Hands-Off CEO

When managing a consulting agency, there's always a constant feeling that our current methods for measuring profitability just aren't giving us the whole story.Marcel Petitpas, CEO and Co-Founder of Parakeeto, experienced this very issue while running his own agency. Luckily, he didn't just sit back and accept the status quo. Instead, he set out to find a better way. Get ready to discover what he did to streamline their operations and reporting systems to improve profitability. He found a better way to help agencies double their profits and simplify their operations by providing the financial insights that Ops leaders need to make informed decisions. The conversation touched on insightful topics like:  Power of tracking operations data [09:15]Learn why tracking data from your operations is much simpler and more valuable to make decisions on for capacity, hiring, and profitability than the financial data you get from your accountant. What metrics do you need? [16:54]Discover which metrics you need to track to get a clear picture of your performance if you use value-based pricing or T&M. A deeper understanding of your P&L and operational metrics [21:02]Exploring the 3 pieces of operational metrics to track gives you many more insights than just your P&L.  Automated utilization and capacity management [24:56]Find out the issues agencies and consultancies encounter when tracking capacity and utilization. And you can implement a much simpler way to track utilization immediately.Streamline your business with a tool for tracking the operational metrics [30:48]Learn how to maximize the efficiency of your business by implementing a powerful tool for tracking your operational metrics. Streamline your processes and easily make data-driven decisions, leaving no room for guesswork or wasted effort. Key Quotes: Revenue and Profits: “You want to keep at least 50% of every dollar that you are responsible for earning from a client. If you get to keep less than 50%, it's going to be really hard to be profitable because usually you're going to spend another 30 on overhead.” [35:45] Average Cost Per Hour: “The way to lower your average cost per hour is to standardize what you do, create better documentation, create better processes so that you can lower the level of judgment that's required, which generally lowers the level of experience that's required, which generally allows you to access lower cost labor to do more of the work on a client engagement. ” [37:03]Resources: Marcel Petitpas on LinkedIn | Instagram | FacebookParakeeto - Agency Profitability ToolkitMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO – Executive Briefing

Have you ever thought about looking at agencies from a new perspective? Get ready to discover the concept of the "Alt Agencies" - where specialization and specific outcomes for niche clients are favored over the traditional agency model. Our Guest Greg Hickman shares his journey on how to deliver a repeatable sales and onboarding process. The conversation touched insightful topics like: Power of productizing services [04:56]Understanding the concept of "productizing" services, which involves packaging a repeatable service with fixed problem-solving, turnaround time, and price. Discover the benefits of standardizing packages and systemizing processes to scale a business effectively.Importance of specializing and finding a niche [06:50]Find out the challenges and benefits of specializing in a specific area, what realization can working nights and weekends bring you and ultimately understanding how to divorce your time from your income.Role of webinar funnels in scaling a business [08:26]How focusing on webinar funnels and becoming experts in that area changed the game for Greg's agency and what are some common plateaus experienced by many service providers.Evolving agency model and additional revenue streams [15:58]Exploring the term of “Alt Agency” and discussing the changing landscape of agency models, such as tech-enabled, strategy-focused, or platform discipline-focused agencies. Key Quotes: Unique Skills: “If you can position yourself as the engine builder, you can charge a premium. You're more valued because you know how to do this unique thing. And that is kind of how I see how we were able to make the shift to only working on the stuff that we enjoyed. And that was, I think, the true value to the client.” [12:53] Understanding Nuances:: ”Nobody understands that a person who's at 3K a month and a million a year could actually be experiencing the exact same thing and need almost the exact same solution. But there's still these little nuanced differences. It's fascinating to me. We're a unique breed.”  [34:15]Greg Hickman on LinkedIn | Facebook | Twitter | YouTube Alt Agency - Free TrainingMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO – Executive Briefing

Did you ever think about the importance of effective account management on scaling your business? If not, prepare for these gems! In this episode Taylor McMaster, founder of Dot and Company, tells her story and how she helps digital marketing agencies with achieving full-service client account management.Here are the essential insights from our riveting conversation with Taylor- feel free to have a powerful read through these most impactful lessons. Important Correlation between Sales and Account Management [07:22]Find out why sales and handovers are essential to successful account management, and when to introduce your account manager to the client during the sales process. The imperative of changing the narrative from “I” to “my team”. Powerful Communication [12:35]Establishing a clear communication cadence and a thorough onboarding process for successful account management. Know who on the team is responsible for what. Different things which you can learn from each new client or a sales call. Using Questions in Training [17:33]How far you can go in allowing your team to ask you questions, until they start thinking like you. Being in control of the training process and what needs to happen without your involvement.  Key Characteristics of an Account Manager [26:34]Know if someone is generally a good fit for this role. The list of red flags and the required skills to make sure someone grows in this position and becomes amazing in it.Key Quotes: The Power of Questions: “I think the best thing that we can do as CEOs is prepare our team as much as possible, but give them the space to ask questions, not letting them get scared to ask questions.” [16:02] Constant Optimization: “People forget that business is a game of optimization. We need to continuously be optimizing something that works, just because we did a great job. Well, can we optimize this so that next time it's easier and better and more efficient? Training your team to think like that, I think, is super important.” [22:14]Taylor McMaster on LinkedIn | Facebook | Instagram | YouTube Dot & Co. - Onboarding ChecklistMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO – Executive Briefing

Are you ready to take your marketing strategy to new heights? We have a treat for you! Our latest podcast episode features the  marketing expert, author, and speaker John Jantsch, owner of Duct Tape Marketing. Get ready to fuel your success with these game-changing insights!In today's fast-paced world, time is everything, and we understand that. That's why we've condensed the best highlights from our conversation with John, ensuring you get the most valuable information without wasting a second. Let's dive right into it!The Duct Tape Marketing Methodology and Licensing Program [02:15]:Say goodbye to random tactics and hello to strategic genius! John unveils the game-changing Duct Tape Marketing methodology, putting strategy front and center. The Fractional CMO System [07:38]:Ready to conquer the challenge of scaling your business without sacrificing profitability? Say hello to working with multiple clients while maintaining a stellar profit margin of 60-70%. By offering a well-defined package, pricing structure, and system, you can achieve scalability, delegate tasks, and drive vertical growth.The Changing Landscape of Marketing and the Importance of the Customer Journey [14:26]:The marketing world is in a constant state of flux, and you need to stay one step ahead. John and I dig deep into the changing landscape of marketing and emphasize the importance of the customer journey.Key Quotes:The Evolution of Marketing: "The thing that's changed the most that I don't think people pay enough attention to is the way people buy. That's why I spend so much time talking about the customer journey."Scaling Your Agency: "By having this repeatable system that you can actually train and delegate and quite frankly, get work done that doesn't have to be done by you anymore. Is how you actually effectively scale vertically, which is what people are trying to do, but struggle with so much."John Jantsch on LinkedIn | Twitter | Facebook | InstagramDuct Tape MarketingMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO – Executive Briefing

As entrepreneurs, we often feel the pressure to sacrifice our personal lives to achieve business success. But is it possible to have both? In this episode, a CEO who was able to maintain a work-life balance is taking me through his iterative process of reaching that sweet spot. We will be discussing the keys to maintaining work-life balance while scaling your business, including tips on setting boundaries, prioritizing self-care, and delegating responsibilities. We'll also explore how to adapt your approach to balance as your business evolves. Wally Waldron is the founder and CEO of Exitology, a company that helps blue-collar and industrial businesses to optimize their resources and achieve up to 33% annual growth without any extra cost. After observing many business owners locked in their own firms Wally founded Exitology to aid in the liberation of entrepreneurs and provide them the ability to explore other interests. Waldron has generated dramatic growth in several enterprises across a number of industries with his passion and knowledge.You'll hear Wally and me discuss these key ideas:[03:54] Client's Business Soars with Eight-Figure BlueprintWith the aid of a growth strategy program, a client was able to meet their revenue target of $20 million in 9 months while preserving and increasing their profit margins. With the assistance of its growth strategist, the company hopes to hit $30 million in revenue.[08:23] How to Find the Right Partner for Business GrowthThe company provides wealth management, tax optimization, and reinvestment choices. Before engaging in discussion, they extend invitations to their presentations and provide readers with a copy of the book "Exitology" to learn more about their offerings. For a long-term growth journey, selecting the correct partner is crucial.[12:00] Overcoming Impostor Syndrome: Blueprinting Success TogetherA discussion of imposter syndrome and the development of a strategy for working with industrial, manufacturing, and construction enterprises. In the process, trust and language are crucial.[15:11] Transformative Business Offers Legacy-Building PotentialHelping blue collar business owners unlock potential & pass on legacy while creating value & impact through improved communication.[17:56] CEO discusses scaling a successful business cultureCEO discusses benefits of team and culture, and how they contribute to successful business scaling efforts.[24:55] Maximizing Team Building with Kolbe IndexTeam building strategy of using Kolbe scores to align with accountability charts, creating breathing room for CEOs to focus on long-term vision and mentor team members towards proper time frames emphasized.[28:32] Working Smarter, Not Harder: Lessons for EntrepreneursTo be successful in business, one must trust the process, work smarter not harder, stay focused, and get out of places where one is not successful. The importance of delegating tasks and not getting pulled into the wrong areas of the business is emphasized. [37:57] Unlocking Business Success Through Mindset ShiftsIdentifying a potential mindset issue and seeking appropriate help can benefit those feeling stuck in their business or personal lives.[43:55] The Importance of Developing Strong LeadersLeadership is essential but often lacking in blue collar industries, as shown by stories of conflicts and lack of trust leading to serious consequences.[46:29] Navigating Company Acquisitions: Lessons in LeadershipConsultancy helps grow businesses, assists in transition bridges and works according to the client's asks. Good and bad leadership affects the business post-acquisition.Key Quote: "If you're feeling stuck or things are not moving in the direction that you thought they needed to in your business and stuff like that, it's worth going through...am I stuck in a mindset trap or have I painted myself into some sort of mindset corner or something like that? And even further, if you find that the answer is yes, then seek the help that is appropriate for you at that time."Resources:Wally Waldron on LinkedInExitologyMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO – Executive Briefing

