From $3.5k Funnels to $50k+ Offers

You're listening to The Vault Unlocked, where the real secrets of success are revealed. Every episode, one founder, one confession, one strategy that created income scale and unstoppable growth. The code is cracked, the vault is open. Today I'm excited. We have Anne Cardin from Million Dollar Leap. Million Dollar Leap, I want to know what the leap is and how are we doing today? Our more, let's just say our more. Our more, our ease, our more. I love it. Kavon, thanks so much. It's great to be here with you. Yeah, it's fantastic. I know we're talking a little bit before and I'm just, I'm really excited to kind of dig in and understand more of what you're doing. So for the audience, people listening right now, just so we can get on this end page, tell us a little bit who is Anne. What does Anne do? How does she get to this point? Yeah, so Anne is, this is my sixth and seventh business. I've sold five previous businesses that I built. So today, I mainly help professional entrepreneurs, service, service space businesses that really want to play in the premium market. They want to build their business with a handful of clients, make that Million Dollar Leap with a handful of clients that might be five, that might be two, that might be ten, that might be twenty. But it's a very different model from what a lot of people are out there teaching and I help be doing that with them. I also have to help them look like the expert and they deserve the premium fees that they're wanting. So everything from offer creation, business model to scaling that and messaging, marketing, positioning, sales, all of it. I love it. You said Million Dollar a week, not Million Dollar a month. You said get people doing a Million Dollar a week with a handful of clients in the service space business. This is why I'm excited. This is my world. This is all we, you know, this is what I've been doing for them at last ten years. So I'm excited just to really deep dive into all of this. How would you stumble upon this? Like tell us, let's take a little step. You said you sold businesses. How do we get to this point? Let's just learn a little bit more about your background in history. Yes. Second business, it started as a fitness business. It grew into a large health club. And back then, well, first of all, if I go back to my corporate career, I was always in a luxury market. I was in business management for high-end retailers. And I would have the fur department and the cosmetic department in really high-end department stores and multi-million dollar departments. And I guess subconsciously I kind of gravitated to that whole luxury thing. But when I got into my second business with fitness, and when we started building on that, I quickly realized I wasn't making the money I wanted with just like Tarjean, like Jim Fees. At that time, I was very small. I was just teaching fitness classes in a community hall. It was, you know, my next thing. And I realized, wow, I'm not going to make a lot of money like this. But I was also helping people with nutrition. So now, I want to just say this was twenty-five years ago, right? So nutrition, fitness, and all that was not on every corner, it wasn't like it is today. And I came up with an idea for an offer that would put both of those things together. And it would be like a thirty-day called a body blast. It was a thirty-day program. And it became a million dollar offer for me, way back when. And as my clubs grew, I always played in the premium market. So everything that I did was on the high end. We were the highest club. I had the doctors and the lawyers and the business people. Yes. And we even had back then, almost a twelve thousand dollar offer, a Jim offer, which was literally unheard of. You say back then, are we talking like pre-funnels back then? Oh my gosh, twenty-five years ago. Yeah, twenty years ago. So, yeah, me and I wasn't even a thing. No. We're talking to an OG here. Oh, yes. We're talking about someone doing offers. Like this was pre-hate for coffee. This is before internet almost. I had to run ads the old fashioned way, yes. Yeah, okay. And ads and newspaper and all. Yeah, I'm definitely one of the original. Totally, yeah, yeah, yeah, yeah. So, but we had an offer that was almost twelve thousand dollars and we sold it. And it included nutrition and fitness and some training and all of that. But that was just not even a thing back then. It was almost. And so the people that bought into that were the wealthier people. And so I learned that model. And I first, so I built two health clubs, two weight loss centers, sold all of those. I had a business before that that actually did go global. It was a doll craft business that went global before the internet. And that happened because I was kind of running a manufacturing company out of my home. And I that went global because I was advertising in international magazines. And so I was shipping all over the world. And so that was that whole thing. So five businesses in, my last two businesses, I worked with a business coach. And it was so impactful. I thought, oh my gosh, I could do this with other people. Like I could take all my years of experience and knowledge and everything. And I was really deep into marketing and learning marketing. And I had been doing sales since I was a kid. So I thought I could teach other people. But when I came into the coaching space, I didn't really know anybody at that time. Again, this was almost fifteen years ago. I didn't know anyone that could really teach me how to sort of build out the coaching business. So I just did what I knew to do. And I went to business owners and said, hey, let me coach you. Let me see if I can do this. And I got them incredible results, except guess who wasn't making any money. Well, I know exactly who was not making money. Yep. No, they were