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Welcome to Make More Money Without Selling Your Soul. The podcast for bold entrepreneurs ready to simplify scale and reclaim their time. I’m Polly Lavarello, Evergreen scaling strategist and cushy business pioneer. Join me and my occasional guests as we explore the themes of wealth, selling and well-being, because building a business that works for you changes everything. Let’s dive in.

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Hello and welcome to the show. This is part two in a mini series. There are only three parts. So we’re halfway through talking about the changes that have happened in 2025 the changes in the buyer cycle, which, yes, is longer. Yes, we are in a trust recession. And the last episode, if you have not already listened to it and you’re thinking about whether to go and listen to it first. Well, I will say I highly recommend it, because in this episode where we’re talking about the Office suite that sells in 2025 before you can even think about tinkering with your funnels or adapting and evolving your office suite, you want to ensure that your business has the capacity to hold that change, that you have the capacity to hold that change and to be with that uncertainty and to create what I’ve referred to in other episodes as the bread and butter revenue that keeps your nervous system feeling safe and, most importantly, ensures that you can continue to pay the bills even as your business goes through this period of evolution, okay, you’ll also be reassured to know, before we jump straight into this, that this episode is not going to encourage you to absolutely change everything else. It’s about refinement. 

Okay, we’re going to dive into that in just a moment. But yes, clearing the decks is really important. I know when it comes I’ve done enough webinars now that I know that when it comes to the transformation people desire, they are very excited by the what they just want to know what to do next. But the problem is who we are being as a human if we are really bad at managing our time, if we massively overestimate what we can achieve, if we have a very short attention span or a desire for immediate results, then we can very quickly give up on the what that we’re doing. And there are certain things that we can do to set ourselves up so that success is inevitable and that you are willing to show up and persist for that success, even if it doesn’t drop in immediately, because you have the insurance policies in place that are needed. So do go listen to that last solo episode if you haven’t already, because I want you stepping into the next phase, prepared, and yes, I’m going to be sharing this through the lens of what I did in my own business. So you’re getting a little behind the scenes as well. So to get you a little bit up to date, I’m not going to cover everything I shared in the last episode, because that would be kind of pointless. But the one thing you do need to know is that I needed to create breathing space within my own offer suite, as I recognize the need to shut down my mastermind, my high ticket mastermind, and reassess how it is that I’m supporting my clients. Because while yes, on a selfish level, this is my business, my family are dependent on it, there is obviously the drive behind my business isn’t just to make money. If I wanted to just make money, I could go work in an office and be paid pretty well, as can many of us. Right? The drive is I want to help as many women as possible. I live on the same street and walk past the same flat. You know that I was in. I live on the same street as the flat which I walk past every day, which I was only living in five years ago with my two small children, which during lockdown, we didn’t even have a garden space to go out into, and their bedroom was too small to even have two single beds in it, it was I had a cot bed and a single bed, so every time I put them to bed, I had a visual reminder that they were going to very quickly outgrow the space we were living in. And I was on benefits. I was a woman who had skills to share experience that I’d learned from and so much to give the world. Without trying to sound arrogant here, and I say this because I know there are so many women out there like this. I’m nothing special, but the mere fact that I was through no choice of my own. Well, no one chooses to be a single parent. I walked away from my husband, but it wasn’t a choice. No one wants their marriage to fall. Part anyway, this is going off on a tangent. I didn’t expect it to, and you can probably hear motion in my voice. But I’m sharing this because this work matters. You matter. You keeping your business being as healthy and thriving and modeling to other women what we can do when we take control of the gear stick and the driver’s wheel and actually take us to where we want to be, rather than what society tells us is possible for us. That’s everything. But I could see things were changing, and I could see that by only having one high ticket offer. While that made life easier for me, there were a whole bunch of people in my world who would be having to take a big financial risk in choosing to work with me, and I just couldn’t stand for that anymore, not in a world where there was so much kind of fear around the unknown as to how things are changing. I do feel like now that we’re deep into 2025 we have more of an awareness, at least, of what’s going on. 