What do you do when your business hits a ceiling and struggles to scale? In this episode of Hands-Off CEO, Jeff Ennis tells me how he transformed his company's operations, revamped his mindset, and added more value to his clients. From expanding their services, hiring the right team, standardizing their processes, to automating their systems, Jeff shares how he has doubled profits and reduced the number of jobs in his business from 250 to 25, all while working towards serving only 10% of their current clients. Jeff also reveals what he learned from taking part in the Hands-Off CEO program and how it has helped him become a growth partner that adds millions of dollars in profit to his client companies. Jeff Ennis is the CEO of a specialized construction surveying company based in Canada. He has over 25 years of experience in civil engineering and land surveying, and he has managed to turn his company around in just one year, doubling its workforce and winning a million-dollar project. You'll hear Jeff and me discuss these key ideas: Jeff's company provides heavy civil sector surveying services that are a hybrid between civil engineering and land surveying. The unique nature of these services makes it difficult to scale the business. [01:40] Jeff's company has added value by offering other services such as drone surveying. “That's just come from us thinking bigger and showing up differently,” Jeff tells me. [03:07] “We charge a higher dollar value and we usually get the work because we're more economical than somebody else,” Jeff remarks, “but we're way more profitable because of how productive we are and how efficient we are on site. So that's what it's all about. We're providing really good value.” They also try to stay away from hourly work and focus on providing more value for their clients. [07:05] Your client's success ultimately makes you more successful. This is why Jeff focuses on nurturing a long-term relationship with his clients by helping them to be more efficient and profitable. “We're making them more efficient and profitable. …That's another big mindset: nurture your clients. Don't just look at the one transaction, look at them as being lifetime clients. In our case, we can do that, which is great because as they scale, we're going to help them get successful. They're going to get more successful and they're going to keep making us more successful. So, it's a whole loop.” [07:21] The CEO's job is to create the vision for the company and manage the team while delegating other tasks to others. [10:46] Hiring Lisa, a skilled operations manager, helped standardize the sales process and elevated the company's communication systems. Lisa helped with capacity issues and created systems and standard operating procedures. She also helped Jeff's wife to see herself as the CFO of the company, and they are working on creating SOPs to delegate her tasks. “You get that person in here to bring order to that chaos, and that changes everything,” Jeff tells me. [12:05] The Kolbe score was used to find an operations manager that complemented Jeff's strengths and weaknesses. In addition, their project management system allows the company to hire staff from anywhere in Canada and operate from anywhere. [18:47] Jeff's company has expanded from being a surveying company to being a growth partner that adds millions of dollars of profit to its client companies by providing a turnkey solution for automating construction sites and a construction survey technician program. They have also partnered with a distributor of equipment and developed an apprenticeship program that can rapidly train surveyors. They're moving through the Hands-Off CEO exits, the last exit being finding additional profit streams. [26:30] The company is looking to reduce the number of projects it takes on per year while focusing on more significant and more meaningful projects. Jeff reduced the number of jobs in his business from 250 to 25, with the goal of working with only 10% of the clients they currently have. This has already led to a doubling of profits and made scaling easier. By simplifying their business model and focusing on high lifetime client value, they have fewer moving parts and less liability. [33:26] Jeff's biggest mindset shift was realizing that he couldn't do everything himself and that there were many things he could delegate or automate. [36:52] Being around like-minded people, coaches, and mentors can help reset your mindset and pick you up when things go wrong. [38:13]  KEY QUOTE:“We're showing up in these meetings differently, going after the big long-term projects with the big clients and not being afraid to do that. So, we did that successfully. We beat out every other company in our area to get this work with one of the biggest clients from one of the biggest developers. So that's very exciting. That's just come from us thinking bigger and showing up differently.” - Jeff Ennis ResourcesJeff Ennis on LinkedIn Okanagan Survey & DesignMandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO

This is part 2 of a 2-part series on the Hands-Off CEO podcast, where you'll hear host Mandi Ellefson being interviewed by Ross Mayfield, a copywriter and marketing strategist on her team. In this episode, Mandi and Ross share some of the more vulnerable stories and experiences they haven't shared on the podcast before. They dispel the myth of the "seven-figure lifestyle business" and discuss the truth about what it really takes to become a hands-off CEO, including the impact this shift can have on your financial stability and your overall lifestyle. Key ideas discussed include: Many people start a business with the goal of making a decent salary and having a stress-free life. However, the concept of a lifestyle business can be problematic, as being a business owner can be stressful and demanding. You can become so consumed with running the day-to-day operations of your business that you miss out on opportunities and experiences, and even miss vacations. [1:58] To enjoy greater freedom and a better lifestyle, CEOs must commit to expanding and developing their team. [4:29] The missing component for CEOs of lifestyle businesses who want more freedom is implementing accountability structures. [07:29] Mobilizing a team based on their goals and aspirations is key to freeing up the CEO from hands-on management and allowing for growth at higher levels. [09:12] Build an inspiring vision that people can be a part of. People will only do something if they want to do it, so simply paying them more money will not motivate them in the long run. [12:50] “I think that if you don't have someone that's bought into your vision, don't even consider them,” Mandi advises listeners. “It doesn't matter how good of an applicant they are.Tthey're not bought into what you're doing. They're never going to fight for your vision. They're never going to be part of it. Just keep looking.” [14:39] To attract and retain top talent you need to build a world-class culture that inspires people to work for your company for reasons beyond just money. To do this, you must prioritize employee well-being and satisfaction. [20:33] How John, Barry, and Finn were able to enjoy a happier lifestyle by embracing the hands-off approach. [21:23] “We need to be able to have that ability to be able to step back and have this business to continue, generate income for ourselves, income for everyone on our team, and not have to just completely pause it or shut it down or any of those things when life does happen,” Mandi remarks. [34:30] KEY QUOTE: "The reason why you can generate more growth in the business is because it's not directly tied to your time. That's how you remove yourself as the bottleneck to growth, and it allows you to create that next-level lifestyle that you really want and the reason why you started the business in the first place." - Mandi Ellefson  Resources: Mandi Ellefson on LinkedIn | Email | Twitter Ross Mayfield Episode 65 - How Shifting From Freelance To CEO Added $1M Of Growth To This Startup Consultancy with Josh LaMar and Marcelo Chinellato Hands-Off CEO

This is the first episode of a 2-part series on the Hands-Off CEO podcast, where you'll hear host Mandi Ellefson being interviewed by Ross Mayfield, a copywriter and marketing strategist on her team. The conversation takes a deep dive into the mission behind Hands-Off CEO, and you'll hear stories of clients who have experienced real transformations in their business through challenging circumstances. You'll also learn about the topic of "letting go" and the importance of building a culture of accountability and urgency within your organization.  Key ideas you'll hear: Mandy is writing a book called "Hands Off CEO" which shares the transformation processes her clients go through. [3:22] The book shares a story of Tonya Corby McLeod, a CEO who was able to get her weekends back, find more profit, and delegate her business to her team with the help of Scale to Freedom. Despite facing personal tragedy, Tonya's business continued to run effectively, and she was able to take time off without worrying about the company. Tonya was able to sell her company to her team and apply the same principles and systems to her husband's ten inherited companies. [4:05] The aim of Scale to Freedom is to support clients in creating a sustainable business that acts as a wealth-building asset and provides opportunities for their team. [12:11] CEO's #1 job is to work on the vision and inspire the team. [21:22] The biggest challenge holding back growth is often the CEO themselves, who need to become better leaders, oversee management structures, and uplift the culture to create accountability. [27:35] Culture change can happen quickly in a matter of weeks and is often a mindset issue and opportunity to shift. [28:58] The CEO's focus has to shift from doing things themselves to getting the same or better performance from others. Shift from managing people to managing agreements and build a team of people who can define success. [30:05] Hire people with a sense of urgency to build a culture of urgency towards executing the company vision. [31:05] KEY QUOTE: “There's this expectation that we need to manage people, and the reality is we can't manage people. You cannot manage a person. All you can do is manage an agreement between people.” - Mandi Ellefson “What we're about doing is helping them bring their very best gifts to the world in a bigger way, to really unlock their ability to impact the lives of others by generating more growth, sustainability and profits in their company.” - Mandi Ellefson Resources: Mandi Ellefson on LinkedIn | Email | Twitter Ross Mayfield Hands-Off CEO