making a lot of money. Just in case they didn't pick it up, right? And wasn't I was not a key a building everyone else's brand, watching everyone else get rich and you were getting nothing from it. I was getting nothing. And so it was, I was very frustrated. So I bought into a coaching organization thinking, okay, I need all the bells and whistles. And I need, I need the thing, right? They have the thing. And only to find out it was bringing me the wrong clients. It was bringing me low value clients. It was bringing me people that didn't, I wanted their success more than they did. So that did work so well. Yeah. And I literally almost left that business. I thought this is, and also I was working locally with people and I thought this is not what I wanted. I'm not loving this. I'm not fulfilled. The people I'm working with, I can't even use my expertise because they're not ready for it. Yeah. And so all of that happened. And as a result, what? I could we call it energy drainers. Yes. Yes. And so I thought this isn't what I wanted. And I took a step back and I said, what is wrong here? What I know how to build businesses. What is going on? What am I not doing that I know to do that I've been successful at in everything I've ever done. And it came back to premium. You're not selling premium. You're selling yourself for nothing. You're giving away your time and your expertise, your years of experience for nothing. Yeah. I do want to ask question because premium is all in the mind of the closer as I say. Premium is all in the mind of the subject. So when you say premium, I know what premium is to me in my industry. I know what your premium I'm assuming is much different than mine. So when we say premium, and we say services, let's just say, what are we, and we're talking about million dollar weeks here, right? Like what are the costs or the, we're talking about ranges of some of the services that you help your clients get to? Well, first of all, I want to ask you what is premium in your world? Oh, I love it. You're doing salesperson, flipping around. Well, I, it might just from the market that I live in, we say premium starts at 10, 10K and above. So we're talking about 10 to 50 K offers. Anything over like 100 K offers, we just, we just call them, I just call them six, you know, six figure offers, which are obviously premium. It was, it's interesting because I wanted to get here and we kind of got here is, I was hoping to get there differently is why I love premium. And I'm sure you've learned this. And with my background and sales and what we teach is it is easier. Yes. So, yes. Yes. Of $50,000, $100,000 offer, then it is to sell a $2,000 offer. Most people don't get that. They don't get it. And the problem is, a $2,000 offer is easier to sell than a $200 offer because a $200 buyer has $200 problems. A $100,000 buyer has a $100,000 problem. And you know what they don't have is a $100,000 problem. They got $1,000 problems. So that's why I love premium. When I was taught premium at myself when I was younger, like, stay premium and I've always been like that. I've never ran sales teams selling $50 widgets. It's just, it's not worth it. But I love to hear your premium because I know we're talking north of six figures. I'm assuming. Yeah. So, typically when I think of premium, the rock bottom side for most of my clients is going to be 25 or 30K. Yeah. 50K is going to be a pretty rinse and repeat offer for them. This figure is going to be rinse and repeat, but even helping them get into multiple six figures. So, you know, a client of mine closed of $413,000 client. And she said, I never really thought about making a million dollars with this side of my business because I can tell you what we did with her. But she said, but now I realize that's like two clients. So that's what we're talking about. Yeah. And again, what is, look, we're talking about quality of life. So, not, not to make this about me, but I think it's really important. I had this problem, my own agency. So I had an agent and I shut it down because I was burnt and burned enough. I had an agency where I was bringing on more clients. And the more clients I had to bring on, I had to bring on more headaches for employees, more health, more people. And the revenue, and this is a main industry, real industry, we talked bottom line, but mine all says, you know, revenue. So my revenue was skyrocketing. My profits, profits were like plummeting. I mean, it was like, there's months right. We do a million dollar a month and I wouldn't even see a dollar. Right? And I said, this is crazy. Fast forward, we do two million dollar a month. Yeah. I have four clients. Yes. It's very different. Yes. And so I love, this is why I love premium pricing. I love all of this. I want to hear what you did with this period. There's so much I want to unpack here. So, but I want to get back to your, so you were, you were seeing, you were being a business coach and you were seeing what it was to charge low dollar. Yeah. And then you asked the big question, what, what do I know? What am I doing that I shouldn't be doing? Right. And what am I not doing that I should be doing? And what it was from what I'm gathering was, I'm not dealing with the a players and I'm not charging a player pricing. Right. I actually hired an online business coach. I kind of came online at that time. Yeah. And I hired an online business coach and she said, if you don't have a $50,000 offer, you can't sell it. And that was the first time I had been exposed to that. I thought, what would I sell for $50,000 like I didn't get it? Again, this was 15 years ago. And I had no idea I would be, that would be a really rinse and repeat offer for a lot of my clients. And so that opened my mind. And I'm always someone that says, when I see somebody say something like that or I'll hear somebody say, I've had a million