What if booking out isn't your goal but you still want to increase your revenue?

Or what if you can't technically "book out" because you're an agency owner or service provider who already has team members or subcontractors that allow you to take on as many clients as you want?

For some of my clients, booking out looks like raising their prices so they can double their profit without adding more calls or client delivery to their calendar. For others, it's streamlining their team and capacity to serve more clients.

The truth is, booking out can look different for everyone — and it doesn’t have to mean exhaustion, over-delivery, or delivering offers that no longer fit your future vision.

In this episode, I’m sharing four ways Thought Leadership Marketing will help you increase your income — without tripling your workload.

These are the exact pathways my Reclamation clients have used to move from six to multi-six figures while staying aligned with the business they actually want to run.

✨ In this episode, I’ll share:

• Why raising your prices isn’t just about believing you’re worth more
• How third-party credibility builds trust so clients say yes faster
• Why org contracts are more accessible than you think
• The connection between thought leadership, retention, and referrals
• How paid speaking and workshops open doors to higher-ticket opportunities

And because women of color are naturally thought leaders because we created what we once needed, Thought Leadership Marketing is available to you now. And it can help you make 6 to multiple six figures and beyond while remaining true to your values and making a deep impact.

And that’s exactly what I’ll be teaching at my upcoming workshop on Oct 1st: Make 6 to Multi-6 Figures While Posting Less Through Thought Leadership Marketing

• Register here for the workshop
• Learn more about Reclamation Mastermind

when we're thinking about a financial goal, we back that up with what does this actually mean in terms of my offers? How many clients will I have to serve in order to hit that number? What is that marketing going to look like? Like, how am I actually going to hit that goal? Do I have those people in my audience? Will I have to grow my audience or my leads in order to hit those numbers? And sometimes

than it did before. If any of these questions sound familiar or you said yes Or the goals that you have, in your mind, the math isn't math thing. And you worry about like, damn, is this gonna mean me being overloaded in order for me to hit this goal?

there are other ways for you to serve the same number of clients even and make triple the amount of money. So I want to talk to you about that because I want to help you think beyond what's in front of you right now, especially when it comes to the doors that

thought leadership marketing can open for you. There are alternatives to the conventional, like in air quotes, booking out. And especially when I think about the fact that I do support service providers and agency owners and people who don't book out because they'll just scale, right? they'll hire more team members, serve more clients. their goal is to not book out. They want to continue to grow and scale.

But what I'm going to share is different ways to think about how can you make more money in your business that doesn't involve, tripling your client load in a way that means triple the time. And thought leadership marketing being the key that helps you open those doors.

I'll also share examples for my own clients specifically in reclamation because this is where these sort of transformations happen so that you can get examples of like this is what it looked like for a particular client who went through this exact thing and how they increased their revenue. So in addition to booking out, let's say you have a half booked offer, you just sell more clients. That's kind of math like that makes sense that thought leadership marketing can help you do that if you aren't booked out and you have more capacity and you want to help more people.

great, that's obviously the first step that that is the goal. A lot of times we join coaching programs because we want to land more clients in an offer that we already have. And in addition to that, here's other ways you can make more money through thought leadership. So one is that the themes obvious, but people don't necessarily know how to do this in a way that doesn't mess up your demand and curb it is just increasing your pricing.

You can't just decide to increase your pricing. Okay, like there's a lot of people that are like, it's just based on your belief. yes, that's a part of it, but You have to have messaging, positioning, results that back up that price, And what I've noticed,

is that from several years ago to now, customers, are taking a little bit longer and going through a more thorough vetting process. They're really thinking about their investments. They're thinking instead of this and that, they're thinking this or that. They may be planning their investments further out. And they're doing their homework on you, vetting is basically doing their homework.

that might be asking your past clients, that might be following your clients and kind of seeing what they're about. It might mean listening to you on other people's podcasts, So how you support higher ticket pricing, without cutting into demand? Thought leadership marketing helps you with this because you are talking about something and standing for something that's bigger than your offers.

And typically that is you speaking to an unmet need that your people are experiencing, what your thoughts are, what your beliefs are around that. that helps to get you in the door of other people's platforms. So third party credibility supports this, whether that's being on other people's podcasts, whether that is collaborating, doing like...

LinkedIn Lives with like a notable brand or a person that already has a really strong following. It might mean you coming in and teaching or giving a workshop inside of a community that's full of your ideal clients. It could mean actually speaking on a stage. It doesn't have to. And what the reason that thought leadership and speaking on other platforms, this is essentially third party credibility, supports higher ticket prices is because the more someone is investing, the more they're going to expect to be able to

⁓ do their homework on you and see you on other people's platforms, not just your own. So once you do start getting approached and or pitching, need number one, you need thought leadership, you need a strong angle ⁓ for them to want to feature you on your platform because that is trust. That means like you're not blending in, it's not basic. You're actually talking about a unique angle that ⁓ everyone else isn't talking about. And so once you do have presence on other people's platforms,

