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Episode 82

E82: Multiply Your Revenue without Exhaustion with Samantha Hartley

Dive into a conversation that reveals how shifting away from the hourly grind can pave the way to a thriving, scalable business with transformative impact. Samantha Hartley shares game-changing insights from her journey of empowering consultants towards financial stability and success.

Key Takeaways:

  • Embrace Complementary Skills: Learn why a successful business isn't just about individual expertise but also about creating synergistic partnerships that can drive growth and innovation.
  • Leverage Your IP: Understand the power of intellectual property conversions, from e-courses to signature systems that allow you to scale your business beyond billable hours.
  • Shifting Billing Paradigms: Transitioning from hourly billing to value-based engagements can catapult both client satisfaction and business profitability. The conversation underscored the need to align pricing with the impact and outcomes delivered, rather than the hours expended, to create a more stable and predictable financial model.

Don't miss out on this enlightening episode—perfect for consultants ready to revolutionize their business model and build a legacy.

đź“šGrab Samantha's definitive guide to winning six-figure clients at https://samanthahartley.com/6figureclients/

Resources Mentioned: 

Download the FREE Definitive Guide to Winning 6-Figure Clients : https://samanthahartley.com/6figureclients/

More About Our Guest:

Samantha Hartley works with women consultants stuck on the revenue roller coaster or drowning in client work. She helps them multiply revenues without exhaustion by working with perfect clients on transformational engagements so they can have profitable, joyful consultancies. 

Client results include transitioning from hourly rates to value-based pricing, turning a $22K training into a $200K engagement, adding $150,000-$750,000 in a year, crossing the million-dollar mark, and selling million-dollar engagements. Samantha is the host of the Profitable Joyful Consulting podcast and creator of the programs 6-Figure Engagements and The Path to $2 Million™. 

Her passion is to empower women and girls to leverage their unique gifts to create financial independence through businesses. Samantha’s last job was in international marketing for The Coca-Cola Company in Moscow, Russia, and its Atlanta headquarters. An avid feminist, hiker, and vegan, Samantha lives on Martha’s Vineyard with her husband and their fur kids.

Connect with Samantha:

Charity Mentioned: https://www.kiva.org/

Connect with Erin to learn how to use intellectual property to increase your income and impact. hourlytoexit.com/podcast.

Erin's LinkedIn Page: https://www.linkedin.com/in/erinaustin/

Think Beyond IP YouTube Page: https://www.youtube.com/channel/UCVztXnDYnZ83oIb-EGX9IGA/videos

Music credit: Yes She Can by Tiny Music

A Team Dklutr production

Transcript
Erin Austin:

Hello, ladies.

Erin Austin:

Welcome to this week's edition of the hourly to exit podcast.

Erin Austin:

I have a wonderful guest for you today, Samantha Hartley.

Erin Austin:

Welcome Samantha.

Erin Austin:

Thank you, Erin.

Erin Austin:

Well, thank you so much for joining us.

Erin Austin:

You know, we have a lot to talk about, but before we dive in,

Erin Austin:

would you introduce yourself

Samantha Hartley:

to the audience?

Samantha Hartley:

Yes.

Samantha Hartley:

I'm Samantha Hartley.

Samantha Hartley:

My business is, samanthahartley.

Samantha Hartley:

com and I'm also known as Enlightened Marketing.

Samantha Hartley:

And I have a podcast called Profitable Joyful Consulting.

Samantha Hartley:

So those are the brand family and I am a consultant to consultants.

Samantha Hartley:

So I work with, women management consultants who are working

Samantha Hartley:

with businesses anywhere from 2 million to multi billions.

Samantha Hartley:

And usually they are experiencing the revenue roller coaster.

Samantha Hartley:

And sometimes they're so slammed with work in the business that

Samantha Hartley:

it's impossible for them to grow.

Samantha Hartley:

So I help them to multiply their revenues without exhaustion, working with perfect

Samantha Hartley:

clients on transformational engagements.

Samantha Hartley:

Those are year long, multiple hundreds of thousands of dollars.

Samantha Hartley:

So when they do that, they start to experience more profit and

Samantha Hartley:

more joy in their businesses.

Samantha Hartley:

Sounds

Erin Austin:

perfect.

Erin Austin:

Sounds great.

Erin Austin:

So before we get started, I wanted to talk about, well, myself for a second.

Erin Austin:

So I'm about to be an empty nester.

Erin Austin:

Oh, I'm counting the days.

Erin Austin:

And so thinking about, you know, where next I know I'm not going to

Erin Austin:

stay where I am, which is in, kind of the excerpts of Washington, D.

Erin Austin:

C.

Erin Austin:

And so I'm asking people about, where they live and what they love about it

Erin Austin:

and might it be a place for an empty

Samantha Hartley:

nester.

Samantha Hartley:

Oh, it's well, Martha's Vineyard is where I live year round.

Samantha Hartley:

It is a fantastic place to live nine months of the year.

Samantha Hartley:

And so I highly urge you to go and visit it.

Samantha Hartley:

It's a great place to visit.

Samantha Hartley:

I would say get an for a month and just check it out.

Samantha Hartley:

In the summertime, it swells to 150 to 200, 000 a month.

Samantha Hartley:

people.

Samantha Hartley:

And in the wintertime, it shrinks to about 15, 000 to 20, 000.

Samantha Hartley:

So we have a huge bustling tourist economy, but it's a tiny island, a proper

Samantha Hartley:

island, no bridges, no anything like that.

Samantha Hartley:

You get there by a boat or by an airplane.

Samantha Hartley:

It's only 45 minutes off the coast of Cape Cod.

Samantha Hartley:

So you can see the shore from The island.

Samantha Hartley:

And, you may have a lot of people have not heard of Martha's Vineyard, but may

Samantha Hartley:

have heard of Nantucket or Cape Cod.

Samantha Hartley:

That's all the Cape and islands are all a thing.

Samantha Hartley:

and it's a wonderful place to live right now, though, it

Samantha Hartley:

has a very long yucky spring.

Samantha Hartley:

And so I'm actually in Arkansas where I grew up, Arkansas, I can

Samantha Hartley:

tell you, and especially the town I'm in right now, Conway, Conway,

Samantha Hartley:

Arkansas is a college town.

Samantha Hartley:

There's three colleges here, including the university of central Arkansas.

Samantha Hartley:

So there's tons of wonderful things going on, and it's, has four seasons, also one

Samantha Hartley:

of which is unbearable, so our friends that we live with right now come and visit

Samantha Hartley:

us during the summertime, and we come to them in the spring, so we're having 66

Samantha Hartley:

degrees while they're having a snowstorm that's closing down the vineyard.

Samantha Hartley:

Oh, that is great.

Samantha Hartley:

So I recommend two locations.

Samantha Hartley:

that's my empty nester suggestion is always have two locations where you

Samantha Hartley:

can experience the best of both worlds.

