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Welcome to Make More Money without Selling Your Soul with me Polly Lavarello, evergreen marketing expert. This podcast is for you if you are an online entrepreneur who is looking to simplify their business to scale.  On this podcast you can expect to hear regular talk about wealth, about selling and about wellbeing. Because I believe these three core fundamental things are pivotal to your growth moving forward.

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Hello and welcome to make more money without selling your soul I am Polly Lavarello, evergreen marketing expert.

And today I’m gonna be talking about the three mistakes you may be making with your office suite. Now, what is an office suite? And why does it matter? You may be asking, because you may be not asking that, but I’m gonna cover it very briefly because I want to ensure that we’re all on the same page, before we dive into the good stuff, and I outlined the three mistakes that you might be making. So firstly, why would you have an office suite in the first place? I’m gonna give my business model as an example, because I find talking specifically helps ideas to land. And because you’re listening to this podcast, hopefully you have an idea of what it is that I do right now. And if you don’t, well, you’re about to learn. Without me going into a pitch Do not worry. So essentially, I have a high ticket 10 month program. I mean, I say program, it’s like mentorship meets mastermind, which supports entrepreneurs to move their group program evergreen, so it’s either people who have had successful live launches, who wants to move their group program evergreen, or those who are fully booked one to one who essentially have the skills and expertise but want to package them up in a way that gives them more time freedom, that old cliche. Now obviously what happens, you know, I’m running ads to this webinar.

And what happens is there will be people that will come into my world, who will be very excited by the premise of turning their program evergreen, however, they may be having a little wobble around, well, what would their one thing be? Do they trust that they can create an offer that will have the power to kind of carry an evergreen funnel and make it work. And it’s not necessarily always a lack of trust in myself, but perhaps a lack of trust in themselves to deliver on that. So there will be some people who despite being very interested, and very ready to commit financially, perhaps won’t take the next move. And one of the things I’m doing to give people the opportunity to my guess, learn and experience that yes, they do have incredible strengths and expertise, and then that they can package up is that I’m now about to launch a 90 minute offer where people get to essentially spend 90 minutes with me wrapping up their strength, your strength, getting a really clear concept of what would differentiate their offer and their brands so that people find them, and what they’re offering irresistible and unforgettable. So that’s the kind of the down sell, as you may put it, you know, for anyone who’s kind of not ready to commit to 10 months, rather than losing them entirely or giving them you know, leaving them to spend months mulling over what their one thing could be, they essentially have the opportunity to come in and learn that alongside me, while also experiencing what it’s like to be mentored by me and coached and supported by me, which will give them a flavour as to whether committing to spending 10 months of me is a good idea or not. And then on the other hand, there’s those who will be hearing about what it is that I do. And recognise Oh, I like a lot of what police saying and doing. But I don’t necessarily want to be in a group, you know, group mentorship, I would or a mastermind I work much better one to one, in which case on the other side of that kind of equation.

There’s my one to one offering, which is offered to a much smaller group of people because there’s obviously a limited amount of time I have and so therefore only take two to 312 ones at a time. And another thing that we’ve just been developing is a VIP offer for those who have got the money but not the time, who similarly want to turn their group program evergreen and don’t want to spend 10 months doing it and would rather have me support them on a kind of consulting basis with making that evolution with a within their own business and being given the infrastructure to their team to support with having it all happen. So what do you have just heard? Well, let me break down the three mistakes, because you’ll see how the things I’ve just created, avoid the three common mistakes, I see people making them, perhaps, perhaps you already have an inkling of what they’re going to be already. So here are the three common mistakes I see people making with their office suite. So what I see people doing with the Office Suite is sometimes all their offers reflect their differing interests. So for example, it might be a hypnotherapist who will have one offer on how to not be afraid of driving another one on how to sleep better. Another one on how to recover from a divorce. I’m just making stuff up here. And because they have that variety, they’re like, Well, I know there’s someone who was divorced recently and the hypnotherapy really help them. I know someone else who is really afraid of driving, and she’s just passed a test. So I need to create something for her as well. And I know something. Here’s the thing, right? That way of thinking is essentially bending and twisting your way to what you believe everyone else wants and needs all the time rather than standing firm and inviting them to meet you where you are at. And this attitude of kind of, you know, I know it’s kind of like it’s

