Easy Scaling with Jordan Schanda King

How to scale a high-ticket coaching business to 7-figures with Sabrina Philipp

July 28, 2022 Jordan Schanda King / Sabrina Philipp Episode 5
Easy Scaling with Jordan Schanda King
How to scale a high-ticket coaching business to 7-figures with Sabrina Philipp
Show Notes Transcript

Tune in as we discuss how the coaching industry has changed in the last 5 years, going from zero to a million in less than 1 year, and the mindset behind charging high-ticket prices. We also dive into finding and leveraging PR, going all in on one thing instead of constantly strategy-seeking, and top tips for building an effective team.

For the full show notes and access to resources mentioned in this episode visit
https://www.easyscaling.com/blog/episode5

In today's episode, we dive into the world of high-ticket coaching with my business coach, Sabrina Philipp. Sabrina is an expert at scaling after seeing explosive growth at the start of her career (0 to 7-figures in less than a year).

Together, we explore the mindset behind charging high-ticket prices, how to find and leverage PR, going all in on one thing instead of constantly strategy-seeking, and top tips for building an effective team

Sabrina​ ​Philipp​ ​is​ ​an​ ​international​ ​online​ ​business​ ​and​ ​social​ ​media​ ​expert who​ ​has​ ​been​ ​featured​ ​in​ ​Forbes​, ​Business​ ​Insider, Cosmopolitan, and Thrive Global.

Sabrina launched her business after moving to Bali with $800 to her name. One year later, she built a thriving million-dollar business. She​ ​helps​ ​entrepreneurs​ ​build​ ​intentional,​ ​manageable,​ ​and​ ​profitable businesses​ ​so​ ​they​ ​can​ ​experience​ ​ultimate​ ​personal​ ​and​ ​financial freedom. 

Topics Discussed:

  • How the coaching industry has changed in the last 5 years
  • Going from zero to a million in less than 1 year
  • The mindset behind setting prices and high ticket sales
  • The concept of getting out of your client’s pocketbook
  • 3 ways to PR – lucky break, get a publicist, or pitch yourself
  • Using launch parties for media and why the first 24 hours is critical
  • How to effectively use the press and media that you get
  • Going all in on one thing instead of constantly strategy-seeking
  • Why I’m thankful Sabrina doesn’t offer refunds
  • An important first step to building an effective team
  • The importance of relinquishing control to your team

Ep_5 - How to scale a high ticket coaching business to 7-figures with Sabrina Philipp

Jordan: All righty. On today's episode, we are talking about high ticket coaching. We're talking, building client relationships, building team, getting press all kinds of fun stuff and this conversation is with Sabrina Phillip. She is an international online business and social media expert. She's been featured in Forbes business, insider cosmopolitan thrive global just to name a few. And we're gonna talk about that. she helps entrepreneurs build intentional, manageable and profitable businesses and she is the real deal. Y'all she is one of my coaches I'm in her millionaire mastermind and that mastermind and my work with her, I swear is one of the reasons why I was able to hit my first 50 K month within six months of starting my business.

She's amazing. And I really hope you enjoy this conversation.

Marker

Jordan: Welcome. Welcome everyone. Hello Sabrina. I'm so glad you're 

Sabrina: here. I'm so happy to be here. Thank you for having me. Of 

Jordan: course, this is gonna be a ton of fun. So. as we were talking about some of the ways that you have scaled some really fun stuff, came up, things around press, which I'm obsessed with talking about, because that is on my list for this year.

Something I wanna do, but there's some other fun stuff we're gonna chat about before we dive into all of that. Maybe you can give us some context about what you do when you got started timeline. Things like. . 

Sabrina: Yeah, so I am an online business coach for women entrepreneurs. And I started my business six years ago.

I originally was a virtual assistant and social media manager and then social media agency owner. And then I shifted into business coaching when my. Social clients started asking me to help them grow their businesses because they saw that mine was growing really quickly. And that's how I made the shift.

And I went zero to a million in nine months in my business coaching, which was really amazing. And a big part of that was through press, but also through high ticket coaching programs, which at the time was a bit different since so many people did that through courses. It hadn't really been done before through coaching programs.

So that was. Really fun to experience. And my business is still doing the same thing, still lots of high ticket coaching and high touch coaching with clients. 

Jordan: So I just wanna pause because you're like, oh, I went from zero to a million in nine months. It was amazing. I feel like that's not just amazing.

That's like unbelievably epic. so do you feel like the landscape has changed pretty significantly? Since then, like, do you feel like that would even be doable for someone to go from zero to a million in nine months, these days? 

