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Right now my business is in a season of abundance, momentum, and a lot of things working really well.

In this episode, I bring it all into one place: What we’ve changed in the business that’s driving consistent sales, and what I’ve personally shifted to stay grounded and present while scaling.

Because growth is great… but only if you have the capacity to hold it.

Key Takeaways

• The offer shift that unlocked a new level of growth
• How we’re using one weekly webinar to create consistency
• What I changed about how we sell (and why it’s working)
• The CEO shifts I had to make to go to the next level
• How I’m thinking about time, planning, and staying out of reaction mode 

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READ THE EPISODE TRANSCRIPT

Emily Hirsh:

I had this epiphany of, you know what I teach, which is you have to become the CEO of the company you want in the future, meaning you have to operate like them, plan like them, show up, like them, take action, like them, and be that CEO before you can have it. And I swear to you, rushing around everywhere is keeping you in a state fight or flight. You have to own your day and not let your day own you.

Embodied CEOs don’t chase trends. They pave the way they lead from within. Move by purpose, unshaken by noise. When you are the source, you do not need permission.

Hello everybody. Welcome back to the podcast. I hope you guys are having an amazing week. I’m in a massive batch recording day last day in my studio. By the time this episode comes out, I’ll have been moved into my new studio, but I wanted to give myself enough space and time to kinda get it set up and get all moved in there.

And I’m gonna restart up some guest interviews. And just excited for the new space and the new location. My plan is to be able to host like in-person VIP days there as well. And then for our live event, when we have our live event a few times a year, it’ll be a spot where if there’s somebody at the event who can do a podcast, we’re gonna be right there downtown.

It’s so exciting. So in today’s episode, I thought I would talk about a few things that are basically. Bringing me great results right now, both personally, how I’m showing up as a CEO, and then also the business and what’s working in the business. So I’m in a season of a lot of abundance. I’m really grateful right now in the business with a lot of momentum and things that are working really well and just clicked into place, and I’m super excited about some of them I have talked about on the podcast, but I’m gonna bring it into one place because not only.

Am I in a season that is growth and exciting and momentum in the business, which feels great. Also, I myself am very grounded and very present and in a good place energetically with all the growth that’s happening. Sometimes when you experience a lot of growth in business, it can derail your presence and energy and nervous system a little bit because there’s so much happening and my days are definitely very full.

There’s a lot of things thrown my way right now. Just with growth comes that kind of experience in business. We have new processes and things that we’re creating and rolling out and refining. like this year has so far been a very great, very grounded year. So I figured I’d share some things that I’m personally doing and that we did in the business.

I’ll start with the business. Two things that just turned the corner for us and new level unlocked of like massive fast growth is number one. We shifted our offers. So I shared this on the podcast. I won’t go into it a ton. There’s been a few podcasts on it, but I stand behind implementation is what people are buying.

And I had this epiphany of just like I have the done for you team. Why don’t we stop selling programs or we’re teaching people how to do things and they still have work that they have to do with their marketing, whether it’s copy or building their funnels or the tech. And we can give all the templates and make it as easy as possible for them, but it’s still a barrier.

It’s still a burden that people have to carry. And everyone’s overwhelmed and everyone’s at max capacity. And so how can we make this as easy as possible for people? So we changed all our offers to implementation. At three different levels. So we can serve an entrepreneur at any level. They just have a specific spot that they go and it’s crushed both on sales because it’s a great offer and it is done for you.

Sold at the cost of a program, but also in delivery. It is a well-oiled, like we’re still continually refining it, but it is really cool to be able to put the team. All working towards this kind of output of quality done for you, work in an efficient way, but in an effective way. And then how we’re selling it is through weekly live webinar that I’m doing.

So every week I do the same webinar, but we run cold traffic to that webinar for the most part, cold traffic. And so we get consistent leads and it’s this combination of. Consistency with live, because live always converts better, especially for me, for really everyone. And it’s to the point where it’s like all I do is show up for the webinar.

It’s basically an automated funnel except for the delivery is live. But all of the email automations and everything that’s happening is all automated. The only thing we have to do every week is my team has a process of changing the date and time to the next week, but we’ve got it dialed down. I think I’ve done almost eight now.

So eight weeks of these, which is wild. I think you get really good at that presentation because you do it so many times and I don’t plan on stopping anytime soon. So that has created a lot of consistency and kind of balance because in my business, one thing that has been I guess a challenge that we’ve run into is I would do big live launches.

