In this episode of QueenMode, Dr. Ana Castilla teaches the Queen Client Filter—a simple way to stop attracting random clients and start building a premium brand with right-fit clients who value outcomes and pay you more. If you’re a woman entrepreneur running a service-based business, this episode will help you say no to the wrong people so you can scale with clarity, confidence, and clean delivery.

Queen, today I’m pulling you out of “open door marketing” and into CEO-level standards. Because if your clients feel random, your business will feel heavy. And if your business feels heavy, it’s usually not because you’re not working hard enough—it’s because you’reletting the wrong people in.

Here’s what I walk you through:

What you’ll learn in this episode

1. Why “trying to serve everyone” creates confusion, burnout, and inconsistent results
2. How the 80/20 rule applies to clients—and why saying no is a revenue strategy
3. The difference between a high-value client and a right-fit client (they’re not always the same)
4. The most common types of wrong-fit clients (and how to spot them fast)
5. How to say no with leadership—without guilt, without overexplaining, and without sounding harsh
6. The 3 signals that tell you someone is a Queen Client (high-level, no worksheets needed)
7. How your messaging should help the wrong people self-select out—so you stop “proving your worth”
8. Why specificity is a spotlight, not a cage—and how it attracts premium clients
9. How filtering improves your team, operations, and capacity (the real growth lever at 6–7 figures)

The QueenMode takeaway

If you want premium clients, you need premium standards. The goal isn’t to get more people to say yes. The goal is to stop saying yes to the wrong people—so your time, energy, and delivery are reserved for the clients who implement, respect your process, and get results that build your brand.

QueenMode Challenge (15 minutes)

1. Write down your best 3 clients (or best 3 wins if you’re earlier-stage)
2. Identify what they all have in common
3. Write your “Not For You” sentence (one clean boundary line)
4. Update ONE place in your business (IG bio, website headline, pinned post, or intake form)

Dr. Ana Castilla is the host of QueenMode, where she teaches women entrepreneurs how to build premium brands with strategy, standards, and CEO-level clarity. To connect with Ana and get more tools, visit dranacastilla.com and follow along on Instagram at @queenmodepodcast and @dranacastilla.

Queen, if your marketing is clear, but your clients still feel random, you're not

confused.

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You're unfocused.

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And I want to say this loud and clear because I meet so many women entrepreneurs who are

so generous and genuinely want to help as many people as possible.

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Trying to serve everyone is not generosity.

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It's a business model for burnout.

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Because here's what happens when you don't filter your clients.

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Random clients give you random results.

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Random results lead to shaky confidence.

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Shaky confidence leads to discounting, over-delivering for the wrong client, and

resentment.

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And then one day, you wake up and you're like, why am I exhausted?

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Why do I dread my own business?

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Why does this feel heavy?

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It feels heavy because you've accidentally built a business that doesn't protect you.

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And Queen, that ends today.

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Whether you're building your first consistent 10K months or you're already at multiple six

or seven figures, this episode is the cleanup your business has been begging for.

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brands aren't built by convincing more people.

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Premium brands are built by selecting the right people.

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What's up Queen?

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I'm Dr.

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Ana Castilla.

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Orthodontist, author, speaker, unapologetic dream chaser, and yes, I took my business from

flatlining to an eight figure exit in just eight years.

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But spoiler alert, I didn't get there by playing it safe.

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I broke rules.

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I made bold moves.

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And I became the woman my younger self was waiting for.

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Queen Mode is your weekly dose of fear strategy, unfiltered truth, and mindset shifts that

will have you leading, growing, and living like the powerhouse you are without burning out

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or selling out.

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So if you're done playing small and ready to rise, welcome.

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home.

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I want to start by sharing a story about my practice and the moment I burned the ships and

went all in on my ideal client, no matter what.

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It was July, 2020.

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I had just put my practice back together after the COVID closures.

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I was exhausted.

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And on top of that, I was in school full time doing my MBA program.

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So my husband and I take a much needed long weekend in Cabo.

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And I remember it like it was yesterday.

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I land in Cabo and within minutes of landing I get a message from my team.

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There was an issue.

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The Invisalign aligners for one of my patients were going to arrive late.

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Meaning, this patient had an appointment to receive her second set of aligners but they

weren't going to arrive on time.

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Now, on paper,

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This is not a big deal.

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We just reschedule.

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The delay wasn't even our fault.

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But here was the problem.

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This patient was not a nice lady.

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She was demanding.

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She was rude to my team.

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She was often late on paying her bill.

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And instead of appreciating the fact that she was getting a premium orthodontic product

like Invisalign for almost no down payment and extended zero interest financing,

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She complained about every little thing.

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If we called her about her past to account, she would deflect and even become of the

people to have to call to reschedule, she was the last person I wanted my team to deal

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with.

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When I got to my hotel, I called Invisalign.

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I asked them to please rush the case, and I would pay whatever extra fee.

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They said no, they couldn't.

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So now I knew my team had to call her.

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We had to face her.

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And I called my front office lead and asked her to reach out to the patient.

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And when I hung up the phone, I turned to my husband and I said, no more, I'm done.

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And listen, this story has nothing to do with Invisalign.

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It has everything to do with my ideal client.

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Because by 2020, I had already figured out through data and experience that my ideal

client, the person I love serving and got the best result for, preferred braces.

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I had already figured out that my brand was built for braces.

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I just hadn't let go of aligner patients because aligners represented about 15 % of my

practice.

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And no one wants to drop 15 % of revenue from one day to the next.

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That fear makes sense, but it's also a lack mindset.