If you're charging 4K right now, you can charge eight, Maybe not overnight, but this is part of what supports the higher ticket. So this is one way that you can double your profit. You can keep the same number of clients you have now, but imagine if you were charging twice as much because you did have this trust through thought leadership, through third party credibility. And because oftentimes when you're clear on what your thought leadership is, it starts to trickle in, at least the way that I teach it.

is it trickles into how you serve your clients differently. All of a sudden, your tools, your frameworks, your approaches, all of that start to integrate what the thought leadership is, meaning you actually serve your clients differently as a result. And you don't have to be a coach to do this. I work with people who are agency owners, photographers, videographers, and their thought leadership is integrated into the way that they serve their clients. So this is all a part of how you attract a whole different type of person.

a whole like higher level clientele. So one way is just increasing, being able to increase your prices, higher ticket pricing and thought leadership supports that. The second way is through org contracts, contracts through organizations. This is an option for more people than you think. This is for done for you. And it's also for information based businesses like education, consulting, coaching,

Lots of my clients have in reclamation ⁓ made that pivot into working with organizations either because they're doing half and half or completely done the pivot into org. And what that means is you're packaging up your offering to serve an organizational need instead of an individual one. And that takes a little bit of strategy and that's part of what I help my clients through. have processes for that now in terms of like.

How does the organization experience it? What does the organization care about? Who is the decision maker and the gatekeeper within the organization? You're not selling to individuals anymore. How do you get visible to them? And that's where thought leadership comes in because in order for you to be visible to people who do not shop on social media, they may be on LinkedIn, but sometimes you don't know who the key decision makers are. So you're not just going to post on LinkedIn and expect to get org contracts. It doesn't necessarily work like that. A lot of the times you have to pair it with like,

very intentional outreach, like looking and seeing like where you can kind of go within your network or first or second degree connections. That's a whole different strategy that we talk about in reclamation. But org contracts require thought leadership. They want to know, does this person know what they're talking about? Unless someone in your network is walking you into a contract and being like, I love this person, I vouch for this person. They're going to want to know, do you know what you're talking about? And so that is where things like having a very

strong angle in terms of like what it is that you do and what's the unmet need within organizations that you solve. They're going to want to know who else is vouched for you. They're going to want to see that you have been vetted for, whether that's articles that are online or whether it's just anywhere that you've been featured. That's going to be really important, especially because org contracts tend to be oftentimes like multiple by figure contracts. I've had people in Reclamation land contracts that were over six figures. They, you know, obviously it was something that they took

It was like a year long contract, but it's a different game, right? And so at that point, you cannot be blending in. You can't just be solving the same need as someone else. Like your lens ⁓ becomes like your intellectual property. Your thought leadership almost becomes like an intellectual property. So org contracts are another thing where you can increase your income and not necessarily add.

the same type of client that you're working with now, The third way that thought leadership helps you to make more money without necessarily adding more clients is through speaking and workshops. So literally getting paid four figures, multiple four figures to speak and give workshops.

This tends to pair really well for my people who do want to have org contracts, because speaking in workshops tend to be a door opener. So you can come in and teach something to an org, whether that is through an ERG or HR, You're coming in and you're pitching. ⁓

something that is going to help a certain group within this organization to solve a need. Oftentimes it's a surface level need, but it's enough for you to build this relationship with them and then that opens the door for you working with them ongoing. But again, this is where making it easy for them to vet you, You need to have a distinct point of view.

you need to have credibility outside of your own platforms, I'll give you an example of what this looked like for one of my clients. When she joined Reclamation, had her very first round, she hit 100K, but that was a mix of like a group program that was under 4K and it was a lot of work to launch it. And then she had at one point like,

grew to like 20 one-on-ones. I remember it was just like insane. I think she met with them bi-weekly but it was still like this person's calendar was like jam packed. And I remember her saying like, I want to make 300K, but I just don't see how the math is going to math because I already have so many clients. And so I was like, okay, there's so many routes we can go. Obviously right now I think that you could be charging a lot more for your one-on-one because this person was so brilliant, but you also have to back it up in terms of like your reputation and you know, all the different things. And so.

by the end of their second round, they had hit the 300k, but their mix looked really different. They no longer have the group program. just wasn't, the type of client that she wanted to work with. So part of what you think about is like, do I have an offer that serves a certain type of client and then another that serves a completely different type of client and the two don't feed each other? That's a thing that

affects your profit because you're selling to two different types of buyers And so letting go of that group offer made the most sense for this person because I was like that person that goes into your group program typically isn't a good graduate for your one-on-one and you're still capped if you're trying to make 300k and you don't want to launch because this person did not want to launch or I have a group program and I totally you know get that. And so the mix on the 300k business model

was a mix of org contracts that were multiple five figures where she packaged up essentially the intellectual property and the process that she had sold in the group and actually sold it to organizations. but she wasn't doing all of the legwork that she was doing when it was just.

