The Hell Yes Offer: Why Most Entrepreneurs Miss Their Biggest Money-Maker with Jessica Miller

by | Jun 24, 2025

Episode description
What if the fastest way to grow your business had nothing to do with more ads, new offers, or chasing cold leads? In this episode of the 7-Figure Leap Podcast, Jessica Miller—growth strategist, profit expert, and host of The It’s Your Offer Podcast—reveals how entrepreneurs are leaving tens (or hundreds) of thousands of dollars on the table simply by overlooking what’s already working. She shares why your next big breakthrough isn’t about doing more, but about optimizing what you’ve already built. Jessica unpacks the three most overlooked profit levers hiding in plain sight: irresistible core offers, reactivation systems, and simple upsells and referrals. Whether you're scaling past six figures or simplifying your path to seven, she delivers plug-and-play strategies you can use today to generate revenue with ease—without burnout. Tune in to discover how small shifts in your existing business can lead to exponential growth, including how one client turned a $300 offer into a $25K day.
Timestamps

00:00:00 - Kicking Off: Grow Smarter, Not Harder
00:00:59 - Meet Jessica Miller: Unlocking Profit with Precision
00:01:54 - Are You Sitting on a Revenue Goldmine?
00:03:00 - Your Offer Isn’t Broken—Just Untapped
00:03:41 - How to Turn Assets Into Profit Machines
00:05:15 - The 3 Profit Levers Every Business Needs
00:06:52 - Real Wins: Turning Strategy Into Cash
00:09:26 - The “Hell Yes” Offer Explained
00:15:01 - Add-Ons That Instantly Boost Revenue
00:25:22 - Your Current Clients Are Your Next Payday
00:26:17 - Warm Leads Are Warmer Than You Think
00:28:02 - Seasonal Offers That Actually Sell
00:30:54 - Get Buyers to Buy Again—Faster
00:34:43 - Referrals: The Most Overlooked Profit Stream
00:37:50 - The Easiest Referral System You’re Not Using
00:44:39 - Final Takeaways: Scale Simply and Sustainably

Episode transcript

Dustin: [00:00:00] What are the hidden money opportunities in your business right now? Welcome back to the Seven Free Elite podcast, and I have one of my favorite people in the world, Jessica Miller as a special guest today. She's a specialist in answering that question. In fact, she often finds like a half a million dollars in new revenue within someone's existing business when they bring her in as a consultant.
Maybe you're like not close to that. Maybe that's Trump change, probably not. , But regardless, I know she can help you, whether you're a beginner. Intermediate or more advanced entrepreneur. And most of all, I'm just super grateful to spend more time with Jess. , We spend a lot of time in our community together and she's been a huge resource to me personally and for all the people in Seven Figure Leap.
So Jessica, thank you for finally being on like the official podcast. Funny side note. I'm like, you've been on my podcast, right? She's like, no. I'm like, oh, we gotta correct that. 'cause I feel like of course she has like, we do so much fun stuff together. So, Jess, thank you so much for being here. Please take a minute, , introduce yourself and we'll jump right into some, teaching and learning.
Jessica: Yeah. Thank you so much, Justin. It's such a pleasure to be here. My name is Jess [00:01:00] Miller. I'm a growth strategist and I'm a profit expert, and I help business owners uncover money that is sitting in their existing business that they are just not seeing because they're spending all of their time chasing cold leads and trying to drive traffic that they're missing what is right underneath their nose.
In reality, for most of the people that are listening to your podcast, they're sitting on a gold mine in their business and they don't see it because it's our business, right? And we in this world all day long. So I'm guilty of this too on some level, although I'm talking about it all the time.
So it's more top of mind. But when it's your own business, it's hard to see it. And. I got into this work because I came out of a long career in corporate America, leading teams and growing these global organizations, and I always wanted to do something more, but I thought entrepreneurship was for special snowflakes and I was not one of them.
, Then I jumped off that cliff and I came out and I started working with all of these amazing people. Yet none of them were making.
[00:02:00] There is a way. Make money in your business. And one of the first things I started with was looking at one of the most powerful levers that you have in your business, which is your offers, your products, and your services that you sell. And making those the most important thing to drive all of the other parts of your business.
And once I started leaning into that. It was around the pandemic and, , people's businesses exploded and they started growing really quickly. And all of a sudden I was now with these established businesses that were making all this money, but they were doing what many of us do, which is work really unnecessarily hard.
And so we started to switch gears to show people. Where is that 20%? Where is that money that's sitting there right in front of you that you don't need to hustle for? That is there. It is in your existing audience. It's in your existing market. You've already done all the hard work. Now how do you optimize around that to create these powerful assets that are gonna pay you over and over and over again so you can go out and do the things in your [00:03:00] life.
You really want to like spend time with your family and do all the things that you started a business for sometimes, right? We lose ourselves in.
Dustin: I love it. just before this episode will be an episode in your podcast player with Nolan Bradbury and the three of us are in the seven period Elite Mastermind together. So Jessica knows Nolan, Nolan knows her, and obviously I know both of them really well and I was sharing with Jess before we started recording.
