**Episode 5: BTS of My $100K Launches — The Energetics, Strategy & Mindset Behind High-Cash Months**
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00:02 So here is the secret to scaling the way you run and sell your programs at 10k or 20k months are going to look different if right now you've got two to five people in your group program, when you really dream of having 20, 50, maybe even hundreds of clients inside of your ecosystem.
00:20 It is not just about getting more leads. It's about increasing your capacity to hold more and evolving the way that you sell.
00:32 The online space has completely shifted in the last five years, and what worked in 2020 does not work now. Clients are smarter. Clients are more skeptical. Clients have been burned, which means if you're still running haphazard master classes and exhausting challenges every single month, you're gonna feel like you're sprinting in place. Because scaling isn't about doing more. It's about doing it smarter. It's about capacity and sales mastery.
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Let's talk about the capacity shift at 10k months, your programs might be a little scrappy you're selling. You deliver high touch one to one. A lot of your offers require like high effort work, but when you scale to 50k and 100k months, your business can't rely on brute force. You have to increase your capacity structurally, energetically and strategically.
That means offers designed to hold more people without diluting the transformation. It's the boundaries that keep you from being the 24/7 on call coach. It's also having systems that allow you to serve 20 or 200 clients without doubling your hours, because if your programs feel heavy with five clients, scaling to 50 is going to feel impossible, and we need to rewire both your nervous system and your structures to hold more without collapse.
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Now let's talk about selling, because the way you sell has to evolve too back in 2020 you could just run a master class, drop an offer and boom, 15 people into a 15k mastermind with almost no objections. That was not uncommon, but the market has changed. People are savvier. They've bought courses that they've been disappointed in. They've been in programs that under delivered. They need more than just hype. They need resonance, safety and trust.
So if right now your sales strategy looks like randomly throwing up a master class every month, doing the same 30 day challenge on repeat and constantly scrambling for your next launch. That is not strategy, and it's definitely not just throwing some money at some ad spend only to be disappointed and feeling like you're net negative in the hole. That's survival.
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02:39 I want to tell you this little story about how I started out as a sales consultant into truly becoming a conscious sales leader, because I know this world inside out before coaching, I was a sales consultant. I trained 1000s of sellers at LinkedIn. I sold multi, six and seven figure consulting contracts at Gallup. I mentioned that in the last episode.
And the thing I want to share in this one is, while I was at Gallup, if you're unfamiliar with Gallup, Gallup created the strengths finder, which is a talent assessment that looks for what are your natural talents similar, if maybe you've heard of the Enneagram, Myers, Briggs, Human Design. Strengths Finder is really focused on identifying your natural talent, what you do easily, like, what you do easily, what you do well, and what you do at an exceptional rate of excellence.
And here's what I learned, sales is not a one size fits all. Like, there's a lot of people in the market and in the industry that are like, just use my plug and play scripts, and yet you're using them on your sales calls, and they feel awkward, AF, because you would never talk like that. It feels like you're just checking a box, and then your audience, they feel it too.
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03:55 It's like, Have you ever been and called in on a customer like hotline, where you need to call a customer service hotline, and you ask a question, and you know that they're just giving you the written script. And you're like, hello, I feel like you're not hearing me. And so you come back and you ask something else, and you can tell again, they're just giving you the written script, and you start to feel frustrated because you are not actually feeling heard.
04:23 That's what happens so often. That's why a lot of people find sales to be yucky. Is because we feel like we're like, there's like, we're all doing it in the same way. The highest performers don't sell like their mentors. One of the, one of the things I got lucky enough to study while I was at Gallup is like high performance, which is why I'm so obsessed with understanding high performers, how they think differently, how they act differently. And there was a study that Gallup did about the top sales people, and looking at, how do they sell. What do they have in common? Do they all have the same strengths?
05:00 Yeah, and the answer was no, they had wildly different strengths. In fact, you could line up their strengths side by side and they would look vastly different. But the thing that they each had in common was that they were they leaned into who they were versus who they were not.
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05:22 And they did not just try to copy a sales framework from other people. They made sales their own. That's why copy frameworks off Instagram, copy frameworks off of other coaches. Like just doesn't work. Really great sellers, really great entrepreneurs, they sell in alignment with their strengths, and that's why I help my clients create sales strategies that are built on their unique strengths.