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I know do that it’s a reflection of what we’re told to do early on in business and later on in business, which is to create things that our clients desire. But we still have to take that with a pinch of salt. Because essentially, when you have a big Toolkit, which nearly anyone who’s self employed and has expertise does, there are so many different directions we can bend in. And rather than be like one of those kind of totally wind torn trees that you see kind of totally slouching to the wind next to the beach, you want to be a big Strong Oak. In the online business landscape, you want people to come to you because they are attracted to working with you because you represent something that they desire more of their there’s an established pneus about you that encourages them to trust you. And as you are attracting more and more people like that, the more you’ll actually start to feel like an oak tree as well, because you will have all that expertise and experience behind you, the more you bend and twist to meet all the different types of needs out there. Your expertise also becomes diluted, your case studies become diluted, and it rarely ever serves you well. Now, unless you’re a big company with various different hypnotherapists, who all do different things. And hypnotherapy is just your overarching umbrella, it’s not going to serve you well to meet all the different needs. It’s much more in terms of brand positioning, it’s going to serve you a lot better to be the hypnotherapist supporting those going through divorce to be the hypnotherapist who supports you with concrete fear, whatever it is, but it’s learning how to package it up in a way that people immediately associate you with it. So that for example, if someone were to come to me and say, I’m having the worst time going through a divorce, my anxiety is sky high. I keep on having these terrible nightmares. That person can immediately say,

Well, I know the perfect person for you should go check out her feed, all she talks about is divorced and nervous system regulation and hypnotherapy and all these other tools that she uses to help you get through it. Boom, you see the difference there. Suddenly, you’re not being compared with every other hypnotherapist out there, people are thinking of you specifically because you’ve taken up space in a certain area. So by having offers that try and meet all the different needs out there, because at some point someone’s needed it at some point someone else is needed, it is not serving you, in your brand authority and in your business growth and your brand authority is going to be the thing that does so much of the heavy lifting for you. Brand authority is something that people so regularly associate with, you know, fonts and colours and brand photos. But it’s so much more than that. It’s what you stand for. It’s what your values are. It’s what people associate you with, it’s the qualities they see in you. It’s the it’s the way that they trust you to fix something that they need help with, or the way that they recommend you to others who need that fix as well. And that happens so much faster when you allow yourself to take up space in one area. So that’s mistake number one, having offers that reflect all your either differing interests, or all your different clients differing interests, this is slowing you down. It’s not speeding things up, you may be really excited in the immediate term where you’re like, Hey, I saw three different offers to three different people needing three different things. But long term, you’re making your business growth significantly slower because you’re stretching yourself in three different directions.

Secondly, and actually, it’s probably a similar thing in terms I’ve got different clients, which actually, I guess, I alluded to earlier, when I said it might not necessarily be your different interests, it may be the different types of clients that you feel like you will be letting down. If you don’t create something for them. I see this so often with clients who are just moving into the high ticket space, or who perhaps are pivoting, there’s that real sense of letting down their existing following like, Oh, my following have known me for being this accessible. My following have known me to support in this particular area. And you know, it’s very natural, okay, when you’re like a heart centred human being who cares about others, you have actually developed a sense of safety. And what it is that you know, and moving in a direction that perhaps feels more self centred, because it’s what you want more of. And because it’s something that you have don’t have any evidence of so far, there will be resistance. So just be aware of that resistance, be kind to that resistance, and trust that you totally deserve this. And what’s really exciting is I’ve supported so many clients in this space and not just supported them. I’ve also just observed like contemporaries in my space, watch them do things like shut down memberships and say the only way to work with me now is high ticket, and how much easier it’s been for them than they’ve expected. The amount of times people come back to me and say, oh my god, like how long have I been doing this unnecessarily? How much sooner could my life had been that much more spacious and easy and have people really committing and really showing up and my bank balance finally looking healthy and finally being able to hire my VA without worrying about paying them each month? Like not realising how much sooner they could have had all of this? And then ultimately, what can feel like a very selfish move most of the time actually benefits everyone so much better because when your cup is full, you have so much more to share with everyone out So, if you are constantly feeling like your boundaries are being broken, your needs aren’t being met, that you’re overstretching to support everyone. That’s not an office suite. That’s, that’s, that’s just the backbreaking business model right there. Okay, so please don’t do that. And the other thing that I see people doing is supporting the same client, which Bravo, that’s one box ticked, but trying to reach them at very different stages. So let’s talk about the online business space, it would be the equivalent of me saying, I’m going to support you as an entirely new business owner, with the very bit like the very foundations, you need to get your business started, while at the same time looking to support eight figure business coaches, with scaling and all the things that come up around scaling, like hiring and advertising and SEO and PR and all that stuff. That would really stretch me know the kind of content I share in this podcast is all very much aimed at the six figure to multi six figure mark. And I guess, occasionally touching on seven figure because those are the kinds of coaches I support, even hit figure.

