High-performing teams don’t happen by accident. In this episode of Millions Were Made, Jessica Marx breaks down how to architect incentive compensation that drives profitable growth quarter after quarter—without bloating base salaries or rewarding the wrong behavior.

You’ll learn exactly how to:

• Define “incentive comp” for W-2 roles (and when it can apply to select 1099s).
• Replace vague annual bonuses with 90-day, KPI-tied payouts that create focus and speed.
• Negotiate top talent you “can’t afford” by holding base flat and layering an upside they can actually earn.
• Weight goals across 3–5 initiative buckets (e.g., margin protection, volume, cost control, culture/retention) so you’re not bribing for unhealthy revenue.
• Set targets that are achievable but ambitious, and what it means if someone only hits 20% of the plan.
• Roll out a plan mid-year the right way (what to communicate and when).
• Use AI (yes, ChatGPT) the right way to draft plans you’ll still refine to your business.

• Quarterly > annual. 90-day sprints increase focus, frequency of reward, and recall of what earned the bonus.
• Not just revenue. Tie upside to profitable growth and cost/quality leading indicators (retention, budget adherence, pipeline volume, deliverable quality).
• Pay mix is a lever. Use incentive comp to bridge a salary gap in hiring—only paying extra when the business wins.
• Clarity wins. Show the scorecard, weights (e.g., 30/25/20/15/10), how it’s measured, and pay timing (mid-month following quarter close).
• Reality check. If targets are routinely missed, either the plan is unrealistic—or the person isn’t the fit.

• 00:02:29–04:33 What incentive comp is (beyond sales) & why quarterly works
• 05:53–08:10 Hiring example: hold base steady, add $24k annual upside tied to ROI
• 10:53–12:56 Why you must avoid “unhealthy revenue” targets
• 16:49–19:05 When and how to roll out the plan (and what not to do)
• 20:45–21:56 Calibrate difficulty; what persistent 20% attainment really signals

• Connect with us on IG @MillionsWereMade
• Listen to episode #44 - How to Motivate How to Motivate Your Team and Build a Scalable Company Culture

As a founder scaling into the 7+ figure range, your team is your most valuable asset. But here’s the truth: most entrepreneurs are overpaying their contractors and underpaying their employees—and it’s quietly draining profit and stalling growth.

In this episode of Millions Were Made, host Jessica Marx breaks down the hidden compensation pitfalls that nearly every high-growth business faces. Together with Brooke Dumas, they pull back the curtain on real client audits, uncover why so many founders feel “stuck” with expensive 1099s, and share how to finally structure salaries, incentive comp, and team models that actually scale.

You’ll learn:

• The #1 mistake founders make when deciding between W-2 and 1099 hires
• Why contractor pay is often wildly inflated—and how to audit your true costs
• The three reasons female founders in particular underpay W-2 employees
• How to restructure comp without losing top talent or blowing up margins
• The shift every founder must make to move from chaos to a profitable, scalable org chart

If you’re serious about protecting margins, retaining top performers, and creating a team that drives real ROI—this episode is required listening.

Resources + Links Mentioned:

• Listen to episode #53 on profit margins
• Upcoming episode on incentive comp – subscribe so you don’t miss it
• Follow us on Instagram @MillionsWereMade
• Connect with Jessica on Instagram @TheJessicaMarx

You can’t scale what your nervous system can’t hold. In this powerful episode of Millions Were Made, Jessica Marx sits down with Keri Ford, the CEO of Elevate with Keri and Founder of the Champagne Club, to talk about what it really takes to sustain success when you’ve already hit 7 or 8 figures.

From celebrity trainers to multimillion-dollar founders, Keri shares the somatic strategies and mindset shifts that help high-achieving women avoid burnout, regulate their emotions, and stay in their lane of genius. You’ll learn why success often feels empty when you haven’t done the internal work and how to rewire your leadership from the inside out.

They also explore how nervous system dysregulation impacts team culture, the importance of identity work at each new revenue level, and how to lead with more presence (and less hustle) as your company grows.

Whether you’re racing toward your next million or recalibrating after an exit, this episode will show you how to build sustainable wealth without sacrificing your health, peace, or purpose.

