Okay, so let’s get started. In this CEO corner, there’s going to be two parts to it. The first part is going to be me going through this slide deck, I want to share some wins from some clients that people have shared recently. I want to share some other things related to goal setting and mindset. Then after that, we’re going to dive into the monthly KPI chart. And if you have access to that right now, great, that means that you’ve already launched your evergreen webinar. If you don’t have access to that right now because maybe you’re still in the first phase building up your webinar, no problem, you’re still going to get a ton of value from today’s call.
So, let’s go ahead and get started with the very first part of this which is one of my favorites and that is, celebrating our scaler wins. I absolutely love seeing it when you guys are inside of the Facebook group and you are posting your big wins. I wanted to really give it up for our very own Tiffany. I know it says yesterday, but I cut out these slides a little bit ago. Anyway, her June goal that she set for herself was 16 enrollments, and the June sales that she actually ended up with was 24 enrollments. So, let’s give a big … Show me your happy emojis, show me the confetti emojis. I don’t know what you have going on over there. I’m not an emoji expert. My daughter is in love with emojis. So, let’s heart it up for Tiffany. She did an amazing job.
The reason why I wanted to share Tiffany’s story specifically, is because the very first week of June, things were actually not looking so good for Tiffany. Things weren’t looking so good. And the reason why I love sharing this win from Tiffany this month is because she was able to really turn this around for herself. I think for a lot of us, it can feel discouraging if maybe things aren’t going the way we would like, initially. We have the opportunity to either push through and keep going, or we can give up and I love that Tiffany was able to push through.
She started off the month of June, I was like, “Hey guys, what’s your June course goal?” She said, “Oh, my goal was 16.” So then I said, “Well, that’s about four courses sold per week, so how many have you sold so far this week?” And at this point, the first week was already more than halfway done and she was like, “None.” And then she said, “Yikes. I sold eight last month with the webinar funnel to my audience, and then two more trickled in.” So the month prior, which is in May, she was able to get about 10 sales and that was when she first put out her webinar. But she says, “Since then, crickets.”
Now, I know that we’ve all been in that place before. I have certainly been in that place, I know you guys have been in that place before to where you have a surge of sales, a surge of success and then all of a sudden things die down and you’re like, “What? What’s going on here? Should I be worried? Should I not be worried?” But the thing that I love about Tiffany and her response is she automatically went into analysis mode. She was like, “I’m going to dig in and figure out what I’ve been doing and what I haven’t been doing.” So she was like, “I’m restarting my podcast publishing next week.” She said, “I’ve been going live on Facebook at least twice a week,” great.
She said, “After watching Kim’s new Facebook ads tutorial in phase four, I’ve revamped my ads and I’ve turned them back on today. I’m on the verge of finally getting on Instagram and will commit to an accountability challenge with someone from here to do three lives per week. I’ve committed to come into this group every single week day.” She’s listing a lot of action items, but then she’s also saying, “It feels like I’m throwing spaghetti at the wall and I don’t really know. I’m just praying for something to stick.” So, my response to Tiffany was to pause.
The first thing I asked her was, “Okay, but before you launch a brand new account on Instagram, do you already have a lot of traction, or do you even have a presence on Facebook?” Because I know she mentioned that she was already starting to go live twice a week on Facebook. So she said yes, she already has 1,000 likes on her Facebook page and she gets about 200 to 500 engagements from organic traffic. So then I said, “Okay, so it seems to me that the best thing to do right now would be to build momentum with what’s already working as opposed to starting scratch somewhere new.”
This is the life lesson that I have to relearn for myself every single day. I don’t know if you guys can relate to that. Please let me know in the comments if you can relate to the feeling of jumping into something new if something isn’t working, as opposed to focusing on what is working and building momentum, building out the bridge, finishing up what is working, you want to jump into the new thing. Let me know in the comments if that’s you. You can say, “That’s me,” you can show me a little hand raised emoji. That is something that I think as entrepreneurs, as creative types, that’s something that we all really struggle with.
So I followed up because after I suggested that to Tiffany, I was like, “I don’t know, she might hate that idea.” She might just be like, “Caitlin, that’s terrible advice. I am never listening to you again.” So I checked in with her and I said, “What do you think about that?” Because Listen, I can offer all the advice in the world, but it’s up to you to take it, right? So then she said she was happy to do that, “I thought maybe I was copping out or making an excuse for not getting on Instagram when I should be. It’s totally fine and relieving to stick to one platform and try to go there.”
There is this famous … The guy that created Leadpages, the CEO of Leadpages, he has this famous phrase or whatever, which is basically stating, it basically says you need to focus on selling one product, with one traffic channel, to have one ideal customer, for one year, that is the fastest way to make $1 million. The fastest way to get to $1 million is to focus. One product, one avatar, one year, just really … One channel, so you’re not trying to all of a sudden be on Pinterest, and Instagram, and YouTube, and a podcast, and this, and that, and I have an Alexa show, and I’m all over, and I’m on Snapchat, and I’m on Tiktok.
You don’t want to do that because when we do that, we actually lose focus. It’s so powerful when you see a laser like one of those little lasers that you show your cats that you’re shining on the wall with your cats. The reason why a laser is effective is because it’s focused energy. It’s focused light, and that’s what we want you to do with your business.
Now, if you’re sitting here and you’re going to use that as an opportunity to be like “Well hold up, wait a minute, I sell more than one thing. Should I panic? Should I throw everything in the trash?” No, don’t do that. Do not do that. I am just merely sharing something that the CEO of Leadpages once said, and that really resonated with me, and that’s what I did to make my first million. I just went all in with one thing. I was like, “Okay, I have one core offer, it’s a 997 course. I’m just going to focus on selling that. I’m going to focus primarily on Facebook. That’s going to be my traffic channel and I’m going to do that for a whole year. I’m going to go all in for one year, and just really, really focus on it.”
Anyway, as a result of all of this, Tiffany ended up despite the fact that the first year of June, she was nowhere near on track to meet her goal. Despite all of that, she was able to not only meet it, but exceed it. And you can see here she commented, at the end it says, “I hit my June goal with a week and a half left. I regretted my goal a little bit because it felt a little bit too high and I had no idea how to get there,” but she ended up doing it, right? She ended up doing it. So, congrats to Tiffany.
