October 17, 2023 • 18 mins
In this episode, Tara breaks down the 4 levels or evolutions for scaling a service-based business. If you started a business or agency by completing projects for other companies and you have found yourself at a growth plateau or crossroads, this episode may give you the tips and tricks to send you into your next level of growth!
About Me:
My name is Tara Bryan. I help business owners break into the next level of success by packaging their expertise into an online business. It's my passion to help you find the fastest path to results to create a greater impact and income for you and your tribe.
This podcast is 100% focused on support, tips and example sharing, and building a community of online business owners who are passionate about building awesome learning experiences.
We do that by building engaging, motivating, gamified, and learner-centered online experiences. We come up with ideas and strategies to ensure that our learners can thrive and succeed using our packaged products.
To learn more:
Find us at https://www.taralbryan.com
Here are two ways we can help you grow and scale your online course-powered business:
1. Want to package or pivot your business online? Download our free Step-by-Step guide to get the exact steps you need to create an online business.
2. ALREADY HAVE AN ONLINE BUSINESS & READY TO INFINITELY SCALE?
Download our free 50 Ways to Engage Your Customers guide or Schedule a 15 minute call with Tara to talk about our offers that will help you master the game.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tara Bryan (00:05):
Hey, everybody, it's Tara, Bryan, and you are
listening to the course buildingsecrets podcast. Whether you're
a coach or a CEO, the success ofyour team and clients is based
on your ability to deliver aconsistent experience and guide
them on the fastest path toresults. This podcast will give
(00:25):
you practical real life tipsthat you can use today to build
your online experiences that getresults and create raving fans.
Why? So you can monetize yourexpertise and serve more people
without adding more time or teamto your business? If you're
looking to uncover your milliondollar framework, package it and
(00:47):
use it to scale you're in theright place. Let's dive in. Hey,
everybody, welcome to today'sepisode of the course building
secrets podcast. Hey, in thisepisode, this is for my service
based entrepreneurs and businessowners. And how do you look at
growing and scaling yourbusiness beyond just working
(01:07):
harder, or having a hugeinfrastructure in terms of team
and location and all of thethings. And this episode speaks
directly into my heart becausewhen I started my agency 16
years ago, this is the way thatI started. And then the way that
I scaled my business so that Icould keep growing, I sort of
(01:28):
ended up in that place where twothings happened. One is I
couldn't take on more clientswithout hiring more people. And
when I hired more people thatgrew my, my expenses in so I
never quite got ahead ofbecoming, you know, more
profitable because I had to havemore and more expenses as I was
(01:48):
growing my agency. And thesecond thing is, is that we just
we were sort of always in thatfeast or famine, right? So we
had to have enough capacity inorder to keep the team they had
to have the team in order tomeet the capacity. So it kind of
was always in that chicken inthe egg scenario. So I don't
(02:09):
know if you find yourself inthat place. But what happens in
that situation, when other thanit being super stressful? Is
that you cap out at at aspecific revenue number because
you can't, you just can't leapover where you are in terms of
growth, just by working harder,longer, or putting in more
(02:30):
effort, right. So something hasto change. So this is a lot of
the journey that I went through,but also as we've taken our
clients through of how do youpackage your expertise? How do
you package your service basedbusiness in order to grow and
scale it in a way that you canhave that exponential growth in
(02:51):
order for you to keep growing,and not kill yourself, by
working a ton of hours orbuilding a huge infrastructure
in terms of team as you aregoing? Alright, so I'm going to
break this down into varioussort of stages or, or levels
that you can think about interms of as you're growing your
business. So let our studentswhen you first get started, say
(03:15):
you're leaving your corporatejob, and you're going out and
putting your shingle up or yourNo, you have, you know, wanted
to do something with yourexpertise. Usually what happens
is you start by, you know, justgetting clients, right, so
you're just doing a bunch ofdifferent things, you're helping
(03:36):
them you're, you've kind ofdetermined your expertise or
your topic from a broad pictureperspective. And then anyone who
comes in, you're helping themregardless of sort of, do they
match that core system that youthat you want to create, right?