Highlights:

(04:30) Keri’s background: from luxury creative director to celebrity trainer

(07:08) How she built a high-end coaching business with $78K offers

(09:04) Why she works with high-level founders vs. beginners

(10:07) The 8-part leadership archetype framework

(11:07) Why burnout doesn’t go away at 7+ figures—it evolves

(13:30) The "brake pad" strategy for sustainable success

(15:45) Signs of nervous system dysregulation in high performers

(18:00) Best practices to regulate and reset today

(20:12) Why mindset matters more at every new level

(22:20) The truth about anti-climactic milestones and neutral wins

(24:37) How to lead a team through emotional intelligence

(27:36) What The Champagne Club is and how it's creating deeper connections

(30:16) Behind the scenes of 7- and 8-figure founder dinners

(35:19) How personal wealth is funding philanthropic impact through clean water & education

Connect with Jessica:

Instagram: @millionsweremade | @thejessicamarx

Work with Jessica: Tailored Premier

Website: Millions Were Made

Connect with Keri:

Website: elevatewithkeri.com

Instagram: @iamkeriford

Learn more about The Champagne Club: www.thechampagneclub.co

Description

Still wearing all the hats in your business—or hesitating to hire because you're afraid it won’t pay off? In this episode of Millions Were Made, Jessica Marx and Chief Integration Strategist, Brooke Dumas, tackle the most common questions CEOs have around hiring: when to hire, who to hire, and how to know if your current team is actually helping you scale—or quietly holding you back.

They break down the real cost of waiting too long to hire, how to audit your current team’s efficiency, and what roles you should be prioritising based on your revenue stage. Whether you’ve been burned by bad hires before or you’re sitting on strong profit margins but feeling stuck in the weeds, this episode gives you the clarity and strategy to confidently build a high-performing team.

Highlights:

(00:06) What it’s really costing you to delay your next hire

(01:06) Why most org charts are missing one critical role

(02:59) Case study: Two businesses stuck for years without the right hires

(04:24) Why busy teams aren’t always efficient teams

(06:33) How to tell if your team is actually overworked or just disorganised

(08:21) How to assess true service delivery time and scope creep

(09:17) What to do if your last hires didn’t work out

(10:42) Why protecting profit might actually stall your growth

(11:44) Using KPIs to define ROI before you hire

(12:54) Not all hires are tied to profit—and that’s okay

(14:45) Signs it’s time to hire (or replace someone)

(17:13) Why you should always be planning 1–2 hires ahead

(18:57) Keeping a warm bench and protecting your A-player ratio

(20:41) How to write job descriptions that attract the right candidates

(22:37) Why your hiring process needs a 30–60 day runway

Connect with Jessica:

Instagram: @millionsweremade and @thejessicamarx

Website: Millions Were Made

Apply to work with Jessica: Tailored Premier

Do you really own your brand? Are your client contracts actually protecting you? In this episode of Millions Were Made, Jessica Marx sits down with Autumn Witt Boyd, attorney and Founder of AWB Law Firm, to break down the biggest legal mistakes founders make and how to fix them before it costs you.

From outdated contracts to missing trademarks, Autumn shares exactly what to audit, upgrade, or document before you scale to 8 figures or prepare for an exit. They also dive into real-life stories of founders who got burned by DIY legal, what every business should have in writing (but doesn’t), and why it’s not enough to ‘trust your gut’ when it comes to protecting your intellectual property.

Whether you're making your first hire or getting your company exit-ready, this episode will help you future-proof your business legally without getting overwhelmed by the fine print.

Highlights:

(02:05) Why 7 & 8 figure founders are still missing key legal protections

(04:08) What goes in a strong client contract (and what everyone forgets)

(07:29) Renewals, addendums, and protecting your payment terms

(08:10) Why a handshake or email isn’t enough

(10:45) How to create paper trails that prevent client disputes

(11:07) The risk of copying contracts from competitors or using AI

(13:02) What your lawyer should help you decide—not just draft

(14:15) The 4 legal documents you need to review yearly

(17:11) The truth about trademarks: timing, costs & common myths

(18:40) What’s copyright vs trademark—and what’s worth protecting

(21:29) Real client stories: getting ripped off by a big company

(23:16) What to do when someone copies your content or offer

(25:34) Most common lawsuits (and how to avoid them)

