Episode 61: How to Create High End Offers with Jessica Nazarali

The Fast-Track Woman Podcast: Episode #61
How to Create High End Offers with Jessica Nazarali

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 Meet Podcast Guest, Jessica Nazarali.

Jessica is a Mindvalley published author of Leading From The Ladder, who’s achievements and personal story have been featured in Marie Claire, Everclear, Huffington Post, Cleo as well as numerous premier business and lifestyle media outlets.

With 9+ years of online business strategy and marketing expertise, she has a keen sense of what works to grow and scale in today’s highly-competitive online market of sophisticated audiences.

She’s continually sought-after for her strategies to create a thriving side-hustle, rise in the online world and build a 7-figure business that gives you the time, freedom and wealth to do what you love.

Passionate about social entrepreneurship, Jessica also focuses on insightful ways to create a world-changing business that makes an impact.

 About this Podcast Episode.

In this episode, Terra Bohlmann interviews Jessica Nazarali who has built a multi-million dollar business over the last 9 years while jet-setting between Bali and Syndey. Jessica shares how to create high-end offers so you can expand your business and have the time to work more deeply with your dream, high-level clients. Jessica and Terra discuss scaling your business while living life on your own terms.

 Resources, Tools, and Links Mentioned in this Episode.

 Read and Download the Transcript for this Episode.

Intro (00:01): When you give smart women a five-year plan, simple business strategies and a positive mindset. It's amazing how fast your business can grow. Welcome to the fast track woman podcast with your host and business strategist, Terra Bohlmann. She helps women business owners stop winging it and board the fast track to success. When she's not making high flying dreams, the reality you can find her traveling to random destinations, desperately tracking down Chanel, broaches, or sipping overpriced coffee drinks. Her purpose in life is to help you build a profitable first-class business, smooth out the bumpy ride, and finally have more time, energy and freedom. So buckle your seatbelt because this episode of the fast track woman takes off right now. Welcome back to the fast track woman podcast. I'm your host Terra.

Terra Bohlmann (01:01): And today I have a total rockstar that we're going to be talking with that is going to be sharing how to create high end offers so that you can actually increase your profit. Maybe serve less people, but at a higher rate of return. So let me introduce, I'm going to read her formal bio because I like to give every guest that comes on the total respect that they deserve, because they're amazing. So Jessica Nazarali is a mind Valley published author of leading from the ladder whose achievements and personal story have been featured in Marie Claire ever clear Huffington post Cleo, as well as numerous premier business and lifestyle media outlets. With nine plus years of online business strategy and marketing expertise. She has a keen sense of what works to grow and scale in today's highly competitive online market of sophisticated audiences. Jessica is continually sought after for her strategies to create a thriving side hustle rise in the online world and build a seven figure business that gives you the time, freedom and wealth to do what you love passionate about social entrepreneurship.

Terra Bohlmann (02:16): Jessica also focuses on insightful ways to create a world-changing business that makes an impact. So I'm super excited to talk today with Jessica. Welcome to the fast track woman. How are you doing today? I'm so well, thank you so much for that intro. It's a pleasure to be here. Oh good. I'm glad to have you. And I'm so happy we connected and it's, that's the coolest part about having a podcast is like, you know, you get one person and amazing guests who introduces you to someone else and I'm just like thrilled to be having you share all your wisdom and knowledge with our audience today. So super, super excited. So before we just start digging the how to create an online or a high end offer, can you tell us a little bit about you? Like, you know, I know we were talking a little bit on the pre-show as I like to call it, but where are you from? Where are you living? And tell us a little bit about you, Jessica.

Jessica Nazarali (03:14): Sure. Well, thank you so much for having me, I'm speaking with Terra. So my name's Jessica, I'm an Australian. If you can't tell from my accent that I'm actually based in Bali, we've been living here with my husband and my three-year-old son for close to two years now used to go back to Australia you know, every couple of months, but Judah Corona, haven't been recently, hopefully at some stage we joke that maybe in 20, 25, we'll be able to go back and visit, but that's yeah. W we'll see how that goes. And yeah, I live in Bali and run my business remotely. How I got into the online space was back in 2011, I created an online health food store and a health and wellness blog. And essentially I scaled that. And we ended up selling the store a couple of years ago, but through scaling it and, you know, getting featured in the media and publications, I started to get a lot of other people wanting that type of support.