But you know, the main issues I speak to around the six figure multi six figure mark, because one, it was a long time ago that I just started my online business to it wouldn’t benefit me to be inviting people into my world and nurturing people in my world in an area that I have nothing to offer them for. You know, like, Mike, don’t get me wrong, there are various people who’ve just come into the online business space, who watched my on demand masterclass, and come back to me and say, Oh, my gosh, thank you, Polly, you’ve saved me so many mistakes I could have potentially been making. So it’s not that there’s nothing out there. And as I regularly say, when it comes to a lot of this, these business concepts I share, there’s something to be learned at every different stage, like whether you’re a seven figure eight figure coach, whether you’re just starting out, there are certain themes, or thoughts or feelings that you may get from listening to this podcast, which will all be relevant. So there’s there are there is always a crossover, right? Always across over. And similarly, your office suite will be something that evolves and expands with you, you know, your you will tighten up what that office suite is, as you move through your business. And the whole concept of really ensuring that you have a core nucleus that works for you from the get go is really relevant, whether you’re just starting out, or whether you’re you know, like I say, in the seven figure eight figure space, that doesn’t change. People make the assumption, oh, if it’s low ticket, then I need to speak to those who are that who are at the very earliest stage of awareness, the ones who are really at the beginning. And my high ticket office should be those who are deeper into all know, the reason why people are spending less money working with you most of the time isn’t because they have less money to invest. They just have a different way of going about things.

You know, like there’s a small percentage of people that come into my world, who within one weekend have decided to work with me, they tend to binge, my podcast, read through loads of things on Instagram, perhaps kind of go through my website, but it’s predominately my podcast, and then come back and say I need to work with you. But that is in the minority. Okay, the majority stick around in my world for like three to six months before they decide to commit to working with me. And that’s one of the reasons why for example, I’m launching this 90 minute offer to be able to give people a shorter timeframe. Because ultimately, for a lot of those people that three to six months, they’re wasting sitting on their hands, knowing that they want to work with me, and waiting for the right time, which let’s be honest, as we all know, doesn’t actually exist. And so ultimately, they could be making this progress. Now, it could be making it later. And one of the things I decided was going to help them get across that threshold would would be to invest 90 minutes with me, so that I can help them leave those 90 minutes either with the foundations or something that they can be working on themselves, or in the ideal world, a concept that they are so excited about that it’s a no brainer to continue working with me inside scale with the power of one on one of my 90 Day intensives. So everything is like a stepping stone, the 90 minute call is going to be worth its weight in gold by itself.

However, if it really truly packs a punch, like I desire it to, it should then be the thing that motivates them to If not now, very soon come and work with me, either in my 90 day intensive or with inside scale with a power of one. Okay, and then we’re looking at the opposite end of the scale in terms of having a mastermind for those who graduate from school with the power one who still want to be in my world around me being mentored, and doing all the kinds of things that we desire to be doing once we are a multi six figure business owner. So essentially what I’m saying here is don’t try and meet people at the opposite end of the scale. Don’t try and meet a huge variety of different clients. Don’t try and reflect all your different interests to see which one you know, does the best. I mean, you can do all of these things. I’m not making the rules here. You are your own boss, you get to decide what you take from this that is of value to you and what isn’t, you know in the earliest stages of online business 100% I’m a huge advocate for doing Minimum Viable offers and getting them out there and see Seeing what sells to get a sense for what it is that people want and need. You reach a stage in online business where you start to really once kind of make a name for yourself in regards to being a brand or authority so that people do know you for a certain thing. And secondly, you’ve got enough experience under your belt to have a really clear idea of what it is that people want to work with you for like what your strengths your strengths are, and why you should be wrapping them up. Like I know, I could be supporting people for 90 minutes on Facebook ads, on funnels on various different things. But I’m not offering that because I know my true strength, your strength, the thing that’s going to give you the most ROI ROI is my ability to support you to wrap up your strength, your strength, so you have the foundations to scale and grow from, you have something that will help you make more sales straight after that call. That’s what excites me. That’s what I knew would be worth wrapping up in 90 minutes. So this is the kind of way we need to be looking at things. There are so many different ways you can be helping people. But what is the special sauce that you have that other people don’t have? What is your unique superpower,