So you're just kind of in thishours for dollars pattern,
(03:56):
you're helping people but everysingle thing that you're doing
for every client is just alittle bit different, or could
be a lot different, right? Sowhen we first started, we do
custom learning solutions forlarge companies. And so when
when we started, what wouldhappen is we would have our sort
(04:17):
of way that we would work withclients, but all the projects
were different, right? differentindustries, different needs,
different problems that we weresolving. And so everything was
just slightly different. So Ihad to hire really specialized
talent to come in to helpactually get to the finish line
(04:38):
with the different projectswhich is great, right like
working with a lot of awesomepeople. But the more specialized
your talent, the more expensivethey are, the harder it is to
make margins, right so everybodywas all my clients were coming
Again, and we were providing anawesome service and really doing
(04:59):
a great job with them. But everysingle project was different. We
couldn't, we couldn't put itinto a system or a framework or
a formula that was consistentlyapplied all the way through with
all of our clients. And so thechallenge with that is every,
you know, because everything isdifferent, it's really hard to
(05:21):
kind of work, work through, youknow, the consistency, when
you're hiring people, it'sreally hard for them to follow
kind of a, an ad hoc model. It'shard when you're bringing
clients in to provide them witha level of security, that
they're going to have theirproject delivered on time and on
(05:41):
budget. And, of course, the morevariation that you're doing in
your business, the harder andmore complex it is to run the
business. So That's level one,that's usually when people start
as they're just trying to kindof figure out either who their
ideal client is, what problemthey solve, and how can they
(06:02):
start to consistently solve thatproblem in a way that, that they
can provide an efficientsolution. Okay, so that's number
one. So what happens is you getto a level of growth, again,
really hard to scale, you kindof end up in that place of like,
everything feels like a mess,everything feels really hard.
(06:23):
And, and you're not able to getany efficiencies as, as you're
going. And so it's just, it's areally tough place to be in at
some point you max out. So thenyou have level two, which is
you've chosen a specialization,right? You've taken all of those
projects, you're like, Okay,these are, this is the one, or
(06:44):
these projects are the ones welove the most. And so you kind
of you choose that one and youspecialize. When you specialize,
what you can do is you can turnthat into a step by step
formula, or step by stepsignature framework or
methodology that you canconsistently deliver each and
every time to all of your, yourcustomers. So if you do that,
(07:08):
and you're, you know,consistently providing them that
level of experience, what startsto happen as you get more
efficient, you can document howthings go with that step by step
system, your team has morepredictability, your client has
more predictability, you canstart to just deliver on that
(07:29):
one step by step methodology.And then you can start to think
about what comes next. Right. Soonce you've done that, and you
can run all your clients throughit, it helps to save time, it
helps to gain efficiencies,you're starting to create some
standard operating proceduresare starting to create some
(07:49):
systemized approaches for howthings happen. And it becomes
something that it can bescalable, because it's more
streamlined. And it's it's oneway of doing it versus sort of
ad hoc, everyone's a little bit different.
