[00:00:00] Welcome to the Business Fondle, the Bold Business Podcast for entrepreneurs and business owners hosted by Peta Serras the Professional Babe. So why don't you pour yourself a drink and slip into something a little more comfortable and I'll get your business going.

[00:00:17] Peta: Okay, so if you have been wondering, I wonder what Peta thinks are like six vital things that I need to like know or do to be a better business owner or entrepreneur. You are in luck because that is actually what we're covering in this episode. So I felt inspired to record this because I'm kind of going through like a lot of life changes at the moment.

[00:00:41] Super fun announcement. I'm in the process of buying my first home. Now don't you love when. The universe will throw like a spanner in the works and they're like, I knew you're excited, bitch, but let's just throw you like a little challenge along the way. And, um, I've also [00:01:00] been issued a notice to vacate where I'm living.

[00:01:02] So I'm trying to like frantically set for properties. Um, find, find like a rental. And then do all of this with everything that's going on with our wonderful property market at the moment and run my business. Um, and I've had a few comments from people saying, if I were you, I would be sitting rocking in a corner.

[00:01:23] Why? Why are you not that stressed? The first thing I'm gonna say is practice. And then the second thing that I'm gonna say is I. Everything that I'm gonna tell you about today is something that I have noticed as I've gone along my entrepreneurial journey, the J word, and what has made me a better business owner, a better entrepreneur, and then working with clients and seeing people online.

[00:01:54] And I think that they have all of these, these key, um, like traits or, [00:02:00] or ways that they show up and things that they do in common. Alright, so the first thing is do not make your pricing plans based on you being full. That is the biggest like way to just stuff your mojo. And it is for a couple of reasons.

[00:02:19] You know, if you are someone that loves to. Like, support your nervous system and if you are someone that just loves to feel at ease and not stressed and not, you know, when there is the tiniest little like blip of a hiccup that you wanna just chuck a tanty and throw the towel in. Like, if you, if you are that person, you are going to feel so much more settled in your business.

[00:02:47] If you price yourself on say, being 60% full or 70% full. And what I mean by that is so many of us, like if we look in course land for a moment, so many [00:03:00] of us will think, okay, sweet, if I release this course, And I wanna sell 10 of them and I'm gonna make a thou like, would I be 

[00:03:10] happy 

[00:03:10] Peta: to make $10,000? Yes.

[00:03:11] Awesome. They're like a thousand bucks then. And you know, in my earlier, early, like my baby years of entrepreneurship, when my brain wasn't actually fully developed, I would go into that thinking, sweet, that's not mine. Not thinking about obviously the G S T and the tax that was involved in that and then the, the running costs and all my business outgoings and I would think that that was mine.

[00:03:34] And what I would do when I would go into creating this plan, I would actually put a ceiling on how things could look. And I would be like, all I need is 10. All I need is 10. Not realizing that, you know what, you probably could go for 20. Or also not realizing that, am I prepared to. Have nine and be really unhappy and feel like that.

[00:03:56] I'm say losing money. Compared [00:04:00] to adding an extra $500 on the end of that. So rather than the program being a thousand bucks, it's now $1,500. And if I get eight or nine, I'm still so much better off than this pricing based on being full. Okay? So whenever I go into program creation, . So when we created Business Bang, I drew up a spreadsheet and what I did was I had the prices at the top of what I thought that I was gonna charge.

[00:04:34] And then underneath that I wrote all the like running costs of the program. So I had factored in my time. I've even factored in my time. There's like a line on that spreadsheet, it's like keeping the group hot. And I know when I was showing someone at work, I'm like, what the hell is that? And I'm like, well, If you are running a group, anything, you have to like check that and answer questions and you'll have this like little, [00:05:00] the energetic tether to this group, even if you're not conscious of it.

[00:05:03] Because we all know that we think about like our business in the shower and when we're chopping vegetables, when we're doing that, we obviously can't be thinking about other things. So what I do is I add a dollar figure to everything and I factor it all in. I make sure that I'm accounting for tax and. G s t, of course, and I look at my break even number.

