Your Dream Business

In this episode, I reveal a powerful and refreshingly different approach to launching: paid workshops that deliver massive value and real results. I shared how this strategy helped me to achieve a 25% conversion rate, outperforming many traditional launch methods.

Rather than running standard webinars or free masterclasses, I focused on creating a high-impact, paid experience that dives deep into a specific piece of a larger offer. This not only attracts more committed attendees but also lays the groundwork for better engagement and sales.

If you're a course creator, membership site owner, or coach, this episode is packed with actionable insights to help you create a more authentic, profitable, and connection-driven launch strategy.

 

Paid Workshops Attract More Committed Leads

Charging for your workshop (even a small amount) helps filter for serious, engaged participants—resulting in higher-quality leads and better conversion rates than free webinars or masterclasses.

Depth Creates Trust and Sales

By focusing your workshop on one specific, valuable topic, you can go deep and deliver real results. This builds trust and positions your offer as the natural next step, making selling feel seamless and aligned.

A Launch is an Experience, Not Just an Event

Theresa emphasizes that a successful launch should feel like a guided journey for your audience. Strong community support, intentional content, and a structured experience all work together to increase connection—and conversions.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Today I'm gonna share with you an amazing strategy that I have used to launch my big grow launch sale program. That has converted at 25%. And this strategy is something that I love doing. It feels super easy and it doesn't feel sleazy or salesy, and I think it's something that you can use in your business too.

Welcome to the Your Dream Business Podcast. I'm your host, Heath wearing. An international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are in.

In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you focused, motivated. And are gonna stop you from getting in [00:01:00] your own way. So if you're a course creator, membership owner, or coach, you're in the right place.

Let's get started.

Hello and welcome back to another episode of the Your Dream Business Podcast. As always, I'm your host, Teresa Heath Wareing. In today's episode, I'm gonna talk you through one of the launch methods that I've been using this year. Now, this is a little bit different to what I normally do, but it's working really, really well.

And actually the last time I used it, and I've used it three times this year. It converted at 25%. Now, if you followed me for a while, if you know me, if you've seen my content, you know that on average a conversion from your launch list. So let's just go back. I feel like I'm rushing into things. So if you don't know, you have your email list.

And then when you promote a launch, you have a launch list. So the people who. Are on your emails that sign up to take part in the launch. And normally from your launch list, you can expect between one and [00:02:00] 8% and that's on average what you will get to buy one to 8%. And this launch method that I used converted for me at 25%, which is awesome.

And not only is it awesome, but it actually feels really good. It feels really nice. It feels like a very easy way to connect with my audience, to connect with my customers, and then to give them an offer in a really lovely, non-salesy, non sleazy way that they then make a decision whether they want or not.

So let me kind of take you back and talk about what we are doing in terms of this launch method. When I talk about launching, we talk about launch experiences, and it's really important as a online business owner, so someone who has a course, a membership, or a group program that you create some kind of experience around the launch that you're doing.

So ordinarily these are webinars or masterclasses, same thing, just [00:03:00] different names. These are things like boot camps and challenges. And also I teach on a method called the Open House, which you have a membership is a really, really cool method. In fact, I think I've probably done an episode about it.

So if I had, I'll link it in the show. So we have these different ways of launching, and I've done a new way, and it's not new to me. Lots of people have done it before. It just seems to be working really well for me. So this way is about doing workshops. So your first question might be, well, what's the difference between a workshop and a webinar slash masterclass?

Normally with a webinar or masterclass, you are teaching them something for an hour. You, there's the whole thing around. You teach them the what and the why and not the how. The how is the thing that you are selling. So let me explain that a little bit deeper. So you're teaching them, let's say I'm going to be teaching you how to do an open house.

So I am in, if I was doing a webinar about how to do an open house train, this all sounds a little bit better. [00:04:00] 'cause obviously I teach launching. If I was doing a webinar about how to do an open house, I would teach you what an open house is. I would then teach you why you need an open house. But I wouldn't necessarily go heavily into the how to do an open house.

Okay. That's what you tend to do in a webinar and a master class. You give them the what and the why and a little bit of the how, like a tiny, tiny bit, and then your main program is the how. With a workshop, it's different. And with a workshop, what you are doing is you are going deep, but you are going deep on one aspect of the whole thing that you teach.

So obviously, I'm gonna give you examples of my stuff because this is what I've done. I have Grow Launch Sale, which is a big program, and in this program we go through how to grow your audience, and I go into what makes a good lead magnet, how to make a lead magnet, how to get in front of other people's audiences.

And lots of other things in that growth section, in the launch section, I [00:05:00] take you through every way that you can launch. So I talk you through how to do webinars. I tell you how to do challenges and boot camps. I tell you how to do open houses. I tell you how to get people to turn up to your launches. I talk about launch numbers, I talk about launch debriefs, and then in the sale part on the sell bit, I do the, the kind of, you know, how you do a sales page and what you put in sales emails and how to sell.

Now that is a big program and it comes as support and it's, it's a big program. So instead of trying to do, and, and again, a webinar would kind of be over the top, right? It wouldn't deep dive into any one of those things. It would be generally about how to launch or generally about online businesses.

Whereas when I do a workshop, I take one aspect and I go deep on that aspect. So the ones that I've done so far, I did list building, but unfortunately for me, it wasn't specific enough to my audience. So I ended up having people on who wouldn't be right for my program. So that was a really interesting test for [00:06:00] me.

The next one I did, and I've done a couple of times now, is on how to actually do a webinar, IE when you get on the webinar, when you are literally on screen. What do you do? What do you say? What order did you put it in? And then the, the third one I've done is on how to do an open house. So let me talk to you about the webinar one.

And, and like I said, this, this feels hard for me to keep up, let alone if you're watching this or listening to this. So for me. When I'm doing a, a webinar one, like I said, my workshop is I am teaching you exactly what to do on the webinar. And the thing that I love about this method so much is that I get to give, now one of my biggest problems with anything that I do is I'm an over giver.

Like I can't help but want to share all the things and sometimes. As business owners, we have to be careful about that because actually that can be, that can stop people buying because you give them so much and then they go, well, I don't need to [00:07:00] buy. So that bit is is really difficult for me. What I'm able to do with the workshop is one, sorry, I should have said this.

It's a paid workshop. It's a low cost paid thing, so normally my workshops are around 49 pounds or dollars, and that's kind of where they would stay. They get to work with me for a set amount of time. So I've tested various things and the thing that's working really well for me is to do. Four sessions.

And again, it depends on how much you're teaching, what the transformation is, what the outcome is. But I tend to do four sessions and I tend to do them over two weeks because the thing with the workshop that I'm doing is I'm giving them homework. I'm giving them something that they need to do in order to actually, you know, have the transformation.

So normally week one it would be on the Wednesday and Thursday, and then week two it'd be on the Tuesday and Wednesday. They have four sessions. I also throw in a bit of mindset. I'm a certified coach. It's in with what I do, so that makes sense to [00:08:00] me. If you are not a certified coach, if that's not what you do, don't throw it in.

But I'll throw in like two mindset sessions as well. So they get ultimately six sessions with me, too many mindset and the the other four are one hour sessions. And what I do in those sessions is I teach them everything. So I literally go deep, right? I don't hold anything back. I walk them through, slide by slide.

I give them the slide template. I give them swipe files on how to get people to show up live or turn up live. I can't remember what I give them now. I give them those things. I don't hold back. I give them an amazing service. I give them such a good product, and I 100% deliver on the transformation of I will teach you how to do a webinar while you're on the webinar.

The the beauty of this is I'm showing up, delivering and it feels so good. I love that stuff, like get me on training, get me on [00:09:00] coaching calls. I could just do that all day every day, so it really fits in with me and what I love doing. The next thing is it gives them a really good idea of what it's like to work with me and what I'm like, so when they see the level of detail in which I deliver this one particular subject, they get an impression of, oh, okay, this is what she's like, what I'm like to answer questions, what I'm like when I'm doing coaching, like they really get an understanding of who I am, what my program's like.

The other thing that's really key about this is the reason it's chargeable is because I want them to show up. I want them to be invested, and if it's not chargeable, they're not gonna do that, or not as much. So the chargeable bit is important. So I'm only getting people who really want to know and understand how to do, let's use the webinar example, how to do webinars, which is perfect 'cause they are my customers.

I am getting them to spend some [00:10:00] money. So they're invested, so they're showing up. The fact that they're showing up means that they're doing the work, and it means that they're going to get the transformation, which means they're going to have a much better experience. And it also means that they get to ask me questions about their business and a much more tailored approach.

And then at the end of the workshop, they come away with the transformation. So it's not, nothing's held back, nothing is not given to them, but it's on one specific part going deep, on one part of a much, much bigger program. So what happens is. I feel like I have almost been selling the entire workshop.

Now, I'm not selling the entire workshop. I'm not actively selling, but by me showing up and teaching and helping and supporting, I am kind of selling because they're getting to see how I am and what I'm like. So that's the one kind of cool bit when I actually then get to the sales bit. Now, what's super fascinating with me and what I do is it's all very meta, right?

[00:11:00] And I am so honest about this. I will say to them. The last session that I teach in this math, in this workshop is how to sell on the webinar. And I say to them, okay, you are literally going to see me do this now as I move into selling Grow, launch, sell to you. And again, I say it right from the beginning, I say from Workshop one.

Like, you are going to have a great experience. You are gonna get everything you want, but I am gonna make an offer. And because of that, I want you to look at how I'm showing up through the workshop, what I'm saying, how I'm. Like subtly telling you about Grow Launch Sell. So for me it's really interesting because like, like I said, I teach this stuff, so that's tricky that, so I have to be so open and honest about it and I would only ever be so open and honest.

But when we get to the last session now, inevitably the last session is the best session. That is the case with everything. If you're doing a challenge or a bootcamp, the last session where you sell actively, like I said, you've been kind of selling. I can't think of the word. It's not actively, but you've kind of [00:12:00] been hinting at the selling going through.

But in the last one is literally when you ask people to buy, that's the session that I make sure is the best. Now, normally it's where you tie everything together, or for me, because of how I broke down, I think it's where I tell people how to sell on a webinar. So it's a really good session. So. On that session, I then move in to a sales pitch, if you like.

It's kind of the same kind of pitch as I would use if I was doing a webinar, but it feels so easy and it feels so simple because I basically say to them, you've been hanging out with me for the past few days. This is what the program covers. This is what it costs. This is what I'm like, if you want this, if this is going to be helpful to you.

Then Perfect. And the other good thing about going deep on one aspect is it's like, okay, you know what? It's taken to understand how to do this one bit. There is so much more to it. Like showing up and doing the [00:13:00] actual webinar is one thing. Getting people to turn up, getting people to join, getting people to sign up, getting people to buy what the sales page looks like.

What are the emails that you're sending? Is your list even big enough? There is so much more to it than just that bit, and they're able to see that. They're able to see, okay, we've done a lot of work. I've shown you this thing, but there's so much more, and if you want help with the rest of it. Then great.

Now, if they don't, and if all they wanted was how to do the webinar, when they turn up live, perfect, brilliant. They've got it. They walk away happy. They don't feel like they've been mis-sold, they don't feel like it was a, you know, bait and switch type situation. I have fully delivered on the thing.

However, I have made an offer at the end. Now, a couple of kind of key points in this, and I'm, I, I'm gonna write this up as a proper strategy. Two, put into Grow, Launch, Sell, funnily enough, but couple of key points. One, like I said, I charged for it. I think that's really important. Two, I have a community with it.[00:14:00]

I trialed it without a community, didn't work, was so, was not as successful. I didn't feel that I was giving as much now. I just used Telegram as a community. Because I am not big on Facebook, I really don't like it. Personal preference, so wherever you want your community. But I would definitely have a community and I would definitely be interacting, answering questions, getting them to post their homework in that community.

That worked really well. Then the next thing that worked really well is I gave them a deadline in which to watch the replays. So because this is so cheap. I couldn't, and I did the first time and I've since changed my mind. 'cause again, what's so good about when we rinse and repeat things, we work out what works.

We work out what's good, what's not good. So the second time, I didn't give them the, I didn't give them the replays forever. So basically they had a number of days in which to watch the replays. Again, the reason that works is because those people are like, oh, I'll get round to it. They have no choice. They have to make time for it.

[00:15:00] So I took the replays down before they finished. The other couple of things that worked really well for me is I actually did a order bump on it and I had like 47% of the people buy the order bump, and it was actually a swipe file of emails. I can't remember which ones they were, but it was. Some really good emails that would support this whole thing really well.

So that was a really good intake of that, or a good conversion number. And then, like I said, when I came to the selling bit, it didn't feel horrible. What I could do as well is I kept the window short, so I think it was like a five day window to buy. I posted in the community and then when the doors closed, I closed the community.

Like I said, for me this was such an awesome way to sell because. When I was showing up doing something I love, I was delivering and giving someone exactly the transformation that they were asking for, but it was on one particular aspect of my entire program, and I could really easily [00:16:00] show them this is the level of detail and the level of care that you get when...

In this insightful episode, I was joined by business and life guide Mel McSherry to explore the transformative potential of Human Design in the world of entrepreneurship. Together, we unpack how aligning with your unique energetic blueprint can dramatically shift how you work, make decisions, and grow your business.

I also shared my personal journey as a Projector with Splenic Authority, revealing how Human Design has helped me create a business that honors my energy and intuition. Whether you're a seasoned entrepreneur or just starting out, this episode offers practical tools and fresh perspectives to help you run your business your way.

Aligning Your Business with Your Energy Increases Flow and Success

Understanding your Human Design type helps you create a business model that supports your natural energy patterns—whether that means working in short bursts, waiting for invitations, or following your gut instincts. When you align with your design, work becomes less of a grind and more of a flow.

Decision-Making Improves When You Honor Your Authority

My experience with splenic authority highlights how powerful it is to trust your body’s intuition. Whether your authority is emotional, sacral, or splenic, honoring it leads to more confident and aligned decisions in both business and life.

Rest and Customization Are Not Optional—They’re Strategic

Traditional business hustle doesn’t work for everyone. For types like Projectors, rest is not laziness—it's essential. Customizing your business strategy based on your Human Design can lead to greater sustainability, creativity, and long-term impact.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Mel on LinkedIn or Instagram, Website

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

Transcript

 

Teresa: Have you ever wondered why certain business strategies feel amazing for some people, but make you want to run and hide or you thrive in some situations that other people would hate? Well, today on the podcast, we are diving into human design, and if you've not come across human design before, it's not just another personality test.

It can actually help you understand how you like to show up and work in your business, what energizes you and how you can work so you don't burn out.

Hello and welcome back to another episode of the Your Dream Business Podcast. As always, I'm your host with Heath Wearing. Today we have an interview and I'm going to give you a slight woo warning, okay?

And what I mean by that is the interview today we are talking about human design. Now, some of you might know what that is and think, awesome. Can't wait to listen to this episode. Some of you might know what it is and go, that is not my bag. And some of you might not know what it is and go, we'll see. It is more on the woo side.

Now. Can I just say I, well one, I don't like the word woo, but anyway, we'll get over that. [00:02:00] Can I say that I had, I used to have, when I was doing a lot more mindset stuff in, in the business, I used to have a lot more of this kind of stuff on the podcast, and I recorded some episodes of people who were more spiritual and talked about spiritual stuff, and I actually didn't put the episodes out.

Now, the reason I didn't put those episodes out were because when I came to do the hook, I couldn't find a good reason for you to listen to the episode, and that is really important for me. I know you are very busy. You have a million podcast that you can listen to and you've chose to listen to mine, and I am eternally grateful for that.

And I never want to waste your time. I never want to put an episode out, even though we do an episode every single week, I never want to put an episode out that I'm like, nah, about just, that's noise. Kind of sums up that feeling. I never want to do that. [00:03:00] So I'm really careful. And like I said, I had recorded some episodes that spiritually were very spiritual.

I really enjoyed the episode and recording it, and I found it really interesting. But when I went back to, listen, I didn't. I didn't get anything. There was nothing that I could pull out of that episode to go listen to this 'cause this is brilliant. So I kind of steered away from it. Anyway, when I got approached by, and I can't remember whether Mel, the woman that's coming on today approached me directly or whether it was like through an agency or whatever.