Jessica Nazarali (04:09): And back then blogging was also, I guess, the hot topics of people saying, wow, well, you know, have you grown your blog to so many visitors? Have you been featured in these publications? And so I started doing, I didn't really know it was coaching at the time, but it was essentially, you know, some form of consulting and coaching and I started doing it. And I just, I would say like what my superpower is and what I really love to do is to help people. And it doesn't really matter necessarily on what topic, although I'm passionate about, you know, business and marketing. I just really love the fact that I was having these conversations and people were making these changes and it was improving their life and business. And so from realizing that I then got certified as a coach and my business in the coaching consulting space status to take off. So it's been, yeah. Coming up to 10 years now and yeah, I've been such an incredible journey and I'm really grateful, you know, everything that it's given me in terms of time with my family time, freedom around how I spend my time, which I'm sure, you know, you can relate to as well. Right?

Terra Bohlmann (05:11): Absolutely. Yeah. It's like, I've got, I have a older son, who's 17. That's going to be, it's a senior year. He's going to be then going to college. So we're doing the whole college looking and deciding and whatnot. And then I have twin 11 year old boys. So I totally, I left the corporate world because I wanted back my time and freedom and was trying to balance it all. So I totally relate to trying to do all this with being a mom and a wife and, you know, and do the things I'm sure you like to travel and all that. So we just want to have it all, and what's really cool is women business owners we can. So I think that's really, really amazing. Speaking of, so how did you, you know, tell us about when you created a, I would imagine if you teach women how to create premium offers that you have went through some evolution to get to that point. Can you share a little bit about,

Jessica Nazarali (06:06): Yeah, sure, sure. So, like I said, I kind of stumbled into coaching slash consulting. It wasn't something that I set out to do. It was more that I realized I was doing it and thought, okay, I should probably get trained in this and learn a little bit more about it. So the first couple of years I was working with people one-on-one and it was great. I probably got to the end of my, I think it was around second year and I was like, Oh my gosh, I'm totally overwhelmed. I've got so many clients. And so I was working with a coach at the time and she said, okay, Jess, well, the way to grow is to create a group program. So I created my first group program sold that, you know, it was like a hundred thousand dollar launch for my, like my first ever big launch.

Jessica Nazarali (06:46): You know, that was pretty great. And I was really happy with that. However, I remember at the time just feeling so exhausted and going, Oh my gosh, I've launched this program. Okay. Now I have to deliver it. I've still got a whole bunch of one-on-one clients. And it was a lot, it was a lot, but anyway, delivered the program, people cook great results. And for me, that's just what I saw my business had to look like. I thought it had to involve, you know, doing a couple of really big launches a couple of times a year, and just having a lot of moving pieces in my business. And that's just what I assumed that it would look like. And so fast forward to when I was pregnant with my son and when I had my son, which was, you know, just around three years ago, I realized that how my business was set up, wasn't very conducive for having a baby in a small family.

Jessica Nazarali (07:36): Cause I was still very much involved in the day to day operations I had at the time I had hired a coach to kind of work with me and to coach my clients, but in my group program and kind of be, I guess you would call it, call it an assistant coach. How would that, I mean, for whatever reason, people just still wanted me. Right. Because I guess it's, you know, it's my name and the brand and yeah, people just ultimately still wanted me. And so while, you know, she was great and it was helpful. It still didn't seem like this current business model was scalable. And so I was going, okay, well, what exactly am I going to do here? And so I did a couple of things, you know, I kept running my group programs, but I also diversified and started a marketing agency.

Jessica Nazarali (08:22): And so we specialize in LinkedIn lead generation for individuals and we also have some corporate clients now. And the reason I started doing that was, I mean, I was teaching my clients how to do it at the time. You know, that's what my programs were on. I was helping them to land high ticket clients through using LinkedIn. And I realized, okay, there's a big majority of my clients who would just love to receive the leads and don't really want to know the know-how. And I realized if I created an agency, people just wanted the lanes. Like they didn't necessarily want me per se, which is what I was finding my coaching business. And so I, yeah, it was around the time my son was born or a couple of months before I was like, okay, let's just start to take on some clients and say what happens in this way?