And so we get this huge surge of sales calls. Sales. And then when I wasn’t live launching, it would go really quiet and slow. And so it’d create this like massive surge and then it would die down. And the surge isn’t always good either because then it’s this like huge surge on delivery, whereas this is more consistent.

It’s a lower volume of people coming to the weekly live webinar, but it’s like this steady, consistent number of calls, number of sales. So it’s a lot easier on delivery as well. So that’s working really well and the webinar is converting insane. Like I’ve had a couple of webinars that converted 45%, 45% if of the people on the webinar to book a call.

So I was pumped and they’ve all been good. Those were my records. I had two weeks at that. But it’s, it, I, it’s such a fun, it’s fun. I love it. So that’s what’s working really well in the business is a combination of a really solid, consistent marketing strategy. We’re getting consistent daily leads in from this webinar, and then we’re getting weekly calls, weekly sales, at a very good cadence.

We are starting to scale the webinar at a very good cadence, very consistent cadence, closing the sales, and then pairing that with. Really good offers, which at this point the implementation offer at the price of a program is just crushing it because it’s taking the work off of the individual who isn’t really ready for done for you, but now they can get done for you at the price that they would be paying for a program.

So those are two things in the business that are crushing. And then I wanna talk about things. I’m doing that. Are working really well for me to stay grounded and have capacity for the growth. So the first I’ve talked about on the podcast, and I’m gonna bring it up a bit again in one place, which is after my live event in January, which was mid-January, I had this epiphany of, you know what I teach, which is you have to become the CEO of the company you want in the future, meaning you have to.

operate like them, plan like them, show up, like them, take action, like them, and be that CEO before you can have it. And after my live event, I had this epiphany of I wanna grow this live event and the next one I wanna sell 50 tickets. And I realized the way that you are operating, Emily, you are not going to sell 50 tickets.

You’re not gonna be able to have an event at that. Capacity that volume, because you’re not operating as the CEO and the facilitator who can hold that. Because I was doing everything and I I would brag about this because I can do this really well, is everything last minute. Like I would do everything right up until the wire, even a webinar, I’m doing the slides.

The day before and up until the webinar, something that, is a big deliverable the next day, it’s like that pressure for me. I knew I would always get it done, so why get it done early? And I think I’ve always been like that. The live event, it’s like there is an element of my live events that have to have flow.

I cannot rigidly plan my live event because. I just can’t like that. That’s part of the magic. But I could prepare more and I would wait up until the last minute to prepare for it, and it would be amazing. I’ve never delivered something, not amazing doing this, but I can only carry so much when I operate that way.

And so after my live event in January, I decided. Between that and then I also read the book, the Ruthless Elimination of Hurry and about relentlessly pursuing a life of. Slow pace and I just loved it so much because I was like, we so much live in this world of constantly hurrying, constantly busy.

Like I see it all the time, everybody you talk to is I’m so busy. I have so much going on. And honestly, I do have so much going on. Like my days are packed, but I. It’s almost like I took the dial at which I, my operator it in my, goes at, and I just turned it down a few notches.

And so I’m still doing a lot because that’s just how I’m wired. And I also have a lot going on and I have three kids. I have a business, I train 10 hours a week, but I just gave myself a little bit more space. So instead of trying to rush to the gym and barely have enough time to get my training in and be rushing out to get to pick up my kids on time, it’s why just give myself 20 more minutes instead of saying, okay, next week I’m hosting this challenge and I have to do three days of content. I’ll do it at the end of the week on Friday. I’m thinking about it a week and a half before I’m thinking about it two weeks before, and I’m planning it out.

Instead of saying I’m moving my podcast studio on a Friday I can record by that Monday and be able to have Tuesday’s episode, which is 100% what I would’ve done. Here we are recording two weeks out so that I give myself a full week buffer. And it’s weird. It’s like I, it’s not that I’m getting less done.

I am just giving myself that much more buffer. It’s just a little bit, and being a little bit more intentional with how I look ahead and how I get things done and just slowing down my pace instead of having to now rush in the car because I’m up into the wire. I’m trying to get to the next thing. I have space.

It’s like you, you’re, I’m early. I’ll get to picking my kids up from their CrossFit. I’m 10 minutes early. I get to an appointment. I’m five minutes early. Like I don’t know exactly what happened, but I just decided to make this change and since then I have not been late to a single thing and I just don’t rush anymore.