Also, big congrats to Allana. The lovely Allana, she announces here that her June sales goal was 10 and her actual sales were 12. So, she actually sold 20% more courses than she intended to sell. So let’s heart it up for Allana, make sure you give her some congratulations in the comments. Make sure that you give her a little heart emoji, a little smiley face. I also want to congratulate Michelle. Michelle is our other June win. Her June sales goal was 10, and her actual sales as of June 26 were 11. She also was able to set that goal for herself and exceed the goal, so let’s give a big congrats to Michelle. Awesome job Michelle, I love it.
Let’s see what else. We also have Susanna. I’ll have to check in with her because I just want to make sure but as of June 22nd, she was one sale away from hitting her target. She set a target of 25 course sales in June. She set that goal, it felt like a stretch, she set it anyway and as of June 22nd, she was just one sale away. So, awesome job Susanna. Let’s give her some congratulations inside of the comments. I also want to give a good big congratulations to Heather. Heather had her very first made-money-while-sleeping sale. This is a big one. We have to give it up for Heather. This was the very first time that she woke up to a sale.
I don’t know if you have ever had that experience. I certainly remember the first time that happened to me. When that happened, it was almost like the universe cracked open and shined a light on me and was just like, “This is what’s possible for you.” I hope that when you see these celebrations and these people that are pushing through, that are sticking with it and they’re just absolutely nailing it, I hope that that serves as inspiration to you as well. We have another one from Pamela. She says her very first week of KPIs, which let’s just say that in and of …
Just honestly taking the time to go through the evergreen webinar launch and to then track your results, put them in a KPI chart, that alone is something that everyone needs a big round of applause for, that alone. It’s all about building these habits that are going to get you where you want to go. And over here, Pamela says, “Things went really well.” She had nearly $2,000, $1,925.95, do not forget the 95 cents, of income from just 25 clicks. Amazing, right? And of course, she’s already starting to think about the things that she wants to improve. She’s like, “Oh, but this part went wrong and so I want to fix this. Here’s what I’m going to do.” All that’s great, but let’s take a minute to first celebrate that win. I’m so proud of Pamela as well for recognizing that things went really well. Sometimes we don’t take the time to reflect, we always get focused on the next thing. That’s no good. We don’t want to do that.
We also have from Alison. This is another major Scaler win. He says, “I’m really happy with the initial numbers, the registration, the sign up, the email engagement. I just need to get way more people into the funnel.” So, another big win.
And we have Victoria, another big win. She also just like some of the others, just launched her evergreen webinar on a Monday, and she just got her very first sale, “$1,297 in the bank, and the person who bought had only been on my email list for two days.” Holy moly, it’s like a brand new person, complete stranger only on your list for two days. All of a sudden they’re like, “Here, help me transform my life.” Amazing, let’s give a big congrats to Victoria.
She says that her goal in launching the webinar for this time around was to get 100 webinar signups and one sale, and she already did it. So awesome, awesome, awesome, amazing.
Alison says, “That was my first high ticket sale without a sales call.” That is freaking huge. That is life-changing. Just knowing that that is possible is amazing, so great job. We also have Debbie. Debbie shares that her June stats are beyond what she truly thought was possible for her, and her previous … Well, I’m going to just say me because this is me reading. Okay, I’m putting on my Debbie hat, I’m Debbie.
“My June stats are beyond what I truly thought was possible for me, and my previous potential earnings ceiling for this part of my business was shattered.” Honestly, my eyes are getting a bit teary. I don’t know about you guys. That is huge. Just being able to see what is possible for yourself, being able to see that.
We can see in April she had 16 course sales. That was when she first launched the evergreen webinar funnel. In May, she had nine course sales, a bit of a dip, but she had a choice in that moment. Was she going to freak out and start making all of these fear based decisions? Not today. Debbie did not do that because as we can see in June, she actually sold 28 courses. Amazing. She went from 16, to nine, to 28, great job, Debbie. This is amazing.
What we can see over here, the other reason why I wanted to highlight Debbie’s is because if we look over here, look on to the right side of the page where she highlights, and I’m so glad that she highlighted this because it takes a lot of courage to admit that you’re feeling a little scared. She says she has a fear that’s running in the background. The fear that she has is she says, “I now have $6,700 worth of monthly expenses that I’m outsourcing.” Now, as your business grows, your expenses are going to increase.
You’re going to be outsourcing team members so that you can continue to grow. You’re going to be investing in other trainings, you’re going to be investing in software, you’re going to be investing in ad-spend, you’re going to be investing in trainings for your own team. You’re going to be doing all these things, so it’s totally normal to increase expenses over time. She says the fear that she has running in the background is that she now has $6,700 worth of monthly expenses and that’s about what her business was generating prior to scale.
And her fear, which is not fact, right? Fear, that’s emotion. But the fear that she has is, “What if everything goes to poop and I go broke, and I have all these expenses I’m on the hook for?” So common, so, so, so common. I can tell you right now, I clearly remember being on the phone with one of my friends towards that very first million dollar year that I had. It was in December. I was on the phone with one of my friends. I was talking to them and I was like, “Oh my god, you know what? Everything’s going to go to …” I literally talking as though it had already gone to poop, which it had not. If you look at my books it was like, holy moly, she’s generating over $100,000 a month, this is awesome.
But in my head I was like, “This is just not going to last, I already know it. I got to start planning for the worst.” Our mind is tricky. Our mind is very tricky. I don’t know if you’ve ever had the same experience of Debbie, where you’ve hit a major milestone and it’s immediately followed by an intense period of anxiety or fear. If that’s you, let me know in the comments. Say, “That’s me,” if that is you. If you can identify with having hit a major milestone, having a big success, doing something that you never previously thought possible. Something that like Debbie said, She’s like, “I made more money than I ever thought was possible.” Allison’s like, “I just made my first sale of this program without a sales call, oh my gosh.”
It’s very common when that happens … Emily says, “That’s me.” Alana says, “Yup, happened yesterday.” Alison says, “I have that same fear. My expenses are like 5K a month.” Alana says, “I was at the dentist and I got three new members in a day.” And Savannah, you’re totally right. self-sabotage, anxiety, you start to … All of a sudden your ego … Here’s what’s happening, your ego is trying to protect you because your ego wants to protect you from possible failure. “Oh my gosh, you might fail, you might be ashamed. Oh my gosh, you might make a mistake and be embarrassed.”
