I think what makes you unique and different is like the story. Like I think it'd be really interesting to create like a video of you talking about the art on your website. It's going to take more work, but like a $4,500 painting, like that starts to make more sense. Taking 30 seconds and telling the story of it.
Hannah: Yeah.
Amber: And then you present it. Powerful. Because then they see you on Instagram or they see you in person or they read your story in a magazine or whatever and they connect to you. Then they're connecting to you again. Looking at people from potentiality to possibility and there's like a resonance. So I think the question, to go to your original question about like leads and funnels, it's like, how do I facilitate connection the whole time? Which feels different than like capturing, you know, hey, I saw you looking at my tree.
Hannah: Yeah.
Amber: I might have something that's like, hey, I saw that you visited my site. I just want to say thank you. Like I'm based out of a tiny little town. Your eyes on my art means the world to me. If there's anything that I can create for you, please let me know. You can buy trees anytime. I do commissioned art or you can view some of my originals, like have free options. I don't know.
Doesn't that feel different than like, hey, you left something in your cart, right? I wonder if there's a way that we can do that. But the same way that you would, if like someone walked into your gallery left and then the next day they walked in, like you'd be like, hey, like you're back. That feeling.
Hannah: Yes.
Amber: Whatever automation you choose. That's what feels aligned to me.
Hannah: Yeah. And I'm like that question, how do I facilitate connection? I'm really good at doing that in person. And so wanting to provide people a way to connect with me who aren't walking in my gallery every day.
Amber: I think a video.
Hannah: Yes. I like that.
Amber: So they can feel you.
Hannah: Yeah. Okay. That sounds good.
Amber: Awesome. Okay. Eden, I'm going to go back to you. I'm curious what dots connected since we had our little chat.
Eden: Based on what you just said, and it's, what can I do to really facilitate connection? Because that is what helps people really come into my life and I help them want to do coaching with me. Anyone that I've talked to in the past, they mostly talk about just either me as a person resonating, connecting with me individually, or I've gotten this feedback a lot this year that like something in my actual voice, like my physical voice is new to me, but it's something that keeps coming up. So we'll have to work on that.
Amber: When you coach and you speak and you're like, that's a huge part of what we do. I had a friend who worked with a coach who had a very high squeaky voice and it was hard for her to be coached by that person. I'm like, you should take that as an awesome comment.
Eden: I will. I've been contemplating how to use that. Like, what could I do to help?
Amber: Podcasts. Right now.
Eden: Thought about it. Thinking. Maybe. Yeah. So that was the most recent thing that came to my mind. And then I was writing down what you said about the kind of people that you want to come into your space versus like, I've focused so much on the problems that people are dealing with or the frustrations, which I don't think is still wrong. And I think that should be still part of like, this is for you, you know, if these are things that you're struggling with.
But also I hadn't thought of like the actual person and kind of calling them out as like what they value and how they function, like valuing coaching, valuing having a thriving family life and a thriving business and not being willing to give up your family and your values in order to have a thriving business. Yeah. Those things I hadn't thought about. And that makes me a lot more comfortable, I think, in the aspect of my business and in talking to people.
Amber: So one of the shticks that I've been on recently in Lighthouse Mentorship, I've been talking a lot about ideal clients versus ideal buyers. And there's a huge difference. So when we speak to someone, it's not just an ideal client. Because like technically, any mom with a business would be your ideal client. But that's not who I want you to imagine. I want you to imagine an ideal buyer.
So it's like, yes, it's a mom with a business who values having a coach, who likes getting support, likes having someone to talk to, who believes in personal and professional development. That's your ideal buyer. And they invest with their time and their money and their energy into those things. That's your person.
Eden: Yeah. And I hadn't thought about it that way. I kind of have been feeling like I've needed to convince somebody why coaching is helpful or meaningful or could change their life. And I know that doesn’t feel right.
Amber: It doesn’t feel right. And also, we all start there because like that's who you're surrounded by. Yeah. People who are like, oh, what's a life coach? Like, why would I want a life coach? And you're like, let me explain, you know? But ideal buyers don't need to be explained to. They already want it. It's kind of like what we were talking about. Like you don't want to talk to someone who's like waking up being like, I Google how to hire a life coach.
Like that's not going to happen. For most people listening to this podcast, that's not going to happen. Every once in a while, people have a very specific niche. Like I have a few clients who have very specific niches that like would make sense. For your niche, it doesn't because they're going to resonate with you as a mom and business owner. So there's like this double way that you impact them, both through the coaching, but also how you live your life, which is unique.