Jessica Nazarali (09:07): And so we started doing that and it worked really well. And I realized that this was definitely, you know, it was a scalable business because I wasn't the bottleneck in it. And P like we were delivering a service as long as we delivered that service, the clients were happy and it didn't involve needing me to kind of show up on videos, a group calls or things like that, which is what I've realized would be difficult when I had my son right. Fast forward to about two years ago, what I've realized was, you know, just doing the pure LinkedIn lead generation. I mean, while it's great and clients were getting phenomenal leads from that. If people didn't have a great brand, if people weren't clear on what it is that they were offering, if people didn't have an amazing copywriter or they weren't good at writing copy to warm people up before the sales call actually happens, the clothes went gray and particularly well.

Jessica Nazarali (10:02): And that's when I realized, okay, well, why don't I help people basically do all the things. So, you know, along with not only coaching them and consulting with them, but then my team for the select clients that I work with at that premium level, we essentially do all their marketing for them. So everything from sales pages, product development, funnel setup, yeah. Everything and from LinkedIn marketing as well. And that has been such a transformational process for myself, you know, to really be able to work with a handful of clients. You know, I work with no more than five clients at a time at this level. I'm really worked with them deeply and transformatively and be able to handle, you know, all the things that people struggle with when it comes to marketing their business. And so it's been a real joy for me because it involves, you know, working with less clients in that way. And it's great for the client as well, because they're literally getting everything that they need handled. And I still have it's called Uplevel agency. And so that sold LinkedIn marketing agency. And, you know, I still have that as well, but that doesn't really have any, you know, I have, I have a manager for that business, so I'm not really involved in the day to day operations so much anymore. It's still running as well. So yeah, kind of a breakdown of how I got to where I am today.

Terra Bohlmann (11:18): I love it. I mean, it's so common because I, you know, if you think of the different levels of when you're in business, right. You're either at the startup level where it's like, you're just really excited when you get that first one or two clients. It's like, Oh my gosh, I'm validated. Cause I often joke that when I first started business coaching, which, you know, like you, I was like, this is an industry. Like, I really didn't know. I was like, no, I just want to mentor women. And I want to help them with their business. I'm going to be a coach. And I was like, no, I don't know what that is. Like, no, I'm just, you know, and it was like, Oh, I guess I do want to be, this is what they call them, but it wasn't right. They're both about 10 years old in our business.

Terra Bohlmann (11:56): So that coaching wasn't as normal. Like it was kinda new. And, you know, I was calling myself a consultant and a mentor and, you know, and, and whatnot. And then I was like, okay, so I'm going to do this. Right. And I like you, I said, okay. And I got a coach and I was like, okay. So I'm going to build this business coaching business. And I did, you know, six figures within the first year, which, you know, apparently is like a good milestone. But for someone like me, I came from the corporate consulting and I needed to make free times a hundred times, 300,000 to even somewhat be back, you know, cause we've got these things called expenses in our business and whatnot. And you know, so you were in the startup, which is like, awesome. If that's where you are. Very cool.

Terra Bohlmann (12:40): And maybe we'll talk about if you're in that startup level, like how you can position yourself for premium. And then we have like the middle, which is we're in growth and then I'll use my business and it sounds like yours as well. You go from, okay, well I've got enough one on one clients I need to now move to group. And cause that's the next step to leverage is how can I serve one to many? And then from there, great, you are getting to that scalability where then it's, how can we add some automation and remove ourselves a little bit out of, you know, the world. So at the business side of things. So in thinking, in terms of all three of those, you know, start-up growth and leverage or scale or whatever you want to call it, you know, what can someone do to even consider thinking, okay, I'm just startup. Do I want to position myself as premium? Or should I just go get my first clients and some wins? What's your thoughts on that?

Jessica Nazarali (13:38): Yeah. That's a really great question. And look, I think premium can be different price point for different people, right? So your version of a premium price point, maybe, you know, just stretching a little bit from where you feel comfortable as opposed to someone who's been in business for a while and they're going, okay, I'm now going to go from, I don't know, charging a two K per month retainer to charging a five or 10 K per month retainer. So it is all subjective. I would say in general, you know, when clients come to work with me, you know, even if somebody is a beginner, I tend to attract people that still have a lot of life experience and business experience. So sure there may be a beginner to the business, but they have 20 years of corporate experience. Should they just throw that old down the drain and go, okay, I'm going to reduce my rights by 80%.

