Seven Figure Consultant with Jessica Fearnley

In this week’s episode of the Seven Figure Consultant Podcast, I spoke to Dr Nadia Brown, a renowned expert in organisational leadership and founder of The Doyenne Agency. Dr Nadia shared some valuable insights on relationship-driven sales and how to approach sales with authenticity, confidence and a deep understanding of client needs. We also discussed the importance of embracing our unique sales style as women and the significance of thorough research before engaging with clients. Clear communication and follow-ups were also key points during our discussion, as well as practical advice on how to navigate challenging client situations and being courageous in our sales efforts.   In this episode: [00:02:48] The importance of relationship-driven sales and how it differs from traditional sales techniques. [00:03:40] Overcoming objections vs answering questions. [00:05:46] The impact of assuming a hostile audience. [00:06:53] Speaking to all the needs of different stakeholders, multiple conversations, and doing homework ahead of time. [00:07:52] Building relationships and shifting power dynamics in corporate sales. [00:14:13] How doing research before a sales conversation helps you to stand out and make a good impression. [00:15:11] Focusing on the client's needs and challenges. [00:18:52] Advice on dealing with clients who are unresponsive, tight-lipped, or playing hardball during a sales conversation. [00:22:16] Clearly communicating the process to clients and setting expectations for follow-up. [00:25:01] Asking clients about their preferred method of communication and following up accordingly.   Key Takeaways:  As entrepreneurs, mastering the art of sales is crucial. However, women are often taught sales techniques that don't align with their natural style, leading to discomfort and inefficiency. Dr. Nadia's advice: Embrace your own unique style and experiment with different approaches. Set a clear process and timeline for follow-ups during initial conversations. This approach helps to establish a sense of equality in the conversation, even if the client holds more power. It's essential not to create a narrative of annoyance or assume that follow-ups are bothersome - People are generally pleased to hear from someone they want to work with! Be courageous in your sales efforts. Take up space, ask questions, and be bold in your approach. By embracing authenticity and focusing on relationship-driven sales, women can become more successful and confident leaders.   Quotes:  “One of the things that I really realised in this journey around sales is that women typically sell differently. And so I invite women to really lean into what is your style? And I remember when I finally realised that, ‘wait a second, I'm actually pretty good at sales’. Because I'm just having conversations with people and I'm just getting to know them. I'm asking really great questions… And so I think that when we again really look for that way that we best do sales and and are willing to continue to try and experiment, then it's not that difficult at all.” - Dr Nadia Brown “We often assume a hostile audience. And so if we're going into it being like, ‘I'm going to have to persuade them, I'm going to have to work hard to get this sale’, it just assumes that they're going to be sitting there being like, ‘oh, okay, then what have you got to say for yourself?’ And then you feel defensive, don't you?” - Jessica Fearnley “I think sometimes people forget that you're working with humans and they have feelings. They have concerns, they have fears, they have doubts. How can you help to really provide value, be a value provider and a solution provider and not just a sales person, but also focusing on the human or humans that are present and in front of you.” - Dr Nadia Brown   Useful Links Dr Nadia’s LinkedIn Dr Nadia’s Instagram The Doyenne Agency - Global Sales and Sales Training The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn   Guest Bio Dr. Nadia holds a doctoral degree in Organizational Leadership and is passionate about helping women become more authentic, confident leaders who take charge of their careers. She is a sales strategist, consultant, trainer, and founder of The Doyenne Agency. A sales agency that works with business owners, companies, and corporations to multiply revenue and awaken the consistent closer within your sales team using the Consistent Sales Method™. Nadia helps women learn to play the career game in business to advance their careers and professions. When it comes to sales, women come to her timid and shaky about going after the money – they leave her strategic, strong, emboldened, and most importantly, paid. Nadia brings over fifteen years of leadership experience, powerful conversations, achieving goals, and respect for people to develop a comprehensive sales process to increase closing rates and satisfied client retention. As a result, Nadia’s clients have seen tremendous results, such as raising their rates, decreasing their refund requests, and doubling or tripling their annual revenues, including helping clients increase their yearly revenue by 800%.

