From $90K to $1M: The Standards That Scaled My Product Business

Hey, hey, Product Boss. All right, so it's the beginning of the year and if you set a sales revenue for this year but you don't have the action and the mindset behind it, then that revenue goal might be more of a wish. So what we're going to cover in today's episode is how to set sales standards so that the revenue is an outcome and you start to implement the behavior to create that outcome. And if you ever missed a revenue goal and you immediately felt behind, this episode is going to change the way you lead your business and run your business in 2026. Foreign. Welcome back to the Product Boss podcast. I'm Jaclyn Snyder, I'm your host. And this show is for product based business owners who want more consistent sales, who want to be seen, and who don't want to rely solely on social media or ads. Now, if you sell on any sales channel like Etsy, Amazon, in person, markets wholesale, even on fair and E commerce, this show is for you. So let's jump in. It's the beginning of the year, which means everybody is talking about goals. They're all talking about goal setting. So whether it has to do with health or sleep, maybe it's about career changes or business goals. The thing is, is that goals are great, but they don't tend to always get us to where we wanna go. And so what I wanna talk to you about today is something more powerful than a goal. It's actually setting standards. So let's talk a little bit more about goals and planning and setting goals. Now, if you've listened to the show for any period of time, you know, I love a good goal, I love a target that we can hit. But goals are also an easy way to judge ourself if you set a big goal. I mean, we've just come out of Q4, which is a huge time for product based businesses. And if you set that goal and you miss, have you had thoughts like, I'm not good enough, I don't know enough, maybe my business doesn't work, or maybe you crushed your goals. You're like, yeah, I did a great job. But the thing is, is that we get to start to set standards that are going to lead ourselves to those goals. And you might be thinking, well, what is a standard? Well, a standard is a way of thinking about action steps to get to our goals. Standards are things that we're going to do to create action. Because not only do we want to do the things to have the results that we want, a lot of times goals are Very to the have like I want to make a hundred thousand dollars next year or this year, I want to make a million dollars in my product based business and we can set those goals. But what are you actually doing? What are the actions you're taking to get you there and who are you being to get you there? And that's what we're going to get into in this episode. Here's what I want for you. I want you to stop using goals as a way to judge yourself and start using standards as a way to lead yourself. And by the end of this episode, you will have one to three weekly standards that you can implement so sales stop feeling random or that you feel more empowered in your growth. Because I know a lot of you out there are trying to get to your first a hundred thousand dollars a year or maybe you're on your way to your first million dollar year no matter where you are. In between, below that, above that, these standards are going to help make it really clear on what those weekly actions can be to get you there. Now as it's the beginning of the year, people oftentimes set goals or New Year's resolutions that really fall by the wayside. I think it's somewhere around January 17th. But as product based business owners, we really get to set goals and revenue goals per quarter and those quarters stack up to meet our total goal at the end of the year. And hot tip, if you haven't heard me say this before, that product based businesses can make, they can actually double their total revenue of the whole year in Q4, meaning let's say you made $100,000 from January through September, in October, November and December, you could actually make another hundred thousand dollars. So that's why it's really important to set goals. But if you've ever thought I don't know what to do each week to get me to those goals, that's really why standards are the thing that we're going to start to create and you're going to walk away with those in this episode. Because revenue goals, they're not wrong. I love a revenue goal. I love setting it. If you've heard me tell the story, I'm not sure if you had, but back in the day when the product boss was just starting out, it was a $90,000 a year business. It was our, we worked on it two days a week. It was my co founder and myself. And since then, in the last couple years, I bought her out and I have the business by myself now. But here's what I want to tell you we had hit $90,000. I was at an event, it was a program that I was in. And this is why I so I believe in programs. I believe in getting advice and strategy and having advisors and going through curriculum and having community because it really stretches your beliefs and what's possible. And so at this