But when I got approached for Mel's and I listened, 'cause I, when people apply to come on my podcast, I go and listen to podcasts that they've been on to see what I think. I just really fell in love with her, like, she's so cool. I really loved hearing her and even though it is a subject that's more on the woo side, she's so cool and down to earth and like.

Really just the way she talks about this stuff is really, really cool. And I just knew I had to have her on and she didn't disappoint, and I love the episode [00:04:00] and she is really cool. Like, I really, really like this woman. So there's your woo warning. Okay, it is a little bit woo at times. Now your second kind of piece of information that you might need to know is as a podcast host.

I sometimes, well, it's because it's my podcast that I get to speak to people. I get to pick their brain about stuff specific to me. Now, I try really hard to make sure, again, that I want good episodes. I want you to get a lot from it. I almost couldn't help myself of like, right here is my chart, here is my human design.

What does this mean about me and my business? So I'm gonna apologize now in advance that basically I did pick a brain about my human design. However, I am hoping that this translates as a really good example of. This is how human design works with you running a business and what it means for you running a business.

So rather than just talking theory of if you were this human design, [00:05:00] then you might wanna show up like this, or you might wanna run your business like this. I am as always an open book, very vulnerable, very honest about me and my business, and. She explains to me how my human design and my business kind of fit and where they don't fit and that sort of stuff.

So I love this episode. I think it's really cool. I think Mel is ace. I love her to bits. Really enjoyed having this conversation. Also, just so you know, I, she goes through my chart, we explain how to get your chart and all that sort of stuff. So, and I, I almost don't wanna tell you too much here 'cause I'm not the expert and I will no doubt mess it up, but I actually put a copy of my chart in the show notes. So if you are so inclined and interested to see what it looks like or you know, human design and you are interested in what mine says, my chart is actually the show notes. So if you head over to teresaheathwareing.com/415.

Slash the numbers 4 1 5 as in adding in the words the numbers just forward slash 4 1 5. I'm sure I didn't need to explain that, but just in case then [00:06:00] you can see my chart. There's a copy of my chart in the show notes just in case that's of interest to you. Mel is an international business and life guide and helps, inspired yet overwhelmed entrepreneurs honor their lives and become the architects of their own success.

Mel has been an entrepreneur since 2010, has launched two successful businesses, become a two times published author, and has spoken over 200 plus times all over the USA and overseas and has created a true life by design. I know you're gonna love Mel and this episode. Can't wait to hear what you think.

Without further ado, here's Mel. Mel, welcome to the podcast.

Mel: Thank you so much, Teresa. I'm so excited to be here.

Teresa: Well, we've already been chatting, so I am very excited because I am confident we are gonna have such an interesting conversation. It also might be a conversation that someone might not ever have heard of.

Mm-hmm. And I think what I. The reason I [00:07:00] bring things to the podcast is one for my own keen interest and to pick the brains of someone who's an expert on something that maybe I wouldn't get access to. And secondly, just to bring things for people to go. Okay. That's interesting. Mm-hmm. And like maybe they get something for it, maybe they don't, but like, just to present something to you so.

We are talking about human design.

Mel: Yeah.

Teresa: And someone will either be sat there going, oh great, I know what that is. Or someone is like, what on earth are you talking about? So let's just start off with the basic, what is human design?

Mel: So human design is a system that has been brought together by utilizing five different modalities.

So we have astrology. I Ching, Chakras, Kabbalah, and quantum physics. And what it does is it shows you your energetic blueprint. It's also coined to the science of differentiation. And I love that because it shows you how profitable, and when I say profitable, it's always threefold mentally, emotionally, and financially.

Okay. But it shows you how [00:08:00] profitable you are as yourself, and it is such a beautiful tool for you to have, because it's your operations manual. It shows you how much energy you have, where your energy comes from, how to make your best, most profitable decisions, how to create your most, you know, fluid and easeful processes to create what you want.

It gives you the why behind your how. And really clears out a lot of the noise of the shoulds of the I, you know, the, I need to, all of the things that can tend to disrupt us from creating the business, the money, and the life that we want.

Teresa: So I went to write down where it came from and I couldn't even spell half the things.

So we won't even worry about that. I'll just go tick. Great. There you go. So when we, so actually firstly, why did you get into it? Because it's quite, I've only heard of it a couple of times and the people I've heard it from are very, I don't even know how to describe it. [00:09:00] Spiritual. Mm-hmm. Woo. Like whatever it is.

Mm-hmm. I don't know what the, the all encompassing word for it, but what made you even come into it in the first place?

Mel: It actually found me and it found me twice, which is really interesting.

Teresa: Oh, when it did that.

Mel: I know because it found me. Hello. The person it found me. Well, and we were, we were kind of discussing this in the dream a little bit about how you hear something and you go, oh yeah, that's great.

And then you kind of move on. Mm-hmm. So it first found me, actually in 2017, I was starting a meditation mastermind with a spiritual coach that I worked with for, for years. And it just came up in conversation and I was, you know, just kind of dipping my toe into the quote unquote spiritual world coming from a very religious background and from kind of deconditioning from that. Yeah. Which is a whole story we don't need to get into.

Teresa: Oh, I could have, yeah.

Mel: That's a whole nother episode.

Teresa (2): Yeah.

Mel: And I wanted to find something that was my own, and so it came up in conversation. I got my chart. And all I read was [00:10:00] my type. Now there's a lot of pieces of information inside of human design.

I call it the ultimate onion of personal development because there's so many layers to it. And the first layer I saw was my type, which is just your overarching description of your energetic blueprint. And I went, oh yeah, no, that's me. Cool. And moved on. As I moved on, my business really took off. On paper.

On paper, I was making great money. I was traveling all over the country speaking. I was being flown overseas.

Teresa: Sidetruck. Was your business in this or doing something in this?

Mel: No. No.

Teresa: Was it completely d different? Okay.

Mel: I it. I was in more of the traditional formulaic business coaching world. Okay. Of, okay. You know, pick your framework, stick to your framework.

Don't get too personal, you know, very masculine, quote unquote. Processes. And I subscribed to that because I thought that's what was going to provide me the success that I was looking for.

Teresa (2): Mm-hmm.

Mel: And as I mentioned on paper, it did. [00:11:00] It I looked fantastic.

Teresa (2): Yeah.

Mel: And internally I had never felt more honestly inauthentic and disconnected to myself and my business in my entire life.

I was, I would be looking at my bank account. This is it. This is, this is how success, I don't, I don't like this, but

Teresa (2): yeah.

Mel: I don't know what that is. Right. I didn't have the vernacular to advocate for myself. I just had the financial proof that technically what I was doing was working.

Teresa: Yeah.

Mel: And so fast forward to 2020 and I, the same spiritual coach that I worked with invited me to a retreat in Sedona, Arizona.

And. Human design came back up again, but this time it was from a fellow attendee who was talking about it, and she read my chart with me and I stopped. It was the most validating and confirming piece of information [00:12:00] I had ever received because personal development, we find hooks, right? We find pieces of somebody else's story that makes us feel seen and heard, which is beautiful, and we all need that.

However, what it doesn't do is it doesn't give you the steps of what to do with that.

Teresa: No.

Mel: It just is like, yay, sweet. I feel seen. Yeah. And

Teresa: now what? What do I do?

Mel: Yeah. Yeah. And so, and when I had my human design read to me. As I mentioned, it gave me that validation and confirmation of what I already knew about myself, but didn't trust because it wasn't proven to me.

It wasn't shown to me. I didn't see it on anything. It was just a feeling. It was just an inclination, and when I saw that report, it not only gave me that validation, it gave me the vernacular to start advocating and shifting how I was showing up inside of my life and inside of my business. And interestingly enough, this came two weeks before lockdown.

I'm located in Chicago, Illinois. We were in [00:13:00] lockdown for a long, long time.

Teresa: Yeah.

Mel: And it definitely presented itself at a time when I would have the capacity and the need to really reevaluate my business, reevaluate who I am, and truly for the first time, honestly. Understand who I am and relish in who I am and make decisions from a place that is grounded in my knowledge and in my understanding, as well as the strategies that are customized to always keep me in that profitable space.

Teresa: So I'm just trying to like liken it to when someone is so confident about something or so. Sure. And the way that feels. Mm-hmm. The way you show up the way. Yeah. So. We have, I coached someone a while back and I'm, I don't normally swear on the podcast, so I'm gonna have to like abbreviate this, but basically she was doing all the things.

So she was showing up, she was doing the reels, she was doing the story, she was doing the emails, she was putting the offer [00:14:00] out and no one was buying, nothing. And we joked that she had. F off energy. Right. That basically that even though she was going through all the steps and all the process. Yeah. Yes.

Something somewhere was going, don't buy from me, don't buy from me, don't buy from me. And she, we worked together for a, for a while, but we worked together to begin with about like what is going on here? Like, yeah. And that isn't necessarily where I dig into, but she was very spiritual anyway. And I was like, why isn't this fitting?

Why are you not confident? Are you not happy? And we worked on the confidence and what she was putting out there and how she felt about it. And it was like. A switch went. Mm-hmm. She was on paper, do nothing different, right? Mm-hmm. She wasn't, she was showing up in the same way. She was still doing the emails, she was still putting the offers out there, but something, because she'd got so aligned with what she was, who she was, what she was offering, and so confident in it.

Mm-hmm.

She started making money and people started buying from her and opportunities kept coming to her [00:15:00] and it literally was like. It was a bit like magic because she was doing everything on, on paper. I was like, yeah, tick done, tick done. Yeah. And yet it just wasn't happening. And when we dug into like she wasn't, she didn't feel aligned and it wasn't showing up.

Right. And, and when she put all that better in place, it kind of all worked. So having that feeling and the confidence we show up with and the. The joy in which we take in our work is so nice. And if this is what that gives us, then

Mel: mm-hmm

Teresa: Bring it on. Like let's do it.

Mel: Absolutely. 'cause it's that customization that she found for herself, and that's what we're not taught to do, especially in the entrepreneur solopreneur space. We are taught to seek the expert. Find that one funnel, that one, you know, 60 K and 62nd magical pill that you just need to throw back up onto your audience and tatar you're...

In this episode of the Your Dream Business Podcast, I’m sharing how I hit my biggest revenue month ever in May!  I talk about the strategies that made it happen—like using a high-conversion launch, really narrowing down my niche, and focusing all my efforts on one top-tier product. I also dive into the value of low-cost workshops, changing up how often I launch, and seeing every move as a test to get better results. This behind-the-scenes peek gives you practical tips and mindset shifts to boost your own business game. 

 

Focus on One High-Quality Product: Narrowing your efforts down to one standout product can help you align all your strategies and make a bigger impact. Less is more when it comes to high-conversion results. 

Every Action Is a Test: Treating every launch, campaign, or strategy as an experiment can help you continuously improve and fine-tune your approach. It’s all about learning and adapting! 

Shift Your Launch Frequency: Changing up how often you launch, and experimenting with low-cost workshops or other creative strategies, can bring fresh energy and new opportunities to your business.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Teresa: In May of this year, I have had my best ever revenue in my business, and in this episode today, I want to share with you the behind the scenes look at what I have been doing differently, how I have been showing up, and what has made that difference in my business. I'll be taking you through the launch strategy that is currently bringing me between 20 and 25% conversion, and that feels so much easier, as well as the three main things that I think have led to having one of the best revenues I've ever had in my business.

Welcome to the Your Dream Business Podcast. I'm your host, Teresa Heath Wareing, an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are [00:01:00] in.

In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way. So if you're a course creator, membership owner, or coach, you are in the right place.Let's get started.

Hello and welcome back to another episode of the Your Dream Business Podcast with me, your host, Theresa Heath Waring. Before we get started, I just wanna say thank you for taking the time to hang out with me today to listen to this episode, and as always, and I ask this. I feel like I ask it a lot, but I probably don't.

I would massively, massively appreciate it. If you would consider sharing this episode with someone who you think it would be useful to, if you would cons, consider sharing it on social media and tagging me in, or if you are feeling super generous heading over to wherever you are listening to this and write me a lovely five star review.

I would [00:02:00] massively, massively appreciate that. Today I am going to be doing a behind the scenes style episode. Because a few weeks back I shared a post saying that may had been my most profitable month ever in business. For those of you who are new to the podcast, let me just briefly tell you, and in case you don't know, I have now been in business for 11 years and I started off having an agent.

Well, I started off being a consultant for marketing because my whole background's in marketing, my degrees in marketing. Then I started to build an agency, and I say agency in the loosest sense of the terms, like I had team members and we did done for you stuff, but I certainly wasn't. What I deemed as an agency, and then I discovered the online world.

This was all fairly quickly within the first year or two of having a business, and I transitioned my business from an agency to an online business and probably for the past. Eight, nine years I've been doing that solely. [00:03:00] So I got rid of the agency, got rid of any done for you work, and I love it. I absolutely love it.

And in May, as I said, I actually made the most money in one month that I've ever made before. And what was super interesting was, well, one, I learned some lessons and I wanna talk about those lessons and give you some real practical insight as to what helped. But what was interesting is I didn't actually see it coming, so it wasn't like.

I was trying to do it or was trying to, was having a particularly strong sales month in May. In fact, I don't think it really was a strong sales month. It just so happened that it was a really good month from a revenue point of view and money coming in. The other reason it's interesting is 'cause I tend to do these kind of KPI stuff after the month.

So it wasn't until after the month that I then went, oh wow, that was pretty amazing. So, what I wanna share with you today is some of the things, some of the steps I took and some of the things have made the [00:04:00] biggest difference to me. Now, in the social media post, I shared the three reasons I thought I'd had my most successful month, and. They kind of fit into today's kind of conversation, but I'm just gonna briefly say what those three things were. The first one was niching, the second one was taking action, and the third one was viewing everything as a test. And what I want to do in this episode is take you behind what I mean of each of those things and what that actually looks like.

So, one of the very first things I did was, I say one of the very first things I did, actually, this happened ages ago. This happened last year, where I really started to niche down and focus in on what I was doing basically, again. The years I've been in business, I went through a whole transition as to how I ended up getting here.

If I'd stuck with the thing that I started doing, IE online business stuff, I would be way further on. But I am not disappointed. There's a part of me that's like, that's a [00:05:00] bummer. Like I'd really like it if I would be further on by now and feel sometimes like I should be being how long I've been doing this.

But the truth was back eight ish years ago, I was focused on helping people with online businesses. In fact, I spoke an event for Lead Pages. I think it was probably like six, eight years ago. I can't remember the exact date. And I talked about how to do a webinar and how to do lead magnets and all of this really cool stuff.

Now, if I just stuck with that and stuck with that niche, I would've been in a very different position. But I didn't, and I'm not annoyed or angry about that. It just isn't what happened. I went through and I've gone through a whole heath of things, of people pleasing. I wanted to offer services to everybody 'cause I knew I could help everybody because I have a degree in marketing. I've worked in marketing for now 20 something years, so I knew I could help lots of small businesses. I liked having lots of different people in my business, in my world, but it effectively meant that I had no niche whatsoever. Then I went down the route of mindset, [00:06:00] and again, I don't wanna go over this too much 'cause if you've been a.

Listening to my episodes for a long time, you'll know that I got sober in 2023. And prior to that, that was when I went into the mindset world and I started to bring that in heavily into what I did as a business thinking I'm going to be a mindset coach. What I didn't realize at the time was I needed the mindset stuff to help me and where I was and how I was feeling about myself.

And once I got sober and came out the worst of it, then. I suddenly was like, oh no, that's not what I'm meant to do as a business. And I finally moved back into what I will call my zone of genius. I can't remember what book that's from. Someone's gonna be shouting at me now. Is it. The Big Leap or the one thing, it's one of those two big books I think.

But basically they talk about your zone of genius. And for me it really is online business. Like I research this stuff, I watch this stuff, I consult for big people. Like I, someone said to me that I should be marketing [00:07:00] myself as the secret behind the big launches, and I dunno how comfortable I am saying that, but I appreciate them saying it.

So I niched further into the thing that I'm good at. So for me, it was launching, it was online business owners. So I had to go through a whole process of saying to people who are already in my world, and I still have some of these people in, and I love them and I don't want them to leave, but they're not online businesses, they're not course creators, they're not membership owners.

