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Committing to a bigger purpose than profit is a surefire way to build a strong company; one that can withstand even a pandemic. Mandi’s guest in this episode of Hands-Off CEO is Karen Hite, Director of Operations at Digital Agency Hacker and co-founder of Hite Digital. Karen will explore why having a grand vision, passion and purpose leads to long-term success. You’ll hear Mandi and Karen talk about: Karen had a big vision of supporting people in her home country and generating over 1000 jobs through her agency. This is one reason why her company has been so successful. “We focus everything back to what our infinite purpose is… [generating] these little islands of happiness, and [creating] the best possible job to have and a culture that empowers people.” [1:42] You will always have an obstacle to face, and if you don’t know what you’re doing, anything can throw you off. Having a clear vision paves the path forward for your business. [5:44] The pandemic brought lots of companies to their knees, forcing them to cut salaries and layoff employees. Hite Digital’s exceptional foundation allowed them to escape this fate. It was a hectic time, but they all stayed sane because they understood and trusted in the commitment of the leaders. [10:08] Your legacy isn’t found in your wealth, but in the impact you make. What you do with the opportunities you are given will outlast you and leave your footprint behind. [18:25] Learn from other people’s failures and share yours; this is one of the best ways to grow. Take lessons from the proven processes that other people have developed over decades of trial and error. [23:40] Resources Karen Hite on LinkedIn Master Hackers Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

There are CEOs who are adding millions of dollars to their annual revenue - the ultimate Hands Off CEOs. There are leaders who are able to scale their business profitably, and they have five traits in common. If you want to see the kinds of productivity and profitability that these top-performing CEOs are getting out of their teams and businesses, this episode is for you. Mandi Ellefson is sharing what you need to know in this week’s show. Key Ideas: “The next level of growth [doesn’t] come from the amount of work you’re individually doing, but from the influence that you have over others and their ability to get work done through you,” Mandi shares. The essence of leadership is generating unlimited productivity through other people. [1:54] Top leaders are decisive. They don’t procrastinate making decisions and are able to objectively assess and evaluate all the necessary factors before making those decisions. They may grapple with fear and uncertainty, but feel the fear and do it anyway.. [6:16] If you want to mobilize people, you need to rally them around your vision. A Top CEO’s expansive vision is what sets the trailblazers that are creating the products and services that change ives apart from businesses that will stay small. [10:32] No one likes to be taken for granted. Be grateful for and celebrate those who help you grow from your colleagues to your team members. Giving praise where and when  it is due motivates your employees, and they become more committed to doing their best. [14:40] We’re moving into a recession, and that is scary, but we can take our companies and teams to amazing places if we’re working from a place of abundance. [19:10] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

The temptation to get back into client work can be overwhelming for a CEO scaling their team - especially when it feels like your reputation is on the line. This means that too many CEOs are stuck overseeing project management that really should be delegated to other team members, leaving them with less time to actually run their business. In this episode of Hands-Off CEO, Mandi’s guest Gray Mackenzie, co-founder of ZenPilot, shares what CEOs need to do to get out of day-to-day project management once and for all. Key Ideas: Entrepreneurs are always the people who get left for better, easier or more lucrative opportunities - they never get to leave and that can be disheartening. Don’t get discouraged when key people leave your agency: you were part of their journey, and they were part of yours. For as long as they are a great fit and they stay with you, get as much value from them as you can. [9:20] If you want to attract the best clients, and make the highest profits, you need to minimize risk and increase quality as much as possible as you scale. Gray talks about the 5 key elements you need to understand and be using them in all areas of your business. A trap to avoid is too much customization - custom doesn’t scale. [16:38] If you take anything away from this episode, it's this: To continuously make your service better and more profitable, you need to look at it like a scientist would. Solve the same problem again and again by constantly imagining: what would make this better? How do we turn our standard service into all-star service, and then how do we level up from that?. [23:31] When you know it’s time to make a change, it’s time to make a change, and the smartest move is often to hire experts