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Because what I was really doing was this.

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I was continuing to serve people who were not my ideal client because I was afraid.

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Afraid the business wouldn't grow.

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Afraid it would decline.

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Afraid that more customers automatically meant better business.

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Queen, wrong.

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What I was actually doing was spending my time putting out fires for patients who didn't

appreciate what our office offered instead of running my business.

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That's not keeping revenue.

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That's losing revenue.

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Because energy, time, morale, and operational chaos are costs, real costs.

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So in that moment, sitting in that hotel room with my weekend trip interrupted, tiptoeing

around a client who didn't even pay her account, I made a decision.

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I called my digital marketing guy and I said to him, stop advertising Invisalign.

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Take it off my website.

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Don't mention it.

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We're going all braces.

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All my advisors told me I would lose revenue.

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They said it would take a while to recover.

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And guess what?

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That same year, my practice grew anyway.

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Not because I got lucky, but because I finally stopped trying to be everything to everyone

and I started choosing my people on purpose.

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I have said it before and I'll say it again.

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You cannot be everything to everyone.

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You have unique gifts and talents suited for a particular type of customer.

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And for you to serve your mission, you must filter who gets access to you and your brand.

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In episode 12, I talked about Pareto's principle, also known as the 80-20 rule.

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It simply states that 80 % of your results will come from 20 % of your efforts.

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And Queen, this applies to clients too.

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Saying no to 80 % of clients means you're applying the 80-20 rule to focus on the 20 % of

clients who generate most of your profits and results, while strategically,

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shedding the 80 % who consume most of your time, resources, and energy for minimal return.

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That 80 % is where burnout lives.

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That 80 % is where I hate my business starts.

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That 80 % is where your team starts crying in the bathroom.

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And the crazy part, most women don't even realize they're doing it.

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They think, well, I'm just being kind or

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Well, I'm just taking what I can get.

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Or, well, I'm not big enough to be picky.

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Queen, you don't get picky after you become successful.

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You become successful because you got intentional.

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Now, I want to talk to you about the idea of the right fit client, which I call your queen

client.

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Right fit is not a lofty goal or something you hope for.

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It's a decision.

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The decision to exclude anyone else that is not the right fit.

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The goal is the right person at the right stage with the right problem who will engage

fully with your offer.

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A right fit or queen client values the outcome, not the lowest price.

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Decides faster because the value is clear.

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Respects boundaries, less chaos, less scope creep.

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Shows up prepared and follows your process.

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Gets better results because they participate.

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Refers more because the experience is clean and high trust.

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Now I do want to make a distinction between a right fit client and a high value client

because they are not necessarily the same.

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A high value client contributes to a business's profitability through high spending or

repeat purchases.

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But that doesn't automatically make them a right fit client.

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You can have a high value client, one that spends a lot, that is the wrong fit.

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And the problem is we tolerate them.

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We keep them.

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We let them disrespect boundaries.

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We let them drain our team.

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We let them hijack our process because they spend.

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Queen, hear me.

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Fit first, then value.

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Because a high value, wrong fit client can cost you more than they pay you.

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They drain resources.

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They create conflict.

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They pull your delivery off track.

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They lower morale.

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And they crowd out the queen clients you're meant to serve.

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And here's a line I want you to tattoo on your brain.

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The more you try to be for everyone, the more invisible you become to the person who would

pay you the most or appreciate you the most or refer you the most.

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Trying to be everything to everyone.

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creates confusion and friction because you can't possibly create an experience that

everyone will be happy with.

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Every client type is different.

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And if you try to make everyone happy, you will run around creating and delivering

something different to every client.

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That's not only exhausting, that is random.

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And your business can't scale on randomness.

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It can only scale on repeatability.

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So when you say no to the 80%, you protect your time, protect your energy, protect your

mental health, prevent burnout, and preserve the quality of your work, all while making

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room for Queen clients who truly value your expertise and your offer.

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Queen, this doesn't mean you slam doors on day one.

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It means your message and your process stops being designed for everyone.

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You're not starving your pipeline.

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You're cleaning it.

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And if you're in a slower or rebuilding season, your filter can be softer, but your

standards still stay clear.

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Saying no isn't rejection.

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It's leadership.

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It's CEO energy.

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When you turn down the 80 % that doesn't fit, you protect the vision, keep your time on

the moves that actually move the needle, and stop your business from becoming a chaotic

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yes factory.

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You save yourself and your team from burnout.

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You set a standard of clear boundaries which earns respect, and you build a culture that

values results, not busy.

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And the best part?

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Every note to the wrong client makes room for the right ones.

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Aligned, profitable, actually enjoyable to serve.

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So how do you find the 80 %?

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It's actually pretty easy.

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Here are some common identifiers I'm sure you've already seen.

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Number one, clients with convince me energy.

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Don't confuse this with the person that values what you're doing but needs to overcome an

obstacle.

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Here is the Queenmo distinction.

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Some clients aren't saying no.

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They're saying, I'm interested, I just need to get over this.

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That's an obstacle client.

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Their objections are really information requests in disguise.

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You'll feel it, because they're engaged.

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They ask real questions, pricing, terms, rollout.

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Their concerns are specific, timing, budget, decision maker, and their language starts to

sound like ownership.

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When we implement, how will this work with my team?

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They might even push back or debate, not to be difficult.

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but to test your expertise before they trust you.

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And most importantly, they move time forward.

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They book the next step.

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Then there's the other type.

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Convince me energy.

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This isn't curiosity.

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It's a slow exit.

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These people aren't wrestling with an obstacle.