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that people walk away going, Oh my God, I don’t know how you do it. But x y Zed. That’s what you wrap up. Similarly, I also recognise there are people in my world who don’t do kind of masterminds or mentorships anymore. They’ve got a lot of money, they’ve got a team, they’ve got an infrastructure, they’ve got an evergreen offer that isn’t doing as well as they’d like it to, or they’re about to go evergreen from live launching. And that’s where I’ve created my VIP offer, where people have the money to invest in my time for one day, but they don’t have the time to invest in being in my wealth 10 months, they want to see the results sooner. And obviously that comes with a price that reflects that. So there’s now my VIP offerings. But do you see how when it comes to, and this is relatively meta breaking down my office while explaining a concept, but essentially, which also, by the way, don’t exist on my website yet, so don’t go looking for them because they are not there. These are all like I say it’s it’s very matter. These are all being developed. Currently, I will update the podcast with the details below as and when it’s ready. But that’s unlikely to be before April 2023. In terms of like not falling for the three common mistakes. Allow yourself to take up space a niche within a niche. Allow yourself to be that brand authority and create solutions from that space. Wrap up your strength, your strength and invite people into it. Now when you know that your signature program supports people with a certain transformation, if you see a similar objection coming up every time as to when or how or why someone will be ready to come and work with you. My invitation for you would be to explore what can I support them to do in 90 minutes, which would give them the confidence that it’s worth investing in this work for several months. This is where it gets exciting, right. Because ultimately, where people don’t choose to commit to something for several months, it often is down to a fact that they don’t truly trust that it’s going to happen for them. They either don’t trust that they’ll be able to find the time, or they don’t trust that they’ll have the energy, or they don’t trust that they’ll if it’s a kind of financial investment. And it’s to do with them making more money that they’ll actually be able to make their money back. Is there anything you can do in a 90 minute session that will prove to them what is possible. And it doesn’t also necessarily need to just be a 90 minute session, it may be a 90 minute session with a kind of booster of you know, 30 days of Voxer support to support them with implementing what it is that you’ve gone over in that call. These are the kinds of things you can explore when you’re supporting people to make it a really easy decision to then invest to work with you for longer so that people aren’t sat in your world for three to six months, and instead have an invitation to solve that poignant pain point to be able to then get excited about what’s possible for them on the other side. And then similarly, it’s recognising there are some people who don’t want to spend several months in a group program.

What does that look like for them on the other side. Now, what’s exciting about this is it enables you to pretty much make all your messaging very consistent, very deep, very powerful, very transformational, and make it really, really clear what your strength Your strength is and why people should be attracted to working with you for it in the way that you market yourself like this. People immediately understand how they can work with you why they’d be working with you what they’d be working on. And the difference is for those like I say, who are more time for us, but I’ve got the revenue to spend money to invest. They will be the ones that come to you and say I don’t have time for your group program. Tell me what else you have. Boom, there’s your VIP offer that you can offer them, or there’ll be others going I’d love the idea of doing this group program with you. You’re on my vision board. Like I really want to do this one day, but I’m not quite ready yet. Boom, they can say well, how about if you don’t if you’re not ready for this? I do also have this would you like to explore this with me? Okay, it’s that easy. It’s that easy. By now, of course, I know there’s various other things I haven’t touched on today in terms of low ticket offers. Of course, that can look like many other things. But the most important thing I really want you to take from this particular episode is to recognise when it comes to Office Suite, don’t make the mistake of making them reflect various different interests. Don’t make the mistake of helping them reach various different clients with those different interests. And finally, don’t try and meet the same client at totally different ends of the spectrum. You get to meet the same client. Yes, you do. Maybe with a bit more money or less money, but you get to make all your messaging super duper concise, because honestly, it’s that potent messaging that will help you make more sales long time really, really fast.

So there we have it, the three mistakes, how to avoid them, I’d love to know what your office suite is drop into my Instagram account instagram.com, forward slash poly Leporello and say hi, and tell me about what it is that you do. I’d love to hear about it. And as and when the offers are ready, I will be sharing them on Instagram. So if you’re not following me already, go on over there, because I will be doing an end of the month sale around my birthday. So my birthday is March 22. And yeah, so that’d be actually the week following on from when this podcast goes live. So there will be a birthday Sal to kind of celebrate the fact that these offers are out in the world. So if you want to be the first to grab them, do follow me on Instagram because that’s where the first announcements will be happening. If you’re already on my list, my mailing list, then you’ll also get an email which will tell you about it as well. So one way or the other, you will learn about it. If you either are following me on Instagram or on my mailing list. I recommend both and then we have it. Thank you so much for joining me today. Next week. I’m going to be talking about the transition between solopreneur to CEO and the five steps to get there. See you then