Erin Austin:

Well, I will say that one of my, I guess it's my bucket list is

Erin Austin:

to just always be in summer, just, you spend, summer, summer in the northern

Erin Austin:

hemisphere and winter, summer in the southern hemisphere and never I'm.

Erin Austin:

so over four seasons.

Erin Austin:

I don't ever need to have any season other than summer for the rest of my life.

Erin Austin:

And yeah, so I've been to Martha's Vineyard, but only in the summer

Erin Austin:

and only during the tourist season.

Erin Austin:

And I will only go when I can fly there directly from Nashville because I, so

Erin Austin:

I've never done the, ferry, although I think that would be an adventure.

Erin Austin:

So I should try that sometime.

Erin Austin:

So thank you for that.

Erin Austin:

I wondered what it's like.

Erin Austin:

They're, off season and I don't know why, but for some reason I thought because of

Erin Austin:

the, whatever the currents, whatever that you didn't get snowstorms, but you do.

Erin Austin:

Okay.

Samantha Hartley:

All right.

Samantha Hartley:

Oh, yes.

Samantha Hartley:

We don't get anything as bad as they get on the mainland.

Samantha Hartley:

So it's cooler in the summer than on the mainland.

Samantha Hartley:

And all the weather's always milder there.

Erin Austin:

All right.

Erin Austin:

Well, good to know.

Erin Austin:

I'm taking notes here.

Erin Austin:

Right.

Erin Austin:

So tell me about your typical client and, how do you help him or her and

Erin Austin:

how do they know that they need you?

Erin Austin:

what pain are they experiencing?

Erin Austin:

Like I need to go talk with Samantha.

Samantha Hartley:

She's a her usually and her business is somewhere in the

Samantha Hartley:

low six figures and she aspires to have a business in the low seven figures.

Samantha Hartley:

So usually one to 2 million is what they're looking for from their business.

Samantha Hartley:

And, what they're experiencing is revenue rollercoaster means they,

Samantha Hartley:

have wonderful high months, but they also have some terrifying low months.

Samantha Hartley:

And that kind of inconsistency of revenues is super stressful.

Samantha Hartley:

And they're not quite sure how to fix that problem.

Samantha Hartley:

They also might be experiencing that they don't have revenue roller coaster.

Samantha Hartley:

They just have all slammed all the time.

Samantha Hartley:

And the owner is, this is usually a business that's, 500 to 750, and

Samantha Hartley:

they can't imagine a way to grow.

Samantha Hartley:

I can't imagine it.

Samantha Hartley:

So those, particular consultants.

Samantha Hartley:

Need me sometimes they're agency owners, but most often management consultants and

Samantha Hartley:

they're working with sometimes businesses.

Samantha Hartley:

You've heard of like the, fortune 500, but a lot of times it's just kind of,

Samantha Hartley:

midsize manufacturers or other kind of like mom and pops who are near them.

Samantha Hartley:

And I think what happens for a lot of us, a lot of my clients

Samantha Hartley:

are like me, ex corporate.

Samantha Hartley:

So we came out of corporate and we have a set of skills that didn't necessarily

Samantha Hartley:

include figuring out how to run a specifically consulting business.

Samantha Hartley:

And so when they come to me, I'm like, well, there's just some stuff to know.

Samantha Hartley:

And it's this, this, and this.

Samantha Hartley:

And so really quickly, we can turn their business around.

Samantha Hartley:

So for example, one of my clients she's a fashion consultant.

Samantha Hartley:

She works with high fashion brands to help them.

Samantha Hartley:

do visual merchandising.

Samantha Hartley:

And when she came to me, her business was doing really well, it was very much

Samantha Hartley:

time based, so hourly business and went from month to month with those clients.

Samantha Hartley:

And she didn't necessarily, again, it's like smart people, but there are certain

Samantha Hartley:

things that just don't occur to them.

Samantha Hartley:

So she hadn't thought of like, Setting up contractual relationships

Samantha Hartley:

with them where she works long term and there are certain commitments

Samantha Hartley:

from her side and from their side.

Samantha Hartley:

And so we just put a lot more structure and formality around her

Samantha Hartley:

business, improved her selling ability, other, you basic skills like that.

Samantha Hartley:

She doesn't actually even need marketing.

Samantha Hartley:

She has so many clients coming to her, but being able to enroll clients at

Samantha Hartley:

higher value and for longer term, it just immediately took the bumps out

Samantha Hartley:

of her business and out her revenues.

Samantha Hartley:

And Just yesterday, we were talking about it and the kind of relief that

Samantha Hartley:

she's feeling the ability to go away from the business and come back and just

Samantha Hartley:

knowing that those revenues are stable.

Samantha Hartley:

She finds she feels more passionate for her work, excited about the business.

Samantha Hartley:

And so that's been, really gratifying to see that result.

Samantha Hartley:

And it's not an unusual result.

Samantha Hartley:

Like so often I'll be talking with a client who's been working

Samantha Hartley:

with me for a while, and they're, just have that peace that you have

Samantha Hartley:

when you have stable revenues.

Samantha Hartley:

Yeah,

Erin Austin:

absolutely.

Erin Austin:

Yeah.

Erin Austin:

I mean, that making that transition from hourly to something other than hourly is

Erin Austin:

a big stumbling block for lots of people.

Erin Austin:

And I was having a conversation with someone couple weeks ago

Erin Austin:

where they were coming directly.

Erin Austin:

They referred to me as a lawyer to help them protect their intellectual

Erin Austin:

property, but they were still billing.

Erin Austin:

Hourly.

Erin Austin:

And I'm like, well, first of all, everything was just kind of an extra

Erin Austin:

set of hands, they're technology based.

Erin Austin:

And so they could, program things, they can do implementation,

Erin Austin:

they can do strategy.

Erin Austin:

They did all the things, for, their clients, whatever the

Erin Austin:

clients asked, we can do that.

Erin Austin:

Like, and they were very proud of the fact that they can do

Erin Austin:

whatever it is that you need to do.

Erin Austin:

And I'm like, I don't think you're quite ready for me because you need

Erin Austin:

to figure out a way to kind of.

Erin Austin:

put your stake in the ground about doing something in particular what's

Erin Austin:

the point of making you more efficient with intellectual property when

Erin Austin:

you're building by the hour, like.

Erin Austin:

That just means yes, you're gonna bill less , you know?

Samantha Hartley:

Yeah,

Erin Austin:

yeah.

Erin Austin:

Exactly.

Erin Austin:

Yeah.

Erin Austin:

You know, so let's, get you to a business coach first to get you like,

Erin Austin:

figuring out your business model and then let's, talk about how we

Erin Austin:

make sure that we start building,

Samantha Hartley:

It's right.

Samantha Hartley:

But who taught business models when we all started?