(27:56) Contractor risks no one talks about

(28:33) What buyers look for in due diligence (and what kills deals)

(30:38) How to increase your exit valuation with legal systems

(31:04) Autumn’s #1 tip for building a company that lasts

(32:50) The freedom entrepreneurship gave Autumn’s family

(35:30) How networking (not pitching) creates real growth

Connect with Jessica:

Instagram: @millionsweremade | @thejessicamarx

Work with Jessica: Tailored Premier

Website: Millions Were Made

Connect with Autumn:

Website: awbfirm.com

Instagram: @awbfirm

Description

Feeling stuck between raising your rates or staying barely profitable? In this episode of Millions Were Made, Jessica Marx and Chief Strategist, Brooke Dumas, break down how to boost your business’s profit margins without increasing prices or burning out your team.

They dive deep into offer profitability, cost analysis, and the hidden expenses most founders ignore. From scope creep and outdated pricing to software costs and team inefficiencies, Jessica and Brooke reveal the small tweaks that lead to massive profit growth. Whether you're running an agency, coaching business, or product-based company, this conversation is your roadmap to creating a more profitable (and scalable) business.

Highlights:

(01:00) Why founders glaze over when it comes to profit

(01:32) The #1 mistake business owners make with profitability

(03:44) How scope creep silently destroys your margins

(05:50) The cost of acquisition and why it matters

(07:46) What to do if you’re not profitable

(10:06) How to calculate a healthy profit margin

(12:42) Why a $500 offer isn’t always profitable

(13:28) Who you really need on your financial team

(15:37) What to do with low-margin offers

(17:45) When low-profit offers are actually strategic

(19:56) Why small tweaks beat big overhauls

(21:08) The investor’s perspective on profitability

(22:19) How long it really takes to shift your profit margins

(23:47) Why legacy pricing may be draining your growth

(25:28) Jessica’s TED Talk–style closing on personal wealth + profit

(27:38) Why profit is more important than revenue

(28:50) Where to start tracking your profit (even if you’re overwhelmed)

Connect with Jessica:

Instagram: @millionsweremade and @thejessicamarx

Website: Millions Were Made

Apply to work with Jessica: Tailored Premier

Description

What’s the best investment you can make to scale your company past 7 figures? In this episode of Millions Were Made, Jessica Marx answers listener-submitted questions and shares the real secret to building sustainable, scalable success as a founder: investing in yourself.

Drawing from her work with multimillion-dollar entrepreneurs, Jessica unpacks why inner work, emotional regulation, and smart mentorship are just as critical as business strategy. She shares real client stories, lessons on boundaries and burnout, and the mindset shifts required to break through revenue ceilings without breaking yourself.

Whether you're a solopreneur scaling to your first million or running a team on the path to eight figures, this episode will help you identify exactly where to invest—so your growth doesn’t come at the cost of your health or happiness.

If you're doing all the things and still not seeing the results you want, this episode is your invitation to shift how you lead, hire, and invest in your own growth as a founder.

Highlights:

(01:32) The best personal and professional development investments for 7-figure founders

(04:56) How to balance hustle and self-care while scaling

(07:49) Why strong boundaries make better business leaders

(10:01) The myth that working more = more success

(11:33) The difference between harmful and helpful habits in business

(14:52) What to do if you’re passionate about your craft but ready to scale

(17:25) Why personal growth is the most overlooked key to business growth

Connect with Jessica:

Instagram: @millionsweremade | @thejessicamarx

Work with Jessica: Tailored Premier

Website: Millions Were Made

Description

Thinking of starting a business partnership? Not so fast. In this episode of Millions Were Made, Jessica Marx and Brooke Dumas break down the truth about business partnerships—when they work, when they don’t, and the costly mistakes most founders make.

From best friends launching a mug business to seasoned entrepreneurs considering equity deals, they cover every scenario. Jessica shares why most partnerships fail, what makes a strong co-founder relationship, and how to grow your business without giving away 50% of it. You'll also learn about alternative structures like advisory roles, 1099 contractors, and making your first strategic hire.

Whether you're just getting started or running a multi 7 figure company, this episode will help you make smart, sustainable decisions about business partnerships, hiring, and growth.