Sabrina: Yes. I think that if in a sense it's more doable these days, just because there are so many more people who are bought into this idea of business coaching.

When I launched my mastermind, that, which was that kind of first I take a package, I did, it was $18,000 per year. And that had never been charged before. That seemed just so obscene. there was, you know, I had video marketing and I had like a drone video ad that I used to promote that. And we used Facebook ads for the first time, which were still a bit fresh in the coaching space.

And so we were kind of figuring it all out together. And now the roadmap is there. I mean, so many roads have been paved at this point that people can follow. yeah, if anything, I think it's easier these days to do that. I definitely think it was a very kind of unique storm when that happened, just because.

since it hadn't been done before, it was really cool. I think for people to watch it happen and I think it's served me well, because that created a really strong community that is still with me today. 

Jordan: Yeah, totally. So let's talk first about the high ticket stuff, because I think, you know, there's a lot of people out there, like you have to charge more, you have to charge more, you have to charge more or you have to be high ticket to make money.

And. I kind of like accidentally stumbled into that with my business because of my particular model. And it's easy to charge high ticket because what we're doing is like very high touch. But, for some people I feel like that that high ticket pricing kind of feels out of reach. So how do you get people?

I mean, mindset is a big thing of course, but like how do you get people to see that like charging high ticket is like for most people the way to go 

Sabrina: mm-hmm . So, I mean, it definitely can be done. I have plenty of clients who made it to a million dollars per year with, you know, $2,000 group programs. I think it just comes down to whatever is most aligned for you is going to be your easiest path to a million.

And for a lot of people, they want to work closely with clients in a very intimate high touch capacity. I think that there are very few people who are. I wanna do as little work as possible and just be as hands off as possible. And I think a lot of us just aren't that way we want the close relationship.

And so that means. That there needs to be a larger amount of investment. I think that what trips people up is what they make that investment mean. So they might make it mean like, oh, I'm so greedy or, oh, I'm just taking from people or, oh, I should just be doing this for free. And it's like, okay, mother Teresa, if you wanna go start a charity, go do that.

But if you wanna run a business, you deserve to be compensated adequately and properly for your time and for your expertise and for the transformation that you're helping to 

Jordan: facilit. Yeah, totally. And we all only have so much time and that's been, that has been something that I have realized a lot lately because I kind of, when I started, I had this idea of how many people I wanted to serve in a particular way.

And then once I got halfway there, I was like, huh. Okay, well, this is actually my capacity. So if I'm charging this amount, this isn't gonna work to scale. Like there's gonna be half, have to be something that will shift. But I think the other thing that people say a lot when it comes to increasing their prices, or charging high ticket is like, oh, well, my clients can't afford that.

Sabrina: Yeah. You get new clients. That's okay. yeah, I think, I mean, I have definitely had those moments and those feelings just because I have clients who are with me now who signed up for group programs, I was selling five years. So there have definitely been moments where I felt like, well, you know, if I made it cheaper, then this program could, this person could be in this program.

If I gave them a discount, that person could be in this program. And if you want to make small case by case exceptions, I think sure. There's room for that. But overall, I think that as the CEO, you have to make the decisions that are right for your business. So if you feel like your current clients maybe couldn't afford your current rates, then that doesn't necessarily need to be a problem.

It's like, okay, well, how can I find a way to off board them lovingly and get them the support that they need in their budget. While building a new audience of more high ticket clients who are ready to invest at that higher level without making that a problem. But I think that piece of, well, you can just go find new clients.

Is that what the piece that a lot of people forget, they think that the current client base they have, is it, and if they exhaust that pool, that's it. But that's definitely not the 

Jordan: case. Yeah. Yeah. And, and even. and I mean, again, it comes a, a lot of this stuff does come down to, to mindset. and even just getting out of

I had a, two of my previous businesses where I was actually a co-founder and, and my last business, my co-founder Cassie, she would always talk about getting out of your client's pocketbook. Your clients or potential clients, finances are not your business. Like totally. Yeah, totally agree with that.

Yeah. And, and I think we get, it's easy to get caught up in like, oh, well these are the people I wanna serve and they can't afford it. And you know, I've had clients be like, well, I'm serving new entrepreneurs and they can't pay that kind of money cuz they're not making money. I. You didn't even wanna know what I've spent on my business and on myself before I was making any money.

Like that's just not true. Yeah, definitely. Yeah. So high ticket is kind of one piece of it. and speaking of, kind of like current clients, I remember something that you said early on in your mastermind, which I'm a part of is that, you know, you can. You can honor prices or kind of work with your current clients in a way that's different than new clients, because you've already done the work to get them to be a client.

so can you talk about that a little bit? I can't remember exactly what you said. 