And no one is kind of continuing to question what is wrong with me, and they’re seeing that it’s a change across the board. It’s a change in general, right? So how did I create that breathing space? I created that breathing space by temporarily just working one to one. I mean, I say just working one to one, that’s also not true. I wasn’t just working one to one. What I did was I recognized what baseline revenue do I need to be earning to maintain, paying myself, paying for my tech stack and keeping a team of three or four contractors supporting me. I knew what that number was, and I then made sure that I made the appropriate sales in one to one sales to cover that baseline, so that I wasn’t under pressure to have my group program paying for 80% of my business, which is what it was doing previously, because I knew that when I was going to be stripping things back and building them back up again, that to assume it would just fill just as fast again would be, would be risky, and I’m not in a position to take risks unnecessarily. I know it’s different for everyone, but that that’s my particular predicament. So that’s what I did, and it was humbling, because usually, in the past, back in 2021 2022 if I said, Do you want to work with me? One to One, that spot would be filled the same afternoon at the most within the next day, I had eight, one to one spaces to sell, all of whom were getting one hour with me per month as well as a Monday check in on Voxer. And it took three months to fill all the spaces. Now, obviously I wasn’t promoting it continuously the entire time I had other things going on, but it didn’t, you know, it took longer than I expected it to, but once they were in, they were in with me for the year. And I mean, that was wonderful. They’re all coming to a close now. And, yeah, I’m so happy they’ve all hit their goals, and that gave me breathing space. And I wanted to speak to that, because I’ve never, ever met a business owner who isn’t like, oh yeah, I do a VIP day for, I don’t know two two and a half grand. Or I do corporate gigs for, I don’t know three to four grand. If I just have one of those a month, it’s going to cover the baseline. It’s really important not to put look a gift horse in the mouth. If there’s an element of your business that comes easier, that is more profitable, that doesn’t eat into a lot of your time, that you can do while you are building a funnel and gaining traction around a new offer, then please lean into that thing. That is what I encourage inside the accelerator. We talk about having a one to one baseline, so that you are not operating from a place of fear. And this needs to work energy, because, as I’ve shared in the past, that never ends well. 

So that’s what I did. I drank my own Kool Aid and started with one to ones. What I then did alongside that was I thought into what feels good for me as a business. I know the power of the curriculum that I have. I know the power of the resources that I share with my clients. I know the phenomenal results that some of my clients were still continuing to get while I was figuring out what on earth to do with my evergreen funnel, like I had clients with Evergreen funnels who were still coming back to me going, Oh, this, yeah, it’s made multi six figures this year, so they were still kind of raking in the success. And I knew that this that people still needed to be learning about how to create evergreen systems, but that those systems were going to need to adapt and evolve. And similarly, my own business model needed to adapt and. Evolve too. So what I did was I made a decision based on what do I feel comfortable people investing in their business that is not going to overstretch them, so that I don’t have a mastermind where people are coming onto calls, crying all the time, because, funnily enough, before someone joined the accelerator, they shared that that was their hesitation joining a group space again, that people were under so much stress and pressure, they were coming onto calls, crying. How awful is that? So I made the really easy decision of, well, considering people, the people who can benefit the most from the accelerator should ideally be earning a minimum of 3000 pounds per month, or at least have hit that previously. So therefore, I think it’s totally reasonable for them to reinvest 10% of their earnings into working with me. So that is why the accelerator starts at 297 per month for a commitment of a year. And also, again, why is the commitment for a year? Because again, we know the online business space, results rarely happen overnight. And I know I get the best case studies, the best results for my clients when they commit and go all in, in creating systems that will make sales for them in their sleep, but that is an amazing result, right? And that is not something we just click our fingers and it materializes. It takes persevering, it takes experimentation, it takes the wobbles, it takes is this going to work moments and coming out the other side to get there. And I love being the person who can support my clients to do that. I love creating a community of other business owners who are more advanced in that journey, showing other new people, as they come in, what is possible for them. It’s juicy as hell. 

