n this episode, Samantha Varner shares tips and strategies for creating a thriving and profitable business.

Takeaways

• Enhancing the customer experience is crucial for increasing profitability.
• Regularly evaluate and raise your rates to reflect the value you provide.
• Analyze your pricing structures and consider bundling services or implementing tiered pricing.
• Conduct a financial assessment to identify the most profitable products or services. Carve out time to assess expenses and find areas to save money.
• Focus on increasing sales and seek help if struggling with cashflow.
• Set money targets for the next quarter and have regular money dates with the business.
• Implement the Profit First system for better financial management.
• Emphasize visibility in marketing and lead generation.
• Determine the number of offerings and handle pricing objections confidently.
• Be willing to fail and try new strategies.
• Use client language and gather feedback to enhance the customer experience.

Welcome to the She Needs Profit podcast.

2

I'm your host, Sam Varner.

3

You know, in my 15 years of business

experience, I've noticed there are three

4

things required to create a thriving

business.

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Sales, visibility, and profit.

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And yet most business owners find

themselves overworked, overwhelmed, and

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underpaid.

8

If you own a private practice or are a

service -based business owner, this

9

podcast is for you.

10

On this show, I give you the tools,

strategy, and coaching,

11

to run a profitable business and share

stories and insight from people who are

12

right there with you.

13

Let's dive into today's episode.

14

You are in for a treat today.

15

I am really excited to share this audio

content with you on the podcast today.

16

I got an opportunity to speak in the Sales

Mastery course for Network in Action last

17

week.

18

And I wanted to bring this content to you

because each and every one of you are

19

dealing with these exact problems.

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And this is a chance to hear a little bit

of how I am when I speak live in a group.

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and answer questions and have

conversations all around making more sales

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in our business.

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So get ready, listen in and enjoy this

episode.

24

Before we get started though, I wanna

remind you my birthday is coming up.

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I turn 45 on May 7th.

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And my biggest ask for you as podcast

listeners is for my birthday, please,

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please leave a rating and a review.

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I wanna see if I can get 45 new,

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reviews for the podcast before I turn 45.

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So we've got a little over a month and I

am asking you, I know that listening to a

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podcast and getting things done around

your house while you're doing that and

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hopefully I'm inspiring you and helping

you grow your profit in your business.

33

And the best way that I know either if I

am doing a great job or missing the mark

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or you want to see different content is by

a review.

35

So hop into your podcast player wherever

you hear me right now, take two seconds to

36

do a rating and a review, and then send me

a screenshot.

37

I would love to enter you into the draw to

do a 90 minute coaching call with me.

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So please, for my birthday, as I'm turning

45, get in there and be one of those 45

39

reviews for the podcast.

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And without any further ado, here's me

speaking at Sales Mastery.

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giving you all the goods.

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Hey everybody, welcome to the Sales

Mastery course.

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You are in for a treat.

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Samantha Varner has been a member of NIA.

45

This is her third year and she has helped

numerous amounts of people.

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I think we counted like 10, close to 10

that are just NIA members.

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So you're gonna learn from the best.

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Crush.

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profit.

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That's what she's all about.

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So if you want more profit for your

business, listen up and hold on tight

52

because she is an ass kicker, but gentle,

but gentle.

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It's good to see some of our members on to

support you, Samantha, and just do your

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thing girl.

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And y 'all can catch the other she's done

this two other times.

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So you can catch the recording of her

other sessions that she's done in the

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video library.

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So you're on Samantha.

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Welcome.

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Thank you for being here.

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Yeah, no worries, Helen.

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Thank you for that.

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You're right.

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I have been around in NIA now for three

years and I'm really excited to get an

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opportunity to talk to you guys again

about profitability.

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So as business owners, we think about all

the time a whole slew of different things,

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right?

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But at the end of the day, if we're not

making profit, then if nothing else, we're

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very frustrated, right?

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We're not taking a paycheck home and

probably getting a little resent.

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of this business that we're operating

with.

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So today my goal is going to be give you a

couple of tips that you can actually

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implement right away and get yourself

started in the degree of more

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profitability than what you have right

now.

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I will be sharing my screen.

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There'll be some slides up there mainly to

keep me on track more than anything else.

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And if you have questions or you want to

make a comment, I welcome you to do that.

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At the end, I've given time.

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we absolutely have time for you guys to

ask me specific questions.

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So if there are things in your business

that are plaguing you right now, or that

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come up over the course of this

conversation, I guarantee first and

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foremost, you're not the only person in

this Zoom room that has that problem.

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So be bold, be brave, put it out there

because the person next to you in the

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Brady Bunch squares is going to appreciate

the fact that you did.

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All of us are struggling with similar

things at similar times in our business.

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And so the more help you can get, the more

you ask me questions, the more you engage,

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the more value you're going to come out of

this session today.

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Okay.

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All right.

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Let's talk a little bit about me.

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So before we get started, so that you have

an idea of what my background is and what

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my experience is.

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I have been now 14 years in PR and

marketing, finance strategy and business

94

development.

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I used to work in a corporate job in

multiple different facets and did that in

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Canada.

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Then I moved with my family to Australia,

got all re -qualified to do that again.

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And lo and behold, my husband came home

and said, hey, how do you feel about

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Texas?

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And I'm like, well, it's not Australia or

Canada, which is where I can work.

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So I ended up in Texas.

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And so we've been here in Texas now for 10

years.

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At that point, that's when I decided to

actually start my own business instead of

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continuing to just re -qualify into the

corporate world in terms of finance.

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So I have a lot of experience helping

business owners make more money from all

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sorts of different facets.

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And that's what I decided to do when I

started my own business was help business

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owners make more money right from the

beginning using those skills.

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So I kind of combine the PR and marketing

promotional side of things.

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with finance and business development.

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And all of that together means you should

be profitable and growing your business.

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So who am I?

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I have four kids.

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They used to be my tiny humans, but now 50

% of them are bigger than I am.

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They are 16 down to almost 11.

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I've been doing this profit coaching gig

now for six years, and I host the podcast,

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She Needs Grip.

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So if you're ever looking for more of me

in your ears when it comes to building

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your business,

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go on any of the podcast platforms and

listen to She Needs Grit.

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It is there and it talks exactly about

what we talk about day to day on these

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presentations.

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It's the same sort of material that's

helpful.

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At the end of the day, I think with a show

of a thumbs up, the majority of us have

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started businesses because we want more

freedom for time and more money freedom,

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right?

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We want to be able to make more money in

less time, ideally, or at least equivalent

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time.

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And,

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the reality is a huge portion of us as

entrepreneurs aren't even taking a salary.

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So we get into these businesses thinking

that's what we want to create for our

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lives.

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And then the reality sets in and it's

maybe a little bit harder than we

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anticipated.

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So what we want to talk about today is how

can we get from where we are right now to

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that goal that we had when we started our

business, when it comes to finances,

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profitability.

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making a salary that actually gets all the

way home into your genes, that of course

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is when it makes a difference to us as

individuals.

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So we're going to hop straight into this.

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The number one tip I'm going to say to you

today in terms of increasing your

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profitability in the shortest window

possible is enhancing your customer

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experience.

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And enhancing your customer experience

isn't just what it looks like to actually

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deliver the product at the end of the day.

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But in fact, it is as soon as you start

putting your information out there,

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communicating with potential clients all

the way through to when we get to the

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point where we're off boarding people,

where they're no longer our clients, and

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we're still creating a seamless transition

for them all the way through those full

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steps.