Our ego wants to protect us from that. So, we have to constantly check in with ourselves and make sure that we are not doing that … We’re not engaging in that level of self-sabotage. We might start to all of a sudden, we might find ourselves picking a fight with our partner, or picking a fight with someone on our team, or complaining about something that is not actually a problem. This is all going into self-sabotage. If those things are happening, that’s self-sabotage, and it happens so frequently for high performers that there’s even a name for it because everyone goes through it, especially high performers because they’re constantly getting to the next, and the next, and the next.
It’s called Reaching your Upper Limit, and let me know in the comments if you have ever read this book. My first million dollar year, this book was under my pillow. I read it probably four or five times that year. I just kept rereading it. As my business was growing, I had to make sure that I was managing my emotions. And when we think about in Scale, what do we spend the most … After our evergreen webinar is up and running, that’s just the beginning. That is just the beginning. We got a long time before we hit that goal that we want to get to, whether it’s a $1 million goal, whether it’s 100K goal. Whatever your goal may be, we got a long road.
And one of the biggest things that we need to do as we work towards that goal, is to make sure that we’re managing our emotions. And if it’s been a while since you read this book, read it again. Oh my gosh, Allison, you started it, you didn’t finish it, go read it. You have to read it. This is just taken from the summary, I underlined some important parts. This one says, good fortune is often followed by negative emotions that overtake us and result in destructive behaviors. It’s not the good thing that caused the bad thing, it’s our emotions that got in the way. We have something good happen, and all of a sudden that triggers in us some kind of negative emotion which causes us to take fear based actions. And fear based actions lead to fear based results. We do not want to do that.
The other little tidbit that I pulled out, Gay Hendricks, that’s the author, he calls it the upper limit, which is a negative emotional reaction that occurs when anything positive enters our lives, anything positive. This could be a new relationship. It could be hiring a new coach. It could be hiring a new team member. It could be finally working with that great client that you’ve been wanting to work for for so long, right? When something positive like that happens, what happens is the upper limit problem, it prevents our happiness and it actually stops us from achieving our goals. This is why time and time again we see people who have big success and then all of a sudden, it all goes to crap.
Why is it going to crap? It’s not the success that caused it, it’s our response to that success, and that response is something that we alone are responsible for. We are the only people that can control our own responses. You cannot outsource your responsibility. You cannot outsource your personal responsibility. That’s up to you. I don’t care if you have a team of 50 VAs, nobody’s going to do that for you. This is one of the most important things that we can do as CEOs. It’s like taking a toothbrush to your brain. You clean your teeth twice a day to make sure you get rid of plaque, and sugar bugs and who knows what else, and we got to do that with our brain. We have to clear it out.
Then the very last bit that I’ll share about this book in particular is that this book describes the four hidden fears that are at the root of the upper limit problem and then it shows you how to overcome them. So, highly recommend this book if you have it. If you read it before, read it again. Read it again right now. They give you a proven method for identifying which of the first four fears are preventing you, and then breaking through that limitation. Perfect book to get right now.
What’s your biggest insight so far? Please share in the comments. Just from what we’ve covered so far, what’s been the most valuable? What is the biggest light bulb moment that you’ve had? What’s a shift in perspective or a new understanding that you’ve had as a result of hearing this information about The Big Leap, about how sometimes we try to get into self-sabotage, about why sometimes we have to make sure that we’re managing our emotions? Emily says that we all feel this way. Yeah, it’s so common there’s books written about it. It’s so, so common.
Sometimes what happens is when we start to feel this way, we start to get ashamed or embarrassed, or we feel that there’s actually something wrong with us. We’re like, “Oh my gosh, nobody else feels this way, it must be just me. Something’s wrong with me. This isn’t going to work for me. Oh my gosh.” Then you start to spiral, right? Oh my gosh, Olivia so good, “Each time I am about to reach a new level, I want to escape and create something new.” Love it. Diana says, “Tiffany’s story inspired me.” Love that. Lila says, “One product, one platform, one customer.” Love it. Julie says the same thing, “One platform, one funnel, one offer.” Yes, love it. Love it, love it, so good.
Savannah says, “Just little daily actions, small continual forward motion.” Kim says, “Focus on one thing.” Yep. Amira says, “The fact that this book was under your pillow on your road to …” Yeah, and I read it. I swear I read that book four or five times that year alone. To be honest, I should probably read it again. It’s been a while. I need to read this book again. Teal says, “Don’t get caught up in the drama of what’s not working for myself or for others.” Yes, or for others, that’s a big one. Doesn’t matter what anyone else is or isn’t doing. Who cares, right? You’re just focused on yourself and your own results. Love it.
Erica says, “Confirmation I should be doubling down on what’s working.” Yes, absolutely. Tasha says, “I’ve been afraid to go all in on my own products and services and that fear has me taking branches.” Oh, yes. Here’s the deal Tasha, I resonate with that so much. That first year that I made my first million, I said no to so many what I call, $10,000 opportunities. Will you be my one-on-one coach? Will you help me with this social media management strategy? Will you do this? Will you write this training for my program? Will you do that? Da, da, da, da, da, whatever.
I said no to so many of those $10,000 opportunities because I had to say no to those, because I was focused on my $1 million opportunity. And while I’m saying no to all of those, guess what all my friends are doing in my ear? They’re like, “Oh my god, Caitlin, that’s crazy. Why are you saying no to that? Oh my gosh, that was $10,000. Why didn’t you do that? Why didn’t you do that?” Blah, blah, blah, blah, blah, whatever. So when I say you need to be focused like a laser, that is what it takes to the point where it’s like you’re … It’s almost like I felt like I was a horse and I had blinders on.
I don’t care what anyone else is doing. I don’t care what anyone else’s results are. I don’t care what happens. I’m getting my million dollar result no matter what, and nobody’s going to stop me. I don’t care who’s in my way. I don’t care what obstacle comes. I’m going to get there. That’s the level of focus that we need to have. We might not know how to get there yet and that’s fine. We can figure that out along the way, but we have to know that we are going to get there. That’s what’s most important. Victoria says, “I realize that when I have a win, I minimize it and I make it mean that I’ve actually failed.” Yup, love it. Joe Kelly, this is the book The Big Leap. It should be on the screen. I hope it’s on the screen. Yes, Susanna says, “I’m right there having to say no to 10K opportunities.” Yup, love it. Awesome.
So, thank you for sharing your wins. We’re going to pop in. I have something really important that I want to share with you, and then we’re going to get into the goal setting piece. So, CEO corner is dedicated time each month where you are going to spend time working ON your business, not IN your business. Here you’re going to reflect, set goals, create plans and hold yourself accountable for following through so that you can scale your business with success. There are two things, you got two jobs people. You have two jobs, okay? Those two things that successful CEOs do exceptionally well.
