Engineering Calmer Agencies & Consulting Firms: Calm is the New KPI

Sales are the lifeblood of any business.So when you're thinking about maintenance mode in your business, you need to think about how to make sure sales still come in, even if you're not around.Last week we talked about the first step in preparing for maintenance mode by being consistent with your messaging and your offers. If you haven't listened to Episode 81 with Michelle Mazur, go check that one out.This week, I want to talk about step two in preparing for maintenance mode and that's your sales process.In order to put your business into maintenance mode, you have to understand how sales come in, how you make sales, and how you're going to continue to make sales, even if you aren't actively working in your business for the momentWhile sales are one of the first things business owners seem to want to outsource, sales are probably one of the very last pieces of your business operations that you should be handing off to people.And that means that figuring out how to put sales on maintenance can be a challenge.And my friend, Allison Davis, is my go-to when it comes to sales and creating sustainable sales processes.Allison is a sales trainer and coach who ignites growth in small business owners and mission-driven organizations. I've done a TON of sales training–it's one of my weaknesses so it's something I've tried hard to develop.Allison was the person who finally made it "click" for me that I don't have to do ALL the things when it comes to sales, I just have to build a sustainable system and stick with it.Listen to the full episode to hear:How to pull yourself out of overwhelm by actively choosing what you can do consistentlyWhy using buyer types to modify your sales approach doesn’t have to be inauthenticWhy Allison started the Sales Roundtable and why it’s an effective and efficient way to connect with potential clientsLearn more about Allison Davis:Allison-Davis.comSales RoundtableLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Break the Ceiling Episode 81: Work on a Consistent Message and Marketing System to Prepare For Maintenance Mode with Michelle MazurDani Johnson’s GEMS® Mastery Grab the Calm Service Design + Delivery Swipe File here

No one is bored with your business but you.The last month or two, we've been talking about maintenance mode–the idea that you can create a business that can kind of run itself. There are systems and processes set up, so everyone knows exactly what they need to do.The same kinds of systems and tools that you would use to prepare your business for maintenance are the SAME ones that you would use to free up capacity and prepare your business to scale.And that means that spending time setting up repeatable processes and checklists and automation has a HUGE return on your investment of time and effort.But, what, PRECISELY, do you need to DO to get your business prepared for maintenance mode?The first step is to zoom out and look at the end goal–what your business will look like, feel like and run like IN maintenance mode.The second step of preparing for maintenance mode requires you to think about your business as an ecosystem. In order for you to step away, every part has to operate smoothly.SO how do you prep each PART of your business for maintenance? What do you need to consider and what are some tactics that you could use to help you get there?Michelle Mazur is the founder of Communication Rebel, a Messaging Coach and Author and she's the voice in my head when it comes to my own marketing and messaging, telling me that consistency is the key to success.Consistency in your messaging means that you don't have to reinvent the wheel every quarter. It means you know what you need to say and you know to whom and how you need to say it. And it’s the first part of being able to prepare your business for maintenance mode.Listen to the full episode to hear:How to build your company’s communication bible: the Brand Message GuideWhy consistency and repetition aren’t boring to your audienceHow to experiment in order to optimize and minimize, so you’re marketing where it countsWhat to do when you hit a dip in sales or engagementLearn more about Michelle Mazur:Communication RebelInstagram: @drmichellemazurThree Word RebellionThree Word Rebellion (book)Learn more about Susan:LinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

Sometimes we end up building a business that just doesn't fit our lives. Not intentionally. Sometimes it just happens that way.Maybe you don’t have the freedom you thought you’d have. Maybe you’re doing group courses but you really want to be 1 on 1 with clients, or vice versa. Sometimes when you step back and examine what it'll take to get to maintenance mode or what it will take to scale or grow, you realize that you don't actually have the capacity to grow this thing you built. The business you built isn't designed for that.In order to get to maintenance mode, you need to shift. Ryan Lazanis and I talked about this in Episode 75 - we'd each built businesses that didn't fit how we wanted to live our lives and so we ended up starting new businesses and specifically building them for maintenance mode.But you don't have to burn the whole thing down. Meet Mark Butler. He's the founder of the accounting startup Let’s Do the Books, as well as a freelance CFO for life coaches. And instead of shutting his business down and starting over when he realized that something needed to change for him, he created a complementary business with a different business model–one that was designed for maintenance. Listen to the full episode to hear:How Mark makes two very different business models work under one roofWhy his team is always empowered to tell him noHow side projects sustain his creativity and generate new opportunities for the businessWhy every entrepreneur needs to ask themselves what they really want to be when they grow upLearn more about Mark Butler:Let’s Do the BooksMoney SchoolLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Break the Ceiling Episode 75: Starting with the End in Mind: Reverse-Engineering the Plan with Ryan LazanisBreak the Ceiling Episode 79: The Maintenance Mode Mindset: Stop Breaking Your Business with Racheal Cook Grab the Calm Service Design + Delivery Swipe File here