It's really interesting in that Nolan and I were talking about like the freedom number and he's an accountant and so he's talking more about. The money that comes outta your business, how do you use that in your family? And now we have Jessica and he mentioned in an episode he's like, well, there's this whole other side of this equation of how do you generate the money, But that's not his area of expertise, but it's Jess's exact area of expertise. So these are. Perfectly paired, , podcast, you know, no coincidences. So I'm really excited, Jessica, to talk about this. I think one way to do that, that will make it very approachable and tangible for people is through these profit levers that you name and the, , plug and play [00:04:00] systems.
So I think there's three, but I'll let you lead the discussion and. Walk us through these one at a time or however you feel is best to approach it. And, you know, if you wanna use Seven-Figure Leap as a business you're aware of as one of the examples, I'm happy to workshop this with you live. , But I mostly want to kind of let you have the mic and , let me learn and ask you questions as they come up.
Jessica: Yeah. That's amazing. I love it. So a lot of people are wondering what the heck is a profit leaver and why should I care? Because it sounds cool, but a lot of times people are not sure if they should care about it. Well, I'm here to tell you, you should care about it very much because you don't wanna just be making money in your business.
You wanna be making money that you can keep. And that is profit. That's what profit is. So the better that you run your business, the more efficient, the more you understand where your money is coming from and how to essentially create more return on the investment of your time and money, the more money you actually get to keep.
So one of the things that I always tell people is that if you're in a business where you're wondering like where your next dollar is coming [00:05:00] from, you're running around doing all the things, you're working really hard, but none of it seems to be sticking. You need to understand profit lever so you can optimize this in your own business and move to the other side of the fence, which where revenue is predictable.
You understand where your business is coming from, and you also really mine. All of the hard work you've already done to get people to stay with you longer or spend more with you or invite other people into your business so that you are not going to be the linchpin in all of that. It's actually your business is working for you, and it is streamlined in a more powerful way so that the inputs are less.
You're essentially doing a.
Dustin: That sounds appealing. Yeah.
Jessica: We're not doing.
Dustin: Yes, yes, absolutely. We're not, I see a lot of people like you. I get behind the scenes in a lot of businesses and there's a lot of those moments of like, you need to talk to Jess, like this, should be easier. Or there's like, so much low [00:06:00] hanging fruit or gold to be mine, I guess is another analogy.
So yeah, like where do we start with this?
Jessica: Right. So the first thing that we always look at is what is actually going on in your business? Where are those best opportunities? What are you doing that you love? What is working? , The question I always ask people, and for anybody listening to this podcast, you should ask yourself this question is over the last, let's say 12 months.
What were your biggest revenue months? So I always tell people like, what was the number one biggest revenue month? What the second what? And.
You know, what were you doing? Was it working? Did you love it? Like, what is happening here? Because the nuances of this really matter. And when we start looking at those pieces of, Hey, this is working, it's really fun, and it's, easy, and I really liked it, and we start to dig into these pieces, we start to uncover what is your best opportunity for growth?
Not every opportunity, not all the opportunities in the last 10, you know, it's what is happening now. [00:07:00] That is selling, that people are loving. You're loving, and we're starting there. And here's the thing. Everybody listening to this has this, right? You could be relatively new, you've been in business for a year, or you could be in business for 10 years, you have 12 months.
What is going on there? So it's looking through this lens at your business as something you have created that is an asset that has these pinpoint of things that you can optimize. And kind of like what you were saying earlier, , Dustin, that Nolan was saying, huge fan of Nolan, by the way, for everyone listening to this, you have to definitely check him out.
But he always talks about this. It's like, what do you want? So now you have this business, right? You have an asset and you have a dream and a goal. And how do we reverse engineer that best opportunity for you? Opportunity from what you have to where you wanna go in the easiest, most fun way possible. And this is really the key, because out in the marketplace, everyone says.
More equals success. And I am here to tell you today, I'm gonna [00:08:00] contrarian contrary to par belief. But success is in subtracting, success is really in the subtraction. It's like, what can you peel away that is not getting you any closer to your goals and mine, the things that can and do them really, really well?
Dustin: Optimizing for your unique ability, the things that bring you joy, the things that make you feel like you're in a flow state. Right? And so, obviously in this case we're specifically focused on the offer part of business as it relates to that, right? Yeah, like walk us through, I don't know if we wanna go straight into like, I know the, fundamental one, especially if people are new profit lever, is the offer.
Like, if you have one offer, it's the offer, right? The yes. Offer is, has been a big part of your brand over the years. , So if you wanna start there, if you wanna go more into the optimization of the other levers for people that kind of have the core offer figured out.
Jessica: Yeah, I think the hell yes. Offer is a great place to start 'cause it's really relevant for everyone. , I would say if you're a business owner who is under [00:09:00] like high six figures or a million dollars, your most powerful profit lever in your business right now is your offers. And I wanna say it's your offers, but it is more powerfully the offer that is most important.
It's driving most of your revenue. It's the most enjoyable and easiest lift that particular lever is where if you could make it work better, you're going to get literally the biggest bang for your buck. So optimizing around that offer, determining what it is. If you are newer, like going all in and leaning into that offer, not adding 14 of them, not, you know, having a 20 step offer stack.