Then, similarly, I wasn’t going to abandon the high ticket way of working with my clients, because I know Me Myself, invest high ticket and I wouldn’t want to be in a larger container. I wouldn’t want to be inside anything with a curriculum. I like bespoke support. So that is what I created for my high ticket clients. And so I similarly made the decision that when they are in a one to one, which is now evolving into a mastermind, that they will be investing 1k per month, because the people who succeed and thrive in my mastermind are generally earning six figures plus, and that they get to then make the decision if they’re not in the position to be making enough money to be able to make the investment for the mastermind comfortably, they’ve got the accelerator where they’ll still get hot seat coaching from myself and get to be around some of the vibeiest business owners on the internet. Now this is genuinely the order I would approach this from BT Dubs, if you’re thinking about what you’re doing with your own business, I would be starting with a core offer, because the core offer is where the profit is. The core offer is where you don’t need to be making a huge amount of sales for it to be totally viable. I would then reverse engineer it from there. So in my case, my accelerator with the kind of continuation mastermind is my core offer kind of sweet. Now, how do I ensure that I have a continuous flow of new inquiries and new sales coming into my business. Now that I have the accelerator as a way to support people from earlier on in their business journey, and the mastermind that supports those deeper into their business journey, the obvious thing is to run ads, but to run ads, I need to offset my Well, I don’t need to, but I want to offset my list building costs there because of the fact that, you know, I’m marketing to business owners, and business owners are the most expensive leads on Facebook. Almost at least it feels that way, particularly having supported so many people in the wellness sector, guys, you have no idea if you’re a wellness business owner, how lucky you are when it comes to the cost of leads in the wellness space. 

But anyway, but that’s by the by moving on. So I then created a mini offer, and the mini offer is 10 days to speedy sales. Now that mini offer is not just a random one that I pulled out my bum or one that I thought, hey, this is fun. It’s very intentional. It’s intentional because the idea is people can come in, and I now have case studies of people who’ve come in, done 10 days of speedy sales and made anywhere between three to 5k sales within two weeks, selling spaces on retreats, selling one to one spaces, selling spaces on their mastermind. There’s been a variety of things that been sold, but the average amount of money made has been all the way up to 5k or as low little as 3k and that’s now been reported enough times for. Need to feel absolute confidence that it is the perfect first step into the accelerator, because guess what, people are making enough money to cover either the lowest tier of the accelerator, which is 2997, plus VAT, or where they’ve made 5000 pounds. That gets them the VIP tier inside the accelerator, which is 499, 4997, plus VAT and most importantly, they’ve had 10 days of seeing and experiencing what it’s like to learn from my resources, what it’s like to be mentored by me, and what it’s like to see how I break things down in such a simple way to make making money seem really simple, easy and empowered. They will leave that 10 day mini course, never questioning again what they need to do to make more money so that, in and out of itself, if that’s my legacy, then I am happy with it. I really, really want as many business owners to have that as possible. But beyond that, where they think, hey, if this is what we can create in two weeks, just imagine what we can create in a year, which is what a good percentage of the accelerator clients have done already. Then that is what I desire for them. 