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They're avoiding a decision because they're not truly interested.

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Everything is vague.

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Send me info.

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I'll think about it.

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They disappear.

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They cancel.

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They respond days later with one-liners.

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They keep you auditioning?

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Here's your queen mode rule.

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If they're asking specific questions and moving time forward, it's an obstacle.

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If they're staying vague and moving you in circles, it's convince me energy.

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And your job is to protect your time, not audition for approval.

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Number two, the price shoppers.

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I'm not referring to clients where price is one of the considerations.

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I'm referring to clients where price is the only consideration.

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You can hear it in their first question.

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Not, what does this solve, but how much is it?

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And then, can you do it cheaper?

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And then, what if we remove this part?

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Queen price shoppers aren't evil.

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They're just not your people if you're building a premium brand.

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Because premium brands are built on outcomes and standards, not bargain bin negotiations.

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Number three, the non-implementers.

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To my orthodontic queens, you know exactly who I'm talking about.

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And to my coaching, consulting, and high-level service queens, this is one of the biggest

silent deal killers.

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A non-implementer is the client who pays for the plan, loves the session, takes notes,

says this is so helpful, and then does nothing.

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They see barriers everywhere.

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They're inconsistent.

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They aren't truly committed.

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They want transformation without the inconvenience.

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And here's the truth.

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If your work requires execution to get results, a non-implementer isn't just a challenging

client.

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They're often a wrong fit client.

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Not because they're a bad person, but because they have other priorities.

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Your service is not magic.

218

00:16:28,394 --> 00:16:31,775

It's strategy plus support plus accountability.

219

00:16:32,056 --> 00:16:34,377

But the client still has to move.

220

00:16:34,558 --> 00:16:38,520

Otherwise, they don't get results but blame the process.

221

00:16:38,600 --> 00:16:41,482

You become the emotional punching bag.

222

00:16:41,482 --> 00:16:46,425

Your energy gets drained on maintenance instead of momentum.

223

00:16:47,085 --> 00:16:52,009

Number four, crisis driven chaotic communicators.

224

00:16:52,550 --> 00:16:55,091

These aren't high standard clients.

225

00:16:55,112 --> 00:16:57,413

They're high cortisol clients.

226

00:16:57,494 --> 00:17:04,860

And if you keep saying yes to them, you're signing up to run your business like an ER

instead of a CEO.

227

00:17:05,481 --> 00:17:07,863

They don't run on strategy.

228

00:17:07,863 --> 00:17:10,004

They run on panic.

229

00:17:10,365 --> 00:17:15,629

One scary email, one unexpected hiccup, one bad comment.

230

00:17:15,629 --> 00:17:17,709

and suddenly the plan is gone.

231

00:17:17,970 --> 00:17:20,830

You're no longer executing a roadmap.

232

00:17:20,830 --> 00:17:22,951

You're reacting to emotions.

233

00:17:22,951 --> 00:17:25,569

They communicate in a chaotic feed.

234

00:17:25,569 --> 00:17:31,413

12 places, text, email, DM, voice note, Slack, quick call.

235

00:17:31,413 --> 00:17:33,394

None of it is organized.

236

00:17:33,514 --> 00:17:35,554

They change their mind constantly.

237

00:17:35,554 --> 00:17:39,655

They delay critical info, then blame you for the outcome.

238

00:17:39,736 --> 00:17:43,576

And they export their emotional chaos onto you.

239

00:17:44,197 --> 00:17:45,867

Queen, bottom line.

240

00:17:46,465 --> 00:17:54,955

A crisis-driven communicator is a wrong-fit client because your excellence cannot

outperform their instability.

241

00:17:55,704 --> 00:18:01,426

Number five, people who want your brain but won't respect your process.

242

00:18:01,887 --> 00:18:03,827

Let's name this one clearly.

243

00:18:03,928 --> 00:18:09,690

This is the client who hires your genius but refuses to follow your game plan.

244

00:18:09,690 --> 00:18:20,794

They want your brain, your strategy, your clarity, your shortcuts, but they don't want

your process because your process means they're not in control.

245

00:18:21,155 --> 00:18:24,334

And the second they realize you're not an order taker,

246

00:18:24,334 --> 00:18:28,465

You're an expert with a method, they start acting like your boss.

247

00:18:28,465 --> 00:18:36,447

They micromanage you, they argue with the advice they paid you for, they blur boundaries,

they become the shadow expert.

248

00:18:36,447 --> 00:18:38,928

In MySpace, this is the Google doctor.

249

00:18:38,928 --> 00:18:43,129

They demand urgency from you, but move slow themselves.

250

00:18:43,630 --> 00:18:45,130

And here's the truth.

251

00:18:45,570 --> 00:18:52,792

You cannot get premium results with someone who won't respect the premium process.

252

00:18:53,402 --> 00:18:54,804

Queen Mode rule.

253

00:18:54,985 --> 00:18:59,894

If they don't trust the process, they don't get access to the brain.

254

00:19:00,823 --> 00:19:04,071

Need some examples of what to say when you're saying no?

255

00:19:04,615 --> 00:19:08,053

Here's a few sample scripts you can steal.

256

00:19:08,759 --> 00:19:10,380

Thank you for your interest.

257

00:19:10,380 --> 00:19:15,263

I don't believe we're the right fit for this engagement, so I'm going to decline.

258

00:19:15,323 --> 00:19:22,047

If it's helpful, I can point you toward a few resources or partners who may be better

aligned with what you're looking for.

259

00:19:22,557 --> 00:19:26,730

Or, I'm grateful you reached out and shared what you're building.