Sabrina: Yeah. So, you know, as an example, if you have a current client who only can afford, let's say 50% of your current rate, Rather than giving them a hundred percent of the coaching package. Maybe you could modify that coaching package.

So you're reducing your time investment, knowing that they're also having a lower financial investment. And the reason why that might work is because since you've already built that relationship with them, you know, they're, in my case, since I'm a business coach, I know their business model. I know their team members.

I know their mindset patterns. I know. You know, kind of what they go through because so much of business coaching is cyclical. People have a high, and then they have a low and then they have a high and then they have a low, and it's usually the same story at the top. And it's the same story at the bottom.

So if you're pretty experienced with getting that client through those cycles, you could just modify your coaching package if it's very important to you, that you continue your work with them. 

Jordan: Yeah. And do you. Like, so say you bring on a client. So like, for me, I have clients who have been with me for like a while since, since I started my business.

Do you, or would you recommend like raising prices on them? Even if I wanted to keep them in the same package? Like, would you raise prices, but not maybe like all the way to what current prices. 

Sabrina: I think you could go either way with that. So my general advice to everyone at this moment is to raise their rates, especially with inflation.

If you're not raising your rates, you're getting a big pay cut. So let's say right now, a client is paying you a thousand dollars a month, a year ago. That was worth a thousand dollars a month. Now it's worth $900 a month. So you've just taken a hundred dollars a month pay cut, even though. Everything around you has gone up in expenses like team members and cost of living.

Everything else is still going up, but your rate is going down. So I think generally everyone should increase their rate. Let's say you don't wanna completely increase to the new rate. Let's say your new rate is a 50% increase. Maybe you do a 25% increase. That's totally fine. But I think what you have to consider is let's say these are six month contracts.

What are you gonna do in the next six? So, are you gonna constantly keep your rates low if they keep resigning? And if you're like, yes, that's fine. I'm not gonna have any resentment. I'm gonna be super happy to do that. Perfect. But if at some point you're starting to feel the rub because there's an opportunity cost.

You keeping your rates down to keep this one person in means that you can't have someone else in that spot, who's paying the full rate. So if you can manage that feeling and you're like, yep, I'm okay with that. I would much rather work with a client that I love than someone who could potentially be a headache or feeling like I need to replace that spot every six months.

Fine. But if something else is coming up, then you need to kind of make that, decision of what you wanna do there. you know, godfather said it best, like it's not personal it's business. Right. So I think it's okay for that to be the case. I think sometimes as women, we feel like we can't make business decisions because that makes us mean.

Hmm. And I think that's generally a conversation that's weaponized against women in the online space. You can't hold people to contracts because then you're mean you can't call people out for copying because then you're mean you can't charge high ticket because then you're mean. So you can charge whatever you want and still be a perfectly lovely person.

Just what do you wanna do? Mm 

Jordan: mm-hmm yeah, I'm glad you brought up inflation too, because my husband just sent me something yesterday off of Twitter. Because, you know, if you, if you pay attention at all to what's going on in the world, you know, that inflation is going up and it it's at a rate that is kind of staggering.

And, you know, you hear like, oh, 10% inflation. Nobody really knows what that means. But he sent me this thing that was like, well, at the current rate of inflation, if you're paid in dollars at a constant amount, then you're essentially working like a month of the year for. Yeah, like, whoa, with all the talk about, you know, guarding our time and as female entrepreneurs, like trying to figure out ways to kind of play all the roles and, you know, your, your work within also your family.

I can't imagine giving away an entire month of my time, every year for free, just because I'm not raising my rates. Definitely not. Yeah. Scary. So everyone raise your rates. As Sabrina says, every time I feel like every time we get on a call, you're like, okay, raise your rates. okay. Charge more. what do you wanna make this year?

No, you should make more. Well, 

Sabrina: I mean, I remember when I was charging, let's say 1250 a month for private coaching, or I think I was less than that. My first ever private coaching package was 9 97 for six weeks. Wow. If I was still charging that I would not have this business. so you just, you have to decide what you're available for.

Jordan: Yeah. And I think everybody has different, different reasons for starting a business and running a business. And like, for me, I would run this business no matter what, but I'm also not in it just for funsies. like, I, I plan to make a lot of money. I plan to be at seven figures, here, hopefully, and not very long.

So that's just part of the puzzle is. Really thinking through, why are you doing all of this? Definitely. Yeah. So let's talk about the like high ticket is one piece. Let's talk about the press piece because I think this is so cool. and I think, you know, it's a very like sexy way to scale. Right. But how do we actually do it?

