Hands-Off CEO

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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive BriefingKolbe 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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive BriefingHiring for Attitude by Mark MurphyTopgrading 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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesJaco Grobbelaar on LinkedIn | TwitterJon Sooy on the Web | LinkedIn | Twitter BroadVision MarketingMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesKaren Hite on LinkedInMaster HackersMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesGray MacKenzie on LinkedIn | TwitterZenPilotMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive BriefingClickup

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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMomentum AccountingAshley Carroll on LinkedInNikole Mackenzie on LinkedInMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing7 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] ResourcesKristen Gallagher on LinkedIn | TwitterEdify Mandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMichael Zipursky on LinkedIn | TwitterConsulting Success - PodcastMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesZac Stucki on LinkedIn Mandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesZac Stucki on LinkedIn Mandi Ellefson on LinkedIn | Twitter | FacebookHands-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]ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesAmplinate.comJosh LaMar on LinkedIn | TwitterAbout MeMarcelo Chinellato on LinkedIn | TwitterEmail: [email protected] Mandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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]ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesJamie Birch on LinkedIn | TwitterJEBCommerce.com | JamieBirch.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesAaron Krall on LinkedInAaronKrall.ioMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesTim Francis on LinkedIn | TwitterMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesJason “Wally” Waldron on LinkedIn | TwitterMasterKeyProfits.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-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]ResourcesTom Shapiro on LinkedIn | TwitterStratabeatMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesJames Schramko on LinkedIn | Twitter | FacebookSuperfastBusinessMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Ron Friedman, the founder of ignite80, an organization dedicated to teaching leaders practical, evidence-based techniques for working smarter and elevating their team's performance through keynotes, workshops, and consulting. He is also CEO at Friedman Strategy Group, where he fuses psychological insight with cutting-edge research to deliver actionable marketing recommendations.You’ll hear Mandi and Ron Friedman talk about: “Throughout our lives, we’ve only been taught two major stories of how people achieve greatness,” Ron claims. “Greatness comes from talent, or greatness comes from hard work.” He talks about the less famous third path to greatness: reverse engineering. [3:16] Successful entrepreneurs aren’t harder workers, more creative, or more intelligent; what they excel at is pattern recognition. They observe the market, see what’s working, and identify where it’s going to go next. Mandi and Ron explore this. [5:10] Many of the stories we love are simply the same story with different characters. Similarly, people who have achieved greatness share commonalities that we can adapt to our own lives and use to our benefit if we take the time to observe them and find the patterns. Ron shares how. [13:07] “The key is to take a few samples to reverse engineer and templatize, and combine the different elements that you find powerful; now you’re not just copying someone else’s formula, you’re making your own creative approach,” Ron explains. [20:42] “Sell first, build later.” Ron shares the story of Zappos, founded by Nick Swinmurn, who took the ‘sell first, build later’ approach when he created the company. He started off just posting pictures of shoes from his local shoe store online, buying them when someone placed an order and reselling them to the customer. Zappos scaled significantly before being bought by Amazon for $1.2 billion. [26:40] ResourcesRon Friedman on LinkedIn | TwitterFriedmanStrategy.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Mark Arnold, President of On the Mark Strategies, a consulting firm specializing in branding and strategic planning. Mark has written several books, and is an acclaimed speaker who specializes in personal growth, leadership, marketing, and strategy. You’ll hear Mandi and Mark Arnold talk about: “When I started, I couldn’t see everything that others could see,” Mark admits. “When the vision expands, the business expands, and sometimes there are self limiting beliefs that hold you back. It really helps to gain that outsider perspective to see a vision you may not be able to.” [2:29] Mark shares how he continues to make profits with less public input. “While companies are still looking for you, they’re hiring results. They want the results you deliver, so if you can make it more about the process than the person, that’s what helps.” He talks about the importance of having the right team. [5:39] “Are you a Superman leader or are you a Yoda leader?” The ideal is to be a Yoda leader; you should be a guide, not a superhero, Mark says. He explains why. [11:07] Mandi and Mark discuss profit margins. “People don’t understand that they’re stuck in the business because they [don’t have] the profit margins to hire it out without losing more and more money,” Mandi claims. [18:38] “You should have a few different ways that you can exit as part of your exit strategy,” Mark advises. “I still want to be involved in the company as much as possible [when I exit]... I want to put my energy into everything but less on the delivery so the delivery can be done without me. That’s where you want to go.” [23:07] ResourcesMark Arnold on LinkedIn | TwitterMarkArnold.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

Mandi Ellefson’s guest this week is Nathan Kievman, a world-renowned demand generation expert and business growth strategist. He is the CEO of Linked Strategies, a consulting firm specializing in measurable client and talent acquisition campaigns. Nathan is an entrepreneur, executive engagement specialist, and a digital marketing strategist.You’ll hear Mandi and Nathan Kievman talk about: “I’ve always had a passion for interacting with the leaders of leaders,” Nathan says. He talks about how he started his company. [2:16] “Executives are decision makers. They’re comfortable with making fast decisions, or they wouldn’t be in their role.” Nathan shares how an understanding of philosophy and psychology helps you have better conversations with executives. [6:31] Mandi and Nathan discuss when the right time is to outsource your lead generation. “I don’t think it makes sense to have it in-house, ever…It’s way more expensive to build it internally. To build a really powerful lead generation engine for your company, you need a great copywriter, great data scientists, a great project manager, data entry people, etc.” [16:12] “You need a partner whose expertise you believe in,” Nathan remarks. “You believe in their content capability and their ability to test and pivot, because marketing is a game of testing and pivoting.” He shares insights on what to avoid when looking for lead gen experts for your company. [23:21] The difficult thing about marketing is that you’re planting and watering a seed that you’re unsure will spread out, Mandi claims. However, it will if you continue to nurture your message, look at the feedback, and keep on refining that with a solid strategy. [29:29] According to Nathan, being conscious is good for business. “When you're conscious and when you're clearly aligned to doing good, people want to do good with you,” he explains. “They want to feel that and be a part of that.” [33:15] ResourcesNathan Kievman on LinkedIn | TwitterMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