260

00:19:26,731 --> 00:19:31,434

From what I'm seeing, I don't think my approach is the right fit for what you need right

now.

261

00:19:31,495 --> 00:19:39,161

I want you to feel fully supported, and I don't want to over promise or force a fit that

isn't there.

262

00:19:39,161 --> 00:19:42,823

Or, thank you so much for considering working together.

263

00:19:42,904 --> 00:19:48,048

After reviewing what you're looking for, I don't believe I'm the best fit to support you

right now.

264

00:19:48,048 --> 00:19:51,901

I'm going to step back so you can find the right partner for this season.

265

00:19:52,945 --> 00:19:56,496

Or, I totally get wanting to stay on budget.

266

00:19:56,496 --> 00:20:01,677

We don't discount, because the price reflects the outcome and the process that gets you

there.

267

00:20:01,738 --> 00:20:06,619

If this isn't the right time for it, I'd rather pause than force a bad fit yes.

268

00:20:07,519 --> 00:20:10,380

Or, thanks again for reaching out.

269

00:20:10,580 --> 00:20:14,901

Based on the scope and timeline, I'm not the right person for this project.

270

00:20:14,901 --> 00:20:20,723

I want you to get the results you're after, and that requires a different structure than

what I can offer.

271

00:20:21,643 --> 00:20:28,195

Okay, so if we're saying no to the 80%, what are we saying yes to?

272

00:20:28,515 --> 00:20:33,556

How can you tell you might have a Queen client on your hands?

273

00:20:34,397 --> 00:20:37,077

I'm going to give you three signals.

274

00:20:37,117 --> 00:20:44,319

Not a worksheet, not a full diagnostic, just three clear green lights you can use today.

275

00:20:44,521 --> 00:20:52,137

And I want you to listen to these and ask yourself, who in my business consistently shows

up like this?

276

00:20:52,378 --> 00:20:58,443

Because that person, that archetype, that's who you build around.

277

00:20:58,583 --> 00:21:03,047

And if you don't have many clients yet, borrow data from your past wins.

278

00:21:03,107 --> 00:21:07,631

Who have you helped where results felt clean and natural?

279

00:21:07,671 --> 00:21:09,372

That's still evidence.

280

00:21:10,004 --> 00:21:11,495

Signal number one.

281

00:21:11,847 --> 00:21:14,699

You get them the best results.

282

00:21:14,939 --> 00:21:17,040

This is not about who you like.

283

00:21:17,061 --> 00:21:18,982

This is about outcomes.

284

00:21:18,982 --> 00:21:21,624

Who do you consistently help win?

285

00:21:21,624 --> 00:21:25,427

Who takes what you teach and turns it into traction?

286

00:21:25,427 --> 00:21:28,609

Who gets results that make you feel proud?

287

00:21:28,870 --> 00:21:33,033

And queen, I'm not just talking about the final outcome.

288

00:21:33,033 --> 00:21:39,137

I'm talking about the process, the clean results, the predictable results.

289

00:21:39,381 --> 00:21:44,804

that this client was a joy to serve and the outcome is a case study results.

290

00:21:45,344 --> 00:21:53,789

Because your queen client is often the person whose success becomes your marketing without

you begging.

291

00:21:54,715 --> 00:21:57,125

Think about your last five clients.

292

00:21:57,426 --> 00:22:01,427

Which one made you think, damn, I'm good at this?

293

00:22:01,747 --> 00:22:03,127

That's data.

294

00:22:03,127 --> 00:22:04,287

Follow it.

295

00:22:05,688 --> 00:22:08,809

Signal number two, they implement.

296

00:22:09,609 --> 00:22:17,371

This one matters because implementation is the difference between a client who buys and a

client who transforms.

297

00:22:17,691 --> 00:22:22,232

Right fit clients don't outsource responsibility.

298

00:22:22,333 --> 00:22:24,633

They don't treat you like a magician.

299

00:22:24,832 --> 00:22:26,642

They treat you like a partner.

300

00:22:26,642 --> 00:22:28,043

They take action.

301

00:22:28,043 --> 00:22:29,543

They meet deadlines.

302

00:22:29,543 --> 00:22:31,184

They show up prepared.

303

00:22:31,184 --> 00:22:34,404

They don't make you drag them across the finish line.

304

00:22:34,478 --> 00:22:38,539

And here's the reason this matters beyond your sanity.

305

00:22:38,939 --> 00:22:43,810

If your clients don't implement, your results look inconsistent.

306

00:22:44,012 --> 00:22:48,473

And when your results look inconsistent, your confidence gets shaky.

307

00:22:48,513 --> 00:22:57,155

And when your confidence gets shaky, you start over explaining, discounting, and trying to

be more likable to sell.

308

00:22:57,996 --> 00:23:00,096

That's the slippery slope.

309

00:23:00,376 --> 00:23:07,538

So your queen client is the one who says, tell me what to do, I'm doing it.

310

00:23:07,538 --> 00:23:11,279

Not tell me what to do, and then I'll debate it for three weeks.

311

00:23:11,880 --> 00:23:13,820

Now some of you are thinking,

312

00:23:13,910 --> 00:23:17,801

Ana, what if I like her, but she doesn't implement?

313

00:23:18,361 --> 00:23:22,802

Queen, liking someone is not the qualification.

314

00:23:23,003 --> 00:23:26,904

Implementation is a requirement for results.

315

00:23:27,224 --> 00:23:32,285

So when someone doesn't implement, you have three CEO options.

316

00:23:32,685 --> 00:23:34,786

One, you decline.

