12:36Maria Wendt · Listicle
How I Get 200+ Customers Every Day Selling Digital Products
Maria Wendt breaks down the six habits, from pricing to customer care, behind her daily digital-product sales.
September 14thThe argument in one line.
Scaling a digital-product business to eight figures is less about one big tactic and more about pricing for volume, pitching constantly, and staying consistent for years without quitting.
Read if. Skip if.
READ IF YOU ARE…
- You sell, or want to sell, a digital product, course, or low-ticket offer and need a pricing and ad strategy that scales.
- You're stuck undercharging or overthinking your price point and want permission to sell more units at a lower price instead.
- You want a blunt, numbers-based gut check on acquisition cost, lifetime value, and ad spend from someone who's processed eight figures in orders.
SKIP IF…
- You sell high-ticket, one-to-one services where volume pricing and $27 offers don't apply to your model.
- You're looking for tactical ad-platform setup instructions — this is mindset and strategy, not a step-by-step ads tutorial.
The full version, fast.
After $23 million in digital product sales, the business boils down to volume over value: price low enough that hundreds of people say yes every day, run small self-funding ad tests, and pitch far more than feels comfortable. The engine behind that volume is unglamorous repetition. Say the same offer the same way for years, filter out advice that doesn't fit your model, and treat every problem as something to solve rather than pivot away from. The numbers back it up: an $85 average order, a 4-to-1 return on ad spend, and a 60% repeat-order rate versus a 15-20% industry average. None of it works without consistency, which is framed as the one lesson that makes every other lesson matter.
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00:00 – 00:24
01 · Intro
Cold open: she announces hitting $23 million and previews the 24 lessons she's about to share.
00:24 – 01:02
02 · Business stats
Shares the underlying numbers before the lessons: $85 average order, $165 lifetime value, $34 cost to acquire a customer, a 4-to-1 return.
01:02 – 01:45
03 · #1 Price
You're probably charging too much; pricing for volume (like Walmart) beats pricing for perceived worth.
01:45 – 02:43
04 · #2 Give
Give value to your industry before taking from it; free help in Facebook groups built the earliest trust.
02:43 – 02:54
05 · #3 Traffic
Traffic is the most important problem to solve; nothing else matters until eyeballs are on the offer.
02:54 – 03:24
06 · #4 Ads
Start running ads the moment you make your first sale, using small 'elevator ads' that fund their own reinvestment.
03:24 – 03:57
07 · #5 Pitch
Pitch five times more than feels comfortable; 'a closed mouth is not fed.'
03:57 – 04:16
08 · #6 Scale
Scale one product to a million dollars before launching a second; don't split focus across multiple products early.
04:16 – 04:50
09 · #7 Invest
Heavily prioritize investing in your own learning; credited as one of the main drivers of the results.
04:50 – 05:49
10 · #8 Filter
Not all advice is good advice, even from mentors; ignoring a warning against low-ticket products led to an eight-figure $27-product business.
05:49 – 07:19
11 · #9 Consistency
The lesson she flags as most important: showing up daily for 13 years, through a divorce and single parenting, without quitting.
07:19 – 07:53
12 · #10 Belief
You have to believe in what you're selling with full conviction before a customer will believe in it too.
07:53 – 09:05
13 · #11 Repeat
A CEO's job is to repeat the same message over and over; she's said the same core thing for about seven years.
09:05 – 10:40
14 · #12 Dump
Evaluate your friend circle; dropping unsupportive, gossip-heavy friends made room for a more successful one.
10:40 – 11:09
15 · #13 Market
Know your target market's language and problems so well that your offer feels custom-built for them.
11:09 – 12:35
16 · #14 Problems
Fall in love with solving problems in the business instead of pivoting away from them; credits this for recent growth toward $2-5M months.
12:35 – 13:24
17 · #15 Comfort
Growth doesn't happen in comfort; this year was described as uncomfortable almost every day, and growth followed.
13:24 – 14:43
18 · #16 Ego
Ego wants to be the business's savior; stepping back let team members independently bring in $300K over three weeks.
14:43 – 16:30
19 · #17 Mentorship
Invest in mentors who live the life you want, not ones with a great pitch; expect some mentorships to flop.
16:30 – 17:49
20 · #18 Demand
Build what the market demands, not what's personally interesting; a copywriting course she didn't want to film sold the best.
17:49 – 19:55
21 · #19 Service
Selling is serving; not pitching enough is reframed as withholding help from people who need it.
