Bombshell Money: ON REPEAT

Hello, bombshells. I am so excited today to talk about how to create monthly recurring revenue into your business. Let's jump right in. Alright, here we go. So bombshell money on repeat. How to create monthly recurring revenue so you can live in your soft, rich, and relaxed era. I did not originally build my business in a soft and relaxed manner. I was so focused on creating cash, and so a lot of what I was doing was very reactive in my business, and it worked if that was my only goal, just to create cash in the moment. However, and I think that's why most of you are here, is the cash alone is not enough. Making money alone is just not enough. It doesn't fulfill all of your desires. And it's why so often you will hear money cannot buy happiness. That's absolutely true. And how you earn money makes such a big difference. You could sell all your time to make money and actually make money, but you're not going to be happy. And so for me truly creating a business that satisfies all of my dreams and goals and allows me to live rich and also relaxed. That's the ultimate goal that I finally realized I wanted in my life, which I didn't originally quite understand. And so I'm going to walk you through how I took my business from selling time for money, running around each month looking for leads and looking for clients, to creating a model where my stress level is so low that I can enjoy the money I make. And it also has allowed me— allowed my business to explode because I'm not building my business from a place of need and desperation or a place of lack. I built my business from a place of true desire, and I want the same for all of you. So I started my career in corporate America, and I left my corporate job once I had built up my first online business in 2015. Now, the biggest difference back then is I left my corporate job because I wanted freedom. However, I didn't have children, and so I still ended up working 8, 9, 10, 11, even some 12-hour days as an entrepreneur. I didn't mind the hustle culture. Keep in mind, in 2015, hustle culture was really popular back then too, and I didn't think it was a problem becoming a mother. All of a sudden, my goals and dreams did not go away. In fact, I would argue that becoming a mother, my goals and my dreams just became more pronounced. They became bigger. They— all of a sudden, I wanted to create generational wealth, not just make a quick buck. And so all of that expanded. I wanted more for our family, but I did not want to sacrifice as much. And so I was in this weird spot, which I'm sure a lot of you can relate to. I wanted to stop going to each month at $0. So maybe some months I would go in at a couple thousand max, but it really felt like I was starting over almost every single month. I wanted to stop chasing new clients every single month, and I wanted to keep my income strong even if I wasn't selling daily. So I didn't want to feel like I had to be in my stories constantly selling every single day in order to make money, or else all of a sudden my entire business would fall apart. Now I want you to know that if you resonated with, with what I shared, or you feel like that's where your business is today, that there another side to it. So I have gotten to a place where I've been able to create such powerful monthly recurring revenue that I go into each month with $20,000 to $40,000 of revenue already established almost always the following month. So right now we just started December, so I'm go— today's December 1st as I record this. Already for this month I have closer to— I wanna— you got— I'm gonna pull up my numbers and show you guys, but it's closer to the $40K mark already established if I do nothing else, if I don't sell anything else, if I don't bring on any other new clients. And so I am going to actually show you my numbers for a reason. I think it's so important for you to see it, and then I'll teach you how to get there because I want you to truly believe this is possible for yourself. And if you've worked with me before, you know that I value, uh, transparency. And so I want you guys to be able to look at this and truly see what is possible. So if you come into the way I built this out, this is my annual cash tracker. Once the month is done, whatever payments have gone through, I changed the color black. So you could see in June it was a $57,000 month. These are the previous months. What I want you to really focus on is the future months. So today is December 1st. These are all in red because they haven't hit yet. So the date that they're supposed to go through hasn't hit yet, but these all coming in. So these are all payments that will be coming in. Um, today's the first day of the month. I did have a brand new client that paid in full for one month of one-on-one coaching with me, but I want to show you— so this happened today, this is a new client— but if I were to take that off, I walked into the month with $41,000 of revenue already established. So even if that client had not signed up today, I was already at $41,000 for the month. Now what I really want you to pay attention to here is future months. So January, if I do nothing else, I'm already set over here. Now here's the best part though. I don't plan on not working in January. And so if I go into January this month in December, I'm gonna have new clients joining. By the time I get to