But it requires some discipline,because it requires you to just
choose that one thing and moveforward with that one thing and
(08:13):
and really start to, you know,just hone that one process as
you're going through. So choosethe one that sort of your
signature methodology thatsolves the problem that you like
to solve the most. And thenstart saying no to everything
else, what that will do is itwill attract the right people to
(08:34):
you who need that solution, andgive you the opportunity to
start honing in on just thatfocused area. So as you're
starting to, to grow in thisarea, what you'll see is you're
able to hire easy, easier,you're you're able to attract
the right clients who aren'tasking for all sorts of crazy,
(08:55):
wacky new things, and yourprofitability will start to go
up because you can have a littlebit more predictability in how
you're delivering and how you'regetting other people to help you
deliver as well. Alright, soThat's level two, is if you are
in that place where everythingis totally different, and you're
solving different problems forevery single client that comes
(09:17):
in, start to think about whichone you like the best start to
put together kind of thatsignature methodology, right. So
step by step process from pointA to point B, that helps to
define how you're helping peopleeach and every time. So for us
in the agency, we came up with afive step framework, and in that
(09:40):
framework, we took all of themthrough the same process. So I
was able to go out and and talkto prospective clients and say,
Listen, I can I know that howlong this is going to take, how
much budget it's going to takeand what the schedule is going
to be based on the fact that wehave a proprietary framework
that you can feel confident thatwe're going to go with through
(10:00):
and get results. Because we havethat level of predictability, I
was able to get about 90%accuracy with everyone's
projects because of that,because we had such a specific
methodology that we were goingthrough, it helped. It helped
everything. And that was thefirst big transition point in
(10:20):
the agency that allowed us tokeep growing. And keep growing
in a way that was sustainable.Okay, so then the next level is
how do you take that step bystep methodology, and start to
package it in a way that allowsyou to deliver it in some some
interesting ways, that allowsyou to save time to save effort,
(10:47):
and not repeat yourself, this issort of the the game we get into
I call it 51st dates where everysingle time we're working with a
customer, we're repeatingourselves, we're making up new
things. Once we have that stepby step signature methodology,
now we can start saying, okay,so how do we bring customers on
onboard? Consistently? How do weget them set up? How do we put
(11:11):
them in the system? How do wehelp them learn the different
components that they need toeither, you know, be a part of
our done for you service, orstart transitioning them in this
phase into done with you. Soperhaps, they just want the
system and some coaching andaccountability, but they have a
(11:33):
full implementation team who canimplement, they have a full team
who, or they want to themselves,do the work to implement, right,
so you can give them the system,and then they're able to go in
and, and actually, you know,complete what needs to be done
because they have the step bystep path. And so this opens up
(11:54):
a whole new revenue source forpeople who are either, like I
said, have a team or they wantto do it themselves, but they
want to use your methodology. Soagain, you can start packaging
that you can give them yourstandard operating procedures
that you use with your team, anytemplates or tools, coaching and
accountability, this starts toshift the conversation from just
(12:17):
done for you, to done with you.And allows you to start
packaging your expertise in acompletely new way. And like I
said, serve a new audience. Andthen once you have done that,
and you've been able to helpthem you have something that's
packaged, you've kind of learnedall the pitfalls. We call it
(12:40):
controlling the dip, whichallows you to create an
experience that is highlyleveraged using systems and
technology, and still providesan awesome experience that
allows people to participate andget results and have sort of
that coaching, and, and help asthey're going. In Level Three,
(13:03):
once you've done all of that,then you have a whole new
opportunity to package all ofthat into maybe a do it yourself
option. If somebody wants totake your system and apply it on
their own without anyintervention from you, they have
that opportunity either as afull program, or you can pull
(13:25):
out pieces of your core programand just give them parts that
they can start to implement ontheir own. So you can sell them
