In today's episode, Tara shares her top 5 signs that your digital business may be ready to grow and scale (and what to do about it).

About Me:

Hey, it’s your host, Tara Bryan. And I am on a mission to help more business owners learn to infinitely scale their businesses by leveraging the power of online without sacrificing the customer experience or results. 

I like to geek out on all things business strategy, marketing, interactive digital and user experience. This podcast is all about what is working, lessons learned and actionable tips to create and grow a thriving online business. 

Join us each week as we dive into different strategies, tactics and tips you can apply immediately to your business.

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Mentioned in this episode:

https://taralbryan.com/step/15-learn-to-scale-call

Unknown: 00:00:00

Hey, everyone, welcome to today's episode of the course

Unknown: 00:00:03

building secrets podcast. I am thrilled you're here today, hey,

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in this episode, I want to talk about scaling your business and

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the challenges that go along with that. So when I was first

Unknown: 00:00:18

trying to scale my agency back in the day, I knew I had to get

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out of at least one core function of my business could no

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longer be everywhere at once I was exhausted, I was trying to

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figure out how to do all the things, I knew that if I sort of

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stopped pushing and getting things out there, that all the

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balls were going to drop, right, I would just had that feeling.

Unknown: 00:00:45

But there weren't enough hours in the day, I wasn't able to

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grow and continue growing, because I was trying to handle

Unknown: 00:00:53

it. All right, like I was trying to do all of the things. And so

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at that point, I had two choices, the first choice was to

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decide, like, alright, well, let's just stay at the size that

Unknown: 00:01:03

we are right now. Right, we're doing fine. I have a small team,

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and we're able to, you know, help a number of clients. And

Unknown: 00:01:13

you know, like, that could be totally fine. Or, I needed to

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choose that I wanted to create a scalable system, a scalable

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agency that allowed us to continue to grow, we knew we had

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people who wanted to work with us, we knew that we could grow

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beyond where we were, at that time. And, and so, you know,

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that was the direction that I chose to go, I chose growth. And

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so because of that, I knew I had to start doing things a little

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bit different. So that wasn't necessarily easy, right? I you

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know, not because of the increased workload that we were

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gonna have when we had more customers. But because I had let

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go. And I don't know about you, if you've ever been in this

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position, but when you're doing all of the things,

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and you've built your company from scratch, and you've, you

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know, essentially had your hand and every little part of the

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business, it's really hard to let go.

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And when I had to let go, the, you know, the challenges of kind

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of not like, not being the one who was doing all the things

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was, was really hard, right? So I had to step into being a

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leader, not necessarily the best doer, right, like I couldn't do

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all of the things that I was doing with clients anymore.

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I had to let go of the accolades and the recognition that I was

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getting from clients. And you know, that they would be super

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happy with what I provided what our team provided. And I just, I

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had to be able to let that go and find a different way to show

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up and serve, I needed to find a way for me to grow, right, so I

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had to show up differently, I had to, you know, assume the

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leadership role of the business and not the sort of head doer of

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the business. And, and so that was sort of the first transition

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that I needed to make as I moved into growth mode.

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Now, I'll never forget, the very first time that all of the work

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that I had done to show up differently in the business

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actually happened. We were sitting, the team was having a

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meeting, and we were brainstorming around a new

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client project. And I was I was in the room. And I was, you

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know, adding some information I was, you know, kind of

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spitballing and brainstorming with everyone. But my team had

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it, I had the right people in the right seats. They were they

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had the plan, they had the strategy, they had all of the

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parts and pieces that they needed to do an amazing job with

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this client. And they didn't need me anymore. They didn't

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need me to lead. They didn't need me to,

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you know, to give suggestions and give my ideas. In fact, at

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one point, I remember someone from my team going we've got

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this Tara, like, you should go do something else. Because we

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are you know, 100% confident in our ability to help this, this

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client and I was like, oh, okay, well, you don't need me like,

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all right, fine, right. And so at first I felt kind of lost and

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unsure of how to spend my time I was like, Well, if I don't need

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to be in the room, what do I need to be doing? Right? Like,

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this was the dream that I had ever since I first started the

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business. But I was I was not sure of what to do. So I don't

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know maybe you have felt that way as well when your team's

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rocking it and you're like oh, okay, well guess what now I get

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to focus on something different. And and the thing that I started

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focusing on is they started fixing things right they started

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like

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I'm

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not necessarily redoing things, but I was fixing I was gonna

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make things better. And I was going to, you know, continue to

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figure out how we can grow and build scalable systems and do

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all of the things. And so if you know what I'm talking about, you

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kind of know, like when you're lost, you tend to like redo

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things or fix things or make changes that aren't necessary.