Don't break it, stay the course, work the system. Don't break it, stay the course, work the system. That's the refrain that's in the back of my head all the time now. One of the biggest challenges of getting your business into maintenance mode is your mindset. It's not that it's so difficult to build systems or design your business model to be sustainable and resilient. It's that we, as entrepreneurs like breaking stuff and we LIKE shiny new things–shiny things are FUN! Breaking your business over and over with new offers, new messaging, new technology tools, new business models is not the path to creating a lasting, sustainable business. In fact, it’s how too many business owners burn out. The real answer might seem boring, but it's actually kind of freeing.It’s consistency, working the system, staying the course. Once you figure out what works for your business, the key is not to break it and not to get in your own wayBut... HOW? HOW do I get out of my own way? HOW do I stop getting distracted by every new idea that pops into my head? How do I keep myself from breaking it? What am I supposed to DO all day if my business doesn’t need me to shop up and deliver?That's exactly what I'm talking about today with Rachael Cook. She's a business strategist, author, and the host of the Promote Yourself to CEO podcast. And she helps business owners figure out how NOT to break their businesses.Listen to the full episode to hear:Why redefining your role and asking yourself what are the jobs only YOU can do is an essential mindset shiftHow treating your systems and your team as assets and not just your content can prevent launch burnoutLeaving hustle culture behind so you can enjoy the fruits of your laborHow getting to maintenance mode before a crisis or major life event hits safeguards your business against the unpredictableLearn more about Racheal Cook:RachealCook.comPromote Yourself to CEO PodcastInstagram: @racheal.cookLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanbolesResources:Break the Ceiling Episode 07: Why Streamlining Your Effort Pays Off with Business Strategist Michelle Warner Good to Great: Why Some Companies Make the Leap...and Others Don't by Jim Collins Grab the Calm Service Design + Delivery Swipe File here

As I have been talking with business owners about maintenance mode, they have consistently brought up burnout. That moment when they realized that they couldn't keep working the way they were working.Caring for a family member or realizing they were burnt out or trying to handle a load of virtual school with no child care for a year – they all encountered a recognition that their own personal capacity had been reduced. For me, that moment of recognition forced me to realize that my realistic maximum capacity was WAY lower than I thought it was. We all have a maximum capacity - a ceiling of how much work we want to do or how much our business can handle. But also true for us as individuals. And so when you're preparing your business for maintenance mode, you need to examine your own capacity as a founder. You need to think about your own energy, priorities, and boundaries. And that's virtually impossible if you're stressed and exhausted. Re-examination forced by burnout and exhaustion is exactly what happened to today’s guest, Finka Jerkovic. Managing her own energy as a business owner has been crucial in making sure that she is building a business that is supporting her, building a business based on work that she truly LOVES to do.Finka is a coach, speaker, and author of the book Sell From Love.She brings over two decades of experience in corporate Canada in the financial services industry, with expertise in sales, leadership, communication, and coaching.Finka helps her clients discover their “Brilliant Difference” so that they get 100% clear on their unique talents, skills, and expertise so that they can use their personal strengths to grow their business.Listen to the full episode to hear:What led to Finka recognizing that she had hit burnout and how she approached the need for immediate change How she approached her capacity, energetically and operationally, differently when she came back from burnout How what Finka calls “environmental wrenches” are actually just systems How the same systems that help prepare our business for maintenance mode are the SAME systems that can help increase our capacity That you can say yes to as much as you want, but your systems of support need to be built in order for you to be able to say yes. Learn more about Finka Jerkovic:Sell From LoveInstagram @finka_jerkovicLinkedIn @finka-jerkovicLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