317

00:23:35,106 --> 00:23:37,207

Two, you raise the bar.

318

00:23:37,207 --> 00:23:40,568

Higher price, higher commitment, firmer boundaries.

319

00:23:40,728 --> 00:23:41,718

Or three,

320

00:23:41,718 --> 00:23:45,853

you shift them to a lighter touch offer where the stakes are lower.

321

00:23:46,294 --> 00:23:54,604

But what you don't do is keep a non-implementer in a high touch container and then blame

yourself for their lack of movement.

322

00:23:55,306 --> 00:23:59,978

Signal number three, serving them strengthens your brand.

323

00:24:00,219 --> 00:24:08,784

This is the most underrated signal because sometimes you can help someone and they can

pay, but serving them makes your brand messy.

324

00:24:08,784 --> 00:24:10,585

It pulls you off your lane.

325

00:24:10,585 --> 00:24:12,306

It confuses your market.

326

00:24:12,306 --> 00:24:18,789

It forces you to contort your offer or it creates a client story that you can't proudly

repeat.

327

00:24:19,169 --> 00:24:21,771

Queen clients do the opposite.

328

00:24:21,771 --> 00:24:24,404

Serving them creates loyalty.

329

00:24:24,404 --> 00:24:26,105

It creates referrals.

330

00:24:26,105 --> 00:24:28,307

It creates clean word of mouth.

331

00:24:28,307 --> 00:24:33,730

It improves operational efficiency and it reinforces your values and messaging.

332

00:24:34,070 --> 00:24:41,214

Meaning, the more you serve them, the more your brand becomes known for something

specific.

333

00:24:41,415 --> 00:24:43,896

And when you're known, you don't chase.

334

00:24:43,977 --> 00:24:45,357

You're chosen.

335

00:24:46,108 --> 00:24:51,593

Now in my CVP work, I teach a fuller scorecard to help you filter out your Queen client.

336

00:24:51,613 --> 00:24:55,376

But these three signals are a powerful way to start.

337

00:24:55,697 --> 00:24:58,139

And I want you to remember this line.

338

00:24:58,560 --> 00:25:02,683

Your Queen client is not just who you can help.

339

00:25:03,064 --> 00:25:07,738

It's who you help best without abandoning yourself.

340

00:25:08,186 --> 00:25:10,186

where everything clicks.

341

00:25:10,387 --> 00:25:13,109

Filtering is not just a mindset.

342

00:25:13,389 --> 00:25:15,851

It's a messaging decision.

343

00:25:15,991 --> 00:25:22,055

Because if you don't communicate who you're for, the wrong people will keep raising their

hand.

344

00:25:22,239 --> 00:25:28,033

And if your message is vague, it's like leaving your front door open and then wondering

why chaos walks in.

345

00:25:28,621 --> 00:25:39,216

Queen, you need to communicate across your marketing and across your entire business who

your business is for and what you do for them.

346

00:25:39,374 --> 00:25:46,777

not only for clarity and consistency, but so the 80 % can self-select out.

347

00:25:47,617 --> 00:25:52,019

Now let me calm a fear I hear all the time.

348

00:25:52,460 --> 00:25:55,981

If I get specific, won't I lose opportunities?

349

00:25:56,561 --> 00:26:04,244

Queen, being specific in your messaging is not the same as being incapable of serving

others.

350

00:26:04,625 --> 00:26:08,636

Specificity is a spotlight, not a cage.

351

00:26:08,720 --> 00:26:16,912

It tells the right people this is for you while letting you be a multi-talented woman with

a wide skillset.

352

00:26:18,017 --> 00:26:23,499

So you don't waste your time explaining your value to people who were never your people.

353

00:26:23,799 --> 00:26:27,300

Now, I want you to pause and write this down

354

00:26:27,776 --> 00:26:32,718

Because this is the difference between random marketing and queen mode marketing.

355

00:26:33,379 --> 00:26:43,743

Here are four questions that will get you on your way to a premium repeatable message

without turning this episode into a full CVB class.

356

00:26:44,344 --> 00:26:49,146

Number one, who do I get the fastest, cleanest results for?

357

00:26:49,226 --> 00:26:54,248

Not who do I want to work with, who do you actually get results for?

358

00:26:54,538 --> 00:27:00,590

And Queen, if you're earlier stage and you don't have a ton of clients yet, do this

instead.

359

00:27:00,970 --> 00:27:03,271

Who have you helped in the past?

360

00:27:03,271 --> 00:27:09,672

Friends, colleagues, even in a job where you created a noticeable win.

361

00:27:09,832 --> 00:27:11,493

Look for the pattern.

362

00:27:11,853 --> 00:27:14,794

Two, what outcome do they want most?

363

00:27:14,894 --> 00:27:19,535

And be careful here because this is where a lot of entrepreneurs get it wrong.

364

00:27:20,515 --> 00:27:23,196

The outcome is not your product.

365

00:27:23,328 --> 00:27:26,229

The outcome is not your deliverable.

366

00:27:26,230 --> 00:27:30,912

The outcome is not a website or a workout plan or a course.

367

00:27:31,272 --> 00:27:35,394

The outcome is what that thing does for them.

368

00:27:35,395 --> 00:27:36,815

It's the feeling.

369

00:27:36,815 --> 00:27:38,536

It's the transformation.

370

00:27:38,536 --> 00:27:41,698

It's the business or life result they're chasing.

371

00:27:42,078 --> 00:27:45,220

For example, they don't want branding.

372

00:27:45,220 --> 00:27:48,701

They want to be seen as the obvious choice.