Jessica Nazarali (14:26): I don't think so. And that all comes down to it's how they're positioning themselves, the branding, the messaging, the marketing, if that is on point, you can charge premium out of the Gates and you do that by self-selecting individuals that you wish to work with. So like I mentioned before, without LinkedIn marketing agency, you know, this is what we specialize. And so then when it came to, you know, working with, with clients in this way, my premium clients, we even go even more laser laser focused and we think about, okay, well, who are the high net worth individuals or, you know, cashed up entrepreneurs or people that despite what's going on in the marketplace, despite what's going on in the world would still have money to invest in something like this. And then it's about really honing in on who that person is and reaching out to them, you know, is it sending them messages on social media or LinkedIn is sending them a cold email, but it's not just like a copy and paste cold email.

Jessica Nazarali (15:28): It's a cold email, which has been really, really, really well-researched, you know, it could have taken up to maybe like three hours to like find out all the information and really craft up a message. That's going to hit home for them. But you take this time because this client could be like a hundred thousand dollar clients or it could be, you know, a client that's going to be worth a lot of money to you. So it's kind of a different way of going about it and look, show, you know, I still run Facebook ads. My clients still run Facebook ads, if it makes sense, however, it's a much more targeted and intentional approach that I would say, you know, not a lot of people are doing that. Just kind of putting up a Facebook ad and they're going okay, well, whoever comes to me and ops in and wants to work with me is who my audience is. It's like, well, no, you know, you can, why not, you know, really go for who it is that you want to work with. Like the socialites, the celebrities, the thought leaders, the heads of businesses that regardless of what's going on, I'm going to have an income available to work with you. You can do that if you're a beginner to your business, if you're good at what you do. Yeah. I would say that's probably the main piece.

Terra Bohlmann (16:33): I love that. And it's so true. So like when I first started, like, I always love to share like all the things I did wrong. So it's like, that happened to me so I can save you time, energy and money. But it's like when I first started my branding and everything was so premium and like just with my background and like international consulting and yada yada, yada, I can't believe I said yada, yada, yada, but like, you know, people would meet me. Like it would be like, Oh, I can't afford her. And then I would be like, no, no, no. Like I'm only when I first started, I always joke that I used to business coach and exchange for a Starbucks mocha, but then I was like, okay, I came and it was third. I was one-on-one for three 75, a month, 10 years ago.

Terra Bohlmann (17:15): And so I knew I had to get 30 clients and you know, so that was what I focused on having 30 clients, you know, every month for my coaching, which was, didn't have a contract. Like it was very like, you know, whatever. So what I found, I, I attracted was $375 a month clients, which, you know, I mean, I thought it was the greatest deal. I wouldn't make an, a no brainer. Cause I was like, I'm ready to help women. Like, let's do it. And I didn't want price to be an objection. Right. And, but once I found out that I was actually repelling, the, I really wanted to work with, because my prices were too low, you know, and it's like, it sounded crazy. And then I went into doing all the mindset work and stuff that you needed to do. I knew my value in the corporate world was 250 $300 an hour.

Terra Bohlmann (18:02): But something about working in your zone and in your passion, I was just like, how about three 75 a month, you know, month by month. And when I scrapped that raise my one-on-one prices, I think at that time, then I moved to a thousand a month private. And even that in today's marketplace is low, but you know, it was a big leap for me as almost like a three time. But I attracted women business owners that actually took the process seriously. And I started getting better quality clients as well. That started getting the results, which is what we want. Right. You know, if you're working with someone and she has five clients a year, you know, private clients at the premium side, it's like, you want them to have the results because I'm sure that's what Jess gets a joy out of is like seeing them be successful. So I love that. And it's, and when you're working in premium, then you can actually spend a little more cost per lead because like she was saying, it's worth more. And you know, so from a premium perspective, you know, have you found the sales cycle is a little bit longer than if you were just selling like the $2,000 program?