to implement a new system, like ClickUp. It’s often not worth eating up your team's bandwidth when there are experts who can get you exactly where you need to be. That’s the foundation Graw has built his business on: breaking through “it’s how we’ve always done it” and into systems that are truly gold standard. [30:15] When you’re starting a new initiative, you need to think about the costs of implementation - and also the cost of NOT implementing. You need to know your vision, and how different projects are going to impact it. When you take on projects internally that you aren’t equipped for, the opportunity costs can be extraordinary. Take the long view when considering your investments in your company. [34:30] Resources Gray MacKenzie on LinkedIn | Twitter ZenPilot Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing Clickup

In this week’s solo episode of Hands-Off CEO, Mandi Ellefson explains how selling the wrong offer traps you in the company as CEO. You’ll hear Mandi talk about: Mandi shares an example of selling the wrong package at the wrong time. [1:16] Hands-Off CEO takes their clients through an intensive and thorough process to generate growth. “It used to take us 6 to 9 months to actually help our clients implement this in their business, now we can do it in about 3 or 4 weeks.” [3:03] “What you should be doing is looking at what you can sell that will maximize the commitment from your clients,” Mandi advises. She describes why going for the easiest sale may not do you any favors. [5:17] You need clients who are willing to stick around for the long haul - if you don't have that commitment level, you're going to be selling them every month, over and over. [6:35] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guests are Nikole Mackenzie and Ashley Carroll, founder and COO of Momentum Accounting. Momentum Accounting helps creative agencies and other professional service companies scale from $1 million to $10 million in annual recurring revenue. They are a 100% US-based, remote team of business-savvy accountants and technology experts who provide actionable insights and vision into the future so your business can grow faster, and more confidently. You’ll hear Mandi, Nikole and Ashley talk about: Typically, businesses reach a point where their CEO is asking questions like: How much money can I take out of the business? How much can I pay myself? When can I hire the next employee? When can I offer benefits? Nikole shares how Momentum Accounting helps leaders answer these questions. [2:55] Pricing is the easiest low-hanging fruit you can change, Nikole says. Raising your prices and providing more value to your clients is going to significantly impact your business. “If you’re [not] continually trying to add more value and more services, you’re not going to grow.” [11:39] Ashley explores what to look for when bringing in a financial professional. “You definitely want [to work with] someone you’re comfortable with,” she suggests. There are a lot of complex emotions around money that may cause some insecurity, and the right fit will make you feel comfortable to share what's actually going on in your business. [21:18] Mandi and Ashley discuss what CEOs need to consider before exiting the financial side of the business and the importance of invoicing. [33:47] You should be spending 2-4% of your revenue on your accounting and finance function, according to Nikole. Additionally, there’s a diverse array of service providers in the accounting space, and everyone does things differently, so you should shop around when hiring a financial professional. “Don’t just go with the first person that raises their hand or [the first person] you get referred to.” [43:20] Resources Momentum Accounting Ashley Carroll on LinkedIn Nikole Mackenzie on LinkedIn Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

There are plenty of mistakes you can make while scaling your service business, and if you’re having trouble scaling to the next level, chances are you’re making the biggest one. This is content that Mandi has been working on for years, and that has been used to help businesses vastly increase their profitability. Listen in to find out what the biggest mistake in scaling is - and how to avoid making it in your own business.  You’ll hear Mandi talk about: What is happening in the global marketplace that is impacting how services are sold, and what people are willing to pay for them. [01:50] How you can increase market share and your prices by leading with quantifiable results. [04:05] Thinking through your business failure points and what might prevent you from hitting it out of the park with a client. These are your screening points for who you work with. Turn away work that you can’t guarantee success for. [7:55] The questions you need to ask yourself to make sure you’re working with the right people, and able to provide the right results. [9:05] The value of certainty. We’re all willing to pay more for what we’re sure is going to work. [11:30] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing 7 Biggest Mistakes in Scaling your Service Buisness