dollar hour. I'm like, I want to know how you had a million dollar hour, right? Yeah. So I'm always like, okay, how can I do that? Not, can I do that? A lot of people are like, how? You know, they're like, can I do that? Can I do that? Or I can't do that? They're not. Even if they say, can I do that? They never will because they don't have the identity to assume that they're even capable and worthy of such a thing. Right. And we can go deep down. I'm sure you know that. So when I really kind of, you know, like opened my mind and I thought, okay, I'm not, I'm not going premium. I'm not working with the best clients here. I'm not even getting to utilize my skills. That's where my expert in you brand came from. I'm like, so I was in a coaching organization and a lot of the business coaches were struggling. They were using their cookie cutter system. I was trying to use it. It wasn't working for me. That's when I took a step back and I thought, okay, and are you really working around your expertise? Are you trying to use their stuff, their system, which isn't really your wheelhouse, to be honest? It's not like there wasn't value in it, but it wasn't my expertise. It wasn't. It wasn't. So I said, no, you need to build around what you really know. And when I did that and I really got into a market, it kind of funny though, I got into a market that I didn't have any experience in. But somebody just gave me a shot. It was a contractor. It was a roofing company. He was running a multi-million dollar roofing company. When we had a conversation, he goes, I believe you can help me. I started working with him and then he just started referring business to me and I ended up in the contractor trades industry for a very long time coaching and my business just blew up. But I also was getting now paid those high dollars that I, you know, another thing, you know, like get into a market where there's money, right? Yes. But I, but it was so minimal still compared to the leaps that I was helping them make in their business and not just in the money, Kavan, also changing their life, like them getting their lives back, getting hours back. I remember he was working a hundred, over a hundred hours a week. He was exhausted. He had no time. When we got everything in place and at that time, it wasn't really around offers and everything. I was helping him in his business. Yeah. He's the systems and things in place. He got his life back. He started to take admission trips. He goes golfing and then he got, he actually got an offer to buy out his business for three, almost three times the valuation. So it was, it was crazy. So it's still funny. It's, I've seen this so many times. You hold on, you burn out, yeah. And then either comes a moment where the business owner of any business just takes the step back for a sec breeze. Yes. And then he just asks those better questions like, how can I do this in less time with more impact, weight and or hire the expert and then let all the, you know, it works out. Yeah. And I wasn't real good at pitching myself. He didn't really know what I could do with him, but I knew that I could help him and I just, he knew me enough to know that I wouldn't, you know, just take his money, right? That I would really help him. So how do we, okay. So now, like, just so I have a better understanding, who's your ideal client right now? Like, who do you work with? I service based businesses online offline, what type of service? Mostly online, but a lot of consultants that might be doing a lot of things offline, but I want to help them bring it online as much as they can and leverage their time. So teaching them systems that can now and also a lot of them are doing all the offline work. Maybe they're going into companies or they are, you know, going into the businesses very much like I was, but they haven't done anything just like they're not in a place to scale. Because they, they're trading time for money and they don't have offers in place that can help them scale and then learning how to do that online or making like bigger leverage plays. So though the people I work with now are experts. They just need a different, they need to level up their game. They should be getting paid more. They should be seen as better, all the things. What type of expert are we talking like? I think I have an idea. These are business coaches, these are leadership coaches, these are just consultants going into corporations and helping to make, you know, whatever the job is. I work with a lot of marketing consultants, honestly, and sales consultants, people that yeah, people that need. It's interesting how the marketing consultant needs the marketing consultant. And it's interesting because I see it all the time and it's, and I would say this, it's harder to market and sell your own product than it is other people because you get to attach just so many multiple facets there. But also I bring things to the table that they maybe don't know or don't do. So they might have one thing that they might have something that they're selling in their agency. I think about one of my clients, this is, this was years ago, but he had, he had a media company and he was killing himself networking. He was in my local market, and that's how I met him, but he was killing himself out there networking, trying to, and he was peace-mealing his business. Like he didn't have real structured offers and he was literally just, he was, he was recognized health, his marriage, all these things. I helped him package. Now, getting this was years ago, he was probably one of my first clients that I helped package a 30K offer and then we niched him and I showed him how to sell that. Whoops, I think we froze. I'm going to hold off. I lost you there for a minute. We lost each other there. Yeah, okay. Second, give me one second. Okay. I'm going to pause one second. So