[00:05:26] So what I do is I try to find the number that, like if we were to cover my wage and everything else, and have like say a five or a 10% buffer in there just for things that could potentially go wrong. Because like anything in business, Something will go wrong. Um, what number do I need to get people in that program?

[00:05:50] You know, and let's pretend that I want 20, but that number is five. I can be really then strategic with how that launch looks. So I'm actually not publicly facing an [00:06:00] releasing this launch until I have my. Fifth person, and then I feel like I have all of this breathing space, and then I can show up and be creative with my launch because I know, okay, sweet.

[00:06:12] Here is what, um, the, like the figure that I need to meet all of my running costs and tax implications for my business. So, When we price ourselves on being full, we don't really do that. Um, and it, it is not taking into account as well that we are a human, running a business with other humans. And with that, Life is happening around it.

[00:06:41] So, you know, I can look at my example at the moment and the fact that I'm gonna have to move house. I go into state next week. I am still searching for properties, I'm still working. Now my work capacity is nowhere near. It's nowhere near going to be. If I had a really easy week and the [00:07:00] sun was out and I'm ovulating and I'm just feeling really inspired and I can easily chuck out like 40 hours of quality work, you know, my time is limited.

[00:07:09] So if I price and make plans in my business based on me being full, you can see where I now would be running at a loss. Where if I have, say this, um, Method of making sure that. 50%. Like if we're 50% capacity, that I'm still sweet, I'm still getting paid and my business can run. You can see now how you are gonna show up very differently to your business because you are going to have that spaciousness and absolutely not stress.

[00:07:44] One of my friends, she had a big. Like a cake business. They made like wedding cakes, um, cake cakes for all occasions. And her whole thing was as soon as we are 70% full, I know that we need to put our prices up. [00:08:00] Um, and you know, she's like the get the aim is never to be a hundred percent full. So if there is one thing that you take away from this episode, look at your pricing.

[00:08:09] Look at your offers and ask yourself, am I getting disappointed with the end result? Because I am expecting a perfect outcome every single time. Because really when we price to be full, we are expecting that we are gonna hit our goals in business every time. And my friend, that doesn't always happen because business is essentially the greatest personal development experience.

[00:08:32] Okay. Now number two, you need to get comfortable with being very uncomfortable and learn to get gritty. So I think that there is this belief that in business you can do everything that you love and that you can. Show up and you can love every part of your business and if you don't love it, you can just pay someone to do it and you can up until a point.

[00:08:59] I actually popped up a [00:09:00] post on Instagram last night and I said, You know, only wanting to do things that you love in business is childish and it's not very CEO of you because children do things that they love, but adults take responsibilities and they follow through on plans, and they show up with a very different mentality to life.

[00:09:19] They have to think in the future. They have to think about the safety of themselves and others where, you know, for, for most children, They get to be kids. And I think we think in business, oh, I can do that. And I follow all these people that are like that. Well, remember sometimes marketing is marketing and will lead you to believe that business is done in a particular way.

[00:09:42] And behind the scenes it could look very different. But why we need to consider this is because I think one of the most important things is getting. Comfortable, like being tolerant with being very uncomfortable. And when we don't flex that muscle, [00:10:00] we then can't do very simple things. Like we look at our inbox that might have 40 emails and we're like, oh my God, it's so many, I don't wanna look at it.

[00:10:08] And we close it out. We start to shy away from things that aren't really a big deal, but we are making it out to be a big deal because we have not flexed that muscle. If you can. Focus on being uncomfortable and doing things that make you uncomfortable. You are going to be a better business owner. Why?

[00:10:29] Because no one wants to do it. Alright? We can look at this from. A perspective of money and tax. How many people do you really know that intricately understand how bas works, how a profit and loss works, what the whole workings of their business backend are. Now, some of you are gonna be like, I understand that.