January 1st, I could imagine this number will probably be between $40,000 and $50,000. This number will jump up, this number will jump up, this number. And as you can see, I'm already stacking up until next August. So the further away the month, the less there is coming in. But by the time I get to these months, they're probably going to be more powerful than December was when I walked in because I keep stacking, stacking, stacking, and my business is getting stronger and stronger. So I'm able to create this income 11 months in advance, which I was never able to do before. And I'm going to show you guys how to do that today. But I wanted you to see what's possible. Now, to try to go— to try to hit $76,000 months starting at zero would be very challenging, right? To just start at zero and build up to $76,000. It can be done. But it sure feels a whole lot better when I'm walking into the month with already $40,000 in. Alright, I'm gonna go back to our presentation. So hang tight. Let's see. Same screen actually. But over here, okay. What are we going to cover today? I hope you guys are now really excited for everything I'm gonna share. So step 1, I want you to think about where you're at right now. And this may mean grabbing a piece of paper and just hashing it all out. What does your offer suite look like? So do you have one-on-ones? I want you to write out the pricing. I want you to write out how many spots you have or you want to fill and how many are currently booked. I want you to analyze right now. This part is so important. We cannot move forward if we don't analyze where you're at today. So what are your current time sucks? Now, some time sucks are justifiable. Okay. And what do I mean by that? A one-on-one is going to suck time off your calendar, but if you price it accordingly, it might be worth it to sell that hour of your time. I did sell a one-on-one package today, a one-month one-on-one, and it's a one-month intensive with me for $8,000. This is a client that, um, is a perfect fit for this program, and it's worth it to me. Me at the price point that I chose. So it has to make sense for you. Now, would I bring on 20 clients for one-on-one? Probably not. That just doesn't make sense time-wise. So I want you to think about what your current time sucks are. Do you have a scalable offer? Do you have an offer that you can put 5, 7, 8, 10, 15, 30, 50 people in? And this is very important. Is that offer a low ticket, or is it a high ticket, or a mid-range? Okay. And can you actually handle putting more people in, or does that still require you doing a lot of handholding in there. Can your business support low ticket or high ticket? I wanna talk about this. When I say, can your business support low ticket or high ticket? So if you have a, an audience that's smaller, that is not super warm, I would not recommend launching low ticket first. Even in my own business, I did not launch low ticket first. I built up my business with one-on-one at first and then mastermind. And different types of one-on-one offers like Voxer coaching, because I knew I had a very select hot audience, but it wasn't a massive hot audience. And so I could really grow my income by selling proximity, time with me. That's what those few clients that were watching that really wanted to work with me, they were willing to pay for my— for proximity, getting me into their business, working with them very hands-on. Now that's not super scalable, but I was okay with that at first because I was building up my business and I still had a mastermind. So it wasn't all one-on-one. If I had tried to launch low ticket first without a big hot audience, I would have made pennies and not gotten very far. So if you don't have a larger hot audience, I would not start with a low ticket offer. If you truly have money goals, which that's why we're all here, right? Rich and relaxed. They are both equally important. Okay, step 2. So I want you to really analyze step 1, put all your offers out there. Now, if you're someone that has a lot of offers, you've gotta do some soul searching on which offers are worth your time and which offers are not. Offer suite revamp. Okay, we need to look at offers that help you scale and grow your income, but don't affect your time investment. That does not mean you have to get rid of one-on-one and mastermind. In fact, I love one-on-one and masterminds for a reason. It's me on the ground with my clients. That's where I learn where the struggles are. That's what makes me qualified to teach this class because I understand what's actually happening with different clients, not just my own business. And so it makes me a smarter coach when I do one-on-one and mastermind. And so I'm not saying don't sell any of your time. However, I want you to actually— we're going to revamp your offer suite. We're going to do that in just a bit and really talk about how you can add some scalable offers into there. And then step 3, launching new offers, scaling, and how to create that continuous growth. Okay, before we move on, I do wanna talk a little bit more about monthly recurring revenue. So who is this for? High ticket versus low. The way I'm going to teach you monthly recurring revenue is ideal for high ticket coaches. Okay? Some folks have said in the past when monthly recurring revenue is created off of a payment plan, that's not true monthly recurring revenue. I