we were talking about the, your client, he was in the media company, he was working out, he was working, but he was working his tail. Like, I love what you said, you know, probably going to lose his marriage, the kids were on the line, everything's on the line just trying to eat. He was healthy, everything was tough. He was healthy, his future probably, all of it just in the gutter and you came in and did your magic. Well, I helped him put together a real, a 30K offer. Now this was probably 13 years ago. So at that time, that was fairly high and it was kind of a branding offer. We niched him and his business exploded. I mean, 500% he was making so much money, but more than that, he also got his life back. He got his health back. He got over 20 hours a week back into his life and then it kept getting better as he was growing. So that was, so a lot of times they don't know the business side of it. A lot of marketers are great marketers, but they don't know the business side of it. I come with all of it. I come with the business, the marketing and the sales plays with, so I like to say I'm an A-Disease, so I'm not really a lunch or pony because I've done it all for 40 something years. No, I love it. So I want to get into it because I know we talked a little bit before. I'm like, it's all great. I want to know how, like what is it you do? What, like number one, helping people create what I'm going to say on average is a $50,000 offer, right? So is there a specific offer you know that works or is it more understanding the nuance of the client you're working with and then putting in your systems and all of that? I want to go deep here and you know, like prove to the people listening, like how you do this, like what is it you're doing? And I will add this so that I can let you riff is it's one thing to have the offer. How do you not convince but get the your client to believe that they're worthy of that offer? So when they're pitching and selling it, they have more conviction and the clarity. So people actually buy and believe it. Yeah, that's such a great question. First of all, most of the people when they come to me because of the marketing I have out there, they already have probably seen me or heard me and they already know in their gut, like they love what they're hearing. So I'll give you, let's talk about the client that sold the $413,000 deal. Love it. Okay. She was an agency owner, did social media. She already had a client. This is what's so crazy about this. And this is what I help people do. It's like, let's tap your warm market the low hanging fruit, right? So I was on her podcast and she heard me talking about this and she, we get off and she said, we had a talk. She said, I know because one of the things I talk about is so often cave on that people are giving away their highest value. Here's an example. You are trying to land a client on the back end and you're giving away the strategy on the front end. The strategy is your biggest value. Why would you give that away? That is a 50K, 100K offer just by itself. So I was talking about this and the other thing is I see people being the extra pair of hands. They are consultants, for example. They're trading their time for dollars and they're letting companies treat them like an employee. And they have a business, but they're treated like an employee in their own company and their own business. So I talk about are you an extra pair of hands? Is that how you're treated or are you a strategic partner? Are you a strategic advisor? Do people bring you in for your brain, for your knowledge, for your experience because you've got wisdom and strategy and things that they don't know? You're looking at it with a different lens, right? But so many people don't even think like that. And so I'm talking about this and so she said, I want, she said, I see problems. And the businesses that we're doing social media for, she said they have problems with their marketing team, with their sales team. She said, and she was really brilliant at stuff. And when she started sharing with me all the things she said, I want to be, I love what you said about being a trusted partner, like not doing all the stuff. So she said, I want to create an offer. So we came up with a $52,000 offer for her. She went back to that she, she wanted to actually go back and present to a client that was paying her monthly for her services. Can we talk about a little bit like what was in that all? Like what would be in a $50,000 offer? Just some of the deliverables. All it was was her strategy. Like it was just her brain. That was it. But the way we laid out the offer, it was so clear. They're like, we, this is what they said, we didn't even know you could do this. We didn't even know. Yeah, we're in. Boom. Wow. Wow. Wow. Wow. Wow. in there and the first 30 days she starts she starts really showing them and she starts working with their teams. That was the other thing she was going to work with their teams and kind of you know show them what was what needed to change. Well once she did that they were so blown away by her expertise. Now I can only do this with experts and people that know what they're doing but they were so blown away they said we want you to take over everything. She took over their whole excuse me sorry about that I had a frog in my throat. She took over their whole marketing thing it turned out to be a $413,000 offer. They were already paying her a few thousand dollars a month. Now it turned into over $413,000. That's what we're talking about. Yeah so she for the year. So she said I had no idea you know that I could build a million dollar business doing what I was doing. The thing is she didn't have to give up what she was doing them back in. She already had the team in place. She already had the agency. She had everything but it opened the door to something transformational. That