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And, and so I went through that process, and I was just a little

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my identity had changed, right. And so I was a little unsure for

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a little bit. But I finally sort of found my footings and

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realized that it was time for me to step up as a leader in my

Unknown: 00:05:37

business.

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And then that is when it finally became that freeing moment that

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I could grow and scale the business without having to be

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the one person who was doing all of the things.

Unknown: 00:05:51

And, you know, I think about this story, and I think about

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how when I'm helping

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our customers sort of transition from how they're showing up with

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their, their customers, right, whether it's they're doing one

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on one services, or they're doing sort of live coaching, or

Unknown: 00:06:12

live delivery of their proprietary methodology, there

Unknown: 00:06:16

comes a day when you need to create sort of those scalable

Unknown: 00:06:20

delivery and fulfillment systems that help to drive your business

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forward. And, and so that that experience has served me so

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well, because a lot of the same kind of behaviors of what

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happened when I had a team that was finally, sort of working.

Unknown: 00:06:42

Without me,

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this is what starts to happen when people automate their,

Unknown: 00:06:48

their digital delivery,

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is that the some of the same behaviors happen, right? Like

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they're trying to fix things, or they, you know, create something

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different, or they're feeling disconnected with their clients.

Unknown: 00:06:58

So they jump in at weird times, and try and help and try and fix

Unknown: 00:07:04

or, because they don't have a clear path of where everyone is

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and what they're doing.

Unknown: 00:07:11

There's, there's just like a lot of

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sort of ad hoc things that are happening. And it's all just

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based on that need that feeling of sort of being unmoored, if

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you will, when you start to automate your various systems,

Unknown: 00:07:29

your various delivery process, and all of the things is, you

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know, you have to trust the process, right, I had to, I had

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to trust my team, that I had given them the tools I had done

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the training, and I had, put them in a position so they could

Unknown: 00:07:45

win. And it's that same thing, you have to put yourself in a

Unknown: 00:07:49

position to trust the systems that you've set up to trust the

Unknown: 00:07:52

automation that you've set up to trust the customer journey that

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you've created. And then you can create new sort of milestone

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programs or courses or whatever it is that you want to create,

Unknown: 00:08:07

that helps your customer along the path, not so much recreating

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your signature program, or your signature, kind of series of,

Unknown: 00:08:17

of, you know, programs that you've created, or whatever it

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is that you've created in your business. And, and so what tends

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to happen, if you aren't trusting the process is that you

Unknown: 00:08:29

are rebuilding things, you're,

Unknown: 00:08:32

you're again, jumping in, you're creating sort of off tracks that

Unknown: 00:08:38

don't match the progression that your people are going to go

Unknown: 00:08:42

through. All of these are symptoms that I see almost every

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day when I'm working with various customers who've come to

Unknown: 00:08:49

us and they're like something isn't working with our programs.

Unknown: 00:08:54

We've created a training education company, something's

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not working, our customers aren't converting. They're not

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ascending. People aren't, aren't participating. They're not like,

Unknown: 00:09:04

there's just something that's going on. Or they come to me and

Unknown: 00:09:09

they're like, so listen, we know that we have our sales and

Unknown: 00:09:11

marketing dialed in. But we're afraid that once we put more

Unknown: 00:09:15

people into our programs, it's going to break because it's

Unknown: 00:09:20

pretty much put together with duct tape and paper cups right

Unknown: 00:09:22

now. So we know that we need a better system.