19:55 – 21:16
22 · #20 Priority
The business should serve your life and schedule, not the reverse; she now works two days a week.
21:16 – 21:55
23 · #21 Simplicity
'Simple scales, fancy fails' — complicated AI/automation builds are contrasted against simple, repeatable systems like landing pages.
21:55 – 24:45
24 · #22 Ripples
Early, tiny wins (a $63 flyer job in year one) are framed by their downstream ripple effect, not their size.
24:45 – 26:27
25 · #23 Pride
Take deep pride in how the money was made, citing strong integrity and a 60% repeat-order rate against a 15-20% industry average.
26:27 – 27:48
26 · #24 Limits
A bonus lesson added after filming: don't cap your own growth with limiting beliefs about how good it can get, then closes with the sales-course CTA.
Lines worth screenshotting.
- A $5-a-day 'elevator ad' that gets reinvested into itself can produce a new customer within 24 to 48 hours of launch.
- A 4-to-1 return on ad spend means every dollar spent on customer acquisition returns four dollars back.
- An $85 average order size, scaled to roughly 300 orders a day, is what actually adds up to eight figures a year.
- A 60% repeat-order rate beats the 15-20% industry average because low prices and consistent delivery keep customers coming back.
- Giving free help away in Facebook comments converted at only about 2%, and that was still enough to build a business.
- A single $10,000 mentorship that taught nothing except which checkout software to use ended up powering $23 million in sales.
- Selling one $27 product to a million dollars in revenue before launching a second product beats running five products at once below that threshold.
- Pitching five times more than feels comfortable is framed as the fix for a stalled sales number, not a bigger offer or a new funnel.
- A business that waits to run ads until it 'has the money' delays the exact momentum that ads are meant to create.
- The founder is usually the biggest constraint on a business's growth, and revenue earned without the founder's involvement is treated as proof that constraint is loosening.
- Repeating the same core marketing message for seven straight years is presented as the actual mechanism behind 'overnight' success.
- Dropping unsupportive friends during a slow period created the space that later, more successful relationships filled.
- Simple, repeatable offers like landing pages scale; complicated AI-and-automation-heavy builds tend not to.
Volume pricing and relentless consistency beat perfection.
VOLUME OVER VALUE
Eight-figure digital product sales came from pricing low enough to sell in volume, pitching far more than felt comfortable, and showing up with the same message for thirteen straight years.
03#1 Price
- Lower your price to sell in volume instead of charging what you think the offer is worth; a price nobody questions outsells a price that's technically fair.
- Around 300 orders a day at an $85 average order is what actually produces eight-figure revenue, not a handful of high-ticket sales.
04#2 Give
- Give away answers and help for free in places like Facebook groups before you ever ask for a sale; a 2% conversion rate from genuine giving is still enough to build a business.
05#3 Traffic
- Solve the traffic problem before anything else, because no amount of pricing, offer, or pitch work matters if no one sees it.
06#4 Ads
- Start running ads the moment you make your first sale instead of waiting until the business 'can afford it' — delaying ads delays the momentum they create.
07#5 Pitch
- Pitch at least five times more often than feels comfortable; treating the ask as selfish is a limiting belief, not a fact about selling.
08#6 Scale
- Scale one product to a million dollars in revenue before launching a second one — running several products at once under that threshold slows growth instead of speeding it up.
09#7 Invest
- Prioritize investing in your own learning early; it's framed as one of the main reasons the business reached eight figures at all.
10#8 Filter
- Treat advice, even from well-meaning mentors, as optional — one mentor warned against low-ticket products, and ignoring that advice led to an eight-figure business built on $27 offers.
- Learn to tell apart advice that fits your business from advice that doesn't, and discard the second kind without guilt.
11#9 Consistency
- Consistency is framed as the one factor that makes every other lesson on this list work; without it, pricing, ads, and pitching don't compound.
- Staying consistent through a divorce, single parenting, and near-quitting moments for thirteen years is presented as the actual mechanism behind the results, not a single tactic.
12#10 Belief
- Believe in what you're selling with full conviction before expecting a customer to believe in it — that conviction is described as contagious.
13#11 Repeat
- Repeat the same core message for years, not weeks; the same offer and positioning used since 2020 is credited as the thing that finally built traction.
14#12 Dump
- Audit your friend group — a more successful circle only showed up after deliberately stepping back from an old one built on gossip and drama.
15#13 Market
- Know your target market's exact language and problems well enough that your offer sounds like it was built specifically for them.