was really such a change for her agency as well. So that's those are the kinds of things that I like to help people. It could be an IT consultant that's going in and showing people they need all these IT services and management provider services but they're giving away the assessment and all of that on the front. So it can be different for different businesses. Yeah. And what I look at is what is your opportunity to have that I call it a gateway an expert gateway offer. What is your opportunity to have that gateway expert offer and then I show them how they can close bigger deals on the back end with that or along with that. So hey even if you don't want to buy into our big thing we can at least do this and if you don't want to continue working with us no worries. Well what happens they always want to continue with them. Yeah. So you do like you get the do audits like many audits. Some do. Yeah. So depending again you know I think about one of my clients was it wanted to be in the manufacturing space and he had he was brilliant manufacturing and had such a huge background in that internationally. And so we put together one of these kind of offers for him to go in and do an initial assessment. I don't even remember what the positioning was anymore but how he could basically make a more profitable and more efficient and through efficiency. So he could go and assess but then hey you want help putting all this in place and that's that's really kind of the play. So there's there's three ways either something they're not charging for that they could be. It is something that they are I just lost my train of thoughts. Something they're not charging for something that could be a brand new offer for them. Yeah. A new opportunity that they have a new opportunity or an advisory like a strategic advisory offer where they're going in and they're basically looking with an extra set of eyes to design a roadmap for them or a blueprint or showing them where the gaps are and all that kind of thing. So those are kind of the three ways I help people implement this. What would what would be your core genius so now I know we could say hey premium offers but within that what would you say your core geniuses? I have this way of being able to see the value that people can bring to the market. Just in a conversation with them I'm like oh my gosh that's how I a lot of times get these people they'll hear me talking and I'll say you know what you know I'll just talk to them like what what's your expertise and this and they'll start talking and I'm like you are whoa you are leaving so much money on the table like it's just it's so obvious to me but I think it just comes from so many years yeah experience and doing but you know the interesting thing cave on I've done this with plumbing companies I've done this with auto repair shops I've either bundled them or I've always found ways for them to get bigger place for them to get bigger financial leaps with less. I see the core genius being your ability to see the millions of dollars consultants are little even on the table and the ability to create offers because you've used a word offer lot and be able to create offers to go after those millions of dollars that don't even see. Yeah I saw that as you were speaking that's why I asked I said I think I figured out like everyone has a core genius and you can see the the the the opportunity that lies there. Now the other side of that is I'm very creative in how I help them put those offers together I call a million dollar offers. Because I'm very so that when they actually present it to the client it's like such a no-brainer for the client that they almost would feel stupid saying no. Yeah yeah doing you know offers that they feel stupid for saying no Alex Ramose says that. So the other side too we you talked about okay you can create this million dollar offer you know fifty thousand dollar offer but you said you also help them live up to that offer show that they're worthy of that offer. So I'm going to assume that we were talking more branding a little bit positioning market positioning and brand is that correct? Yes so often again when they come to me they kind of know that they feel like they should be doing more they should be playing in the more premium like they love what they're hearing. So that those are that's the first thing I look at I I don't know about convincing people it's like you have to kind of know in your gut oh I deserve to make more just like I did back back when I'm like this isn't working for me right so they know that when they come to me they just don't know how to put the pieces together but when I when we create the offer and we kind of come up with the price and that might be six figures that might be a couple hundred thousand right out of the gate. There always is this wow this sounds amazing but can I so I have a few different ways that I'll work with clients on that one way is I literally will walk them through why they can. So I'll give you an example I kind of use this on another podcast today but not to repeat myself but it's just one person I'm thinking of. He had a PhD he was amazing in leadership in the leadership space but he had kind of a background with colleges and universities and all of that and he came to me he wanted something higher I don't remember what is his highest thing had been like 15,000 or something I said okay we put everything together I said let's make this like a 60k front end offer he said that sounds really amazing and I would love to do that but I just can I do that you know so I said okay let's just break this down so this is what I take my clients through how many years did it take you of schooling to get your PhD and where you are right now and he told me how much money did that cost you you know hundreds of thousands right how many years did you work in your