EPISODE 15: 5 shifts Holly made going from $52k to $135k

Hello, Hello, everybody, and welcome to a very special episode of the six Figure Systems podcast. I have my amazing client, holly on here today, and she's going to be telling you all about five shifts that she made, going from $52,000 a year to $135,000 in a rolling twelve month period. Her story is truly amazing. So, Holly, why don't you go ahead and introduce yourself. Go ahead and give us your number breakdown, and then we'll get into your shifts. Thanks, Megan. I'm so excited to be here today. Um, so I'm holly Smeebaugh, and I started HMS career coaching in 2018, um, sort of inching along and, uh, met Megan, um, in 2023 after following her eagerly for a little while. So in 2023? Um, 2022. I made 52,000 in 2023. 83. And right now in 2024, so at the end of June, I'm at 85. So, um, hit my number from last, feeling so, so grateful and pumped about it. Admittedly, work went into it, but, um, a lot of it is thanks to Megan. Thank you, Megandh. Oh, my gosh, of course. And, like, we were just doing the numbers we were going through, and you're rolling twelve is $135,000. So from end of June to, um, 2022 or 2023, the end of June, 2024, you're at $135,000, and I just want to, like, celebrate you. This is incredible. I really do think that this is such an example of what's possible for so many people who are listening to this episode. And I wanted to talk about some shifts that we made at your business right at the beginning, when we started working together, I think it was July of 2023, and one of those, the things that we shifted and the things that we're going to go over in this episode, are we going to talk about the difference having a six figure offer makes? And then we'll talk about the difference that you can make in your marketing and your sales while you're managing leads and then getting into planning. So we're going to go through all of this, like, I guess, secrets about how you got there. We're going to get through and just go through each of those different pieces and, uh, think about how you can start. As you're listening to this episode, I want you to start thinking about your business in the way that Holly was able to think about her business so that she can make these shifts. So really amazing. And first things first. Let's get started talking about what were the things that shifted when you made your six figure offer. Good. Point. So before um, we started working together, I was selling um, career coaching services to people, sort of bespoke. So on a consultation I would listen to them and then I would uh, you know, explain how I could help them. But every offer was basically different. Maybe I was saying six weeks or sessions or you know, a few months service, but it wasn't a uh, very clear defined offer. And that was probably just the most amazing shift in my work. Yes. I mean, uh, like because I was there too. And I think a lot of people like, they hear about one offer and they feel like it's going to be like bad for their clients or they think that. I mean, for me I wanted to make sure that everything was customized, but I found that I was working all of the time and I wasn't. It wasn't consistent enough for my clients either. What was the shift that like when you made. So you shifted from HMS career coaching, which was the uh, bigger brand, and then you actually started the career fulfillment accelerator, which is a three month coaching program. What did you feel like you were working more, less? Like, what kind of shifts happened from there? I feel like I spent a little bit more time on the back end, you know, thinking about how do I really serve people well? And then with your help we really came up with, you know, the pillars of my service and what the typical career transition process includes and how to get clients to that end result. And then reflecting on the clients that I had, I realized the average time it takes to affect real change for somebody is twelve weeks. And so I translated that, you know, into the three month program and started talking about that in a way that provided so much more clarity. Absolutely. And one of the things that I, um, um, we actually didn't talk about before we started recording, but one of the things that I think is so important about this is if you are trying to scale your business to your first six figures and then also scaling to multiple six figures, you want to have a proven, um, a proven like, um, process that you take your clients through something that you actually get what's called a proof of concept or it's proof that like what you teach actually works. And I think that starting that with one on one is so helpful because then you get incredible reviews, you get amazing testimonials, you get people that are renewing with you and you get referrals as well. So for you, I think that not only you doing your process at a one on one level, but it also allowed you to now shift your offer and create your course. So do you want to speak to, like, kind of like how that came about? Sure. Um. Um, I, you know, I found a. I guess at the beginning of this year, it was kind of a goal to fill my schedule, but then my schedule was full, and that was great and crazy. There's demand. How can I serve more people and sort, um, of move also into the b two b market? And part of that is taking this process and developing a course where I can be on the side