event, I was surrounded by other people that were doing amaz amazing things in all different ways, right? We were all sort of in the same world, but we had different ways of executing sort of like you all, some of you are selling jewelry or clothing or food or art. So imagine being in a room with everyone and hearing all these different businesses and the ways that they're building their businesses and their goals, their revenue goals. And at this event, after three days of being in this community, I got up, I took the mic. Cause they're like, what's your biggest takeaway? And I took the mic and I said, I think we could be a million dollar business now. I had no idea how we would get there. I had no plan, I had no strategy. At that point. I was just thinking bigger and dreaming bigger than I ever thought I could. And I lifted the lid on what was possible. Because from a $90,000 business to a million dollar business, that was quite a leap, right? That's like a 10x leap. But within 18 months, we hit our first million dollars. And it was really this idea of just starting to think and dream bigger. And the thing is, if I had just set a revenue goal of like, okay, we're at 90,000 for the year, maybe next year we can get to 150, 200,000, great. I would have worked and set the revenue goal. But what we actually did, what I did was I switched the way, the standards of the way I was doing things. I set it out there and I thought, okay, here's a million dollar goal. No idea how I'm going to get there, but I'm going to start acting like the kind of person who could generate a million dollars a year. And I'm going to start doing repetitive tasks, repetitive things, repetitive actions to be the kind of person that would get me there. And here's the problem. Most people will set that revenue goal like I want a $10,000 a month. But they don't define what they're going to do consistently to create that. And when you don't hit that number, you might think, okay, my strategy needs adjusting, or maybe I need to make more products or I need to sell in more places. Or maybe you're even thinking, something's wrong with me. This is like an absolute shame cycle. I oftentimes call this the thought funnel of doom. But we'll go into sh because a lot of times when we don't hit the goal that we have, we have a lot of self judgment, shame about it. And we're thinking that everybody knows, nobody knows. You know, you set your goal and the only thing that's required of you is that you get up and you try again and you try again and you try again. But the goal here is doing something consistent. So let's give you some examples. So let's say you have a $5,000 a month goal. My question to you, if I was advising you and strategizing with you right now, I'd ask you, well, do you have a consistent way to make these sales? Are you sending emails once a week? Are you creating offers and promotions to get people to buy? A lot of times when I'm talking to my students at this level, they haven't really set up some sort of consistent marketing system that really starts to prime their customers to pay attention to their inbox, to pay attention to offers, or for the business owner to act like a CEO to say, okay, what offers am I making every single week so somebody knows what to buy. Now if you're a student of mine, or maybe I've said it on the show, I often say people want you to tell them what to buy. And that comes in the form of emails, that comes in the form of how you set up a booth or what your hero image looks like on your website. But the standard here is I wanna hit $5,000 a month, so what am I gonna do about it? And one standard that you could create, one way to get towards your goal is to say, I'm going to email once a week instead of I'm just gonna send an email when I feel like it. Or let's say you're thinking about wholesale growth, you really wanna grow and you wanna sell wholesale to retailers. Now many people use platforms to sell on or my students know the way to actually find the stores and contact the stores and whether you call them or email them or send them something, how to get into doors and on the shelves of retailers. Now if you want that to happen, if you wanna grow your wholesale, then what is something that you're repeating weekly to get you there? Do you have a weekly outreach standard? That's a way that you're really thinking about the plan. I want to sell wholesale. Maybe you're setting a goal. I want to open up 10 new doors in this month or 50 stores this year, or I want to move a percentage of my business to wholesale. And then what is the action? That standard that you're going to take every week, it could be every week, it could be daily, it could be every, you know, Tuesday and Thursday. But it's creating some sort of repetitive pattern and standard that you take to get you. There's another example is you have a website, but the website never gets updated. So if you pay attention to E commerce and websites, you will see that the front image, the hero image on a website, it changes. It's the promotion. It's basically like, okay, for example, you're going