industry learning what you've learned blah blah blah and he tells me all this and I said so tell me about a result that you've gotten from some of your past clients and he said well one guy you know he was only making a hundred thousand a year he was in a job and then I actually helped him triple his income by what I was helping him do and and I said okay and I said that's that's a pretty good play don't you think and I said so if we're targeting universities it specifically tech teams that's who we were targeting because we do that too like yes the target we're targeting universities and tech teams I said do they have budgets for someone like you and he goes yeah I said so what would make you think you couldn't sell it a 60k dollar up front offer all the money all the years all all the results that you've already gotten for people and so when I take them through that process and I just I'm really just shining a light on their brilliance already yeah that's all I'm doing I'm like holding a mirror up to them well you just key word is a mere a lot my stuff is this deep reflection I call it the mere method which is the reflection of yourself and you can't outsell your identity you can out-earn your identity and you can out-consult your identity so it's interesting because there's a couple things that popped up for me I know people consultants that play that small game thinking they can't do it they lose deals because yeah because you repel the best people yes because there are like people want to see a 90,000 on 150,000 dollar and you go to them with a 20,000 thinking it's so out of their budget so you you really help navigate that journey I do and I really care about oh yeah I could even tell you another story too just going along with what you just said but as far as positioning themselves I put them in a category of one so when we create their offer there's nothing else like it out there it has a different message it has a different name we always name their offer it always has a proprietary name just like my expert in you my million dollar leap bodyglass you know built a million dollar brand around that so I always teach them to name that and this is a great play for people too that are listening name it where it like shows the result it there you can clearly see that there's something in it like expert in you even tells people it's about you and your expertise right million dollar leap that's pretty clear so when we create their offers it's always branded around the results that they are able to get their clients yeah what the clients would be wanting that's the other piece of it too but you were asking you were saying something about you know clients and they repel people so a quick story I was working with a client and she she had gone down the funnel route she had done the $3,500 ninety-eighth thing and she was working with clients that weren't a fit and she was frustrated and she got found me on LinkedIn and she reached out and she said she had been watched a lot of stuff and she said I want to work with you I know you can help me and so I start unpacking what her brilliant says and she was phenomenal in sales had done massive sales she knew how to she could pick apart webinars and teach people what they're doing wrong with their webinars and their sales teams I'm like that's your play so we put together we start to put together the offer this was our first call we had didn't even have the offer completely together but when I started saying that's your play and this is what you could be doing she goes oh my gosh I know who I could sell this to and she reaches out to somebody on LinkedIn that was in her network and she goes hey I'm going to start doing this you know yeah they were actually a client from a company she had worked with B4 and so they knew her and she said I'm going to start doing this you know as a consulting thing and they said let's get on a call she gets on a call with them she comes back and she says I get an email from her and she said okay this is what I'm going to help them do and I'm going to charge him $10,000 which was three times more than she had ever charged and I said no no no no no you're not going to charge him $10,000 that's a 50 that like I knew I couldn't get her to a 100 but I said that's a $50,000 deal to start start with them at 50 and she goes really like we're you know we're on this project I said yes no this is this is worth 50,000 if you fix one or two things in their webinar do you know the kind of money they're going to make yeah yeah yeah and so she goes okay so she puts together the proposal goes back they're like yeah well that turned into over six figures and like she that ended up being a bigger play for her too but that's exactly that was a perfect example and here's what she said and she says this in a video testimonial and if I would have charged them the 10 they wouldn't have taken me seriously and they would have run and I said that's exactly right so yeah and and if they're not willing to spend the 10 if they're not willing to spend the 20 they're not the right they're not the right fit yeah that's the hard no but but they're not the right fit yeah I've turned I just turned down a 20k offer the other day I turned people down they're willing to spend 20 grand with me and I like no like yeah I like no you were they were going to I could just tell because the way they're asking about the contract and I'm like yeah big red flag right yeah yeah yeah you know it's interesting when clients come to me they're they're not sitting there picking in part like okay how are we gonna do everything and what's the investment of that like and then then when I send them the agreement I'm like we're gonna get on this many calls but that I like I go over that after they say yes I they say yes before I ever say okay this is how we're gonna do it and personally