Serve Scale Soar®

How a Homeschool Mom Built a Six-Figure Ad Business in Under 25 Hours a Week

• Brandi Mowles • Episode 291

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0:00 | 28:13

Y'all, this one is going to light a fire under you.

Brittney Roberts spent over a decade as a jack-of-all-trades freelancer, strictly hourly, wearing every hat, and after childcare she was making almost nothing. One year she looked at her taxes and saw $18,000. That was the wake-up call.

In this student spotlight, Brittney shares the exact pivot that took her from $18K a year to over six figures as a freelance ad manager, all while moving across the country, homeschooling three energetic boys, and living in temporary housing. This is proof of what's possible when you stop doing everything for everyone and go all in on the right thing.

In this episode, you'll learn:

  • Why being a jack of all trades is quietly keeping you stuck at low income
  • The exact moment Brittney decided to go all in on Meta ads (and why she waited too long to fully pivot)
  • How to reach back out to past clients when you change your services
  • The strategist trifecta: three package types that grow your revenue without more retainer clients
  • How Brittney structures her VIP days into two simple sessions
  • The two-or-three-needle-movers daily habit that protects her time
  • Why working nights and weekends is not the problem (and when it actually is)
  • The Voxer stat that shocked Brandi: members who vox weekly all doubled their business or more

Mentioned in this episode:

Ready to scale past $10K months?

If you're ready to be in the room with women like Brittney, with real community and one-on-one Voxer support behind you, head to thestrategistsociety.com and apply. We'll jump on a call and see if it's a fit.

Loved this episode?

Share it with one friend who needs to hear it, and tag @brandimowles so I can see it.

Now go do the dang thing.


Follow the Podcast: https://podcasts.apple.com/us/podcast/serve-scale-soar/id1477998650

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Follow Brandi on Facebook: https://www.facebook.com/Brandiandcompany

Brittney Roberts Spotlight

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Brandi: [00:00:00] Hello, hello, hello Serve Scale Soar. Oh, my goodness, I am so excited 'cause this episode is one of y'all's favorite. It is student spotlight. And today I cannot wait for you to meet Brittany Roberts, who is one of our Strategist Society members.


She's been also a Conversions for Clients member, certified in Strategist Society. So she's done the whole dang thing, and we're gonna jump into her story today. So Brittany, tell my audience who you are as a person and a little bit about your business.


Brittney : Yeah. Thanks for having me on today, Brandi. I am a wife, I'm a mom. I have three energetic boys, like ages six to 11. I'm a home school mom. I'm a coach's wife, which has its own just complexities, and it's a lot of fun. But the my job is, needs to be really flexible for the different moves that we've done and just our different, our l- our life is always changing, so I always have to have something [00:01:00] that kinda can fit in with that lifestyle. 


Brandi: I love it. And what services, what packages, who do you serve? 


Brittney : I serve s- some different businesses. I serve e-commerce businesses mainly, and online coaches and course creators.


Brandi: Okay. I love this. So you've been in all my programs, and you've been with me for a while, but let's take our listeners back to before you joined Strategist Society. What did your business look like? What were you charging? How much were you making per month? Tell us all of the juicy details. 


Brittney : Yes. I have been in freelance marketing and having my own business since 2010, so it has been a long time.


And for the longest, even when I was working full time, I mainly was contracting for companies that I had worked with full time or referrals from those companies, and I was strictly hourly. And I hated raising my prices. I had the same clients for years and years and years, and I [00:02:00] was just working all night for very little, very little pay.


And it was great, but I felt like I was doing all the things. I was wearing so many hats for mainly one or two clients, and... But I was invested, and I was, I felt like I was part of the team, and I really was. But when I look back at what my family needed from me, and just as time went on, it just wasn't quite working anymore.


Brandi: And so tell me what type of services. Were you just running ads? Yeah. Were you doing VA work? What were you doing for all those clients? 


Brittney : Yeah. I was doing a lot of different things over the years. I was building websites. I was doing email marketing. I was doing graphic design. So I did some over the years.