[00:10:51] Well, if you are in the camp of, oh my God, this is my Achilles heel. Oh my gosh, same babe. This was something that always used to stuff me up in business. [00:11:00] When I had my studio, do you know that I was almost audited twice? Because I was just of the opinion that, well, I'm gonna hire an accountant and they're gonna figure out for me, and I don't like this and it doesn't feel good.

[00:11:13] And I should focus on my zone of genius, which is teaching Pilates. Like we've all heard this before, right? So I was told that I should do all of that and. Then I ended up almost getting audited because, you know, my accountant didn't really understand my business that well. So everything that I had done was categorized in a very weird way.

[00:11:36] I didn't understand how, um, like how it looked to see a profit and, and loss. Um, and remember this was the days well before zero. I didn't understand any of this, so when he's showing me stuff, I didn't think, oh yeah, this actually doesn't look right. Then I ended up getting a letter from the tax office saying, Hey, your [00:12:00] deductions are way outside of the scope of what we normally pay for this.

[00:12:04] And I'm then looking at it thinking, oh yeah, that's actually not right. , why is all of this in this category? And I had to find out the hard way. By again, almost getting audited, not once, but twice for basically the same thing. And if we zoom out and look at that, that was purely from my lack of understanding.

[00:12:24] We can blame that on my accountant, all I like. But at the end of the day, this is my business. It is my business, and it is my responsibility. And I can't pass the blame to anyone but myself and my. Carelessness because I was just like, oh, well I don't wanna do it. And I think that there is this belief in business that you can just hand things that you don't wanna do to your va.

[00:12:50] And like your VA is some magical unicorn that is not gonna ever have a bad day. And that is always gonna show up perfectly. But you know, when we are working with people [00:13:00] in business, we have life that happens again. So. If you can just focus on being okay with being uncomfortable. Now, ways that I actually see this happen.

[00:13:14] Is people who will go to a Facebook group and will ask for questions or for, they'll ask for the outcome because they don't wanna get their hands dirty in the work. They don't wanna fall over. They don't wanna be uncomfortable. They don't wanna spend 15 minutes getting on Google. They want someone to do it 

[00:13:28] for 

[00:13:28] Peta: them, I believe.

[00:13:30] Bold, bold opinion on, um, Facebook groups. Make lazy entrepreneurs, you know, I love them. I think that they're amazing. But if you are using that, anytime you, you feel like that you are getting to this wall of, oh, I'm stuck. I don't know what to do, let me go and ask In a Facebook group, you are not flexing that muscle.

[00:13:48] You are not getting comfortable with being uncomfortable. And you are going to suffer as a business owner. So what you can do is you can go through your day, go through the [00:14:00] rest of your week, and really identify parts of your business where you feel uncomfortable, emotions come up, um, and ask yourself, what can I do to just move through this?

[00:14:13] Or how can I just be like, you know what, it's gonna suck for a little bit, but I'm going to do it anyway. What does that look like for you? If you wanna do more work on this? I am obsessed with Brooke Castillo from the Life Coach School podcast. She has so many episodes on this, and one of the biggest life-changing things that I have ever learned is that your life is going to be filled with about 50% negative emotion, and the sooner you can accept that, the happier you'll be.

[00:14:41] So I love that she is not this whole. Be happy and if you are not happy all the time, you're failing at life. She is realistic and also she is very, very successful. Um, I did touch on this a little bit in this point, but the third thing is to understand money and tax and profits. [00:15:00] This is something if we are selling anything, whatever it may be, if we have an e-commerce store, if we are a yoga teacher, if we have a studio, if we sell online courses, we need to understand money.

[00:15:13] We need to understand tax, we need to understand profit. And we need to understand it fast because you know, everyone wants to have a business that is growing and is scaling, but would you rather make these mistakes when you are doing 50,000 or a hundred thousand dollars a year, or would you rather make them when you're doing a million dollars a year?