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Right now, most of my clients are

struggling in this area.

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I am noticing that we understand the...

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service that we're providing, we're

probably very good at the actual service.

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So doing that client work, I have to

create a deliverable and I have to do the

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work to create that deliverable and then

I'm giving it to a client.

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What is probably happening though, at

least some of the time is missed

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communication, misunderstandings between

clients or potential clients, falling off

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and dropping things on the follow -up

standpoint.

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So when you think of all the people that

you've ever met,

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that have expressed even a minute level of

interest in your business, there is a huge

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portion of those people that have fallen

through the cracks in some way.

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They're either that pile of business cards

that are on your desk right in front of

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you where we're sitting, or they're the

people that you're like, oh yeah, I spoke

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with Tom and he was mildly interested and

then I forgot Tom existed altogether until

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Sam just said that and now I'm like, oh

crap, I need to write that on a post -it,

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right?

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How many of you are in that situation

where you can think of at least a couple,

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if not a handful of people that should

have been touched in some way that we've

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dropped the ball on?

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Anybody in that position?

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Okay, yeah, yeah.

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Okay, so what do you have to do in your

business to streamline that process?

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What do you have to do in your business to

better capture those people, better put

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them into whatever your marketing funnel

is?

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It doesn't matter what your marketing

strategy is, right?

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What your promotion strategy is for your

business.

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What matters more is whether or not you

have a way to track those people right

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from when they connect with you

originally, all the way through the

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process.

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And it takes effort.

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One of the things that I will do is if I

meet you in person and you hand me a

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physical business card at this point, I

will write a note on the back.

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I will find out from you that you just got

your house painted.

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I will find out from you that you've got

kids similar age to mine.

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I will find out from you that yes, you're

also frustrated with 13 year old boys

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because they're crazy or whatever it might

be, those connection points that we make

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in a conversation.

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I now am 44.

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I am no longer able to keep all of that

information in my head and reliably

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remember it when I meet you somewhere down

the road.

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But if I do that and I write it down on a

business card and then I enter it into my

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CRM, I am going to remember those things.

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So what that means is when I have

conversations with you or when I email you

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something directly, I can pop in a little,

hey, how's it going with the team?

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Or are Air Jordan's as big a deal at your

house as they are at my house?

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Or whatever that might be, that connection

point that we've come up with, that makes

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all of us feel really special.

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that makes us feel like we care.

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And the beginning of that is just putting

that in place, right?

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Giving yourself the opportunity to

remember those things.

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I would argue that almost everybody that's

on here and putting so much time and

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effort into building their business and

doing it through networking in particular,

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you do care.

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You do remember those things.

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Those things are important to you.

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So start to make that systemized in your

business.

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and see how that starts to change how you

interact with clients.

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Does anybody have any questions around

that specifically or any circumstances

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they've dealt with in the past in regards

to this?

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This is Tamika.

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I just wanted to say that the point you

made about finding out something about

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your potential client in terms of

connecting with them, I'm finding that to

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be more and more true.

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I have a nonprofit organization.

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And what I'm learning is that people

invest into people.

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And so when you just said that, again, it

just reiterated that getting to know

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people and knowing something about them

will cause them to want to connect more

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with you than you just trying to sell

something to them.

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So thank you for bringing that up.

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You're welcome.

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You're welcome.

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It's one of the pieces that I think I

share with clients in particular when they

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have the feeling that.

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there's 10 ,000 people in their same

industry.

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So are providing a similar service.

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I think realtors always come to mind that

there is lots of realtors all looking to

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do the same thing, right?

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They're helping you buy or sell a home.

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And we don't buy from somebody because

they have a fancy sign.

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We don't buy from somebody because they

have a deckle on their truck.

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We buy from somebody because there is some

sort of intimate connection made between

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that other human being.

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There's a connection where you're like,

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I recognize you, I see you.

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We are living a portion of the same life.

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That's why people buy from you.

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They buy because of who you are as a

human, not because of what it says on your

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business card.

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So the better we can get at actually

caring and actually finding things out and

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asking questions that have nothing to do

with the sale, but just truly because you

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want to get to know this other human being

that is in front of you, the better.

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The other piece,

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about this that I have here is surprising

clients with unexpected bonuses or

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personalized offers.

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This can go a really long way if you have

this available in your business.

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Not everybody will have this just

depending on the nature of their business.

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But saying to somebody, I am personally

inviting you to this specific offer and

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you are truly specifically inviting them.

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Don't BS about this, right?

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We want to be legit.

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We want to say, hey, this is to just my

clients who

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have been with me for a year.

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This is for just clients that have gone

through my programs.

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This is something for people just in the

NIA space, something along those lines.

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But people feel valued when you think of

them individually.

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I know that we are in this period and

system of automation, and I strongly

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believe in automation in your business.

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But there is something so great about

getting somebody's email that is actually

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just talking to me.

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And it's not just sounding like it's just

talking to me, but it's actually an

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individualized email with information just

for me because they were thinking about

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just me.

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So I want you to think about ways in which

your business, you can just step it up a

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little bit, right?

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1 % better in this area will create

greater profit.

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And it does because people will be

purchasing or repurchasing from you more

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frequently when they feel that kind of.

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love from you if we want to call it that.

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Okay?

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So in terms of action steps on this, I

want you to make sure you have a client

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customer database.

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I want you to use it to its full potential

and lean into using it.

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Okay?

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Make sure you take advantage of the note

system, but don't be like the doctors.

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They come into the room after they have

your chart on the wall, you know, that

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little spot where they put it on the wall

and you hear them pick it up.

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They don't even look at it.

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They come in the door and they ask you all

the questions that are already answered in

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there.

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Take the time to review the notes before

you hop on a call with a client and then

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shout out, how was your spring break?

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How did that go?

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What was the vacation like?

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Did you have trouble with your flights?

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Whatever it might be, ask the question.

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Take the time to do that.

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It'll make a big difference.

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Implement a loyalty program.

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There are a lot of businesses where you

can implement some sort of benefit for

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being with you for a long time.

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is going to take a bit of creativity

depending on what your business is and how

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it's structured, how that could look, but

it is worthwhile doing that and saying to

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clients, I want to keep you are a valuable

member of my client database.

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How can I show you that?

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Right?

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How can I show you that with a discount on

your third purchase or something along

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those lines that are going to just make

them feel better?

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The third thing is train.

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staff on exceptional customer service.

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Now, everybody talks about exceptional

customer service, but what I need you to

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do if you haven't done this already is I

want you to define what exceptional

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customer service looks like to your

business.

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What does that mean from the original

greeting, the tone of people on the phone,

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the way that you respond to emails, the

sign -off on emails?

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What is it that makes exceptional customer

service look like that in your business?

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This is different than how everybody else

does it, but that standard in that care in

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training your people to also deliver in

that way will make a big difference moving

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forward as well, because they get that

consistent level of customer service, no

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matter who they talk to, whether it's me,

whether it's my assistant, it should all

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sound the same.

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It should all come across the same with

the same level of warmth or ass kicking or

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whatever it is that they get from me.

313

I want that to exist across the board in

my company.

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Okay.

315

So that's tip number one is really looking

at that customer service standpoint and

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seeing by doing those things, how you can

increase your profitability.

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Tip number two.