I did some ads, but that was a long time ago. Some social media. I was doing, landing pages. I was doing some marketing, but really it was all, it was all very surface level. Because I was doing so many things, I just felt like I [00:03:00] was a jack of all trades, and really I didn't have any special skills or expertise because I, I felt like I was always doing everything, always putting out fires.


If anyone needed anything, they were always coming to me, and I just really wasn't able to be proactive and learn and really have a skill that I could charge higher prices for to scale my business. 


Brandi: So when was that moment that you were like... How did you learn about ads? What was that moment where you're like, "You know what?


I'm gonna pivot from doing everything to go all in on ads"? 


Brittney : Yeah. It wasn't something that I just stopped cold turkey doing my other freelance businesses. It did eventually, thanks to Brandi and her encouragement. But, I w- was helping a family friend who had taken over their family business. They're in the car product space, so they sell car polish.


And I was helping him, and I was really like, "Okay, let's get into Facebook and Instagram ads." We were both thinking that those would do [00:04:00] well for him. And I was, a lot of time over the years, I just was self-taught. I'd look up YouTube videos. I would try to learn from other free things that people were giving, whether it was courses or eBooks.


But I was really at a spot in my life where I was like, "You know what? I want to do this. I really like it." I was in deep enough to where I could, I was helping, but I could see that I still needed more official training and help and learning from other people. So I was I was learn- or I was searching for someone like, "Okay, I need a course.


I need something to really dive in and learn this expertise." And at the same time I looked... I was doing my taxes from, what would that have been? 2022 and I earned $18,000 that year as a freelance marketing expert and... But I felt like I was working all the time and by the time I was doing chi- hiring childcare I, I made [00:05:00] nothing.


I was probably in the negative really when I looked into it. I figured out that, you know what? I really like Meta ads and I wanna go all in on this and that's when I found your Serve Scale Soar podcast. And probably within the next 30 days you were launching Conversions for Clients and I think I, I messaged you in the DMs and I was like, "Hey, what's this all about?


Can I sign up early?" I was ready to hit the ground running and you're like, "Pump the brakes a little bit, this, it, it opens in a couple weeks." And so I was probably one of the first to sign up when those, when those doors opened. 


Brandi: Oh, my goodness. So what a full circle moment. You found me on the podcast and now here we are back and you're on the podcast which is really cool.


So okay, so then you start, you were in Conversions for Clients. What did that look like? Did you start landing clients as ads? Did it still take time? What was your experience with that? 


Brittney : Yeah. I was trying to do both. I was still trying to keep my hourly clients and [00:06:00] get new clients and it was working.


I was, still... I, I should have taken your advice sooner and... But I, I get invested in my clients and so I was really trying to do both and it wasn't until I finally said, "Hey," to my past clients "Hey, I can't, I can't keep doing..." Some were project-based so that was a little easier when they came back for another project I was able to say, "Hey, I've pivoted my businesses.


These are now the services that I offer." So I was able to reach back out to those clients. A couple of those clients hired me. With Strategist Society I was able to get on the directory so I got a few clients there and then from there I've just been able to get some referrals from, Current clients and just businesses that I've done a few other tasks and projects for in the past.


Brandi: Okay. So before we were doing everything for everyone, then you started going in on ads. We still had ad clients [00:07:00] and- 


... 


Brandi: Like the VA type work clients. And then now we're at a completely different time in your business. You've joined Strategist Society. What did 2025 look like for you now that we've wrapped that up?


Brittney : It was, it was really awesome because I was able to... I really feel like I'm an expert in the field, right? Versus just really trying to figure out everything as I go. I felt like when I was even doing tasks before that I was always researching and always having to find... And not saying that ads don't ebb and flow when you keep up on the trends and what's going on, but I my confidence in what I'm doing now and being, really niching down on my services and a few services.


You helped me do that as well in your different training is okay, these are the three different services I offer, and really if, if they're not ready for that, clients, then, that's okay. I'm not always trying to bend and adjust my services to fit other clients. It's, "Hey, this is what I offer, and if you're willing to pay, [00:08:00] great.


But if not, maybe they'll come back another time." And they have. A couple have circled back around when they're ready. 