16#14 Problems
- Fall in love with solving problems inside the business instead of pivoting to a new strategy every time something breaks.
- A string of solved problems, not a single breakthrough, is credited for the jump from roughly a million dollars a month toward multi-million-dollar months.
17#15 Comfort
- Growth is tied directly to discomfort — a year of speaking publicly, hiring a team, and building a studio is described as uncomfortable the entire way through, with the growth showing up because of it, not despite it.
18#16 Ego
- Making decisions to feel needed or to be the business's hero caps growth; stepping back let other team members bring in revenue the founder had nothing to do with.
- Over a three-week stretch, team members generated $300,000 in revenue the founder wasn't personally involved in — offered as proof that getting out of the way scales a business.
19#17 Mentorship
- Invest in a mentor who is actually living the life and business you want, not one who just gives a good sales pitch.
- Expect some mentorships to flop entirely — one $10,000 mentorship taught nothing of direct value except which checkout software to use, and that software alone went on to process $23 million in sales.
20#18 Demand
- Build what the market demands, not what's personally interesting to make; a copywriting course the creator didn't want to film sold well specifically because the audience asked for it.
21#19 Service
- Reframe selling as service: not pitching enough is framed as withholding help from people who need it, not as being pushy.
- A heart-centered sales course built around this exact reframe is credited with teaching the sales skills behind most of the results described.
22#20 Priority
- Build the business to serve your life and schedule, not the other way around — working two days a week at roughly 20-30% profit margins is offered as proof that's possible at scale.
23#21 Simplicity
- Favor simple, repeatable systems like landing pages over complicated AI-and-automation builds; the claim is that simple scales and fancy fails.
24#22 Ripples
- Measure early wins by their ripple effect, not their raw size — a $63 flyer job in year one is framed as having mattered more than the dollar amount suggests, because of who it indirectly reached.
25#23 Pride
- Take deliberate pride in the way revenue was earned, not just the revenue itself, citing zero use of false urgency or sketchy tactics as part of what makes the number worth being proud of.
- A 60% repeat-order rate, against a 15-20% industry average, is offered as the evidence behind the pride, not just a feeling.
26#24 Limits
- Don't cap your own growth with a number that felt ambitious years ago; a goal that once seemed impossible is now a fraction of monthly revenue.
- Give yourself permission to imagine bigger outcomes than feel realistic right now — limiting self-belief, not the market, is framed as the actual ceiling for years.
Things they pointed at.
15:46toolSamCart
Lines you could clip.
00:04
“I just hit $23 million in my business!”
03:47
“A closed mouth is not fed.”
19:23
“You are being selfish by not pitching.”
21:40
“Simple scales, fancy fails.”
25:11
“I'm proud of the way we make money.”
Word for word.
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metaphoranalogy
I just hit $23 million in my business! Woo!
Having done that, I wanted to share the 23 lessons that I've learned. I've been in business since 2013, so that's about 13 years, and I've learned some things along the way that I'm very excited to show you. But before I do, for those of you that are kind of snoopy and kind of nosy and you want to know everybody's business stats, I thought I would share some business stats that I think are going to be really interesting for you guys.
So, first one, the average amount I make in an order, $85. So do the math on that. That's a lot of freaking orders that have to add up to get $23 million.
Other two things that I think are really interesting for you to know is a lifetime value of a customer is $165 currently. And the cost to acquire that customer is $34. So I have a really nice four to one ratio.
I make four times the amount of money I pay to get a customer. In other words, if I put a dollar in, I get $4 out, which is really nice. It's not bad.
It's how we're scaling. So with that being said, let's get into all the 23 lessons I've learned making $23 million. First lesson is price.
You probably need to lower your prices. You're probably charging too much. When you price for volume, you make a lot of money.
That's what we did. That's what Sam Walton from Walmart does. highly recommend one of the things i notice is that a lot of business owners worry they're not charging enough they'll say oh but this program is worth so much more it doesn't matter what it's worth if no one's willing to buy it you need a price for the marketplace and so i would so much rather sell a bunch of orders every single day which is what i do i do around 300 orders a day and price for volume then worry about each individual person paying me what i'm worth i make a ton of money by charging a price that everyone's excited about, everyone wants to buy, and I just go for volume.
Second lesson is to give. You need to stop worrying about what you can take from your industry and start worrying about what you can give to your industry. This is something that I always did a very good job of, even from the very beginning when I had nothing to give.
