May 13, 2025 • 31 mins
If you’re working nonstop and still wondering “Why am I not making more money?”—this episode is your wake-up call.
In this episode of Leading Her Way, Nikisha King gets raw about her early years in business, how she undervalued her offers (thinking she was “just selling paper”), and what finally changed everything.
You’ll learn:
- The mindset shift that helped Nikisha go from $1K to $15K+ proposals
- Why low prices + high volume often keep you stuck and burnt out
- A proven path to create offers that clients happily say yes to—without burnout
This isn’t just about “charging more”—it’s about recognizing your value, getting clear on your process, and learning how to sell with confidence so you can grow your income, not your exhaustion.
If you're ready to stop undercharging and start booking premium clients, don’t miss this episode.
Want to attract aligned clients with less hustle and more heart?
Follow @nkbizguru on Instagram and get access to Nikisha’s 5-Star SCALE™ Framework at her More Profit, Less Chaos masterclass.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to Leading Her Way with your host and
business guru, nakesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:22):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikisha, take itaway.
Nikisha King (00:33):
Hello, gorgeous Welcome to Leading Her Way
podcast.
I am your host, nikisha, and Iam excited to be here Now.
When I started Leading Her Waypodcast, I started out with an
experiment I wanted to knowwhere and how to serve the
people.
I love creative women,entrepreneurs who are coming
into being an entrepreneur forthe first time without family
(00:56):
history, without knowing whereto start and even when they
become seasoned five years in,10 years, in still struggling
because there is something thatthey feel like they're missing.
So I exactly understand that,because I was there.
However, in 2021, during COVID,I went through a transition of
(01:18):
discovering how to.
You know what I mean, the howto and I thought it was the
actions, but I realized it's themindset.
So, in starting this podcast, Idiscovered a really good gift
of mine when I meet people, Ican connect, I can hear them
really well and I can come upwith the strategies and actual
(01:38):
tasks planned to implement thestrategy, and not by using the
smart technique, not by usinggoal setting.
That, for me, didn't work andfor my clients, it sometimes
don't, because they feel likethey're not having momentum.
So this is why I am here.
This is why I show up everyTuesday to speak to you, and
(01:59):
this is why I take time off, soI can replenish all of the
creative ideas.
So when I come here, I cananswer your questions, I can
speak to you, I can give you anaha moment or I can plan a C
that you didn't see.
So if you're listening to thisepisode today, I just wanted to
tell you that, so you understandwhy you're showing up.
(02:20):
And if you know someone whoneeds exactly that another women
entrepreneur, another womanentrepreneur, a creative
entrepreneur no matter theiragenda, sometimes we just need
to hear a word that will set uson fire.
So if you know someone, pleaseshare this podcast with them.
And for today, I'm still in thehow to make money series.
Because here's the thing If Ican't help you rise, if I can't
(02:44):
help you earn and produce a lifefor yourself through currency,
then I have no point of beinghere.
So we're still in the how tomake money series.
I will be in that series for along time because I've come to
realize we think making money isabout the actions.
We call it the A-line in myworld, but it's not, and there's
(03:07):
something a little bit more inthat action that we need to take
it kind of, is thought, work,mindset work, reframing the
beliefs that was once given tous.
That no longer serves us.
So I want to speak about whywe're not making money and I add
(03:27):
myself in there, not becausethat's something that's
happening to me today, but Iwant you to know that happened
to me and this is why I canrelate to you.
When I started my company, theNikisha you see show up today is
so not the Nikisha that was inthat time, and in that time I
(03:48):
struggled in making money and Iwant to speak about why I
struggled, what I did to get outof that struggle and what was
the result of getting out ofthat struggle.
So when I started in 2009, Iwas brand new.
My dad was an entrepreneur, buthim being an entrepreneur, he
(04:09):
never made it look good.
It wasn't like he was makingmillions.
That encouraged me to be anentrepreneur.
He was also struggling as anentrepreneur and in the time
when he was, there were no Ididn't know because I wasn't in
the market looking but myassumption is there were no
other tow truck companies whowere coaching other tow trucks
(04:33):
how to build their companies.
So every struggle he wentthrough, he had to discover a
lot of mistakes to get where heneeded to be, and you really
believe that that's what he hadto discover.
But I'm going to be honest withyou from the day he stopped and
he retired, he still didn'tfind that solution.
(04:54):
He didn't find that answer.
He had to retire because he gotinto an accident that was so
life-changing for him that hedecided he no longer is going to
do that.
He had to find himself, hisreal purpose in life.
Right, and I'm grateful forthat moment, because my dad's
still with me and a lot of usare in a business doing what we
(05:17):
love, and somehow everything wedo it still doesn't feel like
it's working out and there's alot behind that.
So when I started my company, Ididn't start from a place of.
I wanted to be an entrepreneurall my life.
That's not true for me.
I was on the road to becoming athoracic surgeon.
I wanted to get into surgery.
(05:39):
I wanted to go to med schooland when I worked for some
physicians in private offices,their family life did not
support my dream of what Iwanted to be for my family.
So I cut that dream short.
I pivoted into healthcareadministration.
I worked there, got my master'sin public health, got my
master's in businessadministration.
(06:00):
I did the actions, I did thework.
Then I got pregnant and my lifechanged again.
I stopped working.
After working, for what?
Over 13, 15 years since I was13.
Now to 31, inverted numbers.
I stopped working and my lifedidn't know what to do with
(06:21):
itself.
I didn't know what to do withmyself, so I started a business.
Now, when I started my business, I didn't know what to do with
itself.
I didn't know what to do withmyself, so I started a business.
Now, when I started my business, I didn't have any clue what I
wanted to do, because I did notassociate my healthcare to
entrepreneurship, because allI've done was work in another
company.
So there was no healthcarehealth advocate entrepreneurship
(06:41):
.
But what I did discover when Iwas getting married is how to be
creative, how to be present.
So I started a creative company, which was a wedding invitation
company, and starting thatcompany.
No clue where to start, no cluehow to do anything, and I had
to discover it on my own.
Yes, I wanted a partner.