as a coach, serving groups of people as they're going through the course. The same process that I, uh, work with people one on one through, but groups working together, and, in fact, there's a lot of benefits from that. That sort of peer work as well. Yes. And I think that so many people are so tempted to want to start a group right away. I think they want to start a group. I think they want to get into, like, they're like, I love coaching groups of people. This is so fun. I can't. I can't wait to have, like, a group of, like, 50 people and. Or do a course where I just, like, I don't even have to, um. Um, I don't even have to be there. They can just buy this course. What are the. Why are you glad? Like, maybe this is kind of like a leading question, but, like, why are you glad that you started with one on one? And were you ever thinking about, like, doing other things while you were doing one on one coaching? I was definitely thinking about doing open coaching groups, either on LinkedIn or Facebook and thinking about that being a face where more people could come in and ask questions. But as I really defined this process and saw it working, and it's a four step process, and some people spend different amounts of time in each one. So it is really individualized and customized, but the whole thing, as an concept really works to shift people. So, um, yeah, the course, I think having seen so many individual people go through it and have success, so working one on one for all that foundational time gives me the confidence to know, okay, if this course is developed right and it's good and I'm putting good content out there, people will get results walking through it. And that's. But I love. Yes, well, and so I think, like, that's the first shift as, uh, everybody is, like, listening to this podcast, to have a six figure business. I think starting with a really solid six figure offer that you feel really confident about making sure it's scalable, but also, like, making sure that you get proof of concept with one on one is like a huge shift. So again, that's like, if anyone's listening to this, you're trying to get to your first six figures. That's like the first shift we want to make. And I then when we are thinking about the second shift that I think that all six figure businesses have is having marketing on like very consistent marketing, making sure that's a focal, uh, point of your business. How did doing six figure systems help your marketing? To kind of help you scale? Boy. And that was the part. It was hard for me to make that shift. I definitely was sort of unorganized in my marketing and doing. I'd see an article and think, oh, I can repost that and offer some content. And most of my clients were coming in through referrals. Um, but with marketing really using your calendar to plan out what the flow of the messaging and then also when I was going to do the work, allowed me to, you know, basically set aside time on the weekend or you know, one night a week to think about all the marketing from the big picture, do the things and then sit back and sort of watch the results. Yes, well, that's the thing that I think when we're thinking about marketing. I was this exact same way, like when I first started my business, I uh, was just kind of like on a Tuesday morning, I would just wake up and be like, what do I think people need to hear? And it was just kind of like, okay, I guess I'll post about that today. Which is a great place to, to start if that's where you're at. Again, amazing, great place to start, but if you're scaling to six figures, having a plan and being like, okay, I actually can see the bigger picture for like, what I want my month to look like, what I want my year to look like, what are the key pieces I need to be hitting? I think is really a piece of what, ah, takes a business from a, um, multiple five figure business or like just getting started to a six figure business for sure. Because now, like, you've got a brand. People know of hms career coaching and they're not just friends and family, they're not just referrals. It's like, it's more than that, which is really exciting. And something we were talking about, um, as well, is we've heard comments about the market of people who want coaching being saturated and I don't feel like that either. And I want to hear your thoughts about that too. I don't see that at all. I feel like coaching is really growing in awareness and people, it's kind of still a really new market for most people. Um, and so I get a lot of, um, referral, I mean, consultations through Google, searching for coach, career coach, life coach, um, and that, you know, that steady flow really proves to me that, that the market is very strong. I totally agree. And I think that, like, as all of us, as we're service based businesses, I think that just the can, just our economy overall, I think is going to flourish so much more as we shift. I think that there's still always going to be products, sir, product sales are going on. But I do think that service based businesses are growing in demand. And I think that the key difference is if you position yourself and you've got really clear, if you're like, there is a need and I'm filling it with my service, which I think that you have done really well, I think that I've kind of created a market for systems. I think it makes your marketing so much easier. And I also think that you're