373

00:27:48,942 --> 00:27:50,703

They don't want marketing.

374

00:27:50,703 --> 00:27:53,194

They want consistent leads.

375

00:27:53,344 --> 00:27:54,885

They don't want coaching.

376

00:27:54,885 --> 00:27:58,727

They want to stop spiraling and start executing.

377

00:27:59,047 --> 00:28:00,728

That's the outcome.

378

00:28:01,114 --> 00:28:04,035

Number three, what do they value most?

379

00:28:04,156 --> 00:28:11,800

Speed, certainty, simplicity, privacy, status, support, convenience.

380

00:28:12,040 --> 00:28:18,464

This matters because two people can want the same outcome, but value it differently.

381

00:28:18,844 --> 00:28:20,715

One person wants speed.

382

00:28:20,885 --> 00:28:23,046

Another one wants handholding.

383

00:28:23,206 --> 00:28:25,307

Another wants privacy.

384

00:28:25,328 --> 00:28:33,912

And when you understand what your queen client values, your message becomes magnetic

because it feels like you get them.

385

00:28:34,873 --> 00:28:40,456

And number four, what's one red flag that predicts wrong fit?

386

00:28:40,856 --> 00:28:48,700

What's one signal that tells you this will turn into drama, delays, discounts, or scope

creep?

387

00:28:48,721 --> 00:28:49,931

Write it down.

388

00:28:50,071 --> 00:28:53,406

Because your message isn't just about who you're for.

389

00:28:53,447 --> 00:28:56,311

It's also about who you're not for.

390

00:28:56,413 --> 00:28:59,337

That boundary is what creates premium.

391

00:29:00,356 --> 00:29:08,342

Now, from those four questions, your message needs three parts if you're going to filter

out the 80%.

392

00:29:08,342 --> 00:29:17,108

It needs to clearly communicate who it's for, what you helped them achieve, and what makes

you the obvious choice.

393

00:29:17,809 --> 00:29:23,893

Notice I didn't give you a fill-in-the-blank formula because the full build is deeper,

394

00:29:23,915 --> 00:29:27,399

But at a high level, those three parts are the backbone.

395

00:29:27,580 --> 00:29:29,161

And here's the test.

396

00:29:29,222 --> 00:29:35,369

If you can't say who you're for in one breath, your audience can't repeat it either.

397

00:29:35,390 --> 00:29:39,825

And if your audience can't repeat it, they can't refer you.

398

00:29:40,646 --> 00:29:43,626

Here's a quick mini test you can do today.

399

00:29:43,966 --> 00:29:48,666

Ask yourself, could a stranger understand what I do in 10 seconds?

400

00:29:48,906 --> 00:29:52,426

Could a past client describe me accurately to a friend?

401

00:29:52,886 --> 00:29:57,406

Does my message attract Queen client or does it attract everybody?

402

00:30:00,919 --> 00:30:02,979

it attracts nobody.

403

00:30:04,025 --> 00:30:08,870

Queen vague feels safe, but vague kills premium.

404

00:30:08,970 --> 00:30:11,313

Specific creates power.

405

00:30:11,313 --> 00:30:13,596

Specific creates referrals.

406

00:30:13,596 --> 00:30:16,208

Specific creates demand.

407

00:30:17,954 --> 00:30:20,445

Queen, I know the early stage hustle.

408

00:30:20,566 --> 00:30:22,706

You want revenue now.

409

00:30:22,847 --> 00:30:26,529

So it's tempting to say yes to anybody with a credit card.

410

00:30:26,809 --> 00:30:28,370

But here's the truth.

411

00:30:28,510 --> 00:30:33,073

Filtering for your right fit Queen client early isn't picky.

412

00:30:33,073 --> 00:30:34,573

It's profitable.

413

00:30:34,674 --> 00:30:37,715

It's how you build momentum without building chaos.

414

00:30:38,016 --> 00:30:46,302

When you filter early, you stop spending your most limited resources, time, energy, and

attention.

415

00:30:46,302 --> 00:30:50,535

on people who were never going to get great results with you anyway.

416

00:30:50,675 --> 00:30:53,076

You trade busy for productive.

417

00:30:53,237 --> 00:30:55,878

Here's what that does for your business.

418

00:30:56,159 --> 00:30:58,500

One, your marketing gets sharper.

419

00:30:58,500 --> 00:31:01,903

Because you're speaking to one person with one problem.

420

00:31:01,903 --> 00:31:04,484

No more I help women do the thing.

421

00:31:04,725 --> 00:31:07,366

You start talking like a leader.

422

00:31:07,366 --> 00:31:10,308

And when your message hits, it hits.

423

00:31:10,769 --> 00:31:16,062

Number two, your results get better, which becomes your sales engine.

424

00:31:16,348 --> 00:31:18,870

Right-fit clients implement.

425

00:31:18,870 --> 00:31:20,891

They trust your process.

426

00:31:20,891 --> 00:31:23,292

They value the transformation.

427

00:31:23,633 --> 00:31:31,478

That means stronger outcomes and outcomes create testimonials, referrals, and social

proof.

428

00:31:31,839 --> 00:31:35,541

And that is the currency of early growth.

429

00:31:36,622 --> 00:31:40,764

Number three, you make more money with less drama.

430

00:31:40,945 --> 00:31:43,627

Right-fit clients don't nickel and dime you.

431

00:31:43,627 --> 00:31:45,570

They don't demand discounts.

432

00:31:45,570 --> 00:31:48,842

They don't turn every project into an emergency.