So tell us about what happened, related to press that got you started. 

Sabrina: Yeah. So I've gone viral twice with press. The first time was with Forbes, a writer for Forbes. Her name is Celine. She's now a friend of mine. she had found me through Instagram and she liked my writing and she reached out to me, and she decided to try to piece on me and it was a pretty long feature piece.

and that. Got posted. And I had known that that was coming because with press, there's usually a lead time. It's very rare that they're like, okay, we're gonna post this next week. Usually they have to run it by their editor. Their editor has to say yes, then they need to write the piece. Then there's rounds of revisions to make sure the grammar's correct.

Sabrina: And then also with Forbes, since I was making money claims about how much I was making, they had to review documentation to verify that I was actually making as much as. I said that I was, so there was that whole process and I knew when it was gonna come. So I got very strategic and I made a Forbes launch team, which that wasn't a thing before, but that's now the model for book launches and podcast launches and Facebook groups.

So I'm telling you, it is definitely much easier now because other people kind of paved these roads before, so people can run. So I created a Forbes launch team and the thing about press. The first 24 hours are the most important. So the first 24 hours is when it's gonna live or die because new cycles are extremely short.

So what I did is I invited all of these people into this Forbes launch team and I decided. That the way we were gonna spread this was through Facebook groups because Facebook groups, you get a lot of eyes on those. And so we made a big list. Half the list was travel. Women's Facebook group groups. The other half was business, Facebook groups, and people would just take the article, shared inner groups saying, oh my gosh, this girl's so cool or whatever they wanted to write.

And that one article got posted in hundreds of Facebook groups that day. Everybody saw it. Everybody saw it and they were posting it to their Instagram and their Facebook as well. And people were getting points for that. I was doing live streams throughout the day to keep energy up. And because it was just a 24 hour ask, it was really easy for people to say yes to that.

So sometimes when you have like a longer drawn out launch window, even for affiliates, it's really difficult to keep affiliates energized during a three week launch. People just lose attention, but because we kept it so targeted, everybody saw that article. I mean, I remember the Facebook post. Oh, my God.

I'm so annoyed of seeing this article all day long. I'm like, yeah, but it worked . So we hit, a hundred thousand views on that article within the first 24 hours. And I think nowadays it's at maybe like 380,350,000 views. So it just really picked up from there. So I had the plan to distribute that. And I also had the plan to leverage that, which was, I made a website and right at the top of the website, I had a place for people to opt in and get on my email list.

We added 5,000 people to the Facebook group that day. Maybe 1800, 2000 people to Instagram. And immediately after I launched a very low cost group program, I think it was maybe $300, $400 for eight weeks. We made about $75,000. And then on the back of that, I used those people to kick off my millionaire mastermind.

Well, now it's millionaire mastermind back then it was the B mastermind kicked off the B mastermind launch, and that was a half a million dollar launch. So that was kind of the sequence of here's how we got the opportunity. Here's how we distributed. Here's how we leveraged. 

Jordan: Okay. I did not know most of that.

And I think when people think about press, it's like, oh, well, how do I get press? How do I get press? How do I get press, but totally forget to think about, to do something. How are you gonna do with that press 

Sabrina: when you get it? Yeah. Yeah. I'm like old people forget that, like this happened half a decade ago.

That's 

Jordan: crazy. Yeah, that's crazy. So I love that, especially cuz I'm, you know, obviously launching my podcast. And so the launch team thing has been really amazing and I, I did not know that that was something that would need to be. applied to an article, but that makes so much sense in the 24 hours. Yeah.

And were you incentivizing people to be on that team at all? Yeah, I'm pretty 

Sabrina: sure I gave them like a free training or a free masterclass or something like that. And then also part of it was just for the weeks cutting up to the article being released. I was saying that I was gonna be. And nobody had been in Forbes at that time.

I mean, nowadays, like it's really easy to get featured. but nobody had been in that at that point. So it was almost like just surreal for people it's like saying like, Oh, like, I'm going to be interviewed by Oprah. It's like hit. Yeah. so everyone just, I think, and I had a decently sized Facebook group at that point.

I think my Facebook group was maybe 4,000, 5,000 people. And I was really active in there posting three times a day. So they were like, okay, let's get behind this. And, I definitely incentivized them, but I also told people and I made it an exciting thing that people wanted to be a part of. Yeah, 

Jordan: totally.

So. going back to the, to the how, because that is still something we wanna know how to do. was it kind of just like a lucky situation that you came across this gal and connected 

Sabrina: Forbes was a lucky one. the second time I went borrow was with gold cast and I would say that was more of. smooth negotiation skills.