to listen to this and we're going to be heading into Valentine's Day, start paying attention to websites and seeing that they're changing the hero image on their website to reflect gifts for her or Valentine's Day. New product drops, new scents, new focuses, sales. So if you are trying to grow your online business, but you're not constantly thinking about the marketing plan, let's say the emails that you're sending, and then updating your hero image and creating a standard and a cadence to that, then that's really what's keeping you stuck. Goals don't create consistency. Standards create consistency. And trust me, as an artist, as a designer, I mean, when I became a fashion designer, the thing I loved about that market was it was always going to change. My husband's an actor and a very big Broadway actor, and I used to think about his career and his job and think, holy moly, this guy does eight shows a week and has to say the same thing every show. Exactly. And walk in the same places on stage and do the exact same thing. And to me, it was an absolute nightmare, right, for fashion. I was like, great, we know what the new trends are. Colors, body styles. Things are always changing. Whether I was designing per season or designing per collection, I. I loved the change. So trust me, I know that as a designer, as an artist, consistency is hard. It's actually like a learned discipline. And in fact, discipline is one of my words of the year. Because the thing that I need to do, the thing that you need to do, the things that we get to do, is really create consistency and standards that are consistent. So an example here is this podcast. I'm at over 730plus episodes since, what was it, 2018. Okay, so January of 2018. So actually, happy anniversary to us, right? Happy anniversary to the product boss. We launched the show. We've consistently, we've never gone on hiatus, had an episode at least once a week, and for the last few years, it was twice a week. And so that was the standards created, the consistency, which led me to being one of the biggest podcasts out there. We're in the top 0.5% of podcasts. That didn't come with inconsistency. That came with a standard that was like, we will record a podcast at least one episode a week, forever and ever, for all time, which I love. And that's what got us to where we got right. That's where we're almost at 6 million downloads. That's where we're a top marketing podcast. That's where we're listening to globally. And if you're listening to the show, thank you for listening to the show. Or you're watching now on YouTube, because now we've really launched a YouTube channel as well, so you can watch the show as well. But that was based on standards. So a standard is a commitment to repeatable action that you can take weekly. And it doesn't matter whether you feel motivated or not. This is the other thing. This episode right now that I'm recording is in the middle of the holiday season, and it's 11:30 at night. I have makeup on. I've got my hair done. I've got all the things you want to come take a look at what I look like at 11:30 at night in the middle of the holiday season. It doesn't matter whether I was motivated or not. It was a standard that I got to get done, and that's what I do. And so it's this repeatable action. So you get to really start to think, what are the repeatable actions I'm going to take in my business so that I get the momentum, so that I grow. Because if you're waiting for the momentum, it's never gonna come. You, especially if you put on your CEO hat, you get to create the momentum. You know how they say, like, an object in motion stays in motion? And if it's, you know, if it's just like a. We used to talk about snowballs. So it's the season. So snowball. You see a snowball sitting there, and it's just sitting there. Okay, well, it's never gonna move unless somebody moves it. Now imagine taking that snowball, and it's a cartoon, and someone's pushing that snowball down the hill, and that snowball gets momentum, and it starts to grow and get bigger and bigger and bigger. That's what you get to do, right? You're the CEO that's going to create the momentum in your business and the goal, especially a revenue goal, that is the destination, that's where we're going. And a standard is something that is a train schedule, right? A standard is we do this on this day, we repeat this action on this day. So, for example, with social media, we review our social media plan on Wednesdays. Mondays are the days that I take my team meetings. The podcast, obviously, we record it whenever we can record it, but then it gets dropped on a Thursday. Emails go out on Thursday. So we really have this consistent way of thinking, okay, if we want to hit these big goals that we have, which we have huge goals for the product boss in 2026, then it's like, who do we get to be? What do we get to do to do it? Because I can create all these goals, but without action, without stand that repeated action, it's not going to happen. So let's talk about three categories of sales standards. Now, you don't need all of these, but