In this week’s episode of the Seven Figure Consultant Podcast, I had the pleasure of interviewing my amazing client, Alecia Huck. Alecia is the founder and CEO of MAVERICK & Company, a management consulting firm that specialises in working with the leadership teams of fast-growing companies. Alecia shared her inspiring business journey and the valuable insights she has gained along the way. We also discussed the importance of valuing the work we do over the amount of time we spend doing it, shifting from a time-based approach to a value-based approach to work less while achieving even greater results. As women entrepreneurs, Alecia and I also delved into the unique challenges we face in the business world. We discussed the importance of letting go of control and embracing collaboration, as well as the need for self-acceptance and gratitude in our professional relationships. Alecia's story is truly inspiring, and her insights are invaluable for anyone looking to grow their consulting business.   In This Episode:  [00:00:48] Jessica and Alecia discuss how they first met and decided to work together after a serendipitous LinkedIn post. [00:04:15] Alecia shares the journey of her business, from starting as an entrepreneur with no experience to finding her niche in working with leadership teams in fast-growing companies. [00:07:29] Working less and earning more, and the importance of shifting focus from time-based to value-based work. [00:12:43] The difficulties of breaking free from old narratives and habits that prioritise overworking. [00:16:13] Relying on others and allowing them to make decisions for the business or brand. [00:18:58] The need to let go of control, loosen up, and take action without striving for perfection. [00:21:37] The reality of entrepreneurship and how it often involves unexpected challenges and growth opportunities. [00:23:21] Big wins and personal growth. [00:26:07] The limitations of working more and the impact of self-acceptance on one's effectiveness. [00:29:27] Breaking out of old paradigms to achieve new results and make a difference in the lives of others.   Key Takeaways: As consultants and coaches, the work we do can have a significant impact on businesses beyond just finances, such as employee happiness and team dynamics. Many business owners who have grown their companies organically end up feeling overwhelmed and trapped by their success. Alecia and I both advocate for a shift in mindset from being a freelancer who tracks time to being an expert who focuses on delivering value. As women entrepreneurs, we often rely on ourselves too much and find it difficult to allow others to help and make decisions about our business. It’s important to let go and allow others to contribute - We don’t need to control everything! Find a balance between working less and earning more. Pushing too hard can lead to burnout and limit growth. True brilliance comes from self-acceptance and being comfortable with yourself.   Quotes:  “We mix up time and value, right? Because time is really easy to quantify and value can be hard to quantify. And what I think is really great is that if you actually make this shift from valuing your time and talking about things in terms of time and focusing on how long you work… if you shift over to thinking about the value you produce, I think that's better for your clients.” - Alecia Huck “I call them your snakes in your brain, the voice that's kind of negative, right? It's a little distracting. And you do something really great and it goes, ‘oh, you're just a spotlight hog’. We all have snakes in the brain, and some of us have snakes informed by trauma and really, you know, intense things in our past and that can make them nastier and more subtle. But, this year was a year where I worked probably less than I ever had. And I want to be really clear, the results that I produced with my people were extraordinary.” - Alecia Huck “I think that we often are so self-reliant, and there are often backstories that completely explain why we're like that, but I think for women entrepreneurs, we rely on ourselves aggressively. And we have to be told how to include other people and how to allow other people to help us, because actually, that's not something that comes naturally.” - Jessica Fearnley   Useful Links Alecia’s LinkedIn MAVERICK & Company Website The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn   Guest Bio Alecia Huck is the founder and owner of MAVERICK & Company, a management consulting firm that specialises in working with the leadership teams of fast-growing companies. A sought-after speaker and writer, Alecia helps people have more BIG wins; the kind of wins where you get great results but also become a bigger, better, braver version of yourself along the way. Connect with Alecia on LinkedIn for great content and to join an amazing tribe of awesome humans.

In this week’s bite-size bonus episode, Seven Figure Secrets, I’m talking about the discomfort that can come with success. We often find failure much easier to sit with than success! And that’s why we need more support coping with business when it all starts to work, compared to when it all feels like it’s going wrong. In this episode, we’ll cover how to cope when it all starts to work, overcoming self sabotage, and embracing your Next Level Self. Quotes:  “Sometimes we get so used to the feeling of failure that it becomes a security blanket. We know where we are with failure, and even though this is dysfunctional, we can feel more comfortable with the familiarity of feeling not enough that we would almost choose it over joy, happiness and success.” “It’s ok to have a bit of an identity crisis as you experience personal growth and business growth. Who you are is changing, and that means saying goodbye to your old self, that version of you who couldn’t be with success. It’s ok to feel some grief about this too. But as you say goodbye to your old self, you are also becoming your Next Level Self. We never have to let go without also taking hold of what is next.” Useful Links The Six Elements of a Seven Figure Business – Free Download Workshop - ‘What I Focus On Expands - Maximising Your Flow with Wealth Dynamics’ Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn

In this week’s bite-size bonus episode, Seven Figure Secrets, I’m talking about the topic of failure tolerance in business and how we can shift our perspective and response to failure.  Instead of viewing it as something negative, we can learn to recognise its significance in our personal and professional growth. Embracing failure can actually pave the way for greatness in the long run and build your resilience on the road to seven-figure success. Quotes:  "What do we gain from playing the game of catastrophe? And what would change if we could adjust our failure tolerance so that it doesn't feel like every time we face setbacks or experience failure, we are emotionally already in the place of losing everything?" "When we can change our response to failure, and learn to embrace it and know that actually, we are always far more secure than we think we are, it means we are free to take chances in business and tolerate risk without falling apart." Useful Links The Six Elements of a Seven Figure Business – Free Download Workshop - ‘What I Focus On Expands - Maximising Your Flow with Wealth Dynamics’ Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn

In this week’s bite-size bonus episode, Seven Figure Secrets, I'm talking about the importance of acting on your intuition and aligning your ideas with a broader purpose. When you have a clear vision of where you want to go, it becomes easier to make decisions that will lead you there. Remember, it's not just about dreaming big, but also taking immediate actions that align with your goals. Small steps can lead to big results, so don't underestimate the power of consistent effort.   Quotes:  “Stop, listen, and connect to your deeper purpose. It's okay if you haven't worked it out yet or understood what it means, but I'm willing to bet that you have had those little sparks of inspiration.” “Your intuition will tell you what it is. And here's the nudge from your Seven Figure Self. When you get that nudge about doing something, don't jump down a rabbit hole or talk yourself out of it. Take the action. Do the thing. Your intuition is a gift. It is meant to be used. Say the thing. Ask the thing. Commit and do. That, my friends, is the way to grow a business. Find your aligned action and take the action.”   Useful Links The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn

In this week’s episode of the Seven Figure Consultant Podcast, I’m talking about the unique challenges that women entrepreneurs face, including limiting beliefs and how they can hinder your business growth and keep you stuck in the low six figures. I also talk about the benefits of having a supportive team, as well as the importance of seeking help and mentorship, sharing exciting details about my high-level group container for aspiring seven figure women consultants.   In this episode:  [00:01:12] The appeal and familiarity of struggle in business and the concept of "let it be easy." [00:02:07] Differences between men and women in starting and growing businesses. [00:04:01] Reasons for women escaping to entrepreneurship. [00:07:55] Exploring the limiting belief of not wanting to hire a team in business and how it can hold you back. [00:08:50] The rigid thinking around past experiences and assuming that a bad past experience will always repeat itself in the future. [00:12:18] The value of being part of a business community, networking, and receiving support from others. [00:17:14] Bonus Segment: Seven Figure Secrets - Advice from your future seven-figure self on acting on your intuition and not ignoring inner prompts or ideas.   Key Takeaways:  Struggle in business is often seen as a rite of passage, a necessary step towards success. But it's important to remember that struggle doesn't define us. It's merely a part of the journey, not the destination. The independent nature of women entrepreneurs is both a strength and a challenge. On one hand, it fosters resilience and self-reliance. On the other, it can lead to being overlooked, judged, and criticized, and result in reluctance to seek help and mentorship. Being a solopreneur can feel safe and independent, but it can also limit business growth. Many solopreneurs get stuck in the low six figures and struggle to progress further.   Quotes:  “It's always this thing [with limiting beliefs] where it's like ‘give up now, don't even try, you can't have the thing that you want’. It makes sense why as women we fall into this trap from time to time, but great entrepreneurs, seven-figure consultants, get used to doubting our doubts and applying some flexibility to those brittle limiting beliefs.” “The vast majority of solopreneurs don't get to seven figures. They get stuck in the low six figures, and they don't progress any further because it is hard to do business by yourself.” “Surrounding yourself with the right people is a massively underratd way to explode your business overnight. One of the first strategies that I give to new clients is to go and have conversations. Because when you do this with the right strategic people, business growth happens fast.”   Useful Links The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn

In this week’s bite-size bonus episode, Seven Figure Secrets, I'm talking about remodeling your business for growth beyond six figures. Instead of constantly chasing after more clients and hiring more team members, it's important to focus on remodeling your business for sustainable growth, because what got you to six figures won’t get you to seven figures. This means leveraging your time effectively and honing in on your strengths.  This is exactly what I help women consultants uncover in my VIP Strategy Intensives. If you're ready to collaborate with me and unlock the secrets to seven figure success, I encourage you to reach out and secure your spot! Let's work together to transform your business and achieve the growth you've been dreaming of. Quotes:  “Your seven figure self wants you to know that holding on to how you have been doing things up until now is not going to serve you.” “Hard work is addictive, and it's also often the thing that got us where we are not just in business, but in our education and career. Work hard, get the top grades, rinse and repeat until you've taken over the world. But the thing is, if you're at the low six figures, you need to undergo a business remodel in order to get further.” Useful Links The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn

In this week’s episode of the Seven Figure Consultant Podcast, I had the pleasure of speaking with team building and systems strategist, Kris Ward. Kris shared her valuable insights on her ‘Win the Hour, Win the Day’ philosophy, which focuses on achieving a healthy work-life balance and implementing efficient systems for entrepreneurs. We discussed some common mistakes that entrepreneurs often make, the concept of ambitions versus survival, tips on effective team management and the importance of fostering leadership within your team. We also talked about the benefits of ‘daily scrums’ and how they can greatly enhance productivity.  Tune in to find out more and discover how you can reclaim your time and boost your team’s productivity and efficiency!   In this episode:  [00:00:37] The philosophy of Win the Hour Win the Day and how it helps entrepreneurs reclaim their time and create a business that supports their life. [00:06:35] The power of systems and processes to reclaim time, leverage efficiency, delegate effectively, and create clarity and space in one's business. [00:08:06] Being mindful and intentional in our actions instead of rushing through tasks without considering their impact. [00:09:21] The balance between ambitions and survival mode. [00:12:40] Allowing team members to evolve and align their goals with the business vision. [00:15:57] The benefits of having a team that manages you and how it can be a dream come true. [00:16:42] The importance of leadership in your team. [00:20:02] Understanding the daily scrum and its benefits. [00:24:07] Shifting the team's management to the team itself. [00:25:02] The significance of having reliable systems and processes in place to improve productivity and eliminate blame.   Key Takeaways: By implementing efficient systems, empowering team members, and redefining traditional hierarchical structures, we can reclaim our time (up to 25 hours a week!), achieve our goals, and create a business that supports our life instead of consuming it. Even if we have ambitious goals, we should still be able to achieve them in a tight and effective manner. Kris suggests following the "win formula" of spending 60% of our time on creative work and 40% on administrative tasks. It’s important to build leadership within the team, regardless of the size of that team. By empowering team members with leadership responsibilities, they become more engaged and motivated to stay with the business long-term.   Quotes:  “Business should be fun or we could have just stayed at that job. So let's have more fun.” - Kris Ward “There's this belief that we can have the big business, we can get to seven figures, but that means we have to give more. And I often do a lot of work with women around dismantling this core belief, ‘I have to work harder in order to make more money.’” - Jessica Fearnley “I mean, one of the biggest compliments I got throughout my life is, ‘oh, she's a hard worker’. And I remember saying to my mother one day, ‘oh my gosh, who knew I'd have to learn not to work so hard?’” - Kris Ward “So [with daily scrums] it's really about moving projects super fast, efficiently, with no wastage. And it's not something that gets slipped through the cracks. … People really love the scrum meetings and how we've built them out more. They take about 15 minutes. They create leaders, they create projects that get done.” - Kris Ward   Useful Links Power Personality Type Quiz - www.freegiftfromkris.com Win the Hour Win the Day audiobook - www.freegiftfromkris.com Win The Hour Win The Day Website Win The Hour Win The Day Podcast Connect with Kris on Linkedin The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn   Guest Bio Kris Ward is creating a movement where your business supports your life instead of consuming it. Kris is the founder of the Win The Hour, Win the Day philosophy.   After the loss of her husband, Kris returned full-time to her work as a marketing strategist.  She was relieved that her business had not only survived her absence but was growing. Now, Kris has completely changed the landscape for entrepreneurs by sharing the successful practices that allowed her absence.   Kris has shared the stage with Jack Canfield - Chicken Soup For The Soul, Kevin Harrington original Shark from Shark Tank, James Malinchak -ABC’s Secret Millionaire, Sharon Lechter - Rich Dad Poor Dad Co Author and Joe Theismann - NFL All star and commentator to name a few.  Kris has also featured on award winning podcasts, radio and TV shows. Kris is an acclaimed podcaster. You can hear Kris on her own podcast - Win The Hour Win The Day, where she has engaging conversations with dynamic guests covering a variety of business topics so you can get to your next win now!