In this week's episode of Hands-Off CEO, Sharon Toerek discusses how to streamline legal decision-making in your business. She joins host Mandi Ellefson to share insights on setting up systems for making informed legal choices and delve into the importance of master service agreements and key components of a legal service agreement. You will also learn practical tips specifically for agencies and gain a deeper understanding of how to separate CEO involvement in day-to-day operations.  Sharon Toerek is a marketing law and IP lawyer serving agencies through her company Legal + Creative | Toerek Law. She is also the host of the Innovative Agency Podcast. She is a former President of AAF Cleveland and serves on the American Association of Advertising Agencies (4A) Legal Consultant panel. With expertise in IP protection, marketing agency relationships, and social media laws, Sharon writes and lectures on these topics in the advertising industry.  Key Ideas: “We spend a lot of time helping agencies understand and plan for the fact that the intellectual property they create is not only a bargaining chip in the agency-client contract negotiation, but you're also creating assets for yourself,” Sharon tells Mandi. Agencies need to protect their intellectual property as assets for future monetization and efficiency. [4:50] The biggest mistake in contract negotiation is not treating it as part of the client experience and not planning for it. Focusing on the "3 Ds" (dollars, deliverables, deadlines) is easy, but you can miss important details in the Master Service Agreement. Contracting with clients requires thoughtfulness; it can be streamlined with good upfront processes and systems. [5:42] Essential elements to be included in Master Service Agreement: Term and termination Intellectual property language, IP ownership and transfer, ensuring work rights are assigned only after payment Reserving IP right for agency, carve out of IP language and proprietary information Liability and indemnification, capping party's liability based on revenue Exclusivity and restrictive covenants, non-solicitation of each other's talent [10:25] Mandi remarks that agencies struggle to use case studies as they are not allowed to share the results of their work with clients. This creates a lack of feedback loop which is crucial in improving their work. As such, she believes that you should not even consider working with clients who won't allow your agency to use their case studies as reference. [14:21] As agencies grow, they will need to rely on freelancers, contractors, and partners to service their clients. This requires having well-drafted agreements in place to solidify these relationships and protect all parties. Agencies should be systematic about training their team on their legal infrastructure and Master Service Agreement to avoid conflicts with clients. [17:45] KEY QUOTE: “It's inevitable that your business is going to expand more quickly than your internal team does. So, inevitably, you're going to need freelancers, contractors, strategic partners to help you service particular projects or clients. You need to be thinking about the documents and agreements that will solidify those relationships and protect all the parties, not only because you want to protect the agency, but because if you've made a promise to the client in your contract with them, it really needs to be reflected in your agreement with these other parties.” - Sharon Toerek Resources Sharon Toerek on LinkedIn | Twitter | Email Legal + Creative

Success for clients goes beyond achieving great results. There are several pillars that make up client success, with onboarding being just one of them. Megan Huber of Structured Freedom joins Hands-Off CEO to share her unique perspective on onboarding and how it plays a role in scaling a service-based business. Megan Huber is a scalability expert for coaches and expert-based businesses, specifically those that are teaching based on a curriculum-based learning model. Her organization, Structured Freedom, transforms hustling entrepreneurs into successful leaders and CEOs. Megan is a great resource for coaches looking to scale their business. You'll hear Mandi and Megan talk about: When clients first work with a business, they assess the quality of service and the experience during the first 90 days. Megan stresses the importance of building trust and a new relationship with them. [2:41] Client success is not only about achieving great results but also about client satisfaction and loyalty, Megan explains. The pillars of client success include onboarding, retention (meaning clients are engaged and participating), expansion (meaning they're buying other products or services), and advocacy (meaning they're spreading positive word-of-mouth about the company). [7:00] The idea that a higher-paying client will have a higher commitment level is not always true. Clients are already filling up their time with something, whether it is useful or not. As a service provider, it is important to provide clients with the environment, tools, skills, and knowledge to fulfill the promise made to them, but also to understand that resistance will come up in the minds and emotions of the new clients. [14:54] “Never Lose Another Customer" aligns with Megan's observations that the majority of drop-offs happen in the first 90 days. In her previous role as Director of Client Success for a large-scale coaching company, she observed a significant drop-off in participation and engagement around 2.5 to 3 months into the program. She and her team investigated this phenomenon and found that it was related to a specific concept, the “ideal client,” that caused confusion and embarrassment for some clients. [20:17] There are seven forms of communication that are important in the onboarding process. These include trust, introducing clients to the team, setting expectations, providing a clear roadmap, providing tools and resources, creating accountability, and fostering a sense of community. By incorporating these forms of communication, companies can help prevent drop-offs. [29:21] KEY QUOTE “It's really empowering for your clients to take the ownership and think for themselves so that they are not so reliant. Because if they're reliant on you, at some point, they're going to get really resentful because something is not going to go the way they wanted it to.” - Megan Huber Resources Megan Huber on the Web | YouTube Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days

One of the keys to becoming a hands-off CEO is having a powerful team you can trust to run your business while you focus on growth. In this solo episode, I share the five barriers to building and running these powerful teams, and what you can do to overcome them. Key Ideas: One of the barriers to building a multiple million dollar company that can run without you is the freelancer mindset that many CEOs have. Many of them often fall into the trap of thinking everyone is there to help them, rather than to serve the vision. Not only does this hinder effective collaboration, but it's also dangerous; if your team hasn't bought into the vision, they'll be more likely to leave if someone else comes along and offers them a bigger paycheck. [0:52] You need to know what level of staff you need. Hiring at too high of a level is more likely to result in failure. [2:42] It's more effective to hire leaders, not doers. Leaders are self-sufficient and prefer to take initiative rather than wait to be told what to do, which generates growth for you because it frees up your time. [5:11] “The less I do, the more I make.” Let that be your new mantra; as you do less in the business and more on the business, your clients get better results and stay longer with you, which in turn makes it easier to sell to new clients as you become more confident. [6:54] You can't manage people, but you can manage agreements. It should be clear to everyone what they're accountable for, what the quarter goals are, what's expected of them to accomplish those goals, etc. [7:58] A good profit margin for a consulting agency can go as high as 60%. [10:05] “If you're not willing to invest ahead to be able to get to where you want, you're going to stay stuck in the same patterns.” [11:16] KEY QUOTE “At the core, [building a powerful team] comes down to knowing what you want, sharing your vision, and having written agreements that you can manage, as opposed to just trying to manage the person.” Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Growth as a CEO often looks like more stress, more responsibility, too much work, and not enough profit. Even if making good money, many businesses are slowed by how little profits they retain. Real profitability is what a CEO would actually make if they were paid at market rate instead of their own salary. But how do you measure that? Mandi Ellefson shares how to calculate your business' real profits in this solo episode of Hands-Off CEO. Key Ideas: It is common for CEOs of consultancy firms to rake in loads of money without retaining much profit, which ultimately diminishes over time. Their accounting may even be wrong. Mandi discusses why this happens. “If you don't know [how much profit you're actually bringing into your business]... you don't have an accurate benchmark to start [growing your company from],” she adds. [1:01] When calculating your profit, start with your gross sales. [2:08] The market rate of a CEO who is able to generate millions of dollars of growth in their company is much more than $100,000 a year. [2:55] Having low profits as a CEO does not mean that you're not making good money or that your company isn't good - it just means that there is a wide gap, and therefore an opportunity, to create a sustainable business that you'll be able to run hands-off. [4:56] Before cutting down costs and generating more sales to increase profit, consider this: with your current offer, are you generating enough income from your existing clients and the news ones you're onboarding to reach your goals? [5:44] Gross profit margin refers to how much each individual client project costs to deliver before your overhead. [7:56] The Hands-Off CEO team helps clients build an irresistible offer in four weeks. They have helped beauty and skincare brands generate $10 million of profitable growth using this process. [9:37] KEY QUOTE “[You double] gross profit margins by getting really clear and focused on what direction you want to grow your business in.” Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

How do you determine if the direction your company is taking is the right one? Mandi Ellefson discusses an effective formula for devising the right scalability plan, and shares a step-by-step guide. Key Ideas: If you haven't established clarity in your vision, it's easy for your business to end up taking detours. You may eventually reach the right path, but not without wasted time, energy, and resources. Creating a clear vision is the first step to selecting the right scalability plan. Adding a couple hundred thousand dollars to your business doesn't require the robust plan that adding $5 million does.  You need to look for a roadmap that considers your business model, what you want your life to look like, the profit you want to take home, and how many hours a week you want to work. You can draw inspiration from successful business leaders who have scaled businesses similar to yours. How can you increase your fees up to 600%? Hands-Off CEO has the answer. Mandi invites listeners to the annual growth planning workshop hosted by Hands-Off CEO to help clients take their businesses to the next level.  Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