And does it mean there’s some days that I’m like, oh, I’m not gonna get to that. Yeah. There’s some days that I’m like, okay, I didn’t get to that. I gotta rework things and get to it tomorrow. But I also noticed this with my kids too. One of the reasons that I homeschool we homeschool our kids and they do this hybrid homeschool and farm school set up.

And so there’s two days a week that I drive them to this school. But I love it because we don’t have to be there at a certain time and we don’t have to be there early. It’s nine o’clock, and if we get there at nine 10, it’s fine. And one of the reasons I made this decision. When we made the decision to homeschool was, I hated the mornings.

I hated having to wake my kids up. I felt like they weren’t getting enough sleep. Wake them up and then rush out the door. Get the lunches. You know you’re fighting your kids up. Get out of bed. Come on, and everybody’s stressed. And then there’s fighting and you’re frustrated ’cause you’re like for the third time, put your shoes on, and so when we made the decision, this was honestly one of my biggest reasons was I, there was two big reasons. One, my kids were asking to homeschool. And I’m not saying homeschool for everyone is the right choice. I am saying I wish that mornings didn’t have to be like this for kids. I think it’s a lot of stress on their nervous system.

And ours, like I remember the mornings I dropped my kids off after there was a fight or whatever, and it was stressful. And I was like, that sucked that we started our day like that. So one of the reasons I chose to homeschool was that, and then the other was as they started activities, it would be like, rush out the door in the morning, get home, eat a snack, rush to activities, get home, dinner, bed.

And I was like, I’m never gonna see my kids. So anyways, that was the right choice for us, but it was because of that. And so the other day. My son had a friend coming to pick him up to take him to the Juujitsu, and he lost a little bit of track of time and so they got to the house and he wasn’t ready and he was stressed.

He was like trying to find his ghee and get his outfit together. And I was like, BA call. Calm down. It’s okay. They can, they’re fine. Waiting for two minutes. Take a breath, put your clothes on. You don’t have to be like, stressing and rushing yourself. I’ll get your water. Take a deep breath. There’s no emergency.

If you make someone, if you make them wait for a minute or two minutes, if they can’t wait, I’ll drive you. And I could just see him just like calm, just calm down instantly. And that feeling of rushing, like I used to live every single day like that, like just rushing from one thing to the next, barely able to grab a snack, barely able to eat.

And I would honestly be like proud of it. Look how much I got done in a day. But I feel like what that does to your system is it puts you in this like reactive, very stressful mode. So what I’ve noticed is by slowing down. I have so much more patience with my kids. I have so much more capacity when someone does have something they need.

And let’s say, and this happens with a team, like they’re stressed, they’re in a heightened emotional state, and they come to you, right? And sometimes if you’re not regulated, you mirror that and you’re like I better be stressed out now ’cause you’re panicking. So I’m gonna panic. And a good leader.

Is able to bring that down and is able to stay super grounded. But you can only do that if you’re regulated. And I swear to you, rushing around everywhere is keeping you in a state fight or flight. We all are living that way. And if you just could make this shift, like you’re gonna feel such a big difference.

I’ve seen these videos on Instagram. Of people saying, like reminding myself there’s not a tiger chasing me or whatever, and they’re like cleaning, like rapidly cleaning or like grabbing things around the house and then it’s oh, like I can just slow down and you don’t even take longer. It’s just like the pace at which you do it.

But I also within my business, have started to look ahead better. It. And I used to say that this was my superpower, that doing things last minute, doing a lot of things fast was my superpower. And it is like I still can do that. I’m very fast, I’m efficient, I’m very efficient, and I still am really efficient and I still do a lot in the day, but I just turned the dial down a little bit.

And gave myself a little extra padding. Now, does this mean that I’m like sitting there eating a one hour lunch really slowly? No, I still eat lunch at my desk. I still am doing something while I’m eating. I still sometimes eat lunch in the car That. Maybe I shouldn’t but that is how I am, is I personally don’t like to just go out and sit and eat when it’s like I only have so much time to work.

I think that’s what it is for me, is I really only work from nine 30 to 1 32 every day. So I need to get the most out of that time. And so I choose to eat while I’m working, but. I give myself padding to get from one place to the next, or record the podcast ahead of time or create the content ahead of time.