going, uh, your clients are going to find you because there's a need that you're filling. So I want, as people are listening to this episode, I want you to think about like, yes, you are an amazing expert in what you do, you're an amazing service provider, but also, how can you fill a need? How can you be an expert in your industry that people are seeking? Like, what is the problem that you are solving with your business and how can you make it so crystal clear that you are the solution for your audience? I think that is gonna be the shift and I think that's what you've done really well. So a lot of feedback, um, that, you know, people come to my website and they look at other people, you know, they Google career coach and they look at five websites and some people like what's on my website. You know, some people like what's on the other one. So, you know, in a crowded if market, there's still a need for you. Oh my God, I love that. Yes. So agree. And speaking about like the market. So you got the marketing right, you've got, all these people are coming in and then they get on. Let's actually go to managing leads. Let's talk about that for a second. So, like, after people see you on your website, after they see you on, um, the Google, maybe they see you on LinkedIn, maybe they're seeing you on Instagram. What do you feel like you've learned in six figure systems to help you take people from, like, seeing your big marketing to actually becoming like a lead and managing leads, that's like another pillar of, like, what I feel like having a six figure systems business is all about is like having leads and actually making sure that you're bringing people in. Oh, uh, that's a good question. And one of the things that's been really helpful, that probably transfers to lots of steps in the process too, is sort of automating things that don't need a personal touch. So, you know, I set up a book, a free consult in the back end of my website and then on my, um, business software, and then you helped me with lead messaging. Um, so when people, um, are making an appointment, they learn what to expect in a consultation call. They get follow ups, they have a form to talk about what to expect in the call. So it's an audit, automated process that allows me to spend time doing the important things of then preparing for the consultation, which is huge. And one of the things that I think is really critical, like you mentioned, you're getting a lot of referrals, but then it's also about when you're thinking about managing leads, there's like the nurturing your current audience, so you continue to get referrals, but then there's also doing outreach to build your audience, to find new people that are like, interested in you. And because now you booked out your one on one, you have actually hired other coaches to help you with all of your one on one clients. Like, that's how booked out you are, which is incredible. Now you've been able to start doing outreach to other businesses. Can you tell us, like, kind of like what that has been like and how we've kind of like, structured that up for you? Um. Um, well, I mean, one of the things that I try to do is keep networking on my calendar, so I can't, you know, call it networking, but it could be really different things. Going to women's business events locally, um, attending online workshops, um, you know, career cafes where other coaches get together, any place where people and business owners might be. I write articles for the business journal nearby. Um, I have a little, um, ask a career coach, um, column in the local paper, and I've gotten several leads from that. So kind of spreading my wings in different areas, which I think that, like a lot of us, like, as you're building your business, I think I heard another coach talking about, like, how your biggest asset is your brain, and the more creative you are, the more successful you'll be as a CEO. Um, and I think that, like, as you guys are listening to this, you might not think about any of these ways to manage leads. Like, you might be like, okay, my only way to market is, like, post on social media. And I think that that's really, really important and valid. But for me, I was same way. I was like, I need to get out of my bubble and I need to find new people. So, like, I actually just did, um, um, a post about this. But I did. I reached out to 102 different companies and organizations in January of 2021, and only six responded to let me do a presentation for them. But I utilize that and I did, like, multiple presentations for some of them. I, like, use those to get, like, other speaking opportunities. Like, I just had to get, like, really creative. So if you are trying to grow your business six figures, I would highly recommend m getting creative, getting out there, putting yourself out there to as many people as possible, and as many weird and not weird, but, like, different ways as possible. And I really do think that that's, like, a huge component of building a six figure business is not just, like, nurturing the leads that you have with, like, content on social media, but getting out of your audience, finding new people, building relationships, and it's gonna take you places just like, really exciting. And the next place we're going to talk about is, like, the third, um, um, or the fourth pillar of six of your systems is the sales call. Like, and I think this is what I really