You confusion of that not only makes people opt out, but it's exhausting. So it's like, what is the thing that's really driving your business? And optimizing that offer. So it sells itself before you even talk to people. It's a thing everyone else is talking about. It stops the scroll.
It's binge-worthy. When you talk about it, people light up, you know? There's so many things that we [00:10:00] can see that make it clear which offer is optimal. If you could take that offer and you can move the needle even just a little bit. Like, let's pretend you are a $600,000 business owner and you just increased your growth 10% around that offer.
You're talking about almost another a hundred thousand dollars. So these numbers add up if you're smaller and you're, you know, at 50 k, it's another five to $10,000. So these incremental shifts around something that is powerful in your business ends up making growth so much easier. So if you're someone who's again, under a million dollars, that's where you wanna be focusing all your time.
If you're over that million, your offers are still really important, but now you have a business that's performing right? You're not wondering if this offer.
And also there's often a lot of things going on. So then the question becomes, how do I look at this part of my business that I've built? I've spent all this hard time, you know, making this [00:11:00] happen, and figure out where are the levers within that business that if I pull them, they are going to make the offer, you know, sell more powerfully.
have someone buy more of it, buy more of it for longer. Like all of those pieces that really drill down to that 20%. And in that particular type of a business, it's looking at these plug and play systems that will make you money right now. Like you could listen to this podcast and I hope you do, and and grab the downloadable that I have for you at the this.
So hang it on till we get to that and go and do this. I take 10 minutes, make some money in your business right now.
Dustin: So we're to take a breath here and make sure everyone heard what they need to hear there. So for really every business, , especially an online business, but I know you also work with brick and mortar businesses and, you know, quote unquote real life businesses for any business, the key first thing is having an irresistible core offer.
A hell yes, offer. Especially if you're under a million in rep, total revenue. Like [00:12:00] really focus on that and, just to give some like great sort of optimizing questions about like how to do that. , And so what we're gonna transition to now and she has lots of content about Hell Yes.
Offers. And the free resources you're gonna give at the end is gonna walk you through a personalized way to do that. However, even if you're like, well, I am under a million, like, don't stop listening because all the other things are also really good for you and you're gonna really need to lean into them as you continue to grow.
And so I just wanna kind of make the break point of yes, the core offer, the hell yes offer we could Talked like the whole episode for sure about that. And we wanted to touch on that. 'cause it's super important is foundational, right? And like for my business, that's the podcast profits accelerator.
That's 80, 90% of our revenue. We've made a lot of efforts over the past three years to continue to grow that, make that easier to sell, make it a better value. ,
But now we've started getting into more, , of the other three plugin play systems as, I had a sneak peek into what we're gonna. what's the first of the three Plug and play systems, Jessica.
And we'll kind of go from.
Jessica: Yeah, and, and that's a really good point that you made, Dustin, and. [00:13:00] If I could turn back time and I could known what I'm about to tell you now, even when I was first starting out. Yet, these are universal growth techniques, and so you wanna think about them and you wanna put them at the center of your mind because they will make growing easier because the, compulsion we have is to overcomplicate our businesses.
But if you have an awesome offer that you're focusing on and you sprinkle in these things as you're growing, they are going to allow you to grow so much easier. So that's such a good point to point out. what we're really looking at is
how do we take the people, the audience, and the assets that you have built, and leverage those things to actually make you more money?
When you do this with your existing audience, the existing clients you have, and with the existing assets in your business, you grow with ease because as many of us know, the people that know you and love you, buying the things that they love to buy, solving the problems that they have, like it is a love fest.
And [00:14:00] like, we intellectually know this, but again, society tells us you have to add on all these things. So. But the first place you wanna look to drive money in your business and money that you keep is on places like upsells and
add-ons. Where can you give more value, more wow, more results to the people in your world or to the people that are buying.
Why this is so important and what this does in your business is because for every transaction that you have, when you offer people more value or more opportunity to buy, it increases your average order volume. So let's pretend you are selling something that is a hundred dollars. I always use this example, it's like the tail of two orders.
So you're selling something for a hundred dollars, have your cost of.
You're profiting. Let's just say about $30 per order. So if you sold 400 of these things, you would end up with about $12,000 just to do easy math, right? 30 [00:15:00] times 400. Let's pretend that instead of people coming into your
fictitious business here and spending a hundred dollars per order, they spend. And you hold all the same things constant, right?
You're not gonna go like $0 cost of goods, right? You still have the same amount. You maybe become a little bit more efficient because you don't need change anything harder. Put on this extra $20 value thing. Maybe it's the webinar you already recorded, or the asset that they need to take what you're teaching them and make it a little bit better.
But now your order volume is $120. All of these things stay about the same, and your profit instead of being $30 per order is $42. Right. It just went up a little bit. Well, the difference in your bottom line is instead of you making $12, you're making over. And if you make this an even bigger scale, like instead of it being $12,000 on one side and $16,000 on the other, you add an extra zero.
So now it's 20. We're [00:16:00] talking about like So these tiny little incremental things to your same clients or the same buyer allows you to make a lot more money and mine what is already sitting there in your business without bringing in one new lead. Dancing on one new reel, spending money on one ad, right?