433

00:31:48,842 --> 00:31:54,025

They pay cleaner, they stay longer, they respect boundaries.

434

00:31:54,674 --> 00:31:58,616

number four, you protect your reputation while you're still building it.

435

00:31:58,797 --> 00:32:02,239

Early on, every client experience matters.

436

00:32:02,380 --> 00:32:08,733

If the client is aligned, you deliver consistently high level work and you become known.

437

00:32:08,733 --> 00:32:10,813

as the expert for that problem.

438

00:32:11,294 --> 00:32:15,915

And number five, you build a business you can actually scale.

439

00:32:16,055 --> 00:32:18,376

Filtering creates clarity.

440

00:32:18,376 --> 00:32:20,837

Clarity creates systems.

441

00:32:20,837 --> 00:32:23,177

Systems create capacity.

442

00:32:23,177 --> 00:32:30,879

And capacity is what turns your early stage business into something sustainable,

profitable, and expandable.

443

00:32:31,520 --> 00:32:37,021

Bottom line, queen, your ideal client isn't just who you like.

444

00:32:37,201 --> 00:32:39,723

It's who makes your business work.

445

00:32:41,345 --> 00:32:45,075

and you don't just grow faster, you grow cleaner.

446

00:32:45,076 --> 00:32:49,239

And that's how you build an empire without burning yourself down.

447

00:32:50,446 --> 00:32:55,700

And if you're thinking, Ana, I'm already at six or seven figures, why do I need this?

448

00:32:56,061 --> 00:32:57,441

Let me tell you.

449

00:32:57,722 --> 00:33:05,308

Filtering at the six or seven figure stage is what turns growth from sell harder into

scale smarter.

450

00:33:05,389 --> 00:33:09,932

Because at six or seven figures, the problem usually isn't, can I sell?

451

00:33:10,133 --> 00:33:14,496

It's why the selling feel like I'm dragging a couch uphill.

452

00:33:15,137 --> 00:33:17,578

That heaviness is a signal.

453

00:33:17,619 --> 00:33:19,610

Not that you're bad at sales.

454

00:33:19,782 --> 00:33:22,658

that you're selling to the wrong people.

455

00:33:23,582 --> 00:33:27,485

here's what happens when you stop trying to win everyone.

456

00:33:27,785 --> 00:33:32,649

Number one, sales get lighter because you stop convincing.

457

00:33:32,668 --> 00:33:36,352

You stop persuading people who don't value what you do.

458

00:33:36,352 --> 00:33:40,515

You start attracting prospects who are already aligned.

459

00:33:40,536 --> 00:33:44,278

So the conversation becomes, are we a fit?

460

00:33:44,299 --> 00:33:46,370

Not let me prove my worth.

461

00:33:46,948 --> 00:33:51,270

Number two, profit goes up without more hustle.

462

00:33:51,470 --> 00:33:58,753

Right-fit clients tend to have real budgets, need less hand-holding, respect boundaries

and stay longer.

463

00:33:58,973 --> 00:34:03,134

That's higher lifetime value and lower acquisition costs.

464

00:34:03,235 --> 00:34:07,496

That is the grown woman version of work less, make more.

465

00:34:08,117 --> 00:34:13,799

Number three, outcomes improve and your business markets itself.

466

00:34:14,119 --> 00:34:16,730

Right-fit clients get better results.

467

00:34:16,752 --> 00:34:22,614

and results create better testimonials, better referrals, and stronger case studies.

468

00:34:22,734 --> 00:34:27,856

Translation, you don't need more leads, you need more proof.

469

00:34:28,617 --> 00:34:32,518

Number four, your brand authority skyrockets.

470

00:34:32,518 --> 00:34:34,959

Filtering forces clarity.

471

00:34:34,959 --> 00:34:40,781

Clarity makes you known, and when you're known, you don't chase, you're chosen.

472

00:34:41,382 --> 00:34:46,874

And number five, you get your capacity back, the real growth lever.

473

00:34:47,236 --> 00:34:52,037

Wrong fit clients create churn, scope creep, and team stress.

474

00:34:52,117 --> 00:34:59,179

But let's say plainly, wrong fit clients also create revisions, exceptions, and

emergencies.

475

00:34:59,239 --> 00:35:09,002

They're the ones who blow up your inbox, demand last minute changes, and turn a simple

process into a custom situation, and suddenly your team is spinning.

476

00:35:09,263 --> 00:35:24,343

That constant internal churn, extra meetings, extra edits, extra quick calls, extra fires,

steals the one thing that actually scales a six to seven figure business, capacity.

477

00:35:24,404 --> 00:35:27,806

Because capacity is the real growth lever.

478

00:35:27,967 --> 00:35:32,589

Not more hustle, not more hours, capacity.

479

00:35:32,690 --> 00:35:37,443

Right fit clients create stability and repeatability.

480

00:35:37,625 --> 00:35:44,608

so you can build systems, refine delivery, and scale without feeling like you're

constantly on.

481

00:35:45,089 --> 00:35:46,429

Here's the truth.

482

00:35:46,770 --> 00:35:52,512

If selling feels heavy at six to seven figures, it's rarely a sales problem.

483

00:35:52,772 --> 00:35:54,773

It's a fit problem.

484

00:35:55,114 --> 00:36:02,637

Filtering is how you go from we're booked but drowning to we're booked, profitable, and in

control.

485

00:36:03,394 --> 00:36:06,638

Alright Queen, let's make this practical.

486

00:36:06,679 --> 00:36:09,523

Here's your Queen Mode Challenge for this week.