Number one, they manage their emotions. I want you to type that into the chat box because we all need to be accountable for this. They manage their emotions. They are not diving into the drama triangle at every turn. They’re not getting caught up in what other people are doing. They are staying focus, they are managing their emotions. They may feel negative emotions at times because guess what? That’s life, especially if we’re growing. If we’re growing, if we’re pushing through, if we’re out running our ego, then yeah, we got a lot of uncomfortable feelings to deal with. We might have a lot of negative emotions come up.
I was talking to a Joe Kelly on a call earlier today. We were talking and she’s had … I won’t share her number because I don’t want to say it. She can share it if she wants to. But, Joe Kelly has been on a journey in Scale with Success®. Maybe we can do an interview or something with her later on if you guys are interested in that, but the thing that I love about Joe Kelly is that she was like … When we first started working with her in Scale with Success®, she was so resistant. I know Joe Kelly, that you are not going to have a problem with me calling you out on that because I know that it’s true.
Joe Kelly was incredibly resistant to the process. Whenever the coaches would ask her questions, sometimes she’d get kind of mad. Not in a mean way, not mad in any way at all. But you could tell she felt like uncomfortable and she was like, “Why are you asking me … Why don’t you just tell me what to do? Just tell me what to do. Stop teaching you how to think. Stop teaching me how to think, just give me the answers. Just give me the answers.” I think that a lot of us feel that way at times, but what Joe Kelly has done in her business is … She’s on her way to a million dollar a year.
She’s making like 60K a month you guys, 60K a month. When she joined Scale with Success®, I don’t even know if she had made six figures a year. And now she’s making 60K a month and she’s still growing. She was like, “So, next month my goal is going to be 72. We’re going to hit that for a couple months, and then we’re going to go to 80.” 80K run rate, that’s a million dollar business, right? What Joe Kelly has done is she has committed to doing whatever it takes to get the results that she wanted, even when it was uncomfortable, even when she felt like complaining or being woe as me, or being this or that. Okay, 70 actually, there you go. Jo Kelly did 70K. That’s incredible.
And the thing about Jo Kelly you guys that I love is because sometimes people think that, “Oh, sure. Well, she got results because she came in and she was just all of a sudden so focused and so ready.” No, that’s not true. Like the story that we shared with Tiffany earlier how she was starting off her a month, she was nowhere … She had made zero sales that first week. Then by the end of the month, she blew past her sales goal by 50%. That doesn’t come from someone just telling you what to do all the time. That comes from inner drive and commitment, which is exactly the kind of commitment that Jo has.
You eventually reach a space where nobody’s going to stop you, and you alone are responsible for putting yourself in that place. You have to get yourself to that place. You have to have that thing, whatever it is that’s going to compel you to move forward. I know for my thing for my first million dollar year, it was like, “Get me out of this shitty apartment.” Oh sorry, I try not to curse because I know you might have kids. It was, “Get me out of this apartment that I can’t stand.” I was in there with my family, it was a really tiny apartment. We didn’t have a yard for my daughter to play in, it was so frustrating, whatever. There weren’t good schools around. All this kind of thing so I was just like, “We’re going to hit that goal no matter what.” That’s the level of commitment that you want.
Yeah, Jo Kelly says, “Do what she says, even if it hurts especially.” That’s right, yeah. So number one, you want to manage your emotions and number two, you want to measure your results. If you have already launched your evergreen webinar funnel, this is your job. This is your CEO job. Manage your emotions and measure your results. You have to be on top of that. You cannot outsource this stuff, guys. This is all you. The reason why you want to measure your results is because you need to set goals and make sure you’re on track to reach them. And if you’re not, great, it’s an opportunity to solve the problem so that you can reach it. If you have not reached your goal, it doesn’t mean anything is wrong with you. It doesn’t mean you’re not meant for success, it means you have a problem that needs to be solved. That’s it, period. That’s what it means. So, solve the problem. That’s what the coaches are here for.
Sometimes on a sales call, it’s so funny. We get some people that are like, “Why is the program a year? I don’t understand. Why is it a year? Doesn’t it take like a week to set up a webinar? Why would it be a year?” Well, sure. You can set up a webinar in a week, but you’re not going to make $1 million in a week. We are committed. We are in this with you. You can yell at us, you can be mad, you can complain, we’re here. We don’t care. We are committed to helping you get results, no matter what. Just like we’ve done for Jo Kelly, and just like we’ve done for So many other clients.
And in order for that to happen, we need … We are committed to supporting you, we need your commitment to manage your own emotions and to measure your own results.
There are levels to managing your emotions and measuring your results. It’s not like, “Oh, I did it one time. I managed my emotions on the way to my five figure year, so I guess I can just check that off the list. I’m all done here, learned it. Nailed it, all done.” No, it doesn’t work that way because at every level of success, it’s like peeling an onion. You’re going to find something new that you need to uncover, that you need to dive into.
So, the level of attention that’s going to be needed from you to manage your emotions and to measure your results at leading a five figure per year business is very different than the level that’s going to be needed when you’re managing a nine figure business, and those monetary results will not come unless you are operating at the level of that person. You will not have a million dollar year unless you can effectively manage your emotions and measure your results the way a successful seven figure CEO does. You won’t get there. It’s two things. It’s not a fancy sales funnel, hate to brake it to you. It’s not an Instagram hashtag strategy. It’s not an updated website with brand new pretty graphics. It’s not the latest Facebook ads technique. It’s not hiring an integrator. It’s none of that. Once you’re in scale and once you have that evergreen webinar set up, these are the two things that you need to master in order to move forward.
So, what we have here is a chart. This may not be your goal. This may not be your goal. What we have … Yes, we have so many tools, Teal. It’s up to you to post in the group whenever something is coming up. We invest over $100,000 per year in our coach training. We spend over $100,000 per year training our coaches on how to coach high performing people, help them overcome obstacles, overcome mindset blocks. They know how to do this, but they cannot do it unless you raise your hand and you say, “Hey, this is something that’s coming up for me.” A lot of times what happens with Scalers is they feel embarrassed. They feel embarrassed to ask a question in the group. They feel embarrassed to say like … Because they think they’re the only one struggling with it, but it’s not true. We all struggle, this is normal.