So I still have a few people that are in my world who aren't those things. However, from now on, those are the people I'm attracting, the course creators, the membership owners, the coaches who do group programs. So first step I took was I niche down further, but that was a while back. That was like last year.

So this stuff takes time. The second step I took. I was creating Grow Launch sell My signature program. Again, up until this point, I had had my membership, which I loved and I'd still love, but it [00:08:00] become a beast. Like we did everything in there. There was every type of lesson of every, basically anything that you might need help with as a business owner in a small business.

I had it in that group, which again, made it really hard to market. It made it really hard to talk about the transformation and I joke that I built my business on people liking me, which I am very proud of as a way to build your business, that people liked me and wanted to work with me. But often when it came down to it, some of these people didn't actually know what they were coming to me for when they were with me, they realized or.

I basically, you know, helped them with the need that they had at the time, but they didn't go, okay, I need help with this, or I want this transformation, and Teresa's the person to help me. I didn't have that. Whereas Grow Launch Sell, where I created that product and actually that product came out of. The whole point of that product was, what have I got in the membership that's gonna [00:09:00] help online businesses?

Let me pull those bits out and create a standalone product. As it was, I ended up creating a completely brand new product. Now, I had a lot of stuff that I could take from, but I ended up re-recording all of it and creating it from scratch. I wouldn't necessarily suggest that you do that. I just did. So step number one was I'd niche down.

Step number two was I created a product that I love, like literally I'm so fricking proud of and I am so confident I know what I've created is brilliant and is a game changer. It is saving people so much time. It's making their launches more successful. It's giving them best results that they've ever had and it is doing it in a way that makes them feel good about their business.

Not that they're slogging their guts off. And I know that's what Grow, launch Sell is doing. So for me, I created something that I'm so, so passionate about. That was a big step. The third step was [00:10:00] all roads lead to Grow Launch Sell all roads. This was a big shift in my head. Imagine over the years, obviously I have marketed to everybody.

I've had a membership, I've had courses, I've had master classes, I've done in-person events, I've done retreats. I have done so many different things, and again, I'm not going to be annoyed or frustrated in myself. I'm glad I did all those things. I learned so much, but this year was everything leads to Grow Launch Sell, all roads lead to Grow launch sell do a lead mag magnet.

How does that lead to grow launch sell? Do a workshop, how does that lead to grow launch sell, do a speaking event? How does that lead to grow launch sell? So it completely narrowed my focus, but in a brilliant way. So whereas previously I'd gone on stage and I'd talked about some mindset thing, or I'd talked about list building or I talked about, but it never had this direct lead into the thing that I was selling and not that I'm talking about selling from [00:11:00] stage. What I'm talking about is what I'm speaking about fits perfectly with grow launch sell. The lead magnets I'm doing fits with grow launch sell. So everything is so much more in aligned, which if it's more in alignment for me, man, it's more in alignment for a customer.

Because if I'm at all confused and if you are at all confused about the process, the path, or how something leads to something else, then. Your customer hasn't got a hope and how's chance of understanding that? So we need to make it so flipping clear, not just for ourselves, but also for our customers. So that was the other thing that in terms of the product, in terms of the sort of.

Focus was in my head. All roads lead to grow launch sell. Now I'm gonna be really honest and tell you that just recently, and I haven't necessarily discounted this recently, I had quite a few people ask me, am I gonna do another in-person event? And my in-person events tend to be me in a room with.

You [00:12:00] and we work on your business. When I say you, I mean you in a group and we work on your business. So they're not speaking things. I don't bring in speakers. It's not like a conference or a Yeah, it's just me. And we are working through your business, which is great 'cause you get to do stuff on the day as well as all the other nice things like network and have fun or whatever. Lots of people have been asking me, when am I gonna do one next? 'cause I haven't done one for a little while. And then I put a story out on my Instagram saying, would you come to one? Or, who would be interested if I did one? And then I got sort of, you know, distracted searching places and wanting them to be beautiful and getting quotes on really fancy stuff.

And, and then just literally the end of last week, beginning of this week, I'm like, is this. Am I keeping my focus? Like am I going to lose my focus if I now start spending lots of time creating an on an in-person event? Now I really do want an in-person event and actually it can be a great lead into Grow launch sell and an additional bonus for people [00:13:00] already in Grow Launch Sale that we all get to hang out in person.

So it's not saying I won't do it, but that's the kind of thinking that I'm now doing. I am looking at the thing and going. Is this leading to grow launch sale? Is this helping get more people into that program because that program is a game changer? Okay. So that was the first kind of main section of the thing I did differently.

So that was kind of the niching down. So now let's talk about the taking action. And that kind of fits really nicely in with the everything's as a test. So they kind of go hand in hand. For me, when I have launched in the past, I have found it. I find it tricky. I think lots of us, when I say tricky, I don't find launching tricky.

I find selling hard. Not necessarily the process of selling, but I don't want to be salesy. I don't want to just, I don't want people to think, oh God, here she goes against selling something. I find that really, really difficult and that has held me back in the past because I would probably launch twice a [00:14:00] year if that.

Now, imagine as an online business owner with no evergreen, that's it. If I'm not pulling money in from those launches, how else am I making money? And I think. This last year, the last 12 months, I'm like, this has gotta stop. I have got to find a way to be more comfortable with selling and feel like I can do it more often.

And even my, even though I've just said all roads lead to grow launch sell and they definitely are at the moment, like my head is going like, how else can I do something? So that then leads to go sale. What lower cost offers can I do? So the, the launching thing was tricky. So this year, and, and, sorry, the other thing that kind of came up was I was watching some other emails come in of other online people and like, they were always selling.

And I remember looking at it going, well, maybe this is why they earn more revenue than I do. And am I massively upset by what they're selling or am I massively put off by the fact that they are [00:15:00] selling? And I was like, no, not massively. And I also feel like I still can have a balance, that it's not just constant selling.

So I introduced more launches, but how I've done it this year feels so good and so in line with me and just not like I am hard selling all the time. Okay? So like I said, previous years I would do probably one, two launches a year, maybe three if I really tried hard. As you know, moving into a launch isn't just like a one week process and then selling in order to maximize the sales that you get, the window of launch space has to be quite big.

So, you know, pre-launch content, and I would've talked about these in other episodes, so go back and kind of check out some of the last few episodes. But pre-launch content would've been around the three, four weeks. Then you move into launch content two weeks, then you move into sales content maybe a week.

And then if there's a [00:16:00] down sale, maybe a week after that. So you're talking like a month and a half, two months, every time you wanna launch. And obviously it takes time in between there for people to actually get everything ready and make the plan and whatever. So I changed my mind in terms of, well, one, I have all the assets and this is what I do for a living.

So for me, creating each launch is never a big deal because I literally have created all the templates. I have all the swipe files. That's what Grow Launch Sell, hasn't it? But I've done it so many times, so I know that when I do it once, I'm doing it for not just one...

In this episode of Your Dream Business Podcast, I’m tackling the often-feared topic of sales calls with Charlie Day, a pro in the sales world and award-winning entrepreneur. We chat about how the online business landscape is changing and why sales calls are becoming more important—especially for high-ticket items. I also share my own struggles and misconceptions around sales, while Charlie drops some super helpful tips on handling objections, building real relationships, and selling with integrity. Packed with real-life examples and thought-provoking insights, this episode is perfect for coaches, course creators, and membership site owners who want to step up their sales game in today’s fast-changing market. 

 

Sales Calls Are Crucial for High-Ticket Sales: As the online business world evolves, sales calls have become a must for selling higher-ticket items, helping you build trust and close bigger deals.

Handle Objections with Confidence: Learning how to respond to objections and seeing them as an opportunity to connect with potential clients is key to mastering sales calls.

Build Real Relationships: Selling isn’t just about pushing a product—it’s about building genuine relationships. Approach your sales calls with integrity, focus on solving problems, and focus on long-term connections, not just a quick sale.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Charlie on Instagram, Facebook, TikTok, or LinkedIn

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Teresa: Today's podcast guest called me out on something that I don't do and really made me think about why I don't do it and why maybe I should. We are talking about sales and sales calls. If you have ever thought, I don't need to do a sales call, I have an online business, well, the world is changing, and depending on the price of your product that you're selling online, some people are going to want to get on a sales call with you, and in some instances we will need to do that.

So how do you do a sales call if you don't love selling? And also how do you do it with integrity, non sleazy in a way that feels good for you and the person who's on the call with you? This is exactly what we're talking about in today's podcast episode.

Welcome to the Your Dream Business Podcast. I'm your host Teresa Heath Wareing an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast.

I am so excited to [00:01:00] guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are in. In each episode, I'll share you easy, actionable, and insightful strategies to grow your online business. Plus, we'll be diving into some mindset, tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way.

So if you're a course creator, membership owner, or coach, you are in the right place. Let's get started. Hello and welcome to another episode of the Your Dream Business Podcast. I'm your host Teresa wearing as always. Okay. This week we have an interview and it's a subject that I don't really love, but I have to learn to love it.

I don't have to learn to love it, but I definitely need to learn to do it because the world of online business is changing. And today I am talking to the very lovely Charlie Day Sales about sales. Her name isn't Charlie Day Sales. Her business is called Charlie Day Sales. Her name's Charlie [00:02:00] Day. Anyway, so we are talking all about sales and how you sell to people, now.

I think most of us in business really don't love that. And I think there's this thing where, and I think it's for me, that if you are trying to sell, you don't care. Like, and I know that sounds ludicrous and this episode is definitely gonna prove that is not the case, but. In my head, it's like if you are going into a sales call and you're trying to convert someone, and you know it's a numbers game, so you know you need to do X amount of sales calls.

If you want X amount of customers that that doesn't feel like you are caring or that you are like invested. You are just invested in the sale and that really isn't the case. And I think that's probably a block I've had in my own head that I have to shift that actually. Selling isn't what we think it is.

Selling is just about having a conversation, and that's exactly what Charlie shares today. We also talk about how not [00:03:00] selling is also part of selling, and I know this really well. One thing I'm very good at is not having someone buy from me if I don't think it's appropriate. I have been on a few different calls where I have said, I don't think you should.

Because either I don't think they're ready. I don't think they'll do the work. I don't think it's the most effective use of their finances at that point. And what's kind of a bit sad in some cases is I've then found out later on they've gone and bought from someone else. And I say this on the episode, and that's frustrating because I was doing.

In my head, I had the kindness to them and not just taking their money. And I'll still stand by that and I think that's still important. But anyway, I digress. Charlie talks us through what selling is and basically, as I said, it's asking questions, it's being open to the conversation, and then also it's challenging some of those answers and I get Charlie to go through and say like, treat me as if I'm someone she's selling to.

What would she say to this? Because for me, that's the most [00:04:00] helpful hearing someone who. Almost go through a role play. Of like, okay, so if someone said this, what would you say back to them? And I think you're gonna find this episode so very helpful. And the reason I think you're gonna find it hope helpful, even though we're online businesses and lots of people will think, well, we don't do sales calls, we do webinars where we sell and people click to buy.

The world has changed. We know that. I've talked about that a lot. And one of the things that's changed from a buying online point of view is people are not so keen and understandably so to just click a button and pay 2000 pounds or $2,000. And actually Charlie mentions in the episode that anything over 2000, we really should be 2000 and above.

We should be looking at sales calls. But it's understandable. That's a lot of money, right? And if someone is going to invest that amount of money with you, you could get on a 20 minute call and have a conversation with them and say, okay, this is what it is. This is who I am, this is what it looks like.

It doesn't have to feel like I'm [00:05:00] gonna get 'em on a call and I'm gonna close them down. That isn't what sales has to be. And Charlie is a really good salesperson and I joke that I won't get on her list 'cause otherwise she'll sell to me and then I'll buy. But actually everything she said didn't make me think, oh, you're just really good at selling.

It was a real strategy and a real kind of, it came from a really lovely place. So I do think you're gonna really enjoy this episode. Okay. Charlie Day is a multi-award winning entrepreneur, and she has built three multi-six figure businesses from the ground up. She's passionate about helping business owners create more sales in their business and proclaims that selling is easy if you just know how. She believes that selling the right way with integrity and with the customer's best interest at heart.

Amen. Yes. No slee sales tactics or pushy closes with Charlie. She wants to change the face of sales and help people create a sales strategy that works time and time again. Charlie's also the founder of Sales Made Easy an agency. No, not Sales Made Easy. She's also the founder of [00:06:00] Sales Made the Agency where she sells on behalf of other business owners.

She, like I said, this is her world. She loves this stuff and she's very good at it and. Where she comes from, from a selling point of view feels really good. So I think you're gonna really enjoy this episode, and whether you think you'll ever have to get on a sales call or not, I know you're gonna get something from it.

Without further ado, here's the lovely Charlie.

Charlie, welcome to the podcast.

Charlie: Hi, I am so excited to be here.

Teresa: I am very excited for this conversation because. You came to an event I was at and spoke and whether you knowingly know you did it or not, but you really called me out and made me go, oh God, I like have a bit of a hard looking the mirror at myself about sales.

I wanna kick straight off with do you think anybody can sell?

Charlie: Yes.

Teresa: Great, thanks. Goodbye. No joking. Okay,

Charlie: then anyone can sell. And I think, [00:07:00] you know, here's the thing. People look at me and they go, you are confident. You are out there, you are enthusiastic. Of course you are. You are great at selling. But I'm not. I'm awkward. Do you know what I mean? Just I get myself into the zone of setting. I absolutely hate walking into a networking event where I know nobody, that to me is hell. Put me on a sales call with a complete random stranger, and I'm in my element because I have chosen to become a salesperson, and I've stepped into that and I have become that person.

And I honestly believe that anyone can do it. And if anybody's listening to this and they're thinking, I'm introverted, I'm shy, whatever you want to call it. Brilliant. Great, because do you know what, sometimes extrovert comes across pushy. Sometimes extrovert is too much. I know I'm too much for some people.

And actually to be excellent at sales, you need to be a great listener. A great really uncovering problems and often introverts [00:08:00] are really, really great at that. So can an introvert be as good selling as an extrovert? Absolutely. Anybody can sell. And the main thing that I think you need is just a want, a want to sell.

Teresa: And I think if you ask most business owners, they don't want to sell. Like if the sales could just come in without me actually doing anything, that would be awesome. Do you feel like they have any choice? Because I'm not sure they do.

Charlie: No, not in 2025. I'm afraid they don't. And people who've been on a journey and, you know, I came into this space in 2020, so I had it okay for a couple of years, but people who came in prior to 2020 and had it good for like years and years and years.

Then making that shift to now. Now we're actively selling. We are not just putting, you know, the sales page out there and everyone's clicking on it. We are actively selling. That's a real shift for some people.

Teresa: I guess what I should have made [00:09:00] clear, and maybe I will do in the intro, is that when we are talking, selling, 'cause we've talked about sales page selling, I'm sure I've done email selling, like we are talking about actually speaking to someone selling.

And I think if we talk if, and you must have this all the time, whenever you bring that up, people must just go like, horrible car salesman. Horrible. Like, you know, UPVC window salespeople like. That's what we imagine, but it doesn't have to be that way, surely.

Charlie: Absolutely not. And I think you are absolutely right. That is car sales guy. Worst thing ever. That is what comes to mind. That is what people don't want to be. But I actually think if you look at the fundamentals of sales, really listening, really understanding, asking questions, building relationships, it's the complete opposite of that classic car sales guy.

And whilst I totally appreciate what you're saying, like don't most business owners not want to sell? Yes and [00:10:00] no. I think, you know, some people do have that sort of gut reaction that you have to sales and, and sales has got a bad name for itself. And I'm here to turn this around, but if I was to ask you, you know.

Do you want more money? Do you want to impact more people's lives? Do you want to impact more business owners? Do you want to change the world? Do you wanna get your message out there? The answer to all of those things is probably yes, and the way that we do that is by making more sales. So it depends what we attach ourselves to.

Teresa: Totally, and I think. Also, and I'd love to get your opinion and thoughts on this, like when we think of sales, I think we think of literally twisting someone's arm or making them do something they don't wanna do. Whereas when I think of, especially when I'm talking about, I was just recording some episodes on webinar stuff and, and selling on webinars, and I was talking about the fact of no, we are giving them all the information so that they can make an informed decision as to whether something is for them or not.