completely disagree with this. This is how I've been able to create incredible recurring revenue in my business that is incredibly dependable. And the argument goes that, okay, but what if someone doesn't pay? That could always happen, but the percent of my clients that actually do that is incredibly small. And there's a reason. You do have to get clients results and also help clients want to want to keep working with you, want to show up. And so if your programs are delivering, I truly believe you're not going to have an issue keeping folks paying their bills. That doesn't mean it's never going to happen, and that's part of what I build into it. So when I go in, when I look at next August and I know I have this much already built, I know that there's a certain maybe 2% that may not come through, and I've already analyzed that into my business. However, the majority of the MRR that I've created is incredibly solid, and you can do that as well. Now, another model you could look at is a membership. I would actually argue that a membership is not stable either because a membership usually signifies that someone can cancel any month. So if someone can cancel any month, anytime they want, if it's a month-to-month membership, then technically I can't look 6 months ahead and say I have this much coming in because I don't know who's going to stay on. And I don't know if all of a sudden I'm going to lose people. With the same token, you can analyze your churn rate and make that, you know, you can figure out if you're gonna lose people or keep them. However, I would say both are different types of MRR. The type that I have built in my business, which I highly prefer, is based off of clients that are on some type of commitment. And so I can build that out 6 months, 12 months. We're gonna get into all the details shortly. Okay, we gotta go back that step 1 of analyzing your current offer suite. This is so important. So one-on-one mastermind group, self-paced courses, those are some different parts of your offer suite that you might have. I want you to write all of these out on a sheet of paper. Okay? And I want you for each one of these to ask yourself, what is the time trade-off for each new person that says yes? So if a one-on-one says, hey, I'm ready to sign up, what is your time trade-off? Is it an hour a week that you just,, you know, on your calendar you have to block off. If you sign up someone in your group, do you have to block off any time or are they already— the group's already existing, they're just being added to it. If someone buys a self-paced course. So I want you to ask yourself, what is the time trade-off for each person that says yes? What is your max capacity for each offer? And I want you to be real with yourself. Don't tell me you're one-on-one, I could handle up to 20 people a week. I'm not asking you what you could handle. I'm asking you what you desire. So what would truly make you happy? At what point is that law of diminishing returns, right? Where I'm excited to be about each client and then all of a sudden I'm overwhelmed, I'm not happy, my family is unhappy, the money is not worth it. So at what point do you get there? Is it 5? Is it 10? Is it 20? You need to do some real honest thought process with, uh, do a real honest thought process with yourself and ask yourself that question. Uh, and do that for each one of them. What is your capacity? How long is the contract or program? So for your one-on-one mastermind, what is the contract length or program length? Is there currently a payment plan? And what percent of your clients pay in full versus choose a payment plan? I am here to tell you that if most of your clients are paying in full, that is not something to celebrate. You are leaving money on the table. So if most of your clients are paying in full, you need to raise your rates and offer a payment plan. Or if you already have a payment plan, that's fine. You need to push the payment plan more and raise your rates. You are losing money if everyone is paying in full. It's a dead giveaway that you are charging too little. Okay, now out of all of the offers that you write, wrote down, do you have one that's actually scalable? And what is the time trade-off for each person that says yes? So for me, for example, my scalable offer is Rich and Relaxed. It's my 12-month mastermind. And because of the way I coach this group, it's a high-level mastermind, but I'm able to truly get in there and help multiple clients. I can scale this program. And so that's my scalable program versus Elevate, which is a much higher level, more intense mastermind for someone that's already making $10K to $15K a month. So my scalable is Rich and Relaxed, as well as these courses that you're watching right now, because I could have 20, 30, 50. I can actually have 2,000 people purchase my courses. Now here's the difference. If you don't have a large hot audience, I would not make my scalable offer a course that's low ticket. I would actually consider a, some type of scalable mastermind that's a mid-range to even a high ticket. So as I'm recording this, uh, Rich and Relaxed is $1,111 per month. So $1,111 per month or $12,000 paid in full for the year. So that is a scalable offer, but it's not low ticket. Okay. And if you're going to have your scalable offer be a course, I would still make it a probably $1,500 to $2,500 course, not a low ticket course like the one that you just purchased, the one that you're watching right now. What percent of clients pay in full versus choose a payment plan? So going back to what we spoke about earlier, really ask yourself what that number is. Go back and look at your numbers. If all of them are paying in full, we've gotta change that. Okay, so we've got all of our current offers. I'm gonna show you this time and money spreadsheet that I love to work on with my clients. So what you're going to do is you're gonna write your old offers. So let's say you have a one-on-one. Let's say you have a mastermind, and let's just keep it right here. And let's say your one-on-one is $5,000 per month and your mastermind is $2,000 per month. And monthly signups, you're taking on 3 people at a time here in your one-on-one, and your mastermind has currently 5 people per month. Okay, now let's look at how many hours per week you're spending on Zoom. Here you've got 3 hours a week, and here, let's just pretend your mastermind is weekly, you've got 1. So you are spending 4 hours per week on Zoom. Okay, not bad for that kind of income. Now let's look at this again. Let's say you're one-on-one, you are really not charging what you could be, and you're doing $997 and you're taking 10 clients on because you're trying to make your income and you don't have a group program at the moment. Okay, so now you're making quite a bit less money and you are spending 10 hours per week on Zoom calls. Okay, so just by shifting, even if we don't raise your rate as drastically as I had it before, I just want to show you guys a couple of things. Let's say we just raise your rate slightly. And we cut it down to 5, and then we launch a group program and you make this group program, maybe you're nervous to make it that high. You make it $997 where your old one-on-one rate was, and you put 10 people in here. Check that out. You're making more money than before, but you're only on 6 hours of Zoom calls versus 10. So you actually more than doubled your income from the last scenario.. You were at $9,000 a month. Now you're at $22,000 a month and you're doing 4 hours less of Zoom calls. Now this part right here does not play into recurring revenue, but I want you to see how your offer suite can also dictate how much time you are actually spending on calls. Now you just gained 4 hours back into your life that you can pour into content and maybe creating new programs or actually working with your clients to get them better results. So now your entire business can actually function so much better because you made two changes in your offer suite. All right, let's keep going. Okay, I want you to ask yourself, where are you serving most of your clients? Are you serving most of them in one-on-one? Are you serving most of them in a group program? And where do you want to be serving them? Are you thinking, you know what, Zee, I really just want to build up my one-on-one. That's where I want to serve. That's where I'm happiest, happiest. Or are we struggling with some limited mindset or limiting beliefs around I'm just a better coach in one-on-one? I hear that often, and that is an incredibly limiting belief which we're going to get into. Do you want to work more hours? And I, I'm— I don't kid when I say that. Do you actually want to be on more Zoom calls? Maybe that's something you actually desire. Or do you want to be on less calls? What is your current supply and demand? Demand. This is so important because for me, especially being a mom, I did not want to be on more calls. I didn't want to be on no calls because I actually enjoyed coaching clients. I love getting into their business. I actually am a very hands-on coach because I enjoy it, but I wanted to have a set number of hours where I did that. For me, it's 3 days a week where I will book Zoom calls, and then I wanted 4-day weekends without a single Zoom call. That was— that to me was the perfect life. And that's exactly what I have built. You have to ask yourself, what would make me the happiest? Now, for me, I didn't want 7 days of no calls. I actually love being present with clients. So you have to truly ask yourself though, what would make me the happiest? I do personally believe you have to do some actual coaching as a high-ticket coach, actual close proximity Zoom call coaching. I do believe that makes you a better coach. It justifies the higher price tag is that proximity. With you. So you need to do some, but not every single day, all day jumping through hoops to take on anyone that you can for pennies. Okay, I want you to have an offer suite that you love. My first year as a coach, I did not love my offer suite. I was literally launching offers left and right. I didn't— I was excited for a day and then I was bummed out the next, and nothing felt right. That is not how my business is today. I have Elevate, which is my very high-level mastermind, and I have Rich and Relaxed, where I have coaches at all levels. I have coaches at all levels in this incredible 12-month program where I'm pouring training like this. Actually, all of you get access to this. So all of my Rich and Relaxed clients are seeing this as well. And these are my two absolute favorite spaces I have ever created. But it took me time to get there.. And there is a reason for it. It's not just because I love them because they deliver results. I love them because