I was over $100 ,000 in debt. I was broke. I had nothing.
I had all the reason in the world to try to take from my industry, but I didn't. I gave. I would leave.
Endless comments in Facebook groups, helping people with the questions they had that I knew how to answer. They were like graphic design questions, logo design questions. I gave and I gave and I gave and I gave and I gave.
And about 2 % of the people that I gave to came back and hired me to design their logos and hired me to design their website. But I always focused on giving. And to this day, I give about 0 .1 % probably of all the millions of people who follow me end up buying.
So most people who... get helped by my content who watch myself and implement and make money never pay me but i'm totally fine with that because my radar is set to give not take third lesson i wish everyone knew is traffic traffic is the most important problem to solve in your business if you haven't solved your traffic problem none of this other stuff matters you've got to get eyeballs on your offer solve your traffic problems the most important thing to solve fourth lesson is ads kind of along those lines Don't wait as long as I did to run ads.
Start running ads the minute you make your first sale. That's what I teach. I think everyone waits way too long to run ads.
We teach people to run what we call elevator ads. So you spend about $5 a day. That $5 gets you a sale.
Then you take the money from that sale, turn it back in and make another sale. And so students will get sales and new customers within 24 to 48 hours, which is such nice momentum and helps solve your traffic issue. Start running ads.
All of you need to go run ads. Lesson number five is to pitch. You probably need to be pitching at least five times more than you currently are.
When I was just beginning, I had all these limiting beliefs around what pitching meant. I thought it was very selfish and wrong to pitch. I really struggled.
I felt like, oh, I'm doing something wrong by pitching. But my mentor taught me that, and we're going to talk about this later, but selling is a form of service. And we're going to talk about that.
But what she told me that I want to tell you is that . If you don't open your mouth and ask for the sale, you will not get the sale. Pitch five times more than you're currently pitching.
Lesson number six is to scale. Sell one product, scale that up to a million dollars in revenue, and then launch as many products as possible. Don't be selling multiple products at one time.
If you're making less than a million dollars a year, it will take forever to hit a million dollars. Scale one product. Lesson number seven is to invest.
I cannot recommend this enough. I... heavily prioritize investing in myself and learning, and it's one of the main reasons I've made the money that I've made so far.
Lesson number eight is to filter. It's hard to do this, but some of the advice that people gives you, even if it's well -meaning, is terrible advice. For example, some of my mentors told me, don't ever try to make a lot of money with low ticket.
You can't make a ton of money. with a low ticket business selling $27 products. I filtered out that advice.
I didn't listen to them. And now I run an eight figure business selling $27 products. I make a ton of money.
And I didn't listen to that advice. And so It's really hard because at some point you have to invest in mentors.
You have to learn from people. But at the same time, you need to learn to distinguish what parts of their advice are actually applicable and feel good to you and the kind of business you want to run and what you need to lovingly, kindly discard because it's not a good fit for you. So for me, most of the time I learned from others, it was really helpful.
It saved me a ton of time. But every so often I had to filter things and trust my own gut instinct on the kind of business and the kind of life I wanted, which is how I have an eight -figure business. working two days a week number nine is so important I have little stars and exclamation points by it because I want you to understand how important this is for the success of your business honestly I think all these are important but this one in particular if you don't have it none of this matters it's consistency Here's the thing.
It's very easy to get excited for a moment about pricing or excited for a moment about ads or excited for a moment about investing or giving or pitching or any one of these. But if you keep starting and stopping in your business, you are going to really struggle to get the results you want. I see a lot of people fall off the bandwagon and I have been so close to quitting myself.
There've been a few times in my business where I almost quit. I would march into my sister's room and be super dramatic and say, I'm quitting. That's it.
But I allowed those in my life to support and encourage me and get me back on that bandwagon. So I didn't quit.
I was consistent. I've been very consistent since 2013 when I started day in and day out. I've shown up.
I've given. I've pitched. I've done all of this.
with an incredible amount of consistency for 13 years even when i didn't want to even when i didn't feel like it even when i was going through a divorce even when i was raising my kid i was just consistent because i understood that if i wanted the financial abundance that i wanted i had to be consistent and i see so many of you sabotage yourself so horribly Because you can't be consistent with it and you've got to work on this.
You've got to master consistency because I'm about ready to go into another, what is it, 14 other lessons. But if we don't have this consistency, nothing else is going to work. Number 10 is belief.
Here's the thing. You have to believe in what you're selling with every fiber of your being. You have to have that conviction.