There is a big misconception around operations, sales, and marketing and how they all intersect. Mandi Ellefson debunks some of these misconceptions and discusses how operations and sales impact scalability in a consulting agency. Key Ideas: Most approaches to scaling a consulting agency are actually more applicable to scaling a general company - they don't account for the nuances of a consulting agency.  Many operational challenges in a consulting agency are actually sales challenges. The root problem is the abundance of variability in the services you offer due to how you generate clients. If you're only relying on referrals, it can keep you in an entrapment growth model where you keep delivering whatever you get asked to do. You can't build repeatable processes around that much variability. To avoid getting stuck in the entrapment growth model, you need to curate a compelling offer with an equally compelling outcome. One of the first steps to doing this is identifying who your ideal client is. When you help a client see a bigger vision for their company and services, they're willing to pay more and invest sooner.  After creating your client map that clearly articulates your compelling offer, you should pass it on to your operations leader, who can now use it to operationalize your services so you can be more hands-off. Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Delegating ownership frees up time for CEOs so they can focus on the business. Mandi Ellefson talks about the right way to let go of your business and hand the reins over to capable leaders, and how this helps you actually work on growing the business. Key Ideas: The challenge with delegating ownership is that if you don't scale the right way, you'll find that your client results start to decline, Mandi shares. Oftentimes, you can find yourself in a position where you need to be hands-on with the project in order to fulfill promises you make to clients. This is the entrapment cycle. [2:38] “One of the things that we've noticed is that a company can have a really great operations leader, but if they don't have years of experience operationalizing a custom high ticket service, then they're going to really struggle to be able to make that work in the company,” Mandi explains. [5:11] Hands-Off CEO helped one of their clients, Jack, reposition their business to a subset of the part of the business that they were already doing, and create a compelling offer. This enabled them to bring in multiple six figure types of clients. [9:06] You don't hire strategists - you train them. [11:07] Many CEOs mistakenly believe that they manage people.  In fact, they manage agreements between people. This mindset makes it easier to define and communicate what success looks like and what expectations leaders have for their teams. [12:42] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

What defining moments or milestones have happened to you along the way towards your current level of success? Mandi Ellefson shares her story as she discusses milestones that people typically experience in their business journey, and how to identify and address common challenges. Key Ideas: Very few business women ever reach 7 figures in their company.  “Whenever there's a certain goal that we are shooting for, the gap [between it and us] personifies itself as something external, but the biggest reason we don't have it is because we are not being the person who can actually have that yet.” Mandi talks about how she used to allow the limiting belief that she couldn't be successful professionally and have a happy marriage affect her personal life, and how she overcame it. The build-up and breakthrough cycle in business shows up as recurring patterns of frustration or challenges you can't seem to beat, but they're actually lessons in disguise. As soon as you find the lesson and learn it, you shift into a different leader and gain access to doors that were previously closed to you. How does the leader who works 30 to 40 hours a week show up? Mandi encourages listeners to reflect on their breakthroughs and figure out the patterns that will elevate them to becoming a hands-off CEO. Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

How can you succeed while doing less? Focusing on the present may allow you to create more value. Mandi Ellefson describes her Wim Hoff ice bath meditation experience as she shares tips on overcoming fear.  Key Ideas: Taking deep breaths to center yourself grounds you in the present and helps you see past your fear. Mandi describes how she was able to shift from fight-or-flight to a place of calm. “I went from suffering to surrender,” she explains. This shift changed her perception of the experience, not the experience itself. [5:09] As you scale, the challenges don't become easier; they become larger. What changes is our ability to cope. We become so adept at managing them that they seem small as we continue to grow. [6:23] People tend to react to fear in three ways: resistance, avoidance, or owning it. [7:35] The word ‘responsible' actually refers to the ability to respond. Being responsible allows us to create anything that we want and do it on our own terms, proactively. [10:19] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

This week we have a replay of one of Hands Off CEO's most popular episodes. Mandi Ellefson is discussing why popular scaling advice is terrible for consulting agencies. She shares insights about marketing, systems, and what you should actually do to scale. You'll hear Mandi talk about: “Do you really want to systematize and accelerate a process that's just getting okay and mediocre results?” Mandi shares a story about a company that grew from referrals, but was challenged when they attempted proactive marketing. [1:25] “Your marketing could be telling stories to support the promises you make to clients,” Mandi says. “With a clear and compelling message, you can then build a solid go-to marketing strategy that can work even with the coldest of traffic.” [6:14] “If you don't have the cash flow and profit to pay people to replace yourself, that's what keeps you, as a CEO, stuck in your business.” In order to be sustainable, you have to have enough of the right systems. [8:57] “Do you really want to go out and sell something if you're not sure it's going to work?” Mandi discusses the integrity of scaling when you're not sure of your product. [11:30] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson shares how leaders can drive rapid growth in their company beyond themselves in this solo episode of Hands-Off CEO. You'll hear Mandi talk about: Convincing someone to do something: they have to want to do it, and money isn't the most reliable incentive. [1:32] The food chain of passion. “If you don't have a lot of passion, then neither will your team.” [3:43] The secret to growing your company beyond you. “What is the bigger reason for why you're scaling? What is the impact that you could potentially be making in the world?” [5:27] How an inspired team affects performance and engagement. “I am here because I love [the company], I'm inspired by it, I'm excited, and I don't feel like I'm working.” [7:29]   Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

What do you need to put in place to generate cash flow? Are you ready to hire the right people to support your growth? Mandi Ellefson discusses how to take advantage of the buying season to increase business growth. She advises CEOs to get out from under day-to-day operations, freeing up time for more strategic planning. Key Ideas: Quarter 4 is when your clients and prospects are pulling out their budgets, Mandi says, and thinking about what they can do differently in the upcoming year. “Most consulting agencies are too busy to take full advantage of this buying season,” she claims. “They're very reactive during this time… meanwhile your proactive competitors are reaching out to all [your] prospects.” [1:07] Your job as the CEO is to proactively look ahead for ways to grow the business. If you're too busy running it, you won't have time to grow it. [2:39] Hands-Off CEO helped a client create an irresistible offer for the most profitable clients in their business within 90 days. Their sales conversions went through the roof, allowing them to tap into their existing network and even some of their existing clients. Now, they're able to bring in clients at $20,000 a month. All this came from the CEO having the time and focus to go after business, knowing and trusting that his team could follow through. [3:23] According to Mandi, getting out of account and project management frees up about 20 hours per week, depending on the size of the company and how involved the CEO already is in the day-to-day of them. [6:29] You need to ensure that you actually have the financial foundation in your company so that your profitability increases as you scale. [8:26] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

The right executive assistant is the Chief Bottleneck Breaker of your company. This role should NOT be ignored. Mandi Ellefson discusses how an executive assistant can free up 20 hours per week, and why this role is especially relevant for CEOs. Key Ideas: Mandi's own experience can attest to the benefits of an executive assistant, as hers was able to free up no less than 20 hours per week by doing a lot of the soul-sucking tasks that Mandi hated doing. CEOs should keep in mind, however, that it should be a long term position. An EA isn't there to only get the little things off their plate [2:18] One of the roles of a CEO is sourcing good talent. This doesn't mean you have to be hypervigilant; it means your team can run a hiring process completely without you, and you can just show up in the last stages. [5:00] A good EA should be able to protect you, your schedule, and your energy from all the outside influences trying to get at you, Mandi shares. [10:39] If hiring a remote EA, consider hiring someone in the same timezone as you. Think about the longevity of the position; this is someone you're going to want staying for 3+ years in the company. Would they stick around if your waking and working hours are bedtime in their timezone? [21:31] Mandi recommends having candidates perform a Kolbe A assessment, which measures the instinctive ways you take action when you strive. Look for someone with a high Fact Finder score, especially one whose score is six or above. Ideally, you want someone whose score is at least a couple points higher than the CEO's. [27:55] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing Kolbe A Index

Increase your productivity without the strain? Yes, please! Executive assistants can make it happen. Mandi Ellefson shares how she cut 20 hours off her work week by hiring an executive assistant, and why every CEO should have one. Key Ideas: Trends are changing in the staffing industry, Mandi claims. Recently, it hasn't been as competitive as it has in the past. Through paid advertising, you're likely to find some really good candidates on LinkedIn. [4:06] If you could spend ten extra hours a week generating more sales, how much business could you bring in? Hint: it might be in the millions. Hiring an executive assistant to take care of the busy work frees up your energy and mental bandwidth so you can focus on tasks that are going to grow your company. [5:50] As a CEO, you should have an experienced EA. This doesn't necessarily mean someone with 2 decades under their belt, as they may not be up to speed with a lot of software or not excited to learn new things. You also need someone who fits your culture and values. [9:39] Avoid hiring people who are fractional resources. “I encourage you to have this role be 30-40 hours per week, [more of a] full-time job,” Mandi advises. It's not that they can't have other side hustles, but as EA is a role that requires you to have 100% access to them when you need to, your hours should match. [14:45] When screening EA candidates, you should ask specific questions and pay attention to the responses. Those that go into detail are usually more suitable; those that give vague answers are typically bluffing. [21:28] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing Hiring for Attitude by Mark Murphy Topgrading by Bradford Smart