Samantha Hartley:

Like, when you kind of put out your stake, you're like, usually,

Samantha Hartley:

especially in professions that are traditionally built by the hour, like

Samantha Hartley:

even the visual merchandising, most people, they think, well, how would

Samantha Hartley:

you bill if it wasn't that way?

Samantha Hartley:

So interestingly, I've worked with it consultants who came to

Samantha Hartley:

me with that situation and they were earning really well, but it

Samantha Hartley:

was like, they would have like a.

Samantha Hartley:

50, 000 a month and then like a 20, 000 a month.

Samantha Hartley:

So there's just these peaks and valleys in their billing.

Samantha Hartley:

But the problem was when they have team members who are billing by

Samantha Hartley:

the hour, they couldn't allocate those team members properly because

Samantha Hartley:

they didn't know the fluctuations.

Samantha Hartley:

Like how much are we going to build this month and how much

Samantha Hartley:

are we going to build that month?

Samantha Hartley:

And so what it required was saying to the client, between all

Samantha Hartley:

the, Partners and team members.

Samantha Hartley:

We're working for you 40 hours this month, and then 10 this

Samantha Hartley:

month, and then 30, and then 20.

Samantha Hartley:

Like, we can't schedule our people.

Samantha Hartley:

We can't figure things out.

Samantha Hartley:

So let's do this.

Samantha Hartley:

We're going to chart out the work.

Samantha Hartley:

We'll schedule the work, and you'll know when we're going to be there, and

Samantha Hartley:

we'll know what we're going to be doing.

Samantha Hartley:

And we're just going to be doing it, with this kind of a schedule.

Samantha Hartley:

So we give them like a project implementation plan

Samantha Hartley:

of how we're going to work.

Samantha Hartley:

And no matter how many hours that is, we'll levelize this

Samantha Hartley:

building so that it's a flat.

Samantha Hartley:

the number is, for example, 40 K each month that way, you'll

Samantha Hartley:

know, how much it's going to be.

Samantha Hartley:

You won't have lumpy expenses because even big companies don't want lumpy expenses,

Samantha Hartley:

and then we'll have the predictability of where our people will be and when.

Samantha Hartley:

And so when they did that, they just charted it out.

Samantha Hartley:

We think the project is going to take us this long.

Samantha Hartley:

It was 12 months.

Samantha Hartley:

We were going to do this.

Samantha Hartley:

Now you may see us more one month and less another month.

Samantha Hartley:

It'll all come out in the wash.

Samantha Hartley:

We're just going to deliver on these specific deliverables.

Samantha Hartley:

and so we put that plan together.

Samantha Hartley:

They went and sold it and it was immediately, that was a 40 K a month.

Samantha Hartley:

So it's a 480, 000 engagement that immediately after we set it up, like

Samantha Hartley:

within a week, they had sold that one in.

Samantha Hartley:

And then they did that with their subsequent clients.

Samantha Hartley:

And pushback is always, what if they're like, what, how much is by the hour?

Samantha Hartley:

And what I taught them to say was, that's not how we work.

Samantha Hartley:

That's not how we work.

Samantha Hartley:

We don't work by the hour.

Samantha Hartley:

we don't sell anything by the hour.

Samantha Hartley:

And that is not how we work.

Samantha Hartley:

And if you can begin to transition your clients to where it's about outcomes

Samantha Hartley:

and not about the hours, Then they'll come to you when they'll need you.

Erin Austin:

Yeah.

Erin Austin:

And that brings us to, becoming more effective and more efficient

Erin Austin:

because then that, of course, increases your profitability.

Erin Austin:

But just to back up to the example that I was talking about, what he

Erin Austin:

did is that he had subcontractors.

Erin Austin:

So he would bring on, but he could never like, obviously get any more profitable

Erin Austin:

because he could just sell more hours.

Erin Austin:

And then, okay, he was building the client X and then he was getting

Erin Austin:

billed by his subcontractors Y.

Erin Austin:

And then all he ever had was that differential.

Erin Austin:

It could never get anywhere.

Erin Austin:

It's like, I can't get anywhere.

Erin Austin:

Well, because Yeah.

Erin Austin:

one, because your business model's broken.

Erin Austin:

Yes, exactly.

Erin Austin:

Exactly.

Erin Austin:

Alright, so, let's get to, becoming more efficient and effective with our delivery

Erin Austin:

so that we can increase our profits.

Erin Austin:

So you've already introduced the topic and so how do you.

Erin Austin:

Help people get comfortable with that transition.

Erin Austin:

Cause that's it, you know, it's great to say, we don't build by

Erin Austin:

the hour, but that's really scary.

Erin Austin:

when you are there with the client and feeling comfortable with, I can

Erin Austin:

actually scope this out in a way that I know is going to be profitable

Erin Austin:

and that I'm not going to, cause the clients are going to come in with

Erin Austin:

changes and they're going to want this.

Erin Austin:

And then suddenly it's like a totally, you know, so how do we, get from

Samantha Hartley:

there?

Samantha Hartley:

there's a lot of client management in this.

Samantha Hartley:

There's also the expertise of knowing, like, if we plan this out, we can

Samantha Hartley:

tell how long it's going to take.

Samantha Hartley:

So if you're new in your business and you don't know, then it might

Samantha Hartley:

be better for you to do more hourly pricing or, flat rate pricing.

Samantha Hartley:

whenever I've had a client who's done this and there's been like massive overruns.

Samantha Hartley:

Well, then they can go to their client and say, listen, you we

Samantha Hartley:

budgeted it for this and this, we're having these massive overruns.

Samantha Hartley:

I mean, just because we said it was going to be this, it

Samantha Hartley:

doesn't mean you know, we can,

Samantha Hartley:

Allow for this kind of whatever to be out of control so you can have and I call

Samantha Hartley:

those grown up conversations like you can have a conversation with a client.

Samantha Hartley:

I was about to say confrontational, but it doesn't have to feel

Samantha Hartley:

confrontational, meaning you can just address the situation.

Samantha Hartley:

But when you're mature enough in your work, and this is usually

Samantha Hartley:

within the 2nd or 3rd year.

Samantha Hartley:

You know, if I come in and I do this work, like my clients in the

Samantha Hartley:

situation, we're going to have 14 members on this, they're going to be

Samantha Hartley:

giving it, is time based for them.

Samantha Hartley:

They're going to each be giving it five hours, or five days of their time.

Samantha Hartley:

It's going to add up to this much.

Samantha Hartley:

so they could mix and match that according to their expertise from the client

Samantha Hartley:

side, though, it can seem like, well, the client isn't interested in this.

Samantha Hartley:

They don't want to overpay per hour, but it's anytime we pay anything.

Samantha Hartley:

I've estimated what the hours are, and, , it doesn't really matter what the time is.

Samantha Hartley:

What the client cares about are either deliverables or outcome or both.

Samantha Hartley:

What they really want is like, just solve my problem.