Brandi: I love that. So let's talk about real numbers. You told us that you were at 18,000. Now what did we wrap up 2025 with? 


Brittney : 2025 I made just over six figures and that is, that is with this last...


So I was really ramping up my business while my three kids were in school, but this last year really took a turn, like personal in my family. We moved across the country, my husband got a new job, we started homeschooling. So I was able to maintain and even grow with a few more clients with all of those life and personal adjustments and still, I had a goal of making 60,000, and I crushed that, made just over six figures, and still was able to work probably about 25 hours a week. Some a little bit more and some quite a bit less during those transitions 


Brandi: [00:09:00] Okay, so I love this. So we went from serving everyone, working all the time, making 18,000, to now being able to homeschool our kids, move across country, make over six figures working less than 25 hours a week.


That is beautiful. And, it hasn't come without challenges. So let's talk about that. Picking up your family and moving, and I'm like the queen of moving my family, so I know all the challenges that go with that. But also now you're taking on homeschooling. And so how have you adjusted your schedule, or what things have helped you be able to, still run your business and be able to be there for your husband since he is a basketball coach and travels a lot, and be there to be able to homeschool your kids?


Brittney : I haven't perfected it. Honestly, like with homeschool and, we're currently in temporary housing it, it still changes, but I'm able to make those changes and adjustments, and I have so much flexibility because of the job. I make sure I do calls certain [00:10:00] times of the week when I know, kids are gonna be independently working on their own work.


They could go in their rooms for room time. And, some nights I'm up working, but really that's all based off of my own schedule because we're either traveling with my husband's team we're doing homeschool things during the day, and it's just, it's really neat how I can... I, I'm my own boss, right?


I could just figure out when those times fit into my daily schedule. So I really enjoy time blocking those and just setting, specific times for not only myself, but my kids also. So I have those, those blocks of time to, to get stuff done. 


Brandi: And I think that's the thing, is like sometimes there's the stigma around working at night and weekends, but I think that stigma comes with not realizing "Okay, but if I'm working at night and not during the day- And that's how it fits my schedule, then that's fine.


Like us, a lot of times Thursday is my busy work day. I'm on calls all day [00:11:00] long. But that usually means that Riley doesn't get my homeschooling that I do with her on Thursdays. It gets done on Saturdays. And we have learned that's okay. We homeschool, so we're not in a traditional school setting, and I run my own business, so I'm not at a 9:00 to 5:00, so I can decide when I work.


I think the stigma around nights and weekends comes when we're working all the time. But with you if you need to be with your kids during the day and you work a few hours at night, that's okay, 'cause we're still not working 40 hours a week. We're working 25. 


Brittney : And I come alive at night.


That's where I... i'm a night owl- Yeah ... so I'm able to and that's my jam. I make sure everything's wrapped up from the day. Sometimes my husband's on the road, so really I have a lot of free time at night to get that done once my, my kiddos are in bed. 


Brandi: And I love that. When Austin was working full time, he was in a restaurant, he worked a lot of nights.


And so for me, it wasn't like, I didn't wanna sit there and just watch TV. If that's when I could work, and so I could be [00:12:00] present during the day, that's what I would do. And so I think removing that stigma that we can't work at night, no, if that fits your lifestyle, that's fine. But let's make sure we're not working at night 'cause we're working 40 hours, because there's no reason why I believe that you need to work 40 hours to hit six figures.


We don't even... I don't even work 40 hours a week to hit a million dollars. So I think that's what's so beautiful about the online space is when we have a solid foundation and systems in place, and we're very good with our time, then no matter your situation, you can still make six figures working less than 25 hours a week.


Brittney : And one other thing that has really helped too is really just shortening my to-do list each day. Brandi, I think you said this either on a podcast or one of our trainings in Strategist Society. But really just picking two or three things to get done every day that is gonna move your needle in your business, and all the other things are just kinda, okay, if you could get those done, great.


Move those to the next day. But what are two or three things today that you're gonna feel successful getting things done, [00:13:00] you're gonna feel productive? I got stuff done today, so I'm just focused on those two to three things that are really business-oriented and yeah, go from there. 