Reach your ideal prospects wherever they hang out - via LinkedIn or cold email or any other channel - and scale your consulting agency. Mandi Ellefson shares the five variables that make cold outreach work in this solo episode of Hands-Off CEO. Key Ideas: Use direct outreach to make money quickly if you're in a bind and need to bring in more clients. It's a good strategy to use as you build up your company, when you need to test new offers, or when you're pivoting your company. [3:04] “We want to move away from reliance on referrals.” Mandi says. Referrals are great, but they bring challenges that make it very difficult for your company to be sustainable if they are the only lead source that you have. “I would look at referrals as being a way to… target the right prospects and get them further up the funnel.” [4:40] The five variables you need to make cold outreach work are targeting, an attention grabbing hook, a compelling, nurturing process to educate and build desire, an irresistible offer, and a qualification process that paints an expansive vision. [6:45] Managing cold traffic goes through three phases: attracting, nurturing, and closing. [9:37] Mandi describes the ideal executive briefing. “[It's] an opportunity for you to help your prospects understand their problem at a deeper level than they could on their own and show them an alternative way to… generate much better results.” [14:26] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

What does your job look like when you start working on the business instead of working in it? Mandi Ellefson describes the three main roles that CEOs assume to maximize both their time in the business and the earning potential of the whole company in this solo episode of Hands-Off CEO. Key Ideas: A CEO is responsible for providing vision, accountability, and support. Vision encompasses growth strategy, mission, and culture; accountability involves setting and managing agreements, and support refers to the training and material support that employees need to be successful. [4:17] Most CEOs struggle when it comes to accountability and what it means to hold their people and themselves accountable. “People are not really manageable, but agreements are,” Mandi shares. “You can have agreements between two parties and manage those agreements - that's how you drive accountability.” [11:27] CEO productivity is not defined by what the CEO can do with their time but by getting work done to other people. [12:47] The entrepreneurial operating system (EOS) is the foundation for operating your business based on agreements, as described by the book Traction. Though it's a useful and practical guide, companies below $3-5M shouldn't put all of their time and energy into implementing all the tools in EOS. At that stage, they should expand their vision and install accountability pieces. [13:15] The integrator role in the EOS assigns too much responsibility to one person in a growth stage company. Instead, having an operations manager who works with a CFO is much more suitable. [15:18] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Can you imagine going from 3,000 to 30,000 visits a month? BroadVision Marketing takes clients from local to national levels, adding millions of dollars in as little as 6 months. Mandi's guests Jaco Grobbelaar and Jon Sooy of BroadVision Marketing share how they scale their clients further than they could have ever imagined.  You'll hear Mandi, Jaco and Jon talk about: BroadVision Marketing positions themselves as their clients' concierge, but they're not sitting across the table from you - they're walking by your side towards your goals. It's apparent to them early on whether a business owner is truly engaged in their business or whether they just started it to have a job. [4:56] Whenever you put a guarantee behind something, it differentiates you from the competition. [8:38] Jon and Jaco discuss the importance of teamwork in their operations. “What we're finding is that if you enter an entire account around one person, they're only getting one exaggerated talent,” Jon shares, “whereas if we approach the client as a team, the clients benefit from multiple different talents.” [18:34] Humans and companies tend to take for granted what's special about themselves. Because they're so used to their talents, they don't realize they're bringing something other people recognize as valuable. [29:36] Jaco talks about advice from the Hands-Off CEO program that changed his way of thinking. “[Mandi] made the statement, ‘just be aware it may be your third or fourth candidate before you're successful.' … “It's a totally different mindset.” [37:31] Having peers to bounce ideas off of is invaluable. [41:22] Resources Jaco Grobbelaar on LinkedIn | Twitter Jon Sooy on the Web | LinkedIn | Twitter  BroadVision Marketing Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Businesses are great sources of income, but you shouldn't have to keep working forever to build your wealth - and especially not after retirement. Mandi Ellefson explores how business owners can avoid this in this week's show. Key Ideas: Mandi shares how she first started seeing business as a vehicle for building wealth. [2:12] “We had seen all the advice about buying into the stock market in your 20's… and we made a conscious decision to wait and invest in our earning potential,” Mandi says. She and her husband were able to uniquely build their wealth even before her business went big. [5:47] Only 1% of businesses are actually sellable, Mandi claims. Even when business owners do sell, they often don't get the value they want when exiting their companies. Hands-Off CEO has helped their clients sell their businesses for more than they could've ever imagined by growing profits. It's not just about generating more sales - you need to first expand your gross profit margins and use that to generate the cash to scale. [8:08] Changing your client's perception of you from a cost center to a profit center is the key to quadrupling your fees, eliminating price resistance, and attracting the highest-paying clients in any market climate. [10:03] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Committing to a bigger purpose than profit is a surefire way to build a strong company; one that can withstand even a pandemic. Mandi's guest in this episode of Hands-Off CEO is Karen Hite, Director of Operations at Digital Agency Hacker and co-founder of Hite Digital. Karen will explore why having a grand vision, passion and purpose leads to long-term success. You'll hear Mandi and Karen talk about: Karen had a big vision of supporting people in her home country and generating over 1000 jobs through her agency. This is one reason why her company has been so successful. “We focus everything back to what our infinite purpose is… [generating] these little islands of happiness, and [creating] the best possible job to have and a culture that empowers people.” [1:42] You will always have an obstacle to face, and if you don't know what you're doing, anything can throw you off. Having a clear vision paves the path forward for your business. [5:44] The pandemic brought lots of companies to their knees, forcing them to cut salaries and layoff employees. Hite Digital's exceptional foundation allowed them to escape this fate. It was a hectic time, but they all stayed sane because they understood and trusted in the commitment of the leaders. [10:08] Your legacy isn't found in your wealth, but in the impact you make. What you do with the opportunities you are given will outlast you and leave your footprint behind. [18:25] Learn from other people's failures and share yours; this is one of the best ways to grow. Take lessons from the proven processes that other people have developed over decades of trial and error. [23:40] Resources Karen Hite on LinkedIn Master Hackers Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

There are CEOs who are adding millions of dollars to their annual revenue - the ultimate Hands Off CEOs. There are leaders who are able to scale their business profitably, and they have five traits in common. If you want to see the kinds of productivity and profitability that these top-performing CEOs are getting out of their teams and businesses, this episode is for you. Mandi Ellefson is sharing what you need to know in this week's show. Key Ideas: “The next level of growth [doesn't] come from the amount of work you're individually doing, but from the influence that you have over others and their ability to get work done through you,” Mandi shares. The essence of leadership is generating unlimited productivity through other people. [1:54] Top leaders are decisive. They don't procrastinate making decisions and are able to objectively assess and evaluate all the necessary factors before making those decisions. They may grapple with fear and uncertainty, but feel the fear and do it anyway.. [6:16] If you want to mobilize people, you need to rally them around your vision. A Top CEO's expansive vision is what sets the trailblazers that are creating the products and services that change ives apart from businesses that will stay small. [10:32] No one likes to be taken for granted. Be grateful for and celebrate those who help you grow from your colleagues to your team members. Giving praise where and when  it is due motivates your employees, and they become more committed to doing their best. [14:40] We're moving into a recession, and that is scary, but we can take our companies and teams to amazing places if we're working from a place of abundance. [19:10] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

The temptation to get back into client work can be overwhelming for a CEO scaling their team - especially when it feels like your reputation is on the line. This means that too many CEOs are stuck overseeing project management that really should be delegated to other team members, leaving them with less time to actually run their business. In this episode of Hands-Off CEO, Mandi's guest Gray Mackenzie, co-founder of ZenPilot, shares what CEOs need to do to get out of day-to-day project management once and for all. Key Ideas: Entrepreneurs are always the people who get left for better, easier or more lucrative opportunities - they never get to leave and that can be disheartening. Don't get discouraged when key people leave your agency: you were part of their journey, and they were part of yours. For as long as they are a great fit and they stay with you, get as much value from them as you can. [9:20] If you want to attract the best clients, and make the highest profits, you need to minimize risk and increase quality as much as possible as you scale. Gray talks about the 5 key elements you need to understand and be using them in all areas of your business. A trap to avoid is too much customization - custom doesn't scale. [16:38] If you take anything away from this episode, it's this: To continuously make your service better and more profitable, you need to look at it like a scientist would. Solve the same problem again and again by constantly imagining: what would make this better? How do we turn our standard service into all-star service, and then how do we level up from that?. [23:31] When you know it's time to make a change, it's time to make a change, and the smartest move is often to hire experts to implement a new system, like ClickUp. It's often not worth eating up your team's bandwidth when there are experts who can get you exactly where you need to be. That's the foundation Graw has built his business on: breaking through “it's how we've always done it” and into systems that are truly gold standard. [30:15] When you're starting a new initiative, you need to think about the costs of implementation - and also the cost of NOT implementing. You need to know your vision, and how different projects are going to impact it. When you take on projects internally that you aren't equipped for, the opportunity costs can be extraordinary. Take the long view when considering your investments in your company. [34:30] Resources Gray MacKenzie on LinkedIn | Twitter ZenPilot Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing Clickup