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And the first point on here, I tell you

guys, I say this every single time I talk

319

about profitability.

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When is the last time you raise your

rates?

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And for those of you that are groaning

right now and you're like, Oh, I don't

322

want to, I will lose clients.

323

I have all of this thought that comes up

when Sam says raise your rates.

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I guarantee to you,

325

You could also raise your rates and get

more clients.

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You can raise your rates and your clients

will say, yeah, no problem.

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Not a problem at all.

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Of course I will pay that.

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You will be surprised.

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And it is an immediate jump in

profitability because nothing else has

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changed.

332

The cost for you to provide said service

is the same.

333

It just is being brave and having that

conversation and figuring out what that

334

looks like.

335

But I really want to give you that push to

say if you haven't raised your rates in a

336

long time,

337

or even arguably in 12 months.

338

If you need help with that conversation, I

can help you with the wording, but it's

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time to do that.

340

Some of the other things I want you to

think about in your business, assuming of

341

course that you have control over these

things, is how are you speaking about your

342

rates?

343

How are you speaking about the cost of

your services?

344

And how are you selling that to a client?

345

Are you talking about value -based

pricing?

346

Are you talking about the benefits that

your service provides clients?

347

Are you being very clear that that is

answering the actual problems that they

348

are saying they have?

349

We sometimes will get in our heads about

how we speak about our business and we

350

think we're solving X problem for a

client.

351

And the reality is that's not the words or

the way that they would describe that

352

problem.

353

So I want you to really go into that and

go back through reviews that you have, go

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back through testimonials you have from

clients and make sure that when you're

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selling to the next

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versions of clients that you're using the

same language as your current clients.

357

It'll be an easier sell if it sounds like,

oh, that's exactly what I was thinking.

358

That's exactly what I needed.

359

That is exactly what I was looking for.

360

Sometimes we can miss the mark on that a

little bit.

361

The other option for increasing or looking

at your pricing strategy is bundling your

362

services.

363

Is there a window of time in this season

of your business where it's a bit slower?

364

Is there a way to bundle things together

and get

365

most of the money that you would have

gotten for two separate?

366

Is there a time where it makes perfect

sense that somebody would want to do

367

pressure washing and window washing all at

the same time?

368

Does it make sense to give them a little

bit of a cut so that you're getting both

369

parts of that job?

370

Think about the ways that you can do that.

371

And maybe you do it occasionally

throughout the year, but you're getting

372

more sales with the same client base.

373

You're just offering it at a different

time.

374

The fourth one there is the idea of tiered

pricing.

375

If you have the ability to start to think

about if you are a bronze, silver or gold

376

client, where can I add value and also add

revenue for your business?

377

There's a lot of times where we get stuck

in, we have done this the same way over

378

and over and over again for the last five

years and we haven't ever looked at these

379

things.

380

There is no reason why you can't go back

to the drawing board and be a little bit

381

creative and see,

382

what parts of this might be really

appealing to clients.

383

You may be surprised that by talking about

a bundled service for a quarter of the

384

year, you make far more sales than you did

when you were talking about the individual

385

products.

386

So I want you to just take the time to be

super creative and figuring out ways that

387

you could create additional revenue just

through pricing in general.

388

Anybody have any questions on there?

389

Anybody?

390

ducking my eyeballs to try and avoid

talking about pricing because I know it's

391

hard.

392

Question is, uh, when do you know it's a

good time to up those prices?

393

Ooh, my profit coach self says, if you're

asking me that question, it definitely is.

394

If you haven't raised your rates in the

last 12 to 18 months, absolutely,

395

absolutely.

396

It's time to do that.

397

And if it's been longer than that, it's

not even a question.

398

Samantha, it's Patrika.

399

Would it make sense to do?

400

Hello.

401

Just a standard 3 % at the beginning of

each year just because of cost of living

402

and inflation?

403

You definitely can.

404

I'm not opposed to that, but I do think

sometimes looking at your increase of

405

rates, you can do it from a cost of

living.

406

Everybody's getting very used to that

discussion, right?

407

The inflation, et cetera.

408

But also, where are you trying to go with

your goals?

409

Would it be a 5 % increase is actually

going to hit those goals that you're

410

trying to hit?

411

Is that beyond the realm of what people

are willing to pay, right?

412

We still are operating in an open market.

413

So we still need to be cognizant of what

our competitors are doing or how we're

414

standing apart from our competitors.

415

But I like the idea of making the

assessment both on what does the company

416

need for growth and what does the market

bear?

417

Yeah, that makes sense.

418

I was just thinking at a minimum.

419

It is.

420

better than doing nothing, but run the

numbers, right?

421

Run the numbers and say like, we went 3 %

across the board, that turns into X, but

422

we're still 10%, let's say lower than the

competitors.

423

Okay, well, what if we did seven?

424

Would people still like, what would be our

expectation or what if we did 7 % on a

425

certain portion of what we're doing and

then 3 % on something that has a lower

426

margin or whatever that might look like?

427

I have some input.

428

So we recently increased our base packages

up from, I think it was 550.

429

We did a hundred dollar increase to 650

for some digital SEO stuff.

430

But when we did that increase, it wasn't

based on percentage.

431

We looked at what we were doing.

432

We asked ourselves, how can we do even

better?

433

And then we looked at the numbers and we

kind of worked backwards, right?

434

So we didn't just look at it from a profit

perspective or like, how can we charge

435

more because of inflation and

436

We just want to get more money.

437

We asked ourselves, how can we make this

worth a hundred more dollars?

438

Right?

439

So what we came up with was something

pretty simple, but we just improved our

440

communication instead of responding to the

client when they would reach out, we

441

proactively reach out to them now on a

monthly basis.

442

And we just give them those updates and

the small wins along the way.

443

And you know, just that open line of

communication has seemed to be worth the,

444

you know, the

445

the increase for a lot of the clients.

446

So we're also doing some technical stuff

as well.

447

But I think that I think it's relevant for

the conversation.

448

Yeah, that's a really good point.

449

And I want to say kudos to you for raising

your rates.

450

I think that's really good.

451

I also want to say in most cases with most

business owners, when I talk to them and

452

actually look at like, what are you what

are you providing?

453

And what are you charging?

454

You're still mostly under charging.

455

So

456

There's a place for that evaluation

Matthew, it's fantastic, right?

457

That like, what could we do better?

458

What can we step up?

459

What can we improve in the business

overall?

460

And how will that be of value to the

clients?

461

But also knowing that oftentimes you could

change nothing and still raise your rates.

462

It doesn't necessarily have to be both.

463

Not to say that we can't all improve

because we 100 % can, but just knowing

464

that too, most of us are undercharging for

service -based businesses full stop.

465

I 100 % agree.

466

Thank you so much.

467

You're welcome.

468

So here's the action pieces.

469

And again, this PowerPoint is going to be

available to you on the NIA site.

470

So you will be able to go back if you're

not taking notes or screenshots like a

471

crazy person.

472

Don't worry.

473

I promise you'll get it.

474

So taking action.

475

We want to analyze our pricing structures

in terms of your pay.

476

So how much are you wanting to get paid?

477

The cost of providing your service, which

is going to be obviously your physical,

478

tangible things that are costing you

money.

479

your time and whatever overall expenses

you have just to keep your doors open.

480

Look at that in the evaluation phase of

how much are you charging?

481

And this is what I help clients with all

the time is actually coming to a number

482

and that number shifts over time.