Jessica Nazarali (19:12): That is a really interesting question. I get asked this a lot by clients and I was actually just reflecting on this the other day and I was kind of looking at, okay, like when I first make contact with someone and we have a call, like how long has the sales cycle, to be honest, I find that it's kind of somewhat similar to selling like a 5k, like a standalone 5k program. And I'll tell you why. I think the price is how much 5k is worth to someone who I guess is less experienced and has less money available. Can feel like just as big of a jump or a stretch as somebody investing to work with me at 5k or 10 K per month, do you get what I mean? Like it's the meaning that people give to that amount of money. Right. So before, when I was working with people who I would like in the beginning stages of their business, they might be, you know, working in a job while they're starting their business. Yeah. Just more in the beginning stages that 5k feels like a lot was a little bit more established or they have the funds available, you know, the five or 10 K investment per month when they see everything that they're going to get, they see the value in it. So sure. It may feel like a stretch, but yeah, I find the sales cycle is somewhat similar. Does that make sense? Yeah,

Terra Bohlmann (20:26): That's interesting. I've never heard anyone explain it like that, but it totally makes sense. Cause I remember, you know, I was a three 75 and then I did the one and now private, like the 2000 a month and I don't work with many one-on-one. I primarily focus on my signature offer and then I have a mastermind, which is premium. So it's like, and I remember even my first time I launched my, it was like, I'll give you, you get the business map, I'll be your coach. You know, the masterminds, we're going to travel three places a year and you know, and it was like $8,000, you know, or whatever it was for the year, something crazy. And then it's like, you know, you do it and you get results and the testimonials. And then I started finding that, raise it up. I'm not like a big, Oh, let me triple the prices. Like, it's like, okay, well now I'm going to go from eight to 12, you know? Cause by the time you pay expenses

Terra Bohlmann (21:14): And taxes,

Terra Bohlmann (21:16): Like, you know, it may seem like that's a good whatever, a good amount of money to make, but you're like, mm, no. And I found myself needing like 20 people in the mastermind. I wanted more intimacy. So then I raised the price, I think from eight to 12, 12 to 15, 15 to 18, you know, I just kept going up with it when I would usually twice a year do a price increase. And now I'm just like, I'm so glad I did that because when you're in a, like a mastermind that travels, you don't have the $8,000 price point, people think it's fun, but they're also not as willing to like, Oh yeah, going to New York or going to Miami or wherever we're going to go. Sounds cool. But it's like, Oh, I need to have the money to actually get on a plane and go do that.

Terra Bohlmann (21:59): Right. And that's not fair to the other, you know, women who are in it, if people are like, Oh, I can't swing it. And you know, so I get why like travel masterminds. Plus we want to have people in there that are at the six and seven figure, you know, anyway, because it's all a lot of similar issues or dealing with as opposed to people who are just starting out. So it took me a year or two to figure that out. But again, like you think I would have learned it after the one-on-one coaching, but I didn't just like everyone else. I've struggled myself with the pricing and wanting to help everyone and why not? But I'm here to tell you and I'm sure Jess will agree is like, you know, don't hold back on what your value is that you need to charge because you're also going to attract better clients that are a fit for you.

Terra Bohlmann (22:45): And yeah, cause I'm like, I was the one at three 75 a month, you know, two calls this and that I'd be worrying about businesses at three in the morning. Oh, I hope she closes that fail. And it's like, what am I doing? Like that's I burned out quickly and we don't want anyone burning out. Right. That's that's the way of doing the premium and whatnot. So based on like thinking of like a client you've worked with that was, you know, just had, whether it's a, a program or an e-course or something that wanted to go more high-end what traits did you see what was happening in her business to make her go I'm at burnout? Like what gets them there? And then what is the first step that you can take to get out of the rat race of being busy and crazy and doing the, maybe even million dollar launches, but like not having much profit at the end of the day, you know? So like what is like the step one to move somebody out of that hustle and to just that space of working with less people, but on a more intimate level. Yes,

Jessica Nazarali (23:52): Yes, yes, yes. So the first thing is to look at, especially, you know, if they already have some type of group program or another offer, it's like, okay, you have something that can serve the masses. So, you know, you have that already. And I usually tell them the reason we go through this, it's like, look, you have this. You're not going to cut anyone out. You're not going to include anyone. If you now have an offer, which is high-end, I'm really only targeted at people who can't afford to work with you at that level because big issue, especially women face, unfortunately, men seem to cause I do work with someone as well, but unfortunately the men have works with haven't seemed to have this issue, but women really worry about, okay, if I have a premium offer, am I going, like, I'm going to leave people out, you know, not everyone's going to be able to afford this.