Samantha Hartley:

And especially if you're doing complicated digital transformation, which I team

Samantha Hartley:

might do or for a lot of my clients.

Samantha Hartley:

A lot of my clients are leadership consultants or culture consultants,

Samantha Hartley:

and they're going in and they're trying to make massive organizational

Samantha Hartley:

change, transformational change.

Samantha Hartley:

So figure out what are the specific changes that we want to achieve?

Samantha Hartley:

Like, what's the goal of this initiative?

Samantha Hartley:

And then, how will we know it's been accomplished?

Samantha Hartley:

So what kind of behaviors do we want to see?

Samantha Hartley:

What kind of conditions in the work environment do we want to see?

Samantha Hartley:

So you're teaching the client to measure according to that as opposed

Samantha Hartley:

to the number of hours you put in.

Samantha Hartley:

Now, one of the things that, I think is important for consultants in general is

Samantha Hartley:

to know what outcomes you can promise.

Samantha Hartley:

So very often when we're doing hourly work, we're just saying, I'm just

Samantha Hartley:

going to show up forgive me, but like run my you know, be in my genius, but

Samantha Hartley:

you just show up and you like do your thing and then you get paid for that.

Samantha Hartley:

It's a very different level of responsibility, but also level

Samantha Hartley:

of fulfillment when you can say, No, actually, let me take the

Samantha Hartley:

lead in this instead of like, we're going to do 30 hours.

Samantha Hartley:

And at the end of it, you'll have 30 hours of access to me.

Samantha Hartley:

And I don't know going to happen with that, but probably we'll accomplish

Samantha Hartley:

your goals in this situation.

Samantha Hartley:

You're saying over the course of a year or whatever, time duration, we're

Samantha Hartley:

going to make these transformations in your organization or in your business.

Samantha Hartley:

And again, like, to me, there's more responsibility with that,

Samantha Hartley:

but I'm excited to do that.

Samantha Hartley:

Most of my clients are like, they want that challenge.

Samantha Hartley:

So it just changes the dialogue from showing up to

Samantha Hartley:

not presence, but performance.

Erin Austin:

Yeah.

Erin Austin:

And I'm not a business coach, but I try to pretend to be one every once in a while.

Erin Austin:

Somebody asked me, I'll tell them what I think, because I listen

Erin Austin:

to people's podcasts like yours.

Erin Austin:

When I was talking to this person about like, how, like, I don't

Erin Austin:

know how I can possibly flat fee something because I have no idea.

Erin Austin:

And I'm like, it sounds like you don't really know your clients that

Erin Austin:

well, but you don't know who they are.

Erin Austin:

You don't know what their problems are.

Erin Austin:

You don't know how to, you're just kind of going in there and turning

Erin Austin:

in hours because otherwise you would.

Erin Austin:

They have a pretty good idea about what needs to be done in order

Erin Austin:

to get the result that they want.

Erin Austin:

And then you could put a price on that.

Erin Austin:

so that maturity thing, you know, and having, doing some figuring out either.

Erin Austin:

a niche, type of client that you can have or specific problem that you solve so

Erin Austin:

that you can kind of get really good at it and, develop a program around that.

Samantha Hartley:

and that's where your signature system is also going to

Samantha Hartley:

come in because in the first year, it's easy for me to say, and, you know, and

Samantha Hartley:

then go in there and do your process.

Samantha Hartley:

But I do work with plenty of people who are like, Oh, I don't

Samantha Hartley:

know that I really have a process.

Samantha Hartley:

And as you and I both will say, they do.

Samantha Hartley:

They just, it might not be obvious to them yet.

Samantha Hartley:

So what I usually say is, spend a year or two in your work, see which things

Samantha Hartley:

get repeated, see what kind of challenges you enjoy working on, and then you're

Samantha Hartley:

going to develop solutions to that.

Samantha Hartley:

So year two or three is when, what I noticed with my clients, they start

Samantha Hartley:

to say, okay, I see what I'm doing.

Samantha Hartley:

And then their signature system begins to emerge and sometimes

Samantha Hartley:

we'll help them with that.

Samantha Hartley:

And sometimes that's the thing that they do on their own.

Samantha Hartley:

Then that signature systems job is to get those outcomes.

Samantha Hartley:

So efficiency and delivery comes when you're working according to that.

Samantha Hartley:

It's not trial and error anymore.

Samantha Hartley:

also, I feel like.

Samantha Hartley:

consultants feel like they can't promise outcomes because

Samantha Hartley:

they're like, I don't know.

Samantha Hartley:

I mean, it Once you have a signature system, you can make bigger promises

Samantha Hartley:

because, you know, that this is the way to get those results.

Erin Austin:

Yeah, and as consumers of services as well, like, we want to know,

Erin Austin:

okay, what am I going to get for this?

Erin Austin:

Like, I don't want, my website, which is, frankly, Has a ton of content on

Erin Austin:

it, just because I write all the time and, but none of it is, there's no SEO.

Erin Austin:

There's no tech, all this stuff, that you're supposed to do.

Erin Austin:

I don't have any of that stuff.

Erin Austin:

And so I was talking to someone and he had a proposal for going

Erin Austin:

through and categorizing and.

Erin Austin:

Inventory and tagging and I'm like, okay, well, what am I going to get from that?

Erin Austin:

Like, well, I can't promise, you I have a pretty long sales cycle, you

Erin Austin:

know, between people coming and hanging out, it just feels like a deliverable

Erin Austin:

to me and not like a solution.

Erin Austin:

So yeah, as consumers, we want to on, what we're paying for as well.

Erin Austin:

So yeah.

Samantha Hartley:

in our work, I think SEO and PR are similar to what you're

Samantha Hartley:

talking about in that they're like, I we cannot guarantee results in this

Samantha Hartley:

cause like whatever happens happens.

Samantha Hartley:

Now I can't also cannot guarantee results to my clients because

Samantha Hartley:

they have to take action and like.

Samantha Hartley:

there are joint accountabilities.

Samantha Hartley:

So this to me is part of a mature working relationship is that I say, here's

Samantha Hartley:

what I'm going to be responsible for.

Samantha Hartley:

This is what you're going to be responsible for.

Samantha Hartley:

And we both do our parts.

Samantha Hartley:

The likeliest thing, like the biggest promise that can make to you is

Samantha Hartley:

you're probably going to experience results like my clients have.

Samantha Hartley:

and somewhere along the way, if we're not trending towards that, one of us

Samantha Hartley:

will know and we'll course correct.

Samantha Hartley:

But you can make big promises in those situations.

Samantha Hartley:

So what your SEO person can say is what we found is when we've done

Samantha Hartley:

this for people's websites in the past, here's what usually happens.

Samantha Hartley:

That's what I would look for as a kind of comforting thing.

Samantha Hartley:

Because again, as a business owner, I know, I know can promise me results

Samantha Hartley:

and who can't promise me results.