483

Asking clients, this is a big one.

484

And if you can be brave and open to the

dialogue and it's really important that

485

you take this not as a personal affront.

486

But if you ask a client what they wish you

provided, what service is not available to

487

them that would go in conjunction with

what you do, and just ask the question.

488

We're not saying we're going to provide

it, but at least it would give you some

489

insight into the breadcrumbs of the path

that you could start following and ask

490

them where they think you can improve.

491

If you have good relationships with

clients and you nurture those

492

communications, those open communications

the way that Matthew just said, especially

493

in a case where it's...

494

them saying, Hey, we're going to now start

updating you every single month with

495

what's happening in the small wins and all

of that.

496

And then also at the bottom of that email,

you say to them, we are open to your

497

feedback.

498

Is there anything we could have done

better in the last 30 days to help you

499

with the growth of XYZ SEO in this case,

or whatever you're doing in your business,

500

be open to the responses and then respond

back with thank you so much.

501

I appreciate your.

502

feedback, we will take that into

consideration as we move forward to build

503

bigger and better things for you.

504

So you don't necessarily have to implement

everything, but if you can ask them what

505

they wish you had that you don't and where

they feel you can improve, those two

506

things can give you really clear direction

as to where you can go, especially if you

507

get it from more than one person.

508

Okay, then experiment with different

pricing models and monitor your results.

509

So talking about what we talked about on

the slide previous,

510

thinking about bundles, thinking about

different creative ways that you can start

511

assessing your pricing model and see what

the results are.

512

If you put in a bronze, silver, gold

package for what you're doing, and all of

513

a sudden you realize people are actually

less interested in the bronze, which is

514

your standard, but they're actually

interested in that upgrade that they see

515

over there in the silver package, that can

be great insight.

516

And you can just make that standard

pricing and maybe you drop the bronze

517

package altogether.

518

So,

519

Take the time to do the evaluation of

these things as you go through and you'll

520

be surprised what you will uncover.

521

Anybody else have any questions before we

move to the next one?

522

No?

523

Okay, cool.

524

And here's the big one.

525

You guys are really excited about this.

526

I know everybody is like, yes, can I do a

financial assessment?

527

Okay, here's what we need to do.

528

We need to know what of our services or

our products are bringing in the most

529

cash.

530

and which ones need a boost in sales or

need some attention and need to be revised

531

or possibly need to be just dropped

altogether because they're not making us

532

any money.

533

As entrepreneurs, we get very, very busy

in the actual creation of the product

534

themselves and the interaction with

clients.

535

And we don't always go back and say like,

is this still working?

536

Does this still make sense in my business?

537

Do I still need to offer all of these

things or can I offer less?

538

This is an opportunity to do that.

539

You have to carve the time out as a CEO to

be able to do that.

540

Okay.

541

It can be hard, but I want you to carve

the time out to do that.

542

The next piece is checking your bills and

your expenses and figuring out where you

543

can possibly save some money.

544

One of the first things I do with clients

is let's look at your expenses because I

545

can often make cuts there that are not

detrimental to the business and not

546

detrimental to what you're creating, but.

547

the cashflow all of a sudden is just a

little less tight than it was the day

548

before.

549

We all have expenses that we're used to

paying that aren't necessarily being used.

550

Software is we've signed up for, programs

we figured we would do, any number of

551

different things, advertising strategies

that we thought were gonna work and

552

they're actually not creating any return

on investment, those sorts of things.

553

We sometimes let those slide for months

just because we're busy and we're not

554

assessing those things.

555

So taking a look at those with an eye to,

do I need you?

556

Are you necessary?

557

And are you creating a return for me in my

business is critical.

558

Okay, make sure you're selling enough.

559

Now that seems kind of obvious, right

guys?

560

Like make sure you're actually selling

things.

561

But I also know that there are people in

this audience right now that are like, oh

562

Sam, that doesn't feel good at all.

563

Because some of us are not making enough

sales full stop.

564

And if that's the issue where you're not

making enough sales to pay yourself and or

565

to keep your doors open, right?

566

If cashflow is starting to become a very

tight thing month in, month out, month in,

567

month out, I cannot tell you enough that

you have to come up with a different plan.

568

You have to figure out how you can

increase your sales.

569

I can help you with that.

570

There's lots of people I know within the

NIA family that can help with that, but

571

it doesn't have to be that way.

572

You don't have to be struggling for sales

and struggling to make payroll, that sort

573

of thing.

574

It's time to ask for help if you're in

that position.

575

And part of it is making that assessment

that we talked about those first two

576

bullet points.

577

And part of it is just maybe you need an

objective view to say, hey, have you

578

thought about this or this because you're

so in it, right?

579

It can be very difficult to make these

assessments when you're knee deep in it on

580

your own.

581

It can be lonely.

582

The other thing is,

583

making sure you have enough cash to pay

the bills.

584

So there comes a point as a business owner

where there is cash in the business and we

585

need to be deciding, are we investing this

cash?

586

Are we reinvesting it into equipment or

people or software technology, that sort

587

of thing?

588

Are we keeping it in the rainy day fund?

589

What are we starting to do?

590

And so this is where you want to start

really working with somebody as an advisor

591

to your finances.

592

to help you both with your personal

finances, but then also with your business

593

finances and making sure that they're

working together.

594

We want to start to have some liquidity in

the business that is not there for the

595

month to month turnover of cash.

596

Okay.

597

The last and most important part is what

money targets do you want to hit next

598

quarter?

599

We are almost at the end of March now.

600

It is important that you keep those goals

front and center.

601

Most of us at the very beginning of the

year were very clear.

602

We want to make $200 ,000 in our business

this year.

603

And we're very excited and we know exactly

what it would work to do that.

604

How many of us have gone back to the

drawing board and said like, okay, based

605

on the reality of sales for January,

February, now March, are my numbers still

606

there?

607

Am I doing more than I anticipated each

month?

608

Am I doing less than I'm anticipating?

609

And if less, then how do I switch things

up?

610

What do I need to do?

611

Let's do that at the beginning of Q2.

612

rather than waiting until the end of the

year, right?

613

Too many of us don't look at our goals

again until we're like in November.

614

And then at that point, it's a mad

scramble or just to throw our hands up and

615

we'll wait to 2025.

616

So if that's you, again, I want you to all

the time be looking at what we're doing.

617

Okay, so taking action in this book, a

money date with your business.

618

Yeah, that really uncomfortable one that

you don't wanna do, sit down.

619

actually block out time in your calendar

and do that, right?

620

Sit down and evaluate those numbers.

621

If you need help with that, please book a

consult with me or with any of the other

622

kind of financial experts that we have

within NIA.

623

This will make the difference.

624

If you are watching your numbers and

understanding your numbers, even if right

625

now your numbers look abysmal, I know that

feels really hard.

626

I know that it feels very...

627

Difficult when you are in that situation

where you're like, I don't know how to get

628

more sales I can't seem to find more

clients other people seem to be doing this

629

better than I am and I don't want to raise

my hand and say I'm really struggling

630

because that feels terrible I will

guarantee to you that in this room anybody

631

who has been in business for any length of

time has been in that position we all have

632

okay, so Continuing to stay in that

position is the only thing you would be

633

doing wrong at this point

634

Get some help, get somebody to help you,

get somebody to answer your questions and

635

make clear what your next steps are so

that you don't have to stay in that place.