Yes, I tried.
That Didn't work because mypartner was already thinking
(07:03):
about making money or takingmoney out the company when we
were not making money.
So I was like this is not goingto work for me, because if
we're not making any money yet,how are we in a position to
think about what we're takingfor your family, wealth,
generation and creation?
And it just didn't make sense.
You know, I don't know ifyou've ever experienced that.
So what happened is I startedto do it on my own.
(07:27):
I started with a company thatmade things for me and I would
sell them we call it KeystoneSelling or you kind of affiliate
you have different names for ittoday and that was as good as
it can get.
But my clients demanded more ofme by doing custom and of
course I rise to the occasion,because that's what
entrepreneurs do we find theproblems that we provide
(07:48):
solutions for it.
However, in doing that, Istarted to minimize my value.
Now I'm going to stop here andwe're going to talk about
minimizing your value and I'mgoing to share my experience,
and either you're going to seeyour story or either you're not,
and I'm being really share myexperience, and either you're
going to see your story oreither you're not, and I'm being
really open and vulnerable,because it's the only way I can
(08:10):
literally help you on yourjourney.
So, being or seeing your value,I knew I was an amazing human
being.
I've never had a problem withunderstanding that.
But being an entrepreneur, Ididn't understand the value.
When I was selling weddinginvitations, I believed solely
(08:30):
in my heart and my gut.
I was selling paper, andselling paper is not like the
best job on earth, and in thatthought that I had, I figured
people didn't want to buy myinvitations.
And here's what made it alittle worse.
I stepped into communitieswhere you would hear people talk
(08:58):
about what their clients weresaying about paper.
Paper is just invitation isjust paper.
It's something I'm going tothrow away.
And I kept hearing it andhearing it, and the more I heard
it, the more I started tobelieve I was just selling paper
and no one's going to reallywant to buy that at a expensive,
high price.
So, of course, what did I do?
The best thing I knew in thatmoment I sold low, and we
(09:24):
usually have a model for thatwhere you sell at a lower price
so you can get high volume, andthen in the other side of the
market is you sell at a higherprice and get low volume.
This is usually a supply anddemand situation.
The market has different tiersand that's what was happening.
So, of course, if I'm justselling paper, I'm going to go
for a lower price and hope I gethigher value.
(09:47):
And what happened is in thebeginning I was getting a low
value, but I kept putting myselfin places to rev that volume up
.
I kept going on websites andplaces where people were coming
bidding on my offers.
Do the lowest bid so you getmore offers right, more people.
(10:07):
And it was working until itwasn't and I want you to know
when I valued myself, as I'mjust selling paper, I did the
bare minimum and still got paid.
But the bare minimum was givingme a really challenging moment
because the quality of work waslow and people complained.
(10:32):
Now let me share this too.
The complaints were reallynothing because when I was
selling low, I was attractingthe people who wanted to pay low
, so their expectation of what Iwas doing wasn't high.
So there was some people whohad really bad experiences who
came to me at a low price andhad an amazing experience.
I didn't have a lot of badreviews.
I didn't have any complaints.
(10:54):
The one time I had a complaintwas that growing moment where my
quality was low.
I wanted high.
Someone booked me with high andthey didn't get one thing and
they kind of made it a big thing.
But I realized it was neverabout me.
They had a lot going on intheir life.
Their mother was takingeverything over.
They got Lyme disease in theprocess.
(11:14):
They were going under treatmentfor that.
So they took a lot of theiranger out on me over some wax
seals that were not perfect andthat were meant to be perfect.
So I just want to share thatwith you.
But I was attracting people likethat because I didn't value
myself.
I didn't value not myself butthe entrepreneur in me, the
(11:37):
understanding of what skills,what value I give my clients.
And I was giving them immensevalue.
I would take care of so muchcustom and presenting three
mock-ups and three designs andgiving them my all for beer
minimum.
Now let me explain to you.
Even though I was charging athousand for a hundred invites,
(11:59):
you would assume I was getting aprofit on that, but I wasn't.
I was losing money because allthe mistakes that was happening
through me printing in my home,printing at the print shop,
having extra costs.
So I think I lost my momentsand times and this is what I was
experiencing.
(12:21):
So what happened is I hadstepped into a conference in
2019 and I learned a lot aboutsomeone's way of doing things.
I stepped into a communitywhere I saw someone else in how
they did it, how they sold, howthey produced, how they priced.
(12:42):
And when I stepped into thiscommunity, that was more
uplifting than telling me thatinvitations is just paper and
this is what all their customersare complaining about all the
negative individuals andnegative mindsets.
In those communities.
I couldn't rise, but in thiscommunity, I had to pay to get
in.
There was something differentand in seeing this difference, I
(13:08):
discovered that there was hope,that invitations weren't just
paper.
There was something that thisperson implanted in me another
way of seeing the value I havein the experience and skills
that I had obtained in startingmy business in 2009.
This was 2019, so 10 years later.
(13:31):
And why was it long?
Because I didn't value myselfenough, so I never invested in
myself until that day.
And that's when my life changedand I want to tell you, as an
entrepreneur, how did I fix myselling low, high volume and I
(13:51):
didn't even tell you.
With the high volume and thelow quality, there was a lot of
pain and high volume didn't makemy bank account bigger.
What it did was it allowed meto show up, give my all break,
(14:18):
even or less.
And when I was giving my all tomy company, I was losing money,
or I was losing time.
I should say not money, I waslosing time with the people I
love my two kids who were born,who were brand new to the world,
who was under five would get mebut not at my fullest.
(14:40):
There was a moment in time wewere going on a vacation and I
remember the night before weleft, my husband and I were
packing invitations.
He was helping me because Iwanted to get the order out,
because they needed it, becausethe wedding was coming.
And why was all of thishappening to me?
(15:00):
Because I didn't know how tosystemize.
I didn't know how to createworkflows and have timelines and
get what I needed to get thingsout.
Before I had to go on vacation,before I had to do things, I
was the bottleneck in my company.