Samantha Hartley:

but in that situation, I think.

Samantha Hartley:

You still want to hear, like, what's the closest thing, what's the biggest

Samantha Hartley:

promise you can make to me in integrity?

Samantha Hartley:

Right,

Erin Austin:

right.

Erin Austin:

I am still thinking about that one, but we'll see what happens with that.

Erin Austin:

So, you, recently, well, I saw it on LinkedIn, but I think you did

Erin Austin:

a, podcast episode about it as well about partnerships and I've been

Erin Austin:

talking a lot about collaboration.

Erin Austin:

So very similar, obviously, from an intellectual property point of

Erin Austin:

view and a legal point of view.

Erin Austin:

I have my caution sign, you when we're thinking about going into

Erin Austin:

collaborations and partnerships from a business perspective.

Erin Austin:

What are you seeing as.

Erin Austin:

Best practices, things to be worried about and what's the best

Erin Austin:

we can hope from our partnership.

Samantha Hartley:

well, I took a super dim view in the first episode

Samantha Hartley:

about them because nine times out of 10 in my personal experience with

Samantha Hartley:

clients and I've been in business for over 20 years, they almost always.

Samantha Hartley:

fail and fail extremely, like really badly, like people in court, people

Samantha Hartley:

trying to figure out how do we divide this business loan that we took out

Samantha Hartley:

together between ourselves individually.

Samantha Hartley:

someone, a partner decides to just stop working in the business, but we still

Samantha Hartley:

receive full salary because apparently that piece didn't get worked out.

Samantha Hartley:

women in just rev share partnerships will go into business with men

Samantha Hartley:

and give away their power to them.

Samantha Hartley:

and I say this because an advocate for women.

Samantha Hartley:

And so who I was really, wanting to caution were women, because I think in

Samantha Hartley:

a lot of cases I have noticed is I don't understand how all these big, powerful

Samantha Hartley:

women get into, Working relationships with men and then become small in that

Samantha Hartley:

situation and again, have seen it.

Samantha Hartley:

And so I'm very much cautioning everyone in general against, any situation

Samantha Hartley:

in which you feel like, well, I'm hoping that person will do sales.

Samantha Hartley:

I'm hoping that person will do, the parts of the business that I don't want to do.

Samantha Hartley:

If you don't have that explicitly outlined, then you are inferred.

Samantha Hartley:

Terrible surprise.

Samantha Hartley:

they're going into committed relationships, working relationships

Samantha Hartley:

before they've done dating.

Samantha Hartley:

This is what I would say.

Samantha Hartley:

So like, why don't we partner on a few short term projects as revenue

Samantha Hartley:

share partners before, why don't we collaborate before we, form a legally

Samantha Hartley:

binding agreement with one another?

Samantha Hartley:

and then one of the things that I urge them to do is think about

Samantha Hartley:

all the things you don't want to have a conversation about.

Samantha Hartley:

So, Aaron, what if I.

Samantha Hartley:

Get sick of the whole thing.

Samantha Hartley:

And I decide to go to Mexico for two years.

Samantha Hartley:

will you do?

Samantha Hartley:

What if you get sick of it and you decide what will I do?

Samantha Hartley:

what if we do this and the business really fails and we only make 50, 000

Samantha Hartley:

between us, then what are we going to like say all of the things that hope

Samantha Hartley:

nobody says or asks or whatever, what if you're, cousin suddenly wants to

Samantha Hartley:

get involved in the business and you.

Samantha Hartley:

Decide that's a good idea.

Samantha Hartley:

what if I don't want that?

Samantha Hartley:

So how will we make decisions?

Samantha Hartley:

How are we going to, choose clients?

Samantha Hartley:

How are we going to divide up expenses?

Samantha Hartley:

And what if I want to, pursue, an angle in the business that you don't choose to?

Samantha Hartley:

All of that, I think doesn't get discussed enough before someone goes

Samantha Hartley:

into business with another person.

Samantha Hartley:

And so that's what I really cautioned against, this week, the episodes

Samantha Hartley:

antidote came out where I interviewed, a.

Samantha Hartley:

Couple of partners who happen to be, Martha's Vineyard based business.

Samantha Hartley:

There were also the first two partners that I reached out to.

Samantha Hartley:

So I was looking around and I was like, well, gosh, there's gotta be

Samantha Hartley:

somebody who has a good partnership.

Samantha Hartley:

not in any of my clients.

Samantha Hartley:

And so I saw them and I thought, Oh, are they partners?

Samantha Hartley:

And.

Samantha Hartley:

They were like, yes.

Samantha Hartley:

And I thought, Oh, well, this'll be a great chance to kind of show

Samantha Hartley:

like, Oh, the good and the bad.

Samantha Hartley:

And like, with a real life example, and there'll be really great.

Samantha Hartley:

They don't have any negatives.

Samantha Hartley:

they're like the happiest couple you've ever seen in your entire life

Samantha Hartley:

in terms of a business partnership, which is great because guess what

Samantha Hartley:

healthy people make for happy partners.

Samantha Hartley:

And you can hear the way they both have happy marriages.

Samantha Hartley:

So what it says to me is.

Samantha Hartley:

who are the healthiest people that you know that you work with?

Samantha Hartley:

Like, you just don't get conflicts.

Samantha Hartley:

They don't misunderstand you.

Samantha Hartley:

They take responsibility, like self responsible.

Samantha Hartley:

You trust them implicitly.

Samantha Hartley:

You can have any hard conversation about anything.

Samantha Hartley:

It just shows you the extent to which having a healthy everything

Samantha Hartley:

is going to make this financially based relationship work.

Samantha Hartley:

Yeah, you know, it

Erin Austin:

sounds like, kind of the 1 plus 1 equals 3 kind of, are

Erin Austin:

you coming to it as a whole person?

Erin Austin:

I guess it's kind of in a relationship thing and not as someone who

Erin Austin:

wants someone to complete them.

Erin Austin:

Like, I have these deficiencies and I am coming to help you fill in my deficiencies

Erin Austin:

versus I have this strength and you have this strength and together Boom.

Erin Austin:

Right.

Erin Austin:

And so the same applies there, thinking about tech startups, if I'm wanting and

Erin Austin:

the kind of the common understanding is that, you kind of need, like, that

Erin Austin:

finance guy and you, the tech guy.

Erin Austin:

Right?

Erin Austin:

And so they have, complimentary skills and I'm wondering with an

Erin Austin:

expertise based business, what are the complimentary skills?

Erin Austin:

Is it another.

Erin Austin:

Expert.

Erin Austin:

Is it someone who's like the operations person versus the, delivery?

Erin Austin:

Like, how do the best partnerships work in that space?

Samantha Hartley:

Having again, having seen so few of them that

Samantha Hartley:

are working successfully, I have another example that I can draw on.

Samantha Hartley:

And in that case, there were 3 partners and.