In this week's solo episode of Hands-Off CEO, Mandi Ellefson explains how selling the wrong offer traps you in the company as CEO. You'll hear Mandi talk about: Mandi shares an example of selling the wrong package at the wrong time. [1:16] Hands-Off CEO takes their clients through an intensive and thorough process to generate growth. “It used to take us 6 to 9 months to actually help our clients implement this in their business, now we can do it in about 3 or 4 weeks.” [3:03] “What you should be doing is looking at what you can sell that will maximize the commitment from your clients,” Mandi advises. She describes why going for the easiest sale may not do you any favors. [5:17] You need clients who are willing to stick around for the long haul - if you don't have that commitment level, you're going to be selling them every month, over and over. [6:35] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guests are Nikole Mackenzie and Ashley Carroll, founder and COO of Momentum Accounting. Momentum Accounting helps creative agencies and other professional service companies scale from $1 million to $10 million in annual recurring revenue. They are a 100% US-based, remote team of business-savvy accountants and technology experts who provide actionable insights and vision into the future so your business can grow faster, and more confidently. You'll hear Mandi, Nikole and Ashley talk about: Typically, businesses reach a point where their CEO is asking questions like: How much money can I take out of the business? How much can I pay myself? When can I hire the next employee? When can I offer benefits? Nikole shares how Momentum Accounting helps leaders answer these questions. [2:55] Pricing is the easiest low-hanging fruit you can change, Nikole says. Raising your prices and providing more value to your clients is going to significantly impact your business. “If you're [not] continually trying to add more value and more services, you're not going to grow.” [11:39] Ashley explores what to look for when bringing in a financial professional. “You definitely want [to work with] someone you're comfortable with,” she suggests. There are a lot of complex emotions around money that may cause some insecurity, and the right fit will make you feel comfortable to share what's actually going on in your business. [21:18] Mandi and Ashley discuss what CEOs need to consider before exiting the financial side of the business and the importance of invoicing. [33:47] You should be spending 2-4% of your revenue on your accounting and finance function, according to Nikole. Additionally, there's a diverse array of service providers in the accounting space, and everyone does things differently, so you should shop around when hiring a financial professional. “Don't just go with the first person that raises their hand or [the first person] you get referred to.” [43:20] Resources Momentum Accounting Ashley Carroll on LinkedIn Nikole Mackenzie on LinkedIn Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

There are plenty of mistakes you can make while scaling your service business, and if you're having trouble scaling to the next level, chances are you're making the biggest one. This is content that Mandi has been working on for years, and that has been used to help businesses vastly increase their profitability. Listen in to find out what the biggest mistake in scaling is - and how to avoid making it in your own business.  You'll hear Mandi talk about: What is happening in the global marketplace that is impacting how services are sold, and what people are willing to pay for them. [01:50] How you can increase market share and your prices by leading with quantifiable results. [04:05] Thinking through your business failure points and what might prevent you from hitting it out of the park with a client. These are your screening points for who you work with. Turn away work that you can't guarantee success for. [7:55] The questions you need to ask yourself to make sure you're working with the right people, and able to provide the right results. [9:05] The value of certainty. We're all willing to pay more for what we're sure is going to work. [11:30] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing 7 Biggest Mistakes in Scaling your Service Buisness