So, yes, you too can have lowprices 30, 40, 50, 100, 700
(15:23):
clients a year to make yourmoney, but at what cost?
And if you don't believethere's a cost, that's fine If
you have a team.
If you don't have a team, youare the cost.
Your life is the cost, yourtime is the cost, your health is
the cost.
That is what you are willing toexchange for.
(15:46):
Low price, high quantity.
Now, it wasn't a model without ateam that served me, so I had
to fix this.
I had to find another way, andfinding another way came to me
when I saw someone who hardlyhad a team but was making
(16:07):
multiple six millions because oftheir understanding of the
value they bring to therelationship in selling wedding
invitations.
And when I sat in that seminarfrom nine to five or nine to
four on a Saturday and Sunday, Igained so much knowledge and in
(16:28):
that moment I didn't know I wasgaining knowledge, but in that
moment there was a fire ignitedin me that when I went home,
sunday, the last day I knew, mylife changed forever.
And it did.
It really did.
I came back home.
I hired a coach for systems.
My coach and I worked ninemonths and she got me to
understand who was I selling for, who was the messaging, what
(16:51):
was happening?
How was I doing this?
She never even showed me thehow, because I already knew the
how, although all of my businesslife I kept asking everyone how
, how, how, how, show me, showme, show me, show me.
And I kept doing that because Ikept thinking I didn't have the
answer.
But when I was working with mycoach, she would ask me
(17:11):
questions.
I would answer her because Idid have the answers, and I
would get clearer and clearerand clearer.
And the more clear I got, themore confident I became.
And when I became confident, Iwould try things, I would
experiment.
I would go out there and liketo planners.
I wanted to work with planners,so I would go out there and
tell them my offer starts at4,000 for invites.
(17:33):
But once again, I was speakingto the wrong people.
I was speaking to people whowere like me, who didn't find
value in their services.
So they can't sell planningservices for maybe 4,000 and
then want to sell me myinvitations for that 4,000.
It didn't compute, it didn'twork out for them, especially if
they were a planner who chargedless than 4,000.
(17:55):
I was speaking to the wrongpeople because this is my circle
and I thought these people weregood enough, but I was speaking
to the wrong people.
However, I didn't give up.
I kept my systems.
I got so good with them.
I got people to come in.
I had forms when they filled itout.
Things were moving.
When they come in, they wouldjust keep flowing in, and that
(18:18):
started to help me.
However, the companies I wereusing right Low price, high
volume use companies that arelow price as well.
Omg, they were messing up everytime because the volume started
to increase.
So, of course, the messing up,the mistakes, started to
increase too on their side.
(18:39):
It wasn't like I was their onlyclient.
They were a big company in myeyes, but they were always
jacking it up.
They were going through theirown struggles.
This is what we don't realizewhen we collaborate, we use
vendors.
It's amazing, but we have tofind the partners for us.
So when I went to thisconference, the seminar that
weekend, she had provided uswith a printing company she uses
(19:00):
Guess, who called them.
I did.
I called them and at firsttheir prices were like three
times what I used to pay and Iwas like how am I going to make
this work?
And the only way I could makeit work is I had to increase my
prices.
So what I did is I put it outthere.
This is what I'm doing now.
I told people and someonereached out to me and we started
(19:24):
working and I remember, in 2021of December, I booked my first
$8,500 client and I bookedanother client for 5,000.
I kept booking more clients ata higher number and, of course,
what I did was I took my familyout.
There's a show, an Asian show Iforgot what his name, but it
might be Jishan.
(19:44):
It's a beautiful ballet, asianstyle.
It's something and it's amazingand I always wanted to see it
and I paid for our tickets to goand I took my family with me
and this was a time where I gotto spend with them enjoying
something I love.
Now, them, they didn't see thebeauty in it, but I did because
I'm a dancer and I love it.
(20:05):
But I was able to pay for thetickets through my business and
I felt like this was a greatreward for the work I put in.
From that day, things changed.
I started to be comfortablewriting a proposal that was
$15,000, even though that clientsaid no to another $15,000
proposal.
I was comfortable charging$21,000.
(20:28):
And I didn't get here by just asnap of a finger.
I got here because I started todo things differently.
Systems are not about holding acreative back.
They're not about givingcreatives boundaries.
They're not about boxing you in.
They're about helping youcreate capacity where you can
have high volume.
I don't care if you want highvolume, but you need something
(20:50):
to help you.
They also are in place to helpyou become clear about your
process, so that the clientexperience is even better, where
they're going to pay you forthe value you give.
This is what I am here for.
When I work with my clients, Ipromise you they are buying into
my offer and the first thingthey're telling me is that
(21:12):
they're struggling with pricing,they're struggling with sales.
And when we work, even in thefirst month, you have to
understand there is no magic.
I don't have a magic pill.
I don't have a magic anything.
We do a couple of things intheir company and the next thing
I know they just made theirmoney back.
They're making sales theirhighest sales to date because
(21:36):
they choose to work with me,because they choose to do the
thing I ask of them and listen,I'm going to rephrase that
because I don't ask them to doanything.
I have a conversation with them.
I so disrupt every beautifulbrain molecule, neuropathic way
happening, and then they havemoments to think about something
(21:58):
and they take an action.
They take this step.
I don't care what kind of step.
It's not big, small, steps arenot any size.
They they take this step.
I don't care what kind of step.
It's not big, small steps arenot any size.
They're just a step.
And when they take the step,something happens all the time
and that's where their growthbegins.
Now my clients get to work withme six months, so if that's
like the first month and fivemonths, they're not going to
(22:20):
come out the same way theystarted.
It's not even possible and I'veseen it many, many times.
But I understand the fix, therepair, the thing that's going
to help my clients, help you getgoing.
Business is not about the A-line, it's not about the actions.
It's about the way you seethings, the way you think about
(22:41):
things, and one of the ways whenI was selling wedding
invitations, I thought it wasjust paper, and that feeling of,
oh my God, this is just paper.
No one's going to buy this fromme made me feel in like a small
number.
It made me feel small as anentrepreneur.
No place in the world.
I can't do this.
I can't make it.