It's the same amount of people showing up at your door, but now serving. This is really important, right? It's important in brick and mortar. People do this in restaurants all the time, like top shelf beverages and you know, all the different things that we do to really increase those margins with equal or less effort.
Dustin: I love that. Yeah, because in most cases, whether it's in actual dollars, like you're doing paid ads or it's in energy or time. Doing podcast guessing or whatever. Typically, the cost of the customer acquisition is one of your highest costs, right? so in this scenario, you're acquiring the exact same customer.
So whatever you spent in time, money, or energy to get them in your door, virtual or physical. They're [00:17:00] actually at the cash register and they're giving you money. If they give you 20% more money, that's a huge increase in your profit because you don't have the, requisite cost of acquisition. Go with it.
Right? It's like it's extra money from the same customer that you already acquired. And so maybe we can rapid fire a little bit. I love examples and you've got cool examples from the physical. World from the brick and mortar world. So what are some examples of upsells or add-ons that people would be like, oh, now I see what you're saying and I, can throw in some from the digital world if it makes sense.
But I'd love to just, Jess, you can throw some bombs here as far things you've seen in the wild that actually work.
Jessica: Yeah, so one of my favorite stories is a med spa client that I have, that like many of us, that she was selling these, you know, different services, you know, $300 at a time, and people were coming into her door and going out, and you're always looking at adding more services and adding more products and. Of you that have a physical product or a physical location, you know, likes cash really fast at [00:18:00] a what?
We started to dig into what do people really want when they're coming to you? You know, they're in the door. Do you have a plan for them? What are they looking for? And what we did was we fleshed out with her, , really it's a blueprint and we called it like the glow up blueprint. And what she did was she created a bundle around customer journey.
So instead of selling one thing for $300, having that person come in and go back out. She actually created a glow up bundle that literally had a very simple pamphlet that showed, you know, the six instead.
So she invited people in, just like you said, acquired this customer. But now she had a plan for where she was gonna lead them on the backend, and she started selling these $3,000 bundles and she made like $25,000 in a day because she actually connected this to an event that she had. So now the whole team has a plan.
People are coming in, it's positioned like this. This is the thing we're selling on the backend, [00:19:00] and people just moved right through that funnel. Bought and what could have been 10 sales at $300 became 10 sales at $3,000. And I don't need to do the math for you, like you want exhibit B. But the coolest part about it was, you know, same clients.
She wasn't trying to manage now a hundred people showing up at $300, she's talking to awesome people, was a fun event. And not only it was 30. Awesome. Which has. So guess what we did? We just ran the event again for Mother's Day, gave it a different focus, had a different backend offer. And guess what she did?
She made another $25,000, you know, in those six hours. So when you start to create these levers, what's so powerful about them is you pull them whenever you want to pull them. They're not one and done, like some people would think
the 30 K is great and it, but really it's the upside. I mean, she's run four times since I known her, so.
It's really not the 30 K, it's about 20 [00:20:00] and.
Dustin: For the next 10 years or whatever, on every special occasion, she can basically replicate this by running the same playbook and probably get better each time because now she's learned a little more, she's optimized things. Maybe she can increase the pricing a little bit more, the bundle based on customer feedback, stuff like that.
a really good example. I'd like the most basic example of this. It's like, you know, McDonald's and you want fries that, the super, they used to be like for only 59 or whatever, right. And their incremental cost of like the
was. Half a cent, but got 50 cents more by just saying, supersize me.
And it was like, that's like a very obviously basic example. But yeah, like online businesses, service businesses, coaching businesses, , you know, my own Fire Creek business, which was an e-commerce business online, physical products, like we would, a few things like this, we would say like.
The bundle say, oh, you like this once, don't you get this much? Instead, you know, we just get a, bigger sale at the point of [00:21:00] sale. , But we would do like a bump, like add two shakers of our favorite rubs to your order for five bucks or whatever. Right? But like we'd already paid for shipping because these things don't throw 'em in the box incremental. A gift card. So if you're gonna order from us, like why don't you add a $50 gift card for Christmas? gift cards are a really good add-on. 'cause then half people don't redeem them and so you get paid for it and they never redeem it. sort of insider secret retail world. So there's lots of these though.
And then like if you're in coaching, do you have anything to come to mind If someone's like, I do business coaching, , and people come in and they have a standard core hell yes. Offer of like, you know, my optimization. Session or
whatever, examples from the digital world that we could put in people's minds before we move on to the next profit.
Jessica: Well, I'm even thinking about your business, Dustin, when, because I'm part of your which I love, and I know you've talked about this, where, , you know, there's so much value to being part of the Seven Figure Leaf Mastermind and even [00:22:00] being part of the accelerator. But one of the most amazing
sort of add-ons I think you have in the , mastermind is the in-person retreat. And that is something that you're doing anyway, right? But it's a value add. And so when people go to buy this, buy up, buy this upsell, that is a bonus that you're adding on to sweeten the deal and essentially increase that order volume for people to buy up in your community. So a great example. A lot of digital businesses.
They have assets, like they've run a great webinar, they can add that on as a bonus for another $45. And it's a, digital asset, but when you're selling something that's a hundred dollars and if you did nothing else but took your a hundred dollars offer, offered your $50 webinar that you have recorded, so your order volumes $150, you will have almost doubled your revenue just doing that.