on their own or sell them aspart of a package. And so when
you look at that progression,what it does is it starts to
take you from that ad hoc willdo anything, anyone who comes
in, we're gonna say yes, to avery strategic growth model that
(13:51):
helps you continue to grow andadds additional levels of
customers that you may not evenbe able to see yet today,
because of the way that you'rejust doing done for you
services. So imagine if youdidn't just have the done for
you services, but you also hadadditional ways to serve people,
(14:11):
you would have additionalcustomers and members if you
have a continuity model, but youalso can still have your core
done for you services, as well,that are more streamlined based
on the problem that you'retrying to solve. And it
simplifies your entire businessmodel gives you revenue from
(14:31):
additional sources andeventually allows you to grow in
scale in a way that issustainable and, and grows
beyond you as the businessowner. So if you're in that
position of trying to scale yourservices, or you're just in a
position of you're just notgrowing anymore, you've reached
(14:53):
that ceiling. I know that thefirst time I reached that
ceiling it was about an 800,000in annual revenue. And I just
couldn't get back past it. Andso we had to start looking at
these other levels in order tomaximize our efforts that we had
(15:13):
as a business. So that we couldnot only grow or continue to
grow revenue, but also grow ourprofitability. Because as you
know, if you have, you know, agreat top line revenue and
terrible profitability, youdon't really have a sustainable
business, right. And so thisallows you to do both. So if
this serves you today, I wouldlove to get your feedback on
(15:35):
this, because I know that when Iwas a struggling service
provider, this is one of the theanswers that I would have loved
to have had, I just didn't knowthe right question to ask,
right. And so, so often, it's,it's just put more people on it
put more, you know, you can workon your operating system, put
(15:57):
more people in it, get a newoffice, get more clients, all
those different answers. Butlooking at how you're offering
your services and how you'reproductizing your services
actually provides you with whatyou need to unlock those new
customers, and unlock theability to help people and have
(16:21):
it completely removed from yourtime right from recreating the
wheel every time from havingthat 51st state scenario. And so
hopefully, this serves youbecause I know that it made a
huge difference in my businessas I was kind of at that, that
point of growth. And if you aretrying to create your program,
(16:45):
and you haven't actually gonethrough these levels, it may be
interesting to think about thefact that maybe you need to
start by going out and helpingyou know, maybe five different
customers that you can just helpserve them so that you can
uncover your signaturemethodology and start to package
(17:07):
it, it's really hard to startwith the you know, trying to
package or put a coursetogether, or a program together
without having that sense of howyou're getting them from point A
to point B, right? How are yousolving their problem in the
fastest and most efficient way.Because at this point, like if
(17:29):
you haven't worked withcustomers, you're just sort of
guessing right, or you're usingyour own experience, which is
great. And so but you it mayserve you to just jump in the
game and start, you know, takingpeople through your signature
methodology, one on one or in asmall group, so that you can,
when you are packaging it, whenyou are automating it, you are
(17:52):
able to provide that level ofservice in a simulated
delivery method. So that you areyou know, making sure that
you're getting those results,making sure you're helping
people solve that problem. And,and it helps to really expand
your ability to serve. So that'sjust a side note. If you're kind
(18:14):
of starting from level four, youmay want to fill in a little bit
with level two and three, Iwouldn't go back to one, but
going back to two and three,from a short time perspective so
that you can dial in some of theSOPs, some of the the details in
your signature methodology. Itwill really help you as you are
(18:36):
growing and scaling. So thereyou go. That is your course
building tip for today.
Hey, everybody, it's Tara, Bryan, and you are
listening to the course buildingsecrets podcast. Whether you're
a coach or a CEO, the success ofyour team and clients is based
on your ability to deliver aconsistent experience and guide
them on the fastest path toresults. This podcast will give
(00:25):
you practical real life tipsthat you can use today to build
your online experiences that getresults and create raving fans.