(23:01):
This is not going to work.
Everything I said created itnot to work.
If it's not going to work, I'mnot going to show up.
I'm not going to give value.
I'm not going to figure out howto make this offer irresistible
.
I am not going to do the thingsI need to do to bring value to
(23:23):
my clients because I'm in mypain.
I'm here complaining it's nevergoing to work because
invitation is just paper.
You are doing possibly the samething.
You right now have a highvolume, I promise you.
You're making money Not enough,not enough for what you desire.
And with making money notenough, not enough for what you
(23:43):
desire.
And with making money, you havea high volume because your
price is a little bit low.
So the volume is there.
You're making 40 to 80,000, ormaybe 40 to 60,000 a year, but
you like this is not enough andyou just don't know how to get
to the six figures, the first100K, and that's where you want
to be.
But what story are you tellingyourself?
(24:05):
What are you saying that isholding you back from making
progress, that money?
I want you to tell me that.
I want you to think about that,and if there's a thought right
now that came up for you.
I'm going to give you anexercise.
I want you to write it down ona piece of paper, on the top,
and I want you to put a Y infront of it why am I thinking X,
(24:28):
y and Z?
Then put a five to seven minutetimer on your watch, your phone
, wherever you have a timer, andthen every thought that comes
to your mind answering thatquestion, write it down.
Don't stop.
Just keep flowing until thattimer goes off.
And when it does, you're goingto start out with all the
possibilities on top.
(24:48):
It's going to be like well,it's because no one wants to buy
from me.
There's a recession, there aretariffs, these are increasing
prices.
No one can to buy from me.
There's a recession, there aretariffs, these are increasing
prices.
No one can afford me becausethere's a recession.
But by the time you get down tothe seven minute, you're going
to realize the reason I'm notmaking money is because I don't
believe this is good.
(25:09):
My offer sucks, this could beso much better.
This is what happens in thisexercise.
The first time the logic comesinto place, the brain spews all
the things that are outside ofyou Victim game.
Everything is making it, thereason I'm not making money.
Everything outside of me is thereason I'm not making money.
(25:32):
Then, when you get down to likethat six minutes 30 seconds
your heart starts to speak.
Your heart goes.
No, it's not true.
You don't believe in yourself.
You don't believe what you haveis good.
Every time I did this exercise,the pain I would feel in that
last minute before time came toan end would hurt.
(25:56):
But it was true.
I struggled with understandingmy value as an entrepreneur.
And here's the thing I had to gothrough that to be the person
you see today.
See that name Nikisha KingBusiness Essentials.
It didn't just come from thefreaking ear, it came from
understanding there isessentials to being an
(26:16):
entrepreneur.
There is something you need inorder for you to become the
freaking best in what you do,like Gay Hendricks say the zone
of genius, the big leap.
These are two books that I readand I loved and I share and I
enjoy when people get the ahamoment from those books.
I loved and I share and I enjoywhen people get the aha moment
(26:37):
from those books.
You are special.
You are special.
I want you to know that you havea gift Right now.
Your business might not even bethe thing you're supposed to be
doing because you don't reallylove it.
That was how I felt as awedding invitation designer.
I did it for creativity, but itwasn't my love.
But what became my love is thebusiness, the art of business.
(26:59):
That's what is my passion.
That is why, when I get with myclients, I'm a freaking machine
.
I help them from building theirwebsite, copy, content creation
, content curation, contentplacement on their websites.
You know why?
Because I'm a creative designer.
My wedding invitation gave methat gift.
(27:21):
Now I use that gift in a valuestate position to help my
clients rise.
Everything no more PDFs, allcould be done on a website.
You have no idea how much Ilove what I do for a business
owner, but the only way I couldhave learned that is by going
through the journey of anentrepreneur.
(27:42):
This is why I'm here today.
I'm here today to teach youexactly what I've learned
through my failures, through mypain.
No, I don't want you to do 10years of pain.
You might have done two orthree years, and that's fine,
because you needed the pain toknow what the pleasure would be
after when you receive it.
But I want to tell you youdon't have to go through it for
(28:02):
long.
You can opt in for 10 years.
I swear I didn't want to opt in, but I didn't know any better.
But today I do.
And today's where my lifechanges, and it changed so much
consistently, because I'm alwayshungry not for more, but for
(28:22):
helping others, for giving, forpouring into the other people
that I see, who are freaking,phenomenal, and there's a lot of
creative entrepreneurs who arewomen, men, non-binary people
out there.
The reason I work with women isbecause I'm a woman sorry,
because I'm a woman, and as awoman I feel like I can help so
much better because there's nofight.
(28:44):
As women, we don't fight tolearn from someone, we don't
close our ears down, we don'tthink we know more, we don't let
our pride get in our way.
When it comes to men, you havemen who will not let pride get
anywhere, and there's some menwho won't ever hear you.
You know, it took a while formy husband to hear me and he
(29:04):
still sometimes don't hear me,and it's okay.
I've come to that place too.
That's just because I've gottenbetter with everything in my
life.
But when he does, he gets amoment.
When he doesn't, he'll figureit out on his own, and I'm okay
with either.
I'm okay with anyone wanting tofigure it out on their own.
But why?
Why, when you have a hand likeready to hold your hand and walk
(29:27):
with you side by side on yourjourney to help you win, why
would you say no?
And normally, when I used tosay no, because I didn't value
myself, I didn't believe I coulddo it.
But once I did, my whole lifechanged.
Yours will too.
But thank you so much forlistening in, thank you for
being here with me.
Thank you for understandingthat this journey of being an
(29:49):
entrepreneur is serious and ifyou're really into it because
you want some form of freedom,the freedom is not your
motivator.
You need a lot more than that.
If you think about freedom oftime freedom to be with my
family when I'm sick, I could dothings.
Listen, I started on that sameplaying field too, but that
wasn't a motivator for me.
That didn't push me.
What pushed me was you Knowingyou existed, knowing you would
(30:13):
come after me and wanting tohelp you.
Thank you so much for beinghere on Leading Her Way podcast.
I will see you next Tuesday.