636

Making profit and finance as a priority in

your business is absolutely critical to

637

long -term success.

638

And we want to get to that point where we

have time freedom and financial freedom.

639

And we are actually seeing a thriving life

personally from our business.

640

Okay.

641

So just to kind of top that off, I want to

tell you guys a little bit of a success

642

story of a client that I've had recently.

643

So she's a lawyer.

644

She is running her own law firm.

645

She's kind of just getting it up off the

ground.

646

She's doing it a little bit differently

than a traditional lawyer would.

647

And one of the things she decides is the

money part of things, right?

648

So not unlike what we've been talking

about today.

649

And she kind of was just avoiding it,

right?

650

She didn't want to have to call clients

for...

651

bills that weren't getting paid.

652

She didn't want to have conversations

about invoices that were outstanding or

653

clients that had moved through their

entire retainer and not done anything.

654

And in one of our coaching sessions, I had

suggested to her in my ass kicking, loving

655

way that she had no choice.

656

She had to do this.

657

She was struggling with revenue in

February in particular, but January a

658

little as well.

659

And I'm like, make the calls, make the

calls.

660

And she was able to in four days generate

$13 ,500 from current clients that either

661

paid their bills and actually, you know,

settled up or clients that needed to go to

662

the next step.

663

And she was just hesitating because she

didn't know if they would be unhappy if

664

she asked for more money.

665

The vast majority of your clients feel the

same way when it comes to if you have

666

outstanding invoices.

667

If you have stuff where you have used all

the time that you've allocated for a

668

client, but they still have more work to

do, you can ask for more money.

669

You can come back to the table and say,

yes, that project is done to this point.

670

Everything that you ask me to do from here

on out actually will require more

671

financial commitment.

672

Okay.

673

So just as a reminder of that, that you

can be in that situation of struggling and

674

feeling like I'm not making any money in a

month and then.

675

A couple of conversations with clients can

create a five figure month.

676

That's possible to you as well, as much as

it is to her.

677

Okay.

678

Those are my tips, my tricks, my

suggestions.

679

I want to open the floor at this point so

that you guys can get some coaching if you

680

want coaching or ask me any questions

around what we were talking about today,

681

but it's open forum.

682

So take advantage of that.

683

I have a question about the profit first

system.

684

If you've had any.

685

success implementing that and would you

recommend it?

686

Yeah, I absolutely do.

687

I am a huge believer in particular with

the concept of taking kind of your revenue

688

minus your profit equals what you have to

spend on expenses.

689

That is a huge portion of his kind of

philosophy, Mike McCallowitz.

690

And I think just having that mental switch

in your brain of I pay myself and then I

691

build my business on what is remaining.

692

Instead of the other way around where it's

like I get whatever crumbs are left at the

693

end of the day Which is business owners

know it's next to nothing.

694

So that piece of profit first is huge and

then spreading out and Separating your

695

money into separate bank accounts I have

found to be incredibly effective and I've

696

got I don't know handfuls and handfuls of

clients that have implemented the same So

697

I'm a huge fan.

698

Do you have any specific questions?

699

Have you read the book?

700

Where are you at?

701

Yeah, I read the book and I went as far as

like um,

702

There's this bank called Relay that he

endorses.

703

So like I kind of set up an account with

that and I have like the different bank

704

accounts set up.

705

I've been kind of like, I don't know,

maybe we can talk about it later.

706

Sure.

707

Yeah, absolutely.

708

There on the next slide, there's a QR code

and you can find me through NIA as well.

709

I'll be able to track you down.

710

If you're getting to that point and then

need help with the next step, I can help

711

you with that.

712

Just, you know, even deciding like what

portions, what percentages of revenue and

713

things like that go where.

714

I can give you a hand.

715

Thank you.

716

Got a question in the chat tool.

717

First one, what's the number one tip for

marketing and lead generation?

718

What you got?

719

Just in general, that's a big broad thing.

720

Okay.

721

Marketing and lead gen.

722

I think my number one tip is visibility.

723

So you have to decide where you're going

to be visible and then you need to go all

724

in and you need to go in until you are

sick to death of your own messaging.

725

Until you are tired of saying it and

thinking everybody hates hearing you,

726

you're not saying it enough because

they're not seeing it as frequently as you

727

think they are.

728

So like ad nauseum, you are saying the

same things over and over again.

729

I am Sam Barner.

730

I am the profit coach.

731

I help small business owners make more

money.

732

I help them generate five figure paychecks

and scale their business.

733

And you can find me on my podcast and or

Instagram.

734

You need to be like that and you need to

be like that until you know, your sister

735

is telling you to stop and even then you

keep going because social media or even in

736

person stuff, it's less frequent than you

think.

737

People need to hear it seven to 14 times

before it resonates, right?

738

So more is better.

739

More is more.

740

Right on.

741

Next question coming up from Marie.

742

I'm curious if you have a specific number

or guideline on number of offerings that

743

are good to have.

744

And I can.

745

Yes, please.

746

I can give you more details on that.

747

I am a holistic wellness coach.

748

So I do, I'm transitioning from straight

personal training to also offering

749

wellness coaching.

750

My five -year goal is to be completely

shifted over to wellness coaching and no

751

longer doing any personal training.

752

So I recently closed the personal training

side of my business to new clients.

753

I raised my rates.

754

Unfortunately, only one client decided to

quit training with me.

755

Everybody else was like, oops, great.

756

I love to pay more.

757

Okay.

758

And which is fine.

759

Um, but eventually, you know, I want to

drop that piece altogether.

760

So I'm kind of refining the coaching side.

761

I have one class that I, an eight week

class course that I teach.

762

I have a new one that I have developed

that I am going to be starting for the

763

first time next week.

764

Um, I usually give workshops in promotion

of the classes as opposed to just giving

765

workshops to give workshops as an

offering.

766

So they're more of.

767

part of my launch with the classes.

768

I am also now start giving retreats as

another piece of my business because one,

769

I think it complements the coaching very

well and I just love going on retreat.

770

So if I'm leading it and getting to be on

retreat and make money, it just seems like

771

a win -win for me.

772

So my thought is I don't think that

there's a number of offers that

773

necessarily is good or bad, but.

774

I always liked the idea of getting one

offer up solid, reliable, and then moving

775

to the next and then moving to the next.

776

Cause otherwise you're trying to market

multiple prongs and it becomes kind of

777

money when you're like, if you're talking

about the retreat, let's say you're doing

778

it every six months.

779

So you're talking about that with a long

launch schedule because of course it's a

780

bigger commitment and people need lots of

love on that.

781

And then you've got the eight week courses

and then you've got the workshops.

782

it becomes people are like, wait, so does

she do wellness?

783

Does she do retreats?

784

Does she, it makes it hard for you to

promote that.

785

It's not impossible, but it separates the

amount of work you can put and effort you

786

can put all towards one thing.

787

So what you could do is kind of have, I

like the idea of a workshop to launch your

788

eight week course.

789

So if you, if you create that and continue

with that until you get to the point where

790

you're like, okay, I've now had 32 people

go through the eight week course.

791

Now I have an audience with which to

promote the retreats.

792

They're already bought in on who you are

and how you coach and they love you.

793

And you will have that out of 32, you'll

probably have like 16 people that are

794

like, really love you, right?

795

The other ones like you, they really love

you.

796

Those are now who you're going to promote

that retreat to.