Jessica Nazarali (24:42): I'm like, absolutely not. Everyone is going to be able to afford this, but you still have your AA book or you have your eight week online course. So you have your monthly membership. You know, if that's bringing in your joy, keep on doing that. But you know, let's get you a couple of high-end clients who, you know, if you have, my clients usually have between, I would say one to five high end clients and the charging, anything from, you know, 30 K to, I think the highest one of my clients is charging is like 200 K a year, but that's like a big consulting off taking into corporate. But anywhere, you know, from that price point. And the reason I encourage people to do that is they get a couple of clients at that price point. And then it's like all of a sudden, okay, you know, you've really got your basis coverage.

Jessica Nazarali (25:28): I mean, depending on what your expense is on, but you know, if you have like say two 50 K clients, that's a hundred K per year, and then you really have then additional income coming in that you could hire a team so that they can take care of some of the delivery for you if needed, you know, if you're like you said, like you can then also give additional gifts and bonuses to your clients because the profit is there and then you have the opportunity to go, okay, do I really like this monthly membership? Do I really like this lightweight group program? And usually what I find is if clients already have a lot of those things already, they may just scale it back a little bit. They may go, okay, well, you know, at the moment I'm launching three times a year. I want to launch once a year.

Jessica Nazarali (26:10): I still like the course. I still say it's valuable, but I want to scale it back a little bit. Or they might go, Oh, I'm doing this monthly membership because I feel bad. I have to, I don't really want to be, feel like I need to create new content every month. Why don't I just, you know, it can be like a standalone course that people can buy. So it's an about going back and reassessing, okay, what are they currently doing? And doesn't make sense, but what else I want to say? Cause I would say probably the biggest objection or biggest issue people have when I say, okay, you know, we're going to create an alpha, which is, you know, 30 K or a hundred K or whatever they feel with is that people feel like they're going to have to sell their soul. They're going to have to marry the person or like, it's going to take up a lot of their time. And I totally get it because you know, when I've started doing one-on-one in the beginning and like you did Terra, you know, you were doing so much ride for that 300 and

Terra Bohlmann (27:00): Yeah. I mean they buy three 75 a month. Yeah. Via PayPal.

Jessica Nazarali (27:04): Yeah. And so a lot of people have done that. And so they go, Oh my God, how like, I'm going back to one-on-one I'm going to have, you know, five clients like that. That's not possible. Right. It comes down to, do you have teams to help you deliver part of the process? And it's around selecting people who, you know, aren't going to be that they're not going to be a drama client. And what I typically find is when you are working with people who are more say, for example, with my business, you know, we're working with people who already, you know, they're already established. And so I find that it's much, much, much easier to work with them as opposed to working with the beginner because they're already very busy. You know, they don't have time, you know, with like we typically talk in the beginning, we're talking every week with a move on to like twice a week.

Jessica Nazarali (27:56): Some of my clients, they go, look, I don't really need to talk to you twice a week. Like your team is kind of doing everything which is needed and what kind of just sending maybe some voice memos backwards and forth because that works for them. So it's about selecting clients. That's, you know, I'm willing to do the work and ideal clients in a way that, you know, they're not going to be really demanding on your time and more energy, you know, like they're not going to be like, okay, well I'm paying this much money. You know, I need you to do X, Y, and Z. It's about saying, well, you know, this is what's included and this is what we're going to be delivering for you. But Hey, you know, this is still what you need to do. So it's not like, Oh, you're investing in a certain price point. And then, you know, you're not going to have to think about like your business or making a change, you know? No, that's not true. You're still going to have to be an active participant. So it stands as setting the expectations.

