121: From $0 to $10M: Leanne Lopez Mosley on Money, Messaging & Making It Happen

Episode Transcript
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Leanne Lopez (00:00):
For me, rich queen is about doing what you love and
why not be pay why should younot earn millions of dollars
doing that? Because guess what?It takes a lot of money to do
really good shit in the world.Like mother Teresa had a private
jet. So what makes you thinkthat money is not gonna amplify
the best qualities of you?

Kate Northrup (00:20):
Hello. I'm so excited for you to get to know
our guest today. Her name isLeanne Mosley and she is the
founder of Rich Queen. So Leanneis, I think, a unicorn in the
online business coachingindustry. She is hilarious.
She is very smart, and she has ahuge heart. And what I love

(00:42):
about her story is that it goesagainst every expectation of
what we might think is possible.So she actually shifted out of
corporate in 2020. Soon afterthat, had her first million
dollar year whilst nursing andpumping her first, for her first

(01:05):
baby, and then catapulted from 2to 10,000,000 in one year. And
in this episode, she breaks itall down in profound
specificity.
One of the things I love aboutLeanne is she holds nothing
back. Back. And I loved when I Ifound her on the Internet and

(01:25):
then I got to meet her in personand I was like, oh, this woman's
the real deal. No smoke andmirrors here. Enjoy the episode
with Leanne Moseley.
Welcome to Plenty. I'm your hostKate Northrup and together we
are going on a journey to helpyou have an incredible
relationship with money, time,and energy. And to have

(01:49):
abundance on every possiblelevel. Every week, we're gonna
dive in with experts andinsights to help you unlock a
life of plenty. Let's go fillour cups.

[voiceover] (02:03):
Please note that the opinions and perspectives of
the guests on the Plenty podcastare not necessarily reflective
of the opinions and perspectivesof Kate Northrop or anyone who
works within the Kate Northropbrand. Hi.

Hi. Thanks for going. Thanks

for having me.

I'm so happy to get to do this today, and I'm so
happy to know you. As you know,you and I met not long ago.

Mhmm.

And I just I love you so much. I just think you're
the you're the best.

The feeling's entirely mutual.

It's been really fun. And I I think I was, like,
vaguely aware of you. Like,maybe my sister had sent me
something of yours, and she waslike, do you know this lady? I
was like, nope. She's beautiful.
And so I was like, vaguely awareof you. But then when Andrea
introduced us, I was like, oh,she's the real fucking deal. I
love that. And not everyone onthe Internet is. Right.
Especially who people like youwho sort of came out of nowhere.

Left field, here

she is. Mean, I just because, like, you started
in 2020. Yeah. Right?

Yeah. But I but I get that a lot. I think that
and, you know, like, my myonline aesthetic is very curated
because I am that's my vibe.Yeah. And I have very curated
reels and curated photos.
And I think sometimes it can bewhen we find someone on the
internet, it's easy to makelike, to think about what they
could be like or what they'regoing to be like, and I think

(03:22):
something that I became reallyaware of, and it was really like
September, October, I found alot of women would join my
world, and they were like,you're so funny and so like fun
and down to earth, and I did notexpect you to be like that at
all. I suddenly realized thateven in my content, we weren't
really showing that fun side ofme. It was all very high

(03:44):
fashion. So I think it's reallyinteresting because I think
people are always verypleasantly surprised Yeah. By
the fact that I am the realdeal.
Yeah. And also from a humanperspective and a business and
strategy and knowledge andwisdom perspective despite Yes.
Being newer into the industry.

A lot of depth. Depth. A lot of depth of soul
and a lot of depth of knowledgeYeah. Which is a great combo and
depth of heart. Okay.
So take us back. There you were,high level, working in
corporate. Mhmm. Very highlevel. Yeah.
And what happened in 2020?

So

Or you tell the timeline. I'm you know, of
course, I don't know.

I feel like I'm assuming. Exactly. But the you
know, eleven and a half yearsinternational, huge corporate
roles. Yes. And that was likewho I was for since I was 23
straight out of university.
And I had Beau, my first son, in2018, and I went back to
corporate a year after he wasborn, and I took on a big role
Begin a new job? Yeah. So I leftmy previous corporate company

(04:45):
after I had when I had Bo. Imoved to The States four weeks
before I had Bo. So I moved toSouth Florida where I never
lived

Aren't you not even supposed to get on an
airplane? That is correct.

That is absolutely correct. But I was not gonna be
separated from my husband andhave the baby in a different
country. So my husband isAmerican and I am now American,
but we I came you know, I'dstayed in corporate right up
until I was about to have himbecause I got paid maternity
leave. So I was like, I'm notgoing to leave and risk not
having that because my corporatejob was high paid, and what am I

(05:16):
going do when I get to Americaif I don't have a job? So I
worked we were separated for mywhole pregnancy because Justin
had to move to sponsor me tocome into The States, so he
couldn't be in England and Sonot be it was a really tough
pregnancy because it was myfirst pregnancy and you wanna
spend it with your husband, notby yourself.
So when I moved and had Beau, itwas a really difficult first

(05:39):
year of being a mom because itwas incredible, but also kinda
lonely because I moved fourweeks before I had him, I had no
no one here. And I knew I wantedto go back to work because
that's like I've got drive, I'vegot ambition, but I didn't know
what it was going look question

to burn. We've got

We're not short of ambition. So I It was then I
started listening to podcastswhen I was pregnant with Beau,
and when I when I was onmaternity leave, took a year
off. And I started you know, Iwas walking him, and I would
listen to some podcasts, and Istarted to be like, oh, like
what if I had my own business?But as the daughter of two
entrepreneurs who were very muchlike, do not be an entrepreneur,

(06:16):
get a job and work for somebodyelse and have consistent income
and without the stress ofrunning your own business, it
felt very jarring to me to evenconsider leaving corporate when
I had really dreamed of being aCEO of a company, and I didn't
realize then that it would be myown company. So it was in going
back to work after having Beauand taking another big corporate

(06:39):
job that I was travelingprobably more than I've ever
traveled.
Wow. So I was getting on likesix, seven flights a week. I
spent more With time a one yearold? Yeah. So, Justin held I
down the was like gone What?
More than I was home. I wasexhausted. Yeah. I had this
great job, and I was like, thisis awful. Like, I was on

(07:01):
FaceTime to Bow more than I waswith him in person.
And I could feel myself feelinglike I had to choose. It was
like one or the other, and I waslike, this sucks. Like, I don't
wanna have to give up myambition, and I also don't wanna
feel like a crap mom every timeI have to leave, and I I just
crave sleeping in my own bed.And so in 2019 is when I
started, like, looking at, okay,I'm gonna start my own business,

(07:24):
and I went to an event inArizona in October 2019. And I
just remember being in the roomand being the one of the only
people there that didn't evenhave a business, but
understanding like, oh, no, thisis what I was meant to do.
Like I watched the event, thisfemale entrepreneur event, I was
like, oh, no, just like give mea stage and a microphone. I'm
ready. And it made no sense, butit made my body You just knew.

(07:47):
This is it. Like game on.
And I left the event and Istarted like working on my
business, and I was like, I'mgonna start a coaching business.
I just know I'm a coach. It'swhat I've been doing. I had huge
leadership roles in corporatefor I 11 was like, I'm a coach
through and through. But Iobviously didn't know I was a
business coach, I started as aproductivity coach because
that's what I knew.
And the first thing I did waslaunched a in person event in my

(08:10):
neighborhood clubhouse inJanuary 2020, and I sold tickets
for $35. And I went door to doorin my neighborhood, like
inviting women to come to myevent.

What did you say to them when you knocked on
their door? Hi, I'm Leanne.