797

And that retreat is probably going to be

eight people.

798

So in your whole email, you know, all of

your contacts, you still may get one or

799

two that come out of the blue.

800

But most of the time they're kind of

coming up the ladder of expense and or

801

value for you.

802

Gotcha.

803

Thank you.

804

Yeah, you're welcome.

805

All right.

806

Anybody else?

807

Yes, Samantha.

808

Hi, my name is Bill Fahlmeyer.

809

I have a photography business and so a lot

of times my pricing, I quote my pricing,

810

but then people are like, well, they want

to spend that much money.

811

And so how do you combat like, I guess,

the knowledge that that's the correct

812

pricing.

813

But they're reluctant to pull the trigger

on that.

814

Yeah.

815

When you're talking to clients, how are

you structuring it?

816

Are you structuring it where you've got

kind of like a session price and then

817

they're purchasing the prints after that

or what, which way are you doing it?

818

Yeah.

819

So it's typically like the, the, the

session price plus a certain number of

820

digital files that come with that.

821

And then if they want to purchase

additional prints after that, then there's

822

a cost per file.

823

Okay.

824

And.

825

Can you give me an idea of your price

point?

826

Like what would it look like if I wanted

to do family photos and I wanted to walk

827

away with 15 photos, for instance?

828

Yeah, so the like an hour session is like

$500 and typically that comes with five to

829

10 photos.

830

If they wanted to get more than that, they

typically are, I'm thinking the price

831

range is $25 to $50 a file.

832

So you're looking at, you know, $600, $700

for a shoot.

833

And then that includes, you know,

834

whether I'm on site or in studio, you

know, after processing, uploading, and a

835

lot of extra, just a lot more stuff that

goes on than just taking the photo.

836

Yeah.

837

Okay.

838

First off, I think your pricing is fine.

839

That I, I think your pricing is fine.

840

Where do you think you lose clients in

that talk?

841

Is it as soon as you talk about the

numbers or like what point are you like,

842

Oh, I had them and then I lost them.

843

Yeah.

844

So they show interest when I talk with

them about it.

845

So like maybe doing a shot of their kid or

something like that.

846

And then.

847

They go, how much would that cost?

848

And I said, well, I have a package that's

$500.

849

It gets this many files.

850

And it's kind of like, oh, yeah, okay,

great.

851

I'll think about it and that kind of

thing.

852

So it's really the cost.

853

Once I quote the number, they kind of

start to shy away.

854

Okay.

855

One of the things I would do is see if you

can ask a couple of questions before you

856

get to the number.

857

So they say to you, whatever, are you

running to these people and they've got

858

kids running around and they want a family

shot.

859

So you say to them, they say to you like,

oh, you do,

860

photography, that's great.

861

Like would you do my family?

862

How much would that cost?

863

And you're like, oh yeah, I have a package

for that.

864

Where do you see the photo going?

865

Is this like, are you looking to replace

the one above your mantle or do you want

866

to do a gallery wall for your family?

867

Like what are you looking to do?

868

They're going to hopefully have an answer

to that.

869

Oh, I don't know.

870

Maybe.

871

Cause then you can come back with saying,

Hey, listen, I think the package that

872

includes like five to 10 shots is more

than adequate.

873

You'll get some great ones with you and

each individual kid.

874

yourself and your husband, you know,

whatever you're going to do.

875

But also you're going to get that big

picture that's going to go up above the

876

fireplace.

877

And that's the one that everybody sees

when they come in the house.

878

Paint the picture a little bit more.

879

See if you can pull out for them the

emotional level of that.

880

Because I know in most cases that sticker

shop is always, people are always like,

881

like they go to look at a TV at Best Buy

and they're like, what?

882

$1000.

883

We actually don't care that it's a

thousand dollars.

884

We want to watch the football game and we

want it to be clear and we want it to fit

885

that space in the living room so that when

our friends come over, we don't look like

886

we have that 32 inch TV nobody can see.

887

So you want to just pull the emotion out

of them there and see if you can get just

888

a little bit more of their buy -in of the

value, not necessarily the cost, and then

889

go that way.

890

There is a book that I read a couple of

years ago that is actually specific to

891

photography businesses and it talks about

892

there's a low end and a high end and

there's no longer a middle ground.

893

But the way that she talks about marketing

photography in general was really good.

894

If you pop your email in the chat, I will

save that and I will go find a book.

895

I can't see it from here, which may or may

not be my eyes or maybe the book's not on

896

the shelf, but I'll send it over to you

and you can take a little peek at it.

897

But it was high value in terms of

marketing yourself as a photographer.

898

Great.

899

I'll put my email in there.

900

Thank you.

901

All right.

902

Okay.

903

We have a couple of questions in the chat.

904

Actually one from Prem.

905

For sales and marketing, what is your top

three basic skills that has worked for

906

you?

907

And inverse, what's one strategy that

certainly did not work and why?

908

Ooh, in sales and marketing.

909

Three basic skills.

910

Okay.

911

Number one basic skill, being able to say

what your costs are confidently without

912

stuttering, without feeling foolish,

without having it feel weird.

913

I want everybody to get to the point where

they can say the price of working with

914

them like they say their phone number.

915

Okay.

916

So like,

917

you tell the pizza delivery guy where your

house is.

918

You're like, my house number is two eight,

two, two.

919

You want to say that working with me costs

X amount of money.

920

And we just say it's smooth.

921

That's first.

922

So the way that I suggest people figure

out how to do that, if you haven't heard

923

me say this before is every time you go to

wash your hands, when you come out of the

924

bathroom, you say it in the mirror to

yourself like a weirdo and it's totally

925

fine.

926

You're usually by yourself.

927

If you're in a public bathroom, somebody's

going to ask you why you're doing it.

928

And then you can share your business.

929

So get confident in saying your pricing

and standing calm and firm in your

930

pricing, but without urgency.

931

If you don't make the sale, you actually

don't care.

932

They're not the right fit.

933

And really leaning into that can be

important.

934

So can I bounce off of that?

935

Yeah.

936

OK, so literally 10 minutes before this, I

was giving my price to a prospect and I

937

tried to approach it with that confidence,

but I add kind of a caveat, which is like,

938

OK, I'm.

939

My price is $100 an hour to work with me.

940

The way that I typically price things out

is by the day.

941

So an eight hour day, look at it like

that.

942

Does that kind of have hair on it?

943

What do you think?

944

Do you feel like you need to offer an

explanation?

945

And do you feel like you need to provide

them eight hours?

946

I feel like I need to kind of prepare them

for what's to come here.

947

So if I'm charging two days of work, this

is why this is basically how I'm looking

948

at it.

949

Right?

950

OK.

951

I don't think it's bad to say it that way,

but I think then you set the expectation

952

up that you're going to spend eight full

hours doing the work.

953

Now you might spend eight full hours doing

the work, right?

954

Or 16, if you're working with them for two

days.

955

Yeah, I could do like, I could do half a

day as well.

956

You know, like I'm not going to.

957

Yeah.

958

So I think you can say like, yeah, I work

with clients in either half day or full

959

day sessions and it's a hundred dollars an

hour.

960

So a full day would be $800.

961

half day would be $400.

962

Okay.

963

You could save that.

964

All right.

965

You need to give this guy two more basic

skills and then one that doesn't work.

966

Okay.

967

Two more basic skills.

968

Get really confident.