I know that my courses, my products literally change people's lives. I have people that are DMing me saying, hey, I bought a new house because of what you taught me. And I get stuff like that every single day.
That creates an insanely high level of belief in my product. I know what I'm selling changes lives and that energy is contagious. You can feel that.
You have to believe that about your products because if you don't believe it, How in the world can you expect your potential customers to? Number 11, repeat.
I once read that the job of a CEO is to say the same thing over and over and over again and to land the message. That's their job, to repeat the message over and over and over again. I would say the same thing is true for your content and pretty much everything that you're doing.
It's just putting the reps in and repeating the same thing over and over again. You will get bored of it well before your potential customers do. If you're bored of it, that's a sign you've been somewhat consistent, which is good.
It takes so long to get any sort of traction in any sort of message in any sort of industry. So keep repeating what you're doing. Keep repeating what you're saying.
That's actually how you build quite a bit of momentum. I've been saying the same thing. Like I went and found a website of mine from like 2020.
And I was talking about getting clients online. I was talking about making money online and using social media to get clients. That's me saying the same thing for like seven years.
If not, yeah, seven years. That's crazy. I've been repeating the same message over and over again, but that's how I built traction.
That's how you know who I am. No one becomes an overnight success at all. It takes a long time to get to the point where it feels like you're an overnight success.
Okay, number 12 is to dump. I'll explain what I mean by that. If you think you need better friends, you probably do.
If your friends aren't supporting you, aren't uplifting you, are gossiping about people, are talking about all the tea, Those aren't good friends that are going to help you get to where you want. This is so important.
It is so true who we surround ourselves with. I have some really, really nice, very successful friends now. But for a period of a few years, I had dumped all my old friends.
And it was in this period where I really didn't have that many friends. But it created space to have some incredibly successful ones now. And so I just had a conversation the other day with an old friend of mine.
The first thing that she did, I love her, but the first thing that she did was want to talk about tea, about a mutual friend and talk about the drama and, you know, I'm polite or whatever. But after that conversation, I walked away thinking, this is why I don't hang out with my old friends anymore. This is why I took such a huge step back.
It's because I don't want to give a precious second of my brain power to drama and tea and low vibe stuff. I don't want that. I want to be training my mind to think about good things and talk about good things and, and not just like.
business, although that's good. Let's have friends where all we do is talk about business. That's amazing.
But also like your friend should not be gossiping about people all the time. Your friend should be inspiring you to be a better person, to be a higher version of yourself. And so most of you have even relationships too.
Like we can also talk, this applies to romantic relationships, but most of us have friends that are subconsciously acting as anchors to what we really want in life. And I would really encourage you to evaluate that and have the courage to take a step away from the friends that aren't bringing us up. Number 13 is market.
The more you get to know your target market, what their problems are, what they're struggling with, the language that they use to describe themselves and the things they want, the better you're going to sell, the more money you're going to make. I know my people so well. I launch courses, I launch products, and they say, this is exactly what I've been needing.
I can't believe it. How are you in my head? I hear that all the time.
It's because I understand my market. The more you understand your target market, the more money you're going to make. Number 14, a fabulous one.
it's problems you have got to learn to fall in love with solving problems i had a whole keynote on the art of perseverance and taking the bull by the horn and accepting that there's going to be problems in your business but not being afraid about it not being worried about it just literally committing to solving the problem It is so beautiful to see a problem in your business.
It could be not getting enough traffic to your checkout pages. It could be a salesperson isn't closing. It could be you've chosen the wrong product and you need to redo it.
Whatever it is, and rather than pivoting into an entirely new strategy, falling off the bandwagon, giving up on yourself, saying, nope, I'm going to take this bull by the horns and I'm going to figure out how to solve this problem and I'm not going to quit until I've fixed it. is the most satisfying thing when you finally solve it.
It is incredible. And so I have gotten addicted to solving problems in my business. And it's partially why I make the money that I'm doing.
Like I said, we're about over a million dollars a month now, right? About a million dollars a month. It's because I've learned how to solve problems.
And I see very clearly that we're not that far out from $2 million a month, from $5 million a month. We're actually on a huge growth trajectory right now because I've really solved some big problems in the business. And I just took the bull by the horns and I solved it.
And it is beautiful. I highly encourage you to stop running from your problems, start actually solving them. Number 15 is comfort.
there are some things that i did this year speaking all over the literal world bringing on a bunch of new team members coming into an actual office and building an actual studio these things were hugely outside of my comfort zone this year but i realized in the previous few years I had really been safe in my comfort zone.