I don't know when we know each other, but I would
love for you to come. I'mhosting this goal setting
seminar and I was so excited andit was nerve racking, you know,
the reason why I went door todoor was a week before no one
one ticket had sold, and thatwas one of my best friends that
had had a baby, and she was justbeing really kind. And I had a
choice, I was like, you youknow, don't do it or you double
down and you go freaking knockon doors. Like, if women if

(08:46):
women need to know this, then goand show yourself that women But
need to know on the day, 14women came.

Incredible.

And one of them was my mom, she was visiting
from England, and it was thisreally beautiful moment where I
did this goal setting seminarand I just knew, I was like,
this is it, you know? This is Ispent more, obviously way more,
like, with on Panera and justsetting up this clubhouse with
these TJ Maxx fake flowers andstuff, but it was just
everything to me around this iswhat I was meant to be doing. So

(09:15):
I decided in January 2020 thatby the 2020, I would leave my
corporate job, and I would gofull time into my coaching
business, and I'd give myselftime to build it over the course
of the year. And then in Marchright before COVID shut down
everything, about a month beforeCOVID shut down everything, like
the world, my company that Iworked for declared bankruptcy.

No way.

So we knew they were trying to sell the company
and there was rumors that therewas some financial issues, but
it was very sudden that theyjust pulled the plug and were
like, boom, we're that's it.We're closing the closing the
company. And I felt this realduality of emotion around the
sadness for all the team membersthat I was then having to try
and, like, help find jobs, butfor myself, it felt like

(09:59):
liberation. It was like, this isit. Like, this this is it.
Like, there is no more waiting.And so in 2020, that's when I
you know, it felt like such agift. I was home, like it was so
beautiful to sleep in my own bedand it was when I really started
to learn the online space and,you know, I was on Instagram but

(10:22):
I never I started using it kindof back 2019 for the for more of
the business Yeah. Approach. ButI was still very like fresh into
using social media for business.
But I spent all of 2020 as theproductivity queen, and I took
on some corporate consultingroles

Yes.

And you know, I knew that I was gonna keep
myself hostage in corporate,even in consulting. I was like,
this is just an easy lever andyou've got to step away. So it
was the 2020 that I was like,okay, this is it, you know? This
is we're not we're not doingthis. We're not we're not doing
both.
You're gonna have to go all in.So really 2021, I would consider

(10:57):
as my first full year Inbusiness. As in business

As you are.

Mhmm. A coach.

Rich queen.

And that's when I shifted to business coaching
Yeah. By the 2021, and I shiftedto rich queen funnily enough the
2023. Think people would So andI've been selling stuff around
rich queen for about six monthsbefore, but I'm still the
productivity queen in branding.So I Oh,

you were literally called the
productivity

literally my

trademark. So when you're saying you were the
productivity And this isamazing.

I joke because I'm like, if there is a better way
of doing something, I will findit. Mhmm. And so that's how I've
always been Yeah. And that'swhat served me in corporate. It
still serves me in business now.
Right. I'm like, why work harderwhen you can work smarter?

No. It's absolutely one of the core
things that you teach and live.Right.

Yeah. Absolutely. 2021, first full year as a
business coach was a half amillion dollar year.

Yep.

Then 2022, I had Lennox. Yeah. So then everything
changed again because thenyou're second baby with a
business.

Yeah. How do you navigate that?

It was really interesting because the business
that I had was built upon livelaunching every month.

So Every month, you were doing a live launch?
Listen. I'm literally, like,wanting to fall

in love with I am a projector. As the

girl who does one launch a year.

As the girl that does no lunches a year, I have
no I do know because, listen, wehave characteristics and traits
that you you know. My workcorporate work ethic is no joke.
And for me, it was like militarydiscipline, work ethic, like I
am someone that can commit andif I want something, there's no
stopping me. And at the time, itwas the easiest and fastest way

(12:41):
for me to really build thebusiness. No one knew who I was.
Right. So, I did these Sure. Idid these live launches and they
and they worked. Right? But Ievery six weeks, I did a three
day live program followed by aweek later, a live master class.
And I was doing like 30 to 50 ka month. Like it was great, but
but I was also doing likehundreds of sales calls. I did
these like fifteen minute callswith people and I'm with so many

(13:03):
women and my goal was the samein corporate. My goal here is to
leave women better than where Ifound you Yes. And if you're
meant for me, you're meant forme, if you're not, I'm good with
that.
If came and got what you needed,I'm good with that. And it and
it served me. I just I got areally good reputation in the
industry

Yeah.

For being somebody of substance, for being somebody
that that gave from a reallygenuine place. Yeah. And even
then, I wasn't using the brosales tactics, like I was really
still being my magnetic self,but I was doing a live launch
and it and it helped me. Therewas a season in my business that
it was necessary to grow at thespeed I wanted to. Yes.
So I love that season for mebecause I learn everything about

(13:41):
marketing, messaging, the womenI wanted to work with.
Everything.

Like for anyone listening and if your business
is not getting going, and youknow I did write a book called
Doo Less, so I just wanna honorthat. However, there is a time
to freaking go Mhmm. For itbecause the rapid cycling of
learning and improvement, ittakes care of everything. It's
just like you will figure it outif you do that many launches in

(14:09):
that short of a period of time.You just will.
You just will. And then youdon't have to do it like that
anymore. Right. But like thatimmersion is actually really
freaking brilliant.

And it and it was. And I think it's easy to find
women now who are creatingmassive success and then go,
well, I want to do it that way.And it's like, yeah, but pay
attention to what she did to getthere. And I talk about that.
Listen, I don't I talk about nolaunches, no this, no sales
calls, but there is a realitythat if you're brand new in
business, that might

be that sales calls actually will benefit you.
Well, also it's a wonderful wayto learn Market research. To
market research and learn how totalk about your thing in a way
that resonates with people.Like, if you don't know who your
ideal customer is, if you don'tknow what she's struggling with
Right. If you don't know themessaging that's gonna resonate
with her, do sales calls for awhile and then stop doing that.

And even selling. Like selling is a skill. Oh,
yeah. And until if you can sellin your content, amazing. Yeah.
But if you don't know how tosell if you couldn't sell to
someone face to face, which iswhy for me when I knocked on
doors, I'm like, if I'm a womanthat's gonna knock on doors, you
bet your ass I'm a woman that'sgonna do a million dollar a
month. Yeah. Because peoplethink being online and being
rejected is scary. It's like tryknocking physically looking at

(15:21):
somebody in the eye where theylive next door

to you. In your neighborhood. In your
neighborhood. It's not even likea random person.

It's like, no.

You're gonna see them walking

the dog tomorrow. You believe in it. It's like
that's what matters, right? Andit's you I just I'm so I
wouldn't do any part of myjourney differently, the live
launching, the sales calls, butit was in having Lennox. I got
pregnant with Lennox and I knewit was April 2022 he was coming,
and I knew that the the model Ihad built was not sustainable.
Yeah. And when I looked aroundthe industry and I saw women

(15:49):
earning bucket loads of money, Iwas like, what is the actual
difference between her and I?Like she's out here crushing it
and she's not doing launches,she's not doing sales calls,
she's selling every day onsocial media. She's just making
sales through her content and Iwasn't. I was just giving value
value value value live launch.
Value value

social content was value nurture educate.

Okay. And at the time, that's what I had been
taught. Right? I was like,they're like, you just give and
you give and you give and Idon't struggle to give. So for
me, that was a very easy settingand it was then easy to sell in
the launch because I was like,well, I've given them like three
days of my heart, my soul, mywisdom.
So, of course now I feel goodabout selling. It doesn't feel
janky to But there was a periodwhere I had to go, okay, well,

(16:36):
you're not gonna do livelaunches because it was not
aligned with the life that Iwanted and the business that I
wanted. Yeah. I wanted to beable to have my baby and feel
peaceful and have money comingin every day. I was like, wow,
imagine if money came in everysingle day.
And it was really then that mykind of funnels work started
because that's when I startedsetting up these little low

(16:57):
ticket taster offers and littleorder bumps and I started
playing around with emailmarketing. But it the
significant shift with me afterLennox was born, and really
before Lennox was born, was thateveryone was telling me, don't
worry, your business will stillbe there when you get back.
Don't worry, make sure you spendtime with your baby. You know,
people saw how hard I worked,how disciplined and devoted I

(17:19):
was to the business. And I thinkit came from really pure
intentionality, but there wassomething in me that was like,
wow, as women we're just like,we're like living, breathing
this compromise feeling asthough like, well, you know,
make sure you're present withyour baby as though you can't be
present with your business andbe present with your baby, like
you have to pick one or theother.
So I decided before Lennox wasborn that I remember saying to

(17:40):
Justin, you know what, this isgoing to be Lennox like and I
knew he was a boy and I knewthat was going to be his name. I
was like, Lennox is going to bethe reason that I have a million
dollar a year, not the reason Iwon't. Yep. And he was like,
okay. And I was like, and notfrom a place of like force or
pressure or I was like, we'regood and I don't need we don't
need it.
Yeah. But I'm like, I'm it'sgonna be the reason that I do a

(18:03):
million dollar a year and notthe reason that I don't. And in
the lead up to him being born, Istarted to step away from my
system. I stepping stoned my wayout of it, like I did a lot of
recorded trainings and I wouldstream them. And I would start
talking to a lot more people inthe DMs and selling through DM
conversation.
I started changing my messagingand selling every day in my

(18:23):
stories and people were buying.And I was showing up, I think
there's nothing like having ababy to strip away, you know,
whenever women find me now andthey're like, well, I don't have
content that looks like yours, Idon't have pre photoshoots. My
first million dollar year was mewith a baby on my boob or a
breast pump in my bra. Like,there look back, scroll back far

(18:43):
enough

Yeah.

It didn't look anything like it looked now.

And also, I wanna say, as somebody who built also
to seven figures and thenmultiple in a similar vibe with
a baby on my boob and whatever,And I, to this day, very rarely
show up curated and polishedbecause that's actually not who
I am Exactly. Other than reallyon the podcast. I'm like out to

(19:09):
dinner with friends. Other thanthat, you're mostly gonna see me
without makeup on, and justlike, you know, whatever I'm
wearing, and that works too. Ialso want to say like,
everything works as long as it'syou.
Authentic. But then there's somestrategic pieces. Correct. It
doesn't matter how it looks, butthese people these pieces do
matter. So you so you were likemaking that shift from showing

(19:33):
up and offering value valuevalue value value.
You started selling in yourstories.

Mhmm.

That was working. Yeah. And then what did that
tell you?

Well, the biggest shift though was not just the
selling, but when I had Lennoxand I thought if this is gonna
be a million dollar a year, howwould I already be showing up if
it was a million Great. A

year. I love that.

It was the audacity. And I would I've
listen, I've always beenaudacious. So that's not like
new. Let's let's keep it real.I've never been a shrinking
wallflower.
Audacity is who I am. I'm spicy,I'm audacious. I've always been
very comfortable with talkingabout myself in a high regard to
a certain extent around thingsthat I really know to be true
about myself. If I knowsomething to be true, I can

(20:14):
audaciously own that Yeah.Better than anyone.
And I started showing upaccordingly on social media. I
was like and I honestly, at thattime, was in the industry and
had seen and had spoken tothousands now of women Yeah. Who
had made investments, very veryvery high ticket investments,
and really didn't have anybusiness strategy.

Mhmm.

And I suddenly realized that, you know, I and I
went through a period of, Iwould say, responsibility for a
little while of, like, I'm gonnasave this industry. I'm gonna
show women that there are goodhumans that know strategy, and
I'm gonna teach them all. And Iwas undercharging. I was over
giving because I had this realdesire that, no, it doesn't have
to be like this. Yeah.
It's like we are gonna do ittogether, and I'm gonna attract

(20:57):
amazing humans, and we're gonnachange this industry. So it came
from this really pure place.Now, was a point where, again,
everything that serves you alsocan start to limit you. Yes. So
everything that had served me incorporate served me in my
business, but also limited mebecause I bought the same
corporate mentality into mybusiness.
The live launch structure servedme and then it started to limit

(21:18):
me because I didn't want to doit anymore. And when it came to
selling and I looked around, waslike, you know what? Like if I'm
going to make this easy and I'mgoing to make money every single
day, I have to sell every singleday. And I have to also sell
strategically. To your point, itwasn't just about showing up
more audaciously, it was alsoabout strategically going, okay,
then how do I need to approachmy messaging if I'm not

(21:40):
teaching?
I was like, how do I and Istarted to honestly play around
with curiosity, with all of themarketing tools and techniques
that I knew from scaling otherpeople's companies. I was like,
well, we did this and we triedthis and and I knew advertising,
I knew branding, I knew I'd beenin that world for eleven years
in corporate through operations,through purchasing, through

(22:01):
working like hand in hand withmarketing departments of huge
$8.09 figure companies, and Idid marketing at university.

Mhmm.

Like, I am a marketer through and through.
And so when I really started toapproach my business as a
marketer, that's when thingschanged. And that's when Lennox
the year that Lennox was born, Ihad a I did a million dollars.
We crossed a million dollars thethe week of Christmas. It was in
my pajamas with my kids.
That's amazing. No hadn't donelive launch quit live launching.
So great. And I'm trying toremember, but I think I finished

(22:31):
I think I had 5,000 followers,like tiny tiny audience.

That's unbelievable.

Like, my audience didn't grow. Didn't grow. I'm
pretty sure 2022, 2023. Yeah.5,000 followers.
I had around 5,000 followersbecause I hit I crossed 10,000
followers Christmas twentytwenty three, and that was when
we had a $2,400,000 year.

Mhmm. And then you ended well, I mean, I'm
totally giving, like, thepunchline, but I I'm I'm still I
I will in full transparency,because I always will be, I am
still in complete awe and, like,mystified by the fact that then
you took it to 10,000,000 thenext year. Although, my friend
James, who also has sat in thisseat, also had a 2 to

(23:12):
$10,000,000 year. And I lovelearning about that because it
reminds me of the 10 x is easierthan two x book

Which is true.

Which is true. Because it's true. Evidence. So,
okay. So you took it so with5,000 followers, you took it to
a million.
No more live launching.

No more.

Then what shifted in 2023 to take it to 2.4? Even
though I just gave away thepunchline.

No. No. Yeah.

I wanna now I wanna go Yeah.

No. This is great though because 2022 was still
was messy. So 2022 is when Ireally I really started selling
stuff around Rich Queen andspeaking about the stuff I
really wanted to talk about.

Okay.

And I I stepped out of the safety of what I had
been selling and I startedhaving fun with offers that I
did wanna sell and I I reallyjust had a lot more fun in my
business. So 2023 was actuallyabout like now Lennox is, you
know, he was gonna be born inApril. So the beginning of 2023,
was like, it's time to now Iknow who I am in this industry,
what my brand is, I'd reallystarted to understand like what

(24:09):
Rich Queen meant to me. Istarted to understand that this
is I'd land I'd really landed onmy thing. Like I felt great at
what I was doing before, butsuddenly by the time 2023 rolled
around, was like, oh, I reallyknow who I am now.
And I knew that strategicallythe things that I was obsessed
with, if I could bring them intomy brand, really started to
understand online marketing likebetter than I even fathomed was

(24:30):
possible and it was really fun.So 2023, what changed was this
really stepping into theindustry in a I would say 2023
was the year where everyone waslike, who is she? 2023 was that
year for me. It was like, theywere like, who is this girl and
where did she come from? So Iknow you said that at the start,
but 2023 was when a lot ofpeople started really taking

(24:52):
notice and that was very muchwhen I was on more of my, you
know, let's fix the coachingindustry Okay.

Through states. So you're banging that drum.

I was vocal and I was I didn't live there, but I
was very much like, what youwill not find in my world is
paying me for proximity and notunderstanding what strategy is.
Right. We we need womenunderstanding business strategy.
Yes. And I was vocal about it.
I was vocal about, listen,things and I I still stand by
this. Like, there was a therewas a trend of and there are

(25:22):
always trends in the industry, Ibelieve in personal
responsibility. However, therewas a trend of charging higher
and higher and higher prices towork with someone, and there was
a trend of you were only selfled if you didn't use the
support, if you didn't tap intoVoxer, if you didn't ask the
questions that self led womendon't ask questions before they
invest. There was a big therewas just a lot that was going on

(25:45):
in the industry in 2023, and itwas a big shake up year in the
coaching industry in 2023. Bythe end of 2023, things were
really shifting, reallyshifting.
And again, it served me becauseI was creating content that
looked different to everybodyelse. Yeah.

You were differentiating yourself.

I was I looked different, I had very fashion
influenced style of content. Itwas very much like people would
find me and be like, what whoare you and what do you even do?
Like, this is amazing. And thenwhen they would learn what I was
doing and I was so vocal and Iwas I was and people were
getting insane results in myworld. Like I was so bringing in
people in and making sure thatwomen understood how what

(26:23):
business strategy actually was.
And so as a result, I got again,my reputation was amazing. Yeah.
Now, by the time 2023 camearound, that narrative started
to restrict me and not Yeah.Help me because guess what? Now,
I'm saving everyone.
So guess who I'm attracting?

People who need someone to save them.

Correct. Yeah. So that became heavy real quick.
That

became heavy real quick. It's so interesting that
you so we're coming back to thestory, but I just wanna say,
like, it's interesting, thatyou're talking about 2023 being
a big shake up year in theindustry. Because as someone who
is like technically in thisindustry, but I don't actually
consider myself a coach. No. Isee that.
I don't even know what I am. ButI love hearing about it from
other people, because likesometimes we're in something and

(27:08):
we don't like, I don't reallypay a whole lot of attention to
what's going on.

I also feel like it depends on what

And it depends on the industry. And what algorithm
you're in Correct. And whatever.And so I'm just like, tell me
more.

You're like, wait, what was that? I

have no idea.

That is such an important point because I there
are real I noticed that. As Istarted to do things differently
to the pocket of the industrythat I was in, the very organic,
don't need a sales page, youdon't need a funnel, you don't
need any of It these was verymuch the like feminine business
is just like, you know, we'remagnetic and like very much sit
back kind of energy which isnot, you know, I'm like, we also
have to do things. Yeah. So, itwas one of those things where I

(27:49):
was very much in that pocket ofthe industry and so my narrative
was great because I built Ibuilt massive momentum and it
was from a place of heart.Again, I have I am not into
shame mean girl marketing.
It's not about pointing thefinger at any one person, but
it's like, I wanna be part ofthe solution. Yes. Let's all do
better. Yes. Let's do better.
Let's let's as women not put ourmoney into something that and

(28:10):
not talk about like ROI or likeask the questions that you need
to ask before

you a lot of people because marketing can be
used in a way that's veryseductive, and we can use that
for good or for bad Yep. It'sreally important. I I will say,
like, I just wrote a piece lastnight with anyway, that's
another part of another story,we'll talk about that. But like,
I just wrote a piece last nightabout being very considerate

(28:35):
about who we invest with andlike looking at track records
and looking at actually theireducation and credibility to
know because we can there's somuch smoke and mirrors Yeah. And
like we can create a lot of hypeand it there's not always
something to back it up.
So I do think that thateducation is important and like
influencing around discernment.

But it started to feel heavy. It started to feel
heavy. And, you know, for me itwas about the way women were
investing, but also and I thinkyou will appreciate this. Part
of my gripe with the industrywas that women were chasing high
cash months and no and peoplewere using the word wealth and I
was like, stop. It drives That'sme called revenue.
Revenue is not the same. Andwomen who were doing these high

(29:20):
cash months that had like nomoney left at the end of it,
profitability, like no one washaving the types of financial
literate conversations that Iwanted to see people have. And
so I was talking about our realestate empire and the things
that we've done to build wealthand people took notice. Now,
again, 2023 was a very I wouldsay I was in my demanding
attention area era, notcommanding attention. Again, it

(29:41):
put me on the map.
I was loud, I was audacious, Iwas different. I love that for
me. Until I started to realizethat like, oh, I am finding this
very heavy. I'm also not lovingthe energy of the I found that I
needed to be the sun and themoon for everyone all day for
them to move, for them to dothings. And I'm like, this is

(30:04):
not actually what I want to do.
I also had started to attractsome different women that were
further along and it was reallyfun and it was really light. And
I had done what I had seenmodeled to me in the industry,
was I did a lot of differentprograms. I was I was even
though I wasn't live launchinganymore, I was launching another
a new offer every month, everysix weeks. It was something new,

(30:25):
something new. And again, 2023was a great year for me to find
out just because you can doesn'tmean you should.
So by the time q four camearound, I had a live event in
September 2023 and it wasamazing, but I also stood on
that stage and I realized myrole here is bigger than this
and you're you're keepingyourself really small with the
you've got to release you've gotto release this identity, you've

(30:48):
to put down the responsibilitycape. It's not your
responsibility to save thesewomen. Nope. They don't need
saving. And you're actuallydoing yourself and them a
disservice because you'retelling them to keep themselves
small so that everybody elsebenefits.
So I really shiftedsignificantly in there as soon
as the event was done. I stoppedselling anything that was not in
alignment with my core, like thethings that I am an absolute

(31:11):
goddamn genius at. Now, what isso funny is that it took me
until 2023 to realize thatmessaging is

Is your thing.

Is my thing. Yeah. And it suddenly made sense
because everything I taught wasthrough the lens of mess was
through the lens of messaging.

But none of know anything about ourselves. Like,
it is the wildest thing. I haverun high level masterminds for
years. No one can see theirthemselves and their businesses
straight. All of us completelydiscount our gifts, and I have
never met anybody who did notneed a mirror held up to them at
some point to be like, hello.

(31:47):
This is who you are. This iswhat you're brilliant at, and we
have such a conditioning aswomen to and I think just humans
Right. To devalue that whichcomes easily.

And that's what it was? Yeah. The e so what it's so
interesting because I, even incorporate, knew that my teams
loved working for me because Iwas an activator. I activated
motivation in people and I'm anatural hype girl. I'm like,
let's go.
I wanna see people win so muchthat sometimes, and again, gift,

(32:21):
curse. And what I'd realized iswhilst I can do that and I am
always gonna be somebody with ahuge heart, like that's who I
am. Like my dad even spoke aboutit in my in his wedding speech.
He was like, just watching youjust like meet people and want
the best for them and be all in.Like, I'm a Taurus.
I'm like loyal. I'm loyalthrough and through. So if I'm
all in, I'm all in. And if I'mout, I'm all the way out. So if

(32:43):
I'm all in with my clients, Iwas all the way in.
And what I started to notice wasthat, to your point, I was too
close to my I thought that wasmy genius. I thought I was an
activator, I was a motivator, Iwas like the type of person that
would get people to move and dothings that they didn't even
believe were possible, and thenI realized I don't wanna I don't
wanna convince you to believethat this is possible. So much

(33:03):
so that my whole slogan, my Ialmost trademarked it in 2023
was if I can, you can. If I can,you can. Are you kidding me?
Wow. And I realized I

see the power in that. It's not bad,

but also like But who are you talking to? Yeah.
The woman that needs to No.

You you wanna talk to the woman who's already
like She's like, know. She'slike, duh. Just like, help me
for a minute. She's like, bitch,know. I don't need you to I tell
just need like the littlestrategy tweak things.
But

the first thing I did after after the event was a
strategic master class around Itwas a 500 k month, I'd had a I
had a 500 k sales month and Isuddenly realized that all of
the master classes I were doingwere very take me to church.
Like people would be like, thisis so good. I'm so activated. I
need to listen to this everyday. It was the first master

(34:02):
class I did that was like, letme show you.