Whereas do you [00:11:00] remember back in the day like, I can't even remember. TV pregnant was, but there was like, there used to be companies that go into people's houses and be like, you can only get this deal now, but you've gotta sign now. And they literally wouldn't leave the house until someone bought, like, that isn't making someone informed and helping them make a decision. So is, am I two ends of the spectrum? Is it a spectrum or is it that we are trying to just give them all the details?

Charlie: Yeah, look, I think in an ideal scenario, right, we have got somebody here with a problem. They have got a problem. Maybe it's keeping them awake at night, it's that big a problem. Or you know, it's causing them a bit of grief, you know, they need to solve this problem. And then we've got the other person over here who's got a product or service that solves this problem. This person's got a problem, this person's got a product or solution that solves the problem, and it's about marrying those two things together.

So it makes absolute no brainer to buy from you. And actually, when sales has done well, we also can say, do you know what to read there? You don't need my [00:12:00] product or service right now. What you need is this instead. Why didn't you go off? And I often say. You need to work with a mindset coach before you come and work with me, because I am not gonna sort out your mindset, sort out your sales, but you gotta do what I tell you to do.

So if there's some mindset issues, go and work on those first and then come to me afterwards. And you know what? When I tell people to do that. They do come back to me six months later. 'Cause I've built that trust. Or they might not come back to me, but they'll recommend me and they'll say, oh my gosh, I had such a good conversation with her.

You should definitely work with her. She's so honest. She leads in integrity and all of that stuff that I want to be known for.

Teresa: How Important is, or ask some of the words that you use. So one of the things you just said, then first off, I love that you said this isn't ready for you, or this isn't right for you.

Go and do such and such, then come back. I get people saying to me, I'm not ready, and I say back to them, no worries. I'm here when you are. Right. And I wonder how is that [00:13:00] wording like, because we all know about creating fomo, having deadlines, creating that urgency, where is, in me going, whenever you're ready.

Like that's not doing any of that. Like, so is it even on that type is the, is what we're saying really important?

Charlie: Oh my God, I just love this conversation so much. Right. So the biggest thing that you need to implement in any sales situation is questions. You need to ask as many questions as you possibly can to, well, first of all, to create like a calm environment where we can have a conversation like before we came on this podcast, you asked me a few questions.

It's a natural thing to do. So you don't think you're good at selling, but already you are doing some things that are natural instinct. Okay, you're not trying to sell to me, but you were trying to create a great conversation for us to be able to have. So having those. Those [00:14:00] questions creates that safe space, which we absolutely, if we are gonna be asking questions where we want people to open up about their problems, we need to create a safe space.

But also the more we ask, the more we uncover. So if I said to you right now, what is the number one thing that's going wrong in your business right now? You might be like, I'm not telling you that that's private. If that makes sense. But if that's what I want to know, I've got to ask the right questions in order to get the answer that I want.

Which is what is the biggest problem for you and your business at the moment? So if somebody says, I'm not ready right now, it sounds great, but I'm just not ready right now. I'm throwing it back at them. What makes you think that you're not ready right now? Because I wanna be the judge of if they're ready or not.

Not them. Because they're gonna say that they're not ready because basically if they say I'm not ready, it means I haven't done a good enough job of selling to them to make them think that they are ready. I [00:15:00] get to choose if...

In this episode of the Your Dream Business Podcast, I dive into why some business launches don’t go as planned. I talk about what it means to go all-in during a launch, stressing how important it is to fully commit to every part of the process. I share my own experiences, talking about the importance of taking action, being bold, and learning from each launch. This episode is packed with motivation and practical tips for course creators, membership site owners, and coaches who want to level up their launch game. With a mix of personal stories and useful advice, I encourage listeners to rethink their launch strategies and push past their comfort zones for better results.

Commitment is Key: Fully committing to every step of your launch process, from planning to execution, is essential for success. Going “all out” means giving it your best shot, even when it feels challenging.

Embrace Action & Learn from Every Launch: Taking action, even if things don’t go perfectly, is crucial. Every launch provides valuable lessons that help you improve and grow for the next one.

Step Outside Your Comfort Zone: To see bigger results, you’ve got to push past your usual limits. Reflect on your strategies, be brave, and take risks—this is where real growth happens.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

What is the real reason your last launch didn't give you the results you were hoping for, and could that reason be something to do with you today? I am challenging a. Reason why people don't play all out in their launches and how it's stopping them from the success that they're really looking for.

Welcome to the Your Dream Business Podcast. I'm your host, Teresa Heath Wareing, an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly.

Lines with you and the season of life that you are in. In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way.

So if you're a [00:01:00] course creator, membership owner, or coach, you are in the right place. Let's get started. Hello and welcome back. To another episode of the Your Dream Business Podcast. As always, I am your host, Teresa Heath Waring. So every episode I vaguely plan out and I say vaguely 'cause I do a lot of these.

Like I plan the rough things I'm gonna say, and then I go into the episode and I talk. I don't ever script it. God, it would be awful if I scripted it. However, I'm really struggling with the theme that I wanna get across today and the conversation I wanna get across today. And I know my starting point and I'm not sure where this is gonna go, so please bear with me if this is your first episode.

I apologize. I mean, it could be brilliant for all I know, but this is the problem. I don't know how this is going to go. What I want to cover today is basically a theme that I see all the time with launches, and it's something that I have done myself a number of times, which is why I think it's so important that we talk about it.[00:02:00]

It's this thing of playing all. One of the things that I teach and how I work is, and I joke all the time, do as I do, no, do as I say, not as I do, because I am teaching people and helping people to do the best possible launch they can do. I am giving you all the moving parts. I'm showing you all the things that work.

I'm guiding you in the way to create your launch that is going to give you a really great successful launch. And there are many moving parts. Let's not pretend this is a simple, easy, hardly any work process. 'cause this is not the case. And if you listen back to my episode a few weeks back, that was about, I can't even remember what the title was now, but basically it was about the, successful, big, massive launches and how they are so big and the secrets behind them. So that was like two or three episodes back. We'll link it in the show notes. When I teach launching, obviously that's, you know, when you want a big launch that those are the things you've gotta do. You've [00:03:00] gotta play all out, you've gotta show up, you've gotta do the bitch, you've gotta.

Do all the crazy things that we do in a launch, and what I see so often is people who say they know launching. There's two things here really that I wanna cover. People who say they know launching, and yet when I look at their launch, they're not doing half the things they should be doing. So either we have an idea of what we think we know about launching and you don't. And obviously this is my zone of genius. This is what I geek out on. This is what I look at research, teach, coach, consult on. This is what I do all day every day. So when I say I know launching, I really do know launching. And of course when people say to me, "oh no, I don't need any help 'cause I've got it, I know what I'm doing."

And then I go and look at their sales page and I'm like, well, that is not a good performance sales page. Or I say to them, how many emails are you sending? And that is not like [00:04:00] they're not sending the right amount of emails or they haven't got a downsell ready, prepped in, or they haven't, the launch they're doing is a webinar that they haven't hardly prepped and the title's terrible.

Like there could be millions of reasons. And I want you to understand there is no judgment. I'm not coming at this from a judgment point of view. I'm just trying to have a super honest conversation for you to look at you and see if any of this resonates. So this is fascinating to me. So they say to me, I know launching, I know what I'm doing.

I don't need your help. Which is fine. You don't have to have my help. But yet they're not doing it. They're not doing the things. And I can see when I look through someone's launch. Holes that are literally pouring potential customers out the bottom of it. And when they say to me, this was the result in my head, I'm like, well, that makes sense because you didn't do this, or you could have tweaked that, or this could have been better.

That's the one side of it. But the other side, and the thing I really want to bring up with this in terms of going all out from a launching point of view is. Often, and this is what I [00:05:00] have done often. We say we're going to go all out. We say we're going to do all the things and we don't. And one of the reasons we don't is because if we play all out and it doesn't work.

Where do we go then? Like whose fault is it then? Because what happens is when you don't play all out, when you don't do all the things I recommend when you don't send the amount of emails I say, or have the follow up or have the sexy title or sell on the webinar in the way I suggest selling. When you don't do those things.

When it doesn't go how you want it to, which is inevitable, you can then say, and like I said, no judgment. I'm sitting here from a place of, I have done this. You can then blame it on the fact that you didn't go all out. And that is so useful because what we don't want to do is actually admit that people didn't [00:06:00] buy because either.

We weren't very good at the thing we did or they didn't like it, or, well, whatever the reason, the point is there would have to be another reason. And that reason is inevitably to do with us. Whereas if we say, if we get to the end of the launch and it isn't successful, you could turn around to me and say, oh, but I didn't send those extra emails.

Oh, but I didn't do that thing. Oh, but I didn't, I, the sales page needs improving. This makes sense why it didn't work, and that. Is helping no one as certainly not you. And like I said, I'm not entirely sure where I want this episode to go, but I'm talking to people who have launched before, have tried, have done some things, and they are purposely staying small because that gives them every excuse under the sun as to why.

Something isn't successful because if they go all out, if they try their hardest and it still doesn't give them the results they want, [00:07:00] you've gotta look at something else. And that might be something we don't wanna look at. Now most people that I work with have, what I love when I work with someone is that they have a proven concept.

So they have a product that someone has bought and they are enjoying and they have a good testimonial. Now, it doesn't have to be lo loads, it can be a small handful of people. Once we have a proven concept, the rest is just the mechanics. The rest is just the tweaking, the process, the let's try this.

Let's see what works. Like I said, that's the bit that's letting them down, which is so disappointing because it's like you are selling the thing, people are liking the thing, play all out. What have you got to lose? I've done a post already by the time this goes out. I haven't actually done the post, but by the time this episode goes out, I've done a post saying that basically about a month ago, I had my best ever month in business, ever.

I've earned the most in one month than I've ever earned. I'm currently working with Hannah ISTed on my social media, so she's helping me. [00:08:00] Basically, she has this thing called your social media or your content, but better. So I have to do the content, which I want to do. I don't wanna do it if I'm honest, but like, you know, I, I want to be the one with my hands on the content, but when I go to her, I'll go, I've got this idea, what do you think?

And she really helps me plan it out and work it out, and she's awesome. Anyway, I went to Hannah. I said to her, I've had my best ever month ever in business. Do you think this would make a good post? And Hannah said, yes. Can you share why and what you've learned from that? And I immediately was like, a hundred percent, I know exactly what's happened, exactly what I've done, and it's probably not gonna be what people think.

And they're probably gonna be a bit like, is that it? For me, and the reason this goes in hand with this whole conversation we're having about playing full out is because that's how I've been trying to show up. Now, I'm not gonna say I'm perfect at it. I am planning a really big launch for August, and even saying that to you on the [00:09:00] podcast is making me very nervous because people might well.

People will they watch my launch stuff because this is the stuff I teach. So it makes perfect sense and I don't have a ginormous audience. I have a good audience and I'm not gonna like play it down because you know, it's a lot of people, but it's certainly not in the realms of the people who are making millions on a launch.

And if you've listened to me a million times, you'll know that that is one of the reasons they are making millions of pounds on a launch. 'cause they have a big audience. Anyway, I digress. But I'm gonna do, I'm gonna play all out and I'm gonna do this big launch in August and it makes me nervous and I'm scared and I am telling myself already, don't you dare, don't you dare like go, oh, I just won't do this bit, or I'll just leave this bit out.

'cause that would be exactly what I've just said to you. That would be exactly me going, well, if I don't do this, then I'm not playing all out. And then if I don't get the results I want, I basically can blame it on that and I can't blame it on me. And what if people don't want my stuff or like me, or [00:10:00] whatever other dark reasons I get to.

But playing all out for me, what this looks like is, and one of the reasons I think that my income has increased is because, well, few things. First thing is I have niched down, which I never wanted to do. I have a really good reason for why I earn what I earn in my business, and it's not an excuse. It's very much a understanding of the process I've been on.

So I started in the online, well, I started in marketing. I worked in marketing, and then when I started my business, I very quickly got into the online space and I started teaching webinars and landing pages and lead magnets and all this cool stuff, and I loved it. And then I decided, well, there are all these other people I want to help.

The people pleaser in me decided to then go and, open up a membership to any business owner. 'cause I didn't wanna put people off and I didn't wanna turn them away. And there is still a big part of me that doesn't wanna do that. So I basically had a niche which I then opened up, [00:11:00] which was a terrible mistake.

Not, I mean, I loved working with those people, but it just was terrible from a business plan idea. And then of course, for those of you who have been around a while, you'll know that in 2023 I got sober and understandably, prior to getting sober, I was not in a great place, so 2021, 2020, 2022 I was in a bad place mentally and emotionally, and I was struggling.

Not that hopefully you would've seen or been able to tell, but I really was, and I needed a lot of mindset stuff. So I then bought a lot of mindset stuff into my world and I started teaching mindset stuff and I certified as a coach. And don't get me wrong, like I am really glad I did that because I now have a toolbox of stuff where I can actually coach and I know what coaching is and how to do it properly, whereas I think some business coaches don't have that.

Sometimes it's dangerous. Sometimes it's, you know, you've gotta be careful with people. Anyway, so of course I did all that and then I got [00:12:00] sober, and then when I came out of the fog, which. It's the only way to describe. It took me about a year to get outta the fog of getting sober. I then finally settled back into myself.

Obviously I had changed beyond recognition and went, this is it. Like what have I been doing? My online stuff is where I love it. It's where I excel. It's the stuff I geek out on. It's what I know. Like I can do this stuff in my sleep. So I think. The first reason why the income has been so good this these last few months is because I've niched down and I've been brave to do that.

And it might sound stupid. You might think, well, it's not very brave, but for me it really felt like it was a brave move because I don't like putting people off and I don't like upsetting people, and I don't like saying, I don't want you in my world, and that's never the case. I still genuinely to this day, have some people in my world who are not.

My typical online business owner and they know I will serve them and love them and pray. They never wanna [00:13:00] leave 'cause I adore them. But it is really hard to go to people. No, I'm not for you. And even to the point where I'm niching even more, not probably kind of just quietly niching even more to people who have launched and people who have the businesses and who want to grow and get bigger.

So that was the first thing I niched. But like I said, it kind of happened naturally and maybe once I'd gone through everything I'd gone through, I felt brave enough to go, I don't mind saying this is who I wanna work with. The second thing, which is like the most important thing is I took action and I started showing up and playing all out.

Now have I played fully all I, no, I haven't, and I'm still working on it. I am taking action all the time. We have launched, like we're in July as I do this, and I think we've launched three times already this year and we're moving into our fourth launch, which feels a lot like I would've just done two in previous years and I have another three to go, but I'm doing [00:14:00] it and in fact, I'm gonna do behind the scenes of how I am actually launching and what's working really well in terms of like a more strategic stuff.

This is kind of more mindsetting, but for me, taking the action and going, let's do this. Like what is the worst that can happen? My word for the year, or my word that I keep using is experimenting, and everything's a test, and that's the way we're looking at it. Everything's the test. We basically do something.

What was the results? Do something else. What was the results? If we get good results, brilliant. But that actually weirdly isn't the aim. The aim is to test things so we know what is going to work, what isn't gonna work, what I like, what I don't like, and it's that taking action. It's the doing, like enough of the learning.

I did a story on my Instagram the other day that I'd watched a video from Ali Abdul and he had talked about we should be creating more than we are consuming. And I think as business owners, we are at risk of over consuming because the next course that comes out, the thing that you know, needs to be [00:15:00] done or let's just watch that video or this was a fascinating podcast and I do it too, but I'm no longer doing it at the detriment of not taking action.

And this is. Not just me personally, but also me and my people that are in Grow Launch Cell. The people who are in my accelerator, the people who I work one-to-one with. Everything's about action. What are we doing? Let's see. Do something, show me the results and let's see how we can improve it. Okay. I think the final point really was that I'm being brave, that I'm being much braver now than I ever have been, and I think we have to show up and be brave.

That is my message for today. Like I said, I wasn't entirely sure where this episode was going. I really hope you found it useful. I just wanted to kind of get that thought process out of my head because I think it's really important to understand that if you were to go and say, right this time I'm going to go all out, and that can look so many different ways, I'm going to work with that person because [00:16:00] that's what going on out looks like to me.

I'm going to put that money behind those ads. I'm going to do an amazing launch. I'm...

In this episode of Your Dream Business Podcast, Teresa Heath-Wareing sits down with email marketing expert Jay Schwedelson for a deep dive into the tactics and tools that can supercharge your email marketing strategy.

From writing irresistible subject lines to knowing the best times to hit send, Jay shares actionable tips that can immediately boost your open and click-through rates. They also explore how AI is transforming email campaigns—from smarter automations to more effective personalization. Plus, you’ll learn why weekends might just be your secret email weapon.

Jay also gives an inside look at his innovative Guru Conference and how he’s revolutionizing the way we experience virtual summits—with humor, star power, and unforgettable value.

Whether you’re new to email marketing or looking to level up, this conversation is packed with expert insights you won’t want to miss.

 

 

Subject lines are everything. Jay explains how great subject lines are the #1 way to increase open rates—and shares real-world examples that work.

AI can make your emails smarter. From optimizing send times to refining content, AI tools are changing the way we approach email strategy.

Don’t underestimate weekend sends. Contrary to common myths, emails sent on Saturdays and Sundays often perform better—especially with the right audience.

Automation isn’t optional—it’s essential. Jay breaks down how automated email flows save time, re-engage cold leads, and drive long-term results.

Your CTA buttons matter more than you think. Personalized and benefit-driven call-to-actions get more clicks. Jay shares what to say (and what to avoid).

Email is still king—when done right. Relevancy, frequency, and personality are key to building lasting connections through your list.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Jay Schwedelson on Website, Linkedin, Instagram

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Teresa: We all know that we should be sending emails, but how do you maximize the emails that you're actually sending? Should you be putting emojis in the subject line? What day is really good for getting people to open and read your emails? And how can you use AI to write your emails today I am interviewing.

The amazingly smart and super funny, Jay Shri, and he's sharing all this one is not to be missed. Welcome to the Your Dream Business podcast. I'm your host, Teresa Heath, wearing an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast.

I am so excited to guide you on the journey of creating a business and life that you not. Perfectly aligns with you and the season of life that you are in. In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you [00:01:00] focused, motivated, and are going to stop you from getting in your own way.

So if you're a course creator, membership owner, or coach, you are in the right place. Let's get started. Hello and welcome back. To another episode of the Your Dream Business Podcast. As always, I'm your host who, Heath Waring. And this week I have a great, great guest for you. I am smiling even just doing this intro because I've just been watching the video 'cause you'll know if you've listened to this podcast a while.

If you're new, welcome. I'm super, super glad you are here. I. Record, obviously I batch record the interviews and when I go to do the intros, I sometimes have to just go back and flick through the video and go yeah, remind myself again about some of the things we said and just check my notes and genuinely just even see the beginning of this interview making me smile and laugh.

'cause I. Fricking love this guy. Today I'm [00:02:00] interviewing the Amazing Jayton. Now I don't even think I've said it right this time. You will hear how I try and say it to him on the actual interview. He is well just fricking awesome for one, but two. An amazing marketer, right? Like, you know, that I geek out on, well, if you, if you're new, I'm just sharing, I geek out on all marketing, all funnels, all online stuff like numbers, stats, facts.

Like, I love it. Like my brain goes into overdrive when it's like, oh, that's clever. Oh, that's really cool marketing. I like what they did there. And Jay is like the best person to know about this stuff because he. Has got so much knowledge. He's so smart. He's very self-deprecating by the way, and you'll see this, like he often will, you know, say things that makes it like he knows nothing.

He knows. So much stuff. So Jay is actually the founder of a few different things. [00:03:00] So he has an agency that helps people with marketing, a big agency. He's also the founder of subject line.com, which basically if you need help coming up with a subject line, or sorry, I. Let me rephrase that. If you want to check your subject line, then basically you can put it in subject line.com and it'll tell you whether it's a good subject line or not.

And he is the founder of Guru Media, which basically is an events company and he does online events. So he does the guru conference, he did event testing, and he gets like. 30,000 people to these events. It's insane, literally insane. And the online events are like no online event I have ever, ever been to or witnessed.

It's wild. The stuff they did, like they had live Sky day divers answering questions at event testing, like it was crazy. He's also very funny. And I just loved talking to him. I was actually on his podcast Do this, not that a few weeks back. So if you haven't listened to that, [00:04:00] please go and take a listen to his.

It's a real short podcast. Gives you really kind of practical, strategic, tactical stuff like mine does. But he manages to say it a lot quicker than I do. Uh, so his is short of the mine, but you are gonna come away with so many hints and tips and tactics that you can use like. Should you be putting an emoji in your subject line?

What days are best to send emails? This is so practical and things that you can take away today and do in your business today with no cost, and it's fun. We have so much fun. Honestly, I love this guy. He's awesome and you are gonna love him too. So without further ado, here's the awesome Jay. Welcome to the podcast, Jay Delson.

Have I said it right? Did I? You rushed it. Are you, are you sure? I, not even kidding. I have been practicing. Okay. Like this afternoon I got everything off my to-do list and went, this is all I can do. So I went and Googled God and I went God to LinkedIn, God. And I thought you would at least have the voice thing on your [00:05:00] LinkedIn.

Jay: Oh, I should do that. I should do that. You should. I should do that.

Teresa: Because it's not an easy name.

Jay: Listen, my name

Teresa: I, and that's coming from someone has a big name as well.

Jay: I just learned how to spell my last name like a week ago, so you know, it's not easy.

Teresa: That does not surprise me. Like it's hard. Anyway, Jay, welcome to the podcast.

Jay: Thanks for having me. It's an honor to be here.

Teresa: I am excited because I was saying to you before we got on that I am, and they'll know this, the listeners who listen regularly, I'm an all like geek, right? Numbers, facts, stats, like I love it all and. Do you know what? I just worked out that I wasn't on your personal email list.

I've been on the guru email list. Right. Okay. And I recommend it to everyone because it's one of the only emails. Now I, I've just signed up for your personal one by the way. Thanks. But it's one of the only ones that I literally open and read every time because there's always something gold in there.

There is always some like fact stat tip, and I love that.

Jay: I love hearing that. Yeah, [00:06:00] we try, you know, I'm a big believer in like the 10 foot level of stuff. Like what can you do and try right now that doesn't cost any money, that you don't need some special software tool or whatever, because those little things make a big difference and everyone's always talking about these big ideas.

It's like we need the little ideas.

Teresa: Yeah, totally. And there's something that you can tell me today and literally my next email, I can try it like, and I love that.

Yeah.

Okay. So you are renowned as like one of the world's best generally marketers, but email marketing is definitely your jam. Yeah. Is that like, are you just a geek for email marketing or did you accidentally get that and go on?

I better lean into this.

Jay: You know. Oh, it's fun. It's a, it's a funny thing. I don't consider myself any of those things. It's very kind of you to say that, and I'll tell you honestly how that happened. So I've had a, an agency forever, and when I've had this marketing agency forever, I was really struggling to get business early on.

And I would go into these pitches and I would say, I do 75 different things for a living. [00:07:00] Nobody would care. And then I was like, you know what? I, I'm not known for anything. I couldn't get any business. I said, I gotta double down in one area. So I said, you know, I doubled down an email 'cause maybe I get known for email.

I can get the business from my agency in all these other areas. And I said, how am I gonna do that? So I said, I need a website that people can use that would think that I know something about email. So this was years ago and I went, I bought the domain subject line.com for 500 bucks and I stuck up this ridiculous website where you can go and mess around with the subject lines and stuff.

And that did okay. And then what happened was like, oh. You are the dude who, who knows about subject lines. 'cause you have that website. Meanwhile, I didn't know anything at the time. I'm like, I'm an idiot. I didn't know anything. But then everyone kept saying, you're the subject line guy. I'm like, I, I better get better at this stuff.

And so over time, yeah, we started to really figure out and, and, and double down and all these different things and test a million things. So I appreciate you saying that. But it was almost like I was forced into trying to figure out how to do this stuff because I didn't, I liked eating [00:08:00] food and I didn't wanna go outta business.

Teresa: I love that. I love that. That's your main thing, like, yeah, I really like being able to eat food. Yes. So I probably need to figure this stuff out. Like, do you geek out on it now? Do you like, does it, yeah. Do you lie awake, like, Ooh, look at this. Like, is that, is that your job?

Jay: You know, it's almost like anything, whenever anybody, whatever sector anybody's in, you can't unsee it.

Like when I open up my inbox now and I'm looking at subject lines like, that's a good idea. That's horrendous. This won't work. This is gonna crush it, you know, and I'm always making a folder of like stuff I wanna try, but whatever industry or sector somebody's in, when you're on your social feed or whatever, you're like, oh, this is horrendous.

Nobody's gonna engage with that. I love this idea. I'm stealing this. You can't like turn your brain off from that content. So. To, it does get me excited. I show my wife, I'm like, look at this subject line. She goes, you are the biggest loser of all time. This is noting interesting. Did I marry you? Yeah. Right, right.

And then, but she's the dermatologist and then she'll show me on her phone, look how [00:09:00] disgusting this thing is, this cyst. I'm like, that's disgusting. Don't show me that. So it's like, you know, we show each other stuff, but neither one of us gonna see it.

Teresa: Evens. I, that's fine. That's good. Same with my husband.

He's a aircraft engineer and the minute he starts speaking, it's like I just go into this nod and grin. Mm-hmm. Like, yeah, yeah, yeah, yeah. I have no idea what he's talking about. Yeah. Literally none. And I think that's why relationships work so well. Right. A hundred percent. Like two different worlds. Two different lives.

I love it. Yes. Okay. So I said to you when we got on that, one thing I'm really good at is saying to everyone all the time, you need an email list. All the time. You need an email list. It's like one of the most important, powerful things that you can have in your business. I don't need to repeat that again, but one of the things I'm not great at is talking about how we manage and love those people on our email list, because it's one thing getting lots of good people on your email list.

So that's the first thing, not just getting any randoms. But what are we doing with them and how are we looking after [00:10:00] them? Like what, in your mind, what is the very basics that people should be doing? Like is there a number of emails they should be sending? And I mean like basic stuff Or is there how many times they should be doing it?

There are certain types of emails they should be doing. What? What kind of things do you see that

Jay: are working? So there's a few things I would think about. First off, I would think about the very, very first email that somebody gets from you. It's a very, it's the most important email and people have it backwards.

When I say the first email, someone signs up for your newsletter, someone buys your product, they give you their email address, and now you, that email goes to that person. It's not that you're establishing your brand or your tone, or your voice or any of that garbage when you are sending from your platform.

And I'm not gonna get technical, but you're hitting send from whatever platform you're using, and that person's receiving that email for the first time. There's this handshake that's happening between your sending platform and that person's receiving infrastructure. It could be Gmail Outlook, whatever.[00:11:00]

Now, if that person's receiving your email and they don't open and click on that first email that they get from you, mm-hmm. What you are telling your inbox, your provider is, Hey, I don't know who this new sender is. I don't care about them in the future, you could put 'em in the junk folder or the spam folder 'cause I don't even know why they send it to me.

That is what you are saying by not interacting with that first email. So the game is that first time you send somebody an email it, that subject line needs to be the most sensational subject line, outrageous subject line. You need them to open it. You need them to interact with it, because then you're gonna generate that signal.

To your own infrastructure saying, oh yeah, keep this in the inbox. So it's not, thank you for signing up. Not thank you for subscribing. Thank you for downloading. It's not a receipt that you're sending somebody. Yeah, it's, Hey, you're now a VIP. Check out what's inside.dot awesome to have you on board. This is just for you.

Special gift for new people, whatever. Get them to open and interact with that first [00:12:00] email because the likelihood of staying in the inbox, if they open and interact with that first email goes up by over 85% by doing that. So that's step one. I know I can just go on and on on. Do you want me to, let me, should I go further?

Teresa: Yes, go further.

Jay: Okay, so great. I think the biggest problem that we all have is, and, and we all talk about, we have people on our email database, right? Okay. I got, you know, thousands of people on my email database. Who cares? It's, are people interacting with your emails? Are they opening them? The weirdest stat in all of marketing is that we somehow think it's normal.

So let's say you have a database of 10,000 people on your file. Mm-hmm. Your list. Okay. And on average, you get. Maybe a 30% email open rate, 20%, 35, 40%. Why is it normal that the majority of people on your list. Over 50% are not opening your emails. And we're like, oh, that we did great. We got a 40% open rate. 60% of the people didn't open the email.

Yeah. Literally. Why are we, it's weird. Yeah. It's so strange. Like way to go. The [00:13:00] majority of people didn't like what we just did and like we high five each other and so odd. So I'm very, very focused on. Get the email open because who cares what's in your email? Who cares about your amazing offer, your copy, your content.

So I spend a lot of time and energy saying, okay, and that's why we started subject line.com. What are the things I could do in my subject line? And believe it or not, there's lots of little things, the easiest little things that will get my email open. 'cause every time you hit send, you're in a battle.

Mm-hmm. What am I gonna do to get my email opened and not all those other ones around me? And so, for example, people always ask me, well, how long should a subject line be? You know, how many characters should it be in my subject line? Should it be under 50? Under 60? It's the most ridiculous conversation in the world.

Nobody reads the whole subject line. You could put at the end of the subject line, Jay's a big loser. No one would see it. 'cause you don't actually read it? No. Okay. And so what you wanna think about is the first character, the first word, the first two words, [00:14:00] your subject line, because we do our social scroll in our inbox,...

In this episode of Your Dream Business Podcast, host Teresa Heath-Wareing explores one of the most common (and often overlooked) questions in entrepreneurship: When is the right time to launch?

Teresa dives into the strategy behind launch timing and walks you through three essential questions to ask before putting your product or service out into the world. From understanding your audience’s seasonal behavior to factoring in your own personal schedule, she shares practical advice and personal stories to help you launch with confidence and clarity.

You’ll also discover why September and January are two of the best times of year to go live—and how to make the most of these natural momentum points.

If you’re planning your next launch or just want to avoid overwhelm and guesswork, this episode offers clear, actionable guidance to help you get it right.

 

Strategic timing sets the tone for your launch.

 Teresa explains why aligning your launch with your audience’s energy and attention (like in January or September) increases your chances of success.

Ask the right questions before you launch.

Clarifying your goals, timing, and preparation windows can reduce stress and lead to better results.

Balance business with real life.

Personal circumstances—like school holidays, vacations, or burnout—should be factored into your launch calendar.

Advance preparation is key.

Teresa emphasizes the importance of giving yourself ample lead time so you’re not rushing or launching from a place of pressure.

Momentum isn’t just external—it’s internal too.

Launching at the right time also means tapping into your own energy, confidence, and readiness.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Have you ever wondered when is the best time to do a launch? Well, unfortunately it's not quite as easy as me giving you a date on the calendar, although. In this episode, I am gonna share with you the two months in the year that are launching sweet spots that seem to work for pretty much everybody. But I'm also gonna share with you the three questions that you need to ask yourself in order to maximize your launch.

Welcome to the Your Dream Business Podcast. I'm your host Teresa Heath Wareing. An international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are in.

In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and [00:01:00] strategies that keep you focused, motivated. And gonna stop you from getting in your own way. So if you're a course creator, membership owner, or coach, you're in the right place.

Let's get started. Hello and welcome back to another episode of the Your Dream Business Podcast. How are you doing? I hope you are good. And a voice message sent to me earlier today from one of my one-to-one clients. As you well know if you've been in my world a while, I'm a big talker, so I don't like typing, so when I work one-to-one with people, we tend to use Voxer and therefore I can do like a back and forth, which is so much easier.

Anyway, I digress. I had this lovely voice message that said that she was talking to someone else, she's over in the States, and that they were talking about my podcast and how much they liked it and how it was really practical and it gave them good stuff. And then when I was at Atomicon I had a really lovely lady come up to me and basically show me that she was listening to an episode of the podcast, which was awesome.

And I just wanted to say that first off, [00:02:00] thank you. I massively appreciate you listening. And obviously I've done a lot of episodes. This is like 410, I think I'm on recording this one, and I'd like to ask a favor, would you be so kind as to do one of two things, or if you're feeling extra, extra kind, you might wanna do both?

The first thing is, could you possibly share this on your social media and tag me in and I will share it because it really helps for. People to obviously see what you're listening to. Hopefully encourage some other people to listen to the podcast too. Obviously. From a business point of view, the podcast is my biggest expense.

And actually there isn't a return that you can see. There is absolutely a return, but as in there's not an ROI on it. I can't go, okay, it costs me this much, but it makes me this much. 'cause it doesn't, it just costs me money, but I love it and this is my way that I can help so many people By giving you really kind of inspirational [00:03:00] interviews and I've got a great one next week. I'm so excited. He's amazing, but also very practical, strategic and tactical solos. And like I said, it just would really, really help if A, you would share on your social media and tag me in. I'd absolutely love that you'd make my world. And B, if you haven't already, if you could go and give me a review wherever you are listening to this again.

That would be such a massive, massive benefit to me and the podcast, and I would appreciate you so very greatly. Okay, let's get on with today's episode. Today we're gonna be talking about when should you launch, and I've got a few questions that I'm gonna be going through that you need to ask yourself before you decide to do your next launch.

Now, one thing I wanna caveat before I get started is people work in different ways now I. I'm one of these people that I like to plan. I'm not always brilliant at it, but I do like to plan. We have a plan in for pretty much the rest, not even pretty much. In fact, we have a plan in for the [00:04:00] rest of the year.

I know when we're launching, I know what we're doing. I know what workshops we're doing when, and then come towards the end of this year, I will do the plan for next year. And. I really enjoy knowing what is coming up and planning my time accordingly. As you know, and I've talked about it before, and in fact we'll link to the show notes, the amazing Louise Miller is my productivity mentor.

I don't like calling her a productivity mentor. I like calling her a productivity coach. She doesn't like me calling her a productivity coach, but basically she helps me stay productive and she's amazing. So she's able to then look at my plan coming up and we are able to make sure I've got everything in place.

The reason I tell you this is because not everyone's like that. So I am gonna give you some questions to ask yourself about when you should launch. I'm obviously gonna give you some advice, I'm gonna give you some thoughts, but at the end of the day, and I'm so flipping passionate about this, it's your business.

You get to decide, and that's [00:05:00] really, really important. So I will give you all the support advice. Tactics I can, but if it doesn't work for you, don't try and force it. Don't try and make it work for you. Find out what works for you. Some people work really well last minute. Now I'm gonna argue against why I want us to be a little bit last minute, little bit less last minute I should say.

However, some people just work better like that. They work better off the cuff, they're more creative. They do things fast like, and if that is you, then obviously keep that in mind. As we go through these kind of questions, I want you to ask yourself and. Like I said, it's your business, you work in a way that is only unique to you, and my job is to empower you to find the best way for you to work.

And that honestly is my job with anyone. I work with anyone that's in the Grow Launch Sale program, my job is to find out what they need and what is important to them. In order to then create the launch that works with them. Okay, that being said, I've got that off the table. I've hopefully empowered you enough [00:06:00] to take what you need from this episode.

So what should we be asking ourselves about what or when do we launch? So the very first thing I want you to think about is who are you launching to? Now this is important because there are going to be seasons. Now again, I'm gonna. It comes straight in with an unpopular opinion maybe. But unless you are working with people who have children, who you can guarantee will pretty much take the summer off.

I think there is a, how do I wanna describe it? I think there is an opinion that no one works over summer and that's just not true. Like I work the whole of summer. I always have. I always will. Like there are lots of people, you know. The supermarkets don't shut. Amazon doesn't stop delivering. Like the world doesn't halt because it's summer.

However, I think often in small business we often think that's the case. But like I said, in saying that, I also want you to know and be [00:07:00] confident that if your customers are parents and they are likely to be off the summer or not engage, then yes, you might not wanna consider doing something or launching in the summer, but I do, like I said, I wanted to caveat it both ways.

So you need to understand your audience's seasonality. If they are, like I said, parents, they might not be doing stuff in the summer. If they are e-commerce, you might have to launch something way before they're doing it. I was talking to someone just the other day about launching for Black Friday.

And as I record this, it's June and we are talking about when she's gonna launch to talk about how she can help them with Black Friday, and it's gonna be very soon. So you need to have a think about that. I've got students who work with teachers. So there are particular times of the year where the teachers are up to their neck in exams and that sort of thing.

So again, that's not great. I have got students that I've worked with that they [00:08:00] teach students and they're going to promote their support. Either right after an exam or right as someone's enrolling. So you need to bear in mind when are they going to be ready to buy or when are they going to be able to focus on this thing.

Now, like I said, one thing that I am trying to get away from is going, things don't work in August because everyone's off. I am actually doing something in August. You've got a sneak peek. I've never done anything in August before and I'm gonna see if it works. We will find out and I'm sure I will share all.

So that's the first question. Who are you launching to and understanding what seasonality they might have and whether it's a good time for them or not. Also, don't let that entirely put you off. You know that my word this year is everything's a test. It's not one word. It's like three. Everything is a test.

That's actually four. I'm so sorry. Yeah, so like, I'm just [00:09:00] saying for you to, to take it into account, but don't let it paralyze you. Okay, the next question, what is going on in your own personal world? So the first question is, what is happening in our customers? What is going on in your own personal world?

So for instance, oh, sorry, can I just go back one second. This is how you can tell my podcast is never scripted because another thought has just come to me. Obviously you might want to avoid real seasonal things. So for instance, I was once planning on launching and as you know, I have an American audience as well as a UK audience.

And it was actually going to be like Thanksgiving. Well, that's a terrible time. I can't do something when it's gonna be Thanksgiving 'cause everyone's off and I would know that everyone's off. So I changed it. So that's something else for you to bear in mind in like, is there national holidays in the. You know, audience that you're dealing with.

So, sorry. Now question two, what is going on in your world? Now you obviously need to be available and have the [00:10:00] energy to launch, and I'm not gonna sit here and say that it doesn't take energy or I'm not gonna sit here and say that it's, you know, like it's easy. Or you can have really low level launches that take no energy.

It will, like launching in its very nature is creating an experience and therefore it will take some extra energy and some extra time from you. So again, make sure that you are looking at what capacity you have. Consider your own holidays, your own personal time, your own other commitments, and think about.

Where are you going to have the time and capacity to do this? Because if you are, I don't know, if you were like speaking the right mid launch, then that might not be great because for me, speaking and being at an event or a conference takes energy and again, launching takes energy if I was going to be away.

So for instance, I've just done a small launch and I say it's small, it's like a private launch. [00:11:00] I'm, I need to explain, maybe I'll do an episode on how I launch, but I've just done this kind of small private launch and basically the car opens yesterday as I'm, as I'm recording this and I go away tomorrow to France.

So I've had to do all the calls 'cause I offer a one-to-one call to. Discuss whether they want to join Grow launch sale. The calls are today. So I kind of, the timing wasn't brilliant 'cause I could have done with, given them a chance to have a call with me next week, but it just ended up being the way it was.

Like I said, it's not that you definitely rule it out because you're going away or because you've got an event, but you just need to bear in mind also from an energy point of view, like running things back to back. So not only do your audience need a break from launching, so if you are selling continuously to your audience, not only do they need a break and do they need you to add some value and give them some love, but also you need a break.

So keep that in mind. When do you need or when will you have the time and energy? Now, don't say never. I heard you [00:12:00] say that to yourself and I'm not sure that it's like as easy as saying that, you know, we'll have the time and energy, but when can you clear your diary? The other thing that I have to say that has worked really well for me is in launch phase, which is basically the phase where you are promoting your launch experience.

When I have been speaking, that has actually worked really well for me in that phase. I wouldn't do it when I'm actually launching IE. When I'm either delivering the bootcamp or the workshops or whatever it is, because that's too much. But right before that, that's actually worked really nicely for me from a list point of view in getting people in that launch.

But yeah. Okay. So you're gonna consider who you're launching to and what affects them. You're going to consider what's going on in your own world. So if you are away with the kids, you've got something personal going on, you are doing something else in your business and you won't have the time and energy.

Don't do that. And then the third question is, how much time do you need to [00:13:00] prepare? Now this is the question I get asked a lot. How much time should we have to prepare in an ideal world? So as I record, record this, it's June the 26th and I am doing a launch at the mid to end of August. I think it's mid-August actually.

I was just looking at my calendar and I can't read it for me. So that's no good. I am currently preparing for that now. Now this is going to be a big launch and it's something that I've not done before. It's a bootcamp that I've not done, so keep an eye out for that, but. I am already starting to prepare for that.

Now, what you guys will see is two weeks prior to when the bootcamp starts, when I start talking about it. But what I'm going to be working on now is the pre-launch content. I'm going to be actually creating everything for the launch. Like it's a beast. All the things you need to create, the emails I need to write.

So the more time you can give yourself the better. And the other reason I suggest that [00:14:00] even though. When we get into the launch phase, we, that's obviously done over. So if I'm doing a bootcamp, I'll span that over two weeks and then I'll promote the bootcamp two weeks before I start. So technically, from the minute I start promoting the bootcamp until I finish the bootcamp, you're almost talking four weeks.

So you could say to me, well, why don't you just do all your emails in the sales page and all that in that four weeks? Because one, you're gonna be tied up doing the other things. And two, I like to have and I recommend to everyone that I work with, that we have everything prepared as much as possible beforehand.

Now, that's not to say that we shouldn't tweak and move if things happen during the launch. Absolutely. We wanna be able to have the head space to go, oh, this just came up and this is brilliant. Let's add this in. However, one of the reasons we get everything ready. Is because launching is an emotional rollercoaster, and what happens is if things aren't going to plan, you might not write [00:15:00] that email or you might not put that post out, or you might not show up in the same way, or you might not write in the same way.

So I would much rather, before you even launch that, you've written all those emails, you've done all that stuff as much as possible. It's just scheduled and therefore when you're in the launch, you're not having to worry about that. Also, as much time as you can give it to warm your audience and to build your list is really, really important.

So when I'm launching, if I was deciding I wanted to launch to, you know, not today, but if I was gonna come up with a launch soon, I would need to give myself a minimum. I'm just thinking now, so I'd want. Two weeks to plan what I wanted to do and maybe do a little bit of pre-launch content, although that's not very much, two weeks to promote the launch and then...

In this episode of Your Dream Business Podcast, I’m joined by the brilliant Jo Simpson, a financial educator and founder of the Financial Growth Academy. Together, we dive into the essential world of business finance—breaking down key financial terms like revenue, gross profit, and net profit in a way that’s practical and easy to understand.

Jo shares her own candid money journey and introduces the Profit First methodology, a revolutionary approach that flips the traditional model by encouraging entrepreneurs to pay themselves first. We also explore how to turn business income into personal wealth, manage costs strategically, and plan for long-term financial success.

If you're ready to take control of your numbers and build a more profitable, sustainable business, this episode is packed with insight and encouragement.

Knowing your numbers builds business confidence.

– Understanding financial terms like revenue, gross profit, and net profit is essential for making smart business decisions.

Profit First helps you pay yourself first.

– Jo explains how this method ensures your business supports your life—not the other way around.

Strategic expense management protects your bottom line.

– Learn how to manage business costs wisely and plan for growth with retained profit.

Personal wealth starts with business discipline.

– Discover how to convert your business income into lasting personal wealth and financial freedom.

Money mindset matters.

– Jo opens up about the emotional impact of finances and how reframing your approach can empower better choices.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Jo on Website, Instagram

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Teresa: One of the things that can make or break your business is the finance. If you're not making enough money, if you're making the money, but it's going out the door as fast as it's coming in, or if you just don't know how to manage cash flow, there's no judgment here, by the way, because just because we have businesses doesn't mean that we automatically know about this stuff, which is why this episode is so important for anybody in business.

Jo Simpson and I go right back to basics in terms of the finance of our business. How to make sure that we not only make money in our business, but we keep the money. Welcome to the Your Dream Business podcast. I'm your host Teresa Heath Wareing an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast.

I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that. In [00:01:00] each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way.

So if you're a course creator, membership owner, or coach, you are in the right place. Let's get started. Hello, and welcome back to another episode of the Your Dream Business Podcast. As always, I am your host Teresa Heath Wareing, and I hope, you are good. So this week we have an interview and it's a subject that I am learning to love.

Okay. One of the things I am rubbish at in my business is the finance side, which can I just be honest here? I think sometimes when we start a business, we expect from ourselves that we should be brilliant at all of the various bits. The finance, the marketing, the selling, the content creating the all the stuff, right?

And. [00:02:00] The truth is we are not. 'cause if I was really good at that stuff, I probably would've gone into business doing that thing and I went into business doing marketing because that's what I'm really good at. So I've tried not to beat myself up anymore that I'm not great at the finance thing, but I have also owned the fact that I have to be good at it or I not even good at it.

I have to be able to manage it. One of the big problems I have in my business is, or one of the big problems I have generally in running a business is that in the past I've seen money in my account and gone brilliant and have not thought, well, what's coming in in the next 2, 3, 4 months? As I've talked very openly in the past, when I got sober in 2023, I basically kept my business at the level.

It was from an expenses point of view, but I didn't have the money coming in that I should have, and I got myself into a bit of trouble, not serious trouble, just not in a place that I wanted to be. So that's why I wanted to. Really focus on [00:03:00] learning the finance side, understanding the finance side, knowing what it I've gotta do with it so that I can get much better at this.

And one of the things that I did to do this was enter the world of Jo Simpson. Let me read her bio and then I'll tell you why and how I got into the world with Jo. So since setting up her business consultancy and accounting practice back in 2002, Jo has helped hundreds of entrepreneurs create and scale their businesses.

Jo's passion to support ambitious entrepreneurs to build businesses that are profitable. That was in all capitals, FYI. All whilst living a life they love as an accredited profit, first professional, and a multi-business owner, Jo has taken all of her knowledge and expertise and created a range of courses and memberships and Bespoke Mastermind and launched these to the online world in 2016 in the form of the Financial Growth Academy.

Since then, Jo has worked with some of the fastest scaling highest net worth online entrepreneurs in the uk, and that has allowed her to bring more value to her program. Jo's mission [00:04:00] is simple. She wants to help thousands of entrepreneurs overcome their fear of finance and become the most profitable version they can be.

That should half explain why I entered Jo's world. But basically, as Jo says in her bio, she is in the online world. She understands the online world. She works with people in the online world. And also the other thing that you're going to hear in this interview is Jo is very honest about her own relationship with money and her own finance journey.

And I think when someone is excellent at something, it's really good to hear when they're not excellent at something, if you know what I mean. Like when. So, for instance, I am good at marketing. That's what I do. But sometimes my own marketing can be terrible and I don't post on social media consistently or whatever it might be.

And sometimes it's good to hear that even the people who get paid to help with these things can also struggle themselves, especially when it comes to money and finance, because I also think it's a very, it's a very emotive subject and not one that we are [00:05:00] taught to talk about a lot. I get Jo to take us right back to basics, so. This is for you if A, you need to know the basics, which I think even if you do need to know them or even if you do know them, I think it's a great reminder for those who know them as to what they are actually are. And then some of the ways in which she's helping people get super confidence with money, but also encouraging people to be happy about paying tax.

And I know that might sound a bit jarring, but listen to what Jo has to say. It's super, super interesting. I said I went into her world 'cause I knew she would be the person to help me get a grip of the money side, but also she is as ambitious. Herself and for me, which is awesome. She's also one of the most connected women I know, which is crazy.

She seems to know everyone. Anyway, I had to have Jo on. She is super lovely. I love it to bit very grateful that I am in her world, and I [00:06:00] really think you're gonna enjoy this episode, even if you think, oh, it's finance. It might not be my thing. Jo manages to make it feel fun and enjoyable. So enjoy this episode and here is the lovely Jo.

Jo, welcome to the podcast.

Jo: Thank you for having me.

Teresa: I am very excited to have you. You, I have known about you for a long time, and then about six-ish months ago, I decided to take the leap and join your world and basically because I am the worst at money, right? There are many reasons why I'm so grateful to be in your world, but one of them is that you are the queen of getting us organized.

So today, if you are listening this and you're like, Ooh, I hate this conversation, then. You're right, you're in the right place. 'cause if I can cope with it, you can cope with it. And it is something we all need to get really good at. So we're gonna start basic, and we're going to start with what are the main things, [00:07:00] the main words in our business that we should know and understand when it comes to money, like profit and revenue and those sort of things.

Jo: Okay, so firstly, so many people tell me that they're bad with money and I get told that all the time, or I'm bad with numbers or I'm not very good at accounts, or I don't wanna look at any of that. So just like you said there, let's go back to the absolute basics of what actually money is in your business.

'cause Interesting. The people who always tell me that they're bad with money or they're not very good at the finances and things, tends to be people who want to make money.

Teresa: True. Mm-hmm. Yes. Yes. I want more of it. Okay. Not very good at it.

Jo: Okay. So the first one to talk about is the sales. So basically the sales, which could also be called revenue.

It can be called turnover. We tend to use the term turnover in the UK because that's an accounting term. Revenue is more popular outside of the uk, so sales, revenue, turnover. That is the, the [00:08:00] sales that I raised in your business in a set period of time. So that is invoices that you've raised. Payments that you've got coming in via stripe or anything like that.

One of the most basic terms that people get wrong with turnover and sales is that they might focus on a a longer period of time. So where I would call turnover, let's use turnover for this. Turnover for me is everything you've invoiced in a period of time. So in an accounting year, everything that you've invoiced and everything that's come in.

Where it gets slightly more confusing is that a lot of people, particularly in the online space, like to use the term sales and that's not actually what they've invoiced out or received in yet. That could be if that client stays with them four, three years or four years. So when you see, you know, some of the sweeping statements of, mm-hmm I've just had a hundred K sales day, that could be somebody has taken on a client that is committed to working for them.

For two years, three years. So [00:09:00] use that term loosely. So turnover for me is the sales or the revenue that is coming in in a set period of time.

Teresa: See, that's how I view it. And when I view sales, that's how I would talk about. Mm-hmm. I guess now, although you say that, like if someone did a part payment, see this is the thing, right?

So let's say I was looking at someone's launch Yep. And someone did. There was a part payment involved where they could pay over three or pay over six. I would look at the launch as to how much they sold, not necessarily the money that came in at that point,

Jo: which is absolutely fine. Yes, that is absolutely fine.

So that is turnover. That is not what cash received is. So you have a terminology you've got is actual cash received. Yeah. So there is absolutely no problem at all with using that terminology for if you had a launch. Let's use two examples. I'm gonna use the launch method as an example. Launch and you or you were managing a launch for a client and the total sales value of that launch, it could be a a six month program.

Mm-hmm. With say, [00:10:00] 12 month payment plans, you could take that amount of money and say, that was a hundred thousand pounds. A hundred thousand pounds. That is your turnover. That is your revenue sales for that launch. Yeah. In accounting terms, you would only declare it. In the time that you would actually get the money in.

So in accounting terms, because imagine if May was the beginning of your financial year. Mm-hmm. And April, you'd turn a launch on the 30th of April. We wouldn't be declaring that whole hundred thousand pounds on the 30th of April because you would then be paying tax on it. So you would then accrue over that.

So that is fine. So that's one example. Sales can be used to total up the sales. Total can be for what you have done a launch for. And a lot of online people will do this, so they will now, and they're getting better at it where they'll say, my launch was a hundred thousand in online sales, and then they'll put in brackets, not cash received.

Teresa: Mm-hmm.

Jo: Where there can be a slight difference with that would be, and I'll use myself as an example, if you came onto me as an accounting client. And I quoted you an [00:11:00] amount of money that it was gonna be a monthly fee that I was gonna be charging you. So it's no different to a payment plan, but as long as we do a good job, you should stay with us for as long as that you're in business.

Mm-hmm. So if I look at, uh, when I first started my business, the first five clients I start with are still clients today. Mm-hmm. And that was 23 years ago. So if I look at sales yeah, for that, then that is a totally different figure. So I have seen other accountants, I've seen other people say, I've had a hundred case sales day, and it could be that because they're expecting that client to stay with them for 3, 4, 5 years.

So that's the first terminology that I think, yeah, can get misconstrued. So just making sure that you are looking at the right. Figure. So that's why I use turnover, sales revenue for a set period is the terminal, yes. That I would use for that. Yeah,

Teresa: that's good. Okay. Does that make sense? So what? Yeah, perfect.

So let's talk profit. Okay. So we're getting ahead of ourselves. Oh, are we? Sorry, I jumping the wrong way. Okay. You absolutely not.

Jo: [00:12:00] So your sales revenue and turnover is obviously the money that's coming in. You've got one thing before. We get to profit and profit, you've got two types of profit. You've got gross profit.

Mm-hmm. Also known as gp. This is very accounting chat now. Okay. And then you've got the final one, which is net profit. So gross profits for most people is not relevant because in the online space, all the costs that you have are overhead and they're all flexible. For a product-based business, gross profit would be applicable.

So that means if you are selling. For example, a Stanley Cup, 'cause I've got one in my hand. Yeah. The gross profit would be how much you sell that Stanley Cup for minus the cost of the Stanley Cup, minus the cost of sending that out to the customer and minus all the bank charges and all the things that go with that.

And. It is the most common mistake that people make if they move from a online business or a service-based business to a product-based business. They don't account for the gross profit. [00:13:00] So that is the cost involved in actually carrying out the sale because you're gross. So

Teresa: would that be for an online business?

And I'm glad that I am dumb with this because I'm asking all the stupid questions. Would that be, so for instance, I use Kajabi. Yeah. So is Kajabi. That would be class the same.

Jo: So, and I'm glad you've asked that because it is something that, particularly in my trade as accountants, we have a very sort of set accounting principles and I have argued this discussion with quite a few other, I'm gonna use the word argue, other accountants about what the cost of sale is.

Yeah. So obviously if you use Kajabi, I use FEA, create that is a cost which I have to host my memberships. Yeah. Everything I do through that, I could not run my online business without it. No.

Teresa: However,

Jo: could I go to somewhere else? Could I actually just say, right, we're not doing this anymore. I'm just gonna have a WhatsApp group and mm-hmm.

I'm gonna put out a Google Doc so it's not actually a cost of sale. Okay. Where I argue a cost of sale would be is if [00:14:00] you, for example, brought me in to do some sessions and you were gonna pay me as a coach within your membership, right? Or with any of that, that is a cost of sale. So that's the most common one.

If you bring coaches, consultants, or anything like that into your online business to carry out a job so that you can make the sale. Okay. Again, it can be argued. There's no, there's very gray reason in this because it could be stopped. IEU could run that program or course without me in it, so it could be argued.

The one that I feel very strongly goes into cost of sales, which is not accounting principles, normally is advertising. So Facebook ads. So I have a lot of clients who sell digital products, and a lot of these clients do these purely through Facebook ads that they wouldn't have sold that without it.

Mm-hmm. So to me, the sale minus the...

In this episode of the Your Dream Business Podcast, I share the three powerful secrets behind successful multi-million pound launches—especially for course creators, membership owners, and coaches. Drawing from my own experience and client results. I break down the essential elements that turn a good launch into a great one.

From creating high-value pre-launch content to designing engaging experiences and building an irresistible offer ecosystem, this episode gives you a blueprint to elevate your next launch. Also, I highlight the importance of continuous audience growth and staying agile in a fast-changing digital world.

If you're planning a launch—or want to improve your results—this episode is packed with practical wisdom you can apply right away.

 

Pre-launch content builds trust before you sell. - Warming up your audience with value-packed content sets the stage for a smooth, high-converting launch.

Engaging launch experiences drive conversion. - It’s not just what you offer—it’s how you deliver it. Live elements, challenges, and interactive content keep people excited and committed.

Offer ecosystems outperform one-off sales. - A well-designed product suite allows customers to go deeper with you and increases your revenue potential long-term.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

If you are selling a course, your membership, a coaching program, anything online, then this episode is a must. Also, if you know anybody else who's doing that, then make sure you go and send them this episode. 'cause today I am sharing the three secrets of multimillion pound launches so that you can improve your next launch.

Hello and welcome to Your Dream Business podcast. If you are a course creator, membership owner, or a coach, then you are exactly where you need to be. I'm Teresa Heath-Wareing. I am the host of this podcast. We are on episode 408. There is a ton of episodes to go back on. If you are new welcome.

If you are a regular listener, then I appreciate you greatly and hopefully if you are a newbie, you'll turn into a regular listener. Before I get started with today's episode, I would love it if you would do me a favor. There are hundreds and hundreds of you who listen to this podcast every single week, and yet.

There is a very small percentage of you who go and review the show, and as a podcaster, one of the things that can help me the most is if you go and review the show wherever you're listening, so whether it's on Spotify or [00:02:00] Apple or wherever you're listening to this. And it really helps because as you can appreciate, maybe maybe not putting together a podcast is a ton of work.

Putting together 408 episodes of a podcast is something else, and I love it, and I love the fact that I get to serve you and give you knowledge and help you with your launching and your business and all those sort of good things. But one of the things that you could do for me if I can ask a favor is that you could go and give me a review and that will help more people see the podcast.

And if I get the podcast bigger, then I get even better guests than I already get on. And we know I get some good guests, but I'll get even better ones. So I would really appreciate it if you could go and do that for me. Okay, as I'm recording this last week, I did a talk at Atomicon, if you don't know what Atomicon is, it's a big event here in the UK.

Probably one of the biggest marketing events here in the UK for small business owners. And my dear friend Andrew and Pete run it [00:03:00] and they are, I was about to say they're very kind 'cause they have me speak every year. But actually if you were to ask them why they have me speak every year, they wouldn't say it's because they're kind because.

They are kind, but that's not the reason they have me to speak. The reason they have me to speak is in their words, because I'm a good speaker. I give great sort of practical strategy things. People enjoy my sessions and I get good feedback. So they send out a feedback form and I always get pretty high ranked in terms of the speakers, which is amazing and I appreciate that greatly.

And that's why they have me back. They wouldn't just do it because they're my friend and every year I'm always honored that I get asked to go and speak there because it really is Like this year, Ryan Dice was speaking and Hanley spoke before Drew Davis' spoke. They have celebrities every year. I mean, it is amazing.

Anyway, the reason I'm telling you all this is 'cause I want to cover some of what I covered at my Atomicon [00:04:00] Talk because it was a really good, that sounds really up. Like I'm being bigheaded because I'm about to go. It was a really good talk, but it was really practical and I want to give you some of those practical things that I gave in that talk.

So the talk was called The Three Secrets Behind Multimillion Pound slash Dollar Launches, and basically I talked about three things that are working really well at the moment because. I started off the top by saying that it's changed. The online space has changed massively. I've been in it about eight, nine years now, and in that time it has changed almost beyond recognition and things were not as they were.

And basically we need to work a bit harder. We need to try a bit harder, but we need to be a bit more strategic with some of the stuff we're doing. And the main three problems that I see working with hundreds of people who launch, and when I say launch, can I just clear up one thing? Launching isn't if you have a [00:05:00] new product or service that you are launching IE for the first time.

A launch is basically an experience that you are creating in order to sell your online thing. So whether it's a course, a membership, a coaching program. So the three problems that I see, number one is getting people to actually sign up to your launch experience. Whether you're doing a webinar, a bootcamp, or something else like that, is actually encouraging people to get them to sign up in the first place because if they're not in your launch, launch experience, it is gonna be very hard to sell them the thing that you're selling them.

Number two is getting people to engage in your launch experience. So let's say you are doing a webinar. It has been proven over and over and over again that the more people who show up to your webinar, the more likely those people are to buy because they're getting to know you and like you and trust you, and they're getting to understand whether you are for them or not.

So the second problem is getting those people to actually engage in your launch experience. The third problem that I see all the time is actually making money, getting the sales. [00:06:00] How do we get those people over the line so that they can actually buy something, join the program, whatever it might be.

Before I got started on those three points, I needed to reiterate the fact that audience is so important, the size of your audience. I needed to reiterate that constant audience building is a strategy. I've done lots of episodes before on visibility and increasing your audience and things, but I needed to kind of make sure I said that at the beginning of the talk that whatever I share, these three points that I share will be vastly improved if you're growing your audience.

So that was the first thing, okay, once I got over that kind of elephant in the room, because that's really important, I then got to the three problems. Oh, also, I have put together a actual masterclass for you, an actual training video where I go through this in more detail and give you some examples of what you can do [00:07:00] in your business.

So this podcast episode is basically an overview of the three points if you want to understand these three points better, if you want some of the very cool. Stats and facts and things that I bought into the presentation. 'cause you know, I geek out on that stuff and it just helps me prove my point. And you want some help in terms of how you use these in your business, or what are some of the questions you need to ask yourself in your business?

I have created a freebie training that you can download today if you had to. Theresa Heath wearing.com/three things, so the number three and the word things. You will get access to that training or head over to my socials or the show notes and you'll get that link as well. Okay, so let's go on with the three problems and the three solutions.

So problem number one is getting those signups. How do you get people to actually join your launch experience? And secret number one is pre-launch content. Now, I [00:08:00] have talked about this before, but it. Honestly, I see so many people not doing this. So what pre-launch content is and what the big launches do, and this was the whole premise of this presentation and of the free train that you are gonna get.

When I see multimillion pound launches, this is what they're doing. So if you want a, you know, you might not be sat there thinking, I'm want a multimillion pound launch, but. These three things are going to help you improve whatever numbers you're currently getting. So the big launch is start posting pre-launch content weeks and weeks before they launch.

I know someone is about to move into a launch by the content they're creating. I. Basically in the phases we have the launch phase, we have the live experience phase, and then we have the sales phase. And what people are missing is the phase before the launch phase, which is the pre-launch content in the creating the pre-launch content.

I want you to ask yourself the following questions, and these are really important questions to help you do your pre-launch [00:09:00] content. Think about the thing that your, your experience, your webinar, your masterclass, your whatever it is, your bootcamp that you're gonna be doing. When you think about that as in the title of it, what you're actually going to get 'em to achieve, ask yourself these questions.

What do they need to know or understand before you can teach them that? Okay? And the second question is, what objections might they have about learning that. Obviously if you go and check out the training, the freebie training, then I go into more detail about this. But basically what we're trying to do is find out what do we need to give them?

What answers to questions do we need to give them in order to get them ready to go? So I likened the his, I gave a terrible example as I was speaking actually, which came outta nowhere, which has. Basically being a runner, which is weird 'cause that is definitely not something I would be doing. But imagine if you're going to be a runner, what do you need to do before you even get to that start [00:10:00] line?

You would need to get some trainers on. You would need to get the right clothes. You would need to maybe do a bit of exercise, you would need to, I don't know, 'cause I'm not a runner. But what things do you need to even allow you to get to that start line? And that's what we need to consider when we're doing pre-launch content.

Okay, so in the freebie training, I will go into more detail and I'll give you some good examples of pre-launch content. Problem number two, launch engagement. How do you get people to engage in your launch experience? Secret number two was go all out. What do the big launches do? Well, basically they stack multiple launch experiences.

IE bootcamps plus webinars, plus live sessions. Then layer in behind the scenes content prizes and engagement extras. Now, why is it now we need to go all out? Now? People have been doing this for a little while, but it's even more important that I've seen that the people who get the best results are.

[00:11:00] Stacking those multi sort of level launch experiences. They're adding a webinar at the end of their challenge, or they're doing bootcamps with live sessions. The reason we need to do this now is one, the market has changed. Now I think the market has changed for the better, even though this is the world I'm in and it makes my job harder and it makes my client's jobs harder.

It is better because the market has changed. The people that you are selling to are way more discerning now, and that is a good thing. I don't ever want someone buying from me who hasn't really considered working with me. I don't want someone spending a ton of money on a whim because that doesn't end well for me or them.

I want people to do their due diligence. I want them to look at what it is that they're. You know, spending their money on. But because the market has changed, because people are doing that, we have to try harder. We have to work harder to get them to be engaged, to get them to take part in these things.

Number two, the platforms have changed. I. Back in the day, you could [00:12:00] do a challenge with a Facebook group and your whole of the Facebook group would see everything. That is not the case now, even when people are going live in Facebook groups, I'm seeing that people are not seeing the live. You think you are emailing them and posting and doing all the things and people just.

Aren't seeing it. So we can't just rely on doing one thing on one platform because it's not hitting, and that's for the whole way through on the launch. But in particular, when you're doing your launch experience, some people want to listen to it. Some people will want to come to one mask class. Some people want the challenge, the daily check-ins, like people want different things and the platforms are not helping us.