Why? So you can monetize yourexpertise and serve more people
without adding more time or teamto your business? If you're
looking to uncover your milliondollar framework, package it and
(00:47):
use it to scale you're in theright place. Let's dive in. Hey,
everybody, welcome to today'sepisode of the course building
secrets podcast. Hey, in thisepisode, this is for my service
based entrepreneurs and businessowners. And how do you look at
growing and scaling yourbusiness beyond just working
(01:07):
harder, or having a hugeinfrastructure in terms of team
and location and all of thethings. And this episode speaks
directly into my heart becausewhen I started my agency 16
years ago, this is the way thatI started. And then the way that
I scaled my business so that Icould keep growing, I sort of
(01:28):
ended up in that place where twothings happened. One is I
couldn't take on more clientswithout hiring more people. And
when I hired more people thatgrew my, my expenses in so I
never quite got ahead ofbecoming, you know, more
profitable because I had to havemore and more expenses as I was
(01:48):
growing my agency. And thesecond thing is, is that we just
we were sort of always in thatfeast or famine, right? So we
had to have enough capacity inorder to keep the team they had
to have the team in order tomeet the capacity. So it kind of
was always in that chicken inthe egg scenario. So I don't
(02:09):
know if you find yourself inthat place. But what happens in
that situation, when other thanit being super stressful? Is
that you cap out at at aspecific revenue number because
you can't, you just can't leapover where you are in terms of
growth, just by working harder,longer, or putting in more
(02:30):
effort, right. So something hasto change. So this is a lot of
the journey that I went through,but also as we've taken our
clients through of how do youpackage your expertise? How do
you package your service basedbusiness in order to grow and
scale it in a way that you canhave that exponential growth in
(02:51):
order for you to keep growing,and not kill yourself, by
working a ton of hours orbuilding a huge infrastructure
in terms of team as you aregoing? Alright, so I'm going to
break this down into varioussort of stages or, or levels
that you can think about interms of as you're growing your
business. So let our studentswhen you first get started, say
(03:15):
you're leaving your corporatejob, and you're going out and
putting your shingle up or yourNo, you have, you know, wanted
to do something with yourexpertise. Usually what happens
is you start by, you know, justgetting clients, right, so
you're just doing a bunch ofdifferent things, you're helping
(03:36):
them you're, you've kind ofdetermined your expertise or
your topic from a broad pictureperspective. And then anyone who
comes in, you're helping themregardless of sort of, do they
match that core system that youthat you want to create, right?
So you're just kind of in thishours for dollars pattern,
(03:56):
you're helping people but everysingle thing that you're doing
for every client is just alittle bit different, or could
be a lot different, right? Sowhen we first started, we do
custom learning solutions forlarge companies. And so when
when we started, what wouldhappen is we would have our sort
(04:17):
of way that we would work withclients, but all the projects
were different, right? differentindustries, different needs,
different problems that we weresolving. And so everything was
just slightly different. So Ihad to hire really specialized
talent to come in to helpactually get to the finish line
(04:38):
with the different projectswhich is great, right like
working with a lot of awesomepeople. But the more specialized
your talent, the more expensivethey are, the harder it is to
make margins, right so everybodywas all my clients were coming
Again, and we were providing anawesome service and really doing
(04:59):
a great job with them. But everysingle project was different. We
couldn't, we couldn't put itinto a system or a framework or
a formula that was consistentlyapplied all the way through with
all of our clients. And so thechallenge with that is every,
you know, because everything isdifferent, it's really hard to
(05:21):
kind of work, work through, youknow, the consistency, when
you're hiring people, it'sreally hard for them to follow
kind of a, an ad hoc model. It'shard when you're bringing
clients in to provide them witha level of security, that
they're going to have theirproject delivered on time and on
(05:41):
budget. And, of course, the morevariation that you're doing in
your business, the harder andmore complex it is to run the
business. So That's level one,that's usually when people start
as they're just trying to kindof figure out either who their
ideal client is, what problemthey solve, and how can they
(06:02):
start to consistently solve thatproblem in a way that, that they
can provide an efficientsolution. Okay, so that's number
one. So what happens is you getto a level of growth, again,
really hard to scale, you kindof end up in that place of like,
everything feels like a mess,everything feels really hard.
(06:23):
And, and you're not able to getany efficiencies as, as you're
going. And so it's just, it's areally tough place to be in at
some point you max out. So thenyou have level two, which is
you've chosen a specialization,right? You've taken all of those
projects, you're like, Okay,these are, this is the one, or
(06:44):
these projects are the ones welove the most. And so you kind
of you choose that one and youspecialize. When you specialize,
what you can do is you can turnthat into a step by step
formula, or step by stepsignature framework or
methodology that you canconsistently deliver each and
every time to all of your, yourcustomers. So if you do that,
(07:08):
and you're, you know,consistently providing them that
level of experience, what startsto happen as you get more
efficient, you can document howthings go with that step by step
system, your team has morepredictability, your client has
more predictability, you canstart to just deliver on that
(07:29):
one step by step methodology.And then you can start to think
about what comes next. Right. Soonce you've done that, and you
can run all your clients throughit, it helps to save time, it
helps to gain efficiencies,you're starting to create some
standard operating proceduresare starting to create some
(07:49):
systemized approaches for howthings happen. And it becomes
something that it can bescalable, because it's more
streamlined. And it's it's oneway of doing it versus sort of
ad hoc, everyone's a little bit different.