Okay. So, and I also, over the years have had a publicist. I haven't had a publicist for maybe two years, but I've been in,I'm a contributor for entrepreneur. I was in cosmopolitan. I have been in so many other places through a publicist, so there are different ways you can do it so you can get a lucky break.

You can get a publicist or you can pitch yourself. And so I was at this networking event in Bali. because at the time I lived in Bali and it was, you know, a 45 minute drive from my place. I was like, sure, I'll go. And this guy gets up and he speaks. And he says that he is from gold cast and that they are, you know, kind of looking for cool entrepreneurs to feature and to share their stories.

And so I was like, okay, like, I'm gonna go make friends with that guy at the parties. And so like, that was my thing was, I'm just gonna. Friends with the guy. I'm not even gonna bring it up. I'm not gonna mention it. I'm not gonna anything. And at the end of it, he was just like, you are so cool. Like you should do this.

And I was like, what? No, I hadn't thought of that. Me . And, that's, that's how that happened. And I remember like when he brought it up at first, cuz you have to kind of have like your spiel ready to go. I was. , you know, I can see how that would definitely be a good opportunity. I've noticed that gold cast tends to feature much older people.

So I think that there is definitely a gap where it needs to feature younger voices, younger female voices. And so that was kind of like, okay, we need this because for press, they always want to have the thing that they don't. So if you are pitching someone and they have written a million articles about digital nomad, Then, if you are a digital nomad, definitely pitch them.

Cuz obviously that's their bread and butter. That's what they talk about. But what is it that you have to share that they haven't already talked about? So maybe they've written a lot about people in the service based space, but they're not talking about people in the product based space. So you have to kind of position.

What is different about your story? That would be of value and of interest to their readers and to their audience. And so knowing how to kind of pitch myself appropriately in that situation, but also just focusing on the relationship building. Made that easy. And that person is someone I'm still connected with.

He's not with the company, anymore, but he is definitely such a connector. So I sent him people all the time. This person's amazing. You would love to connect with them. And then he will send me back something and be like, you should be on this person's podcast. They're so great. Or you should be on this person.

Like he connected me with someone who's a part of grant Cardones team. And I was just like, cool. And he just does that, cuz he's just a nice guy. So if you find those relationships. Don't think of it as a one and done, right. Just keep going with it. Even if you don't get the press opportunity right away, really prioritize that.

And it will pay off 

Jordan: in the end. Yeah. I mean, it's like such the cliche of it's who, you know, and it, it, so is, and I find it's it's that way in so many aspects of business, like I have probably. Over half of my clients have come to me because I had a personal connection with them previously, or a connection with a connection.

I mean, that is just so much, I think it's underrated, honestly, still. even though everybody, like you hear that and you're like, yeah, dove of course it's who, you know, but, it really is. I mean, this podcast launch has been unbelievably easy. Because I'm very fortunate to know a lot of people and have a great network.

And so, it's, it's easy to do things like that or to launch a new service if you are focusing a lot on relationships. And I know that was something that you had mentioned too, was client relationships just, that generally has allowed you to scale? What did you mean by that? Yeah, 

Sabrina: so I think that a lot of times entrepreneurs and coaches specifically.

Can feel like they're struggling to make their mark because maybe we know what your results are as a coach, but we don't know who your clients are and we don't know what their results are. And if you're constantly having this turnover of clients, it can be hard to build some of that momentum, but also hard to build the longer term results.

So I've had. Multiple clients that I've taken zero to a million, the fastest one she did in about 18 months. And she was literally at $0. when we started working together and then by the time we finished in 18 months, she had $300,000 cash months. So like three, 100 K cash months, which that was just wild.

And I've had many clients have been with me for three years now. And because of that, they have been able to grow their business to. A hundred K cash months, 120 K cash months, 83 K cash months. That's not to say it takes three years, but it's not gonna take six months. You know, it might take 18 months. It might take two years, but also when you do have people who are with you for three years now, or four years now, those are people who are gonna be your biggest, strongest advocates.

Those are people who are gonna be, you know, sharing about you on stage. Those are gonna be people who come on your podcast, people who are your strongest testimonials. And I think for me, what's been really nice about that is it's created a culture. Where people feel like, oh, they want to be a part of that friendship group.

It doesn't necessarily feel cliquey, but it does feel like there's kind of something special there that they realize feels a little bit different from some of the other coaching programs that maybe feel a bit more. Kind of cold and transactional. 

Jordan: Mm-hmm do you think the structure of your mastermind is part of this?