Mandi Ellefson’s guest is Kristen Gallagher, founder and CEO of Edify, the frictionless way to onboard software engineers. Edify functionally tailors onboarding to each client’s teams, which works to attract, keep, and grow great employees while helping them get back the time they need. You’ll hear Mandi and Kristen talk about: One of the top reasons for team dysfunction is that context isn’t being shared properly, Kristen says. In their desire to be transparent, a lot of business owners and executives are sharing a lot of information, but not everybody in the organization has the context they need to properly interpret it. This ends up causing more conflict in the team than you might expect. [3:27] Kristen shares what a new hire’s experience should be like on their first day. [13:29] “The high failure rate for hiring could be prevented if people took the time to outline their expectations,” Kristen advises. In the onboarding process, you should have a checklist of what you require a new hire to do and what success looks like. [23:06] Kristen gives insights into an effective hiring process. “Hiring for a small business is going to look different than for a large business.” Employees going into large businesses with prolific track records have had large support systems at other large businesses, and there is no guarantee that they can achieve the same results doing it all by themselves. [27:39] Mandi and Kristen discuss the importance of a cool-off period. When circumstances occur that trigger your emotions, you shouldn’t react immediately. Take time to get out of the emotional high and reflect on the situation - you don’t want to burn your bridges. [37:54] Resources Kristen Gallagher on LinkedIn | Twitter Edify  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this solo episode of Hands-Off CEO, Mandi Ellefson discusses the changes that the business climate has undergone over the last 2 years, and how you can use it to your advantage. She shares tips on ways to strengthen your business, increase your fees, and get a higher commitment from your very best clients. You’ll hear Mandi talk about: The challenges that arose in the spring of 2020, and how she helped her clients navigate it using the Power of One formula. “We went right back to the foundations - one client, one painful problem, one outcome.” [2:24] Maintaining your footing within a shifting market. Mandi shares an example of how changing your client type can lead to better outcomes. [3:11] How she helped a client raise their fees and retain the interest of investors. [5:53] Creating your ‘abundance bubble’ and scaling to freedom. It’s now more important than ever to be very intentional about where you’re putting your energy, Mandi says. You should surround yourself with other successful CEOs who are focused on constant growth and improvement. [8:07] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Michael Zipursky, CEO and co-founder of Consulting Success and bestselling author. Consulting Success is the most comprehensive learning platform for serious consultants and skilled professionals who want to grow a stable and reliable consulting practice that attracts high-value clients. Michael has advised organizations like Financial Times, Dow Jones, and RBC, and helped Panasonic launch new products into global markets. He has helped over 500 consultants in over 75 industries significantly increase their annual revenues.  You’ll hear Mandi and Micheal talk about: Every consultant could use some advice on keeping the pipeline full in a consulting agency, Mandi claims. Michael gives insights about how your mindset affects your outcomes. [2:05] Being dependent on referrals may not always be wise. “You can get referrals, but they’re not always the kind of referrals you want, and you can’t really predict when they’re going to come in,” Mandi says. She and Michael explore the dangers of over-reliance on referrals. [5:48] Most of the common marketing practices seen online are geared towards individuals and very small companies, not organizations. The tactics and strategies used to reach buyers of consulting and advisory services are markedly different, Michael points out. [15:03] Michael discusses how communicating effectively and providing value to your clients drastically affects your relationships with them. “When you start off the relationship delivering a lot of value by sharing [your] unique perspectives with your ideal client, they start to see you as different. And when you do that through the frame of ‘everything you're delivering is specifically for them,’ that’s the game-changer.” [19:53] Consultants tend to be more conservative and risk-averse, according to Michael. “They come from backgrounds in the corporate world or in organizations where they weren't always rewarded for taking big risks,” he comments. [25:09] Resources Michael Zipursky on LinkedIn | Twitter Consulting Success - Podcast Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this week’s solo episode of Hands-Off CEO, Mandi Ellefson describes what to look for when hiring an operations manager, and the three ways you can fail. You’ll hear Mandi talk about: Before you even hire an operations manager, your company has to be ready for it, Mandi says. “Your company has to be at a place where you know what you're selling, who you're