Mandi Ellefson's guest is Kristen Gallagher, founder and CEO of Edify, the frictionless way to onboard software engineers. Edify functionally tailors onboarding to each client's teams, which works to attract, keep, and grow great employees while helping them get back the time they need. You'll hear Mandi and Kristen talk about: One of the top reasons for team dysfunction is that context isn't being shared properly, Kristen says. In their desire to be transparent, a lot of business owners and executives are sharing a lot of information, but not everybody in the organization has the context they need to properly interpret it. This ends up causing more conflict in the team than you might expect. [3:27] Kristen shares what a new hire's experience should be like on their first day. [13:29] “The high failure rate for hiring could be prevented if people took the time to outline their expectations,” Kristen advises. In the onboarding process, you should have a checklist of what you require a new hire to do and what success looks like. [23:06] Kristen gives insights into an effective hiring process. “Hiring for a small business is going to look different than for a large business.” Employees going into large businesses with prolific track records have had large support systems at other large businesses, and there is no guarantee that they can achieve the same results doing it all by themselves. [27:39] Mandi and Kristen discuss the importance of a cool-off period. When circumstances occur that trigger your emotions, you shouldn't react immediately. Take time to get out of the emotional high and reflect on the situation - you don't want to burn your bridges. [37:54] Resources Kristen Gallagher on LinkedIn | Twitter Edify  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this solo episode of Hands-Off CEO, Mandi Ellefson discusses the changes that the business climate has undergone over the last 2 years, and how you can use it to your advantage. She shares tips on ways to strengthen your business, increase your fees, and get a higher commitment from your very best clients. You'll hear Mandi talk about: The challenges that arose in the spring of 2020, and how she helped her clients navigate it using the Power of One formula. “We went right back to the foundations - one client, one painful problem, one outcome.” [2:24] Maintaining your footing within a shifting market. Mandi shares an example of how changing your client type can lead to better outcomes. [3:11] How she helped a client raise their fees and retain the interest of investors. [5:53] Creating your ‘abundance bubble' and scaling to freedom. It's now more important than ever to be very intentional about where you're putting your energy, Mandi says. You should surround yourself with other successful CEOs who are focused on constant growth and improvement. [8:07] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Michael Zipursky, CEO and co-founder of Consulting Success and bestselling author. Consulting Success is the most comprehensive learning platform for serious consultants and skilled professionals who want to grow a stable and reliable consulting practice that attracts high-value clients. Michael has advised organizations like Financial Times, Dow Jones, and RBC, and helped Panasonic launch new products into global markets. He has helped over 500 consultants in over 75 industries significantly increase their annual revenues.  You'll hear Mandi and Micheal talk about: Every consultant could use some advice on keeping the pipeline full in a consulting agency, Mandi claims. Michael gives insights about how your mindset affects your outcomes. [2:05] Being dependent on referrals may not always be wise. “You can get referrals, but they're not always the kind of referrals you want, and you can't really predict when they're going to come in,” Mandi says. She and Michael explore the dangers of over-reliance on referrals. [5:48] Most of the common marketing practices seen online are geared towards individuals and very small companies, not organizations. The tactics and strategies used to reach buyers of consulting and advisory services are markedly different, Michael points out. [15:03] Michael discusses how communicating effectively and providing value to your clients drastically affects your relationships with them. “When you start off the relationship delivering a lot of value by sharing [your] unique perspectives with your ideal client, they start to see you as different. And when you do that through the frame of ‘everything you're delivering is specifically for them,' that's the game-changer.” [19:53] Consultants tend to be more conservative and risk-averse, according to Michael. “They come from backgrounds in the corporate world or in organizations where they weren't always rewarded for taking big risks,” he comments. [25:09] Resources Michael Zipursky on LinkedIn | Twitter Consulting Success - Podcast Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this week's solo episode of Hands-Off CEO, Mandi Ellefson describes what to look for when hiring an operations manager, and the three ways you can fail. You'll hear Mandi talk about: Before you even hire an operations manager, your company has to be ready for it, Mandi says. “Your company has to be at a place where you know what you're selling, who you're selling it to, and the foundations of the business.” [2:15] Mandi shares the importance of attracting a top performer. [3:43] “One of the best ways you can attract better talent is by becoming a better leader.” If you're a level six CEO, you're only going to be able to attract a level five operations manager - no one beyond that will want to come into your company. [5:33] If you're not clear on the what and the why that drive your company, you'll face difficulty getting the who you want. When you gain clarity on those things, including how you service your clients, you can use it as a screening process in finding the perfect candidate. [8:11] The challenge with having an experienced operations manager is that they will be used to working in larger companies with more resources, which may actually make them useless in your company. [10:49] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Zac Stucki, founder of Homeric Consulting Services and a team member at Hands-Off CEO. Zac's specialization is scaling service-based companies and dealing with the operational constraints and challenges of fast-growing organizations. His education and training are an asset to Hands-Off CEO, bringing their operations advising to a whole new level. You'll hear Mandi and Zac talk about: “If you aren't doing the right things in the right order, it can screw things up… The thing that makes businesses work is working together toward a common end.” Zac and Mandi underline the importance of building a business in sequential order. [3:54] In delegating to an operations manager, you are giving them ownership and ability to run your company and oversee all of the service delivery. [5:30] The mantra at Hands-Off CEO is bring solutions, not problems. “[We bring solutions to] the problems surrounding the implementation of the vision,” Zac clarifies, “so they're not actively out there looking for every potential problem that you could have, because that's an exhausting job that will demoralize anyone.” [11:03] Effective operations managers are the ones championing the creation and innovation that frees up the CEO. Zac shares the biggest difference between operation managers with the ability to run the business and ones who never move upward. [15:49] High performing teams readily share tasks and responsibilities among themselves, Zac says. “If [someone] gets a task outside [their] strength but [inside their teammate's], they can go to [them] and say ‘Hey, what do you recommend?'” [26:07] Resources Zac Stucki on LinkedIn  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Zac Stucki, founder of Homeric Consulting Services and a team member at Hands-Off CEO. Zac's specialization is scaling service-based companies and dealing with the operational constraints and challenges of fast-growing organizations. His education and training are an asset to Hands-Off CEO, bringing their operations advising to a whole new level. You'll hear Mandi and Zac talk about: “A lot of times, businesses misunderstand what operations is all about,” Zac claims. He describes the connection between sales and operations. [3:14] One challenge in the hiring process is aptly determining if you're going to get the quality of employees you need to bring your company to the standard and performance you envision. “Oftentimes, what you're going to [do] is bring in someone you can elevate to that level,” Zac shares. [5:13] Being more assertive and articulate about your vision helps your team gain clarity on how to execute it. [10:26] The biggest resistance is not showing up, Mandi finds. She and Zac explore how this affects the company. “When you have an ops manager or any leader on your team resisting development, you should be concerned,” she advises. “If they're not eating it up with a big spoon… it's a sign of their inability to look at themselves.” [16:37] The Great Resignation is inspired by people who are tired of showing up to work every day just to make someone richer. Mandi explains why it's important to ensure your workplace is one that is driven by a higher purpose than just money. [23:25] Resources Zac Stucki on LinkedIn  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Last week, Mandi Ellefson discussed the foundations of what it takes to beat inflation and scale profitably. In this week's episode of Hands-Off CEO, she describes the five exits she shares with her clients to help them safely remove themselves from different parts of their companies.  You'll hear Mandi talk about: Mandi shares the idea behind exiting. “The whole point of removing yourself… is so you can be working on the business and not in it. That's where you can be generating these million-dollar ideas, rather than being the one mired down in the minutiae.” [1:45] “Consultancy agencies are very difficult to scale because it's very much dependent on you,” Mandi claims. She explains why. “You created the company, so everybody sees the company as you.” [4:52] Mandi describes one of the programs that her Scale to Freedom clients go through. “We work with the CEOs… on how to build an offer that will scale more profitably and generate the cash to hire the people to actually move through these exits.” [13:20] Exit 3 allows you to accelerate lead flow and sales, Mandi says. “That doesn't necessarily mean you as the CEO will completely let go of sales - I wouldn't recommend it until your process is really tight,” she adds. “I've seen consulting agency companies do that - I've seen a lot of them try to jump right to exit three without getting the foundations in place, and it's a disaster.” [18:57] When you can remove yourself from client strategy, your company becomes infinitely more valuable. “At this point, your company becomes more of an asset that's a whole lot less driven by you.” [24:43] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this solo episode of Hands-Off CEO, Mandi Ellefson discusses how to fight profit erosion in a time of rapid inflation, and what factors are necessary to scale profitably. You'll hear Mandi talk about: A lot of consulting agency CEOs find themselves stuck in a cycle of company productivity that's driven by their productivity, Mandi shares. This makes it difficult for them to successfully exit. “We start the company because we are the company.” [2:17] To safely let go of your company, you must have the right foundations. “You have to have the right things in place; particularly in this market, where we have significant profit erosion from all of this rapid inflation.” Mandi explains why your operations team should be able to deliver bigger promises without you getting into the minutiae. [5:40] “Is what you're selling actually the results that your clients desire or is it just deliverables that everybody else in the market actually sells?” Do you have a clear marketing message founded on the core results your ideal clients desire that you leverage across all of your marketing vehicles? [10:51] Mandi shares a story of a client who was able to drastically increase their profitability and fees by focusing on providing packages that delivered outcomes and not deliverables. “It's much easier to scale when you know you have contracts in place that will consistently bring in cash flow.” [15:43] “It's really important to have clarity on what you're selling, what you're delivering,” Mandi says. This is what will allow your operations team to pull out all the stops and put very clear systems in place to actually manage those outcomes. They'll be able to do it way better than you as a CEO can do it. [21:08] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses how to improve employee engagement in this solo episode of Hands-Off CEO. You'll hear Mandi talk about: “[When] we hear staff say ‘I'm not getting paid enough,' what they're really saying is ‘I'm unhappy here; I'm not getting paid enough for the crap that I'm dealing with right now.'” A lack of employee engagement is a common problem for some businesses. Many leaders think that an increased wage would motivate their staff, but Mandi shares why this doesn't work. [1:20] There are three drivers behind people's actions that have nothing to do with money. “One of them is mastery, one is autonomy, and the other is significance.” Mandi briefly describes each. [4:13] “What you need to be doing is constantly looking at your vision and expanding.” You cannot grow if you don't first have the vision for it, Mandi says. Furthermore, failing to expand your vision will cause your business to get sluggish. [7:37] “When you can provide [mastery, autonomy and significance, as well as a big vision] to your team… you will be able to attract levels of talent way before you might have otherwise had the budget to,” Mandi advises. People will see what you're doing and want to be a part of it. [8:29] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guests are Josh LaMar and Marcelo Chinellato, co-founders of Amplinate, formerly known as Authentique UX. Amplinate is committed to promoting cross-cultural understanding and deepening human connection through ethical product design. With almost two decades of cumulative experience across 18 countries, they help tech companies fast track domestic and international product growth without wasting money on designing and developing products that people won't use. You'll hear Mandi, Josh, and Marcelo talk about: “The whole pandemic situation was scary; we didn't have clients for a month because they were figuring out what to do.” Marcelo shares some of the challenges Amplinate went through due to the COVID-19 pandemic. [3:46] “Commit to the good people that you find, and the rest will work itself out,” Josh says. He explains how Amplinate earns its employees' trust and loyalty by committing to them wholeheartedly and fast-tracking their career growth. [12:04] Josh discloses how he and Marcelo were able to combat fear. “A big part of [that] was learning how to be there to support each other in the ways [each of us needed], because working together, on top of being confined together, on top of being partners, is a lot to put on any one person.” [22:47] One of the best testimonials Amplinate got from a client was that they were that client's favorite agency to work with because it felt like Amplinate genuinely cared, Marcelo remarks. “It's really worth it investing in people who are passionate like we are, [and] who care.” [36:16] Mandi praises Marcelo and Josh's level of trust, division of labor, and cooperation. “Because you're very clear on where one job ends and the other one's begins, you have this multiplier effect.” [46:22] Resources Amplinate.com Josh LaMar on LinkedIn | Twitter About Me Marcelo Chinellato on LinkedIn | Twitter Email: mchinelato@gmail.com  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses how to get out of the entrapment cycle in this solo episode of Hands-Off CEO. You'll hear Mandi talk about: The entrapment cycle seizes many CEOs. “There's this dynamic where you need to hire more experts to help you deliver the growth, but then you need more cash flow to be able to hire them. So you need more sales to generate more cash, but then you need more capacity to make sales without fear of quality slipping.” [2:41] “This cycle is just so challenging, and the impact of this is that it turns your business into a time-for-money model.” Mandi shares the effects of the entrapment cycle on a CEO and their business. [4:48] “You need to have the cash to scale; that's going to get you from push starting your car.” Mandi describes the four things you need to get out of the entrapment cycle and successfully scale. [6:05] Bringing in a manager to take over the minutiae lets you focus on working on the business instead of in it. “That team led by your manager is going to streamline increased profits and help you meet those staff demands as you're continuing to increase quality.” [7:11] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses the characteristics of rapid growth companies in this solo episode of Hands-Off CEO. You'll hear Mandi talk about:  Two things rapid growth businesses have in common. “[Rapid growth businesses] usually have an offer that's really valuable in the market, and are willing to position themselves in such a way that it's a lot easier to sell.” [1:19] “Our top-level clients who are able to add $1-2 million+ in their first year with us have this certainty that allows them to show up 100% committed, and because they're committed, it drives decisive action.” Many CEOs approach their business as a seed that needs to grow before they water it. Mandi shares why this fails. [3:52] “What you need is a delusional level of certainty,” Mandi explains how to create that certainty. [5:57] By creating a bigger vision for your own company, you can then help clients create a bigger vision for themselves. “When you [do this], they're willing to pay you more. When you create much bigger outcomes,  your team is more excited to be a part of what you're building.” [8:44] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Jamie Birch, CEO and Chief Incremental Officer at JEBCommerce, an organization that helps retainers maximize their affiliate sales. He has extensive experience in all facets of online marketing. This has enabled Jamie to thrive and become a market leader in these unprecedented times. Jamie and his team help clients grow their revenue and gain an additional $10M in sales in 3 years. He is the host of The Profitable Performance Marketing Podcast, where he talks to industry experts and shares insights to assist listeners.  You'll hear Mandi and Jamie talk about: “Stepping back and allowing my team to solve the problems was one of the biggest steps in my leadership evolution.” Jamie sometimes takes weeks off of the business, which allows his executive team to step up and strengthen their skills as they take over whole parts of the business. [4:26] Mandi and Jamie discuss staying true to vision. [10:35] “You have this problem; there's going to be seven more tomorrow and there are two more waiting for you right now. Work this problem, then work the next, and remove the emotions of ‘This shouldn't be happening.'” Jamie shares the three client reactions to the pandemic that he observed. [20:50] “Young people are getting their first and second jobs using Spotify as a search engine.” Jamie explains how. [35:02] Mandi shares why Jamie is the perfect embodiment of a Hands-Off CEO. “You get your business sustainable, and you look at how to scale, how to keep that consistent cash flow, how to create these amazing careers where people want to be, how to build this culture so that you have people that are fighting for your vision.”  [44:37] Resources Jamie Birch on LinkedIn | Twitter JEBCommerce.com | JamieBirch.com Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Aaron Krall, founder of SaaS Visionaries and the SaaS Accelerator,  a proven system that adds $500,000 of revenue to SaaS companies in just 12 months. He is also one of Hands-Off CEO's Scale to Freedom clients. You'll hear Mandi and Tim talk about: “It's a really specific program we've designed,” Aaron says.  “We come in, and we rehaul everything.” He briefly lists the four major levels of SaaS growth that his company ensures, which are market positioning, automating the sales process, increasing customer value, and filling the funnel. [2:12] “I originally positioned myself as an onboarding expert… when I went in to do these onboarding projects with clients, what I found was that we would do the onboarding and it would look amazing, but it wouldn't have an impact on their growth.” Aaron discovered it was due to internal problems he hadn't solved. He shares how he changed his approach, and the results that followed. [5:30] “When I changed my beliefs around [me doing] everything and [hiring] people who deliver a better result than I could deliver, [I realized] that means I could charge more.” Aaron talks about delegating tasks. “The director of a movie only has one role, and that's to direct.” [14:59] “And now, because of the mindset shifts and the experiences that I've had in the program and other things, I realized that I'm probably not charging enough.” Aaron's self-confidence suffered from working with the wrong clients, which influenced his views towards the value of his service. “Now, I feel like it's not only worth it, but it's a bargain for these guys.” He talks about increasing the price of his “world-class services.” [18:56] “There are certain processes I went through that broke a lot of the false beliefs I had.” Writing and visualizing his future helped Aaron expand his mind and change his life. He explains how. [25:13] Resources Aaron Krall on LinkedIn AaronKrall.io Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Tim Francis, founder of ProfitFactory.com and Great Assistant, two organizations dedicated to making the entrepreneurial journey easier. After noticing that entrepreneurs desperately needed support in running a business, Tim started Great Assistant to help them hire an assistant, retain them for years, and make them really profitable.  You'll hear Mandi and Tim talk about: Tim shares three strategies for more effective delegation. “Do not use email when it comes to delegating to anybody in your internal team, including your assistant; email's a wasteland of distraction. Use Loom, a free tool you can use in your browser, to screen record and narrate what you want done. And finally, hire an assistant that fits you properly. ” [1:16] Tim and Mandi explore how teams can work effectively in different time zones. [9:29] “There's such a thing as being too early, the timing being wrong, and a lack of a path to profitability. Once those three things are in place, you should be going forward with getting an assistant.” Tim explains why you can't afford to not have an assistant, and when the right time is to hire one. [21:52] “It creates this open space for me to create, and that's when these amazing ideas come; you can't do that if you're so busy in the minutia.” Hiring an assistant not only saves you time, but it also saves you energy. Tim describes how. [32:17] “We're helping coach you and prepare your work, while finding assistance candidates and bringing you three finalists.” Tim talks about the services Great Assistance provides for its clients. [47:23] Resources Tim Francis on LinkedIn | Twitter Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Jason “Wally” Waldron, CEO of Exitology, the agency that can create 33% annual growth and guarantee to add at least $1M of new growth using existing resources for logistics, supply chain and industrial companies. Wally's unique profit acceleration strategies have helped companies grow faster and maximize the value of their business, as well as buy back their freedom when they feel trapped in their businesses. You'll hear Mandi and Wally Waldron talk about: “If you're looking to move onto the next phase of your business life, create a legacy in the world, or even sell over the next five years, you [can] come to us; we'll get your business ready, and you get a hell of a payday.” Wally talks about Exitology's target market and how they serve their clients. [4:58] “The really cool thing is that [we helped nurture] a business owner who lives what he teaches.” Wally talks about one of his proudest case studies, an inherited business from father to son, and how they helped him. [9:42] “The mark of a winning, momentum-filled business leader is that they're always looking to expand their boundaries and find the next level up, so they can do a better job for their tribe.” Mandi and Wally discuss Wally's variety of clients. [13:54] Wally explores the ‘someday I will' mentality and why it never works. “If you choose the best version of your potential future and introduce it into your being right now, [you will be] planting a seed of growth.” [21:25] Mandi asks Wally to describe how his internal work has impacted his personal and organizational growth. “It feels like I'm playing in my zone of genius more than I ever have.” [29:20] Resources Jason “Wally” Waldron on LinkedIn | Twitter MasterKeyProfits.com Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson's guest is Tom Shapiro, the founder and CEO of Stratabeat, a digital marketing agency that helps businesses grow via branding, design, and strategic thinking. He is a marketer who understands what businesses need and crafts strategies to fill those needs. .  You'll hear Mandi and Tom talk about: "What we're seeing is that a lot of businesses are struggling with lead generation and struggling to increase the number of leads that they're generating," Tom explains. Businesses cannot hold on to the approaches and best practices of the past in the new sophisticated market. They have to adapt. Tom explains how. [4:30] Refine your focus as you teach. "The more that you focus...the easier it becomes to help your clients be successful," Tom says. He and Mandi explore this, as well as a few more requirements for success. [9:40] Work with companies that are profitable. "You don't want to work with companies with low profit - especially agencies - because they're doing the exact opposite of what you're doing in your company," Tom remarks. Replacing clients because they aren't profitable is costly, and it's better to remove that risk altogether by not working with them at all. [13:22] Driving traffic is not all marketing is about. "It's an actual human being who's coming to your site, and they are making judgments on your business from every interaction, from every touchpoint, from every experience," Tom states. [21:11] Rethinking your lead generation involves many different facets of your business but your audience has to be top priority. Make sure you are completely customer and audience-obsessed. [26:17] Treat your clients like your friends. "If you're gonna be working really closely with these people and they're really good people, you know it just makes sense to care that much about them," Tom adds. Connecting with the human aspect equals success for your business. [34:45] To generate more leads, ask yourself what would blow your clients' minds. [40:30] Stratabeat has the perfect tools to capture more clients. "We use behavioral analysis software, so we can marry that up with exactly what they were doing on the page, how far down they were scrolling, what they were clicking on… and then we know exactly what they're interested in," Tom says. [46:00] Resources Tom Shapiro on LinkedIn | Twitter Stratabeat Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