I also feel perfectly compensated for the work that I'm doing, which you deserve. Now, your offer suite needs to have monthly recurring revenue. You do not have to sell every day of your life. Here is how you are going to do this, okay? You need to have a high-impact, close-proximity offer. So for me, that is 101 or Elevate. What does that mean? High-impact, close proximity. It needs to be that when someone purchases one of these, it makes a big dent. So at the time of recording this, Elevate is $3,000 a month and one-on-one is $8,000 a month. So if someone jumps in, like I had someone today purchase a one month of one-on-one with me, it's $8,000. It makes a big dent for my month. You need to have something in your offer suite that makes a big dent. Now you pick what that is, right? And it's okay if not everyone purchases that product, that high-impact product. In fact, you want to price that one offer where most people are not going to do it. I don't want 20 people to sign up for one-on-one today. I want to have 5, 6, 7 perfect clients that this is a perfect fit for, that look at it and say, absolutely, this is the perfect price tag because I want proximity. Now, clients who do one-on-one, clients who do your high impact are not getting different info. My one-on-one clients get this exact same info. The difference is they're paying for proximity. So they're getting access to this, and then I'm sitting on a call and I'm actually helping them map out each offer. The difference is not in the content, it is in the proximity to you. So that's what they're paying for. The next offer that you need is a scalable offer. And like I said, if you don't have a hot large audience— now, if you have a hot large audience, audience, that's great. If you don't have a hot large audience, you— this should not be a low ticket. Hot large audience, that's fine if you want to make it low ticket, a course like this, a very niche-specific course. Uh, but if not, you might want to consider something like my Rich and Relaxed. Still really incredible proximity to me, but I'm able to have more people in this mastermind, and it is still very much a mastermind. It is not a low ticket membership. Now you need to have a 3 to 6 month offer. I'm going to talk about Elevate right now. That's my high-level mastermind. I originally launched Elevate and it was $3,000 a month. Sorry, it is $3,000 a month today. It was lower than that, but it was a 3-month program. I launched it 3 months for one reason: it was a newer offer and I wasn't 150% sure that I was going to stick to it.. And so I didn't wanna lock people into a 6-month contract if I, as the coach, was launching a new offer and I wasn't quite sure. Now it turned into, and still is, an incredible program, and I realized it needs to be a 6-month program. So I prefer this high impact, close proximity is 6 months. Okay? I prefer that your high, high impact is 6 months for your, if you're doing a mastermind. Now for my one-on-one, that's actually one of the few that I allow one month at a time because it's a very, very high-touch offer. And sometimes folks really just want to get in with me for a month, super intense, and then we're done. Uh, but Elevate Masterminds is a 6-month, $3,000 a month. But I want you guys to see how that could build. So if someone joins Elevate today, they're— and they choose a payment plan, that's $3,000 today, and for the next 5 months I have $3,000 coming in. Now, A 6 to 12 month offer. Rich and Relaxed is a 12 month mastermind. I originally thought I would never do a 12 month. I thought that just sounds so long. But when I decided to launch Rich and Relaxed, I actually launched it because I had some clients that had finished Elevate and really wanted to be in a space with me still. They wanted to continue working together. And I saw this incredible benefit and need of having a program where I could continue to pour into my clients long term over the course of an entire year and even longer. If they chose. So that program is a 12-month contract. And so I want your scalable offer, this one right here, to be a— ideally a 12-month. If that makes you nervous, start with 6. Okay, so what I want you to move towards is having a 6 and a 12-month offer. You can start at 3 and 6, but I would eventually, if you truly want to build incredible monthly recurring revenue, get to that 6 to 12 Oh, mark right here. Now, memberships. Memberships are a lot of work. I have some clients that literally have 7-figure memberships, and I have friends that have 7-figure memberships. They are no less work. Usually they are low ticket, and you're gonna put a ton of work into them. So do not launch a membership if you do not have a hot audience for a membership. That's my 2 cents. Okay, because what's going to happen is if you have a small audience— is a big reason I did not launch a membership. That's not to say I won't in the future, but where my business is today, I don't want to put that much effort into a membership that is $47 a month and I'm going to coach 20 people in there at that price tag because the, the juice is not worth the squeeze. You're still going to put a ton of work into it and you're not going to make a lot of money unless you have a hot audience and a, I would say, quantity, right? You're gonna, you need quite a few people to make it make sense. All right, let's talk about an anchoring