Brandi: Yeah, my to-do list never, like my top three list never has more than three things on it, and then anything under that is just okay, if we get this done, great, but I'm not worried about it.


I don't stress if it doesn't get done. But if the top three don't get done, then that's something that I need to look at and reflect on why they're not happening. So I love that you're doing that. Okay, so you're in Strategist Society. You've been with us. You've resigned. You're a returner which means clearly we're helping you get results.


So out of all the resources and everything that you have at your disposal in Strategist Society, what do you think's been the one or two things that's made the biggest impact in your business? 


Brittney : Hmm. I would say, the community is huge. So as moms, as freelancers, w- we're, we're in our heads, right?


We're, we're thinking, "What should I be doing different? How can I adjust this?" But not only the [00:14:00] just the camaraderie of people and being able to network on what services are you providing, what's working for you, but it's really motivating to meet weekly, have whether it's Q&A calls or a training that you're doing that week.


It's, it's motivating, but it's also... the community, I can't even say enough about it. Just being around like-minded moms who have similar goals. Yet we're all different at the same time, but we all... each person has their own story, their own life and what they're working towards, but it's really fueling and motivating to be around similar people who are just doing the dang thing and out there to, to grow their businesses.


Most of us are moms that are figuring out what works for them and how you're taking, again, just the, the time that you have to really grow your business.


Brandi: Yes, and the community is huge.


I think especially as moms, we're in a lot of different groups. I don't know about you, but [00:15:00] I'm, like, in a lot of different Facebook groups and stuff, and I don't know what it is, but mom groups tend to be, like, toxic, in my opinion. I'm like, "Holy bananas, you people are so mean to each other." And maybe I'm just not in the right groups.


But then when you get a bunch of moms who are like-minded, and usually we're not around other moms who are doing six figures, and running a business, and being moms, and having a household to take care of, it's a different level of conversations. It's a different level of, "Hey, what are you doing?" It's not a toxic environment.


It's a really positive, uplifting... Even if you're not at that six figure mark, you're gonna get there because everyone's rising you up with them. 


Brittney : Yeah, it's true. Because, I am in a lot of different spaces, right? I'm in some groups with coaches' wives, I'm in some groups with homeschool moms, and a lot of those moms are just in different either phases or different situations where I remember moms saying "You, you take all your kids to the grocery store?[00:16:00] 


You put your kids to bed, each night?" And I'm like, "Yes. That's, that's what I do, and that's... And I run a business, and I do all these things." It's like, "How do you get all these things done?" And it's you really have to just prioritize. And again, the community, just to hear how other moms are doing it, and from you, the one-on-one, Brandi, you're so good at just really seeing the big picture and being like, "All right, here we go.


We're gonna break it down. This is what you need to focus on right now. This is how you're gonna grow." And it just has really, really moved the needle for me. 


Brandi: Okay, so let's talk about that, 'cause when you say one-on-one, you're talking about Voxer access to me. That is one-on-one. And a lot of people get in their head and think that because it's on Voxer, or if you're unfamiliar with Voxer, it's a walkie-talkie app, and they think because we're not jumping on an hour-long Zoom call together, that there's no way that we can get results on a Voxer conversation.


What would you say to that? Have you enjoyed the Voxer, and have you got results? 


Brittney : Oh, yes. So in my opinion, [00:17:00] it's 10 times better than jumping on a weekly or monthly hour Zoom call, because those things, what? You're, you're writing down all these questions that you wanna ask. And it builds up, and some of those things you need quicker responses than waiting a week or two for, your advice or what you would do.


And instead it's okay, I can vox you. You have your hours or days that you respond on Voxer, but I could vox you any time that's on my mind. You respond, and it's, it's perfect for mom time. It's I can Voxer you for 30 seconds, and then I can take a break, and then I could do it again, and it's, it's really, it's way more in real time than a Zoom call.


Brandi: I agree. I was skeptical at first about the Voxer, and now we can directly see a trend, 'cause we track y'all. The people who vox me once a month, or I'm sorry, once a week, the people who vox me once a week, all of you 2X'd your business last year or more. 


Brittney : Mm. 