I'm gonna talk about three of them and so you can at least use one. So let's start with a promotion standard. What is a promotion standard? A promotion is an offer that you create to get people to buy, to invite them to buy. So how often are you creating an offer or an opportunity to invite people to buy? So let's give you some examples. I promote once a week. So a promotion might be, I'm sending an email once a week and it's got a focus like new collection drop. Or let's say you're a clothing brand. You're like, mini skirts are so in. Or it's a candle scent or a room scent or a perfume scent that you're really focusing on. Promotions are not always discounts. You know this, this is what we teach here. They're not always discounts, but they're telling people what to buy. They're promoting something. Okay, so that's email. That's one way you can do it. Another thing you can do is if you're using social media now, you've heard me say you can grow this business without social. You can also grow it with social. I just want you to know social is a tool in your marketing tool belt. It is not the entire strategy. It's not my entire strategy. It shouldn't be your entire strategy. It's not Nike's entire strategy. Or Lululemon or, or Aloe or Sol de Janeiro or Sephora, whatever giant brand you can think of. Social media is not their only marketing strategy. But they have a strategy. So let's say they're sending you weekly emails or sometimes daily emails. They might be sending you text messages a certain amount of times. They might be posting on social media a certain amount of times. So another standard might be we post one piece of content a day on our main social platform. Right? One piece of content. I post three to four a day. Just, just to give you context. I'm not saying that you have to, but Instagram for the product boss is a visibility channel. We have our podcast, we have Instagram, we have YouTube, we have our newsletter. We run ads. So we have this holistic way of reaching our customers. Now I get it. As a small product based business, you have to think, well, what are the ways I can do this? Well, one of the major ways is I teach you to build an email list and then send at least one email a week. Even my students with like 50 to 200 people on their newsletter list, they are still making sales. It's unbelievable. They're like, oh my gosh, I'm in my PJs and I just had three sales because I sent out an email with a promotion, with an offer. The other standard is like social. So I'm going to post once a day or I'm going to post three times a week, or I'm going to post two stories when I'm making a new promotion to sell what I have to offer. Right? So you've got to create these rhythms and these patterns in your business to get to that goal, right? These are those actions. So that's sales. So sales. And if you hear what I say here, what I started talking about was marketing, which marketing is sales. Marketing is a way to make sales. Another way you could go into sales is something like, I'm gonna do X amount of markets. Some of you do weekly markets. So an in person market, that's a standard, you repeat it over and over and over. I have students right now that are doing so well at markets and you know, these are a lot of my students in the collective and we've talked about, especially during the holidays, how they could basically duplicate themselves, how they could be at multiple markets at once. And so they would hire and train people to run one market while they're at another market. That's where you start to multiply. Because if, you know, I make $1000amarket or I make $1500 a day at markets, or $2000, whatever the amount is. Now if you think about duplicating yourself by getting other people to Work. But so you're like, okay, I need one market a week. That's another way for sales. Does that make sense? So that's really, I mean, also with wholesale, you might say, I'm gonna, we talk about this in the, in wholesale. So if you're in the Collective or if you're in sales accelerator, just a heads up, as my students, inside of the wholesale module, this is one of the things we talk about, but I'll talk about it here as well. So we create a Dream 100 list. We create a list of a hundred retailers that we wanna sell to. Then you get to decide whether you wanna sell to those hundred retailers, how long you want it to take. It might be like over 10 days. I'm going to reach out to 10 people a day and then contact 100 people over 10 days. Or that might be your goal for an entire month or a quarter. But it's really this kind of action of I'm going to contact them and then you're going to know your standard. What do I email them, what do I say to them when I call? So again, my students in the Collective and the sales accelerator, you have scripts inside of that module, you have how to find the stores, you have templates on how to do this. So jump in there. And if you're not in there yet, oh my gosh, I'd love to see you inside of the sales accelerator, the Collective. All right, so another thing that we talk about as a standard is a follow up standard. Okay, A follow up standard. So this is really thinking, where is the money hiding? Because we can definitely be in that action mode of sales. Sales, sales, marketing, marketing, marketing. But another thing that we get to look at is like, where is the money in the couch cushions? Where is it hiding? So a follow up standard is something that you create when somebody has already showed interest. So let's say somebody walks into your booth at an in person market and they put their name down on your signup sheet. Are you following up with them with emails, like saying, hey, great meeting you at market. Here's your discount code. I used to do this at wholesale marketplaces. So when I would sell at Coterie or Premier Vision or Magic, this is all the fashion industry, these huge wholesale markets. Every time that someone would come in, you either scan their badge or they give you a business card. And at the end of each day, I would follow up with the buyers to see if they wanted to come back in and place an order in the booth or if they wanted to purchase online. But there was some version of follow up. Okay. And then you create a standard for me at wholesale markets. Every day at the end of the day, I'd go back to my hotel room and I would send an email. Okay. So that was my standard. Or maybe it's a 24 hour thing. But for me, because I was in person, I wanted them to come. Let's say people meet you at market 24 hours later. Let's say you're selling on Etsy. You can send emails to people who have bought from you with a follow up email. If you're Ecom Shopify, we talk about welcome sequences. This is again, again collective and accelerator students. And if you're not a student, you can do this. Or if you want to know how, come join us in one of the programs. But here's what you can do. Welcome emails. So a welcome sequence. There's abandoned cart emails that have a sequence in a certain amount of timing. There's post purchase emails. So the thing is, is that you have to come up with some sort of cadence. And this doesn't all have to be done in real time. You can automate a lot of this. You can also send emails. If you are selling wholesale, you might say once a month on the 15th I send a reorder email to my retailers, or 45 days after they buy, I send a reorder email. You might also say IDM customers that voted on polls. Right. You're just kind of creating standards. You're creating actions that are attached to other actions that you're doing to get you closer to that revenue goal. Okay, so let's talk about a third standard that you can really plug into your business right now. And that would be the offer standard. So it's one thing that you're selling right now. I know I've coached so many of you. And this is something that we're doing in the Bestseller Secrets challenge, which is coming up as well. Bestseller Secrets challenge is really thinking about what products are going to lead our businesses forward. So you hear me talk about it as a bestseller. And over the years and years and years of talking about bestsellers, people are like, well, what if I don't have the information? What if I don't have a bestseller? What if my things are one of a kind of. So what we're really doing here is coming up with an offer that is what you're known for, what you're leading with. So whether it's a hero product. So for example, if you know the brand La Mer, I remember they got really Big because JLO used it on her face. I'm using some big brands and they had one certain cream that was like their main cream lotion for your face. Okay, that would be a hero product or a Rothy shoes. Those pointy toed recycled bottle shoes, I use them a lot as well. They started as a flat toe, pointy toe shoe made out of recycled bottles. Now their line has expanded, but they started with the same shape shoe in different color variations. Or if you have a core collection, you might have a jewelry line and be known for D and T jewelry and have a mix in your merchandising between necklaces and bracelets and earrings and knowing which categories sell best. This is something that we do every year. Every year I bring back Bestseller Secrets Challenge because it's either a great refresh because your business has changed over the last 12 months, or maybe you've never done this, or you've got new products, you're creating new things. And so the thing is, is that we have to really come up with an offer standard. So you know what you're going to be selling when. Because here's the deal, you can't market everything at once. That's the other thing I want to tell you, right? Like a confused customer doesn't buy. So if you're like, I have this and I have this and I have this and I have this, they're overwhelmed, they're just going to abandon cart, they're going to walk out of your booth, they're going to leave your shop. But if you're like, hey, this is my bestseller. This is what customers love. These are gifts that are favorites for people like Valentine's Day. Like, she loves this, she loves the set. Then you know what you're marketing. Okay, so that's a standard. So let's go with some standards. One could be that I'm going to lead with one flagship offer, one flagship product or, or promotion for 14 days. Why I say 14 days. If you're a more advanced business, you might be running this and doing this like every three days or every week. But for those of you who haven't done this yet and this feels stretchy, 14 days of you only marketing and selling one product. If you were thinking about this, like not one product, but let's say I'm gonna sell pointy toed flat toe shoes or I'm gonna sell my 8 ounce jars of candle in My spring scents. But let's just say that was all you had to market for 14 days and that was your one offer. Think about how creative you could be. All the different subject lines, all the different types of emails you could send, all the different social posts that you could create. The, the offers, the ways in, like, there's so many things. It's stretchy to think 14 days. This is actually in the sales accelerator, which are our spring cohort, or I guess it's winter, whatever month we're in. But basically at the end of January, we're going to be welcoming our next cohort of the sales accelerator. And in the first six weeks, because it's live strategy, live advisory in the first six weeks. But one of the things that we do, one of the very first weeks that we do is we create an offer and we try and make 50 sales, right? Whether it's your first 50 sales or your next 50 sales. But it gets really focused. We really lean into focusing. It's stretchy. But when you're like, you feel confined, you get creative. And people will have massive breakthroughs because they're so used to either promoting nothing or making zero offers or trying everything or being like, here, buy my entire store. And they don't see sales. The other thing that you could think is, I push a bundle once a month, right? Maybe once a month. Now on day five of the Bestseller Secrets Challenge, I know I'm telling you about a lot of things, but here's what I'll tell you here. Bestseller Secrets challenge is coming up. It's five days, it's a free challenge. And what we're gonna talk about is one, finding your best sellers, what you're gonna focus on, how you're gonna close this revenue gap. And then the last day, day five, for those of you who are super committed all in and stay till day five, we actually create a, like a 30 day promotional plan. You start to think, how do I take my best sellers? How do I take these offers and think, what do I sell every week to hit my revenue goal? Because what are we doing? We're creating standards, right? We're like, this is the offer, this is what we're selling. This is how we're going to promote it weekly so that we hit our revenue goal. Because you're never gonna get to your revenue goal without having some sort of repeated action. And so those are really the ways that we would say that you really get to think about how you're gonna create a standard and then move it through. Okay? So to hook you up right here on this episode, and if you're driving, you might want to come back to this. Pause it or if you're working right now, pull out a notebook because I'm going to give you some specific standards that you can go through depending on where you sell. So if you sell on a Shopify website, you're selling online. E commerce, Woo. Whatever it is, right? It doesn't matter the platform, but you're selling online. Here are some standard options that you can create. One is I email weekly. Another thing could be when I send those emails, I change my hero image to reflect what the promotion is. It might be that you're creating a bundle once a month and offering a bundle. Another standard could be I do one sale a month. Now, sales are created. If that is something you do. I talk about this on day five of Bestseller Secrets Challenge. I talk to you about the last weeks of the month. You may offer a promotion so that you can hit your revenue goals. Right? Because sometimes what we're doing is removing product. Now, I don't believe in sales as being your sales driver, but they're the things that get to generate revenue or clear out of dead stock inventory or really kind of incentivize people to buy. So those would be some of those. Okay, so let's say you're creating an email standard. When you create an email standard, you're going to want to think, okay, when do I send this email? Maybe you've even created a template. You could do this on Canva. There's templates that you can buy for e commerce emails. So you're gonna really think, okay, I send out my promotional emails on a Tuesday. We actually recommend you send them out Tuesday, Wednesday or Thursday. Those are the best days to send out emails. But you'll have a template and you'll have, you'll know what your subject line is and what kind of copy and what the offer is. And then you're really thinking here. You know, thinking about your email repetition is like, are you, what's the result you're going to sell them or what's the product or what's the benefit? Right? You're really thinking about that now. Another standard you can create is if you sell it in person markets. Okay, so all my friends that do in person markets, you might think at every time that I do an event or every day of an event, I grow my email list by 20 people, 25 people, 50 people. It depends on how big the market is. But you have set a goal for how many people are going to join your list. And then another standard you might create is I follow up within 24 hours. Okay, and then how about those of you who sell wholesale now, you might say, I send five pitches to retailers every Friday, or I call five retailers every Friday. You might say, I follow up one week later every time. So you're really just creating a cadence of what you do. You're creating a rulebook, a playbook for yourself. Something that you're like, okay, I don't have to guess. What am I going to do in these days. I just get to remember this pattern and this repeat pattern that I do. And this is how business gets so much easier. Now let's say you use social media and a lot of us do. You might say, okay, I'm going to create X amount of pieces of content per day. You might even say, and this is the thing, this is like a mix that we do here at the product boss. We have a certain amount of content that are reels, carousels, static slides, certain ones that are. We talk about the ABCs of content. So attract, bond, convert, right? There's all different types of content that we're creating on social. So we have this pattern, this repetitive pattern. And then we know, okay, we have to create five pieces of content that attract customers. Five pieces of content that bond with them in five pieces that convert. I know you're hearing me tell you a lot of things, but the thing here is that it's so easy for me to say it to you because we've created these standards in our business which has helped me generate over $10 million in revenue over all the years that I've been in business. $10 million as a woman owned business like is unbelievable. And that's because every time I wanted to level up, I thought a business that hits that revenue. What is a standard that we have to create, that we get to create and repeat and repeat and repeat and then obviously refine and to get to that goal. So to pull this back from overwhelm, because I threw a lot of standards at you, I threw a lot of different repetitive actions that you can take. What I want you to do from this episode, to make it simple for you, is just choose one. Something I might have said or something that you came up with while listening to this episode. What is something that you can start to do as a standard in your business to get you closer to your revenue goal? I email weekly. I create one promotion a week. I follow up with retailers 24 hours later. I call five stores a week. I list one new product on Amazon every three months. Right? What is it that you're going to do in your business to get you to where you want to go. So starting with one is essential because, again, if we think about all of our goals, again, we're back at the beginning of the year, and we have so many New Year's resolutions, and when people. People set a whole bunch of them, they're going to fail. And so it's like, what's one small action that you can start to implement in your business and start with one and repeat that a few times and then add on another? My more advanced businesses, you might think, okay, actually, I'm going to take two standards and put them together. If you've got teams, you might create that for them. But what I want you to hear me say here is consistency is more important than the intensity. Consistency is more important than the intensity. Example. I sit at my desk a lot and I was like, all right, I want to hit 10,000 steps. Because that's what they say, right? 10,000 steps. And I thought, how far is 10,000 steps? Do I have the time to get the 10,000 steps? And so instead I thought, all right, how about I go between 8 to 10,000 steps? And I think, I thought I wanted to do it five to six days a week. So it was just like, get out of my house and walk, right? I had to walk my dogs three times around my neighborhood three times a day, and I could hit that 8,000 steps outside of my normal walking. So the thing here was, like, I didn't say I'm gonna run a marathon. I didn't say I'm Gonna hit the 20, 000 steps. I was like, what is the minimum that I can do? Like the minimum effective dose to just get me into a pattern? Cause that consistency is a thing that's going to snowball and grow when we start to drop off of that consistency. If you miss one and then you miss another, and then your brain starts to tell you over and over and over, well, it's okay, we'll get back to it. It's not going to happen. In fact, over the holidays, I stopped doing my walks. We were traveling and it was raining, and I didn't walk in the rain. And so my consistency is gone and I get to start again. It's hard from a cold stop. So try and implement one of these standards and be consistent with it, and you'll start to see a change. One thing I want to just bring back, because a lot of times you'll hear me talk about and what I believe is that our businesses are our mirrors, right? Our businesses