Why? When you come into my mastermind programs, I know what your strengths are, and that's how we build your messaging. It's how we build your unique differentiation. Because when selling, you want it to feel authentic when it's embodied, when it's you, then sales become this natural byproduct, versus trying to force it, trying to fit into this mold that was never you.
And sales has a rhythm. There's an arc and a wave of selling. When you think about your sales strategy. Sales creating a rhythm in your business, which is what creates more consistency. When you've got a rhythm going on in your sales strategy, you're not going to have these like feast or famine, high cash injection, low months. You are not going to be throwing things out at random. Instead, you're going to know how to strategically create an arc and a wave and a crescendo with your sales. So I'm going to unpack that inside of this episode.
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06:47 The first thing is, you need to think strategically about what is your highest ticket offer, what is the way that you best like to sell utilizing your strengths, and what is your highest ticket offer? How are you going to bring people into that offer? What is the sequence that warms them up, that's going to nurture them and leads them into a buying decision?
07:10 I want to break down how you can take a single sales strategy, strategy and really expand it. I'm going to give you the behind the scenes of one of my 100k launches. The strategy of how I 10x everything I do, I do not go create a lot of new, different offers. Instead, I'm like, How do I take and offer a strategy, a launch, and just expand it.
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07:37 So inside of my 100k launch, I let me just get into all the deets, all the all the pricing, all of it. So in my 100k launch, I was selling a 3k offer. Let that sink in. A 3k offer, not a 10k offer, not a 25k offer, like a 3k offer.
So this 3k group program that I was selling, I was selling it through a vehicle of a three day live challenge. Now, personally, for me, my sales strength is live. I love being live. I feed off the energy. I love seeing people on the screen. I love responding in real time to the chat like it gets me so excited. I really get into my zone. Going back to an earlier episode on the four levels of consciousness. When I'm live, I'm in flow, it's like Time, time. Just hold still.
08:36 And I really know that being live is part of my sweet spot. Now recording something in advance that not as much of my sweet spot, because it for whatever reason in my mind, just feels like it takes so much more effort to sit down and record something to no one.
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08:56 So I love live. So to sell this group program, I decided to do this three day live, because that is what works with my strengths. And in that challenge, I also introduced the challenge was free. So I had a free challenge because when you run something free, obviously you are typically gonna get more people who are bought in so, especially if you're in a season of your business where you're building up your brand, you're building up the warmth of your audience, I would really recommend doing something free. You're gonna get more people on your email list, more people into your world.
And because I like to 10x everything, I also was like, I would like to get paid during this challenge. So I had a free it was free to join the three day live challenge, and you could upgrade into a $47 VIP experience that was more intimate, which included everything inside the three day challenge, but it also included a small circle mastermind within the program, they got lifetime access to the recordings and also to mastermind calls where we got to dive deeper and really create personalized coaching using the strategy that I was teaching throughout the three day live experience.
10:00 This is scalable. It didn't drain me, and it also added about $5,000 to my launch.
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10:24 Now, after the main launch, because we want to think like, how can we add in these different ways for people to be buying within an experience? So let's talk about VIP again, because when I sold my 3k group program on the back end, I also gave an option to join a VIP version of the group.
10:51 So there was a $47 VIP upgrade in the challenge. And there's also a VIP upgrade when people come into the group program where, for $1,000 more, like such a no brainer price, you could get additional small circle mastermind sessions with me.
11:10 Now, do you see how I was very strategic. I gave that experience of the small circle mastermind in the $47 VIP upgrade. So when I went to go sell the VIP option for the group program, I was like, if you like the call, if you've been in the VIP experience in this challenge, and you like that experience, that's exactly what we're going to be doing in the VIP inner circle of this program. So if you want more close proximity, you want more eyes like that. It like I recommend you come into VIP.
VIP sells out every single time I launch a program, because there are always people who want extra proximity.
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11:54 So do you see how there is a way for you to really be expanding your launches right now in year one of my business, maybe even into year two, I was not doing that. It was like I was doing a free challenge to sell my 3k offer. And that was it.
12:14 But once I started adding in the VIP upgrade. That VIP upgrade in from the group program, added an additional 20 to $30,000 each launch, each launch like imagine if I had not done that.
12:28 Now you, I want you to think your of your launch, in it as like a ladder. You've got your core offer. You can go up the ladder, there's a VIP option, and we can go down the ladder, there is a down sell.