It's so huge and we're sitting on these assets all the time. , You know, another fun thing for people, like go back in your Google Drive for the last year [00:23:00] and just look at what's sitting there. I mean, you'll be like, man, I was good. This is great stuff. You know, it's like we forget because we're just moving on.
But every piece of that has value and. People are looking for that next thing. So you know, what is it that they want? What's the next step in the customer journey of a problem that they might need? You know, if they bought the hell yes, offer package, and now they've got the offer, well, the next piece that they might need is, how do I sell this?
Well, if I've got the sales 9 1 1 webinar, and I could just add it onto that. It's more value for them and they want that. And I think that's an important thing with upsells is that sometimes we think, oh, we're just charging people more. We're just trying to like increase this order volume for the sake of doing it.
But let me tell you, when you get the margarita with the top shelf tequila, it worth it. You know, they're so glad you asked. So I think being in service to that result and the value and thinking, you know, how can I help my client to the fullest capacity? Because I think for all of us, we [00:24:00] know if this person really wants this result and they wanna go all in, if I give them this extra thing, it's gonna make their life better.
So don't hold back. You know, what is that other stuff you can do that's really gonna help people and it's gonna help your business?
Dustin: good stuff. Like, that's the what I love about talking to you. We could do a whole episode just on upsells, but we'll, we'll move on.
So
Jessica: So the second profit lever that you wanna think about is you have all these people in your world. Every time you put good information out into the world, people recognize it, they talk about it, and you build an audience, you build a list of clients, it's not a one and done thing.
And we often, we're so focused on the traffic and that front end conversion that we get them in and. That is money waiting to be had. When people love you, they want to go to you. They want you to offer them the things that are [00:25:00] gonna help them prosper. The problem is most of us don't offer anything, right? people are probably listening to this podcast? They're like, yeah, I have an email list. And I never emailed them.
I'll honest, that was me. I was you know. Those people are, really, really warm and they know really, really warm people. So what we need to do is we need to make sure we keep them engaged. And so one of the most powerful things you can do as a profit leaver in your business is reactivate the people that are in your
world.
Warm leads convert. They convert so much easier. You know what that means? That means less time, effort, and money that you have to spend on the front end. To your point that you just gave, Dustin, where these people love you, they've come into the summit, what else can you give them to solve their problems?
Well, the podcast Profit Accelerator is a perfect example, right? They have this need and essentially you're putting something in front of them. To give them permission to do what they wanna do anyway, which is like stop making their life so [00:26:00] difficult. it's like this great service. The problem is we don't do it.
So right now there is something that people love to buy from you, that you have sold before, that you love to actually deliver on, that you need to put in front of your community and you don't need to rebuild anything. You don't need a fancy
funnel. You don't need the whole rah. What is the thing that you have been selling or that people are asking for that you can put in front of people and make it juicy?
Like, is it urgent? Is it the Memorial day, blah, blah, blah, blah. Is it, you know, I've only got five spots, you know, whatever it is people are looking for that and you need to make the offer. So that reactivation is really powerful. And to your
point that you had made earlier, Dustin. Especially for people with communities like yours, and you do this really well with offering these pieces of value.
So if there's partners that are offering something to your community that are really great that maybe you're an affiliate for, [00:27:00] right? It doesn't take any extra effort. You're showing up or they're doing this and you're sharing it, a great revenue stream. For many of us, we run like, you know, the beginning of the year workshop, like the vision workshop or something like that.
Well, guess what, it's half a year. Now we're going into June. We were just talking about this, right? Can you like just put a little bit of a different message on that? Like you're halfway through, are you where you wanna be? Let's get your vision locked and run the thing again. Every time you do that cash in.
Dustin: Yeah, so basic idea reactivation system. The big idea is bring your clients back. So they bought something at some point and then we kind of quit talking about 'em, and we're like looking for the next new customer. You know, all these people who already had a great experience already trust you and. Literally people buy, you know, look, thinking about all my different online businesses over the years, the same people buy the same stuff. To where I recognize this. Sometimes I'm like, you already paid for this. Like, I'm gonna give you your money back. But like, here's the login. That happens so frequently. They're like, oh, I forgot I bought that. I'm like, yeah, you [00:28:00] already bought it. , But. Not really in that spirit, but like you're saying, if you have something that works, like reoffering it, reintroducing it, , having a reason to bring it back up 'cause of a holiday or Hey, it's the quarter, it's the new second half of the year, it's et cetera.
, It's kind of the same thing that we said with the upsells. You've already paid in whatever form that looks like to acquire this customer. they're gonna be by activity, like per . Unit of energy, they're gonna buy more frequently and, buy more easily. You just gotta go back and talk to 'em and reactivate 'em.
So we get some good, just kind of general examples of seasonally or through holidays, do you have any like specific examples, , from clients or your own business where this reactivation thing has worked?
Jessica: Yeah, I mean this is, for people who are in local businesses or they have products. I mean, there are so many triggers that you can do around holidays, around the summer, around end of year, you know, where are those clusters if you look at your revenue, like what are the things people are buying and can you make it sort of cyclical?