Terra Bohlmann (28:47): And I think really that's the key, right? Is like, you know, I think of like when I was in consulting, right, it would be, I ran engagements that were over a million dollars a year, right. With even a small team, five people maybe. And it's like, you know, and that felt very comfortable. And, you know, and I just always found it was about expectations, putting a plan together and executing the plan and keeping the client in the loop. Right. It's like, that's kind of the difference between, I would say like consulting and coaching. So it's like when you're working with the higher end clients, there's less emotion involved and more just what do we need to do to get the job done? Right. This worked, this didn't, this is how we're going to tweak it. And I think, and so for me, it was a big aha.

Terra Bohlmann (29:32): When you were like, I think even for me, because I've had, I worked with, you know, some like high-end branding experts and whatnot, and they're just like, you need to have a high-end one-on-one offer, like for, cause I do the, I call them business maps. Right. It's like this done for you entire business model mapped out. It's like a 50 page branded document fills in all the gaps in your business. And for me, I was like, okay, well, I mean, it doesn't, every woman need this. Right. So in my mastermind they would get it, you know, get theirs and then it would bring such clarity and then I could coach them better. And you know, it felt like it was like the no brainer. Everyone needs this. And then I was like, okay, so now I have my group accelerator program. That's like, where I teach them how to do the strategy and then they apply it and then they get a template and they do their own map.

Terra Bohlmann (30:20): I review it with them because I wanted to scale it because I can't, I did a hundred and like 10 of them, myself. I mean, then I had a little team that would help me sometimes. But like, you know, I was like, I want to do a hundred of these to prove it out. And each one got better and better. And then I'm like, well, how do I scale that? So then they would be like, well, you need to offer this as a one-on-one, you know? And I was like, okay, I can do that. Where I interview them, just like I would back in the consulting days. And then I, you know, take a few weeks and I just create it for them, present it off they go. Right. And they're like, it should be premium. Like it's a 20 to $30,000 offer. And I was like, so like, you know, so, but when you had said, it's just kind of I think I was going back to the one-on-one three 75, 30 clients a month mindset.

Terra Bohlmann (31:04): Right. Of like, I can't handle that versus take three a year, Terra. And there's your most, your a hundred thousand and you'll be good. So this was so insightful. I love it. I love it. So it's really cool. So a couple things, I always ask everyone who I interview just since the name of the podcast is the fast track woman. A lot of our listeners are high-achieving women who want to be where they want to be, but it's taking a lot more time and energy than they thought, like they're smart women. They're like, why am I not at the seven figure Mark yet? Or why am I, you know, what's stopping me from being on the fast track. Right? Like what advice do you have for them? If something you wish you would've known when you were feeling that too, like, what's the best advice you have for a woman who's ready to make that bigger impact, but do it sooner and can't get out of her own way. Like what advice do you have for her?

Jessica Nazarali (31:58): So, number one, just because it goes back to what we were talking about before, I would definitely look at price points and it doesn't mean that you have to be like ultra ultra premium from the beginning, but obviously don't do you know? And I D I didn't mention that, but I did the same thing, you know, in the beginning I was selling coaching. It was like three sessions for like four 97 or something like that, you know? So don't do what being tired.

Terra Bohlmann (32:19): Yeah. The fast track is just don't do what we did. Just do what she's for right now.

Jessica Nazarali (32:27): Yeah. So I would say most people can be charging more for what it is that they're doing. So looking at price points, because, you know, if you are charging more, you're going to have to work with less clients. You're going to make more money faster. Like I said before, you know, you can hand pick those people who are ready to work with you. They have the money to work with you now. So I would look at price points. I would also then look at, you know, who is on your team and what support that you're getting. So I was speaking to someone the other day about she's interested in working with me and I was basically sharing, you know, everything that we do when you become a client in terms of, you know, what, during the strategy. But then my team is doing, you know, the branding, the copywriting, helping, you know, putting the product together, if we're launching a product or something like that for you.

Jessica Nazarali (33:12): And she went, wow, you know, I can say that if I work with you, my to do list is going to be pretty much, you know, not nothing, but like a lot less than what it currently is. Right. And I, I see this time and time again, is that people, they really resist getting support for a long time. And so for you, it may not mean, you know, hiring a full on, you know, marketing agency. That's going to do absolutely everything for you if you're not there yet, but it could mean, you know, just getting a virtual assistant, you know, can somebody help you with your emails? Can somebody help load your email newsletter? I just see, you know, people who are really, really far along in their business, I met someone the other day. She's like, Oh, I gotta go home and upload my new email newsletter.