James Schramko, bestselling author and host of the SuperfastBusiness podcast, invited Mandi Ellefson on his show recently. This is a cross-post of their enlightening conversation about scaling a service business. You'll hear Mandi and James talk about: How soon to start building a team and becoming a Hands Off CEO. “Please don't build a solopreneur business if you can avoid it!” James cautions listeners. Melissa comments, “It gets to a point where you're able to really take advantage of all the years that you have been building up your company, and it's this point where this quantum leap that happens in your growth, when you're able to let go…” [2:23] Much of the popular advice on scaling a business does not apply for service companies. They are usually based on creating systems and hiring people. “Here's the problem,” Melissa tells James, “if you just go in and build systems, first of all it's gonna take an enormous amount of your time… And then you hope that people you hire are then going to follow those systems and take on ownership for them, which is not really the way it works.” [7:30] Melissa's tool rules:  “If we're going to have a tool we should absolutely have to have it.” “It should be the best tool for what we need… And that's certainly the team's decision to research and discover that tool.” “We have to know how to use the tools.” The tools are constantly revised and updated. [8:40] Scaling a service business means making a bigger promise and getting more expansive outcomes for clients, Melissa says. This means you can charge higher prices and have the margin and profit to create the systems to scale your company. [11:28] The Power of One framework: one prospect, one painful problem, one promise. Get this framework right and you will attract high quality clients. [13:25] “What are those factors you need to have in place to be able to deliver your very best results and then eliminate every other prospect that doesn't have those,” Melissa advises business leaders looking to scale. She and James discuss vision-based selling to clients. [19:23] James says, “The greatest goldmine is probably an existing database, and I even created a whole campaign around winning back old clients because your systems will change over time, there's a good chance that your promise will change over time, and your serviceability will change over time, and the clients you work with will change over time..” [26:55] “One thing I do with anyone who's got an agency is I discourage them from doing proposals; and we renamed that one to an action plan or strategy guide,” James tells Melissa. “It's small semantics with big outcomes.” Melissa's growth plan is a similar concept. It's about focusing on the promise and what the customer really wants. [32:48] Melissa talks about the 5 exits a business owner must make in order to scale. These include exiting client management, marketing and sales, client strategy and high ticket sales. The final exit is when you can hire a CEO. [41:43] Resources James Schramko on LinkedIn | Twitter | Facebook SuperfastBusiness Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses how to make growing your consulting agency simpler in this solo episode of Hands-Off CEO. You'll hear Mandi talk about: “It's not that something is wrong with your business; it's that you're working way too hard.” Mandi shares why CEOs sometimes struggle with growth. [0:23] Mandi shares an example of a client who struggled to find a reason to scale. “It can't just be about money, it has to be something bigger than that.” [1:08] Sometimes working with half the number of clients but at an increased (or doubled) price is the best way to go. “[You] can make more money working half the time.” [4:36] “You have to stop scaling activities, because activities don't necessarily generate results.” Mandi advises listeners on how to scale without diminishing the results. [7:11] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing