Warning: This is about way more than "market rates."

Today I'm answering one of the questions I get most often: how much should you actually be paying your team? I'll give you the quick number, and then the longer answer, because quick isn't alway correct. I'll also walk through the three-part filter I use for every hiring decision, the difference between paying someone to do the work and paying someone to think with you, and why support feels so expensive when you've spent years never paying yourself fairly. (Yup, we're going there!)

So grab your fave bevvie and headphones and take this ep for a walk!

Afterwards, pop onto IG and let me know what you thought!

Takeaways

• Twenty to thirty percent of overhead is a good check-in.
• Every hiring decision should be responsible, aligned, and a little bit stretchy.
• Team stops being a commodity the moment they start thinking on your behalf.
• Mental load and worry load are two different price points.
• Before you ask what to pay your team, get clear on what your own seat is.

Resources

• Book: No Rules Rules

Q's for you to ask yourself as you ponder how much to pay:

• What do I want my seat on the team to be? (Task doer vs. thinking partner vs. visionary vs. technician)
• What am I bringing to the table, and what do I want off my plate?
• What thinking do I want brought to me, instead of me generating it myself?
• What have I been paying myself? (Are business finances and personal finances actually separate, or has she been absorbing the value of every role herself?)
• If I weren't doing this job, what would I pay someone else to do it? (The real gut-check behind "expensive")
• Who am I replacing, and what is my new role once I do?
• Do I actually want to build a company and a culture, or is this more of a solo game for me?
• Am I willing to do something uncomfortable to get where I'm trying to go? (the "stretchy" filter)
• Is this decision responsible, aligned, and stretchy — not just one of the three?

⏱️Timestamps

00:00 Introduction

00:45 The Quick Answer: 20 to 30 Percent

02:35 Responsible, Aligned, and Stretchy Decisions

03:55 Alignment and What's Right for This Season

05:20 Why Stretchiness Matters in a Growth Season

05:55 When Team Stops Being a Commodity

08:45 Mental Load vs. Worry Load

10:00 What Do You Want Your Seat to Be?

10:40 What Have You Been Paying Yourself?

11:35 The Client Who Was Doing Every Job

13:20 Hot Tips Before You Hire

15:30 You Are the Culture

16:20 Final Thoughts

Erin’s Website

Commonwealth Co.

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

Welcome to Thank You For You—the show where we get real about what it means to run a business without losing yourself in the process. I’m Erin Lindstrom, strategic advisor, sales nerd, and Founder of Commonwealth Co.. I help values-driven entrepreneurs build businesses that grow with integrity, sustainability, and a little bit of magic. Grab my free guide to writing a masterclass script that actually converts at this link, and learn more about my work at erinlindstrom.com.

In this episode, I’m breaking down a pattern I see all the time: entrepreneurs making strategic decisions based on what they think is working for someone else. I’m calling out the trap of funnel envy (with love), sharing why that approach rarely works in the long run, and offering a grounded alternative based on your actual goals, needs, and context.

• Mimicking someone else’s funnel doesn’t guarantee you their results.
• What looks like success from the outside might not feel successful on the inside.
• Just because you need money fast doesn’t mean you should copy what’s trending.
• Your strategy should support your life—not just your launch.
• You get to build a business based on your strengths, values, and desired experience.

• 00:00 Introduction and Personal Background
• 01:10 The Problem with Copying Business Strategies
• 02:53 Building a Business from the Ground Up
• 07:20 Understanding Your Audience and Offer
• 15:01 Monetizing Your Skills and Services
• 18:27 The Importance of Clarity in Business Goals
• 19:16 Understanding Financial Needs and Realities
• 21:08 Building a Stable Bridge to Success
• 22:31 Personal Stories and Motivations
• 26:47 Creative Solutions for Business Growth
• 34:45 Final Thoughts and Takeaways



Erin’s Website

Commonwealth Co.