How's your capacity feeling these days? Getting a lot done? Or, like me, have you been hitting that pandemic wall hard? Over the last few weeks, I've been exploring the idea of maintenance mode in business, and today I want to shift from exploring the IDEA of maintenance mode into more tactical applications. If YOU wanted to move your business into maintenance mode, or you wanted to focus on scaling, how would you DO that? How would you prepare for maintenance mode? In all of my conversations with other business owners who have made this shift, there has consistently been a first step that they had to address.Capacity.Either the business's capacity or their own capacity as the owner. Each business owner ran up against a wall (sometimes repeatedly) and came to the realization that the way they HAD been working wasn't the way they wanted to CONTINUE working.They had to make changes to increase their capacity. Sometimes, that meant changing a business model to a more sustainable one. Sometimes it meant creating a capacity limit to protect their energy or just stepping back from the work for months at a time. Sometimes it just meant examining the work they did and figuring out how to make it more efficient. That's the path that today’s guest, Anna Wolf, took. Anna is the CEO and owner of SuperScript Marketing, a content marketing agency for financial brands. She runs a team of marketers, scattered throughout the world, who create content for financial companies and who provide customized services for each client.When Anna ran up against her capacity ceiling, she decided that she loved the work she was doing and didn't really want to change the way that she was working. But that something still had to change.So Anna turned to systems. Listen to the full episode to hear:How Anna thinks about capacity and figuring out what the real capacity is in her businessesAbout some of the projects that Anna built to expand her business’s capacity without fundamentally changing what she was already doing to deliver quality servicesWhat impact these systems and processes have had on her business or on her own capacity as the ownerAnd how Anna has learned that there needs to be a balance between seeking answers externally and follow your gut, even if that means risking making mistakesLearn more about Anna Wolf:SuperScript Financial Marketing Agency LinkedIn @annawolfLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

Visionary or Integrator? Startup or Maintenance CEO?In the world of business, there is no shortage of ways to categorize your leadership style and the way you operate. But maybe in the real world, it's not quite so distinct.I LOVE quizzes and personality tests and different ways of categorizing my personality, my skills, and how I think about things.Sometimes these assessments are genuinely useful and can help us understand how and why we do the things we do and think the way we think - which can help us improve our weaknesses and lean into our strengths.But, they can also sometimes create artificial boxes around us and create limitations that can keep us from growing as leaders and as individuals.One of these dichotomies that I've repeatedly gotten stuck on, personally, is the idea that you are either a startup or a maintenance CEO.You're either the energetic kid here to whip everyone into a frenzy of work, who changes things at the drop of a hat. Or you're the "adult" they bring in once things are rolling, so you can bring order to the chaos.As we've been talking about maintenance mode, it seemed like a logical choice to examine whether or not all business owners can even BE in maintenance mode. What if you ARE either a startup CEO or a maintenance one? Does that mean that your business will never be able to operate like clockwork?My guest today is Sarah Avenir, author and the CEO of &yet, a marketing and messaging agency. And she's been on both sides of this debate.She's BEEN a startup CEO, a freelancer, an employee, and then she got tapped to become the CEO of &yet and she had to figure out how to make a team of designers, developers, and strategists come together under what she calls systems of practice.Listen to the full episode to hear:What Sarah thinks of the dichotomy of Start-Up CEO vs Maintenance CEO and what the term Maintenance Mode means to herWhat the journey from being a startup CEO to a maintenance style CEO has been like for somebody who thinks in systems and who is comfortable with consistency.How Sarah has found freedom through the structure and routine of systemsAnd how systems in practice incorporates being a human being and what we need to stay healthyLearn more about Sarah Avenir:Twitter @sarahavenirRoam ResearchPeople-First GrowthFind Your WeirdosMeet Our WeirdosLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

Sometimes it takes more than one try to really nail the execution of an idea. Creating scalable systems isn't necessarily intuitive and it runs counter to most of our narratives about how hustling hard and creating more is the path to success. I propose that the path to success is actually radical consistency.As I was looking around for guests for this series on maintenance mode, I started thinking about all the business owners I know who REALLY seem to have nailed it. Who think in systems, in processes, who really understand the power of consistency. And I noticed something about most of the folks that came to mind - they were all second or third-time founders. They'd built a company and then built another. They'd been through the process at least once before, realized that consistency and systems are the key to building and scaling a successful company and then when they built their second company, they designed it FROM THE BEGINNING, with maintenance mode or scaling in mind. Most of us are creating businesses that tie us to a physical place and set hours. But oftentimes, the life we want to live doesn’t always align with the businesses we create. When I started ScaleSpark, I designed it from the ground up to be the kind of business that would give me the freedom and flexibility I wanted. I knew what my end game was so I built a business that reflected that.My guest today did the same thing. Ryan Lazanis is the founder of Future Firm, which helps accounting firm owners grow an online scalable firm. I thought Ryan would be the perfect person to talk about this because Future Firm is his second company. Back in 2013, he founded Zen Accounting, which he started, scaled, and then sold.Listen to the full episode to hear:What Ryan learned from his first company about creating a scalable company that can operate on maintenance modeThe lessons he took with him from that first company and how it influenced how he built the second oneHow Ryan reverse-engineered his business to revolve around his ideal lifeLearn more about Ryan Lazanis:futurefirm.cofuturefirmaccelerate.comLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