I mean, just the fact that it is a year, I feel like is so different than most of what I see that's out there. And I remember when I signed up, I was like, oh man, like, this feels like I'm in it for the long haul. Right. yeah. 

Sabrina: I mean, you kind of have to be for sure. yeah, I mean, I. I've been thinking about this, like the standard is like six months or 12 months.

Like I wish there were like two year contracts. Mm. Right. And that would scare so many people, but also like, can you imagine what you could get done if you focused on something and were in a container for two years? Like that's just completely mind boggling cuz I can, I can also speak for myself. I've been with my coach for five and a half years.

Wow. So, and I mean, I'm not going anywhere. I don't even sign a contract anymore. I just get charged every month. Like, you know, like we stopped that a long time ago. I have the same call time every week. Like there's not a conversation of like, oh, are we redoing this? Cuz her contracts are six months. It's like, we just know like it's happening.

And so I think that has been so nice. I think a lot of people have this mindset of, okay, well, what's the next thing I'm gonna invest in mm-hmm and before the first thing is even over, they're already thinking about the next one. So a lot of people around that, like 75% mark, they're like, okay, I need to go find the next one because people feel like if they didn't get mind boggling results, the first time.

That. Okay. It didn't work. And it's like, did it not work? Or were you not working it? Or, you know, were you going through some personal stuff or do you just need to give this a little bit more time? Because I think a lot of people in a sense have sometimes compared themselves to me, well, she made a million dollars in nine months, so I should make a million dollars in nine months.

And it's like, well, you might have health concerns or you might have kids, or you might have other priorities. You might not have the resources that I did at the time. Right. I mean, I was just a 22 year old who is barely sleeping and , you know, just going forward and living on the other side of the world.

And I put 16 K in ads from my, mastermind launch. And I had Forbes, like I had so much helping me. So just letting it take the time it's gonna take, but also because you're not thinking, oh, what am I doing for the next six months for the next six weeks? For the next year? But like, what is my path? Period that I think creates those long term results because people are constantly switching strategies.

When you switch coaches, a lot of times people switch the strategy. They're like, okay, well, my coach is doing this, so now I'm gonna change everything. And that just doesn't give it the time to grow. So I think by prioritizing and incentivizing those client relationships, a lot of clients have found a lot of stability, but also those long term results, like I had a client the other day, she was like, I'm so comfy.

And like, there's nothing wrong with that. Like, you don't have to go blow up your business and go hit another level. Like you can just be comfy. There does come that point where just like, this is good. I make what I wanna make. I like my lifestyle. I like my clients. I don't need to reinvent the wheel. Do I think we need to be constantly stretching ourselves?

Yes. But sometimes you can just let it be good. 

Jordan: Yeah. Yeah, for sure. And , I'll share because the whole point of this is like transparency, right? In real and raw. And I shared this on a call, uh, a few weeks ago that. I think I even did a Facebook post about how you, about how, like, thankful that I am, that you don't offer refunds because, because getting locked into something that's 12 months, especially when, like I had only been, when I signed up with you, I had been in business for maybe like three or four months.

Yeah. You were fresh. Yeah, I was super fresh and I was pregnant, was pregnant, pregnant and I had big goals for myself and I was like, I'm ready. I'm going all in. Like I read your email about your mastermind and within 24 hours, I think I was signed up and. The next month or maybe it was the month after I was in like a deep, dark place.

I was like, what have I done? This was way too much of a commitment. My like, all of my finances are going to just like implode on me. I'm gonna have to like, shut this business down. What's going on. And. That's just kind of like, I'll say a pattern in my business that I've found that usually I'll have some type of like total mental breakdown and then the next day I'll get like three, no clients or something.

yeah, so I've learned to kind of just like ex accept that, expect it and then embrace it. But I remember like looking through your contract, being like, oh my gosh, how can I get out of this? Like, this is just terrible. And it was like very. Buttoned up. Like, there's no way you're getting out of this contract.

Jordan: And so I was sitting there like, okay, talking to my husband, like, what am I gonna do? I guess I'm just gonna have. Go all in on it and take advantage of it. Like I'm in this, I might as well. Yeah. Take advantage of it. And now that I look back, I'm like, oh, I'm so thankful. I did cuz the next month I had a 50 K month yeah.

So it's just so stupid and just goes to show you that. Yes. it can be scary to invest in some of these things and it's not always like if you throw money at it it'll work, but if you decide to actually work it, like you said, totally then it'll work. A hundred. You just don't know how, how long it's gonna take

Right. 