I had been stuck in my comfort zone. And I know that growth does not happen if we're comfortable. And I would say the exact same thing to you.
If you're comfortable, if you're not really pushing yourself, you're not growing. This year, I was so uncomfortable way more days this year than I was comfortable. I was uncomfortable pretty much the entire year.
And I just did not like it at all. I literally hated it for the record. look at the growth that we're experiencing it's incredible and so it's basic it's cliche but it's so true if you're comfortable you're not growing get outside your comfort zone number 16 is ego let's talk about ego your ego wants to be the savior of your business you want to feel needed you want to swoop in and save the day whether it's with a client problem or team member problem.
And subconsciously, you don't even know you're doing this. This is subconscious. You need to feel needed in your business.
But if you make decisions from a place of ego and a place of centering yourself and using your business to fill your therapy needs, you're not going to grow the way you need to. A good business owner gets himself out of the way, works on the self -sabotage, works on the ego centering stuff so that the business can actually grow.
Most times, even in big companies, the founder is the I would say that's true even for my business. I am the biggest constraint of the business.
And so the more I can learn to get out of the way and put my ego aside, the more money we make. And the better I get at this, the more I see other team members bringing in revenue. Last month, not even the last month, the last three weeks, we've had other team members bring in $300 ,000 in cash that I had nothing to do with.
That was non -Maria revenue, over $300 ,000 in like a three -week period. of non -maria revenue that's a great example of me getting out of the way putting my ego to the back burner and allowing other team members to step up and bring in revenue that has nothing to do with me we want more of that number 17 is mentorship i can't wait to talk about this okay here's the deal with mentorship you need to invest in mentorship you need a mentor you need someone that's going to teach you what to do help you save steps help you build the kind of business that you want to build two things to keep in mind though one invest in a mentor that's actually living a life that you want if you don't want to hustle and grind and work 16 hours a day don't work with a mentor that does that they're going to model that for you they're going to teach that to you so pay attention and invest in a mentorship not the one that gives you a good sales pitch but one that's actually living the life and owning the business you actually want that's the first thing the second thing
accept and make peace with the fact that you will invest in a few duds and you're not going to get your money back on some things. There's been a couple of mentorships that I've invested in over the 13 years of doing this that have not panned out, that have flopped. But I still learned something from those failed mentorships, even if it was just, I will never treat a customer that way.
In another example, I invested $10 ,000 when I didn't have a penny. I was so broke. But I invested $10 ,000, took out a working PayPal capital loan to do it, so I went into debt for it, spent $10 ,000, learned nothing except one thing, which was the software SamCart, which is what I used to process all my orders, which has made me $23 million.
I made $23 million through the SamCart portal alone. That was a bad mentorship. I learned nothing except one thing.
And that one thing is what got me to 23 million, the software that helped me get to $23 million. And so, yeah, you're going to have duds. Yeah, you're going to have investments that go badly.
because overall mentorship will save you so much time, so much effort. I can't recommend it enough. You've got to invest in yourself.
Number 18 is demand. Let's talk about it. You have to give the marketplace what they want, not what you want to give them.
You have to sell the product that actually solves the problem, not something that you're interested in talking about. So your market will have demands and it might be different than what you want. For example, I knew my market because I know my market.
I knew my market wanted a copywriting course. I'm very good at persuasive copy. I know how to turn words into money.
I'm good at that. But did I want to sit down and film a massive course on it? It's tedious to teach copywriting.
I did not want to do it at all. I didn't. But the marketplace needed it.
The marketplace demanded it. And it sold like hotcakes when it launched. And it still sells every day to this day.
So I made something that wasn't necessarily interesting to me, but it's what the marketplace wanted. And that's my job to my business. Like I said over here with your ego, the job of a business is not to fulfill our therapy needs.
It's not to give us personal fulfillment per se. It's nice. when that happens but the job of a business owner is to serve the business and to give the business what it needs which really ultimately is serving the customer and giving the customer what they need and so follow the marketplace demands not your own personal interests and wants number 19 is service you have to understand that selling is serving and that you are being selfish by not pitching enough we talked about this a little bit in one of the earlier numbers when you don't sell.
When you don't let people know what it is you have, you are actually doing them a disservice. And I had to work through this, but I realized this was back when I was doing like logos and graphic design for ladies who run their own businesses. And I was like, okay, if I don't show up and let people know that I create websites that help people get clients, there's all these amazing founders who are going to have a harder job getting themselves out there, getting customers.