Unknown: 00:09:26

So typically, all of these are symptoms of that scaling

Unknown: 00:09:31

process. And it's totally normal, right? Like, I had to go

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through that. You know, I started a business from scratch,

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it was all me. And then I started to build a team to help

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me fulfill and then I had to build a team to fulfill without

Unknown: 00:09:46

me, right that's the progression of building a business. And you

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may also be in that that progression of building the

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business is at some point it grows beyond your cap can

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Keep ability to be able to do all the things. So again, if

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you're in that position, like just know that your, you know,

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what you're doing right now is normal. And once you can get

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yourself sort of out of the the swirl of that, right you kind of

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sit in that uncertainty you sit in that, that place of being

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unmoored, then you can keep growing, and you can keep

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scaling. And your customers stay, your customers ascend, and

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they're all in the right place. And, and so what I want to give

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you are five signs that you may be kind of in this place in your

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business.

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So the first one is that you're overwhelmed, right, you feel

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like you need to be doing all of the things. And if you don't do

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all the things, or you stop, and take a break, then all the balls

Unknown: 00:10:59

are gonna fall and you're not gonna be able to pick things up,

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right? Like, you're either gonna disappoint your team, you're

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gonna disappoint yourself, you're gonna disappoint your

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customers. Like there's something going on, that you're

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just constantly on the hamster wheel and you don't feel like

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you can get off. That's usually the indication that you actually

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need to stop, right? Like, if you feel like, you know what, I

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know, I need to do this, but I just don't have time. That is a

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sign that it's time to stop. And, and really dial in some of

Unknown: 00:11:29

the systems that you need in order to keep growing, because

Unknown: 00:11:33

it may not be today, but eventually, like, the problems

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aren't going away, right. So eventually, you're going to have

Unknown: 00:11:39

to stop. So before it gets too far out of hand,

Unknown: 00:11:44

it's good to stop, get the help that you need, and then be able

Unknown: 00:11:49

to move forward. Okay, that's sign number one, Sign number two

Unknown: 00:11:53

is, you don't have a clear customer journey. So your

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customers

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are confused when they join your program, and they start to get

Unknown: 00:12:04

results. So so there's not a clear customer journey, and

Unknown: 00:12:08

there's not a clear customer ascension path. So when you have

Unknown: 00:12:12

customers who come in and they get a result, do you have a

Unknown: 00:12:16

clear next step for them? Like, is there a different level that

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they get to ascend to because they've completed your first,

Unknown: 00:12:28

your first program that you have? So often, I have customers

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who come in, and they're like, Well, you know, we've got, you

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know, 5000 people on our list, or five dozen people in our free

Unknown: 00:12:41

community, but only a handful of people who have, who have

Unknown: 00:12:45

bought, and like even less that are taking our other offers, or

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you revamp your offers and you you, you know, take all of your

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customers who have been with you like your juicy people who like

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follow you everywhere, they like to pay you for everything, you

Unknown: 00:13:04

you dump them back into the main program, because you're not sure

Unknown: 00:13:07

what to do with them. That's a sign that your customer journey

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in your customer acquisition plan is a little wonky, right?

Unknown: 00:13:15

Like there's something happening there. And chances are because

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you have that first time where you're super overwhelmed, you're

Unknown: 00:13:21

you're just like thinking about getting your thing out there and

Unknown: 00:13:25

selling it versus, you know, what happens when somebody

Unknown: 00:13:29

becomes a customer because the goal isn't to just churn new

Unknown: 00:13:33

customers all the time, right? It's so expensive to do that. In

Unknown: 00:13:37

fact, it's like five times more expensive than just keeping the

Unknown: 00:13:40

ones that you have. And so the second sign is like customers

Unknown: 00:13:45

aren't quite sure what to do. And if somebody has been in your

Unknown: 00:13:48

world for a really long time, and they've been you know,

Unknown: 00:13:50

getting great results. And and they're like your person, and

Unknown: 00:13:55

you put them back into a beginner program, that that's a

Unknown: 00:13:59

miss, right? You you have the opportunity you're leaving money

Unknown: 00:14:03

on the table because you're you have the opportunity to keep

Unknown: 00:14:06

ascending them to higher and higher levels within within the

Unknown: 00:14:11

journey. Okay, so that's same two, same three. Yes, you've

Unknown: 00:14:16

created and recreated your core program more than three times.