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

Welcome to Thank You For You—the show where we get real about what it means to run a business without losing yourself in the process. I’m Erin Lindstrom, strategic advisor, sales nerd, and Founder of Commonwealth Co.. I help values-driven entrepreneurs build businesses that grow with integrity, sustainability, and a little bit of magic. Learn more about my work at erinlindstrom.com.

In today’s episode, we’re diving into one of those spicy topics: tech. Specifically, how to choose and use software in your business—whether you’re DIYing or delegating. I’m sharing my honest take on the mindset that holds people back, what your responsibility actually is as a business owner, and how to approach tech without overwhelm (or giving your power away).

• Why “I’m not techy” isn’t a free pass (and what to say instead)
• What you actually need to understand if you want your systems to work
• A behind-the-scenes look at how I evaluate and choose tools
• Delegation vs. abdication when it comes to hiring help
• The moment I realized I had to own my decisions—even in the weeds

00:00 Introduction and Podcast Overview

00:55 Today's Topic: Using Tech Platforms in Business

02:42 Understanding Software Basics

04:44 Effective Communication with Tech VAs

08:08 Choosing the Right Software

10:20 Hiring and Working with Tech VAs

14:45 Real-Life Example: Hiring a Contractor

21:30 Conclusion and Final Thoughts

• Erin’s Website
• Commonwealth Co.
• Free Masterclass Script Template & Guide

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

To get the Google Doc template and example head to Instagram (@erinlindstrom) and send me a message with the word "meet" and I'll send it right over!

In this episode I introduce the 'Nice to Meet Me' communication style guide, a resource designed to enhance team communication and onboarding. I share my own guide and explains how it fosters clarity, honesty, and collaboration among team members. I emphasize the importance of understanding and leveraging each team member's strengths and preferences to create an efficient and supportive work environment.I provide insights into creating custom communication guides and offers practical steps on how to implement them in your own business.



00:00 Introduction: The Importance of Asking Questions

00:27 Welcome to the Podcast

00:44 Introducing Erin Lindstrom

01:17 Sales Strategy and Microagency Operations

02:22 The Power of Team Collaboration

03:28 Onboarding and Communication Style Guides

07:07 Erin's Personal Communication Style Guide

17:39 Team Member Insights and Reflections

26:08 Conclusion and How to Get the Guide

Wanna work together? Email me! [email protected]

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

In today's episode, we're diving into the importance of creating a game plan and clarifying your goals before implementing sales strategies. We'll recap what we've covered so far in this series and how it all ties together. Plus, we'll discuss the role of intuition and strategy when setting sales goals. So grab a pen and paper, get ready to map out your path to success, and let's dive in!

Setting Goals and Creating a Game Plan

- Importance of pulling together a game plan and clarifying goals

- Gathering data about clients and sales

- Understanding your areas of growth as a CEO

- Evaluating marketing effectiveness

- Assessing nurturing leads and clients

- Identifying what feels right and correct

- Considerations for delegation and focus support

- Building lenses for ongoing decision-making and checking in

 Determining Sales Goals

- Starting with a clean sheet of paper or document

- Considering feelings, gut instincts, and dreams for sales numbers

- Factoring in data and strategies

- Allowing for multiple numbers or variations

- Stretching into different versions of the question

- Blending intuition and strategy for a range of goals

- Recognizing that these goals are the starting point, not the endpoint

- Emphasizing the importance of data to fine-tune goals

Evaluating Offers 

- Considering sales priorities

- Assessing the offers currently available in the business

- Reflecting on sales priorities and how they align with offers

- Calculating different ways to reach the goals

Creating a Guideline

- Recognizing that the goal doesn't need to be perfect or match societal expectations

- Using the goals as a starting point and allowing for flexibility

- Looking at how the goals relate to each other

- Reviewing and revisiting offers and sales priorities

- Considering different strategies and approaches to achieve the goals

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

In this episode, we'll be discussing the important role of support and systems in your business. We'll explore how to align your strategy, choose the right tools, delegate tasks, and build focus so you can maximize your productivity. And of course, we'll touch on the ever-important aspect of tracking results and making adjustments along the way. 