Yeah. This is

how I actually did it. Dun dun dun. Right. And I
was like, what are the thingsthat I would love to see from
the women that are further aheadof me? I'm like, god, I would
love to see how someone's doinga million dollars.

Oh my god. The behind the scenes is everything.
That is what has moved theneedle in my business over and
over and over again is the chatsover coffee with my girlfriend
who I'm staying over at herhouse on my way up to Maine, you
know, with my kids, and she has,you know, a slightly bigger
business than I do, or doingsomething different. And then I

(34:34):
get that one unlock she just islike sharing openly, because
there we are. It's everything.
I don't need I mean, like, Ilove a good church woman like
anybody else. I really do. Like,give me some Michael Beckwith
all day. However, when it comesto business, what actually has
moved the needle often is likethose little things where I'm
like, oh, oh, thank you. Yeah.

(34:57):
Like, I would have never known,or I wouldn't have done that.
And actually, you did that forme in one of your so I don't
remember what I signed up for,but

it great. I remember you told me, now I
don't remember what it was. Wasit messaging for millions or
something? That sounds Yeah.

That sounds about right.

I feel like you told me.

So I listened to that or something in which you
were like, you need to talk toyour million dollar client,
which by the way wasn't likenecessarily new advice, but
because you're so brilliant atmessaging, you then, with a
little tweezer, pulled out everysingle little objection, every

(35:34):
single myth that I was stillspinning with in my mind,
because you know your milliondollar client, because it's me,
and and you were like, you needto talk to her in this way, and
you think x y z, but actually,and I left that thing, and I was
like, she's freaking right, eventhough I've been hearing about
Ideal Customer Avatar for ahundred years, and messaging
specificity like, hello CaptainObvious, and I took out my flip

(35:57):
chart, and I wrote meet Dolly,and Dolly is our million dollar
client. I love this. And Ifreaking, like, it changed my
life.

Yeah.

Just that one thing. Because that's the power

It's so cool.

Of I mean, this is very meta. You began talking
to your million dollar clientwho's far far along. That's it.
She doesn't need you to lift herup or carry you on her back.
Nope.
She just needs the one thing.And then I found you, and then
you started saying that, andthen now here I am doing it
Yeah. Over with my people. It'sthe best.

That's it. And and it gets to be that's the minute
I did that master class, womenhired me who I'd never heard
from. I saw women women signingup for that master class who I
didn't I was like, wow, she'slike an industry leader. Wow.
Like you knew who you are.

I was like, wow. You're like, oh wait, I know
these names.

And then I did it, and then those women were hiring
me. And before I knew it, it waslike they I realized that whilst
I can I love a good take me tochurch moment, actually that's
the most that's the heaviestpart for me? The energetic stuff
is like not actually the stuff Iwant to do with someone because
it's not

Which is so good to know about yourself. Right.
For somebody else which is Yeah.Wonderful.

I might if you're my friend, I've got you. But
like from a coaching perspectivethat there are people that are
better qualified to do that foryou because I actually can give
you a pep talk. I'm not here toactually help you shift your
stuff and if sometimes peopleneed that. So for me, was like
if I focus on the things I'mreally good at, and when I
started working with those womenand they were getting insane
results, I I corrected myundercharging, I increased my

(37:22):
prices, and I I launchedSheMakes Bank and I delivered it
in January 2024. Live.
Nuts. That's my first fullmessaging program.

Wow.

Delivered She Makes Bank in January 2024 live,
and the minute I delivered it, Iwas like, oh my gosh. Like here
I am. Like here she is. I waslike, this is my like signature.
This is it.
This is it. I taught messagingin a way that I was like, oh,
like this is I had to it was toyour point, it was so effortless

(37:54):
for me that I had to sit inqueue four of twenty twenty
three and go, what are thethings I do with my clients that
get the fastest and bestresults? And I had to actually
look at the specificity pieces,use statements, or or like,
well, you're talking to a newerperson for that offer and a more
advanced person for that offerand that's why they're not
buying from you.

I started to really That was I mean, I know,
like, it's like I feel there's apart of me that feels like, I
should have this figured outright now. They're all of us.
When you said that in that classabout, like, don't talk to a
different person for your earlystuff than for your later stuff,
I just was like, I'm not sure ifshe's right, but what the hell?

(38:32):
I'll give it a go. She has abigger business than I do, so
I'll try it.
Cause I'm very much like that.Like, I'm just like, I don't
care.

My million dollar client is exactly like that.
Yeah. Wonder if they tell me.

Absolutely. And it's so much easier than doing
the mental gymnastics that I hadbeen doing around, especially,
like, I would get all, like,muddled in my mind with, like,
this is actually who I know Ican really serve, which is a
woman who already makes greatmoney

Mhmm.

But who is either a chronic avoider Yep. Or
toggling between that andhypervigilance. Right. So she is
going back and forth betweendissociation or hypervigilance
with her money, even though shealready makes good money. Right.
And I was like, I get to justtalk to I don't have to water it

(39:29):
down, talk to the people who aretrying to get their income
going. Like, I don't because I'mnot actually, like, I'm great at
helping people make more money.It's not the highest and best
use of me. I'm actually the bestat working with people who
already make good money. They dotend to start making more.

Of course.

Yeah. Of course. But like, it's like that so
thank you. So I just wanna sayNo.

But I love that because that is when it dawned
on me and then I realized thatlike, this is my gift and you
share it, I I think it's reallyfunny because a lot Some of the
criticism online of of me hasbeen, can you believe it? People
would dare to criticize me. Butthe messaging and funnels pieces
that I talk about, people arelike, she's acting like she like
created this stuff. Like thatshe created the idea of ideal

(40:16):
client or funnels. I'm like, nono one said that.
Like I've never I've never saidthat. But my delivery of that
information is different to theway that and that's everyone's

It is different because I have You've been
around. You've been around. Havetaught it. And I just needed to
hear it in the way that youteach it because you were
talking to me specifically. Andthat is the power

Yeah.

Of your million dollar client. Oh my god. Okay.
So then 2024, early twentytwenty four, you you teach She
Makes Bank for the first timelive, but then it became an
evergreen. Yeah.
Right? Because people can getthat anytime they want.

So the 2023, I closed chapters with all of my
one on one clients, all of mymastermind clients. I I realized
I was like

Wrap it up.

This is like the end. Like there is a new chapter
beginning in the beginning ofthe year and I what what this
can't come with me where I'mgoing. Okay. And it was a big
leap of faith. I just had a$2,400,000 year.
Yeah. And I was like, wow,you're just gonna walk I'm not
gonna do a program every month.Changing it up. Not gonna do
energetics programs, not gonnatalk about power or any of these
things or money. I'm not gonnatalk about any of those things.

(41:24):
I stepped away completely frominvesting in anyone and coaching
with anybody and I got reallyquiet. I did She Makes Bank and
it blew up instantly. Itinstantly blew up. Like it we
finished obviously the year, Ithink in 2023 at 10,000
followers and come January, thatwas when it was really like
people were like, who is thisgirl? You need to take her

(41:45):
program.
Like the the level oftestimonials and the people that
were going through it and doingthe messaging work with me
combined with me then taking onall of these new one on one
clients who was doing thesemonthly messaging intensives and
suddenly like Get

in, get out.

Get in, get out. And it was like, that's what I'm
good at because you would comein and I'd go ding ding ding
ding ding. It's this, it's this,it's this, and then it's like
boom. You don't need six monthswith me. You don't need twelve
months with me.
It's like I might I realizedthat my ideal client doesn't
need to spend that much timewith me. And actually, I like
shorter term stuff because Imove fast. And I can help you
move. Do

I Things around. Oh my god. But

I know what I'm just like, I just I changed
everything. Yeah. Pricing, Iwent from charging 5 k a month
for one on one coaching, $5,000a month for one on one coaching
in December, like, September2023, to I went overnight and
and said my price is now$15,000. Because Yeah. I was
like, I help women change threeposts and they make $10 from an
email.