Brandi: Which is insane to think about, [00:18:00] and it's because you're able to make decisions quicker.


As women, I think we have a tendency to sit around and stew on stuff. 


But when you're, you have someone in your ear that's "Just do it. Go do it, and then come back and tell me you did it," you move quicker. 


And okay, so the community Voxer, that's ... We went from 18,000 to now over six figures.


So tell me, what are you most excited about in your business right now? 


Brittney : I am really excited about really being able to fine-tune my work hours being able to really spend time with my kids and grow my business and really focus more on champagne clients is what you like to say, and the type of clients in my messaging has really adjusted to not necessarily businesses.


I love helping businesses more on my VIP days on, where I spend four hours of intensive work really helping whether that's local businesses or business ge- getting started. But my package that is done for you ads monthly, really focusing on those [00:19:00] clients who they just need fuel poured on their fire, the offers that are already working.


I love coming alongside just business owners. I love the relationships. I love seeing them grow. I'm more someone who wants to be on the back end of things. I don't like to, be in the limelight, and that's really I'm able to come alongside, partner with these businesses, and really see them grow.


And to have maybe less clients but more of those clients that I'm able to dig in, develop strategy, and have those higher price point clients is what I'm really looking forward to. 


Brandi: I love that. So you've brought up the strategist trifecta a few different times on this without saying "It's the strategist trifecta."


So I wanna break this down for everyone. Inside of the Strategist Society, we teach the strategist trifecta, which means that there's three different types of packages that can really increase your revenue without adding a lot more retainer clients. One is your retainer. That's how we get our floor.


That's how we build stability in our [00:20:00] business. Then we have these VIP day done with you offers, which are project-based. They can either be a few hours or a few weeks. And then we have consulting packages. It doesn't mean everyone has to have all three, but if you can implement one or two of these, then you can grow your revenue much faster without taking on as many hours.


So Brittany, you're offering retainer, and then that middle package, which is the VIP days, the intensives, or the done with you. And you've been doing these 90-day roadmaps. So can you tell us what does that look like? 


Brittney : So as far as a business go, what it looks like, I have my monthly retainers, and then I'm able to fill in the gaps.


Some months are busier than others. Sometimes my husband's in season, and we're traveling more, and we're doing this. So actually, the VIP days fit really well into those, because they're... I'm able to spend, a day or two with clients and really do those intensives. But yet I don't have the constant hourly or weekly, monthly projects and strategy with my [00:21:00] ongoing clients.


But those VIP days, what they look like, is I will spend... Everyone likes to do the bigger package, which is four hours, which I don't blame them. So we get more time together. What... I can cater them to different businesses, but what businesses have really been liking lately is the first day, we split it into two different days.


So we do two hours, and then either a week or two weeks later, we'll meet and do another two hours. And the first time, we'll get into their ad account, we'll audit it we will really see what's working, and plan out the ads for the next time. Okay, these ads are working. What... Kinda dissect what's working or what's not working.


They will create the ads for the next two hours. And then those two hours, the second session, we really implement it, and we put it together in their ads manager, and we have those ads launched by the time we're done meeting on that second session 


Brandi: And I love this because then you get those people who aren't really ready for someone else to be running their ads, [00:22:00] because we all have those calls with people who they don't necess- their campaigns are so easy.


They don't necessarily need to pay us to go ongoing management. Instead of just losing that, you have a place where they can plug you, get plugged in with you, but then that builds trust. Because sometimes these people just don't wanna do a three-month contract 'cause they have been burned before, or they feel like they can do it.


But then once you do it for them, it builds this bridge where then it's hey, once they're to a point where they can hire you, of course they're gonna go to you because you've already built that relationship. 


So I love that you're offering that, Brandi, and that that is part of yours.


You're not just relying on retainer clients. We're also adding in this other trifecta into it so you can fill those gaps. Okay, so this has been so good, but I know there are people who are listening who are like, "You know what? I wanna be in a room with Brittney I wanna be hanging out with these women who are doing six figures, but I don't know if I'm ready.


I don't know if I'm cut out for this," or if it's [00:23:00] the financial or whatever it is. What would you say to those people who have been thinking about Strategist Society and they just are on the fence? 