her serving it individually to people. it started to become more scalable, but she didn't have to do all the launching and the marketing behind it. She was able to deliver it to orgs, but she also just had higher level consulting contracts with organizations. So that also added to her profit. Then she was also getting paid to speak. And then that also allowed her to have higher ticket one-on-ones because

collectively, she was kind of talking to a similar type of client base and she was able to speak to higher level problems. And speaking to higher level problems also allows you to charge more money because you're not really talking about like freshmen in high school problems. You might be talking about senior in high school problems or you might not be talking high school problems at all. You might be talking college problems and like you can solve those problems. So part of this is like with thought leadership, thought leadership really makes you get clear on like

What am I here to do with the unmet need that I solve? What is it that I can do uniquely that no one else can do because of my skills, because of my story? So once you start to essentially solve a either more expensive problem, it's not necessarily that it's a more expensive problem. It's just that you're solving a higher level problem for a higher level type of clientele, which also supports you charging more, right? So all of this just opens up doors for profit, for, repeat business,

And the last one helps to make sure that you don't have as many gaps in terms of available spots while reducing how much you have to market. And that's retention, right? the clients that have come to me through something related to thought leadership, because they heard me or saw me speak, those clients are the ones that stay with me for years.

They refer other people to me. I absolutely love working with them. They were looking for a very specific type of mentor and it's so rewarding. And so what winds up happening is I have higher customer lifetime value. in marketing, there's a term, the larger business world, it's called CLV. So customer lifetime value is your CLV. So CLV is how much on average does a client spend with you before?

before they exit and they are no longer a client, right? And so if you're selling a lower ticket, maybe your average CLV is like a thousand dollars or something, right? But with thought leadership, because it's so aligned and they're choosing you not just based on what you know how to do and what you're good at, but they're also choosing you based on your story, your values. There is a deeper level of trust where basically they're locked in. They're like,

I'm going to work with you and I'm going to send everyone I know to you. And typically who they send to you is also a higher level type of lead. so thought leadership also opens the door to have higher customer lifetime value and retention so that you're not going ham trying to like post on social media and do all this marketing because you have a healthy book of business that just stays with you. I have clients now who are on year one of my clients, we just passed four years.

others about three years. And I've had several clients who have been with me for years. And during that time, they also send me people as well. And so it's kind of like a gift that keeps giving. Like you just have a healthy baseline. And the thing is, is that that doesn't mean, okay, we're just chilling. We're just going to do this and we don't need to market. It's just that when you have a strong foundation like that of recurring revenue of new, that the business doesn't always need to be new. can be recurring.

It allows you to think differently and out of survival mode because you're not constantly scrambling to try to fill the spots that you have. And that is what a sustainable business is. That's how I've been able to have a sustainable business with all the things that I have going on and all the things that are on my plate as a single parent who has to pay all the bills and do all the things, right?

And it's also allowed me to be inconsistent, quote unquote, with my marketing, because I know that number one, people are finding me and discovering me through other platforms all the time. Like I've been on like over 30 podcasts, I've done speaking engagements, collaborations, all the things I've taught, like workshops and courses at different in different places. And those things are still up there. They're still live,

you end up having a larger digital blueprint with a very, strong reputation leading it. It isn't just like if somebody finds a viral video on reels or something like that, like that doesn't do as much. They still have to kind of like build trust over time. But when someone finds you because of thought leadership, that trust, number one, the person who finds it is a much more aligned person because of where they found you. And number two, that trust, like that discovering you to paying you.

cycle is so much shorter. So this is how you are able to make more money and just feel like more peaceful. It's more recurring. You don't need to put all your eggs in the social media basket because you're just being more potent instead of relying on volume. So to recap, how thought leadership can double your profit without necessarily booking out in the conventional sense is higher ticket pricing, opening the door to organizational contracts,

speaking in workshops and higher customer lifetime value and retention and stronger referrals. if you want to learn more about this, I am going to be talking all about this on my workshop on October 1st, where I'm going to deep dive into the things that you can start doing immediately that you already have. They're not things that you need to like earn, they're just things you need to get clear on.

in order for you to plan is next year can look wildly different. This is where income multiplication happens without you like overloading yourself with client calls, client work, being on three more platforms, cause thought leadership is able to help you to compile all of that and just make your marketing so much more potent and get you out there and in different ways beyond your own platforms. So join me on October 1st. It's going to be

so fun. Like I'm so excited to teach this. I feel like this is really what has been behind not just my results as a business owner, where I in many ways have been the anomaly to a lot of the things that are taught about marketing because I'm also a marketer and I've just used thought leadership marketing. ⁓ But it's also I think I hope going to open up the way that you think about the future of your business and what it could look like and what it means to feel more peaceful in the way that you make money.

to kind of lift the lid off of how you dream and how you think about your growth because it doesn't always mean serving a hundred people in a big group program If you actually can have deeper relationships that are longer, that are more profitable. And a lot of the people that I attract, that's the type of work that they want to do. So join me October 1st. Everything is in the show notes and I will see you there and I'll see you on the next episode.