But it requires some discipline,because it requires you to just
choose that one thing and moveforward with that one thing and
(08:13):
and really start to, you know,just hone that one process as
you're going through. So choosethe one that sort of your
signature methodology thatsolves the problem that you like
to solve the most. And thenstart saying no to everything
else, what that will do is itwill attract the right people to
(08:34):
you who need that solution, andgive you the opportunity to
start honing in on just thatfocused area. So as you're
starting to, to grow in thisarea, what you'll see is you're
able to hire easy, easier,you're you're able to attract
the right clients who aren'tasking for all sorts of crazy,
(08:55):
wacky new things, and yourprofitability will start to go
up because you can have a littlebit more predictability in how
you're delivering and how you'regetting other people to help you
deliver as well. Alright, soThat's level two, is if you are
in that place where everythingis totally different, and you're
solving different problems forevery single client that comes
(09:17):
in, start to think about whichone you like the best start to
put together kind of thatsignature methodology, right. So
step by step process from pointA to point B, that helps to
define how you're helping peopleeach and every time. So for us
in the agency, we came up with afive step framework, and in that
(09:40):
framework, we took all of themthrough the same process. So I
was able to go out and and talkto prospective clients and say,
Listen, I can I know that howlong this is going to take, how
much budget it's going to takeand what the schedule is going
to be based on the fact that wehave a proprietary framework
that you can feel confident thatwe're going to go with through
(10:00):
and get results. Because we havethat level of predictability, I
was able to get about 90%accuracy with everyone's
projects because of that,because we had such a specific
methodology that we were goingthrough, it helped. It helped
everything. And that was thefirst big transition point in
(10:20):
the agency that allowed us tokeep growing. And keep growing
in a way that was sustainable.Okay, so then the next level is
how do you take that step bystep methodology, and start to
package it in a way that allowsyou to deliver it in some some
interesting ways, that allowsyou to save time to save effort,
(10:47):
and not repeat yourself, this issort of the the game we get into
I call it 51st dates where everysingle time we're working with a
customer, we're repeatingourselves, we're making up new
things. Once we have that stepby step signature methodology,
now we can start saying, okay,so how do we bring customers on
onboard? Consistently? How do weget them set up? How do we put
(11:11):
them in the system? How do wehelp them learn the different
components that they need toeither, you know, be a part of
our done for you service, orstart transitioning them in this
phase into done with you. Soperhaps, they just want the
system and some coaching andaccountability, but they have a
(11:33):
full implementation team who canimplement, they have a full team
who, or they want to themselves,do the work to implement, right,
so you can give them the system,and then they're able to go in
and, and actually, you know,complete what needs to be done
because they have the step bystep path. And so this opens up
(11:54):
a whole new revenue source forpeople who are either, like I
said, have a team or they wantto do it themselves, but they
want to use your methodology. Soagain, you can start packaging
that you can give them yourstandard operating procedures
that you use with your team, anytemplates or tools, coaching and
accountability, this starts toshift the conversation from just
(12:17):
done for you, to done with you.And allows you to start
packaging your expertise in acompletely new way. And like I
said, serve a new audience. Andthen once you have done that,
and you've been able to helpthem you have something that's
packaged, you've kind of learnedall the pitfalls. We call it
(12:40):
controlling the dip, whichallows you to create an
experience that is highlyleveraged using systems and
technology, and still providesan awesome experience that
allows people to participate andget results and have sort of
that coaching, and, and help asthey're going. In Level Three,
(13:03):
once you've done all of that,then you have a whole new
opportunity to package all ofthat into maybe a do it yourself
option. If somebody wants totake your system and apply it on
their own without anyintervention from you, they have