Setting an aligned strategy

- Defining goals

- Choosing actions to meet the goals

 Choosing tools

- Assessing requirements (copy, graphics, videos, software)

- Evaluating costs (money, time, energy)

- Determining who can do the task (self, team member, contractor)

- Deciding whether to keep or get rid of a tool

Delegating, Do Dates, and Deleting

- Identifying tasks to delegate

- Setting due dates for tasks

- Considering tasks to delete

Primary Topic: Support and Systems

- Exploring different forms of support (team members, coffee, environment)

- Recognizing the value of saving time in personal life

- Building focus

- Implementing systems to enhance productivity

Primary Topic: Implementing and Tracking

- Implementing the strategies and tools

- Tracking results and gathering data

- Analyzing the data for future improvements

Primary Topic: Iteration and Creativity

- Deciding what to keep or discard based on results

- Adapting and refining strategies for future iterations

- Encouraging creativity within the framework and structure

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

In today's episode, we're diving into the world of marketing and nurturing. Erin Lindstrom, our sales strategist, ops consultant, and hilarious host, is here to share her insights on how to effectively market your services and build strong relationships with your audience. From conducting a marketing audit to identifying your boundaries and transforming as a person, Erin guides you through the essential steps to take your marketing game to the next level. Plus, she discusses the vital role nurturing plays in the sales process and how it can boost conversions and build lasting connections with your clients. So grab your notepad and get ready for another engaging episode of Sales & Stuff with Erin Lindstrom!

Sales and Marketing Strategies

- Sales Strategies:

- Importance of sales strategies

- Different sales strategies that can be implemented

- Marketing Strategies:

- Connection between marketing and referability/reputation

- Marketing audit and evaluating past marketing efforts

- Measuring effectiveness of marketing campaigns

- Focus on building an email list

- Setting boundaries and identifying "hell no" activities in marketing

- Identifying desired skills and transformation in marketing

- Nurturing:

- Difference between marketing and nurturing

- Nurturing as a one-to-one or small group approach

- Importance of follow-up and conversation in nurturing

- Nurturing as part of the sales process

- Building relationships through nurturing

- Conversion as a result of effective nurturing

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

Welcome to Sales & Stuff with Erin Lindstrom, the podcast where we dive deep into all things sales and more. I'm your host, Erin Lindstrom, a sales strategist, ops consultant, and coach. 

On today's episode, "Sales Priorities + Your Priorities," we're going to explore the different sales strategies and priorities that can help you make more money in your business. From client retention to building your reputation and referability, we'll discuss how these factors play a crucial role in your sales success. 

Join me as we uncover the nuances of sales and discover how to align your priorities with your business goals. Stay tuned and let's dive in!

In this episode we cover:

- Retention

  - Importance of client retention

  - Assessing current client retention

  - Exploring the potential for increased retention

  - Effect of clarity on communication with the team

- Reputation

  - The significance of reputation in sales

  - Building and maintaining reputation

  - Connection between reputation and branding/marketing

  - Overcoming past traumas or negative experiences

- Referability

  - Definition and significance of referability

  - Distinction between referability and reputation

  - Assessing current referability

  - Exploring fears or insecurities related to being referable

- Upsells, Downsells, and Alumni

  - Upselling and downselling options for current clients

  - Upselling and downselling options for prospects who know the business

  - Alumni programming and reconnecting with past clients

  - Leveraging alumni as sales advocates or affiliates

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

Welcome to another  episode of Sales & Stuff with your host, Erin Lindstrom! 

In today's episode, Erin delves into the importance of establishing commitment in the sales process. She starts by discussing how to identify your goals and how they shape your sales and marketing strategies. Erin emphasizes the need for context and asks thought-provoking questions to help you gain clarity on your current sales efforts.

But it's not just about the numbers. Erin encourages you to take a closer look at the action happening within your sales ecosystem. She advises examining your current clients and their buying behaviors, including where they came from and what they purchased. Erin believes that understanding these details is crucial for making informed decisions moving forward.