969

We kind of talked about this before, but

back to that really confident about who

970

you are, who you help and what you

provide.

971

What do you actually create for people

that they are looking to solve?

972

So take time and write down 10 different

ways that you help people.

973

And what are you actually solving for them

in those ways?

974

In most cases, you're solving the same

problem 10 different ways, right?

975

With 10 different skills, with 10

different pieces of knowledge that you

976

already have.

977

So get confident in saying that, get

confident in saying how much you charge.

978

Do it before you're ready.

979

That's the other thing is be brave and do

it before you're ready.

980

You do not need a fancy website.

981

You do not need a fully formed CRM.

982

You do not need a...

983

perfect landing page in order to make

sales.

984

You need to be able to talk to a human

being that is looking for your solution

985

and you can sell to them and you can send

them yourself or your PayPal or whatever,

986

right?

987

We hesitate and stop ourselves often.

988

So be brave, go forward before you're

ready and then you can build the plane as

989

you're flying.

990

I promise most of us do it that way.

991

There's lots of things that I've tried

that haven't worked.

992

For me, thinking about things for too long

doesn't work.

993

So I am a very quick start kind of

personality.

994

I am like, I randomly had this thought,

I'm going to try it.

995

And if I hum and I call and I try and

think about all the things, I never

996

actually take action.

997

So being bold and just being like, worst

case scenario, it doesn't work.

998

And we've learned one more way it doesn't

work.

999

And then we are onto the next way it

doesn't work or the way it does work.

00:51:13,088 --> 00:51:18,498

But being willing to try things and fail,

be willing to fail.

00:51:18,498 --> 00:51:19,898

So that's another thing that does work.

00:51:19,898 --> 00:51:21,102

But like I've failed.

00:51:21,102 --> 00:51:24,102

a lot and it eventually works.

00:51:24,102 --> 00:51:26,382

But you have to put yourself out there.

00:51:26,382 --> 00:51:28,082

Does that answer your question?

00:51:28,082 --> 00:51:29,172

Yes, yes it does.

00:51:29,172 --> 00:51:29,812

Yes it does.

00:51:29,812 --> 00:51:30,422

Thank you.

00:51:30,422 --> 00:51:31,942

Okay, you're welcome.

00:51:31,942 --> 00:51:36,942

I had one more question earlier in the

session, which was you're saying to use

00:51:36,942 --> 00:51:39,922

the same words your client uses.

00:51:39,922 --> 00:51:41,662

How do you go about doing that?

00:51:41,662 --> 00:51:44,682

I do it in a lot of different ways.

00:51:44,682 --> 00:51:46,670

So I will do it where if...

00:51:46,670 --> 00:51:50,210

you and I are on a consult and you are

coming, you book a call with me and we're

00:51:50,210 --> 00:51:51,690

having a conversation.

00:51:51,690 --> 00:51:55,120

As we're having a conversation, I will

make sure to make notes.

00:51:55,120 --> 00:52:03,430

So if you use the words, I am overwhelmed,

I am so tired in my business, I can't find

00:52:03,430 --> 00:52:05,930

clients anywhere, for instance.

00:52:05,930 --> 00:52:11,730

When then we're talking about the solution

I offer, my response is gonna be, I help

00:52:11,730 --> 00:52:14,798

you with overwhelm and finding clients.

00:52:14,798 --> 00:52:17,118

and getting to that point in your

business.

00:52:17,118 --> 00:52:22,438

So I'm regurgitating right back to you the

language that you recognize and are

00:52:22,438 --> 00:52:25,478

familiar with and identify your problems

as.

00:52:25,478 --> 00:52:26,378

Thank you.

00:52:26,378 --> 00:52:26,818

Yeah.

00:52:26,818 --> 00:52:30,758

I do it there and I also look at

testimonials or reviews and they can be

00:52:30,758 --> 00:52:34,778

good reviews or bad reviews, but going

back and seeing what clients are saying

00:52:34,778 --> 00:52:39,838

about you gives you an idea of what they

really liked or what stood out to them or

00:52:39,838 --> 00:52:42,818

what perhaps was a gap that you can

backfill.

00:52:42,818 --> 00:52:43,728

Well, that's great insight.

00:52:43,728 --> 00:52:44,494

Thank you.

00:52:44,494 --> 00:52:45,774

Yeah, you're welcome.

00:52:45,774 --> 00:52:50,934

One of the things that I've done over the

last several years is that do an exit

00:52:50,934 --> 00:52:56,094

interview with every single client and

asking them those those specific

00:52:56,094 --> 00:52:56,604

questions.

00:52:56,604 --> 00:52:58,194

What did I do?

00:52:58,194 --> 00:52:59,934

Well, what did you like?

00:52:59,934 --> 00:53:02,614

What areas did I fall down in?

00:53:02,614 --> 00:53:06,014

What areas do you wish I would have done

more?

00:53:06,014 --> 00:53:08,234

Was it in communication?

00:53:08,494 --> 00:53:09,744

Whatever it might be.

00:53:09,744 --> 00:53:11,438

And I found those to be.

00:53:11,438 --> 00:53:15,478

very helpful, not only in solidifying the

areas that I want to concentrate my

00:53:15,478 --> 00:53:20,938

business, but it gives me a help as to how

I can improve what I'm doing.

00:53:20,938 --> 00:53:24,918

And some of them have been watershed kind

of events.

00:53:24,918 --> 00:53:27,198

They've been very, very helpful.

00:53:27,198 --> 00:53:27,938

Yeah.

00:53:27,938 --> 00:53:32,638

It's so valuable to be open and willing to

listen to that kind of feedback.

00:53:32,638 --> 00:53:34,378

It can sometimes feel not great, right?

00:53:34,378 --> 00:53:37,870

Because clients sometimes haven't said

anything up till then.

00:53:37,870 --> 00:53:40,610

And then they share stuff with you and

you're like, I could have fixed that

00:53:40,610 --> 00:53:41,819

probably, but you didn't tell me.

00:53:41,819 --> 00:53:44,230

And also I feel a little bit bad that I

didn't do it.

00:53:44,230 --> 00:53:48,190

The other thing that I have found as a

trick, and this is not my trick.

00:53:48,190 --> 00:53:53,410

This is, I think a Mike McCallow it's one

from the pumpkin plant book, but he did a

00:53:53,410 --> 00:53:57,670

number of interviews with clients to say,

what was the thing that the company that

00:53:57,670 --> 00:54:00,450

used to do this for you didn't do?

00:54:00,450 --> 00:54:05,410

What's the thing that really got your goat

when you were dealing with the last people

00:54:05,410 --> 00:54:06,606

that were doing this?

00:54:06,606 --> 00:54:08,156

And so he's already got the business.

00:54:08,156 --> 00:54:11,226

He's not looking to sell them, but he's

looking for like, where's the thing you

00:54:11,226 --> 00:54:12,906

definitely don't want me to do.

00:54:12,906 --> 00:54:18,486

And I thought that was a really smart way

of also uncovering areas and pitfalls that

00:54:18,486 --> 00:54:20,586

you want to be sure to avoid.

00:54:20,586 --> 00:54:22,506

A quick comment on that as well.

00:54:22,506 --> 00:54:27,376

It helps you to identify what the clients

want you to do as well.

00:54:27,376 --> 00:54:28,896

If you look at the inverse.

00:54:28,896 --> 00:54:29,986

Yeah.