Brittney : I would say if, if you're ready to dive into your business and you really wanna grow it it is the place for you.


You will get... As long as you're willing to commit to showing up and to really learning and growing from other people, your... the investment that you put into it is going to pay for itself tenfold. Whether it's, revenue-wise, I guarantee you it will if you're willing to really implement and, and to show up, but even from the, like I said, the support and the community, it just makes working in your business that much better because you have that support system to work with.


So emotionally it's, it's gonna pay for itself as well. 


Brandi: And I think that's the thing. A lot of people don't understand the power of community. I'm also someone who's I don't want community. I just..." And then I f- go [00:24:00] into programs. I also have a coach. I'm in a coaching program, and once I'm in there, I'm like, "Oh, you know what?


This community's actually pretty awesome." And I think a lot of times people get in their head, especially introverts, and they're like, "I don't need community to be successful." But what I've always found is people may come because they want one-on-one with me, but then they get in and they're like, "The community is magical."


And a lot of people don't realize how much that can actually hold you accountable and move your business forward. 


Brittney : I'd say it's the biggest catalyst in my business that I've, I've had. It really it really has jump-started just where, where I am today, and I, I'm excited about the future and just the relationships.


And more people are joining, which is also fun, and you just get to learn from, so many different women who have already been doing this, but also maybe they're in a different niche or maybe they're in your same niche, and it's so supportive. It's... I know you could get in some of these groups that are, like you were saying earlier, maybe it's a mom group and it's catty.


We are so [00:25:00] supportive of each other and cheer each other on, and there's no sense of jealousy or competition at all. 


Brandi: I love that.


Okay, so Brittany, I have one final question for you, and I've been changing these up for everyone. So tell me, what is your favorite business book? 


Brittney : My favorite business book, I've read a lot of great ones over the years, but the one that sticks out to me when I'm thinking back is probably one by Ryan Holiday, Trust Me, I'm Lying.


And it really just made me think about marketing differently. Don't do what everybody else is doing. Really, it's almost like stopping the scroll, right? You need to do something different to get people's attention and that really just set a new, like growth mindset within me.


And what success looks like to me over the next year is really growing my business, but really just taking the, the time for my family as well. The, the, the balance of both is growing my business, really setting in- the time for my [00:26:00] family, being able to travel, being able to enjoy those time... Like I said, my kids are 6 to 11 years old.


I really wanna enjoy this time with them, with the time that I have homeschooling, with the time with my husband, and this is such a great business to be able to do both that I, I'm really excited where my business is gonna be going. 


Brandi: Thank you so much, Brittany. I know this episode's gonna inspire so many women to take action and do the dang thing.


And so thank you for sharing your story so openly and honestly, sharing with us about your packages and how your business has transformed. So thank you, thank you, thank you for being on the episode. 


Brittney : Thanks, Brandi, for having me


Brandi: Oh my goodness, y'all, Brittany's story.


How many of you can see the possibilities that are available to you? Brittany had to move her family across the country. Her husband is a basketball coach, always traveling. She's homeschooling her kids, living in temporary housing, and still able to go from 18,000 a year to over six [00:27:00] figures. Y'all, if you don't take anything away from this episode, I want you to see what is possible when you really go all in on something.


And I don't mean 40 hours a week all in. Brittany was very strategic with what she did with the time she had, and she made it work for her. And so I hope y'all are inspired, no matter if you're just getting started or you've been doing this for years. And if you are someone who's like, "I want to be in the room with other Brittanys and Brittany herself," head to thestrategistsociety.com.


Apply for a spot. We'll jump on a call. We'll see if it's a good fit. And if it is, I'll share more details of what it looks like to work with us inside Strategist Society. But if you're just getting started, you don't have any clients yet, the first place to start is where Brittany started, and that was in Conversions for Clients.


And so You can head to conversionsforclients.com to learn more about how to start your business as a freelance ad manager and how to run ads for [00:28:00] clients. And so no matter if you're just getting started or you're ready to scale, we have a place for you.


And until next week, y'all, go out, serve your clients, scale your business, and soar into the success you deserve