I'm going to constantly be herefor you, cheer you on and help
you reframe the thoughts you'rehaving about your business.
See you soon.
And PS, if you're listening tothis, go to the resource link.
(30:34):
And PS, if you're listening tothis, go to the resource link.
I have my more profit, lesschaos masterclass on May 14th.
You're invited and everything Ilearned to fix my company.
I am teaching on that day.
So I hope to see you soon.
Bye.
Speaker 1 (30:47):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(31:10):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
Welcome to Leading Her Way with your host and
business guru, nakesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:22):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikisha, take itaway.
Nikisha King (00:33):
Hello, gorgeous Welcome to Leading Her Way
podcast.
I am your host, nikisha, and Iam excited to be here Now.
When I started Leading Her Waypodcast, I started out with an
experiment I wanted to knowwhere and how to serve the
people.
I love creative women,entrepreneurs who are coming
into being an entrepreneur forthe first time without family
(00:56):
history, without knowing whereto start and even when they
become seasoned five years in,10 years, in still struggling
because there is something thatthey feel like they're missing.
So I exactly understand that,because I was there.
However, in 2021, during COVID,I went through a transition of
(01:18):
discovering how to.
You know what I mean, the howto and I thought it was the
actions, but I realized it's themindset.
So, in starting this podcast, Idiscovered a really good gift
of mine when I meet people, Ican connect, I can hear them
really well and I can come upwith the strategies and actual
(01:38):
tasks planned to implement thestrategy, and not by using the
smart technique, not by usinggoal setting.
That, for me, didn't work andfor my clients, it sometimes
don't, because they feel likethey're not having momentum.
So this is why I am here.
This is why I show up everyTuesday to speak to you, and
(01:59):
this is why I take time off, soI can replenish all of the
creative ideas.
So when I come here, I cananswer your questions, I can
speak to you, I can give you anaha moment or I can plan a C
that you didn't see.
So if you're listening to thisepisode today, I just wanted to
tell you that, so you understandwhy you're showing up.
(02:20):
And if you know someone whoneeds exactly that another women
entrepreneur, another womanentrepreneur, a creative
entrepreneur no matter theiragenda, sometimes we just need
to hear a word that will set uson fire.
So if you know someone, pleaseshare this podcast with them.
And for today, I'm still in thehow to make money series.
Because here's the thing If Ican't help you rise, if I can't
(02:44):
help you earn and produce a lifefor yourself through currency,
then I have no point of beinghere.
So we're still in the how tomake money series.
I will be in that series for along time because I've come to
realize we think making money isabout the actions.
We call it the A-line in myworld, but it's not, and there's
(03:07):
something a little bit more inthat action that we need to take
it kind of, is thought, work,mindset work, reframing the
beliefs that was once given tous.
That no longer serves us.
So I want to speak about whywe're not making money and I add
(03:27):
myself in there, not becausethat's something that's
happening to me today, but Iwant you to know that happened
to me and this is why I canrelate to you.
When I started my company, theNikisha you see show up today is
so not the Nikisha that was inthat time, and in that time I
(03:48):
struggled in making money and Iwant to speak about why I
struggled, what I did to get outof that struggle and what was
the result of getting out ofthat struggle.
So when I started in 2009, Iwas brand new.
My dad was an entrepreneur, buthim being an entrepreneur, he
(04:09):
never made it look good.
It wasn't like he was makingmillions.
That encouraged me to be anentrepreneur.
He was also struggling as anentrepreneur and in the time
when he was, there were no Ididn't know because I wasn't in
the market looking but myassumption is there were no
other tow truck companies whowere coaching other tow trucks
(04:33):
how to build their companies.
So every struggle he wentthrough, he had to discover a
lot of mistakes to get where heneeded to be, and you really
believe that that's what he hadto discover.
But I'm going to be honest withyou from the day he stopped and
he retired, he still didn'tfind that solution.
(04:54):
He didn't find that answer.
He had to retire because he gotinto an accident that was so
life-changing for him that hedecided he no longer is going to
do that.
He had to find himself, hisreal purpose in life.
Right, and I'm grateful forthat moment, because my dad's
still with me and a lot of usare in a business doing what we
(05:17):
love, and somehow everything wedo it still doesn't feel like
it's working out and there's alot behind that.
So when I started my company, Ididn't start from a place of.
I wanted to be an entrepreneurall my life.
That's not true for me.
I was on the road to becoming athoracic surgeon.
I wanted to get into surgery.
(05:39):
I wanted to go to med schooland when I worked for some
physicians in private offices,their family life did not
support my dream of what Iwanted to be for my family.
So I cut that dream short.
I pivoted into healthcareadministration.
I worked there, got my master'sin public health, got my
master's in businessadministration.
(06:00):
I did the actions, I did thework.
Then I got pregnant and my lifechanged again.
I stopped working.
After working, for what?
Over 13, 15 years since I was13.
Now to 31, inverted numbers.
I stopped working and my lifedidn't know what to do with
(06:21):
itself.
I didn't know what to do withmyself, so I started a business.
Now, when I started my business, I didn't know what to do with
itself.
I didn't know what to do withmyself, so I started a business.
Now, when I started my business, I didn't have any clue what I
wanted to do, because I did notassociate my healthcare to
entrepreneurship, because allI've done was work in another
company.
So there was no healthcarehealth advocate entrepreneurship
(06:41):
.
But what I did discover when Iwas getting married is how to be
creative, how to be present.
So I started a creative company, which was a wedding invitation
company, and starting thatcompany.
No clue where to start, no cluehow to do anything, and I had
to discover it on my own.
Yes, I wanted a partner.
Yes, I tried.
That Didn't work because mypartner was already thinking
(07:03):
about making money or takingmoney out the company when we
were not making money.
So I was like this is not goingto work for me, because if
we're not making any money yet,how are we in a position to
think about what we're takingfor your family, wealth,
generation and creation?
And it just didn't make sense.
You know, I don't know ifyou've ever experienced that.
So what happened is I startedto do it on my own.