Sabrina: And I think that's where people mess themselves up is they're like, it's not working yet. It's not working yet. And it is working right. You are posting more, you're getting more consistent. You're more confident you're pitching more. You're doing whatever it is working. You just don't feel like you're making a million dollars yet, but you're making more than you made the month before.

And you're feeling stronger and you're taking action, like a business owner. So I think just telling yourself that it's all working. Is really important because if you're constantly saying it's not working, it's not working, it's not working. That is a self-fulfilling 

Jordan: prophecy. Yeah. Yeah, definitely. And, and on the flip side of that, I've caught myself saying this and I hear my clients saying this stuff all the time, that when, when good stuff does happen, it's like, oh, I got three new clients out of the blue or this happened.

And it was like totally random. And I'm like, no, it's not, that's not random at all. That's not out of the blue and my other coach, Julia, she's like. She's like, oh my gosh, she's a Saint . She is a Saint. She is like my personal little therapist. That is amazing. And I message her all the time. And she's like, it's from all of the work that you've done before.

Like it's not out of the blue, nothing that happens in your business is out of the blue. It all adds up. Yeah, definitely. Well, what else? I mean, I think the structure of the mastermind and the long term stuff is like so critical, especially when you are selling something high ticket and really being in it with businesses, which is what I love to do.

And again, is why I'm having to kind of reorganize some of how I work with my clients, because I do love to be really involved. And I know you love to be really involved with the people that you work with, but. what else do you think has really enabled you to get here? As things have shifted from where you started early on to where you are now?

Sabrina: That's a good question. I think team has definitely been a big piece of that. you know, if you wanna go fast, go alone, if you wanna go Fargo, go together. So I definitely wouldn't be here without the support of my team and my coach and my husband. And it definitely takes a village. To raise a business a hundred percent.

And I think that for me, something I have also done, you know, valuing long term relationships. I have team members have been with me for five years at this point. You know, my core creative team has all been with me for five years at this point, same writer, same designer, same developer. And then, you know, we've added people on over the years, but for the most part, we don't have a very high turnover.

People really enjoy working with us and they stay for a long time. I mean, if someone leaves, it's usually, you know, I just had a second baby or I'm having a health issue. It's not like this sucks. Like we don't have that. So I think that has also made it easy to retain and attract top talent because they know, you know, it's a good place to work and that things are kind of smooth and we've got our systems and our.

Which that was learned. I mean, when we were starting out, it was kind of crazy and all happening overnight and it was like, what is Infusionsoft? What is an LMS? I still don't know what an LMS is. I just know that I had one for a long time. so, yeah. I, um, I think team, I has just been essential and I think it's something that a lot of times people don't necessarily hire the right way.

So people will say like, oh, I'm gonna hire a VA, what task should I give them? And they like hired the VA before they know what tasks they wanna give the VA, which like, that's fine. Like we can talk about that and figure that out. But it's helpful if you know how you're going to leverage those team members.

But also if you start to think about how can I create a system around what they're doing so that it's a repeatable process. So for example, we have a very repeatable process around how we create our group coaching calendars. Call calendars. And it's the same schedule, the same process we've had for five years now.

So I created my calendar for the rest of 20, 22, pass it off and they're handling it. So it's really easy to trust team, but also for them to wanna stick around because it's not a chaotic place to work. 

Jordan: Yeah. Yeah, totally. And I'm just gonna harp on this a little bit because I talk a lot about outsourcing because I do think it is so critical.

Mm-hmm But I remember when I did this and I, I see people doing this, like you said, hiring a VA and then trying to figure out what to do with them. Cuz like, you know, you need help, but you don't actually know what you need help with. And when you get into that situation, a lot of times you end up outsourcing them like busy work, cuz you're like, well I'm paying for the hours.

So I wanna give them something to do well. That is just the absolute backwards way to do it. Like let's figure out what are the things that you really need to be outsourcing. First cause I remember giving one of my VAs. This was before I started this business. all of these tasks that weren't getting done well, yeah, they weren't getting done, but they weren't getting done cuz they actually weren't a priority and what I really need needed was help with other things that I was still doing so that it could free me up to do income producing activities.

Totally. Yeah. It's, it's easy, easy to fall into 

Sabrina: that. I also just feel like there's a lot of turnover with VAs where people will have a VA for like two or three months because they. Are outsourcing that busy work. They're not outsourcing anything they really need to be getting done. So then they kind of deprioritize marketing and sales because they're trying to help the VA organize the Google drive and then they can't afford the investment moving forward.