Throughout this episode, Erin reminds us that the size of your audience or the number of clients doesn't matter. What truly counts is the trust people have in your expertise, which can be reflected in referrals. She encourages self-intimacy and awareness to uncover patterns and explore any feelings that may arise when scrutinizing sales data. Ultimately, this process leads to neutrality and a focus on acquiring information rather than judgment.

Join Erin Lindstrom in this engaging discussion as she guides you through the process of establishing commitment and gaining a deeper understanding of your sales landscape. Get ready to unlock valuable insights and take your sales game to the next level. Let's dive in!

In this episode we cover:

The Importance of Understanding Your Present Situation

   - Emphasizing the need to assess your current sales strategies and results

   - Encouraging the audience to identify what they have been doing in terms of sales

   - Highlighting the significance of analyzing customer information and sales data

Collecting and Analyzing Data

   - Recommending the use of spreadsheets or visual aids like Whimsical or Canva to organize and visualize data

   - Encouraging curiosity about customers and their buying behaviors

   - Questions to ask about customers, such as their demographics, referral sources, and purchasing history

Evaluating the Effectiveness of Existing Strategies

   - Discussing the importance of measuring success and comparing results to previous goals (if applicable)

   - Highlighting the role of referability and the value of customer referrals

Embracing a Neutral Perspective

   - Addressing the emotional aspect of analyzing sales data and encouraging self-intimacy and curiosity

   - Reminding listeners that data is neutral and not inherently good or bad

Conclusion

   - Assuring listeners that feelings will be addressed in due time, but for now, the focus is on gathering information

   - Encouraging listeners to be open to the possibility of discovering areas for improvement

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!

In this episode, we're going to discuss the concept of nurturing leads and why it's important to prioritize connection in our business endeavors. As I was contemplating this topic, I couldn't help but reflect on my own software company, Let's Collect, and how it allows us to nurture leads in a unique way. But beyond that, I wanted to explore a different approach to nurturing that I haven't seen taught before. Because, let's face it, connection is something we can't outsource. So, join me as we delve into the world of nurturing, making strategic decisions, and setting ourselves up for success in the upcoming year. Whether you're a seasoned entrepreneur or just starting out, this episode is packed with insights and tips to help you thrive in your sales strategies. So stay tuned and let's dive right in.

In this episode we cover:

Introduction to Sales Strategy

- Introducing Erin Lindstrom as the host and sales strategist

- Mention of Erin's software company, Let's Collect, and its focus on nurturing leads

- Importance of connection and human interaction in sales

- Goal of being more organized and focused in order to use time efficiently

- The strategic approach to nurturing leads and making decisions for business success

Reflecting and Planning for Next Season

- Importance of reflection and planning, particularly in Q4 of 2023

- Encouragement to think about goals and strategies for Q1 of 2024 and beyond

- Suggestion to regularly check in and update strategies on a quarterly basis

Exploring the Concept of Nurturing and Decision-Making

- Emphasizing the similarities between nurturing leads, team relationships, collaborations, and prospects

- Need to consider strategic decision-making for effective nurturing

- Mention of potential journeys and systems to set up for nurturing leads, but also allowing flexibility

Personal Background and Journey

- Erin's personal background, including pursuing  a Master's in nonprofit management

- Reasons for quitting the Master's program and seeking alternatives for financial stability

- Living in London and experiencing anxiety and depression, leading to returning to the US

- Finding a therapist and going on a personal development journey

- Working with a professor and exploring various methods to overcome pain and anxiety

Conclusion

- Final thoughts on personal growth and transformation through therapy and self-care

- Mention of the importance of continual support and exploration in the sales strategy journey

If you enjoy this episode please leave a 5 star review!

And if you need any sales/growth support, reach out to [email protected]

More info about working together at erinlindstrom.com

Andddddddd hang out w me on Instagram for behind the scenes and current hot takes!