So, over here is an example. This is not everyone’s goal, but this is an example to work from. Over here, you can see on the left hand side it says revenue generated by funnel. When you get your evergreen webinar funnel all set up, great, you’re just getting started. This is literally just the beginning for you. You have your evergreen webinar funnel, great. What I want you to do is to start thinking the way successful CEOs think. Start thinking the way they think. Successful CEOs aren’t worried about how much money they’re going to generate next week or next month. They see the bigger picture. They see what they’re working towards.
In this case, we can see that in this specific example, this person is working towards a goal of hitting 100K per month. Now, they know that’s not going to happen in one month. Over here they have that being their goal. They want to hit it consistently for month 22, month 23, month 24. Jo Kelly has been with me for two years. You’ll see other scalers have been here for more than one year because they haven’t reached that goal yet. They haven’t gotten to where they want to go. And there are people, their goals are like 200K a month. They’re blowing past that. It’s up to us to set goals, and then to hold ourselves accountable for reaching them.
Let’s say for example, and if you have a pen and paper, write it down on a paper. What’s your goal two years from now? How much money do you want to be generating each month? Share in the comments. Two years from now, how much money do you want to be generating each month through evergreen sales? Two years from now, so month 22, month 23, month 24, what’s the goal? Is it 100K per month? Is it 50K per month? Is it 300K per month? Whatever it is, it doesn’t matter. It’s up to you to determine. Type in the comment. Pamela says 100K, perfect, so doable. Having one signature offer, reaching $1 million with it, done. So many people have done that. It’s so, so, so doable.
What we want to do … I see 100K, 200K, 100K, 50K, love it. What we have to first do is realize that we’re not going to hit that goal next month. We’re not going to do that. It’s not going to happen. The reason why I say that is because sometimes we’re like, “Okay, month 22, 23 and 24, I want to be making $100,000.” Then 30 days later, you start to feel down on yourself and you’re like, “Oh my gosh, I’m not making 100K. What am I going to do? The world’s going to end. I’m going to analyze all my life choices.” No, that’s your year two goal, you got to work up to that.
What we recommend is if you know your year two goal, then you can figure out your year one goal. If your year two goal is something like 100K a month, then your year one goal, which is month 10, month 11, and month 12, then in this case you’d want to generate 40K per month. Type into the comments right now, write it down on your piece of paper. If now you know your two year goal, write down your monthly revenue goal for one year, month 10, 11 and 12. What is it? Write it down. Well, definitely share it in the comments but make sure that you write it down on your piece of paper too.
After you set your two year goal, we work backwards from that. Okay, so now I have … So, my two year goal is 100K per month. That’s just the example I’m giving. Your numbers can be whatever you want. So, then I know that I’m going to take about half that. I chose 40K, I could’ve chosen 50K, whatever. That’s going to be my 10, 11 and 12 month goal.
Then we go backwards. If that’s my goal, if I want to have 40K per month by month 10, 11 and 12, then I know that in month seven, eight, nine, I’m going to be shooting for 30K a month. Okay, now this is getting a little bit more doable in our heads. We started out with 100K, but that’s not for two years.
Now we’re at 30K, then we plan it backwards even further. So that means that months four, five and six, I want to be generating 20K per month so it’s like, “Okay, 20K per month.” Then, that tells us that the goal that we can set for ourself, not that we’ll actually make it. We don’t know. We don’t know what’s going to happen. But we can set a goal of working up to a monthly revenue of 10K per month. That means if you’re selling a $1,000 course, that means you got to sell 10 courses per month, right? That would be the first goal to work on. And you don’t move to the next goal, until you’ve already done that consistently. Just because you reached 10K one month does not mean that the next month you’re like, “Okay, the next month’s going to be 20K.” Then you reach that, “Okay, next month is 30K.” No, you have to hit that consistently because with every level of success, new problems arise.
If you were all of a sudden to inject 1,000 students into your client community tomorrow for whatever reason, you just nailed your Instagram hashtag strategy or whatever and all of a sudden you have 1,000 new clients, or students, whatever, another part of your business will break, probably the delivery part. You have to make sure that you’re giving yourself time to adjust the business and to adjust your mindset to each level of success so that you don’t go backwards. Because what happens to a lot of people, and this happened to me for a long time too, is I would reach … I had this ceiling and I would reach, but then whenever I did, I would go back down the next month. That’s because I wasn’t taking the time to do the inner work, and to look at the business itself and make sure all the holes were plugged before we go to the next thing.
You can see here that yeah, this person has this goal set of 100K per month two years from now, but depending on what step you’re in, the very first step is 10K per month. That’s the focus. Not 100K, the focus is 10K. When you are a new entrepreneur, sales and marketing is the big focus. You want to really nail sales and marketing. But as you scale, and this is why we have our next level programs after Scale with Success®. You got to start thinking about business foundations, about team. You got to start thinking about these other things because if all we do is focus on sales and marketing, the business is going to break. It’s not just that. At every level of business, you have all these different departments. If one does really well, it creates problems for the next department, right? Yeah, totally.
So, there’s a few things that we have in Scale with Success® that are purposefully and intentionally designed to get you to your two year goal. Not in a week, not in a day, but over a period of time. In order to get to my 100K per month goal, these are the things that we have in place. Number one, your weekly KPI chart. What does a good CEO do? They manage their emotions, and they measure their results. Those are the two things. Weekly KPI chart, you’ve got to be on top of that. You have to go in every single week, look at the data. What is that data telling you? What needs to be improved.
Because, what got you to … If you have leads coming in to sustain 10K a month, great. But then if you want 20K per month, that doesn’t naturally happen. It doesn’t just fall in our lap. We have to take different actions. We might have to increase our ad spend. We might have to hire an additional team member. But, we are not going to know which of those options to do unless we’re looking at our data. We’re making data based decisions, not emotion based decisions. The KPI chart that we have looks like this.
You get access to this after you launch your evergreen funnel. This allows you to record your key performance indicators, allows you to reflect on what’s working, to identify what’s preventing you from reaching your goal, and to create your top three actions for the week that are going to solve that problem that you are in so you can move forward. The problems don’t solve themselves, right? If you have a lead generation, if you have a conversion problem, you got to make a plan to address it at every level of success. That’s how you get to the next level. It doesn’t just happen, you make it happen. You’re the cause. Your thinking and your actions cause that to happen.