And I am literally making their life harder by not quickly easily, effortlessly on their end, popping up on their radar. By not being top of mind for them, I am not serving them.
And then you have the whole ripple effect, which I'm going to get into. But when we don't show up and when we don't sell, we are being selfish because we are not allowing, we're allowing our fears, our limiting beliefs to keep us from helping. If you believe, that what you do actually makes a difference, that what you do actually solves a problem, if you believe in what it is you're selling, you should also believe then, if you really believe that you're helping people, that you are not helping people by not giving them a chance to be helped.
And so I had to work through a lot of limiting beliefs. Oh, I forgot to write this down.
Service. I got on my soapbox and I forgot to write it down. I believe this.
I believe that you are being selfish by not pitching. And I was so excited to talk to you at this point that I got right into it. Selling a service, learn to sell.
I made a whole sales course on this, specifically talking about heart -centered sales. The name of the course is called Good People, Good Money, colon, Mastering Heart -Centered Sales. And it's because I believe that if we don't sell, we're being selfish.
And I want to help more people lose these limiting beliefs so they can not just help good people. because that's good, but they're good people who make good money. Selling is service and you are being selfish by not pitching.
Number 20 is priority. The business should serve your life and your lifestyle, not the other way around. This is one of the big things that I have for me as a business owner.
I have a ton of time abundance, right? I work on Tuesdays and I work on Fridays. And I have a ton of financial abundance.
I'm making about a million dollars a month. I'm taking home about 20 to 30 % profit margins right now because we're scaling so heavily. But back in my heyday, I was making around $600 ,000 a month, taking home $300 ,000 a month, 50 % profit margins.
And we'll get back to there eventually, I bet. Or at least close, whatever. It's nice money.
It's nice financial abundance. So it's time abundance and it's money abundance. because I understand that the business serves me, it serves my life, my life does not serve the business.
And so what that looks like is little things that I do where I'll say things like, if it's not easy, I'm not doing it. If it doesn't feel good, I'm not doing it. And it's not like I'm lazy, but it's more like my, the way I feel about something is an indication of the kind of business I want that supports my life.
And so I've always really questioned every requirement. I've questioned a lot of advice because I know that I don't want to build a business the way most people build businesses because most people are burnt out and are working 12 hours a day and are on Zoom calls all the time.
I don't want a business like that. I want a business that makes money around the clock while I'm at the beach with my daughter. That's what I want.
And so I built a business that serves me and my life, not the other way around. And if you're just getting started or you're just scaling, maybe you're like below a million dollars, it's a really good time to remember that. Build the business that you want, not the business everybody else has.
Number 21 is simplicity. You may have heard this saying. Simple scales, fancy fails.
I see so many people who are so excited about AI and automations and all this tech stuff, and they're building these really complicated businesses that are not going to scale. Do you know what actually scales? A simple way to take money over and over and over again.
It's why I like landing pages. I did a whole video on why I like landing pages and why they're such a scalable model. Simple scales, fancy fails.
Number 22, ripples. I want you to think about this. As you...
grow, as you put yourself out on a limb, I want you to think about the ripple effect you're going to have. And I'll use myself as an example. In 2013, when I started my business, I made $63 in my first year.
I got literally one customer and I designed a flyer. It was for a corporate massage place and they paid me $63, well $70, but then I had to give $7 to fees. So I got $63 to design a flyer for a corporate massage place.
So they would come into offices kind of like this and just give people massages. I didn't have that big of a ripple effect that first year. I didn't really.
But think about even that tiny little ripple effect. Say that I made that flyer and helped that company get clients. They got more jobs because they had a flyer and they put 3 ,000 of them in a bunch of offices.
That flyer helped that immediate customer get more customers. That's my first ripple effect. And then think about the next ripple effect.
That corporate massage people came in and gave massages to very stressed out people who felt better. They had better morale at the company.
Maybe they stayed longer. So those team members that stayed longer because of that perk helped all those companies be better. And then think about it from an individual person.
This is where I like to like really think about it. Imagine that person's, they're getting the massage. They're like, dang, I really need to take better care of my body.
I need to be healthier. And so they start a new fitness regimen again. It's an imagination where you don't have the evidence of any of this, but it's not unrealistic.
None of this is unrealistic. And so I think it's so important because what would most people think? Most people think, oh my gosh, I only made $63 after trying to get clients for an entire year.