[00:15:31] So, This can look like having good people in your corner that take the time to explain things that you understand. It can look like getting into your bank account and in Zero. So as a business we use zero basically every single day. Um, I probably look at zero. Usually once a week at the moment because we've got, um, do you like how I say we, it's like me in the [00:16:00] business,

[00:16:01] Um, you know, I'm going for this mortgage. I need to just look at where my numbers are. I'm contacting my accountant. My, um, wonderful bookkeeper. Sharon works in my business for a variety of different things, but I usually speak to Sharon every single day and we're always looking at money and tax and profit.

[00:16:21] Now, one little mistake that I made and why I've never seemed to be able to get my tax right. I just could not get this right, was, you know, we have with tax, we have accruals and we have cash basis, and you know, bass is done on cash, but my tax was set up for accruals. So I'm thinking, how come I just am not putting enough tax away?

[00:16:45] This does not make any sense to me. Why am I getting these tax bills? I don't understand this. And you know, I went through this stage of just being like, oh, well I'm just dumb. I'm numbers dumb. And I'm thinking that's hilarious given your year [00:17:00] 12 maths teacher did tell you you should do a maths degree. I don't think your number's dumb.

[00:17:03] I just think that you need to work on understanding this. And you know, I probably had to work on. This for a bit, for the penny to fully drop and for me to also ask the right question and then keep looking at it, going onto Google, speaking with people, and then them being like, oh yeah, we're reporting on accruals.

[00:17:23] Okay. This makes actual so much sense to me now. And um, what that has done is moving forward as a business, we are not gonna offer super long payment plans anymore because I have to pay tax. On that whole amount. So if you're in GGE and you do a 12 month payment plan, I'm basically paying that tax on that 12 month payment plan, even if you've only paid one installment.

[00:17:50] If it just coincides with tax time and as a business that currently for us is a cost that I just don't wanna wear, um, as we grow in business and [00:18:00] we have a lot more money coming in. Sure. But you know, we're at a point where I'm just not willing to. Um, wear that. So, you know, understanding this can also influence your entire business strategy, how you show up and how you price.

[00:18:18] Now I put profit in there as well because this is something that is, is so important. I work on this a lot with my clients, with Sharon. You know, if you are listening to this as well and you are like, oh my gosh, everything that you are saying just sounds so good. Like, you're probably established in business.

[00:18:35] But you're still like, I want to be a better business owner. I have my mastermind coming up audacious, where we get to work together privately. We've got our wonderful group calls, and then we also have our money work with Sharon as well. And the whole thing is it is designed to give you a better business, a better run business and make you a better entrepreneur.

[00:18:58] So if you want any [00:19:00] details on that, I will. Pop that below. We can have a quick call beforehand, but it is starting soon. The price is insane, just fyi. Um, it will not be that price next year. And of course I would love to do this with you. So, you know, if we look at. Profit. One of the curses of the sole trader who wants to have a big business is feeling like that.

[00:19:29] You know, we, we have our drawings when we're a sole trader, so we don't technically have a wage, is that we wanna take all the money out of the business because all the money is ours. And one of the best things that I did was pay myself a very, very, very, very conservative wage. Like not a lot of money at all.

[00:19:50] Have that being consistent and building up in my business Bank account. Um, some cash to pay [00:20:00] my expenses, but also have some profit as well. So if I wanted to pay myself a bonus, I could do that. If I wanted to invest in a fun course, I could do that as well. And that is something really important to understand.

[00:20:14] So if we go back to the first point of, you know, not pricing for being full. Something as well to consider is pricing for profit. So what I do when I actually will work out, okay, cool. What is like the, the viability factor of this offer is then I will also work out when do we hit profit? So as we're growing, what is our profit person?

[00:20:39] So, you know, when we look at business bang, let's just say for example, that my running costs for the program. Uh, um, my running costs for the program are covered at person five. Okay. But for me to earn profit, because remember, there's gonna be more time [00:21:00] when we have more people, so more of my time. My profit could only kick in at seven.

[00:21:06] So from there, when we hit person seven, we might make like a, a $10 profit or something. And then when we, when we add person eight, we could be like, oh, sweet. The profit now grows up to $3,000 and we should continue to see that grow. So going into a launch, running your business, it is just so imperative to know these numbers because I think otherwise we.

[00:21:29] Actually start to do this thing where we, we run our business by like pinning a tail on a donkey, where if you are like, what is that? You basically get blindfolded and you get given this little tail. I don't know if it's an Australian thing. You're given this little tail and there's like a donkey on the wall and they spin you around in a circle and then you go to pin the tail on the donkey's ass.

[00:21:48] Okay? If we don't understand this, We are essentially running our business like that. We're like, oh, I'm just aiming for this, like this big number that I kind of wanna hit, and I'm kind of like going around here and I don't really know what's [00:22:00] happening. You don't wanna run your business like that. That is a very childish way to run our business.

[00:22:04] And something as well to consider is that if you have customers, if you have staff, if you have contractors, we have a responsibility to those people. And I know some people are gonna be like, no, not for contractors. Remember babes, they're showing up for your business, your vision. They could work with other people.

[00:22:21] But they picked you as a client. So we do have a responsibility here and we have a responsibility to ensure that our business is run well because if it is not, that is when shit goes south very, very fast and we feel that we need to close this or get rid of it or sell it. Um, and we even find that the stress of it impacts how we show up in our day-to-day because we have really put our head in the sand about all of this stuff.

[00:22:51] All right. Now the fourth thing. Is macro dream micro execute. So what this looks [00:23:00] like, it is being visionary with the plan. So where are you going in the next 12 months? Where are you going in the next three years? What does it look like? Who are you working with? What are you selling? What is the dream ideal outcome?

[00:23:13] How does your day look? How does your business look? If we were to condense that and put that into a plan, what does this look like? And then the micro execution comes into how are you showing up every day and every week to ensure that that happens. Now, I find sometimes with people is that they're so visionary and then they do nothing with it.

[00:23:35] They have all the lists. They have all the plans. They know exactly what they wanna do, but they're not doing it. They're a little bit of a gun do. Or we have the people that don't make plans that are just so busy every single day. Oh my gosh, I'm so busy. Oh my gosh, I'm so busy. Oh, what are you working on?

[00:23:49] Oh my God. Just my business. But what, like, what are you actually working towards? Or we run the risk of being the person that. You know, if we look at the Eisenhower Matrix [00:24:00] that we are doing the urgent tasks, but not the important things. So urgent tasks could be emails coming through someone at work popping in for a conversation.

[00:24:10] Uh, social media notifications, important tasks are actually things that aren't urgent, but are very, very important to you. So, Developing that course, writing your book, doing your business development. There's shit that doesn't really tap you on the shoulder, but I can look at how a business is doing and tell straight away if they are constantly focusing on things that are urgent in their business and not making time for things that are important.

[00:24:41] So what I would recommend that you do, Is have a year long sexy plan. If you want help with this, I'll pop a link to a toolkit that I developed below. It's called Who Are You Becoming? And it is all about crafting an incredible 12 month plan. This is something that you could use, um, mid [00:25:00] financial year, or sorry, the start of the financial year.

[00:25:02] So where we are now, and then at the start of the calendar year. So even though we're doing this in 12 months, you could kind of go into that with, um, the 12 months in mind and then. Do it again every six months, especially if you have strong growth game, you'll feel like that you are continually growing.

[00:25:20] Okay? So having that vision will make you a better business owner. If you also think about, you know, this wonderful macro dream, this macro vision that you have, this big vision, you start to not care about the petty shit. Now I am a petty person. There is my shadow side. I am p I love petty things. I love to do petty things, but in business , we can't be like that and we can't focus on petty things or the small things because it will derail your vision.

[00:25:52] So what I mean by that is you getting a no or you getting just some not so great feedback. Of course, [00:26:00] do something with it, you know, sit with it. Action it, whatever it needs to be. But if you let that derail you, and this could look something as simple as going and telling every single person doing 15 Instagram stories, messaging, 10 people.

[00:26:16] Okay, we just need to get over it. Just get over it. And what we can do very simply is acknowledge it, sit with it, give it time. But then ask ourselves, am I if I sit with this? I just spend my whole day on it. Is this actually derailing what I want for my business? And if you say yes, amazing, just give yourself five, 10 minutes or however long you need.

[00:26:41] Try to not make it a whole day and just move through it. And what you will find is that if you always think, okay, sweet, I am always gonna come back to this big goal that I have. So maybe for you, you are wanting to do a half a million dollar year and you have just had someone [00:27:00] say no, or maybe you have seen someone, and this has happened to me before, and it literally, it hurts like a punch to the tip.

[00:27:07] You see someone and they've signed up with someone else's program. And you are like, shit, that actually really upsets me. We've been talking for ages. You know, rather than sitting with that and making your whole day about that and bringing everyone in, really just, you know, take some time and sit with it.

[00:27:25] Consider the big vision, your 500 K goal. And that's when we just move on. . We move on. Alright. Now the next point, if my phone would unlock is improve retention, improve customer relationships, and work on your customer lifetime value. So this is going to be. Business model dependent. There are gonna be some people who are out there that have like a, A one cost purchase.

[00:27:53] I'm just trying to think of an example of what that would be like. I dunno. A Therma mix or something like that. I don't know why a Thermomix came to mind. [00:28:00] I don't really cook and I know the Therma mix people are gonna be like, well, the Therma mix cooks for you. I, I know exactly what you were thinking there, , but you know, there are gonna be some people that have a business model where it is gonna be more likely a one-time purchase compared to say, people who have the luxury of.

[00:28:18] Working in services or online business where we can have an ascension model and start. Someone can start with one thing and then go to the next thing, and then the next thing, and then the next thing. So if you have the model where you're like, well, it's a one-time purchase, doesn't really work for me. Go and make yourself a cup of coffee.

[00:28:40] But if you have the other, listen up and listen in. So, We need to work on improving our customer retention and our customer relationships. There is a really awesome stat, especially if you use Stripe called customer lifetime value. And this is the the amount of money that you can expect a customer to [00:29:00] spend with you in the lifetime of being in your business, and it is going to be.

[00:29:06] So much better for your business if you work on improving that. So I want you to think for a moment about the cost of lead generation. Now some of you will be doing paid lead gem, you know, it could be Facebook ads or whatever it is. Others will be like, well, I don't really pay. Everyone comes from Instagram.

[00:29:23] Okay? So, What I want you to think about then is it might not cost you in a monetary way, but it will cost you in a time way. So think about the time that it takes, the Insta stories, the posts, the back and forth, the dms, the discovery calls, how long that actually takes, and then the length of time of someone discovering you to someone becoming a customer.

[00:29:49] Okay? Think about that, and then think about how easy your next quarter would look or this quarter would look if all of your new clients weren't actually new [00:30:00] clients, but they were people that you worked with in the past that were like, Hey, I've had a really good experience with this offer. I wanna do this next thing that you're doing.

[00:30:07] And that you didn't have to like bust your like ring piece out on Instagram trying to get new people and get in front of new people in your business, um, to make your profit plans happen. Now, I'm not saying don't do lead gen businesses need to do lead gen. If there are two things we need to do, gosh, there should have been another point in here.

[00:30:25] You need to do lead generation and sales on a very regular basis. My favorite is daily. Sorry about that. There's a dog. You need to do that. Daily. So what, um, one of my favorite stats is if you increase, actually let me get this up. I know I'm gonna like butcher this somehow. And, um, not that we've had any negative feedback on the podcast, but you know what people are like when you'll get that, that quote unquote helpful email.

[00:30:54] Hot fact, improving customer retention can by 5%. So that's all you need. [00:31:00] 5% can drive profits up over 25%. So, you know, we have just done our end of financial year tax. Uh, we have also finished out the quarter. So if you have those statistics that are fresh in your brain, you know, I want you to think about what would a 25% increase in profit look like for you?

[00:31:21] How would that feel for you?

[00:31:24] So what I want you to think about is, you know, if you could just increase your customer retention by 5%, how would that look for your business and how can you do that? So for most of you, it's gonna look like having sales conversations. If you use email marketing, it could be looking at the segments of people who are already spending and you know, pitching them an offer.

[00:31:47] I think that you can be a little bit more hard selly with people that are already customers, especially if they've had a really good experience with your business. But this is something that you could easily, [00:32:00] you know, nut out a plan and then pop that into action by this afternoon. So looking at everyone that has given you money and then being really proactive with your reach outs.

[00:32:12] So that is almost our last point. Oh, leading into our last point, have a system for selling every single day. We need to make money every single day and we need to sell, and if we aren't selling, we will not be making any money. So we need to have some kind of formula of how this happens. Now, of course, I love email marketing, you know, I love email marketing.

[00:32:40] I have an email course. Give a good email. And this makes it really easy because you know, if I'm then focused on lead gen and getting in front of new people, then it means that those new people, those new leads, can go onto my list and they can be nurtured that way, and those emails will sell to them. So that is a really simple way.

[00:32:58] If you feel like that you [00:33:00] are constantly getting new leads, maybe your like reels pop off, or you are on TikTok, you know, having an automated system that way, that sells for you. But what this also looks like is talking about how people can work with you. Sharing behind the scenes of your work is not selling.

[00:33:20] Sharing a testimonial is not selling, sharing, you know, Like pretty branding is not selling. A controversial opinion is not selling. What we need to do is we need to. Actually physically sell. We need to have conversations about how the exchange of cash can happen so we can open our Instagram archive right now, look through stories and really be honest with yourself of how often am I selling?

[00:33:49] What does this look like in my business? And you know, it could be popping a pole up being like, let me know if you want details on this. Do you want a call? Do you want a curriculum, whatever that may be. And then being really proactive with [00:34:00] what happens next. It could have like a physical call to action of slide into my dms or book a call.

[00:34:06] Right here, or purchase this thing right now. It could be going and following people up or reaching out to the people that have purchased before and inviting them into that next step. But we should be having sales conversations every single day. Now, why do I say every single day, you know, You don't have to do that seven days a week.

[00:34:28] I'm not saying seven days a week, but if you have a business where you are working five days a week, you know, I want you to think about how that could look every single day of those five days. Now probably what will happen, I. Is, you know, you might have a day where you are just like balls deep in content creation and you don't sell.

[00:34:44] That's fine. You've got four days in the week. But the problem is if we have our sales day once a week and you don't hit it that week, guess what? We're waiting till the next week. Oh, that's right. I've got this thing on, I can't do it again today. I'll wait until next week. And then you wait again and all of a sudden, a month [00:35:00] has gone past and you haven't sold, and you are looking at your bank account with no one else to blame.

[00:35:05] But yourself. Oh, I know that hurt. But we need to sell. And if you are not where you want to be in business, You need to sell more. One thing, when I had the Pilates studio, I would sell on the phone. That just feels so bloody. Oh, I was gonna say, it feels so retro. I'm like, I guess people do it now. But you know, people would fill in this intake form online for some more information on our classes.

[00:35:29] They would leave sometimes a mess like a. A written message and their phone number and I would ring them up and I would be like, hi. Um, like, hi Sharon. It's Peter from Pilates Evolution. Now I'm just, uh, returning, um, oh, sorry. Oh my gosh. Can you tell, I haven't done this in like seven years. I'm just giving you a call about your, um, inquiry about signing Pilates.