(07:27):
I started with a company thatmade things for me and I would
sell them we call it KeystoneSelling or you kind of affiliate
you have different names for ittoday and that was as good as
it can get.
But my clients demanded more ofme by doing custom and of
course I rise to the occasion,because that's what
entrepreneurs do we find theproblems that we provide
(07:48):
solutions for it.
However, in doing that, Istarted to minimize my value.
Now I'm going to stop here andwe're going to talk about
minimizing your value and I'mgoing to share my experience,
and either you're going to seeyour story or either you're not,
and I'm being really share myexperience, and either you're
going to see your story oreither you're not, and I'm being
really open and vulnerable,because it's the only way I can
(08:10):
literally help you on yourjourney.
So, being or seeing your value,I knew I was an amazing human
being.
I've never had a problem withunderstanding that.
But being an entrepreneur, Ididn't understand the value.
When I was selling weddinginvitations, I believed solely
(08:30):
in my heart and my gut.
I was selling paper, andselling paper is not like the
best job on earth, and in thatthought that I had, I figured
people didn't want to buy myinvitations.
And here's what made it alittle worse.
I stepped into communitieswhere you would hear people talk
(08:58):
about what their clients weresaying about paper.
Paper is just invitation isjust paper.
It's something I'm going tothrow away.
And I kept hearing it andhearing it, and the more I heard
it, the more I started tobelieve I was just selling paper
and no one's going to reallywant to buy that at a expensive,
high price.
So, of course, what did I do?
The best thing I knew in thatmoment I sold low, and we
(09:24):
usually have a model for thatwhere you sell at a lower price
so you can get high volume, andthen in the other side of the
market is you sell at a higherprice and get low volume.
This is usually a supply anddemand situation.
The market has different tiersand that's what was happening.
So, of course, if I'm justselling paper, I'm going to go
for a lower price and hope I gethigher value.
(09:47):
And what happened is in thebeginning I was getting a low
value, but I kept putting myselfin places to rev that volume up
.
I kept going on websites andplaces where people were coming
bidding on my offers.
Do the lowest bid so you getmore offers right, more people.
(10:07):
And it was working until itwasn't and I want you to know
when I valued myself, as I'mjust selling paper, I did the
bare minimum and still got paid.
But the bare minimum was givingme a really challenging moment
because the quality of work waslow and people complained.
(10:32):
Now let me share this too.
The complaints were reallynothing because when I was
selling low, I was attractingthe people who wanted to pay low
, so their expectation of what Iwas doing wasn't high.
So there was some people whohad really bad experiences who
came to me at a low price andhad an amazing experience.
I didn't have a lot of badreviews.
I didn't have any complaints.
(10:54):
The one time I had a complaintwas that growing moment where my
quality was low.
I wanted high.
Someone booked me with high andthey didn't get one thing and
they kind of made it a big thing.
But I realized it was neverabout me.
They had a lot going on intheir life.
Their mother was takingeverything over.
They got Lyme disease in theprocess.
(11:14):
They were going under treatmentfor that.
So they took a lot of theiranger out on me over some wax
seals that were not perfect andthat were meant to be perfect.
So I just want to share thatwith you.
But I was attracting people likethat because I didn't value
myself.
I didn't value not myself butthe entrepreneur in me, the
(11:37):
understanding of what skills,what value I give my clients.
And I was giving them immensevalue.
I would take care of so muchcustom and presenting three
mock-ups and three designs andgiving them my all for beer
minimum.
Now let me explain to you.
Even though I was charging athousand for a hundred invites,
(11:59):
you would assume I was getting aprofit on that, but I wasn't.
I was losing money because allthe mistakes that was happening
through me printing in my home,printing at the print shop,
having extra costs.
So I think I lost my momentsand times and this is what I was
experiencing.
(12:21):
So what happened is I hadstepped into a conference in
2019 and I learned a lot aboutsomeone's way of doing things.
I stepped into a communitywhere I saw someone else in how
they did it, how they sold, howthey produced, how they priced.
(12:42):
And when I stepped into thiscommunity, that was more
uplifting than telling me thatinvitations is just paper and
this is what all their customersare complaining about all the
negative individuals andnegative mindsets.
In those communities.
I couldn't rise, but in thiscommunity, I had to pay to get
in.
There was something differentand in seeing this difference, I
(13:08):
discovered that there was hope,that invitations weren't just
paper.
There was something that thisperson implanted in me another
way of seeing the value I havein the experience and skills
that I had obtained in startingmy business in 2009.
This was 2019, so 10 years later.
(13:31):
And why was it long?
Because I didn't value myselfenough, so I never invested in
myself until that day.
And that's when my life changedand I want to tell you, as an
entrepreneur, how did I fix myselling low, high volume and I
(13:51):
didn't even tell you.
With the high volume and thelow quality, there was a lot of
pain and high volume didn't makemy bank account bigger.
What it did was it allowed meto show up, give my all break,
(14:18):
even or less.
And when I was giving my all tomy company, I was losing money,
or I was losing time.
I should say not money, I waslosing time with the people I
love my two kids who were born,who were brand new to the world,
who was under five would get mebut not at my fullest.
(14:40):
There was a moment in time wewere going on a vacation and I
remember the night before weleft, my husband and I were
packing invitations.
He was helping me because Iwanted to get the order out,
because they needed it, becausethe wedding was coming.
And why was all of thishappening to me?
(15:00):
Because I didn't know how tosystemize.
I didn't know how to createworkflows and have timelines and
get what I needed to get thingsout.
Before I had to go on vacation,before I had to do things, I
was the bottleneck in my company.
So, yes, you too can have lowprices 30, 40, 50, 100, 700
(15:23):
clients a year to make yourmoney, but at what cost?
And if you don't believethere's a cost, that's fine If
you have a team.
If you don't have a team, youare the cost.
Your life is the cost, yourtime is the cost, your health is
the cost.
That is what you are willing toexchange for.
(15:46):
Low price, high quantity.
Now, it wasn't a model without ateam that served me, so I had
to fix this.