I made $63 in a whole year. But I never did that. I always focused on the ripple effect.
When I left a bunch of comments or I went and made a video and maybe it got like 40 views. Because I was not living in the golden era of social media that we're in now, where I needed followers in order to get views. And I didn't have very many followers.
But I never thought, dang, only 40 people saw my video. I was like, oh my gosh, 40 people? I hope it helps people.
I hope someone in that actually made a difference for one of those 40 people. I've always concentrated on the ripple effect. And I've always felt really great about my work.
And now... I go, I mean, the ripple effect that I see now in my life is crazy. I'll go to these events.
There's a line out the door of people wanting to meet me. People wanting to take photos with me. The ripple effect that I have now is huge and I'm so grateful for it.
And I actually know we're just getting started. It's about to be even bigger. But I've been this way and I've paid attention to the ripple effect since day one.
Finally, number 23, the 23rd lesson I've learned making $23 million, most of which I might add have been made in the last like two years. Took me a hot second to figure this all out. But.
Lesson 23 is pride. I think that in order for you to be really successful and push past all of the things you have to go through, all the ups and the downs and the not quitting, you have to take deep pride in your work. I'm proud of every product we put out.
I'm proud of every team member who works here. I'm proud of every piece of content. I have a deep sense of pride in what we are creating.
And I go to bed at night feeling very good about what we've done. to make every one of those $23 million. We are a company that helps good people make good money and then do good things with it.
And I'm immensely proud of that. I'm honored to serve you, my customers. I'm honored to serve you, my community.
It is a pleasure, it is a privilege to get to do what I do and I have never lost sight of that is with great pride. that I tell you that everything we've done to make money has been from a place of strong integrity. We've never done anything weird or sketchy or false urgency.
We've never had to cut corners. We've always just done the right thing and taken great care of our customer. And I love that we're making good money.
I love the way we make money. I'm proud of the way we make money. And I love that I stand as someone that can say, hey, you can make really good money not working that much, right?
Not having that much time at the job. and do it in a way that you feel really good about where you can sleep at night. And so have we gotten it right 100 % of the time?
Absolutely not. Have we made mistakes? 100%.
But am I proud of what we've done? Do I believe we're a company that takes great care of the customers? Yes.
And the data backs me up. We have a repeat order rate of 60%. in an industry where the average repeat order rate is like 15 to 20%.
So we're way better than most of our peers because we take good care of our customers and they come back again and again and again. Okay, you guys, so we filmed this video about two weeks ago. Since then, we did another million dollars.
So we're now at $24 million. So now I gotta come up with a 24th tip, which I honestly think is to let yourself, don't put limits on how good it can get. I never knew it could get this good.
I never knew it could be this easy when I was just getting started. I imagined how lovely it would be to make $100 ,000 in a single year. I imagined how sexy it would be to get my first iMac.
And so I put limits on myself and I did not give myself permission to dream as big as I could have because I said that will never happen for me. And so 24th tip after $24 million is don't put limits on how much you can grow. Really, truly give yourself permission to dream big because you just genuinely don't know how good it gets.
Carry on, you're doing great. Now, throughout this entire video, I referenced the sales course that I made. It's called Good People, Good Money, Mastering Heart -Centered Sales.
So much of what I've done here is possible because I've learned how to sell. in a way that feels good and so i highly recommend you take a look at that sales course it's going to teach you everything that i've done i've done sales over sales calls i've done sales over webinars i've done sales over the dms i've done sales over landing pages i highly recommend you take a look at that course that's where i'll see you next
The Hook
The bait, then the rug-pull.
She opens by shouting the number itself, then immediately backs it with real business stats: an $85 average order, a $165 customer lifetime value, and a 4-to-1 return on ad spend, before working through the 24 lessons chalked up on a whiteboard behind her.
Named ideas worth stealing.
03:24concept
Elevator Ads
Spend about $5 a day on an ad, let the first sale it produces fund the next day's $5 spend, and keep looping the reinvestment so new customers land within 24-48 hours of starting.
Steal fora cheap, self-funding ad-testing loop for any low-ticket digital offer
How they asked for the click.
VERBAL ASK
27:10product
“I highly recommend you take a look at that sales course”
Soft close in the final 40 seconds: she references the sales course she's already named mid-video (Good People, Good Money), lists the channels it covers (calls, webinars, DMs, landing pages), and signs off without urgency or a discount push.
MENTIONED ON CAMERA
Visual structure at a glance.