offer. My anchoring offer is my one-on-one. So what that means is it's $8,000 a month. So it's a pretty high ticket and it makes all my other programs actually look quite incredible in comparison. You're still getting tons of proximity from me inside Elevate and Rich and Relaxed, for less than half per month right now. Anchoring offer also means this: I am fine with not selling a ton of one-on-one spots. I am not depending on that income to make or break my business. If someone does purchase a one month with me, it's awesome. That's great. And it's definitely worth the money for me to work with someone at the level of proximity that I give them. But I'm okay with most people saying no to it. It. That's your anchoring offer. And so if your one-on-one price tag is really close to your mastermind, then immediately folks are going to think, I don't want the mastermind, I want the one-on-one. Consider that when you're pricing out your programs. Okay, I wanted to show you guys this so you could see it laid out. This is my, uh, I actually show this when I do clarity calls. I'll pull this up sometimes and show it. And this is how it anchors. You'll see one-on-one coaching, and you'll see that it has that $8,000 a month Elevate is less than half, and then there's Rich and Relaxed. So I usually do pull this up. I like to show clients exactly, you know, what my offers are. I feel like the visual helps. I am including in the bottom of this course, you'll see in the downloads, you're gonna get this template. So if you'd like to use this, you will get, you'll actually get the spreadsheets that I used as well, and you're gonna get this template. You can change it up, add your own colors. Uh, but I do feel like when I'm presenting my options, I like having that visual. Okay, so let's talk about these new offers that you just created and how to launch each offer. Okay? Because you don't want to all of a sudden have 5 new offers that you're posting all over social media. I want you to know there is no perfect model. There are a couple things I think are really important to have: some type of scalable offer, a high-impact offer, and you need to have something that's longer than 3 months. When, when my offers were only 3 months, I constantly felt like, gosh, Everybody's coming up for renewal and I have this anxiety feeling. So I don't want you to have an entire offer suite with nothing but 3-month programs. Okay, so if you already have one-on-one and you want to scale back on one-on-one, I want you to launch your High Impact Mastermind. Now you have to move this thought out of your head because I know you're going to think it— what if I only have one person in my mastermind? I launched Elevate with only one person for the first almost 2 months.. And I remember saying to her, you're so lucky you're getting one-on-one. I wasn't embarrassed. I wasn't less excited. In fact, it just made me more excited because now I had already launched it. If you wait to launch your mastermind when you have more people, you're never gonna launch your mastermind. Okay? So you just gotta go for it. And you can also offer all of your one-on-one clients a seat in the group coaching program or your mastermind when their contract comes up. All right? Now you can start your offers at 3 months if you're unsure, and then increase the length of time as you get more dialed in. However, if you feel really sure about what you're creating, then I would jump into the 6 months. Okay, we got to talk about the mindset here because I see this all the time with clients, and I felt like this at a certain point as well. Everybody wants one-on-one. I don't actually have anybody that tells me I must have one-on-one. They tell me that before we speak, but not after we talk. And you want to know why? Because I don't pitch my mastermind as a downgrade. If everybody wants one-on-one when they speak to you, it's because you are making them feel that the group coaching or the mastermind is a downgrade. And of course they're going to want You probably also have some beliefs around people get better results in one-on-one. And so if you believe that, then guess what's gonna happen when you're selling it? You're going to make the mastermind feel like it's a downgrade. If you do that, you're never gonna sell your group and mastermind program. So here's my challenge to you so you feel better about your group program. Write a damn good group program. Do what you need to do to make your mastermind amazing. Do what you need to do so your clients get the same results. I'll tell you right now, here's the biggest difference in how I pitch my programs compared to what I see other coaches do. One-on-one and mastermind, and I will look anyone in the face and say this, you do not get any type of different coaching. You just get more proximity to me. What I teach in my mastermind is the same thing I'm showing you on this low-ticket course and the same thing that I'm going to do with a one-on-one client. It doesn't matter how you work with me. I teach the exact same stuff. You're paying for proximity, so your results don't have to differ unless you are someone that simply does better with more proximity. But my mastermind is not so much less proximity that you can't get the exact same results. I have literally said to people in the past, you are fine to do the mastermind, you don't need one-on-one. And you'll have