I had to find another way, andfinding another way came to me
when I saw someone who hardlyhad a team but was making
(16:07):
multiple six millions because oftheir understanding of the
value they bring to therelationship in selling wedding
invitations.
And when I sat in that seminarfrom nine to five or nine to
four on a Saturday and Sunday, Igained so much knowledge and in
(16:28):
that moment I didn't know I wasgaining knowledge, but in that
moment there was a fire ignitedin me that when I went home,
sunday, the last day I knew, mylife changed forever.
And it did.
It really did.
I came back home.
I hired a coach for systems.
My coach and I worked ninemonths and she got me to
understand who was I selling for, who was the messaging, what
(16:51):
was happening?
How was I doing this?
She never even showed me thehow, because I already knew the
how, although all of my businesslife I kept asking everyone how
, how, how, how, show me, showme, show me, show me.
And I kept doing that because Ikept thinking I didn't have the
answer.
But when I was working with mycoach, she would ask me
(17:11):
questions.
I would answer her because Idid have the answers, and I
would get clearer and clearerand clearer.
And the more clear I got, themore confident I became.
And when I became confident, Iwould try things, I would
experiment.
I would go out there and liketo planners.
I wanted to work with planners,so I would go out there and
tell them my offer starts at4,000 for invites.
(17:33):
But once again, I was speakingto the wrong people.
I was speaking to people whowere like me, who didn't find
value in their services.
So they can't sell planningservices for maybe 4,000 and
then want to sell me myinvitations for that 4,000.
It didn't compute, it didn'twork out for them, especially if
they were a planner who chargedless than 4,000.
(17:55):
I was speaking to the wrongpeople because this is my circle
and I thought these people weregood enough, but I was speaking
to the wrong people.
However, I didn't give up.
I kept my systems.
I got so good with them.
I got people to come in.
I had forms when they filled itout.
Things were moving.
When they come in, they wouldjust keep flowing in, and that
(18:18):
started to help me.
However, the companies I wereusing right Low price, high
volume use companies that arelow price as well.
Omg, they were messing up everytime because the volume started
to increase.
So, of course, the messing up,the mistakes, started to
increase too on their side.
(18:39):
It wasn't like I was their onlyclient.
They were a big company in myeyes, but they were always
jacking it up.
They were going through theirown struggles.
This is what we don't realizewhen we collaborate, we use
vendors.
It's amazing, but we have tofind the partners for us.
So when I went to thisconference, the seminar that
weekend, she had provided uswith a printing company she uses
(19:00):
Guess, who called them.
I did.
I called them and at firsttheir prices were like three
times what I used to pay and Iwas like how am I going to make
this work?
And the only way I could makeit work is I had to increase my
prices.
So what I did is I put it outthere.
This is what I'm doing now.
I told people and someonereached out to me and we started
(19:24):
working and I remember, in 2021of December, I booked my first
$8,500 client and I bookedanother client for 5,000.
I kept booking more clients ata higher number and, of course,
what I did was I took my familyout.
There's a show, an Asian show Iforgot what his name, but it
might be Jishan.
(19:44):
It's a beautiful ballet, asianstyle.
It's something and it's amazingand I always wanted to see it
and I paid for our tickets to goand I took my family with me
and this was a time where I gotto spend with them enjoying
something I love.
Now, them, they didn't see thebeauty in it, but I did because
I'm a dancer and I love it.
(20:05):
But I was able to pay for thetickets through my business and
I felt like this was a greatreward for the work I put in.
From that day, things changed.
I started to be comfortablewriting a proposal that was
$15,000, even though that clientsaid no to another $15,000
proposal.
I was comfortable charging$21,000.
(20:28):
And I didn't get here by just asnap of a finger.
I got here because I started todo things differently.
Systems are not about holding acreative back.
They're not about givingcreatives boundaries.
They're not about boxing you in.
They're about helping youcreate capacity where you can
have high volume.
I don't care if you want highvolume, but you need something
(20:50):
to help you.
They also are in place to helpyou become clear about your
process, so that the clientexperience is even better, where
they're going to pay you forthe value you give.
This is what I am here for.
When I work with my clients, Ipromise you they are buying into
my offer and the first thingthey're telling me is that
(21:12):
they're struggling with pricing,they're struggling with sales.
And when we work, even in thefirst month, you have to
understand there is no magic.
I don't have a magic pill.
I don't have a magic anything.
We do a couple of things intheir company and the next thing
I know they just made theirmoney back.
They're making sales theirhighest sales to date because
(21:36):
they choose to work with me,because they choose to do the
thing I ask of them and listen,I'm going to rephrase that
because I don't ask them to doanything.
I have a conversation with them.
I so disrupt every beautifulbrain molecule, neuropathic way
happening, and then they havemoments to think about something
(21:58):
and they take an action.
They take this step.
I don't care what kind of step.
It's not big, small, steps arenot any size.
They they take this step.
I don't care what kind of step.
It's not big, small steps arenot any size.
They're just a step.
And when they take the step,something happens all the time
and that's where their growthbegins.
Now my clients get to work withme six months, so if that's
like the first month and fivemonths, they're not going to
(22:20):
come out the same way theystarted.
It's not even possible and I'veseen it many, many times.
But I understand the fix, therepair, the thing that's going
to help my clients, help you getgoing.
Business is not about the A-line, it's not about the actions.
It's about the way you seethings, the way you think about
(22:41):
things, and one of the ways whenI was selling wedding
invitations, I thought it wasjust paper, and that feeling of,
oh my God, this is just paper.
No one's going to buy this fromme made me feel in like a small
number.
It made me feel small as anentrepreneur.
No place in the world.
I can't do this.
I can't make it.
(23:01):
This is not going to work.
Everything I said created itnot to work.
If it's not going to work, I'mnot going to show up.
I'm not going to give value.
I'm not going to figure out howto make this offer irresistible
.
I am not going to do the thingsI need to do to bring value to
(23:23):
my clients because I'm in mypain.
I'm here complaining it's nevergoing to work because
invitation is just paper.
You are doing possibly the samething.
You right now have a highvolume, I promise you.
You're making money Not enough,not enough for what you desire.