work together yeah so what does it look like to work with you who do you gotta be what you know what kind of investment does someone need to be around to be able to even start having a conversation with you yeah so so I mean typically my lowest offer is gonna be around 25 and then it goes up from there and it's just depends on what they need and how long they gonna work with me and what we're trying to accomplish but 25's the low end with most of my clients and you know the thing is I I also help people make money typically pretty fast so even if I help them get 150 thousand like if they're paying me 50 thousand because they want to bring in six figure clients even if they get one client right they're gonna double their money so yeah I look at that and I look at there but I only take on people that I really feel they have something that I can work with and I really believe I can get them the results and I feel like they're in the right mindset for that is no ready to grow what was coming up for me I wanted to mention this is it sounded like the way you're speaking hey they will come to me when and it's like people you don't people don't find and and finds you when you're ready probably that's probably true that's where I was coming to me because I had a I had a a consultant once and I said how come I never heard this guy like this guy wow this guy's a weapon in that I remember the guy saying he's like you don't go finding Scott yeah yeah I mean I'm not there but yeah they and and I feel like that you know people know because you're saying they watch your video they come you they know they already know what they're gonna get into they already know what they what you're about they they don't need to prove they don't need to think about it they're out they're in or they're out and I'm gonna waste your time because you position yourself with premium it's all around positioning I'm not looking for this yeah it's about being bold I'm not afraid to I just shared my pricing right I'm not afraid because I don't want five K clients coming to me that isn't I don't even have anything for that now maybe at some point I'll create course or something I just haven't gone down that route it doesn't light me up I do what lights me up in my business this is my sixth and seventh business so if it doesn't light me up I'm not right yeah so what's the vision here where where to where does Ann go from here and what what like what are you like wanting to build what's the legacy play yeah so first of all I'm getting I'm old just for everyone who's listening and is not old she doesn't look a day past 35 just so okay so so a couple things first I really want to I'm really going all in on million dollar leap which is around helping people create a 50k plus rinse and repeat offer and then helping them put the systems in place to build that so a million dollar leap with a handful of clients when it it might be 50k but it might it's been 75 for some of my clients it might be six figures for another but I'm I'm saying 50k enough okay so that's my next big offer and the way I'm doing that I'm actually going to collapse time and do that with them in about 60 to 90 days so it's not even going to be a long play with them because the those are the kind of results I've been able to help people get pretty quickly so if they're already an expert they've already been doing things it's much it's much easier to get them fast to results and if they're starting from nothing yeah yeah they already have a little bubble momentum yeah so that's my big thing and then the other side is I'm building up my agency because at some point that will probably I'll probably want to sell that like I've sold my other businesses so yeah two things so the million dollar leap within 90 days you work with and well I'm not promising that I can't promise that right but I they get the systems they'll have what they need to go and and do you know they'll have the offers the revenue model the the marketing systems within 90 days you'll be positioned and set up to implement the million dollar plan which is 50k dollar rinse repeat offer and at that point you only need a handful of clients in a year to make your million dollars that's it and as a result you get your life back you get your time back you get your sanity back and you're not running around doing a million things and the one of the baguettes keys you said which I love is you're not ending up being an employee of the company right the strategic partner and they view you as the strategic partner as well they trust and like you and when you give them recommendations as they don't push back they say yes and implement so not only do you have less clients deal with you have better higher end clients who trust in everything you're saying implement which gets you more results which ends up being the five wheel that gets you more clients because you're helping them get better results in less time because I know is this and I learned this hard in my agency I used to say this then listen in order to be effective you gotta be selective aka client selection is everything yeah the wrong client can destroy your company can bring down the entire house yeah and you know the other thing too that we really didn't talk about but I do want to put this out there I also work with experts that want to get into consulting or coaching they're coming a lot of them are already I work a lot of my clients now they're already running businesses but now they want to step into coaching and consulting other people to teach the success that they've had very much like I did and so they are also these high-end clients because they don't have to start out at the bottom just because coaching or consulting is new for them they're still teaching people what they know and what they've learned and so I that's why I start them out premium so we start