And so my epiphany was, you’re not gonna have the event at the size that you want until you become that CEO. So that’s another, that’s one big shift and thing that I’ve been doing. The other thing that I’ve been doing, and I do this, I’ve done this for a long time, but it’s working really well, paired with this, is I am constantly.

Looking at where my time allocation is going. And so at the end of every day, I plan, the next day I take, here’s the things that have to get done the next day. Either they didn’t get done today, or they’re on the list of priority for the week, and I plan the next day. And that helps me a lot come into my day with exactly what I need to focus on, because I think it’s constantly a game of.

How can you not be reactive, like as an entrepreneur, as a human, but as an entrepreneur, especially with a team, especially with the business as it grows, you have to own your day and not let your day own you. And so what are the things you need to do to keep yourself in a constant state of being intentional of not reacting to Slack?

Email team needs this. I get asked. So many questions in a day between team members, mastermind girls that I support, texts from friends, like I get asked. There’s a lot of communication thrown at me in a day. I’m very intentional. With when I respond to it and what I respond to, and I will mark things on red and wait for hours because I know right now my energy and time allocation is not going to that, and I have my list of what it is I need to do.

I know how much time I have to work that day. I know what my meetings look like, and I have my list of this is what has to get done, and I’m pairing that with how can I look ahead? And how can I plan better? So I’m doing something that’s, for next week at the beginning of this week, and then I’m looking at, okay, next week I have a bunch of live trainings.

I’m teaching, I’m hosting a challenge, and I’m teaching all these live trainings. So basically nothing but that’s gonna get done. I’m giving myself space. Even though those calls are only, one or two hours here in the day. I know that the rest of my time is just gonna be a little bit of responding to communication, keeping things moving.

I’m not gonna be able to work on a project or do something. So I guess I got more realistic as well with how long something takes me and what type of, energy it needs and capacity it’s gonna take. So that I could allocate that and not be rushing. And so for me, in a season of business growth, which is exciting, and it’s pushing like we need to hire, it’s pushing, support that we need places I have to step in the business, it’s been critical that I stay very grounded, that I stay very present, that I.

Stay regulated. So I have the capacity to hold the next level. And I think the combination of these two things is what is unlocking a massive next up level. Because if I was operating as I was before, I don’t think we could handle the growth. I don’t think that I would be able to make the decisions, be able to hold the company at that level and that growth.

And then the last thing that I think. Is something that I’ve focused on and been intentional with is I continually ask myself what would make me feel alive? Because I think it’s so easy as a human and somebody who is disciplined and is very routine based to get into a. Life where it’s every day is like the same, not necessarily doing the same things, but it’s get up work, train my kids.

And that is my life. So the moments that I can find something that make me feel alive, whether that’s like music in the car by myself, or taking my kids out on an adventure on the weekend, that is what life’s about to me. And so I never wanna get so monotonous in my routines that I forget that.

And that all of a sudden a month has gone by and I haven’t really lived, like I’ve shown up, I’ve gotten stuff done. I’ve, improved myself and implemented things, but I haven’t really lived. So for me, that’s partly my values, but this helps me feel like I am really living and like. Why I do what I do in my business is so that I can have more of those experiences.

That’s one of the whys. And so I, a lot of it happens in the small things and I will ask myself that question some mornings of what would make me feel alive today? Is it calling a friend? Is it calling my brother? Is it watching some funny videos? Is it dance party with my kids?

Is it doing something different with them tonight instead of our usual routine? Is it good for a walk around the neighborhood? What is something that could shake it up a little bit and make me feel more alive? And that’s bringing joy. Joy. And I think also that just adds something to time. It makes it almost like slows time down because you are experiencing a lot of things.

I think when you do the same thing every day, that’s when time goes so fast. ’cause you’re like in this robotic mode. I don’t. So those are things that are working right now for the business, for me, and the season of growth. And hopefully you can pull something out, pull some inspiration out, whether that’s for the business, for yourself as a CEO, or both.

I’m really pushing this, let’s stop hurrying everywhere. So let me know if that inspired you and you’re gonna try it out. It will change your life. It’s just like a, it’s an internal shift in an internal decision that doesn’t even impact productivity. It’s like how you’re choosing to show up and everything becomes clearer on what you can handle, what you can’t, what you’re gonna say yes to, what you’re gonna say no to based on that.

All right, everybody. I hope you enjoyed today’s episode. Thank you so much for tuning in, and I will talk to you next time.