In this week’s bite-size bonus episode, Seven Figure Secrets, I'm talking about setting intentions for how you want to feel as your next level self.  Personally, I’ve been overwhelmed by emotions in the past and I understand the struggle when they’re getting in the way of you reaching your goals. In this episode I share the tips that have helped me stay in tune with my energy and emotions so that I can continue showing up and growing my consulting business - and so you can do the same! Quotes:  “Reacting means we're in our emotions and we have no awareness that we have a choice. Everything is a knee jerk reaction, whereas with responding, we can take that much needed step back, take a breath and choose how to respond.” “Allow yourself to be switched on and fired up, but also then transition to space where you can rest and recharge.” Useful Links The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn  

In this week’s episode of the Seven Figure Consultant Podcast, I had the pleasure of interviewing Octavia Conner, the CEO of Say Yes to Profits, a virtual CFO firm.  Octavia shared her journey with me, from leaving corporate America to becoming an entrepreneur. She opened up about the challenges she faced along the way and the breakthrough moment that led her to build a successful six figure business, which quickly scaled to a seven figure business. We delved into the topic of cash flow and why it’s so important for businesses, the significance of setting profit goals, and how focusing on profit margins and making strategic decisions can make a world of difference in the success of your business. We also touched on the often overlooked aspect of tax planning and how it can greatly impact your bottom line, as well as evaluating expenses and discovering money leaks. Octavia's insights and experiences were truly inspiring, and I hope they resonate with you as much as they did with me! In this episode:  [00:00:34] Octavia shares her journey from corporate America to entrepreneurship, including the challenges and breakthroughs she experienced along the way. [00:05:08] The significance of cash flow in a business and how it can determine its success or failure. [00:06:20] The common mistake entrepreneurs make. [00:08:59] Focusing on the profit margin of a business rather than just the top line figures. [00:09:54] Strategies to stop excessive spending and retain money in the business. [00:13:38] The importance of building a cash reserve. [00:16:45] The financial impact of business growth and the importance of preparing for tax obligations. [00:21:21] Identifying and eliminating money leaks in the business to increase profitability. [00:25:31] Managing cash flow and how it can be improved. [00:26:19] The positive outcomes of having a well-managed cash flow, such as consistently receiving a CEO salary and being able to build a team. Key Takeaways:  Many businesses get caught up in the cycle of money coming in and out without focus on profit or cash flow. But without enough cash, a company can't survive. So, let's shift our focus from just revenue to setting clear profit and cash flow goals. See every expense as an investment that should bring a return. Ask yourself the ROI question before making any investment and consider the potential returns in terms of money, time, and expertise. Conduct quarterly audits to identify areas where costs can be reduced, leading to better cash flow and profitability. Quotes:  “It's a blessing to pay taxes and to be in a position where you're required to pay taxes, but at the same time, it's so sad when all of your progress is just eaten up and then it's like, oh okay so now we're going into the new year and it feels like a surprise. … But it doesn't need to be that negative surprise if you prepare for it in advance.” - Octavia Conner “I feel the biggest mistake is that entrepreneurs will focus on their top line. There are four money lines in business - the revenue, cash flow, profit, and believe it or not, taxes. What a lot of entrepreneurs do is they only focus on bringing in more money. I need to earn six figures. I need to earn seven figures, right? I have a revenue goal. But what a lot of entrepreneurs don't have is a profit goal or a cash flow goal.” - Octavia Conner “It's really easy to be like, it's me. I'm rubbish at everything. I shouldn't have done this. And the shame that piles up on all of that... But it doesn't mean to say that we don't have a gift to share with the world. It just means that we have not understood certain key things about cash flow and how the whole business needs to work. And also when you've come out of corporate, it's okay to not understand what it takes for an entrepreneurial business to function well, because how would you know? Being in corporate is nothing like having your own business.” - Jessica Fearnley Useful Links Say Yes to Profits - Virtual CFO Firm Say Yes to Profits Free Profit Assessment Octavia’s Instagram @ OctaviaConnerCFO Octavia’s YouTube The Six Elements of a Seven Figure Business – Free Download Get in touch with Jessica to discuss your consulting business Jessica’s LinkedIn Guest Bio After spending over ten years in corporate America, helping to build multimillion-dollar businesses as the "go-to numbers girl," Octavia decided to ditch the 9 to 5 in 2011 and build her dream business instead. With a laptop, a busted printer, nominal savings, but full of passion, Octavia embarked on a journey of providing small businesses with advanced financial management support, strategies, and solutions. Her passion led to the birth of Say Yes To Profits. After leaving her corporate 6-figure career, Octavia ended up completely broke, almost foreclosing on her dream home. She returned to corporate America while rebuilding her business from scratch. Within 14-months she remerged as a full-time six-figure business owner, scaling to seven figures shortly after. As of today, Octavia teaches business owners how to cross the seven-figure mark within three years or less. She is a walking success story! Octavia has been quoted in Forbes and featured in Afro Tech and Inuit. Selected as a top 50 accountant in North America for two consecutive years and an award-winning best-selling author and professional speaker Octavia combines over 20 years of business, accounting, and financial experience.