some clients that say, I just want one-on-one. But the way I pitch my mastermind is never a downgrade because I don't believe it's a downgrade. You have to work on yourself. And as long as you don't think your group program is as worthy, then you're going to struggle here. So create a program that you are so excited about. Create a mastermind that you truly believe is a better fit than anything else out there. Okay, extending contract length and terms. You just have to do it. You don't have to wait for everybody else to expire. So I had a lot of folks that were on 3 months and I decided, that's it, I'm doing 6. So the next person that joined, I said, yep, it's a 6-month program. And if they join the mastermind, they ask someone else, I'm on a 3-month, I would say, yep, it used to be 3 months. Today it's a 6-month. You are allowed to change your program. That is the benefit of people joining you early. When they join you early, if you had joined Elevate 2 years ago, you would have paid a lot less. So whenever you're ready to change your program for new people joining, you can absolutely do that. Same thing with raising prices. I am very upfront about price increases. I don't pretend that everybody on my call is paying the same exact amount. Now, here's the difference. If you joined yesterday and then today I made it lower, that would be a problem. And I would never do that because that's an ethical issue. So I would never make the price lower in the future. However, if you wait to join, the price is always going up. So if you join me today, there might be someone that joined 2 months ago and they're paying less than you.. And I'm very open about that because I think being transparent is, is that's what, you know, raises your ethical value. And so as long as you are open that you're not going backwards, you can raise prices whenever you want. You don't have to wait for a certain time. Okay. The last piece of the mindset shift I want you to have is when you raise your prices, you need to relax with less paid in fulls. It's okay. I actually don't want all paid in fulls. I like to have about maybe 20% of my clients paying in full. It's a nice big chunk that comes in and then everyone else is on a payment plan, which means I'm actually making more over a longer period of time and I am completely at ease with that. Okay, so how to actually scale. There are two important levers to help drive more income and monthly recurring revenue. We've already talked about them. It's your pricing. Okay, so your top tier offers. As soon as demand is higher than seats available, you need to raise your prices. So the first time I finally sold out every seat in Elevate, guess what I did? I did a price increase. I had more demand than I had seats available, so I raised the price. Also, your pricing is in relation to testimonials and happy clients. So I am a believer in ROI. I don't think people pay just for energetics. I think ROI matters. So the more and more clients I have had that have had success and been happy and shown proof of success, I can justify raising my rates. Number 2 is the length of time as you get more and more folks that love being in your world. So as, as you get more and more folks that want to continue with you, increase the contract length. So what happened to me was I had a lot of folks that were doing the 3-month that would renew for another 3 months, and so I thought I'm just gonna make it 6, and then I'll have— don't have to have that anxiety of are they going to renew or are they not. And funny enough, now I have folks doing Elevate for 6 months and they renew for another 6, so they're committing to a year because they had such great results. So you'll see that you can keep increasing length of time as you get more and more folks that love being in your world. All right, bombshell money on repeat. If you have not yet snagged it, I highly recommend you get the entire Bombshell package. And so you'll see a link in the bottom, um, that gives you an exclusive opportunity to grab the entire— it's a, there's, it's a 3-module bundle because I'll go into Bombshell pricing and Bombshell messaging, which are really important because pricing gets a lot more detailed than we did in this one. And so how you can truly, truly get into the price and make the price work for you, your goals. And so your client just jumps in regardless of the price, actually. And the messaging has to be aligned for that too. So there's a link where you can grab a special price since you purchased this course here, and that way you own the entire Bombshell bundle. They go really well together. Now, if you're looking for me in your business to actually guide you through all of this and actually give you actual feedback, because I do actual live coaching, then you should highly consider Rich and Relaxed Mastermind. There is also an opportunity you'll see down below where you can jump into the mastermind, and there is a promo code for you since you are in the Bombshell program. And that allows me to— like I said, I do live coaching, so I can get involved in your offers and really help you make the tweaks that you need. And you're going to be surrounded by other coaches who are maybe newer than you, more advanced than you. It's just an incredible, incredible space, and that's, uh, rich and relaxed. So I will see you in either another training or in the mastermind.