Samantha Hartley:

2 of them were rainmakers and 1 of them wasn't, but the 1 that wasn't

Samantha Hartley:

was such a deep expert in the work.

Samantha Hartley:

for more of an academic sense that she would do a lot of the, IP

Samantha Hartley:

creation, content, things like that.

Samantha Hartley:

So she was really able to kind of like drill down into the meat of the

Samantha Hartley:

work that they would give to clients.

Samantha Hartley:

the other two also were very strong in that area, but she

Samantha Hartley:

was, significantly stronger.

Samantha Hartley:

And then the two other partners.

Samantha Hartley:

were equally good at rainmaking also had those big, kind of

Samantha Hartley:

client facing personalities.

Samantha Hartley:

So one wanted to travel and present this one didn't want to travel so

Samantha Hartley:

much, but she was really great in client relationship, management.

Samantha Hartley:

So it's kind of the thing that you're saying, where it's a lot of whole.

Samantha Hartley:

Partners, whole individuals, like any single one of them

Samantha Hartley:

could have had a business.

Samantha Hartley:

Although I think the one who was the deep subject matter expert

Samantha Hartley:

probably would have belonged more in academia than in private business.

Samantha Hartley:

But because she had the other two out in front, it really worked out for her.

Samantha Hartley:

So, To me, the killer is when not everyone is rainmaking because then

Samantha Hartley:

there starts to be resentments about like, well, I brought in all this

Samantha Hartley:

business and how are we dividing this up?

Samantha Hartley:

The partners that I profile, , this week on the podcast, they have

Samantha Hartley:

a 50, 50 partnership and they just don't even dig into things.

Samantha Hartley:

they both are bringing in clients.

Samantha Hartley:

They both are doing delivery and they're not kind of like nitpicking about,

Samantha Hartley:

the money, which I think is as long as you're paying close attention to

Samantha Hartley:

the money, you don't have to nitpick.

Samantha Hartley:

I just want there to be kind of like transparency and, awareness of it.

Samantha Hartley:

but in the case of those three partners, they felt good about the divisions of

Samantha Hartley:

things, what's interesting is when I first went in and, worked with them,

Samantha Hartley:

they had an employee, there was only one actual, I mean, they may have all

Samantha Hartley:

been employees, but there was a full time employee on their team, one team

Samantha Hartley:

member full time, always got paid.

Samantha Hartley:

Guess who didn't always get paid?

Samantha Hartley:

The partners, right?

Samantha Hartley:

this is why I'm like, gosh, you have to watch out for this stuff.

Samantha Hartley:

terms of like, women classically will want to make others whole

Samantha Hartley:

before they make themselves whole.

Samantha Hartley:

And here was a trio doing it, that kind of thing.

Samantha Hartley:

So, it won't be surprising to hear that I, recommended and they did do,

Samantha Hartley:

they did let him go because, that just was not the right thing for them.

Samantha Hartley:

in general, I think successful partnerships have trust, they

Samantha Hartley:

have complimentary skill sets that are, as you're saying, 1

Samantha Hartley:

plus 1 equals 3, not 3, 4, 3, and, everyone is dedicated to sales and

Erin Austin:

and they enter a partnership agreement.

Erin Austin:

I'm not going to get it because I'm, I'm not a, corporate structure person, but I

Erin Austin:

will say just generally with the general partnership that each partner can bind.

Erin Austin:

The partnership unilaterally, unless you have something,

Erin Austin:

in writing to the contract.

Erin Austin:

So you want to make sure that you have all that stuff, figured out

Samantha Hartley:

and.

Samantha Hartley:

Absolutely.

Samantha Hartley:

You want to have a key person insurance in case something happens to your You want

Samantha Hartley:

to have a buy sell agreement so that if something happens to them, you're not in.

Samantha Hartley:

One of the things I mentioned is you don't want to be in,

Samantha Hartley:

find out that you're suddenly.

Samantha Hartley:

Your business partner is your, dead partner's son.

Samantha Hartley:

That is exactly right.

Samantha Hartley:

Which can happen if you don't have these things spelled out.

Samantha Hartley:

Exactly.

Samantha Hartley:

You all of the stuff that you don't, people don't think about until it happens.

Samantha Hartley:

And then you're like, Ruh

Erin Austin:

I have a law school, friend who like her, literally her

Erin Austin:

entire practice was breaking up partnerships that went sideways.

Erin Austin:

Like,

Samantha Hartley:

it

Erin Austin:

is a cottage industry, like trying to unravel,

Erin Austin:

partnerships that go sideways.

Erin Austin:

It really is, can be quite a mess.

Erin Austin:

It really can.

Erin Austin:

All right.

Erin Austin:

So, well, that brings us to, you mentioned, having one partner

Erin Austin:

who digs into the IP more and someone else who does other things.

Erin Austin:

So talking about intellectual property, I've been currently, uh, Starting

Erin Austin:

to track ways that business coaches talk about intellectual property

Erin Austin:

without saying intellectual property,

Erin Austin:

And so like, now they, use, you know, kind of scaling and a scalable offer.

Erin Austin:

Or they have different ways that they talk about, I should have my list here.

Erin Austin:

And so I'm gonna, at some point I'm gonna write about that.

Erin Austin:

but at the end of the day, if we are going to decouple our income from our

Erin Austin:

time, we have to be selling something other than our time, which has to

Erin Austin:

be an asset of course, of course.

Erin Austin:

And when we're experts that asset is intellectual property.

Erin Austin:

So when you are working with your clients, like how are you talking

Erin Austin:

to them about intellectual property?

Erin Austin:

What kind of questions are they asking you about?

Samantha Hartley:

I will usually talk about having a signature

Samantha Hartley:

system or a proprietary approach to the work that they do.

Samantha Hartley:

And I'm doing that.

Samantha Hartley:

Less from point of view that you are, although, it is important to

Samantha Hartley:

me that they have, IP and that they have, something that, is an asset

Samantha Hartley:

that is separate from themselves and can do some of the work for them.

Samantha Hartley:

I will use it in terms of standardizing their work so that

Samantha Hartley:

they get, consistent results.

Samantha Hartley:

That's part one.

Samantha Hartley:

The second thing that I want is for them to bring in subcontractors so

Samantha Hartley:

that they don't have to work as hard because the subcontractor doesn't

Samantha Hartley:

need to, bring their own ideas and IP.

Samantha Hartley:

They can merely the IP that my clients have.

Samantha Hartley:

I can teach you to do it.

Samantha Hartley:

the Acme Inc way or the Jane Smith consulting way that is.

Samantha Hartley:

our proprietary approach to working with the clients.

Samantha Hartley:

So my subcontractors can come in and do that.

Samantha Hartley:

And then I think a really good thing here too, is that you can, give this

Samantha Hartley:

to the client and they then can also implement, according to your IP.