Unknown: 00:14:21

So if this is you, and you you've created it,

Unknown: 00:14:25

and then you're like, this isn't exactly right. And so you re

Unknown: 00:14:28

recreate, you re recreate it, you read it, you recreate it

Unknown: 00:14:35

and and you're doing it not because customers are asking for

Unknown: 00:14:38

it right like not because they're confused, but because

Unknown: 00:14:41

you're feeling like you're disconnected, right? You're not

Unknown: 00:14:44

involved in what they're learning. So you just feel like

Unknown: 00:14:47

you want to keep

Unknown: 00:14:49

keep recreating it. This is just as a side note, this is for live

Unknown: 00:14:54

teaching and automated teaching. So if you're teaching your

Unknown: 00:14:58

cohort live

Unknown: 00:15:02

Like your teaching materials, not the coaching and

Unknown: 00:15:05

accountability, which teaching materials, if that is happening

Unknown: 00:15:09

more than three times. And I would say, once you have your

Unknown: 00:15:14

beta, and your actual, like core curriculum locked in, like, you

Unknown: 00:15:18

may have to test it a bunch of times just to get the curriculum

Unknown: 00:15:21

set. But once you have the curriculum locked in, if you're

Unknown: 00:15:24

constantly repeating the teaching elements,

Unknown: 00:15:29

as that could be,

Unknown: 00:15:32

you know, put in as assets, that is also you're recruiting three,

Unknown: 00:15:37

three times right, in automated if you are just constantly

Unknown: 00:15:41

redoing it,

Unknown: 00:15:44

without a specific reason for it, this is also a good

Unknown: 00:15:48

indication that you are kind of in this place, you're just re

Unknown: 00:15:53

recruiting it because you feel disconnected with the process

Unknown: 00:15:58

and with the customers. And the thing to remember about this is

Unknown: 00:16:02

this is about your customers and the journey that they're going

Unknown: 00:16:05

on, not about you,

Unknown: 00:16:09

you know, working through your material. And so this is also a

Unknown: 00:16:14

sign that we see a lot of is just constant reiteration, or

Unknown: 00:16:20

iteration in

Unknown: 00:16:23

for only the purpose of being involved in it.

Unknown: 00:16:27

There's lots and lots of other things you can be doing in your

Unknown: 00:16:30

business, other than recreating a solid program that you already

Unknown: 00:16:36

have. And so if you're finding yourself doing that, you need to

Unknown: 00:16:41

connect with your customers in one way, shape, or form, not

Unknown: 00:16:44

through the the education components, but through coaching

Unknown: 00:16:47

or accountability or even checking in or maybe it's time

Unknown: 00:16:50

to do a live event. So you feel connected to your community.

Unknown: 00:16:55

Because that's a need that you have not so much a need that

Unknown: 00:16:58

your customers have, as as they're going through, and, and

Unknown: 00:17:03

getting to the milestones that you've set out for them. Okay,

Unknown: 00:17:07

so the fourth one is your team and systems aren't working for

Unknown: 00:17:10

you things are not working like a well oiled machine. So things

Unknown: 00:17:15

are breaking, or things are

Unknown: 00:17:18

just constantly,

Unknown: 00:17:21

just constantly not right, right. So you're making changes

Unknown: 00:17:25

in the systems and team like they can't quite like they can't

Unknown: 00:17:30

quite keep up, right? Or you're making a change. And there's a

Unknown: 00:17:35

sort of a lack of communication. And that's super common, right?

Unknown: 00:17:39

So even if it's your automation, you make a change to an offer

Unknown: 00:17:44

and your automation isn't, isn't updated, right? And so like just

Unknown: 00:17:49

small things like that, that make a huge difference to your

Unknown: 00:17:52

customers, because they're looking at it going well, what's

Unknown: 00:17:56

happening, right, like, there's just some basic errors that are

Unknown: 00:17:58

going on. And, and that's a really strong sign. A lot of

Unknown: 00:18:03

times we see this in

Unknown: 00:18:07

I don't know, maybe I'll call it sloppy work, right, like so, you

Unknown: 00:18:11

know, examples of this are like emails that are going out there

Unknown: 00:18:14

don't make sense, or

Unknown: 00:18:17

being invited to join an offer, even if you've already bought it

Unknown: 00:18:22

right, like so, there's ways that people should be taken off

Unknown: 00:18:26

once they buy an offer. So if you're constantly getting weird,

Unknown: 00:18:32

you know, your customers are constantly getting kind of weird

Unknown: 00:18:35

messages, or over, over being being over communicated in terms

Unknown: 00:18:41

of random things, that's a really good sign that you're

Unknown: 00:18:44

kind of in the middle of this too. And then sign number five

Unknown: 00:18:48

is your customers are staying ascending and signing up

Unknown: 00:18:52

naturally for everything that you have.