So, what we did with this KPI chart is we updated it to include some reflective questions. If you click over … If it’s been a while since you looked at the KPI chart, you can go back and look, and you can either start using this one or you can just add these questions to the existing KPI chart that you already have. But there are questions like, what went well over the last week? What was my courses sold goal last week? It has some belief based questions, a lot of good stuff in there.
The next thing, in this KPI chart, you have to write down your top three actions to fix the problem. Then, you have to post them in the Facebook group. Raise your hand if you ever do this. I know you’re lying because I know a lot of people don’t use this. You’re making your top three actions, so maybe you’re like, “Okay, I have a lead generation problem. I’m not getting the traffic that I need so what I’m going to do is, I’m going to commit to,” blah, blah, blah. These are the top three actions.
What you need to do then is on Monday, every single Monday, we call it Momentum Monday, what are your top three tasks for the week? Top three tasks. Heather’s in there, yes. You’re going to write what based on what you plan to do that week. Write your top three actions in there. Then on Wednesday, we have someone on the team that is literally going to tag you. There is no running from her. She will find you, she will find you. She’s going to find you, and she’s asking you. She’s going to tag you in that Wednesday post and she’s going to say, “How are you progressing?” This is where the magic happens. This is where it happens.
This is where you’re going to then be able to identify what’s working and what’s not working, because you’re going to say, “Well, these are my top three tasks for the week. Well, hold on a minute. I have my top three tasks, but it’s Wednesday, and I’m … This is where I’m stuck.” So, then you can reply to that person and say, “Hey, I’m stuck here.” Then guess what? That’s your invitation to start a new thread. Start a thread in the group so that you can get coached on that, so that you can overcome it. The coaches are here to help you overcome obstacles, every single day. That’s what they’re here for.
Then on Friday, there’s no running, she’s going to tag you again. She will find you and tag you again, and she will say, “Did you accomplish this? Did you do what you said you would do?” And that’s your time to reflect and be like, “Yes, I did,” or “No, I didn’t.” And if the answer is no you didn’t, you got to figure out why that is and fix that problem. As CEOs, we’re in the business of identifying and solving problems. We’re not scared of problems, because they don’t mean anything negative about us. Just because you have a problem doesn’t mean that you are a bad person. It just means you have a problem, and a problem is an opportunity to create a solution.
Then on top of that, on top of the weekly KPI chart that only you can do, nobody can do it for you. The weekly KPI chart, on top of posting your weekly top three, again, you can’t outsource that, only you can do it. This is the CEO work that you cannot outsource. You post your weekly top three, you’re held accountable for it. Guess what? On top of that, you can also show up to a live call. You can show up to a live weekly call and get in-person coaching. You can get in-person coaching to unblock you from whatever obstacle is standing in your way. Maybe you have some weird mental block about something tiny. We’ve all got them. I have a bajillion. We all have them, it’s nothing to be embarrassed about or ashamed of.
The point of posting … Sarah, that’s great. The purpose of posting in the group and for someone saying, “Were you able to do this?” That helps you clarify and identify what problem you need to solve. There is a book, let me go see if I can find it. Oh, here it is. Okay, this book, I recommend it to you guys all the time, The Road Less Stupid. This book is based on the fact that we are oftentimes solving the wrong problems in our business. We are solving the problems that are comfortable to solve. We are solving the problems that make us feel good, that are easy, that are simple, that we already have an idea of how to solve.
Those are not the problems we need to solve. We need to solve problems that we don’t know how to solve and the only way to do that is to get coaching. Now, these weekly calls are not required. You do not have to show up to every single weekly call. In fact, you may find that you would get incredibly distracted by doing that. So if that is a distraction to you, then don’t do it. You’re in charge, you’re responsible. If you get triggered every time someone else posts something in the Facebook group, stop reading their comments, stop it. You’re in charge. I can’t come over there and put your blinders on for you, you’ve got to do that. Amira says, “Mama Caitlin,” I know. Yeah, Mama Caitlin. So, that’s up to you. You got to manage your emotions. You have to do what’s working for you.
So you have your weekly KPI chart, posting your weekly top three based on what the KPI chart says. The weekly calls are available, but we’re not done yet. We have even more things that we can offer you. Well these are beautiful our … Can we just get a hand for … Please everybody, right now take a minute. Please give a hand to … These coaches are incredible. I’m working with them in Slack every day, they are amazing. They are so committed. You guys don’t know this, but every time there’s a win or anything, or a breakthrough, they’re always in our Slack channel posting it to the whole team. We have a whole team of a bunch of people in Slack and they’re like, “Oh my gosh, so and so just had a breakthrough.” Big or small, it doesn’t matter. They’re here to celebrate you. They are committed to serving you.
On top of that, this is something new that we have. This is something brand new that we’re going to … I’m going to show you in just a minute. It’s called the monthly KPI chart. The monthly KPI chart is not something that you share with your team, it is something that you have for yourself. The reason why I started the monthly KPI chart is because I was noticing, in my mastermind specifically, I have ALTITUDE Mastermind. ALTITUDE Mastermind is for people that are … There’s an income requirement, so these are people that are really advanced. They’re building their teams … I noticed that they were having difficulty recognizing all the progress that they made.
So I asked them a question in the group and I was like, “Can you please tell me, what was the revenue that you made January through June 2019, compared to January, June 2020? And these are people that have been with me for years, two, three years. We’ve been working together for a long time because guess what, it doesn’t happen in eight weeks, or whatever. We’ve been working together for a long time. When they were showing their results, it was like 3X increase, 4X increase. All of the stuff of managing our emotions, of measuring our results that’s what led to that increase. They’re not learning some new shiny tactic, it’s all about figuring out, “Well, what’s my team going to look like to start to support this growth?” Because, you alone can’t support continued growth of your business.
Then the monthly KPI chart looks like this. It’s very simple. Again, it’s just for you. You set goals, you reflect on what’s working, you identify what’s preventing you from reaching your goal. You’re creating your top three big actions for the month to move forward. There is not a space on here to complain about what another Scaler is doing. It’s not a place to complain about what one of your students is doing. It’s not a place to complain about one of your team members is doing. It’s not a space to complain, it’s a place to focus because all of … The complaining, all that stuff, no.
That keeps you stuck. That is your ego talking, that’s not going to get you where you want to go. I’m going to give you some specific tools in a minute that are going to help you adjust that as well. So, this is specific things. It’s things that you are responsible for, nobody else. You’re going to write down your monthly courses sold, weekly courses sold, daily courses sold, top three actions and then some other questions. And I’m going to share my screen with this in just a minute.