them out it really high-end offers as well so maybe or maybe they're coming from corporate from a C suite yeah we start them out at 200k plus offers yeah and you help them with the like if someone's coming you say they're the they're an expert in their field but they're now at the point where they're like I want to go on my own right there they they they want to be able to bring their expertise to other companies let's say so they don't have the website they don't have the podcast they don't they don't even have any marketing really but they have one thing that the company needs is their actual expertise how do you get them positioned in a way and do all of that in such a short period of time so that when they are reaching out to these companies and or doing the sales process they're being positioned as that expert and you know and if someone looks at them they can go find them and it's and it's all set up yeah we actually do a really kind of a crunch program with them so first thing I'll help so when we talk it when I help them launch like an expert part so I help them build an expert platform and we try to do that really quick so we'll do that linkedin is the is typically the place because that's typically where their clients are going to be we get them positioned right on linkedin even if they have to get a website built and I have a team that can build that you know for them and all of that but I get them into a strategy that will that will build their visibility build their credibility and their expertise at the same time it can be bringing them clients where it can be getting them into conversations with clients so it might be speaking it might be running a virtual event it might be launching a live show or a podcast and they're actually inviting their perfect clients to be a guest on their podcast and then I show them how to turn that into a call is that how you use your podcast yes and so I use it two ways I get great referral partners from it and I built incredible partnerships and I use it I use it also to interview people that could be clients but I also am very selective of the podcast I I guest on because the same thing I'm either looking for referral partners or looking for somebody that might want my services so yeah we're very strategic about it I love it so give me the pitch because this is the pitch me showing we're coming to the end and I love to hear your pitch because there's so much you do and I and I've been thinking like oh I can't wait to hear it if you're in the you know the typical for in the elevator and and someone goes and what is it you do what what are you typically say I help people who are really experts at what they do level up their business and get into the top one percent and play like work with premium really high end clients and build a million dollar or beyond business with just a handful of clients how do you think you did there well you could probably fix me a little bit but I think we can and we're going to fix you a little bit here okay so that's great but everyone talks like that and it's you know okay I help I help I help I'm big fan of did you know or as a result of and so I'm a big fan of what we call as a wow statement so what is a wow statement in your industry I'm sure you know some wow statements meaning did you know 92% of most coaches and consultants charge less than you know ten thousand dollars a year and something like that right so you get that whoa so did you know that most consultants burn out within the first three years of consultancy because they charge low dollars and deal with headache clients what I do or as a result of what we do is we show them how to charge premium pricing with premium offers so they get their time energy back and make more profits I love it are you quit we could say most of them you know six percent only six percent make more than six figures okay perfect yeah okay perfect that's even though did you know that only six percent do we even have an idea of how many like you know I don't even know how many like say like there's probably millions but like well I mean the coaching and consulting industry just hit over a trillion dollars and only yeah so here we go this is a wow statement did you know that the coaching and service industry just hit a trillion would you say trillion it over a trillion over a trillion dollars and only six percent of the population makes over six figures over a hundred thousand which is over a hundred you're right and over a hundred thousand dollars a year what I do is I show coaches and consultants how to charge premium pricing with premium offers so they can be in the other ninety seven you know yeah top six percent right and then the question goes well how do you do that and that's how you open up the conversation because when someone goes how do you do that you got them you go their trigger I love and where can people find you this is this is so far I almost feel like we need to do another one we didn't have enough time here but hi I mean I love it this is fun yeah and how do how can someone find if they were like I know this this is what I needed to hear and is going to solve my problem yeah you can go to my website at anl cardin.com and you can book a call there or you can check you can get my books my books to ran Amazon and yeah all my stuff's there so you can add my podcast everything's there so just hit up my website also I love to connect with people on LinkedIn and on social so reach out to me I'm very friendly and I will talk to you I love it well and I want to say again thanks so much for being a guest here with pitch me and that is another episode thank you my pleasure and that was another episode of the Vault Unlocked where proven builders real strategies and unstoppable growth happens subscribe now the next unlock could be your success the code is cracked the vault is open