And with making money notenough, not enough for what you
(23:43):
desire.
And with making money, you havea high volume because your
price is a little bit low.
So the volume is there.
You're making 40 to 80,000, ormaybe 40 to 60,000 a year, but
you like this is not enough andyou just don't know how to get
to the six figures, the first100K, and that's where you want
to be.
But what story are you tellingyourself?
(24:05):
What are you saying that isholding you back from making
progress, that money?
I want you to tell me that.
I want you to think about that,and if there's a thought right
now that came up for you.
I'm going to give you anexercise.
I want you to write it down ona piece of paper, on the top,
and I want you to put a Y infront of it why am I thinking X,
(24:28):
y and Z?
Then put a five to seven minutetimer on your watch, your phone
, wherever you have a timer, andthen every thought that comes
to your mind answering thatquestion, write it down.
Don't stop.
Just keep flowing until thattimer goes off.
And when it does, you're goingto start out with all the
possibilities on top.
(24:48):
It's going to be like well,it's because no one wants to buy
from me.
There's a recession, there aretariffs, these are increasing
prices.
No one can to buy from me.
There's a recession, there aretariffs, these are increasing
prices.
No one can afford me becausethere's a recession.
But by the time you get down tothe seven minute, you're going
to realize the reason I'm notmaking money is because I don't
believe this is good.
(25:09):
My offer sucks, this could beso much better.
This is what happens in thisexercise.
The first time the logic comesinto place, the brain spews all
the things that are outside ofyou Victim game.
Everything is making it, thereason I'm not making money.
Everything outside of me is thereason I'm not making money.
(25:32):
Then, when you get down to likethat six minutes 30 seconds
your heart starts to speak.
Your heart goes.
No, it's not true.
You don't believe in yourself.
You don't believe what you haveis good.
Every time I did this exercise,the pain I would feel in that
last minute before time came toan end would hurt.
(25:56):
But it was true.
I struggled with understandingmy value as an entrepreneur.
And here's the thing I had to gothrough that to be the person
you see today.
See that name Nikisha KingBusiness Essentials.
It didn't just come from thefreaking ear, it came from
understanding there isessentials to being an
(26:16):
entrepreneur.
There is something you need inorder for you to become the
freaking best in what you do,like Gay Hendricks say the zone
of genius, the big leap.
These are two books that I readand I loved and I share and I
enjoy when people get the ahamoment from those books.
I loved and I share and I enjoywhen people get the aha moment
(26:37):
from those books.
You are special.
You are special.
I want you to know that you havea gift Right now.
Your business might not even bethe thing you're supposed to be
doing because you don't reallylove it.
That was how I felt as awedding invitation designer.
I did it for creativity, but itwasn't my love.
But what became my love is thebusiness, the art of business.
(26:59):
That's what is my passion.
That is why, when I get with myclients, I'm a freaking machine
.
I help them from building theirwebsite, copy, content creation
, content curation, contentplacement on their websites.
You know why?
Because I'm a creative designer.
My wedding invitation gave methat gift.
(27:21):
Now I use that gift in a valuestate position to help my
clients rise.
Everything no more PDFs, allcould be done on a website.
You have no idea how much Ilove what I do for a business
owner, but the only way I couldhave learned that is by going
through the journey of anentrepreneur.
(27:42):
This is why I'm here today.
I'm here today to teach youexactly what I've learned
through my failures, through mypain.
No, I don't want you to do 10years of pain.
You might have done two orthree years, and that's fine,
because you needed the pain toknow what the pleasure would be
after when you receive it.
But I want to tell you youdon't have to go through it for
(28:02):
long.
You can opt in for 10 years.
I swear I didn't want to opt in, but I didn't know any better.
But today I do.
And today's where my lifechanges, and it changed so much
consistently, because I'm alwayshungry not for more, but for
(28:22):
helping others, for giving, forpouring into the other people
that I see, who are freaking,phenomenal, and there's a lot of
creative entrepreneurs who arewomen, men, non-binary people
out there.
The reason I work with women isbecause I'm a woman sorry,
because I'm a woman, and as awoman I feel like I can help so
much better because there's nofight.
(28:44):
As women, we don't fight tolearn from someone, we don't
close our ears down, we don'tthink we know more, we don't let
our pride get in our way.
When it comes to men, you havemen who will not let pride get
anywhere, and there's some menwho won't ever hear you.
You know, it took a while formy husband to hear me and he
(29:04):
still sometimes don't hear me,and it's okay.
I've come to that place too.
That's just because I've gottenbetter with everything in my
life.
But when he does, he gets amoment.
When he doesn't, he'll figureit out on his own, and I'm okay
with either.
I'm okay with anyone wanting tofigure it out on their own.
But why?
Why, when you have a hand likeready to hold your hand and walk
(29:27):
with you side by side on yourjourney to help you win, why
would you say no?
And normally, when I used tosay no, because I didn't value
myself, I didn't believe I coulddo it.
But once I did, my whole lifechanged.
Yours will too.
But thank you so much forlistening in, thank you for
being here with me.
Thank you for understandingthat this journey of being an
(29:49):
entrepreneur is serious and ifyou're really into it because
you want some form of freedom,the freedom is not your
motivator.
You need a lot more than that.
If you think about freedom oftime freedom to be with my
family when I'm sick, I could dothings.
Listen, I started on that sameplaying field too, but that
wasn't a motivator for me.
That didn't push me.
What pushed me was you Knowingyou existed, knowing you would
(30:13):
come after me and wanting tohelp you.
Thank you so much for beinghere on Leading Her Way podcast.
I will see you next Tuesday.
I'm going to constantly be herefor you, cheer you on and help
you reframe the thoughts you'rehaving about your business.
See you soon.
And PS, if you're listening tothis, go to the resource link.
(30:34):
And PS, if you're listening tothis, go to the resource link.
I have my more profit, lesschaos masterclass on May 14th.
You're invited and everything Ilearned to fix my company.
I am teaching on that day.
So I hope to see you soon.
Bye.
Speaker 1 (30:47):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(31:10):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
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