So now I’ve created a longer buyer journey in terms of offers, in that people can come in and get a taster with 10 days to speedy sales. Bearing in mind, by the way, this is not speaking to a different kind of client. It’s speaking to that client who’s like, hey, that poly chick seems interesting. But you know what? I’ve been burned by investments before, but hey, here’s, here’s a really accessible way to jump in and see what the waters feel like. And they can go in, they can get their results, and they can either leave and decide to come back as and when it feels good, or they can choose to continue the journey with me inside the accelerator. And then when my clients get phenomenal results, have their evergreen funnels up and running, and they’re now, now like, wow, I have all these clients coming in. I’ve now got all the mindset wobbles that come along, holding a big space and having lots of people in front of me. I now have the challenges of hiring a team. I have the challenges of running ads all the time. That’s where they may decide, You know what, I’m going to join the mastermind, where I’m having those high level conversations about, what stages do I need to be standing on? What podcasts do I need to be speaking on? What’s my next big kind of flex in terms of what I’m doing with this work? So to summarize, if you’re thinking, how does this apply to me, here’s how it applies. Firstly, I want you to take a moment to think about your offer, and how is it currently meeting people where they’re at right now? In fact, actually, before you do that, I’m going to encourage you, as I did in the last episode, but just in case you didn’t listen, please, please, please, look at your data before you do anything. If your data is telling you things are growing beautifully, thank you. Then you do not need to listen to anything I’m about to say next. And I say this because I have one to one clients and ongoing clients who I’ve worked with for years, who are still using exactly the same funnel, exactly the same webinar and exactly the same offer, and the only thing they’ve had to change in that time is updating and refreshing their ads, and they are killing it with sales. And when I say killing it, I mean approaching a million pounds in sales this year. All evergreen. No live launching required.

18:41

Okay and another client who’s selling on wait lists alone, who’s also about to go evergreen, who has the most simple funnel and most simple offer you have ever seen in your life. So all of these things are entirely possible, and where you have evidence that these things are continuing to work and actually growing all the time. Do not get distracted by me or anyone else who tells you they know better. Your data knows best. But if your data is telling you your leads are slowing down, or your sales are slowing down, or your offer isn’t converting the way it used to, and please do look at the data, don’t just assume, because if it’s just a lead problem, then I go into more of that in episode three, where we talk about how to make sure there are enough eyeballs on your funnel so that the kind of slower buying cycle doesn’t impact you as much because you have enough volume coming into your funnel that there are enough ready yeses to prevent it being a problem. And as you can tell from this episode I’ve just shared, where you create an office offer suite which allows people to say yes today and not have to wait several months. You’re already winning. The more micro yeses and the more full on yeses we can get, the better. 

So. You’ve looked at the data, and you have seen that it’s not a lead problem, but the people that used to land on your sales page, the percentage that converted previously, it’s now looking significantly lower. The sales calls you used to have where people said, Yes, I’m so excited. Where do I sign up to ghosting you or kind of responding saying, Oh, I can’t afford it right now. They can afford it. People are still going on holidays. People are still buying cars. You know, don’t imagine that. People have suddenly run out of money. They have not where they see the value they will invest. And I’ve got so many clients demonstrating that right now with some killer sales. Okay, so don’t assume don’t allow a change in your sales, to allow you to then assume that there is something wrong out there, that people no longer have money. They have money. Okay, people are still investing, but they are exercising discernment as to how they invest. So if you can see a change in the trends around what your sales are looking like, then that is an invitation to explore. How easy Are you making it for people to jump into your offer ecosystem? How many barriers are you putting up? How complicated is your funnel? How you know if your offer suite doesn’t have an easy yes offer in it, then I will be sharing more on that. It’s coming. It’s coming very soon, because so many people mess up their mini offer. And so I’m going to be sharing a lot more around how to not do that, because when you get it right, you are going to see sales coming in so much faster. 

Okay, but yeah, that’s it for now. I’ll be back in the next phase of the mini series where I will be talking to you about volume, volume and visibility, and how we make that work for us in 2025 because again, what used to work is not working anymore. And as I mentioned earlier, sometimes it isn’t an offer problem, it’s an eyeball problem. And yes, I have a full podcast episode dedicated to is it my offer, or is it an eyeball problem? So go look that up if you want to explore that theme or otherwise, keep tuned for the next part of the three part series dropping in next week, where we’ll go into visibility and volume in 2025 and how to make it work for you. If you have enjoyed this week’s episode, please do share it. Business gets to be really simple, and I want as many people hearing that as possible. You do not suddenly need to have 50 offers that you’re promoting all the time. You still get to have a streamlined offer suite, and you get to do it with strategy, intention and massively delivering for your clients in a way that you’ve never done so before. All right, I’ll be in your ears next week. See you then.