(42:41):
Totally. Like, this isridiculous. And my million
dollar client was like, don'twanna this doesn't match. Like,
what you're saying and whatyou're charging, it's repelling
me. It doesn't make any sense.

100%. And this is something I talk about all the
time. Like, people are under theillusion that charging less is
going to mean more people willbuy. But it is charging less for
your for certain clients. Yes.
It is a repellent.

It's a massive repellent. Yeah. Massive glad

you said that. Okay. So so things blow up, and
then I know that you had alreadystopped doing your live
launches.

Oh, I yeah. Didn't do that. After before Lennox was
born, I stopped doing those. SoApril was

evergreen, selling on social, selling over
email Yeah. And this is when youhad really started to build out
what became Freedom Funnels.

Yeah. So started in 2023 was when I started
really getting serious aroundwhat's being modeled to me as
not freedom. I did a $2,400,000a year, but I was like, I know
scalable businesses. Businesses.This is not scalable.
Like, I am required to show upto make money. And whilst that
felt fun for a minute, startedto feel limiting. Again, it was
amazing until it started to feellike a restriction and a

(43:50):
limitation. And I was like, Ineed more automation. When I
thought about every big businessI've ever worked in, what made
them wildly successful from ascalability while still
protecting profitability wassystems and automation.

Systems and automations, baby.

And I didn't jive with the way that the bros
taught it. I like looked for asecond and was like, this is
just not it. So, I was like, youknow what? I do think I always
find the best way of doingsomething, so why don't I just
do it and do it simple? So qfour was when I really started
to put into place these simpleautomations, and at the start of
2024 was when I really doubleddown.
I dropped down to threesignature programs, so which I

(44:28):
delivered from January to JuneMhmm. And I built and did all of
this automation. I made thedecision in 2023 at the end to
start running ads because I knewI have this tiny audience and
and I have insane clientresults. If you just give me
more people, they're gonna comein and they buy everything from
me. People would buy one thingand immediately start buying
everything.
Yeah. So I started running adswhich felt like a really big

(44:50):
deal because nobody in my inthat pocket of the industry,
everyone was very anti runningads. It was like that was what
the bros did.

Also a reminder, we already said it. I just wanna
say it again. There are so manydifferent pockets of the world
because So many. In my pocketThey all were ads. Everyone runs
ads.
I was the only one who didn't.And they were like, how are you
doing all that with organic? AndI was like, I don't know, I just
am. But I was not in yourpocket. Yeah.
And I love this.

It was like Polar opposites. Polar opposites.

Yeah. But So you started adding adding ads?

I started ads in February 2024 and they
immediately They just toppedoff. And ironically, and
coincidentally, and divinely,January was my first 500 k cash
month. Uh-huh. So I redid

Right. Different than a

sales month. So I redid, which is very important
that everyone understands thedifference between those two
things, but I did I redid the500 k masterclass. It's like if
I'm gonna, again, strategicallyYeah. I'm gonna run ads, let's
run it to something that I knowit was my biggest selling
masterclass that created I mean,that masterclass created over
648,000 in sales the first timeI ran it, over the over the

(46:00):
coming months. When we decidedto do ads to a masterclass, I
decided let's redo the 500 kmaster class.
I knew I was on track. I waslike, there is no way I'm not
gonna hit a $505,100 k monththis month based on reoccurring
revenue sales all coming in. Waslike, and even if I don't, who
fucking cares? If it's a 470 kcash month, who cares? So I
literally, who cares?
So I did I we sold the 500 kmaster class and we ran ads to

(46:24):
it and it immediately poppedoff. Crazy. Return on ad spend
like my ads I'd interviewed alot of different ads agencies
and my ads manager, I reallyliked her because she's she's
been following me for two years,incredibly familiar with my
brand.

That's great.

Boutique agency, got it. And I was like, I wanna
do the strategy. I understandthe strategy, the writing. Yes.
You're not doing any of thefunnels, like this is all me.
I just need you to do the backend. Right. Like I don't wanna
do any of the tech. So, we didthe 500 k masterclass and just
things really started to build.In 2023 was when I was in Goss,

(47:00):
in the issue in Goss.
And this is important becauseit's a it was a pivotal kind of
It's for people who don't

know if that's a magazine.

It's a magazine. And I paid to be in the magazine
Mhmm. Because I was like, thisis great exposure. And they
really started following me inthe 2023, and they were very
very all over my stuff. Whenthey printed the issue, they
announced that I was gonna be onthe cover of that same issue in
2024, which was a really bigdeal at the time because they'd
never put anyone with a tinythey've everyone that's been on

(47:30):
there is Jenna Kutcher, you knowBig audiences.
Amanda Francis. It's like bigbig people, big audiences. So
that really made people go like,wow, like they're putting her on
the cover. And we were doing theshoot for that issue in April.
So in the coming months at thestart of 2024, I was again
having huge momentum.
Me and my social media team hadreally started to nail down like
very next level content and Iwas having the time of my life

(47:52):
because I grew up wanting to bea model, an actress, like
fashion, like that's who I am.And now you are. And now I'm
doing all of it.

Right? So But getting paid so much more.

And mixing it with my marketing brain and it was
just so And we hit, I hit, wehit in Rich Queen our first
million dollar month in April2024. Mhmm. So we hit our first
I had my first 500 k month inJanuary and then the first
million dollar month in April.And it just the momentum never
slowed down. And it justgathered and gathered and more

(48:23):
and more women were finding outabout me.
And again, I've not got I stilldon't have a huge audience. Like
I I only have 24,000 followers.It's not like I've got 240,000
people.

It absolutely flips everything on its head
Yeah. Because the illusion isthat if you want to make more
money, you have to have a biggeraudience. And then it's like,
oh, well I can't do that becausethat's gonna take a while and
let me slow

All myself of this volume of people. Right. So,
reason why it seems so mysticalto people, they're like, I don't
understand how could youpossibly be doing million dollar
months. I might because if youlook at what what happens is
people come in, because numberone, I only speak to my million
dollar client. Yep.
So, guess who I attract? Yeah.Which is why I don't have
200,000 followers because I'mnot speaking to 200,000 peep
like, I'm Yeah. Again, not thatI No. Because 200 there's

(49:09):
thousand not but the growth isslower.
But I'm like, I'm

attached. My rug is attached to you. The growth
No. You just like wrapped aroundis slower when it's yeah. No.
Okay. Wait. So can you describewhat I know I just gave my riff
on it, but can you describe tosomeone what is a million dollar
client? Because I mentioned thiswith a group of ladies I'm in a
peer mastermind with, and theywere like, what does that mean?

(49:34):
I described it, but I

don't think I did a good job. Okay. So the I I
choose that language reallyintentionally because it
immediately is jarring topeople. Mhmm. Because they're
like, so you mean you only talkto people that earn like
millions of dollars?

What they What my people said is, so you're only
talking to a client who wouldpay you a million dollars.
Correct. So Which I do love theturnaround because you know when
you're when you're working witha bunch of multiple 7 figure
earners, they're like, so I'mtalking to my client who would
pay me a million dollars in ayear, and I love that that's
like where they went.

And that's where most people go. Yeah. And so I
like it because rather thansaying like dream client Yeah.
Ideal client, I was like, I needto find something that is
disruptive, but also when youthink about the people that you
love to work with the most, notall money is created equal when
it comes to sales. So we've allworked with people who have felt
light as a feather and peoplethat have not felt light as a
feather.

(50:22):
And that's not their fault,that's our fault for who we're
talking to and not speaking tothe right person. But for me, my
million dollar client, it hadactually nothing to do with how
much revenue she was bringing.Now, don't get me wrong, like
you, I might I am not the coachyou hire if you're brand new
into business or if you're notmaking money. Like, you're not
gonna be investing $15 or, like,in working one on one with me if
you don't know who you'reserving, what your genius is,

(50:42):
like, that's not you shouldinvest in somebody else. I'm I'm
the person you come to whenyou're ready to like make a lot
more money.