Unknown: 00:18:56

versus

Unknown: 00:19:00

you know, versus they're not staying right. So when you have

Unknown: 00:19:05

this symptom, or this sign, it's like, people want to stay people

Unknown: 00:19:10

want to be in your world, they in fact, they would probably

Unknown: 00:19:12

just give you whatever money you asked for. But they're like,

Unknown: 00:19:16

there's too much friction for them to do that. And so there's

Unknown: 00:19:19

a lot of confusion of like, well, do I buy this one or this

Unknown: 00:19:23

one? Or like, what's that? Or like, why am I why do I go to

Unknown: 00:19:27

this system for this and this system for that? And like, what

Unknown: 00:19:32

am I supposed to be communicating with the community

Unknown: 00:19:35

in Facebook or in circle or in school? Like where am I supposed

Unknown: 00:19:39

to be? Right? So there's this sort of confusion as to

Unknown: 00:19:44

customers being able to just naturally go through the

Unknown: 00:19:47

process, because it's dialed in because it's organized. And so

Unknown: 00:19:52

if if you're in that place where you're just sort of like

Unknown: 00:19:56

purposefully breaking things, this is another place

Unknown: 00:20:00

Where that starts to happen is, and this is, again, like a sign

Unknown: 00:20:06

that I get from a lot of customers is they have like,

Unknown: 00:20:09

three or four different delivery systems that their customers are

Unknown: 00:20:13

in. And so maybe one course is in Kajabi, and another one's in

Unknown: 00:20:18

WordPress and another one's in school and another one's in

Unknown: 00:20:21

click funnels. And so customers are like, Well, where do I log

Unknown: 00:20:26

in to get XYZ, or when do I get access to ABC, right, they just

Unknown: 00:20:33

like are so confused, they don't know what to do. And so that's

Unknown: 00:20:36

when all of this stuff starts to make a difference. And by by

Unknown: 00:20:42

focusing on the strategy by focusing on kind of the bigger

Unknown: 00:20:45

picture, while you're leading this process, it allows you to

Unknown: 00:20:50

help your team stay,

Unknown: 00:20:55

sort of stay on the right path, instead of doing random

Unknown: 00:20:59

activities that happen when you're overwhelmed, or they're

Unknown: 00:21:03

overwhelmed, or there's no leadership, who's driving the

Unknown: 00:21:08

bus of the business, right. And so anyway, so

Unknown: 00:21:13

sign signs that that that's happening in your organization

Unknown: 00:21:17

are what I just described. So if you're feeling any of those,

Unknown: 00:21:22

one, I just want you to know that that's a normal part of

Unknown: 00:21:25

growth, it's a normal part of you creating something you will

Unknown: 00:21:28

have in your your hands and everything in being able to do

Unknown: 00:21:32

all of the things.

Unknown: 00:21:35

And then moving to a more leveraged and scalable model,

Unknown: 00:21:39

where you have to trust team, you have to trust your your

Unknown: 00:21:43

systems, and you have to trust your automations to help you

Unknown: 00:21:48

leverage your time in a way that allows you to provide that

Unknown: 00:21:53

customer with the best experience that they can get

Unknown: 00:21:57

in all of the things that you have. And so the people who come

Unknown: 00:22:01

to us are usually you know, they usually have one or sometimes

Unknown: 00:22:05

all of those particular challenges. And, and that's when

Unknown: 00:22:11

it's important to sort of stop and re assess the strategy and

Unknown: 00:22:16

the leadership

Unknown: 00:22:18

sort of plan for how to move forward. So hopefully this

Unknown: 00:22:23

serves you. This is one of those episodes that's near and dear to

Unknown: 00:22:26

my heart, just because I just remember so clearly going

Unknown: 00:22:31

through this process, one having to make the decision. And to

Unknown: 00:22:35

that day that I was standing outside our conference room,

Unknown: 00:22:39

looking at my team rocking it without me and I just felt

Unknown: 00:22:43

awesome and completely unmoored all at the same time. And I

Unknown: 00:22:49

needed to step in and and solve these complex challenges in

Unknown: 00:22:56

order to keep growing and scaling. And we did and and the

Unknown: 00:22:59

business was so much better for it. It was so much better for it

Unknown: 00:23:04

when I stepped out and and was able to start leading the

Unknown: 00:23:09

process instead of doing the process.