Samantha Hartley:

You can turn that into e learning or e courses or whatever, which means that

Samantha Hartley:

your work is accessible by clients who might not otherwise be able to afford you.

Samantha Hartley:

It can scale where you cannot.

Samantha Hartley:

So there's.

Samantha Hartley:

I'm sure, I'm just repeating things that you're saying all the time.

Samantha Hartley:

But those are the things that I'm teaching my clients to do with IP.

Samantha Hartley:

And specifically, they're very often with me at the stage where

Samantha Hartley:

they have to kind of like extract.

Samantha Hartley:

I always do this, motion as if they're like pulling the skeleton out of the body.

Samantha Hartley:

Here's the structure, which I feel like I intuitively show up and do, but then I

Samantha Hartley:

realized in a little while, Oh, hang on.

Samantha Hartley:

I do have like a seven step system or my, five, part, whatever that piece

Samantha Hartley:

is critical to them, experiencing leverage in their business.

Samantha Hartley:

So, signature systems are under, in my world, that's under the, heading of

Samantha Hartley:

leverage, like ways that we make more of our time and, pulling that IP out working

Samantha Hartley:

with it independently is one of them.

Samantha Hartley:

Now, my favorite example of clients who did this were these, consultants

Samantha Hartley:

who just believed so strongly that their clients wanted to co create,

Samantha Hartley:

they co created the workshops or the.

Samantha Hartley:

If they were going to come in and work with a client for six months on

Samantha Hartley:

something, they would co create that approach of what they were going to do.

Samantha Hartley:

And at point I said to them, why are you co creating this with the clients?

Samantha Hartley:

Like, they don't know anything about how to achieve, let's say it was culture.

Samantha Hartley:

They don't anything about how to achieve culture change.

Samantha Hartley:

Like, why are you co creating this with them?

Samantha Hartley:

Now they really like to do it.

Samantha Hartley:

I was like, do they really?

Samantha Hartley:

And they were like, yeah, we feel like, oh, well, maybe not.

Samantha Hartley:

And do you believe that there's like a, right way to do this?

Samantha Hartley:

And they said, Oh, yes, definitely.

Samantha Hartley:

I was like, well, then why did you let the clients get in here and muddy that up?

Samantha Hartley:

It turned out it was because they were billing by the hour and they

Samantha Hartley:

wanted to, pack in the hours that they worked on the IP, because if

Samantha Hartley:

they didn't have all of that time that they spent co creating their approach,

Samantha Hartley:

then they weren't charging enough.

Samantha Hartley:

And I said, here's the deal is if you're charging 138, 000 for this.

Samantha Hartley:

That's what it's worth.

Samantha Hartley:

The client doesn't want to do all that nonsense and you don't

Samantha Hartley:

want to recreate your thing.

Samantha Hartley:

Just charge 138, 000 for the engagement.

Samantha Hartley:

And they were like, mind blown.

Samantha Hartley:

and it's just not obvious people that like, they're saying it's this valuable.

Samantha Hartley:

So that is, I think the way that you can get to IP that is

Samantha Hartley:

separate from your own value.

Samantha Hartley:

And one of first things that I'll do with my clients to help them double

Samantha Hartley:

their is to say, if you come in and you're like, well, it's a, whatever long

Samantha Hartley:

engagement, and it's usually, 50, charged separately for the IP and my signature

Samantha Hartley:

program, the Jane Smith approach to getting whatever benefit is 25, 000.

Samantha Hartley:

And so that's.

Samantha Hartley:

000 engagement so that we as consultants learn to charge for the

Samantha Hartley:

IP and clients learn to go like, Oh, the system itself has inherent value.

Samantha Hartley:

I love

Erin Austin:

that.

Erin Austin:

I'll say the last time I billed hourly, I wish I could say this was, I'm just

Erin Austin:

going to say that it was, cause there was another time, but the time I said,

Erin Austin:

It was, when someone came to me and it was, you know, I have done a lot

Erin Austin:

of work in market research and so they've been using other lawyers and

Erin Austin:

they always had to explain everything, blah, blah, blah, and they come to

Erin Austin:

me and I like just knew the answer.

Erin Austin:

Just did it done.

Erin Austin:

Took me a couple hours, like, oh, that's great.

Erin Austin:

And I was really I'm like.

Erin Austin:

Wait a minute.

Erin Austin:

I just saw their entire problem for two hours worth of billables

Erin Austin:

because I knew the answer already, I'm like, okay, I know,

Samantha Hartley:

didn't make you so cranky.

Samantha Hartley:

You are penalized for efficiency and expertise.

Samantha Hartley:

Yes, yeah, that was the tax on being brilliant and fast.

Erin Austin:

It was.

Erin Austin:

There's so many times.

Erin Austin:

So, well, thank you for sharing that.

Erin Austin:

So, as you know, this is a very meta broad podcast.

Erin Austin:

I'm a female founder of an expertise based business that I am hoping to have

Erin Austin:

some saleable assets at the end of it.

Erin Austin:

How about you?

Erin Austin:

You're a female founder of an expertise based business.

Erin Austin:

What is the plan for

Samantha Hartley:

your business?

Samantha Hartley:

So like an exit strategy and creating assets.

Samantha Hartley:

I mean, I love the idea of creating assets in my business.

Samantha Hartley:

I do have, I'm a teacher by personality and archetype.

Samantha Hartley:

And so I just create numerous programs.

Samantha Hartley:

I have a year long program about how to do things, one of

Samantha Hartley:

which is a signature system.

Samantha Hartley:

So I do have a signature system about how to create signature systems.

Samantha Hartley:

Like that's speaking of So, I just think in those terms and any of those could

Samantha Hartley:

easily stand alone as a program, and it's possible that in someday in the near

Samantha Hartley:

future, they will and I'll either market or sell those individually and right now.

Samantha Hartley:

I haven't done that yet.

Samantha Hartley:

So I don't know if those want to be books or what those want to be, or if the whole

Samantha Hartley:

business wants to be sold, but I feel like I'm such a place of enjoying where

Samantha Hartley:

I am in the business and that I love it.

Samantha Hartley:

And I really like a high intimacy business.

Samantha Hartley:

So I have private clients.

Samantha Hartley:

and then I have group coaching clients and.

Samantha Hartley:

It's just really so fulfilling that it's not that I don't think about that kind of

Samantha Hartley:

time horizon and sometime in the future, but it's not an urgent thing for me yet.

Samantha Hartley:

All

Erin Austin:

the good news is that when we are doing things that create

Erin Austin:

a scalable business, we're also doing those things that create a saleable

Erin Austin:

business because that is creating that independence from the owner.

Erin Austin:

and, not relying on time.

Erin Austin:

So that's fantastic.

Erin Austin:

So, yeah.

Erin Austin:

So as we wrap up, as you know, I believe that wealth in the hands of

Erin Austin:

women can change the world and working on creating a more equitable economy.