that opportunity either as afull program, or you can pull
(13:25):
out pieces of your core programand just give them parts that
they can start to implement ontheir own. So you can sell them
on their own or sell them aspart of a package. And so when
you look at that progression,what it does is it starts to
take you from that ad hoc willdo anything, anyone who comes
in, we're gonna say yes, to avery strategic growth model that
(13:51):
helps you continue to grow andadds additional levels of
customers that you may not evenbe able to see yet today,
because of the way that you'rejust doing done for you
services. So imagine if youdidn't just have the done for
you services, but you also hadadditional ways to serve people,
(14:11):
you would have additionalcustomers and members if you
have a continuity model, but youalso can still have your core
done for you services, as well,that are more streamlined based
on the problem that you'retrying to solve. And it
simplifies your entire businessmodel gives you revenue from
(14:31):
additional sources andeventually allows you to grow in
scale in a way that issustainable and, and grows
beyond you as the businessowner. So if you're in that
position of trying to scale yourservices, or you're just in a
position of you're just notgrowing anymore, you've reached
(14:53):
that ceiling. I know that thefirst time I reached that
ceiling it was about an 800,000in annual revenue. And I just
couldn't get back past it. Andso we had to start looking at
these other levels in order tomaximize our efforts that we had
(15:13):
as a business. So that we couldnot only grow or continue to
grow revenue, but also grow ourprofitability. Because as you
know, if you have, you know, agreat top line revenue and
terrible profitability, youdon't really have a sustainable
business, right. And so thisallows you to do both. So if
this serves you today, I wouldlove to get your feedback on
(15:35):
this, because I know that when Iwas a struggling service
provider, this is one of the theanswers that I would have loved
to have had, I just didn't knowthe right question to ask,
right. And so, so often, it's,it's just put more people on it
put more, you know, you can workon your operating system, put
(15:57):
more people in it, get a newoffice, get more clients, all
those different answers. Butlooking at how you're offering
your services and how you'reproductizing your services
actually provides you with whatyou need to unlock those new
customers, and unlock theability to help people and have
(16:21):
it completely removed from yourtime right from recreating the
wheel every time from havingthat 51st state scenario. And so
hopefully, this serves youbecause I know that it made a
huge difference in my businessas I was kind of at that, that
point of growth. And if you aretrying to create your program,
(16:45):
and you haven't actually gonethrough these levels, it may be
interesting to think about thefact that maybe you need to
start by going out and helpingyou know, maybe five different
customers that you can just helpserve them so that you can
uncover your signaturemethodology and start to package
(17:07):
it, it's really hard to startwith the you know, trying to
package or put a coursetogether, or a program together
without having that sense of howyou're getting them from point A
to point B, right? How are yousolving their problem in the
fastest and most efficient way.Because at this point, like if
(17:29):
you haven't worked withcustomers, you're just sort of
guessing right, or you're usingyour own experience, which is
great. And so but you it mayserve you to just jump in the
game and start, you know, takingpeople through your signature
methodology, one on one or in asmall group, so that you can,
when you are packaging it, whenyou are automating it, you are
(17:52):
able to provide that level ofservice in a simulated
delivery method. So that you areyou know, making sure that
you're getting those results,making sure you're helping
people solve that problem. And,and it helps to really expand
your ability to serve. So that'sjust a side note. If you're kind
(18:14):
of starting from level four, youmay want to fill in a little bit
with level two and three, Iwouldn't go back to one, but
going back to two and three,from a short time perspective so
that you can dial in some of theSOPs, some of the the details in
your signature methodology. Itwill really help you as you are
(18:36):
growing and scaling. So thereyou go. That is your course
building tip for today.
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