are always trying to teach Us something, it's really holding up a mirror to, you know, other parts of our life that, that we might repeat these patterns. So for me, I'll use an example, is like, if I'm inconsistent, right? If I didn't keep up with my standard, let's go back to the walking. It's not that I'm incapable, it's not that I suck, it's not that I'm never going to do this again. It's just that something is getting in the way, right? What's getting in the way of that consistency? Is it a fear? Is it, you know, is it excuses? Is it for me, let's say with the walking, it's like, well, I started to prioritize, prioritize other things which weren't as important as my health. But my normal way of being is prioritizing certain things. Like I work late, I sleep in in the morning. Like if I work late, I sleep in. So I'm going to miss that window of working out. So for you, let's say you're setting a standard in your business and you've created one, right? I'm going to post on social media once a day, I'm going to send an email once a week. What might be getting in your way of doing that? Is it a fear of being seen? Is it a fear of doing something wrong? Is it a fear of trying and it not working and then feeling like a failure? Let me tell you, nobody knows if you run an offer, you run a sale. I'm telling you here, I don't feel like a failure telling you that I fell off the wagon of walking and I get to do it again. So for you, let's say you set a goal and you're like, I'm gonna set a goal of 50 people on my email list at my in person market and you don't hit it, okay? So you get to look at that and say, all right, well, what could I have done differently? Maybe I didn't ask, maybe I had a fear of asking people because I don't like to get emails, so why would they? That's a huge thing that comes up in this community a lot. I don't want people in my inbox, so why would I sell them or send them emails? Well, because you've got something to sell. So you really get to reflect back on the why you're not doing the thing, the what's getting in your way and think, well, how can I overcome that? Okay, so yes, you can ask for the email. They can say yes. Or they can say, no, it has nothing to do with you. You can run a promotion once a week. They may buy, they may not buy. People may open the email, they may not. But the thing that you get to do is you get to pay attention to what's happened and refine and adjust and test and try and pick yourself back up. Because that's what entrepreneurship is all about. So right now, if you wanna pause the episode, just write down at one standard that you wanna create in your business in the next 30 days. One sales standard. One thing that you're gonna just do and you're gonna say, okay, this is what I'm going to do. So what I want you to write is the one sales standard that I'm going to create in the next 30 days is. Or my promotion standard is like, how are you going to promote? Or my follow up standard is, see how simple that is? My offer standard is, you don't need to feel ready, you just have to start. Okay, you don't need to feel ready, you just have to start. You just have to start by writing it down and then practicing it consistently. And it's okay if you fall off. Just get back on the horse and try again. How many cliches can I create in this episode? Okay, so if you're listening to this and you're like, okay, I can choose a standard. I want help choosing the standard. I want help trying to figure out what I'm selling, what my offer is, what I'm creating. Whether you've done this challenge with me before or not. The Bestseller Secrets challenge is coming and you can sign up and get all signed up, and then it's totally free for five days where we're going to talk about what to focus on, how we're going to close your revenue gap, how you're gonna get seen in more places without having to grow a following or have ads, mindset stuff that gets in the way. And then we're gonna create that 30 day promotional calendar of like, what are you gonna promote every week? We keep it really simple, but people start to see massive things happen during this challenge. Mindset shifts. They start to make sales, like they focus, and then all of a sudden they're starting to generate revenue, right? And so all of this starts to happen once you take action. And what better time than in the beginning of the year? So all you have to do is head to bestsellersecretschallenge.com and I will drop link in the show notes. So, my friends, we're gonna really start to lean into leadership here at the product boss. Leadership, ownership, acting like the CEO. I've gotten so many messages from you or seen reviews where you're like, oh, gosh, like, you talked about being a CEO, you talked about leadership, and I really had a mindset shift, so I want us to move in that direction on this show. So in this episode, you learned that revenue is an outcome, and standards are your leadership. Whether you're just leading yourself or you're leading a full team of people, the standards are your leadership. So pick your sales standard for the next 30 days.