00:54:29,986 --> 00:54:31,706

Is that the pumpkin plan?

00:54:31,706 --> 00:54:33,116

It is the pumpkin plan.

00:54:33,116 --> 00:54:33,436

Yep.

00:54:33,436 --> 00:54:35,022

Mike McCallowitz as well.

00:54:35,022 --> 00:54:37,102

He's the same guy as the profit first.

00:54:37,102 --> 00:54:38,102

Cool.

00:54:38,102 --> 00:54:38,842

Thank you.

00:54:38,842 --> 00:54:39,342

Yeah.

00:54:39,342 --> 00:54:40,662

I'm a big believer in his books.

00:54:40,662 --> 00:54:46,282

If you're looking for reference books on

business growth in general, they're very

00:54:46,282 --> 00:54:49,922

well written and they're very concise and

they're easy read.

00:54:49,922 --> 00:54:52,602

So if you're not somebody who wants to

read all the time, business books, that's

00:54:52,602 --> 00:54:56,122

fair, but they're, they're worthwhile

reading for sure.

00:54:56,222 --> 00:54:56,572

Okay.

00:54:56,572 --> 00:55:00,382

So we've kind of said, so these are our

three things, right?

00:55:00,382 --> 00:55:04,242

Is enhancing your customer experience,

optimizing pricing and financial

00:55:04,242 --> 00:55:05,134

assessment.

00:55:05,134 --> 00:55:10,934

So taking the time to do those things

moving forward will absolutely create more

00:55:10,934 --> 00:55:13,354

profit in your business and will do it.

00:55:13,354 --> 00:55:16,874

If you take the time to do these things,

you'll see a return on that fairly

00:55:16,874 --> 00:55:17,914

quickly.

00:55:18,114 --> 00:55:18,734

Okay.

00:55:18,734 --> 00:55:19,394

All right.

00:55:19,394 --> 00:55:21,934

Now here's, here's the part y 'all need to

know, right?

00:55:21,934 --> 00:55:23,244

How do you get ahold of me?

00:55:23,244 --> 00:55:25,994

How do you reach out and say, Hey, I have

questions.

00:55:25,994 --> 00:55:31,314

I didn't want to put my hand up in the

public or Hey, that's kind of interesting.

00:55:31,314 --> 00:55:33,646

I want to hear more about what you do.

00:55:33,646 --> 00:55:38,266

take a screenshot, get on that QR code on

your phone and book a call with me.

00:55:38,266 --> 00:55:44,286

I am very, maybe let's call it focused,

but I want business owners to be

00:55:44,286 --> 00:55:45,476

successful and profitable.

00:55:45,476 --> 00:55:47,566

That is the reason I have this business.

00:55:47,566 --> 00:55:51,846

It's the reason I do so many of these

sorts of things where I'm speaking and

00:55:51,846 --> 00:55:56,156

hopefully providing a lot of value so that

when you guys leave, you're not just like,

00:55:56,156 --> 00:55:59,506

oh yeah, she has a business and I guess I

need to hire her to get help.

00:55:59,506 --> 00:56:01,550

I'm hoping that you're leaving.

00:56:01,550 --> 00:56:05,609

having things that you can tangibly take

away and really start implementing in your

00:56:05,609 --> 00:56:07,090

business right away.

00:56:07,090 --> 00:56:13,250

But I also believe that you need more help

than what you have probably right now.

00:56:13,250 --> 00:56:18,090

There are too many business owners that

aren't making enough money, and this is a

00:56:18,090 --> 00:56:19,470

solvable problem.

00:56:19,470 --> 00:56:22,810

So I really want to encourage you to take

advantage.

00:56:22,810 --> 00:56:26,350

The reason you spend the money to be part

of NIA is to get out of the business.

00:56:26,350 --> 00:56:31,250

to all of the knowledge that is here in

this group in all of its facets, right?

00:56:31,250 --> 00:56:32,750

In all of our businesses.

00:56:32,750 --> 00:56:36,670

And I want to just encourage you to take

advantage of hopping on a call with me.

00:56:36,670 --> 00:56:40,390

I'm not going to hard sell you into

coaching, but I will give you some insight

00:56:40,390 --> 00:56:44,670

into your particular business and what can

be game changing in terms of the direction

00:56:44,670 --> 00:56:45,510

that you're headed in.

00:56:45,510 --> 00:56:46,190

Okay.

00:56:46,190 --> 00:56:50,130

And if you want coaching, I'll help you

with that too, obviously not crazy, but I

00:56:50,130 --> 00:56:51,930

am here to help regardless.

00:56:51,990 --> 00:56:52,930

I just one last thing.

00:56:52,930 --> 00:56:54,470

So this is just your homework.

00:56:54,470 --> 00:56:55,620

Book a call with me.

00:56:55,620 --> 00:56:56,142

Okay.

00:56:56,142 --> 00:56:58,042

and I'll help you make a plan.

00:56:58,082 --> 00:57:01,792

Make a money date with your business

before the end of the month.

00:57:01,792 --> 00:57:04,882

So you have four days, chop chop, you need

to get it done.

00:57:04,882 --> 00:57:09,822

And then find some level of accountability

for whatever today you've decided is your

00:57:09,822 --> 00:57:12,632

action that you want to do, that you want

to change in your business.

00:57:12,632 --> 00:57:16,902

Doesn't matter what it is, but get some

accountability, whether that is a friend

00:57:16,902 --> 00:57:19,902

or social media or myself, doesn't matter.

00:57:19,902 --> 00:57:24,322

Just get yourself in that position so that

you can actually achieve those goals that

00:57:24,322 --> 00:57:25,202

you're trying to achieve.

00:57:25,202 --> 00:57:25,710

Okay.

00:57:25,710 --> 00:57:26,990

Now I'm done.

00:57:27,010 --> 00:57:28,250

Right on Samantha.

00:57:28,250 --> 00:57:31,250

Thank you so much for being a part of this

and your presentation today.

00:57:31,250 --> 00:57:32,270

It was wonderful.

00:57:32,270 --> 00:57:36,390

I just want to remind everybody that on

the first, third and fourth Wednesday of

00:57:36,390 --> 00:57:40,290

every month, we are going to be doing our

network with the nations, our sales

00:57:40,290 --> 00:57:43,970

mastery and our speaker series next week.

00:57:43,970 --> 00:57:47,150

Our founder, Scott Talley, founder of

network and action will be presenting.

00:57:47,150 --> 00:57:49,130

So we definitely think you all should show

up.

00:57:49,130 --> 00:57:52,540

And yeah, again, thank you for being here

and we hope you all have a great day.

00:57:52,540 --> 00:57:53,730

Thank you again, Samantha.

00:57:53,730 --> 00:57:54,638

You're welcome.

00:57:54,638 --> 00:57:56,398

Have a good day, you guys.

00:57:56,518 --> 00:57:59,818

And that's this week's episode of the She

Needs Profit podcast.

00:57:59,818 --> 00:58:04,398

If you like what you heard today, connect

with us on Instagram at Sam, the Profit

00:58:04,398 --> 00:58:07,698

Coach, or leave us a review in your

podcast player.

00:58:07,698 --> 00:58:11,498

Don't forget to sign up for our newsletter

packed with more profit tips.

00:58:11,498 --> 00:58:13,278

The link is in the show notes.

00:58:13,278 --> 00:58:14,838

See you next week.