Can it become [00:29:00] your thing? Like there was a, coach that I used to work with who, she had her like, summer of Yes. And every summer she'd run this and it was a program that was just focused on like asking and saying yes to yourself. I'm like, this is so brilliant because every summer I wanna say yes to myself, you know? But she would run these things all of the time. The other thing is like thinking about how to package what you have in different ways. So maybe you could have like a podcast profits accelerator retreat, you know where you're this, right?
Dustin: gonna do a summer school session coming up, right? Which is the same basic program, but maybe, you know, people wanna do it in a more like a, you know, college, there's the protracted semester or there's like the summer version, which everything's. More intensive, but shorter. And so we're gonna try like the summer school version, to your point, because summer is typically our slowest time.
'cause people don't wanna like start a 12 week program in July. But for some people it's like, oh, the summer's actually the perfect time to kind of get this done in a quick manner. So that's, a real time example. Again, interject too much. Please
Jessica: That's a perfect example. [00:30:00] Yeah. How do you make it so that essentially what you're doing is you are getting people to pay for things more often? You're increasing the lifetime value. So instead of it being just like a $300 workshop client in January, like one and done, or that you're just waiting every January to offer them that one thing, which is great because now they're paying over years.
But it's like, how can you take that $300 framework and actually apply it to all these different triggers during the year? So the $300 client who's now buying the X, Y, Z thing, each quarter is now a $1,200 client. again, just do the math. You will have quadrupled your business if you just did that and. Subscriptions could fall into this bucket too. Which is like the life of people, businesses, having that recurring
money.
Dustin: So if you're doing, like, , a set program, like what if you had on the backside of that program, you for a very [00:31:00] reasonable monthly fee. You had like a monthly group coaching call that just like a check back in an accountability call, It doesn't have to be led by you as the business owner.
It could be cure led, but basically, you know, people would then pay on a monthly basis to continue to have access to the community, the accountability of the call. Or you know, in the Fire Creek example, again, I like to different examples. You know, of course most people would come in and buy one thing.
But of course, our goal, you see this in Amazon, subscribe and save. You know, let's, get you to like commit to doing this one, three or every one, two, or three months. they love their product. They're just gonna forget to reorder it. And so we're actually doing them a, better service by making it come to the doorstep on the frequency that they want to consume it.
And of course, for us then it's like. Every time someone signed up for that. It's predictable revenue. It's less customer we have to go acquire to make the same profit. , It's a beautiful thing. So I think in terms of whether it's like a true subscription like that, or it's like how can I create continuity of income from the clients after they come in from the first, opportunity to [00:32:00] transact.
I guess this is all an exercise in like frequency, right? It's getting people to buy more frequently from yes. Buy more things rather than just one time. The, add on and upsell is increasing the order volume. So per transaction, they're spending more money. This is about getting them to buy from you more often. Increasing that long-term value, meaning they're gonna buy these things and then they get on the, radar like every summer.
Jessica: Dustin's offering this thing. So the nice part about that too is like if somebody rolled off of your PPA. A year and a half ago and you put this summer refresher in front of them, they might buy it again for that reason. And you could segment your list so that the messaging to those people is that for that asset.
So you, can segment and have different positioning for these different assets to really make them work, but it's about getting in front of people, getting them to. You buy more, often. And in brick and mortar, it's about getting people in the door more often because you know every time, and I bet your , fire Creek snacks was like this too, right?
There's all those impulse buys,
Dustin: Oh yeah. [00:33:00] Yeah.
Jessica: right? Every time you give them the chance to spend more money, people often do it. So how do you get in front of them to get them to do that?
Dustin: Yes. How do you get the meat sticks, not only on the counter when they sign up to go out on a golf course, but on the cart, and then do you make sure it's in the bar whenever they're at the 19th hole at the end? Right. It's if you make people have to go move to go make the choice, like you just putting it in front of people more frequently.
That's a physical example, but your email list, your social media. , The way you show up in your community, the way you do your coaching, maybe on your coaching call, make sure you mention each time, oh, by the way, if you're not in it, we have this club that you could be in and you get to meet and network with new people. And I so think in terms of how can you get the same people to buy more frequently? , That's awesome. So that's profitably number two, the reactivation system. So what's the third and final one here,
Jessica: Final profit lever is referrals. you've spent all this time, you know, creating your business. You're out there talking to people, you're partnering. You have amazing clients. Guess what people do when they are thrilled? They tell [00:34:00] everybody about it. The problem with referrals is that people think it's just an afterthought in their business.
You know, they talk about marketing and they're like, oh, you know, we sometimes we get, you know, things from referrals and it's not something that people are actually leaning on as the backbone of their marketing. And you know this better than anyone. Justin, I feel like you have like really instilled this in my life, even though I know this is an important lever, it's the power of that flywheel.
And not just knowing that it works, it's having a system and some sort of standardization on how to make that work in your business. So how do you create the assets, set up the automation, make it super simple for people to refer you or talk to you about other people, but also for you to be intentional where you're going out and you're looking for and fostering those connections.