Erin Austin:

So I'd love to share with the audience organizations that are

Erin Austin:

doing great work in that space.

Erin Austin:

And is there someone that you'd like to share?

Samantha Hartley:

my go to on this is Kiva.

Samantha Hartley:

I remember the first time I heard about microloans and I just thought it was

Samantha Hartley:

the best idea because I think, when we're doing all these massive country

Samantha Hartley:

loans to somewhere and I was like, well, who's doing something like right here.

Samantha Hartley:

and so I have supported Kiva for, I mean, probably as long as they've been

Samantha Hartley:

around, as long as I've heard of them.

Samantha Hartley:

And, I'm always choosing a woman owned business.

Samantha Hartley:

Who's, I usually have like an equal amount of ones that are like North

Samantha Hartley:

America based and then ones that are in exotic countries doing things because

Samantha Hartley:

I, so completely agree with you and what I can tell you is in my international

Samantha Hartley:

travels and having lived overseas that when women are thriving, everybody's

Samantha Hartley:

thriving and it's very often the women who are the backbone of the economy

Samantha Hartley:

and when I've lived in places where I've Oh my gosh, it didn't seem like

Samantha Hartley:

this country had its act together.

Samantha Hartley:

There were women who were like, getting up, making things happen, before everybody

Samantha Hartley:

got up and after everybody went to bed.

Samantha Hartley:

And if she just had a little bit of money to invest, then she could

Samantha Hartley:

make wonderful things happen.

Samantha Hartley:

And, for other users of Kiva, you know that Occasionally someone

Samantha Hartley:

will default on a but it's like so almost never that I feel like

Samantha Hartley:

their stats are really incredible.

Samantha Hartley:

And , it's just a great investment to me.

Erin Austin:

I think people underestimate the power of even

Erin Austin:

small loans, small investments.

Erin Austin:

It's not, doesn't have to be a million bucks, and it can go very far.

Erin Austin:

I mean, I'm just thinking about closer to home.

Erin Austin:

This is not a key book type of thing, but, when.

Erin Austin:

I think there was a city.

Erin Austin:

Was it Houston?

Erin Austin:

Maybe that was giving a thousand dollars a month to people and the big

Erin Austin:

difference that it made in their lives.

Erin Austin:

Just it's, you know, that's

Samantha Hartley:

UBI.

Samantha Hartley:

Yeah.

Samantha Hartley:

Yeah.

Samantha Hartley:

Yeah.

Samantha Hartley:

That's universal basic income and they're doing experiments all over

Samantha Hartley:

the world with universal basic income.

Samantha Hartley:

And I am a.

Samantha Hartley:

Personally, just a huge proponent of it because as you're hearing, like, I

Samantha Hartley:

think the that we feel like is, the first barrier to it is, well, nobody's giving

Samantha Hartley:

me and nobody gave me, and I feel like, okay, but we're trying to do better.

Samantha Hartley:

Now, the other argument that we hear is like, well, they'll probably

Samantha Hartley:

just spend it on, and I'm like, what they're spending it on their bills.

Samantha Hartley:

And when we look at what people actually spend it on, it's just like

Samantha Hartley:

I was saying, but the default rate, the people who abuse that program are.

Samantha Hartley:

Almost none ever, even though we might imagine that they would and

Samantha Hartley:

it, just funny things happen like suddenly all of the basic conditions

Samantha Hartley:

and quality of life increase and it's for such small amounts of money.

Samantha Hartley:

So the experiments I've seen have been like 500 a month or up to 2, 000 a month

Samantha Hartley:

and it's like you can lift people out of poverty for such a small amount of money.

Samantha Hartley:

And I feel like.

Samantha Hartley:

If we can, why not?

Samantha Hartley:

Yes, exactly.

Erin Austin:

Exactly.

Erin Austin:

And we will put the, link, to keep it in the, show notes.

Erin Austin:

And so while we wrap up, I know you have a fantastic offer.

Erin Austin:

can you tell us about it?

Samantha Hartley:

I have a document I put together.

Samantha Hartley:

It's called, the definitive guide to winning six figure clients.

Samantha Hartley:

And I put it together.

Samantha Hartley:

Cause a lot of people are like, what?

Samantha Hartley:

Six figures.

Samantha Hartley:

That's crazy.

Samantha Hartley:

I want to, I mean, I'm.

Samantha Hartley:

Yeah.

Samantha Hartley:

Only doing a few hundred six figure business in my business.

Samantha Hartley:

Like, how could I have that in a single client?

Samantha Hartley:

And I'm like, I have a lot of clients who have figure clients.

Samantha Hartley:

So, this is basically a case study of some of my individual clients.

Samantha Hartley:

So you see a lot of different kinds of businesses where they're doing it.

Samantha Hartley:

And then it's.

Samantha Hartley:

Actually, just a how to step by step guide of how to make these

Samantha Hartley:

transformational offers that are, based on having, a specific outcome, charging

Samantha Hartley:

a specific amount of money for that.

Samantha Hartley:

And so that you as the individual consultant, you have money coming in

Samantha Hartley:

on the books for months in advance, as far as you can see into the future.

Samantha Hartley:

That sounds fan.

Samantha Hartley:

Oh, and you can get it at, yeah, you can get it at six figure com.

Samantha Hartley:

So it's six, the numeral six figure clients.

Samantha Hartley:

com.

Erin Austin:

Fantastic.

Erin Austin:

And then where can they find you generally

Samantha Hartley:

by me at Samantha Hartley.

Samantha Hartley:

com and, I'm Samantha Hartley on most of the socials.

Samantha Hartley:

Facebook, Instagram,

Erin Austin:

your Facebook person to, what are you doing on Facebook?

Samantha Hartley:

So legacy on Facebook, you know, I wouldn't be

Samantha Hartley:

on Facebook if I wasn't for work.

Erin Austin:

Well, thank you so much.

Erin Austin:

We will have links to all of that in the show notes.

Erin Austin:

It has been fantastic to have you here.

Erin Austin:

Thank you so much for sharing your wisdom with us and I hope we can do it again.

Samantha Hartley:

Thank you, Erin.

Samantha Hartley:

I have learned so much from you over the several months, so it's been great

Samantha Hartley:

knowing you and I love being able to be here with you and your listeners.

Erin Austin:

Awesome.

Erin Austin:

Thank you.

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About your host

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Erin Austin

Meet Erin Austin, a Harvard Law alum with over 25 years of copyright and contracts experience. As the go-to advisor for professionals with corporate clients, Erin empowers entrepreneurs to be their own advocates, standing out for her commitment to transforming expertise into empires through the creation, protection and leveraging of intellectual property assets. Explore her blend of legal expertise and entrepreneurial insight on ThinkBeyondIP.com and the "Hourly to Exit" podcast. Off the clock, you'll find Erin in the great outdoors or connecting with business coaches to elevate 6-figure consultants into 7-figure powerhouses.