wanted you to speak about on this, um, um, on this, um, um, podcast, because I think that your sales calls just went from good to great. And I want to hear what your experience was with, like, the consultation blueprint and, like, the conversion blueprint. And I. All the things that you've experienced with that. Good point. So, I mean, one of the things about working with you is that you show up with really positive, great energy. And just from a foundational level, that's something I've really tried to internalize. Like, you know, when I get on the call with a consult, just really thinking about, I'm so grateful to have this opportunity to serve this person. I'm so curious. I'm, um, so enthusiastic. They really need help. I'm here to help them. Lots of positive energy and just complete curiosity. And having AI meeting notes where I don't have to take any notes at all is a side note, really helps. Um, but then we worked so much at the beginning on what my pillars are, so what I'm really doing with clients and how I'm achieving results for them. And so it became so much easier to go through a consult and really ask them about, where are you today? And then think about, okay, let's quantify that a little bit, if we can. And then where would you like to be? Like, what would be a great outcome of coaching together? And then have them start feeling something really positive inside from a feeling of discomfort and starting to think, well, I'd love to have a new job, or I'd love to just have a plan, or I'd love to do something totally different in my life. And then talking about, okay, well, when we start coaching together, this is how we're going to help you get there. And then through the pillars that we have worked together to define, it just became so much stronger and fun. I am so glad. Like, and the thing that, like, I think that people worry about, like, with pillars are, like, having, like, a set structure when you're thinking about your offer and having, like, key components. So, for instance, when I had the career fulfillment initiative, which is similar, that was, like the similar name, but definitely a different program, I was, like, talking about confidence burnout, time management, work life balance, and long term plan. And so I went, those were my pillars of my six figure offer. So when I was talking about this kind of thing is, what I found to be really, really interesting was that I, uh, took consult calls, and I was like, where are you at now? Where do you want to be? Before I made the career fulfillment initiative, and I would have people talk about, like, everything under the sun. Like, it was just, like, anything and everything. And I find it really amazing that, like, you're still bringing in, like, c suite executives and people who are, like, people who are working ups, and you go through the same process with both of them, and it creates such a cohesive flow that I really do think builds trust. I think it really, like, people think that, like, having a structure is gonna stifle their ability to reach other people, and I think it actually creates more trust than less. Like, that's my opinion. What do you think about, like, that piece of things? Like, has it been helpful to, like, kind of, when you're thinking about your offer, being able to have those pillars as kind of, like a, uh, foundational point? Yeah, I'd say that, um, once you do your homework and get everything well defined, then you can also infuse your personality and you don't have to stiff, you know, it can be more fun to go through that. And I had someone just the other day saying, oh, yeah, I worked with one of my competitors, you know, worked with, and they were very aloof. And it just made me think, okay, you know, I guess I'm what I was thinking about, well, how am I coming off that's not aloof, you know, and it's, it's personable, um, yet effective. And he also said in the same conversation, this sounds like just what I need. So, like, score. But so that combination, um, of really knowing your stuff and then feeling confident enough to be yourself, I love that. Oh, and I really do think, like, if you are growing your business to your first six or multiple six figures, having a system for your sales where you feel super confident about it is just going to help you so much because then you can that system and then you can make it that you go through with your one on one clients. And if you want to start a group and you want to have a, like a, uh, membership later on, it's like, it gives you a really strong foundation and you can use that same structure on a webinar. And that's what we're actually, we're going to be doing for you in the future. It's going to be awesome. Um, um, last but not least, the last pillar of, I feel like, and last shift that you made to have a 52k business to 135k business, like, so cool with the planning aspect of things and like, really creating, um, a system around your time and managing it well, I, uh, want to hear about, like, what kind of shifts you made as you're, you have become a powerhouse in the career coaching industry and a six figure earner. Well, I think that we talked about in the fall, you asked me, well, what do you want next year to be? Like, you know, if you think about your year and quarters, what would be a great way, you know, what would be good for you and good for the business? And I thought, okay, well, you know, I was