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So I also created a down sell for this program. After the main launch closed, I didn't just walk away. I wasn't like, that's a wrap. Because here's the thing, you have to recognize that in this market, about one to 3% of your audience is going to buy.
13:04 So when you are in a launch, you're promoting an offer, about one to 3% of your audience is ready to buy right now. So I knew that literally 97% of people didn't buy, but they just came through the three day live challenge. So they're really warm, really engaged, and while they may not have wanted to jump into the 3k group program, I could create something else that's a shorter term, down sell, that makes it an easy yes.
So I created a smaller, $100 program that was scalable, like I delivered a program inside of Telegram for five days, where every day they got a new training drop as well as a specific action to take. And that was how I was going to really re engage the 97% of people who didn't buy and also add in, like 1000s of dollars as well in the down sell.
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14:01 And when I say that selling is like a wave, there's like a crescendo. So when you're in the launch, you're creating this, like, really big wave. Then that wave after the launch kind of goes down. Most people let that wave just die out. But I want to create another wave. So in that wave, that is the down sell.
14:26 But off the back of the down sell, where people were buying $100.05 day program, which I pre recorded and didn't even, did not even have to show up live to deliver like I pre recorded all my lessons, just drop them into telegram each day. Then on the back end of that, I sell back into the program. So selling back into the 3k program, because sometimes people just need that, like, extra little touch with you to be like, Okay, you're right. I'm ready to jump in that this way my launches don't just end. They expand.
15:00 I maximize every ounce of momentum, and I build a wave, instead of treating each launch like a one off. And when I started doing this, instead of, instead of just thinking, wow, I need to go launch something brand new. What's the next thing I'm selling? Instead, it was like, Okay, I'm selling my main offer. How do I build it up? How do I create this wave? How do I sell it again? And that is how I started having 100k launches without my offers even needing to be like super high ticket.
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15:37 So I want you to think, what are your options for building a wave in your current offers?
15:47 And again, it's all about learning how to sell through your strengths. This is where most coaches miss. They sell in a way that drains them because they're copying what they've seen online. But scaling really requires sustainability. You really need to be able to sell through your strengths.
If you love live energy, lean into challenges, live events. Host your own retreats, master classes. If you are a magnetic writer, where people hang on your every word, build a sub stack newsletter where people pay to get access, write content that really cuts to the bone. Lean into the long form.
16:30 If you are like a relationship driven person, build a high touch sales process that's really rooted in connection. Get more intentional about asking for referrals, rather than waiting for referrals asking for warm introductions. If you're relational, maybe you build, like, smaller communities where you get to deepen that relationship.
16:54 If you're if you feel like you're a performer, you're like, Oh, I like love. Just love it when, like, the eyes are on me. You know you're meant to be on stage, host intensives, lead more immersive experiences.
There's so many ways to create offers. The thing that makes your offer stand out so differently is selling in a way that like highlights the way that you shine. Because when you sell from your strengths, you don't just close more. You're going to sustain the energy to keep scaling and conscious leaders really sell from their design, not someone else's template.
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17:27 So let me leave you with this truth, simple scales, complex fails, and if your sales strategy right now feels like you're juggling like you're juggling flaming swords, it's because you're over complicating it. You do not need 20 offers. You don't need to post on five platforms, and you don't need to chase every tactic that you see.
You need one to three signature offers. In fact, you can scale to seven figures with one highly scalable offer. You need a clear 90 day sales cycle, so you're not guessing from month to month, but you know every quarter, because that is what like allows you to build in the time frame, to build that crescendo and that wave. And you need a sales method that really align like really aligns with your strengths.
So do that consistently, and you will stop playing the survival sales game. You will start selling like the conscious leader that you are.
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So I want you to stop selling like it's 2020 stop selling like you're still at 10k months. If you want to scale, then you need to shift. You need capacity, and you need a sales method that matches who you are. Conscious leaders don't copy paste funnels. They don't chase trends. They sell through their strengths. They scale with simplicity, and they own the arc of sales.
That's how you go from a handful of clients to 100 that's how you go from six figures per year to seven. This is really the work that separates the hustlers from the conscious leaders. And in the next episode, I'm going to tell you exactly what's next, how to take everything we've covered in this in this series, and step into the business, the offers, the sales and the wealth that make you unstoppable. You.
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