Edent: Okay. Yeah.
Amber: Ideal buyers, right? That's them. So where are my ideal buyers?
Eden: How do I speak to them? How do I connect with them? How do I facilitate connection with ideal buyers?
Amber: Yeah. And the other addition that I'll say is like, they're already in your orbit. You already know these people. They already know you. But now you're going to speak to them in a way that resonates so that they're like, I would like to explore that. Or like, I want to talk about this. This has been my struggle.
Eden: Thank you.
Amber: Awesome. Thanks, Eden. Okay. Sophia, what thoughts did you connect?
Sophia: Connection. Which is funny, isn't it? Like if I would say what has made me sell a group would be connection with me. And I have been, you know, doing these challenges. I'm in one right now where it's like a 30-day face-to-camera challenge, doing a reel, not comfortable doing it. You know, I have to share something. But people like, honestly, just want to see you speak. That's huge. And then someone would say, oh, tell me about that group.
Like if I talked about my Sacred Circle. It's a connection to a human being. And what I wanted to say to Hannah was, you know, I saw your painting. I go see Hannah. I go see her Instagram. The connection through Instagram, I think, cannot be underestimated because it was huge. Like your reels are great. And then I go and do my 30-day face-to-camera challenge where I'm like, what am I going to speak to you about today? I go and watch Hannah. And I'm like, that is so right where she talks about making art. You're not paying someone for their time and materials.
And I was like, wow, mic drop. That's the same with us. You're not paying us an hourly rate. You're paying us for, which is what Rick Litvin says, like insight or holding space or really seeing somebody. It's not about that hour. And I'm like, I'm going to steal that. Well, I credited you, Hannah, and I believe I stole it. But that connection was made right there. And so that's really powerful. And the second thing that was powerful with Hannah that I saw that I would use was she's like, in her situation, like when you buy this piece of art, you are buying.
And then she had a photo of her three kids. I was like, oh my God, that's the sweetest thing I've ever seen because I found out who you were. And so I'm like, I've got to shine my light. And that has always been where I have played small. You know, it's that lighthouse, right? Shine the light and connect with people. And then things will happen naturally. And it's not about force. It's about showing up.
Amber: In that you're already doing that and it's already happening. It's just more. That's like the big thing that I want you to know. I see.
Sophia: Okay.
Amber: It's already happening. And it's a great place to be in business when you can say, I just want more of what I already have.
Sophia: Yeah.
Amber: Very cool.
Sophia: Thank you.
Amber: Okay, Hannah, any last insights you wanted to share?
Hannah: Yeah, both Eden and Sophia. It was just like what you were initially talking about. Eden, I think what you said, helping people pursue their goals grounded in a sense of deep self-love or something like that. And you're like, okay, but I don't know how that helps someone. Well, I was just thinking about that for myself. When I started selling my art, I didn't have a self-love. I didn't value both myself and what I was creating.
So having somebody in my corner to help me see, I had no idea about life coaching. I worked with a business coach and I thought she was going to teach me how to set up my taxes and do all the nitty gritty stuff. That's the way I thought running a business was. But she helped me see things like, you are a leader. Helped me to love the value that I bring to people. So knowing how valuable that has been for me, I just want to say that to you. If that's all you do is help people value and see themselves and love themselves, that's enormous.
And then also Sophia, you're talking about, I think the value that people were getting was feeling seen, just being seen in the group, but also with your coaching. That was really interesting to me because I say that a lot about my art. I want my art to cause you to feel seen because that's what we all want. We just want to be like, oh, you too. Both of those concepts are really interesting because they're so present and valuable in me and what I'm doing in my business and all of that.
Amber: Awesome.
Hannah: Yeah.
Amber: Thank you for sharing. I think it's true what we all do, at least people who listen to my podcast. It's like we want that witness work. We want people to feel seen in our presence and whether we do that through art or coaching or whatever service we're offering the world, it's like, you matter. I like what, I don't know if this was before we recorded Sophia when you were like, so personal, so deeply personal, becomes universal of that idea.
Actually, I had a quote in my room in high school. It was like a picture of a daisy and I can't remember who says it, but it's like, life is like a daisy as personal and unique and as universal. And I think about that a lot in what I do. Ladies, thank you for your time. I know a lot of people got value from our conversation and thank you for being willing to be coached and to share. I know it'll be impactful for many people, so thank you.
Eden, Sophia, Hannah: Thank you, Amber. Thanks for having us.