I've been spending a lot of time this year thinking about capacity. A lot of the work I do focuses on helping clients streamline their operations to increase their capacity without increasing their costs or business complexity. ScaleSpark actually started as an outgrowth of me running businesses and holding a full-time job. We owned a guest ranch and a brick-and-mortar store while I worked full time and ran all the back ends of those operations.I had to figure out a way to make that backend run seamlessly and efficiently because I only had maybe an hour or two a day before I went to my day job and I needed to be really effective with my time… which led me to software. I used software tools to make the operations mostly run without me. Understanding how to use technology to boost capacity was something I had to learn for my businesses to survive. And eventually I started ScaleSpark to help other businesses harness those tools and boost their own capacity.Even though increasing capacity is one of my core competencies, capacity has been a real issue for me over the last year. So the first question I asked was: what can I stop doing? It actually turned out that there was a lot of stuff that, when I really examined it, wasn't bringing value into my business, but it was sucking up my time. I needed to get my business back to a place where if I needed to, I could set it and forget it. Maintenance mode. For this episode, I wanted to figure out what maintenance mode means to different people and what it looks like in different kinds of businesses. I started asking podcast guests and people around me what maintenance mode meant to them and I never got the same answer twice. Listen to the full episode to hear:Growth mode versus maintenance mode and how you can be in both at the same timeHow the skills, systems, and tools that you would build and develop for maintenance mode are pretty much the same as the ones you would build for scalingWhy process can be so powerful for increasing your capacity, whether that's for maintenance mode scaling or just to make your job take less timeHow maintenance mode affects product-based businesses and how to define which products require you to be more involved and which ones can run on their ownLearn more about Ryan, Anna, and Tamara:Ryan Lazanis – futurefirmaccelerate.comAnna Wolf – superscriptmarketing.comTamara Kemper – trainual.comLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here

I’m working on some really cool updates for my course, Not Rocket Finance – releasing at the end of March! – so I’m going to take a very short break from releasing new episodes to give myself some breathing room to finish those updates.For the past couple of weeks, I've been re-releasing episodes that are the best cuts from three of my very favorite Break The Ceiling Episodes.This week—and our last Best of Break The Ceiling—I'm revisiting my interview with Michelle Warner.Michelle designs tiny companies that are built to last and is the creator of Networking That Pays, the 5 minute a day, never awkward networking system. She's a pro at helping business owners get out of their own way... and she's who I go to when I'm getting in MY own way.She's a pro at helping business owners get out of their own way and she's one of those people that I go to when I'm getting in my own way.Michelle and I talk about her 80 20 framework to harness creative energy and how to turn it into something useful instead of something that can quickly derail you.This is the perfect episode to get you ready for digging more into maintenance mode in your business because that creativity and subsequent derailment is one of those mindset things that can really trip folks up when they're thinking about getting into maintenance mode.If you liked these cuts and you want to hear more from my conversation with Michelle, you can go listen to the full episode here.Although I’ve been taking a break with the podcast, I am still meeting with smart business owners like you at my Dollars + Decisions Round Table. At the last round table, we talked about capacity issues and we had a really great discussion around getting into Maintenance Mode in your business.To register for the next Dollars + Decisions Round Table, go to scalespark.co/dollarsanddecisions.Learn more about Michelle:themichellewarner.comNetworkingthatpays.comInstagram: @michelle.warnerTwitter: @warnermichelleFacebook: @themichellewarnerLearn more about Susan:Scalespark Dollars + Decisions RoundtableTwitter @ScaleSparkLinkedIn @thesusanboles Grab the Calm Service Design + Delivery Swipe File here