Mandi Ellefson is discussing mindset shifts with Laura Cook, who is Director and CEO at Teal Vision Ltd, an organization dedicated to unlocking profits, accelerating growth, and helping CEOs get their lives back. Laura is passionate about supporting 7 and 8 figure businesses to predictably grow with less stress, more money, and secure a bigger exit.You’ll hear Mandi and Laura Cook talk about: “My monthly rates have tripled since the beginning of the year, and my average length of contract has increased from around 3 months up to at least a year,” Laura shares. She talks about the big shifts that she’s been able to make with less resources than you would typically expect. [4:00] “Taking action has been the main differentiator of how far you can get and how much progress you’re going to make,” Laura claims. She shares insights about the few pieces that she needs to take action. [6:48] Laura explores her next steps as a leader. “It's about expanding the team and bringing on support to create more systems in the business and more structure around the offer I’m building, and how that’s going to be delivered to clients.” [15:20] “One of the first things we're able to do is identify about £65,000 worth of profit that we could instantly add to the business.” Mandi asks Laura to discuss the results that Teal Vision has achieved for clients over the years. [19:26] “There's something about getting someone out of a crisis.” Laura explains why, despite the fact that companies in crisis mode don’t typically have much money to pay her, she spends time doing it anyway. [23:34] ResourcesLaura Cook on LinkedInTeal-Vision.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

Mandi Ellefson discusses global shifts in marketing with John Jantsch, the founder and President of Duct Tape Marketing. John has been featured in multiple publications including The New York Times, The Huffington Post, Inc. Magazine, and USA Today. In addition to training and licensing independent consultants and agencies using the Duct Tape method, John is also the author of several books focused on marketing and professional development. You’ll hear Mandi and John Jantsch talk about: “Every author loves to hear [that their book] meant something to people and had an impact.” John shares insights about his most recent book, The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth. [2:27] “People don’t recognize that you should be selling all the way through your process.” You don’t just promote your product: you also promote your team. Mandi discusses why. [9:26] “Secret number one to raising your prices to where they should be is having confidence.” When that confidence is translated to your performance, it shows in your results, and attracts customers to you. [16:16] “What if we began to think of our customers more like members?” John talks about developing deeper, more personalized relationships with customers. [18:57] “I think there’s never been a better time for businesses to innovate and try new things,” John remarks. He and Mandi briefly explore the global shift in the approach to marketing caused by the remote world. [22:13] ResourcesJohn Jantsch on LinkedIn | TwitterDuctTapeMarketing.comMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

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] ResourcesMandi Ellefson on LinkedIn | Twitter | FacebookHands-Off CEO - Executive Briefing

ORIGINALLY PUBLISHED November 2018. How much could you grow if you could guarantee results for your clients? Because many custom service providers only market their clients’ successes and aren’t honest about the rest, there are a lot of burned clients. And ethical providers tend to be less forward because they’re nervous about over-promising and under-delivering. You can stand out in the crowd by embracing integrity. Then you don’t have to SAY you’re better; you ARE better.

Do you rely on persuasion to make sales? Yes, it works and that is why people continue to rely on it to grow their businesses. But what if you could move beyond these old school tips and tricks? And honestly discuss with your clients their challenges and help them see what is possible. On this week’s episode, I talk about the five steps that will help you to update the way you sell to clients. Use these steps to not only grow your business, but also retain clients for longer.

What got entrepreneurs to a certain point in their business may now work against them and it now holds them back from achieving more - Paradox Resistance.

Ramp up client acquisition in your consulting business without making it complex. You can grow your company without having to slow yourself down with all of the tactics that you see all over the web. Many online gurus promote complex funnels, but these funnels actually add a level of complexity. Instead, you can make sure that you are doing the steps of scaling your marketing and your sales at the time that's actually appropriate in your business.

Transitioning from working in the business to working on the business can be hard, but there are three simple steps you can follow to get unstuck. In today’s episode, we’re going to look at Tom. Tom was a marketing agency owner who had a relatively successful business, but became stagnated for years because it was just too stressful for him to keep scaling. He ended up scaling up and then scaling back so he could retain some sanity and hopefully retain some family balance.

A lot of agencies love having retainers - they are the Holy Grail. Having clients on long-term retainers, consistently paying you month-after-month gives you a strong, consistent cash flow so you can scale your business from that. It can be very challenging to get to the point where clients are going to commit at this level, and it can take months or even years of testing with small projects to be able to build that trust with them.

Buying patterns have been changing for hundreds of years, but what has changed recently is how quickly those buying patterns have changed. The trend happens any time there’s a recession or downturn in the market. Only the toughest and strongest businesses are going to rise to the top. But the $1,000,000 question is: How are you able to position your consulting agency so that you not only survive, but actually thrive?

Madeleine and I talk about how she's scaled her business, how she's been able to 10 X her income in and create that 10 X the amount of growth since the beginning of the year - during COVID - and how she's innovated her business model to really thrive during this market. You’ll also see what has been working for her to create such a fast, rapid growth in her business, and really being able to go from a capacity of 3 clients to now having a capacity of 20 clients (and increase her fees considerably).