The next thing that we have to support you in your journey to meet that goal of whether it’s 100K a month by month 22, 23, 24, or whatever it is, is these monthly CEO corner calls. On these monthly calls, that’s where we’re going to dive into some mindset strategies. That’s where we’re going to give you time, like I said before, to work on your business, not in your business, to work on it. And I don’t know about you but if I don’t have time scheduled, I’ll be working in my business all day long. I don’t know about you. I will literally be doing it all day long. I have to pencil it in, I have to put it on my calendar. So this call, this time once a month is an opportunity for you to put on that CEO hat, put on your million dollar CEO hat and start to really dive in to think about your business differently.
These are all the things that you should be doing after your webinar launches. If your webinar has not launched yet, be focused on that. Do not pass go, do not collect $200, focus on getting that done. That is the goal. But once that’s done, this is the work, managing your emotions and measuring your results. So, we want to make sure that we are staying focused on what matters and we are staying out of the drama triangle. That drama triangle can be insidious. Participating in the drama triangle is one of the biggest ways we self-sabotage without even knowing it. I’m going to give you guys three strategies today. I’m going to give you three strategies that you can use to shift yourself out of the drama triangle.
Listen, the drama triangle is there. We all know it’s there. I fall into it. I fall into a drama triangle with my friends, with my colleagues, with my family, with my team, with my clients, even with complete strangers. We all do it, it’s normal. But the key is that we want to make sure that we are shifting ourselves out of it. That we’re taking responsibility for managing our own emotions and that we are shifting out of it. So, choosing to participate, and it is a choice. It’s a choice to participate in the drama triangle, as opposed to staying on target. My husband is a big Star Wars fan. He’s always telling me, he’s like, “Stay on target, stay on …” He tells our daughter that to, “Stay on target.” Will distract you from why you’re here, which is to scale your business with success.
So, conflict itself is a super healthy part of growth, it’s healthy. Problems are healthy, conflict is healthy. And as you scale your business over the next year or two, you will encounter it along the way. It’s only normal. If you’re not encountering conflict, you’re not growing, you’re staying in the same spot.
However, conflict is healthy, drama is not healthy. It’s a distraction, and it will keep you stuck. Your ego wants you to get dramatic. Your ego wants to protect you from the risk of making a mistake, from the risk of failing, from the risk of trying to succeed and not getting where you want to go. Your ego is trying to do that and so it’s like, “Hey, what about this drama over here? That’s so shiny, look at this.”
So, today I want to give you a really super brief explanation of what the drama triangle is, and how to identify when you’re in it, and how to shift yourself out of it.
So, there’s three key roles that we play when conflict occurs. These are roles. Now listen, there are real victims in the world, like being a victim of violence or being victimized in some way. That’s real, that’s happened. We’re not talking about that. This guy, Stephen Karpman in the 1960s, he created this model to show how we … His background was actually in theater and he noticed that when conflict occurs, we play a role, and we can take on all of these three different roles in just one conversation, in just one conflict.
The very first role, and I’m going to show you for each role … I want you to make sure that you write … Make sure that you have a pen handy. This is my Scale with Success® pen. Make sure that you have a pen handy, because I want you to write down the question that you have to ask yourself, okay?
So, the first role that maybe you play sometimes, maybe you know someone else that plays this role is the victim role. The victim is using words like overwhelmed, struggling, stuck, afraid, worried. Those are all normal. This is not meant to shame anyone who feels that. I feel afraid sometimes. I feel worried, I feel overwhelmed. But, we have a responsibility not to let ourselves spiral and get stuck in that thinking. It’s one thing to feel afraid, it’s another to really start digging in and playing that victim role.
The number one question that you need to ask is, what outcome do you want to create? What outcome do you want to create? Anytime I start to feel overwhelmed, I start to feel afraid, I start to feel like I’m stuck and I don’t know how to do something, the first thing I ask and you’re going to notice this … A lot of times the coaches ask you guys this question. In posts where you’re using words like stuck, or afraid, or worried, or overwhelmed or whatever. In posts like that, you’ll notice the coaches are trying to pull you out of that. They’re trying to redirect your attention. And some people allow their attention to be redirected, and some people are resistant.
Some people like, “No, I like it here. I want to stay here. This is who I am right now. This is who I want to be.” And that’s totally whatever, we’ve all been there. What you want to do is ask yourself, “What is the outcome I want to create?” You’re getting clear again on, what is the goal? What do I want to create. Once you’re clear on the outcome, it immediately takes you out of that victim role and into the creator role. Then you are capable, you’re confident, you’re in charge, you’re getting clear on what it is that you want. Then after you’re clear on what you want, then we can support you and help you. We can support you and help you then in getting to that specific result.
Just like I showed you guys earlier where we were looking at the … Okay, like when we were looking at this goal of two years from now you want 100K, great. That’s the goal for two years from now, that’s not the goal for this month, right? This month I’m focused on 10K per month, or whatever it is. Then we help you figure out okay, well what do you need to do for that? How much traffic do you need? How much this? How much that? Then we can help you develop a plan.
Okay, the next role that we have to play is called the persecutor role. The persecutor role is something where you’re feeling rigid, you feel threatened, you feel defensive. Sometimes you might even get a little bit sarcastic. You feel righteous, you feel angry. You probably know someone in your life who has behaved this way at some point in time. I mean, I for sure have behaved this way many times. Playing the victim role, playing the persecutor role, that’s totally normal. We naturally as humans fall into that, it’s a matter of figuring out how to get ourselves out of that. How do we get ourselves out of that?
So the next question for that would be to ask yourself, “How can I shift my own perspective to get my desired result?” We have to be willing to let go of being right because unless we shift … The way that a five figure CEO thinks is very different than the way a six figure CEO things, which is very different from the way a seven figure CEO thinks, which is very good different from the way an eight figure CEO thinks, and on and on. Your perspective is going to have to shift before you reach that next level monetary goal. The shifting perspective has to come first. And so, that’s where we get into the place of trusting the process. It’s like, “Well, stay with me here. Stay with me on these coaching questions that we’re asking you, even though it’s uncomfortable,” and so many of you do an amazing job of this. You’re just open.
I can list one specific instance that could have … Someone could email me and say … And maybe you’ve had this experience with your customers. Someone could email you … An email’s a great example because there’s a lot of different interpretations. Someone could email you and say, “I missed the last webinar. I missed the last webinar time.” You could come up with 100 different interpretations of what that person may or may not mean. So if you immediately latch on to, maybe like, “Oh my gosh, well they’re asking me that because they’re upset. They’re angry? Well, now I’m going to be angry. I already told them the times, they shouldn’t be asking this. Why are they having this problem?” You’re in that place where you’re not open to shifting your perspective.