Jessica Nazarali (33:56): And I remember just looking at it and going, you were just telling me that you're working with, you know, X number of clients. Pretty sure somebody can be, you know, uploading your newsletter for you. Right, right. But, you know, I just met her in a social situation. So I wasn't about to say that. I was thinking that though. And so it's about, okay, you know, we, we have finite number of hours in a day. Someone else can be doing these admin things for you. You really need to be focused on serving your clients and having sales conversations and talking to potential clients. You know, that's really where I see people need to be spending their time and, you know, content creation, if, if somebody isn't helping you with that. So yeah, just really be mindful of where you're spending your time, because if you're spending it on things that don't really make a big difference so that other people can do for your chances are you're not spending it on those high leverage activities.

Terra Bohlmann (34:48): Exactly. What she said is like, no one is going to sell as good as you. And you're passionate about what you do. So sales and those visibility activities and creating the videos and the things that are drawing those leads for you. Like that's kind of the ultimate. If you want to be positioned as an expert in the space, it's like, that's where you need to be and everything else, you know, we've got, there's, you know, I have an amazing, I call her an executive assistant because it feels more bougie to me instead of I've had VAs and stuff in the past. But, you know, that handles a lot of things, including my accountability program for my clients and stuff like that. So it's like, how can you leverage really good talent? And definitely like technology, you know, I love that. You said that was somebody you're like, what will you have to go upload newsletter for me, like this year was a huge year for me on learning the power of batching.

Terra Bohlmann (35:43): So I would rather take a day, actually, I hire somebody to help me do this. And, you know, I take the day, if I'm going to go launch something and then I hire like an amazing copywriter. And like that day we just work together to crank out as much as the content that we need for the launch or for, you know, I mean, even my podcast is so batched out that it's like, you know, I'm like six months out and I'm like, you know, I mean, not that that's a bad thing, that's a great thing. But you have to be that much as the CEO, you got to plan out like what your next year's worth of content and launch and what you're going to be selling and promoting and all that kind of stuff. And that has been my biggest aha this year was the power of batching sitting down, give me four hours.

Terra Bohlmann (36:29): I will crank out whatever needs to happen and get it into the right hands so that it can happen. So she's a hundred percent, right? So only those things that you can do, please, please, please. And I say it all the time, I'm like, don't quit stepping over dollar bills to pick up pennies. And we are the masters of doing that. And all it does is make us busy. We don't want to be busy anymore. You want to have, and create a high-end offer. Like Jessica has been telling us so that you can serve and go deep with clients and, you know, and just have that the money side of things not even be an issue. Right. So I love it. This has been so amazing, Jessica, thank you so much for sharing your time. We let everyone know how can they get in touch with you or how can they learn more?

Terra Bohlmann (37:14): Yes. Well, thank you so much. This has been so much fun. My website for my coaching and consulting is Jessica nazarali.com. And I have yeah. Details there on the premium offer where we, you know, do your handle all your marketing as well. If you're looking for support purely with lead generation Uplevel agency.com is my LinkedIn marketing agency as well. And then I'm on Instagram and all the social media channels. If you just search my name, I'll come up. I love it. And we'll have all the links in the show notes. So if you go to Terra Bohlmann.com/podcast and go to this episode, we'll have a transcription, we'll have all the links. She talked about all that kind of stuff. So this has just been fantastic. Thank you so much for sharing your time and your wisdom around premium offers. And here's to hoping that so many more women business owners, you know, stop trading time for money and start leveraging and having more white space so that they can do all the things they love to do. Right. Not just work. So, so that's been fantastic. Thanks again, just all right, bye bye-bye.

Outro (38:23): And there you have it. Another jam packed episode of the fast-track woman podcast, don't forget to visit Terra Bohlmann.com where you can get more business tips and strategies learn how we can work to accelerate your business success or access this podcast. Episode show notes with a full transcript and links to resources mentioned today. And if you enjoyed this podcast, I invite you to leave a review so that we can help serve more women business owners to like you until next time here's to owning your time and valuing your work.

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