Highlights:

(00:01) Defining business partnerships beyond co-founders

(01:11) Why most founders should not start with a business partner

(03:14) When partnerships do make sense (and why it’s rare)

(05:15) Emotional regulation and the realities of co-founding

(06:18) The Karen & Sharon scenario: why 50/50 rarely works

(08:36) The $2.5M mistake one founder avoided

(09:20) Should you build a business with your spouse?

(12:24) Alternatives to 50/50 partnerships: role clarity and 1099s

(15:16) Understanding the CEO vs COO dynamic

(16:05) Brooke’s story: burnout, acquisition talks, and bad timing

(17:05) When giving equity does make sense

(19:22) What early-stage founders need instead of a partner

(21:55) What to do if you’re already in a bad partnership

(23:14) Why waiting too long to have the hard convo will cost you

(24:08) Rethinking partnerships with agencies, advisors, and your team

Connect with Jessica:

Instagram: @millionsweremade | @thejessicamarx

Work with Jessica: Tailored Premier

Website: Millions Were Made

Most people don’t grow up learning how to manage money—let alone build multi-generational wealth. In this episode of Millions Were Made, Jessica sits down with wealth management expert Hilary Hendershott to explore what truly sets high-net-worth individuals apart when it comes to money mindset, investment strategy, and legacy planning.

Hilary shares her personal journey from financial struggle to founding a boutique firm managing over a quarter billion in assets—exclusively for women. They talk candidly about why women often hesitate to claim wealth, how to shift generational money patterns, and what it really takes to live off your investments. Whether you’re making your first sevenfigures or planning your exit, this episode will give you tangible tools and mindset shifts to create long-term wealth on your terms.

If you're a founder ready to protect what you’ve built and start thinking like a true investor, this is your next move.

Highlights:

(01:00) Hilary’s rock-bottom money moment—and what changed everything

(03:34) Why women must lead their own financial futures

(04:07) The differences in how men and women approach money

(06:45) Breaking the taboo: how mindset impacts your ability to grow wealth

(09:52) Why your network shapes your net worth

(11:09) One key investment strategy wealthy people use (but rarely talk about)

(13:57) Living off your investments: how distributions really work

(17:51) When to hire a wealth manager (and what to look for)

(21:38) How high-net-worth clients actually think about risk

(24:36) The boring but essential habits of wealthy people

(26:37) First-generation wealth: how to build a legacy that lasts

(31:18) A tax-efficient strategy most people don’t know exists

(33:33) Hilary’s favourite books and personal investment wins

(34:27) “Millions were made when I nominated myself…”

Financial Disclaimer

Connect with Jessica:

Instagram: @millionsweremade | @thejessicamarx

Work with Jessica: Tailored Premier

Website: Millions Were Made

Connect with Hilary Hendershott:

Website: https://www.hendershottwealth.com

Podcast: Love Your Money

LinkedIn: Hilary Hendershott

In this second installment of our Live Advisory series on Millions Were Made, Jessica coaches two social media agency founders who are navigating what most people don’t talk about: the inner tension between growth, profitability, and staying true to your values.

First up is Chelsea, whose agency doubled its revenue and profit in just one year, going from $270K to a projected $550K, and increasing her margins from 17% to 35%. But now she’s wondering: Should I give myself a raise… or reinvest for growth? Jessica dives into a strategic breakdown of where to put that extra profit, from hiring to marketing and how to prepare for acquisition, even if you’re not quite at $1M.

Next, we meet Maria, founder of a Singapore-based agency for conscious and sustainable brands. After losing her biggest client and scaling down to focus on her health, she’s now rebuilding from a stronger place—with a $4,500 retainer minimum, a projected revenue of $357K, and a bold commitment to profitability without compromising her mission.

Inside this episode, Jessica breaks down:

• The mindset shift required to stop undercharging and start scaling with intention
• Where to reinvest profits to support long-term growth
• How to prepare your business for acquisition.. even under $1M
• Why your pricing beliefs might be holding you back more than the market

If you’re an agency owner or service provider struggling to price with confidence, manage sustainable growth, or get clarity on your next move, this conversation will hit home.

Connect with Jessica:

Instagram: @millionsweremade & @thejessicamarx

Website: Millions Were Made

Work with Jessica: Tailored Premier

Want to be coached live on the podcast?

Email: [email protected] to get on the waitlist for our next live Q&A episode.