The people that love, you know, other people who could love you. And the more that you ask about that, the more you follow those, leads literally to other [00:35:00] leads. , Simple things like getting it on your calendar, having simple scripts that you can automate to reach out to people. It doesn't need to be some crazy blown out, , complicated funnel.
could just be the focal point of your business and treating it like it's the marketing engine that it really is. The beautiful thing about referrals is that it really, it's the fastest way. I always tell people it's the fastest way to get people
to cut the line. Meaning if I talk to you and you're like, you really need to talk to Nolan, I'm not gonna go watch all the webinars and do all the things.
I'm gonna go right to his calendar because I value my time more than my money. I value your opinion. It's warm, and you've actually given me all the punchlines of why he's like the best idea that I ever should have. So I move and it gets right to the front and gets all of your potential clients right, the front.
So it is something that we need to mine. And again, you've done all the hard work, right? You've got on the one-on-one [00:36:00] intro calls, you know, gone to all the networking now make it work for you, that backend piece. , And I really think it's like it's creating a momentum driving concierge service in your business to walk these awesome clients right to the front of the line.
it will explode your business if you do it in an intentional way.
Dustin: Man, so good. Yeah, so, there's kind of two aspects to referrals. If all your new customers only come from referrals. It's dangerous, right? Because you are susceptible to, if you have, especially if there's like one referral source, like once they hit by a bus or they don't, you know, whatever the, you can't control that.
So new customer acquisition referrals are awesome, but you shouldn't like depend on that. But in this context, you've already got clients. Like you. And so like how do you generate more referrals from the people that are, that you already have? That is a really, really juicy, , opportunity and one that I'm all for and all about.
So, , , any client examples that you wanna throw in
Jessica: Yeah, I mean if I go back to, , the med spot client that I was talking about [00:37:00] earlier, and this actually dovetails a few of these levers, and I guess brings in this point that you don't have to do these things mutually exclusive. Like the more you combine the levers, the better. And so one of the things we did set up in her business was a membership model.
how we structured this is that people would buy into the membership, so they'd pay a monthly fee, and that monthly amount essentially was a credit. Their, their account. So they'd pay, for example, $199 for the month of May, and they could take that credit and they could use it on any service that they wanted.
So what that did was it made it easy, took the hurdle down. Now they're gonna take their of free money, quote unquote, and they're gonna use it toward the service.
So they spend this money, it re-ups every month. So every month they're getting charged the 1 99. So they've got their more free cash, so it gets them in the door more for these new offers to be put in front of them. And then like the kerosene that we poured on it was, you can share the membership.
So can gift unused, funds or you can bring someone in your house can share it. So like if your wife was [00:38:00] the member, you could be her plus one. So now you could come in. And then we also allowed people to bring in guests to get all the membership benefits that you have for one month. And then if they
love it, they can then join their own membership.
So we weaved in this referral system right into the fabric of her campaign. And so it made it super easy because I think one of the things that people think of when they think of referrals is like, oh man, I gotta get on the phone and start talking to all these people and asking them if they'll tell their friends about me.
And it just feels heavy and This is not like multilevel like network marketing. not what.
Right, but how do you make it simple? How do you make it a no-brainer for someone to like, bring a friend to an event or position this as a VIP, you know, x, y, Z event for these people and then they can bring whoever they want, which is really a referral disguise as we're throwing a party. Bring everybody that you wanna bring.
, And it [00:39:00] starts to. Ripple out, ripple. It gets to be very big. So, you know, campaigns that you see on social media of like, if you do this thing and you like tag a person and share this thing on your, those are all very powerful referral networks because it's making it simple and it's tapping into that larger group.
And again, all those people cut the line. another thing that we use a lot, which I think, I'm not sure if you did this, Dustin, I can't remember. But we do a lot of, , essentially open houses, like bring a friend sort of day. And I can't tell you how many people have come to these calls and they love it.
And then they buy up. It's like, I just need more of this. And you position very strategically what the topic is. Use something from your last 12 months,
everyone loved. That's what you focus on. And then it's an easy invite at the end. So things like that we use a lot.
Dustin: That I have spent a lot of time on, this is actually pretty fresh, like, , and we're getting more creative with [00:40:00] this. And so a quick example from the Fire Creek days, you know, again, we're shipping people a physical
package of snacks. we've got this. I don't remember the name, but there's some integration with Shopify and it would create custom coupon codes that would also print on a postcard. basically what would happen is you would get this package and right at the top it would say like, get 10, give 10. And you'd have unique coupon code. Here's your redemption for 10% off, and here's 10% to give to a friend. And so you really have this physical postcard. You could email it to him, obviously.
And you'd basically be like, Hey. Share this with a friend and they get 10% off and then after they redeem your 10% opens up. Right. it became a very effective referral program for the snacks. , And then for Seven Figure Leap, some of the stuff we've been doing more recently is I. Again, this was originally totally a customer service thing.
It was like we have a very robust onboarding process for the accelerator and when people are done with the 90 days, they have access to lots of cool stuff in the community and we keep adding to the stuff they get. But we've never done a good job of educating [00:41:00] what they get and how to it, right?