interested in starting the course and also, you know, have a daughter going to college and friends coming to visit overseas in the summer, which is always really busy. I thought, you know, I want to have some time when I can focus on the course, not be crazy busy with one on ones, and just be, uh, around for the family. So I don't want to have too many clients in July and August, and I want that to be downtime. So I'm really focused on first quarter, second quarter and fourth quarter for the earning. And so we talked about what does that look like numbers wise? How are we going to make that happen? And then basically scaled up a bit on pricing when the schedule was full and then sort of, um, worked with the other coaches brought on the other coaches to take off a little pressure, and now I'm building the course and have a little downtime to see that through. And here I am looking at July tomorrow, and it's, um, just laying out magically. So thank you so much. Oh, my God. Of course. I literally just, like, I. That's the biggest thing that I want people to hear is that, like, you can have a six figure business and you can have a life. Like, it doesn't have to be either or. You just have to think about it in a really strategic way. For me, I also want to have a really wonderful summer. I want to travel. I think I have, like, 14 trips planned this year, maybe more. And I'm traveling, like, right before my lunch. I think I have, like, three more trips in July, uh, going into August. So, yeah, I'm going on three or four more trips throughout the year. It's going to be wild. It's going to be so much fun. And I think that, like, that's the thing that people think. If you are a CEO of a big business, like, you have to sacrifice things, and I want to let you know that you absolutely do not have to. It really can be, you can have both. And that's, like, the thing that I really think that systems have helped me find, and I'm really glad that you found that, too. So really, really excited for you and all of these amazing things. I, um. Within the six figure systems mastermind that's coming up in August, the enrollment is going to be open, and I know many of you listening to this podcast might be thinking about it, or if you're listening to this podcast, like, later on, you might be thinking about joining the six figure systems crew. I, uh, want to know, like, what would you tell somebody who is thinking about, like, joining? Do you have any, like, comments and ideas for them that you could add? Sure. Uh, I mean, I would say, uh, you know, I give you the highest recommendation because you know your stuff. So that's the real baseline of your service is that you've got the six figure systems. You really dug deep on perfecting them. They work, and for clients who come to you and, you know, are compliant and march through them, they're going to build the business that they're going to hit six figures. It does work. So that's, you know, the primary thing. And I think the secondary thing, which is just amazing and wonderful, is how fun it is to work with you. And like I said before, how much energy you bring, and you always feel make your clients feel really special. And even when, you know, I would come to the call feeling kind of tired, I'd just be wowed. Like, what? Okay, you know, I'm on fire here. That's what she. I'm going to do these three things this week and take my business to the next level. So, um. Yeah, you're awesome. The course is amazing. It absolutely works. Double thumbs up. I love this so, so much. I thank you. And I really, like, I hope that every single human feels like that. Like, I just want people to know it is so possible. Like, it is. Even if, like, you, like me, I never came from a business background. I was a teacher. I want you to know that, like, if this is something that you're dreaming of, if this is something that you have a thought about and, like, want to create in the world, I would love to support you. So if that's something that you're thinking about, definitely check it out. We'll include that in the show notes. And I just wanted to know if you have any other last pieces of wisdom for any of these people who are listening to podcasts, if they are building their first six figures or they want to scale to multiple six figures like you have now done. What, are there some, like, just lingering, if you have any? I was like, I just, like, just throwing you out to the spot. But, like, do you have any advice for the people that are listening? Um, mindset is number one, and that's, you know, why having a coach like Megan or getting coached in general is just pivotal in turning your business around or growing your business. It's belief, and you've believed in me, and that's enabled me to do it. And, you know, as your clients and the people listening, I would just say, believe in yourself. You can totally do it. So with you. Oh, uh, amazing, Holly, thank you so much. If anyone's interested or has heard about the career fulfillment accelerator and wants to learn about it, where can they learn more about you? And I'll include all those details, your LinkedIn, your Instagram, I'll include all of that in the show notes as well. Sure. Um, my website is HMS career coaching, and that's probably the primary vehicle. Holly Smeevog, and love to see you there. Well, thank you, Holly. Thank you, everyone, for listening, and I can't wait to talk to you soon.