487

00:36:09,523 --> 00:36:10,785

And it's simple.

488

00:36:10,785 --> 00:36:14,400

No spreadsheets, no overthinking, just truth.

489

00:36:16,268 --> 00:36:21,260

Step one, write down your best three clients ever.

490

00:36:21,501 --> 00:36:32,207

If you're earlier stage and you don't have three paying clients yet, write down the best

three people you've helped, the best three projects you've worked on, or the best three

491

00:36:32,207 --> 00:36:34,768

wins you've created for others.

492

00:36:35,332 --> 00:36:38,073

two, what they have in common.

493

00:36:38,073 --> 00:36:39,534

Be specific.

494

00:36:40,135 --> 00:36:43,194

They were nice, what do they believe?

495

00:36:43,194 --> 00:36:44,985

How do they make decisions?

496

00:36:44,985 --> 00:36:47,187

How do they communicate?

497

00:36:47,227 --> 00:36:49,208

What do they value?

498

00:36:50,069 --> 00:36:53,972

Step three, write your not for you line.

499

00:36:53,972 --> 00:36:59,857

One sentence, something like, I'm not the right fit if you're looking for blank.

500

00:36:59,857 --> 00:37:03,479

My work is for women who are ready to blank.

501

00:37:03,680 --> 00:37:06,241

Keep it clean, keep it honest.

502

00:37:06,361 --> 00:37:18,846

That one line will change your life because it protects your time, it protects your

energy, and it tells the right people, she has standards, that's who I want.

503

00:37:20,067 --> 00:37:23,829

And step four, update one place in your world.

504

00:37:23,829 --> 00:37:30,973

Your Instagram bio, your website headline, your pin post, your intake form, one place.

505

00:37:30,973 --> 00:37:32,194

Do it today.

506

00:37:32,194 --> 00:37:35,395

Queen Momentum loves speed.

507

00:37:36,163 --> 00:37:41,086

Queen, before you go back to your day, I want you to hear me.

508

00:37:41,187 --> 00:37:44,549

You are allowed to have standards.

509

00:37:44,549 --> 00:37:47,791

You are allowed to protect your peace.

510

00:37:47,871 --> 00:37:52,654

You are allowed to build a business that feels clean.

511

00:37:52,835 --> 00:38:01,640

And if you've been afraid to say no because you think it makes you mean or ungrateful or

too much, I want you to reframe it.

512

00:38:01,921 --> 00:38:05,183

Saying no is not rejection.

513

00:38:05,439 --> 00:38:06,900

It's leadership.

514

00:38:06,900 --> 00:38:11,244

It's you finally acting like the CEO of your life.

515

00:38:11,244 --> 00:38:13,085

Because here's what I know.

516

00:38:13,626 --> 00:38:21,713

Every time you say yes to a wrong fit client, you are telling yourself, my time is not

valuable.

517

00:38:21,713 --> 00:38:23,895

My boundaries are optional.

518

00:38:23,895 --> 00:38:26,316

My standards are negotiable.

519

00:38:26,397 --> 00:38:28,679

And queen, that is not queen mode.

520

00:38:28,679 --> 00:38:32,462

Queen mode is I choose my people on purpose.

521

00:38:32,462 --> 00:38:34,125

I do my best work.

522

00:38:34,125 --> 00:38:36,336

for the women who are ready.

523

00:38:36,596 --> 00:38:41,178

I serve at a high level without abandoning myself.

524

00:38:41,258 --> 00:38:49,001

And if you want to be paid more, respected more, and referred more, you must become the

woman who filters.

525

00:38:49,001 --> 00:38:51,462

And let me soften something right here.

526

00:38:51,682 --> 00:38:54,463

Wrong fit doesn't mean bad people.

527

00:38:54,724 --> 00:38:59,766

It usually just means misaligned season, stage, or standards.

528

00:38:59,907 --> 00:39:06,400

Not because you're elitist, because you're intentional, because you're building something

that lasts.

529

00:39:07,860 --> 00:39:11,182

might sting a little, but it will set you free.

530

00:39:11,902 --> 00:39:17,664

You cannot build a premium brand with a clearance rack filter.

531

00:39:18,085 --> 00:39:20,526

So today, choose.

532

00:39:20,586 --> 00:39:22,987

Choose the clients who implement.

533

00:39:22,987 --> 00:39:25,816

Choose the clients who value outcomes.

534

00:39:25,816 --> 00:39:38,026

Choose the clients who make you better and release the rest because your queen client is

looking for you but she can't find you if you're buried under the wrong people.

535

00:39:39,418 --> 00:39:41,238

Thanks for tuning in Queen.

536

00:39:41,239 --> 00:39:51,262

I hope today's episode gave you the clarity, courage or confidence boost you needed

because building a powerful business starts with believing in you.

537

00:39:51,623 --> 00:39:57,144

If you loved what you heard, don't forget to subscribe so you never miss an episode.

538

00:39:57,205 --> 00:40:01,556

And if this podcast moved you, inspired you or made you think,

539

00:40:01,628 --> 00:40:05,741

Share it with another powerhouse woman who needs to hear it.

540

00:40:05,942 --> 00:40:09,705

Your reviews and shares help more queens rise.

541

00:40:09,926 --> 00:40:20,805

And if you want more tools, resources, or just want to connect, head to dranacastilla.com

or find me on Instagram at Queen Mode Podcast and at Dr.

542

00:40:20,805 --> 00:40:22,096

Ana Castilla.

543

00:40:22,397 --> 00:40:28,572

Keep showing up, keep leading boldly, and remember, you were born to rain.