selling it to, and the foundations of the business.” [2:15] Mandi shares the importance of attracting a top performer. [3:43] “One of the best ways you can attract better talent is by becoming a better leader.” If you’re a level six CEO, you’re only going to be able to attract a level five operations manager - no one beyond that will want to come into your company. [5:33] If you’re not clear on the what and the why that drive your company, you’ll face difficulty getting the who you want. When you gain clarity on those things, including how you service your clients, you can use it as a screening process in finding the perfect candidate. [8:11] The challenge with having an experienced operations manager is that they will be used to working in larger companies with more resources, which may actually make them useless in your company. [10:49] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Zac Stucki, founder of Homeric Consulting Services and a team member at Hands-Off CEO. Zac’s specialization is scaling service-based companies and dealing with the operational constraints and challenges of fast-growing organizations. His education and training are an asset to Hands-Off CEO, bringing their operations advising to a whole new level. You’ll hear Mandi and Zac talk about: “If you aren’t doing the right things in the right order, it can screw things up… The thing that makes businesses work is working together toward a common end.” Zac and Mandi underline the importance of building a business in sequential order. [3:54] In delegating to an operations manager, you are giving them ownership and ability to run your company and oversee all of the service delivery. [5:30] The mantra at Hands-Off CEO is bring solutions, not problems. “[We bring solutions to] the problems surrounding the implementation of the vision,” Zac clarifies, “so they’re not actively out there looking for every potential problem that you could have, because that's an exhausting job that will demoralize anyone.” [11:03] Effective operations managers are the ones championing the creation and innovation that frees up the CEO. Zac shares the biggest difference between operation managers with the ability to run the business and ones who never move upward. [15:49] High performing teams readily share tasks and responsibilities among themselves, Zac says. “If [someone] gets a task outside [their] strength but [inside their teammate’s], they can go to [them] and say ‘Hey, what do you recommend?’” [26:07] Resources Zac Stucki on LinkedIn  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Zac Stucki, founder of Homeric Consulting Services and a team member at Hands-Off CEO. Zac’s specialization is scaling service-based companies and dealing with the operational constraints and challenges of fast-growing organizations. His education and training are an asset to Hands-Off CEO, bringing their operations advising to a whole new level. You’ll hear Mandi and Zac talk about: “A lot of times, businesses misunderstand what operations is all about,” Zac claims. He describes the connection between sales and operations. [3:14] One challenge in the hiring process is aptly determining if you’re going to get the quality of employees you need to bring your company to the standard and performance you envision. “Oftentimes, what you’re going to [do] is bring in someone you can elevate to that level,” Zac shares. [5:13] Being more assertive and articulate about your vision helps your team gain clarity on how to execute it. [10:26] The biggest resistance is not showing up, Mandi finds. She and Zac explore how this affects the company. “When you have an ops manager or any leader on your team resisting development, you should be concerned,” she advises. “If they’re not eating it up with a big spoon… it’s a sign of their inability to look at themselves.” [16:37] The Great Resignation is inspired by people who are tired of showing up to work every day just to make someone richer. Mandi explains why it’s important to ensure your workplace is one that is driven by a higher purpose than just money. [23:25] Resources Zac Stucki on LinkedIn  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Last week, Mandi Ellefson discussed the foundations of what it takes to beat inflation and scale profitably. In this week's episode of Hands-Off CEO, she describes the five exits she shares with her clients to help them safely remove themselves from different parts of their companies.  You’ll hear Mandi talk about: Mandi shares the idea behind exiting. “The whole point of removing yourself… is so you can be working on the business and not in it. That’s where you can be generating these million-dollar ideas, rather than being the one mired down in the minutiae.” [1:45] “Consultancy agencies are very difficult to scale because it’s very much dependent on you,” Mandi claims. She explains why. “You created the company, so everybody sees the company as you.” [4:52] Mandi describes one of the programs that her Scale to Freedom clients go through. “We work with the CEOs… on how to build an offer that will scale more profitably and generate the cash to hire the people to actually move through these exits.” [13:20] Exit 3 allows you to accelerate lead flow and sales, Mandi says. “That doesn’t necessarily mean you as the CEO will completely let go of sales - I wouldn’t recommend it until your process is really tight,” she adds. “I've seen consulting agency companies do that - I've seen a lot of them try to jump right to exit three without getting the foundations in place, and it’s a disaster.” [18:57] When you can remove yourself from client strategy, your company becomes infinitely more valuable. “At this point, your company becomes more of an asset that’s a whole lot less driven by you.” [24:43] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