Mhmm.

So whilst doing less. But may make it better.
But this is where the milliondollar client is about what are
the characteristics of your theperson that gets the best
results from your work and isthe your the light is a feather
to work with. So they're oftenthere are characteristics of
theirs at a certain point intheir journey. They're a certain

(51:09):
type of person.
So for me, it was like they'realready making money Yeah. But
they're making it through livelaunches Right. Or they're they
know they should be earning waymore. They're like, listen,
Leanne, I'm earning great money.Right?
I'm doing a 100 k a month. Like,it's not like I'm not earning a
lot of money. Sure. But if itwas based on how amazing my work
is, I should be earning amillion dollars a month.

I love that. Okay. That's so clear.

So it's characteristics, and when you
think about the people in yourworld that felt light as a
feather to work with, they'vegot also they got the best
results, guarantee those twothings correlate.

Mhmm. And that's what the unlock was for me
because I I know who those womenare, and I was like, oh, well,
I'll just describe them. Right.I've worked with them before,
and I was like, I didn't think Igot to talk exclusively to them.
And now that I have been, it'sit it does feel so much lighter.

(52:02):
And we're Easier. Yeah. Yeah. Sookay. As your revenue just has
skyrocketed in a relatively fastfashion, I am curious what did
you need to shift in yourself tobe able

to have the capacity to maintain it, to
expand. Yeah. You know, it'sfunny because I am someone that
can normalize like a big figurevery quickly. Yeah. So maintain
it once we we didn't just hitlike a million dollar month, it
was like Over and and Now,something that really helped me,
number one was I did a lot ofthe releasing of the

(52:39):
responsibility work, the firstround of that in in q three
2023.
So closing the chapters withpeople that were willing to pay
me, but I was like, no. Thiswill stop you from going where
you're going. That was a bigpart of the decision to choose
myself and to acknowledge that,like, where I'm going, these
things can't come with me. And Ihave to be comfortable of I had

(52:59):
to get really comfortable ofgoing from people's, like, hero
to villain and being okay withthat. That they that whatever
narrative that they would theywould create from that, and
there was, like, there was afallout.
You know, people were like, youwere the girl that was like, if
I can, you can, and now you'recharging 15 k a month like
everybody else. And there was alot of people that didn't love
some of the decisions that Imade, but I but I knew that the

(53:21):
I was doing the right thing. Forwhat you offer and for the
results that you get, I thinkit's still remarkably
affordable. And I completelyagree.

And I understand, like, if someone's listening to
this and you're new in business,like, no, that's not No. Don't
That's not the conversationwe're having. But I just I just
wanna fuck that. Anyway, ofcourse, so you had to be willing

I had to be willing To

to be be like people are gonna make up their
whatever stories they're gonnaneed to make up. I'm going to
carry on on what is best for meand in my highest to serve And
it was at the level I know.

And commitment and devotion to only being available
for my genius. Yeah. And in theway that was light as a feather
for me to deliver just choosingmyself, choosing myself. And I'm
pretty good at choosing myself.Right?
I've the decisions I've made inmy life have got me where I am.
So choosing myself is not brandnew. However, there was a lot of
people pleasing tendencies,there was a lot of overgiving in

(54:11):
my business, there was a lot ofgoing above and beyond at the
detriment of myself, and some ofthose traits carried forward
into last year. And whathappened was the growth was
amazing until suddenly, yes,there was people buying all the
instant access things, great.But in my higher level
containers, especially the innercircle where I had a lot of

(54:32):
women, had a 180 women, and it'sa high level container, suddenly
everyone and even one on oneclients were like wanting to
plug into my brain like twentyfour seven.
20 like, if I could just beplugged into you all the time, I
would. Like, there were Icouldn't answer enough
questions. When women would seeme shift one of their pieces of
messaging, then it it was likean addiction. It was like, now I
want you to review every singlepost, every single email. And

(54:55):
suddenly, and again, this servedme.
It kept me, but it served me. Iwas sitting on calls for four
and a half hours because Iwouldn't leave people with a
question unanswered. And again,that is not do not do this. Do
not do that in your business.However, I am so glad that I did
because number one, scalingamplifies everything, including

(55:18):
in your business and outside ofyour business.
Yes. In in terms of where you'reover giving, it will amplify it
will really amplify where you'reover giving.

Money is like fertilizer. It

will make everything grow. And everything
grew. So and what happened wasthe business felt light as a
feather. We went to Italy,August, September. I got back
and then suddenly I everyone wasjust joining.
We had like 20 people join theinner circle while I was in
Italy, like the money was justcoming thick and fast. And it
felt good until suddenly I feltlike, wow, everybody wants a

(55:53):
piece of me, and it suddenlyfelt like, and I described it on
a call with someone that I workwith around my energy, I feel
like everyone just thinks I'mlike a computer hard drive and
they actually don't care thatI'm a person. They don't care
that I'm sitting on a call forfour and a half, five hours. In
fact, they would be happy for meto sit there for seven hours if
they got if they got morequestions. And again, this is

(56:13):
nothing against any of thepeople It that were in my was a
me issue, not a them issue.
But it suddenly became reallyaware to me that we were also
building our house, we also havea huge real estate portfolio. So
now, I'm suddenly earningmillion dollar months, but I'm
also sending wires for like, youyou don't just sit with the
money in your account, right?You have to move the money.

Yes.

So suddenly, I'm sending wires for 750 we built a
$4,000,000 home, we're buyingthis real estate thing, we're
doing this, we're making thesebig wealth moves, which is all
great first world problems, butsuddenly, the bigger bigger
money was coming in and biggerchunks were going out, and also
more people were in my worldthan ever before. And I started
to feel like I was the mostvisible I have ever been in my

(56:54):
entire life and the mostinvisible. Like, I felt it's
like October 2024, I was like,no one sees me. No one sees me.
And that was not true.
That was my mind telling methat. But that was when I was
like and I kept it to myself. Igot my head down. I didn't wanna

(57:14):
disappoint people. I don't wannalet people down, I didn't wanna
not sit on a call and be able toanswer people's questions.
And I remember just gettingreally quiet, and I didn't post.
I posted, I think, twice in thewhole of October, which is very
unlike me. I'm a very veryconsistent person, And I
couldn't post because I talkabout freedom. How do you post
about freedom when you literallyfeel like you're any I had no

(57:37):
internal freedom. I had all ofthe external freedom.
I felt like I had zero internalfreedom. But I'm so glad that it
happened because Justin, myhusband, had been telling me for
six months to build an AI. Ifyou could just build an AI of
you, it would half yourworkload. And I was like, AI,
gross. Absolutely not.
Pass. He also, by the way, hadbeen telling me to run ads for

(58:00):
six months before I startedrunning ads. The last ten hours

me anytime with business. He

knows he knows a thing or two. But he had been
telling me and it was only itwas only at that breaking point
that I realized the only way I'mgoing to be able to like take
some weight out of this andsustain this and grow this
business and be able to servewomen at a high level is to
actually consider this. And so,I did and within a month, and
this is what's so amazing. TheLian AI that we launched, I

(58:28):
built actually for the women inmy world because I was like, I
want Inside you to yourprograms. Yeah.
I was like, I want you I wantyou to be able to plug into me
and I I want to be able tosupport you

Well, you're doing something else.

Well, I'm not sat on four and a half hour calls.
And I when I set to work onbuilding her, it was for
everybody else. But guess what?We got to give her these like a
hundred and seventy hours of allof these calls That

you had already done.

That I had done that were so amazing, and that's
why people were getting suchgreat results. And it's what
made the AI so exceptional, butthe most beautiful thing that
happened is when when they whenwe got the beta of Leanne AI and
I started using her, I was like,wow, this is like this is for
me. Yeah.