Maybe when they did this, they weren’t angry at all. Maybe they just wanted to let you know they missed the webinar time, or whatever it is. When one thing happens, it doesn’t automatically mean what you think it means. You assign the meaning. You assign the meaning. So when things change, when something shifts, you in that moment of conflict, you’re assigning meaning to it. You don’t know, but you have to … In order to shift your own perspective to get the result you want, to look at that big picture and be like, “Okay, you know what? I need to be open to shifting my perspective here, because clearly this level of thinking that I’m at now is enough to get me to six figures, it’s not the way I need to think as a seven figure CEO.
“So, I’m going to be open to being wrong here. I’m just going to be open to shifting my perspective so that I can move forward because I am 100% committed to meeting my goal. I’m 100% committed to moving forward. I am not 100% committed to being right.” Some people are more committed to being right, than they are to meeting their goal and that thinking is not going to allow you to accelerate your income.
The third role that we have here is a rescuer role. I can identify with this role, to be honest a lot in terms of parenting. And I know this is something that I for sure struggled with with my daughter. An example I like to give is tying her shoes. When she’s learning how to tie her shoes, which obviously she knows how to do it now, but when she was learning it was very frustrating to watch her do it because it would take her a million years. When you hire a new team member, it can be very frustrating to watch them work through the SOP that you give them. It can be frustrating.
But, we have to make sure that we don’t jump in and be like, “Oh, I’ll do it for you. I’ll tie your shoe for you. I’ll make your sandwich for you. Oh, don’t worry, I know I assigned to that task but don’t do it. I’ll just run and do it real quick.” Raise your hand if you’ve ever been guilty of doing that with an employee. Maybe you hired someone for customer service and maybe the VA asks you a question and it’s like, “Hey, how would you respond to this person?” And instead of coaching that VA to success, instead of coaching them to success, you jump in and you do it for them. You’re like, “Oh, you know what, here’s what I would respond,” the end. It’s not conversation, you’re telling them what to do.
Telling someone what to do is the lowest value of coaching ever. The value is so low. You might as well just look at a PDF like, “I’ll do this, do this, do this, do this.” That’s low value. What you want to do is move from that style of coaching, or parenting, or whatever, into this other level, which is the role of coach, which is asking, “What questions can I ask to best support them in their own learning?” Your company is not going to grow if you’re doing stuff for your team all day long. Your company will not grow because eventually, you’ll be the bottleneck and you won’t be teaching your company …
You won’t have done your job. You won’t have taught them how to think, how to make decisions on their own. Eventually you’re going to have a company where you don’t just have a team, you have a leadership team and then you have a team under that, you have to coach your leadership team to then coach the rest of your team, so that they can then coach their clients. And in order to do that, you can’t do it by rescuing people, by just doing it for them. You have to stay in that uncomfortable place of slowing down so that you can truly shift in how they think.
Amira says, “I realize I was focusing on rescuing the artists in my program each week to avoid persecution,” because you didn’t want them to get angry, right? That’s a big one, “To avoid persecution, instead of setting up ways to coach them and grow my business.” The thing is Amira, once you’re able to do that, then you have to then train someone else on your team to do that. You’re going to have to coach them to coach them, so then it gets meta. It’s like, “I’m coaching the coach, the coach, the coach,” whatever. Heather says, “Slow down to speed up, that’s my mantra.”
The best thing about managing your emotions and measuring your results is that both can be … Both of those things are skills that can be improved over time. So if you haven’t mastered those skills yet, awesome, that’s why you’re here. It’s a skill just like anything else, just like riding a bike, tying your shoe, making lasagna, whatever it is. It’s a skill that can be improved over time.
So I’d love to know in the comments, please let me know, what’s been the most valuable part of today’s call for you so far? Let me know in the comments. We’ve covered a lot. We covered a bit about goal setting. We covered a bit about measuring our results, managing our emotions. We talked about the drama triangle and I gave you three specific questions to ask yourself in order to shift yourself out of the triangle. We talked about not focusing on what other people are doing. If someone else is doing something and you don’t like it, ignore it, it doesn’t matter. We’re here to focus on our own results.
So, let me know in the comments. What has been the biggest insight, the biggest aha moment, maybe the biggest shift in thinking for you so far? Julie says, “Conflict is a healthy part of growth.” Yes, 100%. Problems, healthy, conflict, healthy. You know what’s interesting, there’s this book, it’s called The Five … What’s called? I can’t remember it, someone else will know. Oh, The Five Dysfunctions of a Team, The Five Dysfunctions of a Team. If there is no conflict, that is dysfunctional. That is dysfunctional, if there is no conflict. That’s a sign that something’s not … People should feel comfortable to bring up different things, that’s healthy.
Your team should be a place where sometimes you want to do one thing, and someone on your team wants to do something else. That’s healthy, that’s normal. And as the CEO of your business, you have to learn how to navigate that because the problems don’t get smaller as you scale, they get bigger. So, you have to be able to manage your emotions so that you can handle those big problems and not freak out. I used to freak out about the tiniest things, “Oh my god, our webinar tech is down. Oh my gosh.” I’d freak out and panic, and all this stuff. I’m dealing with way bigger problems than that right now, but I’m dealing. And yeah, it’s uncomfortable, but it’s okay because I’ve had the opportunity to practice every step of the way, just like you guys.
Susanna says, “Reminding myself to step out of victim mode into creator mode.” Victoria says, “Making all my negative self beliefs seem normal, and something I can overcome. Also the one product for one year.” Melissa says, “Ask for help when needed.” Yes, that’s a big one, Melissa. We don’t know when you need help. We have the coaching calls, we have the three posts, we’ll post and tag you three times a week, but we need to hear from you specifically what you need help with. And, sometimes you might not know what you need help with. That’s also an opportunity where you can get coaching because then we can be like, “Well, let’s figure out what you need help with. Let’s start by looking at your KPI chart. What are some issues that we think might need resolving here?” Jo Kelly says, “It was a total ego boost to be talked about.” Ha-ha, that’s so funny. Let’s see, Tasha says, “Say no to 10K deals and setting goals, staggered goals. Slow down to speed up.” Yes, so good. Yes, I love it.
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