Unknown: 00:23:12

Just as a total side note, I will tell you, one of the

Unknown: 00:23:16

biggest challenges that I had around this whole process was I

Unknown: 00:23:19

loved to tinker with. With the time we were building custom

Unknown: 00:23:26

courses, I loved to tinker in the in the tech I loved to

Unknown: 00:23:31

tinker in, you know how to solve problems, right? I'm a

Unknown: 00:23:35

Maximizer, I'm a fixer. And so I needed to have some time where I

Unknown: 00:23:41

was doing that or I was going out and finding kind of some

Unknown: 00:23:44

cool new ideas and techniques that I thought would be helpful

Unknown: 00:23:47

for the team and the clients. And so I reserved at first it

Unknown: 00:23:54

was one day a week. And then it became one day a month, I

Unknown: 00:23:58

reserved time on my calendar for me to just go in and tinker and

Unknown: 00:24:03

do the things that I felt like I was missing when I wasn't hands

Unknown: 00:24:07

on in the projects. And that really helped me stay connected.

Unknown: 00:24:13

And also stay out of fixing things. And I seen air quotes,

Unknown: 00:24:19

fixing things for my team. Right? At one point I remember

Unknown: 00:24:23

one of my one of my project managers is like tear out you

Unknown: 00:24:26

can't fix anything like you cannot come in right now and do

Unknown: 00:24:30

any of these things because you're screwing it up. And I was

Unknown: 00:24:32

like, Oh my gosh, you're totally right. And so by reserving that

Unknown: 00:24:36

time for myself that I could do kind of more of that strategic

Unknown: 00:24:41

tinkering. It helped me stay connected and it didn't it

Unknown: 00:24:46

fulfill that need so I didn't feel like I had to go and like

Unknown: 00:24:50

fix and change things randomly that we're going to kind of hose

Unknown: 00:24:53

up the business. So if that's you and that's your biggest

Unknown: 00:24:56

challenge with going through this transition

Unknown: 00:25:00

I hear you, I see you put some time on your calendar to just be

Unknown: 00:25:04

able to go and, and tinker and play. And eventually, you know,

Unknown: 00:25:10

I will tell you that I was able to uninstall all of our

Unknown: 00:25:14

elearning software off of my computer. And, and that was sort

Unknown: 00:25:19

of another day that was freeing, it's like, I don't actually have

Unknown: 00:25:23

to know this, this software, I don't actually have to code I

Unknown: 00:25:27

don't have to do all of these, you know, technical things that

Unknown: 00:25:30

I was doing when I was sort of growing the business by myself.

Unknown: 00:25:34

And

Unknown: 00:25:36

and once I was ready, I was able to do that and it felt so

Unknown: 00:25:40

awesome to be able to lead the process have a really strong

Unknown: 00:25:44

foundational understanding of all of the, the mechanics that

Unknown: 00:25:50

went into the business, but I didn't have to be the one

Unknown: 00:25:52

pressing the buttons. And so again, if that's you, I hear you

Unknown: 00:25:57

and I see you. And so, you know, be you know, dedicate your your

Unknown: 00:26:02

time to being able to spend, you know, however much time that you

Unknown: 00:26:06

want to,

Unknown: 00:26:09

in in whatever mode it is that you think that you're going to

Unknown: 00:26:12

miss the most and, and just don't just don't apply it

Unknown: 00:26:16

randomly to your programs or your products. Alright, there

Unknown: 00:26:21

you go. Hopefully this serves you if you want to talk about

Unknown: 00:26:23

this, you know, even just to share your stories. My

Unknown: 00:26:28

information is in the show notes. I would love to have a

Unknown: 00:26:32

conversation with you about where you are in your business,

Unknown: 00:26:35

whether or not you've gone through this, or this is

Unknown: 00:26:38

something that you need to go through, because we're here to

Unknown: 00:26:42

help. So have a great day.