Like this Like it's even sped up your content
creation.

And the way I can the way I can support people And
we now have the same amount. Butwe have it was I did not expect
it. I knew that it would be goodbecause it was fed with amazing
things. I did not I did notunderstand that it was going to
be like me. Like if you had arobot version of me, like she
feels like me when I talk toher, her sense of humor, she

(59:33):
feels like she's infused with myheart and soul, which She is.
I get emotional because I'm likethat that is who I am. Like, I
ask my clients, like, I'm awoman that will sit on four and
a half hour calls and not as abadge of honor or like I want of
a round of applause for likesupporting issue. It was an
issue, but like it's from aplace of heart. Yes.

It is.

I want It's from generosity. Generosity.

You are very generous. I am. I have
experienced that firsthand. It'sincredible, and it's such a
gift, and and and I think that,like, what you have received
back is a reflection of that.

Leanne Lopez (01:00:08):
I agree.

Kate Northrup (01:00:08):
And I will say, you know, we we got to talk
yesterday with my own personalstory about Lian AI, but I had
never used AI before other thanto help me do math. Never. And
ever. And then you gave me betaaccess to Lian AI, and I sat in
a coffee shop with a to do lista mile long of all these
copywriting deliverables that Ihad, and I was feeling really

(01:00:29):
pissed, quite frankly, at ouroperations director for all
these deadlines, and I was justlike, well, fuck it. I'll just,
like, maybe Lianae, I can helpme, because we had Let's

give it a while.

These girls on the group chat, like, saying it
was helping them, so I was like,oh, okay. So I plug in all of
this great stuff I had about mymillion dollar client, and I'd
done all this work about her,her mistakes, her objections,
her dreams, her, you know, allof the all of the all of the all
of the things. You know, whatkeeps her up at night, what she
really wants, blah blah blah. Ifeed it all in. I'm like, hey.

(01:01:03):
Give me a brief of Meet Dolly.Go. I just I had copied and
pasted all this stuff. I did thework. It took hours prior.
A 100%. However, the brief tookher five seconds. It popped out.
I burst into tears. Yeah.
Because I just was like, now Idon't feel so alone.

Oh, and that was it. I was like, Leanne Aye made
me feel less alone Yeah. Andmore seen. And I saw myself and
I and I felt seen by othersbecause it was it was she was a
mirror. I said to Justin, like,I knew listen, I know I'm
exceptional at what I do, butit's like when I use Leanne I am
like, wow.
Like, is the biggest mirror. Shewas a gift for me. It's like I

(01:01:46):
built her for everyone else, butactually she was for me as much
as she's for every woman thatnow and we've got now thousands
of women using her for goodreason. She's incredible. Yeah.
And we only publicly she wasn'teven publicly available. It was
only to clients and previousclients, but she's blowing up,
and I know that the potentialityof what she's here for is so
much bigger than just thecoaching industry. It's like

(01:02:07):
marketing transcends thecoaching industry. What I do and
what I teach is not just uniqueto the coaching industry or
coaches and consultants. What'scool about Leanne AI is we have
women that have product basedbusinesses or Hireworkers.
Doctors, attorneys using her andInterior designers. Like men
signing loads of men have signedup and they're like, this is
phenomenal. Like, I would haveloved to have worked with you

(01:02:28):
and I know you don't work withguys, and now I get to kind of
work with you without needing towork that's with you. Cool. And
it she is she's changed my life,but I would never have built her
if I hadn't felt like I wasgonna break.
Yeah. So to answer yourquestion, which I didn't really,
because in some ways, you know,it's a holding money and
receiving money. I've been I'vebeen good at receiving money.

(01:02:48):
Holding money was always mychallenge. Holding was
difficult.
Same girl, same. I can listen. Ican make money, like, easy. I I
spend it like I stole it, likewas my

Well, that is the making good money doesn't make
you good with money. Amen.That's Huge. You know, that's
what that's what I do. It's likethat piece of like, okay, what
is it to actually sit withwealth?
Because as you said, 100 k amonth is different than wealth.

(01:03:20):
And wanna know from you as wekind of like wrap up, what is
money about for you?

What what do you do this for? What is rich queen?
What's the bigger why? I lovethat question because when we
did the event, there was thisguy, and he came he came
outside, we were setting it upthe night before and he was
like, we had this huge thingover the door that said, like,
rich queen all over it. And hewas like, rich queen, that's not
about money though, is it?

(01:03:48):
And I was like, no. And I lookedat him and I was like, you get
it. Like, you get it. It'slisten, money gives you
opportunities. Money createssolutions, faster solutions,
opportunity.
Like, money is an incrediblething. It's an incredible
resource. But money, when it'sheavy, it you may as well not
have any. And money, when youdon't know what to do with it,

(01:04:11):
and you're just trapped in thisconstant cycle. For me, money
and the rich, like, rich queenand what it was built on for me
is the internal freedom.
Like, your external freedomstuff is great. Right? Building
the house is amazing and I lovethat we get to do that. But for
me, it's if I don't feel freeinternally, there's no point in
the money. And rich queen to meis about women having the

(01:04:33):
freedom of choice, like, what doyou want?
And never having to go, oh,well, I can't do that because.
Mhmm. That we need to see morewomen with extreme amounts of
wealth who are also moms and bighearted, very generous humans
and down to earth and funny andimperfect and talking about

(01:04:54):
their own struggles, and you'llalways get transparency with me.
But for me, rich queen is aboutdoing what you love and why not
be pay why should you not earnmillions of dollars doing that?
Because guess what?
It takes a lot of money to doreally good shit in the world.
Like mother Teresa had a privatejet. So what makes you think

(01:05:15):
that money is not gonna amplifythe best qualities of you? And
it's been an amplifier for me.You know, me and Justin have
started a foundation to helpbreak financial illiteracy in
children.
We can't do that if we don'thave a lot of money. The
foundations are setting upcauses like this. They take
time, they take energy, theytake money, they take
fundraising, and you good peopledo good things when they have a

(01:05:37):
lot of money. Yes, they do.Being a rich queen is not about
how much is in your bankaccount, it's do you have the
the freedom of choice?
Does your does your life,whatever your version of freedom
looks like, does it feel likefreedom to you?

Yeah.

And if it doesn't, no amount of money in the world
is gonna solve that.

It's so true. So I wanna reflect back. What I
have heard is that at everyintersection, you were doing
something, it was working, andthen the very thing that was
your secret sauce

Mhmm.

Became the thing that held you back, and you
asked the question, how can I dothis better? So instead of just
being like, well, this is justhow it is now, you were like,
nope. So every intersection youfelt unseen, it was too much
sitting on those calls, so youbuilt Liana AI.

That's

it. It was the live launches. Now I've got this
second baby. Like, nope. There'sgotta be a different way.
And I just the ingenuity, theresourcefulness, and the rapid
cycling through lessons, like,it's Feel amazing. It's amazing,
and I'm so deeply inspired. I'mso grateful we get to be
friends. For folks who arewanting to learn more about
Leigh Ann AI, go tokatenorthrup.com/leanne, and you

(01:06:51):
can find out all about it there.But if folks wanna connect with
you, learn more about yourprograms, where should they go?

Yeah. Richqueen.com is probably the
best place to go, and obviously,Instagram is where I'm most
active. But if you go torichqueen.com, you'll find all
the glorious details of all thethings there.

Amazing. I adore

you. Thank you for If having

you're ready to revolutionize the way you work
as an ambitious human, you haveto get my book, Do Less, A
Revolutionary Approach to Timeand Energy Management for
Ambitious Women. This book is mylove letter to recovering
overachievers, and it anevidence based journey to

(01:07:29):
shifting the way you relate totime and energy so you can
experience better results withless stress, less overwhelm, and
avoid burnout. You can go aheadand get your copy over at
katenorthrop.com/book.

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