[00:35:50] Do you have like 20 minutes to chat? They would say yes. They'd be like, Awesome. You know, so just, and I would get them talking and then I would talk about Pilates and then I [00:36:00] would invite, invite them in. So I would say, Awesome. I think what would be really good for you to start with is our new client package.

[00:36:07] What this consists of is a private lesson, so we get to work together. I can make your plan, I can look at how your body moves. It's a time where you can ask questions. No one else is there, so it will just be us. From there. You also get four semi-private, so that plan that we created in your private. We're going to action that out, working together, and you get four mat classes as well.

[00:36:28] Now what we find is that when people do this, that they are going to get a really good feel about how Pilates, you know, is working with their body. You'll start to feel better and see results, but most importantly, because we offer the two different types. You are going to determine what one is best for you and your body.

[00:36:49] Now it's $300 and I have space for your private lesson. Um, probably actually tomorrow at 10 o'clock if you're free. How does that sound, Sharon? I. And then [00:37:00] you're silent and you shut up, and you basically wait until they say, yes, that's great. And then you give them the details and then they come in and then they pay and it's that simple.

[00:37:09] I have probably had that conversation and it's a little bit rusty now. As I said, it's been quite a few years. I have probably had that conversation over 1500 times. Easy every single time. Now, something that Layla Hormo, I absolutely love Layla and Alex, they are incredible is she said that in sales conversations, chase the nos, wait for the nos, go and seek those nos.

[00:37:33] We are so preoccupied with finding yeses that if we're like, you know what? I wanna actually get five nos today. We are gonna be creative, we are gonna be risk taking with how we have these conversations as well. So that is one thing that we need to do moving forward, especially if you have big, big financial goals this year is sell every single day.

[00:37:57] So those six wonderful things again [00:38:00] are, we don't wanna make pricing plans based on being full, get comfortable with discomfort and learn to get gritty. Understand money, tax and profit, macro dream, micro execute. Improve customer retention and your customer lifetime value and have a system for selling every single day.

[00:38:19] If you, you know, understand those six concepts or do those six things, you are going to be a much better business owner and hot damn. If you do that in the next month and you make money, do you know the smartest thing that you should do with that money? I. Bloody work with me. Mm-hmm. , because you think about it, if I can change your life in a podcast episode and make you money with advice that is not even tailored to you, but it's a podcast episode, imagine what we can do.

[00:38:50] We, we actually look at your business and create your unique plan. So what you can do when you've got that cash slide into my dms, be like, you know what? I'm [00:39:00] ready to work with you. How can this look? If you can get your butt together and make this happen in the next two weeks, get your ass in audacious.

[00:39:08] Oh, and I love that program. I love that program so much. I love the name. I love the people. I love the outcome. We had one of our. Alumni make almost 600% ROI from her last audacious investment, and I just love it. I love cash. I love when clients make cash. That, for me is a love language. So I love you more than my clients making obscene amounts of money.

[00:39:36] I love you more than the pastry that I'm about to get. I am just feeling today, like my breakfast is gonna be some. Like fucking dark syrupy black coffee. Like fuck me up caffeine daddy. And I want some like flaky pastry where I'm gonna eat it. There's probably gonna be icing sugar. I always wear black.

[00:39:56] It's gonna be everywhere. Everyone's gonna be like, do you need head and shoulders? [00:40:00] You have a dan of problem? I'm like, no, it's my pastry. So I love you more than the first bite of that is gonna taste in my mouth. That is high. That is a whole lot of love. I don't even know how I contain that in my chest.

[00:40:13] It's probably why my tits are so big. Oh, and I love you more than my boobs. Anyway. Have the best day. Go fuck some shit up. Make some serious cash, and know that I love you and I will see you next time.

[00:40:26] If you're craving more, make sure to subscribe to my email list, which you can find at professionalbabe.com. And word on the street I give good email. Now go and take everything you've learned, get your hands dirty with it, and go and make some serious money.

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