Consumer behavior. Like I said, that's changed as well. They need a lot more effort. They need a lot more encouraging and a lot more motivation to actually get and do these things and everyone is stepping up. So I would love to say that it's just these big, massive people who are doing these huge multi-stack launches, but we need to be doing them too, regardless of the level you are at.

By adding in a few [00:13:00] other elements, by using some more engagement tactics, by trying to encourage that. That is really important and that is really going to help your results when you are selling whatever it is you're selling. So what does going all out look like in the training? I go over one of my most favorite launches ever, and it's Denise Duffield Thomas, where basically.

I mean, if you want an example of going all out, this is a real example, and in the training I give you the numbers of what her launch looked like and what she got. She's very honest about her launch numbers and she puts them publicly, so I was able to share them, but basically we need to be doing some extra things.

We need to be trying a bit harder. So if you are gonna do a. Masterclass, we might need to do multiple masterclasses. We might need to do some other things. Okay. So it, it works because you're creating an experience people wanna be part of. You're catering for different needs and you're showing people what is to come.

So when they can see the effort you are going to, the work you [00:14:00] put into it, they know that that is likely to work the same as. When you are doing the actual thing that you're doing, so when you are delivering the course or the in the membership or whatever, the more effort you put into the launching, the more likely people are like, oh, okay, this person's good, and let's hope that is the case.

Now, one thing I put in the talk, and this actually, this slide has gone everywhere, which is amazing for me and I appreciate it greatly. I actually put this quote in. Because I'm really conscious that I'm saying to people, you've gotta go all out, but if they don't want to, then don't. Okay. Which is why this quote works so brilliantly.

Don't be upset by the results you didn't get for the work you didn't do. That can sting a little bit. It sounds really harsh, but actually it's a real practical, a real practical like thing to remember because. If you do this extra work, you are likely to get better results. If you don't want to do it, don't do it, but just don't expect those better results.

It's more about [00:15:00] knowing that for the work and the effort I put in, this is the results I'm likely to get. So it's not saying you have to work harder, you have to do all these things. If you want the better results, then that's what it takes. Problem number three, making the money. How do you maximize the money you make from your launch?

And the secret number three was your offer ecosystem. Again, I've done a podcast all about the offer ecosystem, but this is what the big launches are doing. They don't just make money from the main offer, but they are making money from their ecosystem. So yes, they are doing a main offer, and that main offer is bringing in a big chunk of money.

However, it's not just that one thing that's bringing them in the money, and it won't ever just be that one thing in the offer ecosystem. I talk about the core offer, the bonuses, the downsell, the upsell, and the cross sale. One of the examples I give is, or one of the reasons I give that you should do this is because you are marketing to where your [00:16:00] customers are at.

Not everyone is ready for your full offer, so they might not have certain things in place. They might need something more than your offer. They might need an additional thing or actually a lower version of it, but basically you are giving them options. So there are people that will buy a workshop with me, but they won't buy my big offer.

It might be that the money's not there. It might be that they don't need the bigger offer, they just needed the workshop, so I'm giving them an option. I give an example of one of the cross sells that I did. I basically did an open high strategy workshop. So I do these workshops where you can come and basically go deep in on the thing.

So I teach you everything you need to know about it. They're fairly low cost. They're over normally three or four sessions. There's a small group involved and. I did...

In this episode of Your Dream Business Podcast, I’m joined by the amazing Claire Thorpe, a somatic practitioner, yoga teacher, and embodiment coach. We explore the powerful connection between body awareness and business success. We talk about how somatic coaching can help you strengthen your nervous system, make clearer decisions, and grow your business from the inside out. If you’ve ever felt like mindset work and strategy aren’t quite enough, this conversation offers a fresh perspective on why tuning into your body can be the missing link. Clair shares her own journey, and we dive into practical ways to bring somatic practices into your daily routine. Whether you're new to this or already curious about embodiment work, this episode is full of insights you won’t want to miss.

 

Somatic awareness is a powerful tool for business growth. -Tuning into your body helps you make clearer, more grounded decisions beyond just mindset and strategy.

The nervous system plays a big role in your business clarity and confidence. - Strengthening it through somatic practices can reduce stress and improve focus.

Integrating embodiment techniques can unlock new levels of creativity and leadership. - It’s about connecting mind and body to lead your business in a more aligned and authentic way.

 

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

 

Connect with Claire on Website, LinkedIn, Instagram 

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list,  Instagram, LinkedIn, or Facebook

 

Transcript

Teresa: What if I told you that the key to your next business breakthrough isn't another mindset, technique or marketing strategy, but lies within your own body. In today's episode, the guest and I explore the transformative power of somatic coaching and how developing your nervous systems capacity could be the missing piece to your business.

Growth puzzle. Whether you're feeling stuck, overwhelmed, or simply curious about the difference approach to business growth. This conversation reveals how somatic awareness might be the most powerful business tool that you're not yet using. Welcome to the Your Dream Business Podcast. I'm your host Teresa Heath Wareing.

An international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are in.

In each episode, I'll share with you easy, actionable, [00:01:00] and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you focused, motivated. And gonna stop you from getting in your own way. So if you're a course creator, membership owner, or coach, you're in the right place.

Let's get started. Hello and welcome back to another episode of the Your Dream Business Podcast. As always, I'm your host, Teresa Heath Wareing, and as always, thank you so much for spending time with me, for listening to this episode for hanging out. I greatly, greatly appreciate it, which. Can I start by asking a favor?

There is a huge percentage of you who listen to the podcast, who don't actually subscribe to the podcast, and I would love it if you could do me a favor and hit that subscribe button wherever you are listening, because what happens when you subscribe is more people see it, especially if you review more people see it.

I get to help more people, and by doing that I get to [00:02:00] have more amazing guests. On the podcast because sometimes when I pitch to someone to be on the podcast, I get asked how many downloads I have, and the more downloads I have, the more amazing people I can bring and get their brilliant ideas for you.

So we'll make a deal. You subscribe. Do me a review and I will make sure that I bring on the best people who can help you accelerate your business. Okay, on with today's episode. Today I am interviewing Claire Thorpe, who is a somatic practitioner yoga teacher and embodiment coach, and she supports female founders who are yearning for deeper nervous system stability.

That's easy for me to say. And. Resilience as they grow and scale their business. And she offers a body led nature inspired approach to inner healing and growth. Now, I just wanna say something before I continue with this episode. If you've been listening a long time, you will know that I. [00:03:00] Certified as a coach a few years back.

You'll also probably know if you've been listening a long time, that I went through a real journey of getting sober, which once I had gone through the worst of the journey, I shared a teeny tiny bit on this podcast, and then I actually went and did another podcast all about that. But what happened was I needed the mindset stuff in my world, and therefore I bought it into my business, and I'm not sorry.

I bought it in. But it was a distraction that I didn't need, and now I'm really glad to being back and doing strategy and marketing and stuff that I really do excel in and the stuff that I am brilliant at. And I say that with all intention. I think we should be getting more comfortable with saying we're brilliant at things if we are anyway.

I've kind of come away from all the mindset stuff. Not personally, I still do a lot of mindset stuff, but I didn't want it on the podcast. And the other reason I've kind of come away from it is 'cause I actually interviewed a couple of people who were a bit more [00:04:00] on the Woo side and. The episodes weren't great, like, and I didn't put the episodes out because when I came to do the hook, which is the bit at the very beginning of every episode before we start the intro, I couldn't think of what to say.

I couldn't give you a good reason why to listen to that episode. And if I can't give you a good reason in a one minute hook, then it really isn't a good episode. And it kind of put me off having mindset slightly woo steff on, even though it's still very much in my world. Anyway. Someone mentioned Claire to me and said, you should have her on.

I didn't say you should have her on, 'cause I'm never really a big fan when people say that, but they said she's awesome. Yeah, I think you'll like her. And she could possibly be a guest of the podcast. I listened to her staff. I really enjoyed what she said and thought, actually no, this could be really good.

And then as weirdness, woo. Universe, whatever you wanna call it, would have it. So I interviewed Claire ages ago, when am I looking? Actually, back in April and beginning of April. And because as you know, I batch [00:05:00] ahead and, and we're always a good number of episodes ahead in terms of the interviews. More than a good number's, probably a good few months ahead.

Anyway, I'd done this episode, really enjoyed it, and then I found a guy called Joe Hudson and I found Joe Hudson through Ali Abdul's YouTube channel. I watched the YouTube channel and I watch a lot of YouTube at night. It's all gardening stuff in the day. It's all works up. Joe is a coach for Silicon Valley CEOs, like I'm talking Apple OpenAI, who has chat GPT, and you would think so.

He's obviously coaching some hugely successful, very serious business people. I'm assuming the most of the men. And I was kind of watching him thinking he'd be more of like a masculine energy of coaching and he talks all about body emotions and the importance of us understanding our body and emotions in business and as business owners.[00:06:00]

And it's just so interesting that I've been watching that and really engaging in that and actually. At the same time have this episode coming out, and it kind of just proved to me that it's the right thing to have on the podcast because actually, as much as I love doing the strategy and I love people talking strategy, I also can't forget that we are human and,

Some of these things, even more of the mindset stuff is really, really powerful in terms of growing us and our business. So like I said, it was kind of really interesting that I found Joe and was like really love his stuff. And actually he talks a lot about what we're gonna be talking about today.

Today we're gonna be talking all about how your body can really keep hold of stuff, how it can hold us back, how it can make us not in alignment. And obviously there's the book, the Body Keeps the score. Sometimes things cannot be like slotting into place or things cannot be feeling right and we don't know why.

'cause on paper or in our brains, it feels right, but something just isn't right in our [00:07:00] body. So we talk about what somatic means and we talk about how we can get in our bodies. Now this sounds wild that we're even, and I say this on the the podcast like that we are even having this conversation. But honestly, when was the last time were that you were in your body?

And what do I even mean by that? This conversation talks about how getting on our bodies can help us make better decisions, gain greater clarity, and ultimately grow more comfortably in our business. It's fairly honest and sometimes a little bit vulnerable because I talk about things, I always like it when I can connect it to me and what's happening in my world.

Maybe that's because half of it is I get free coaching and maybe the other half of it is I genuinely think that it helps you when I'm asking questions or when I'm relating it to me. We also talk about how you bring some of it in, how you do some of the work yourself and how do you know if you need it.

And the other thing that we talk about, which you know, I love is nature and growing plants, right? But don't be [00:08:00] put off by that. It literally is just a little bit at the end. Anyway, I know you're gonna get a lot from this episode. Claire was absolutely lovely. So without further ado, here is the lovely Claire.

Claire, welcome to the podcast.

Claire: Thank you So much, Teresa lovely to be here.

Teresa: I am very much looking forward to this conversation I had before we got on. I was telling you that I actually, I'll go into it briefly, that my own personal journey went from marketing strategy into mindset and I've come back out the other side because I really needed the mindset stuff in my world at the time.

And since then. I've not really, since I've kind of come back out into strategy, I've not really had many people on talking about things that are not business strategy. And today we're going to talk about that and we're going to talk about the word somatic. So let's just start by even explaining, not that I can, you can explain what we even mean by the word somatic.

Claire: Yeah, sure. So [00:09:00] Soma is the Greek word for the body. Somatics simply means relating to the body. And I think a lot of people, I think we sort of mistake that as well for just meaning the physical body. So you'll see things on social media, like people jumping around, shaking movement like generally if I ask people like, what do you think somatics is like, they'll say movement, they'll say breath work, and, and this is all, this absolutely is all somatics, like somatic practices, I would say.

I am a yoga teacher as well as a somatic coach, and I can dig into a little bit more about that as well. But yeah, there's a difference between what I would call somatic practices, IE the breath work and, and like the, I call them, like the, the layers on top, if you will. What I do as a somatic coach is it's very much rooted in the work of Dr. Peter Levine and around somatic experiencing. We're going, we're going straight in there Teresa

Teresa: no, that's fine. Let's like my work, there's no warmup we're in.

Claire: Yeah, like, so I'm gonna just say [00:10:00] like, the easiest way, this is my like elevator pitch. I'm like, I am like a hypnotist for your body. So, you know, like if you go to a hypnotist and they're like rewiring your neural system and your neural pathways, I am basically helping predominantly women do that.

But on a body level. And how we do that is very simple, which is lovely. Which is like very much slowing down a tune into your whole body, which is sensation, images, memories, thoughts, emotions. So a session with me. Looks a bit meditative, I guess, but it's actually being very present, creating a lot of stability in the nervous system and just letting the body lead and really the body will show when we, when we actually, it's like, oh, okay, you're listening.

You know? And like it's just a process of letting your soma, your being like, reveal what needs to be healed. I mean, I'm not a massive fan of the word healing, like I don't think anyone needs [00:11:00] to be healed or fixed, but it is like. The layers that can be unraveled in your body that are just stuck from things that we hold, experiences that we hold in our body. So it's very much yet a body led process.

Teresa: So, stupid question. Why is that important? Why does it matter? Because I was very good and I have to watch myself sometimes. I live my life on a screen and I'm very good at con focusing on me from the chest out. Almost the point where I don't even realize I've got a body and I know someone's gonna listen to this and go, don't be ridiculous, Teresa

But honestly like it. It really was that bad at points like, so why is it important that I even need to tap in to my body and that type of thing.

Claire: Yeah, absolutely. Well, why is it important? What do we see around us everywhere so much? Anxiety, so much depression, so much. You know, again, I hesitate to talk about trauma.

I don't think like we have to go and meet all our trauma, but [00:12:00] you know, these ways of being these disassociated states that we can find ourselves in. Especially when we're on screens and we're like, you know, we get locked in, don't we? And I think a lot of us are. And sort of operating from this state of what's called like functional freeze, like where we're all just like, oh, like you know, this underlying tension that can sit there.

And that can be from, you know, like actual, you know, capital T trauma that happens in our lives, or just the underlying stresses. We have so many don't we in our lives.

So we're holding all this tension, all these patterns, and I think a lot of the time we approach this from a very neuro centric.

Approach in our society. We, and I'm not to say like it is all needed, you know what I mean? Like the mental health awareness we have these days. I mean, you know, talking a little bit about my story, I was, you know, I, I come from a corporate background like you, Teresa, and you know, in my early twenties I was experiencing anxiety attacks, panic attacks.

I haven't experienced anything particularly [00:13:00] traumatic in my life, but it was just that, you know, I started to climb the corporate ladder, the layers of people pleasing, the layers of masking of like. Not really being true to myself. And this, yeah, this materialized. This manifested as very uncomfortable physical sensations in my body.

And then, you know, that continued for two decades almost. You know, and then, and I think as well when you say when we're working and I shifted during, you know, that time five years ago, I was still in the corporate life then and yeah, like just seemed to get even worse obviously with everything going on in the world.

And that's when I started actually, you know, I was meditating with saying about the mindset, you know, I wasn't in business at the time, but I was. Meditating and I was looking after. I was looking for ways to soothe my body. I got into yoga. Therefore, then I got really passionate about yoga. I realized how much it helped with my anxiety and I did my yoga teacher training, but I was still like experiencing some level of.

[00:14:00] Yeah, like just this tension in my own body. I actually started my business two years ago, over two years ago. Now I'm left the corporate marketing world and started as a freelance marketer. And I thought, yes, this is freedom. Now I'm gonna have, oh, all this tension's gonna go away, and this is the dream life.

This is the dream business that we're talking about now. Like I loved it and I obviously had. I was living the dream, like I was creating this business. I actually started going into more business mentorship and coaching because I loved, like, I was a, I was a head of marketing. I loved the, the development side and the coaching side with people.

So I started doing that, but I was still like, Hmm. I was doing my yoga as well on the, on the side, and I was like. Still, like I am still feeling like shit when I sit at my desk. Like how, you know, like it was very, you know, it didn't, even though I loved what I was doing and I do love what I'm doing, like this pattern held within my body.

Remained, and it wasn't to do with more mindset [00:15:00] work or like affirmations. I was like, something needs to shift. And then it was only about a year ago that I actually stumbled into, as we do sometimes, you know, a training on somatic coaching. And I was like, Hmm, that sounds interesting. 'cause I'd just trained, I'd just qualified as a yoga teacher in Somatics.

And again, somatics is more about how it feels, not about how it looks or alignment or anything. So I was already familiar with this phrase, this term. I did this training with a wonderful woman, Dr. Sarah Coxin, and I just, I blindly found that, that sense of relief that I'd been...