And I think that can just create this kind of vicious cycle where you're like, oh, I can never find good people. And it's like, no, you're just not a good leader, which like, that's fine. We can talk about leadership skills. Like you can no, one's born knowing how to be. You know, a little Barack Obama or Julius Caesar or whatever, like all learn skills.

but yeah, I think that has definitely made it easier for us to scale because, you know, we don't have VAs for three months. We have VAs for three years. Right. And so when they're really sticking with you and building with you, you can start to delegate outcomes and you can really trust them and pass things off and they can then be a little.

Sabrina: Kind of entrepreneur, like they're creating and taking action within your own business, which is really 

Jordan: powerful. Mm-hmm . Yeah, definitely. And , I think, a lot of what I've seen with myself and also again with my clients is that we tend to be the types of people that have a hard time giving away some of.

Things that are actually the most important for us to give away. , mm-hmm, like it, and it, and this always is in flux and it changes like what are the things that you need to get off of your plate? But like, for me recently, it's been my calendar and I. Resisted giving away my calendar for a really, really, really long time, because I was like, there's just no way that someone else can manage my calendar.

Like I just couldn't wrap my head around it. And it wasn't until that I, I actually did it that I was like, oh my gosh, why have I been holding onto this? This has been the silliest thing to hold onto. Makes no sense. And it doesn't take any extra time. And my team does an amazing job with my calendar. What is that 

Sabrina: about?

Yeah, I remember a couple of years ago, my team changed the password on our customer service in. and so that you couldn't get in. Yeah. And to this, to this day, I still don't have it, but I remember that was back in 2018, like February, 2018, so four years now, because they were just like, we've got this, like, let us handle this.

It's gonna be fine because I would just log in at night and be like, let me just take care of this really fast. And it's like, if you would just wait four hours, cuz you know, people are sleeping. It's 2:00 AM Sabrina. Like we can handle this for you. So yeah, I think that part of it is just feeling like some things are maybe more important than they actually are and not being okay with things being imperfect.

My team is gonna make mistakes in the inbox and that's fine. I stand by them. It's really not that big a deal. So they sent out the wrong call link. Oh, well, they're gonna send an apology email with the correct link. You know, like everything is fixable, it's gonna be fine. And so I think what helps. Not making it so do or die.

Like it's really not that big a deal. If someone messes up a call time on your calendar. Right. You know? Yeah. And it's a different story if they're messing up 80% of the call times, but if they have the occasional mix up here or there. Create a better system and move on, you know, but just don't let that fear hold you back so much that you can't release control to other people who wanna help you.

Jordan: Yeah. And the control releasing the control is so critical and I it's, it was actually you who recommended the book clockwork and people are gonna get sick of me talking about this because I think I mentioned it on like every episode, but it's such a good book and it's the autonomy piece. And I didn't realize like you hear it and you're like, yeah, of course you have to like give your team members autonomy.

But until you've actually done it, you don't realize how important it is. And this is just one more reason why I'm so thankful that I was pregnant essentially when I started this business, because it's forced me to do that. And even all the way up until my maternity leave, like I held on and held on and held on and did not wanna release control until I absolutely had to.

And then I was like, My team really does do better. Like they Excel when I'm not micromanaging everything. Like, why am I showing up to calls when they could just run them themselves? Like those types of things where they can't step up as the leader, because I'm there, like in the corner being like, okay, are you gonna be the leader?

yeah, that's terrible. 

Sabrina: Definitely. But it's, it's good that you have that experience because now you know that you can trust 

Jordan: them. Yes. Yes. And here's my advice to everyone. Have a baby and go on maternity leave and restructure your entire business for maternity leave. And then when you get back, don't, don't go back to how you were doing it before.

Just keep doing things, how you were doing on maternity leave. Totally. Yeah. I love it. Okay. We will, of course. Put all the information in the show notes about how people can find you. But is there anything else that you feel like you, you just have to leave us with on how to scale? 

I've always said that scaling is not a way is not about finding ways to make more money.

Sabrina: It's about finding ways to help more people, because that is ultimately what scaling is. If you are just constantly raising your rates but you have the same number of clients you haven't actually scaled. You've just gotten more expensive. Mm. And so I, I think it's just like a bigger vision that people need to have of, you know, how can I help more clients?

And that's why I do structure my programs the way that I do. It's why I have support coaches, but it's also why I don't have private clients, cuz I need the time to be in the group. So really prioritizing. That kind of scaled experience as opposed to seeing it as well. This is just a way to make more money.

Like no, we're here to help more people and really being committed to that idea is what will create the scale. Mm. 

Jordan: Love it. What a perfect way to end. It's all about impact, right? always, I love it. Well, thank you so much. 

Sabrina: This was fabulous. Thank you, Jordan. Thank you so much for having me.