So we just started doing an offboarding call. so, , and this is Tony, someone on my team who actually hosts the call, but it's like a 20, 30 minute call and it's like, hey, a check in. Hope you had a great experience. Gimme your feedback. Let's set some goals for the next 90 days, and then he's gonna help them find their way in the community to the resources. And on that same call, by the way, do you have, you know, one or two people in your life that you think would benefit from the thing you just did? Awesome. I'd love to have their names and we'll contact them. Or you shoot me an, you know, I'll give you a template. You can make a connection email. then we can also talk about the mastermind in our case.
So there's kind of an upsell opportunity and a referral opportunity all in one call.. So I think that those are just real time examples. and there's so many more that come to mind, but, we can leave it there, I guess, unless you have any other that you want to get out. Otherwise we can move to sort of wrap things up because we've added a ton of value here with these three profits.
Jessica: Yeah, I would just say I don't have anything to, , add, you know, additionally as an example. But you brought up a really good point, and I think this is really important for [00:42:00] people. You wanna make this as easy as possible. So when Tony provides those scripts for the. Template for the email. know, anything to get people over the humps that are in between them raving about you and other people, you wanna remove that.
So even in the, downloadable that I have, you know, they're just simple things and you wanna keep it easy breezy so people can go and see that when they download it to leverage that. But any place you can take away those. People wanna be the hero. Like when you tell someone about the best book or the best movie, or the best group, you know, you're like, you're the hero.
anything that's gonna keep them from being the hero, you wanna get rid of that. best way to do that, like the easiest you can do that the more people will just share. So make it easy, easy breezy,
Dustin: we talked about so far is free, right? can also incentivize referrals, right? You could be like, Hey, if you know anyone who wants to be in this and you got, you know, a $10,000 program, you give 'em a thousand dollars referral fee. That usually gets people's attention, and I you should do that, but [00:43:00] only once you already know they really wanna refer you.
You know what I mean? So we're to buy referrals, but we're incentivizing them to always think of us first. Frankly, you know, I've had people gimme referrals who didn't even know there was a referral fee. And there's one of my favorite things is to be like, surprise, here's, you know, a thousand dollars you
Jessica: Oh
Dustin: and then they really love you, you can obviously have referral programs like that that you pay , or give a discount or whatever, but lot of the stuff is just goodwill because people already like you and you're just saying, please tell a friend, or Please help us contact a friend that you think would benefit from this.
And it's. As Jessica knows, like my favorite thing in the world are win win, win right? Like no one loses, like everyone's getting a win. The guest gets a win. The person that introduced looks like a hero to them, and of course you as a business owner get a win because you get a referral in this case.
So, I guess to bring this home, , I'm sure everyone listening is gonna want help with a hell yes offer or one of these three profit leavers or maybe all three of them. And I know you've got a convenient place, , as a next step. So I'll let you kind of tee it up, Jessica, on, on what people should do next.
If.
Jessica: [00:44:00] Yeah. As I mentioned earlier, there is money sitting in your business right now that you want to mind. Do not work harder for your success. You don't need to. It really isn't the subtracting it is in the doing less and focusing on those places where you can amplify what's working and really drive that ROI as we talked about today, and like Dustin just said, it's free.
You really do not need to spend a lot of money to do this. It's more about intention and focus and being strategic on the levers that you're pulling and doing it in a powerful way. So, as we mentioned, your offer is an amazing profit lever. It's always the most powerful thing in your business. I have an offer scorecard where you can go and find out right now how well is your offer performing.
That scorecard will tell you where there might be leaks, and it will give you a report on how to tighten it up immediately. So when you go to this resource center that I've set up. See how your offer is performing. And then the second piece is really looking at these three plug and play systems. So we have a very simple cashflow checklist that leans into, [00:45:00] can you take 10 minutes and look at your business right now and figure out what is one thing I can do in each one of these levers?
Because I promise you, if you pull them. You'll be making money and if you pull a lot of them, you're gonna be shocked at how much money that you're making. , So we can drop the link in the show notes and, , we can, , have you go there. For those people who are like writing this down right now, it's at Jessica Miller coaching com slash profit with dashes,
Dustin: Jessica Miller Coaching. I'm sure you can access it from the homepage, but then if you wanna go straight there slash profit with ease, with so profit, with ease, , it's awesome. I've taken it. , It's given me a lot of fresh ideas and some of the stuff that we've been implementing, is a mix of.
Doing this exact scorecard or getting it from, you know, Jessica directly in our time together. But, , amazing resources. And then if you access this, or maybe you're like, yeah, that's cool, I'm gonna do that, but I really just wanna talk to
Jessica. is this the right path forward? If someone's like, I just wanna get your help, I already know I wanna work with you.
Jessica: Yeah, you could always schedule a [00:46:00] call and just go directly to the call link there, and I would love to chat with you. We also offer a call on the back end of any of those resources so that we can personally walk you through what you found and really help you again, make that money with ease.
Dustin: So awesome. Well. Everyone can see why on the business side, at least, why Jessica's one of my favorite people, like so much value. We never have a conversation where I don't walk away feeling lighter and more at ease and making more money. , and then, you know, on the personal basis, she's even better.
So, , Jess, you're a gift to me. I'm so grateful for you and I'm really grateful that we were finally actually able to do a real podcast episode and make it official. So thank you so much for being here, and make sure everyone goes to Jessica Miller coaching.com/profit. , And grab the free resources. So thanks again, Jess.