In this solo episode of Hands-Off CEO, Mandi Ellefson discusses how to fight profit erosion in a time of rapid inflation, and what factors are necessary to scale profitably. You’ll hear Mandi talk about: A lot of consulting agency CEOs find themselves stuck in a cycle of company productivity that’s driven by their productivity, Mandi shares. This makes it difficult for them to successfully exit. “We start the company because we are the company.” [2:17] To safely let go of your company, you must have the right foundations. “You have to have the right things in place; particularly in this market, where we have significant profit erosion from all of this rapid inflation.” Mandi explains why your operations team should be able to deliver bigger promises without you getting into the minutiae. [5:40] “Is what you're selling actually the results that your clients desire or is it just deliverables that everybody else in the market actually sells?” Do you have a clear marketing message founded on the core results your ideal clients desire that you leverage across all of your marketing vehicles? [10:51] Mandi shares a story of a client who was able to drastically increase their profitability and fees by focusing on providing packages that delivered outcomes and not deliverables. “It’s much easier to scale when you know you have contracts in place that will consistently bring in cash flow.” [15:43] “It’s really important to have clarity on what you're selling, what you're delivering,” Mandi says. This is what will allow your operations team to pull out all the stops and put very clear systems in place to actually manage those outcomes. They'll be able to do it way better than you as a CEO can do it. [21:08] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses how to improve employee engagement in this solo episode of Hands-Off CEO. You’ll hear Mandi talk about: “[When] we hear staff say ‘I’m not getting paid enough,’ what they’re really saying is ‘I’m unhappy here; I’m not getting paid enough for the crap that I'm dealing with right now.’” A lack of employee engagement is a common problem for some businesses. Many leaders think that an increased wage would motivate their staff, but Mandi shares why this doesn’t work. [1:20] There are three drivers behind people’s actions that have nothing to do with money. “One of them is mastery, one is autonomy, and the other is significance.” Mandi briefly describes each. [4:13] “What you need to be doing is constantly looking at your vision and expanding.” You cannot grow if you don’t first have the vision for it, Mandi says. Furthermore, failing to expand your vision will cause your business to get sluggish. [7:37] “When you can provide [mastery, autonomy and significance, as well as a big vision] to your team… you will be able to attract levels of talent way before you might have otherwise had the budget to,” Mandi advises. People will see what you’re doing and want to be a part of it. [8:29] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guests are Josh LaMar and Marcelo Chinellato, co-founders of Amplinate, formerly known as Authentique UX. Amplinate is committed to promoting cross-cultural understanding and deepening human connection through ethical product design. With almost two decades of cumulative experience across 18 countries, they help tech companies fast track domestic and international product growth without wasting money on designing and developing products that people won't use. You’ll hear Mandi, Josh, and Marcelo talk about: “The whole pandemic situation was scary; we didn’t have clients for a month because they were figuring out what to do.” Marcelo shares some of the challenges Amplinate went through due to the COVID-19 pandemic. [3:46] “Commit to the good people that you find, and the rest will work itself out,” Josh says. He explains how Amplinate earns its employees’ trust and loyalty by committing to them wholeheartedly and fast-tracking their career growth. [12:04] Josh discloses how he and Marcelo were able to combat fear. “A big part of [that] was learning how to be there to support each other in the ways [each of us needed], because working together, on top of being confined together, on top of being partners, is a lot to put on any one person.” [22:47] One of the best testimonials Amplinate got from a client was that they were that client’s favorite agency to work with because it felt like Amplinate genuinely cared, Marcelo remarks. “It’s really worth it investing in people who are passionate like we are, [and] who care.” [36:16] Mandi praises Marcelo and Josh’s level of trust, division of labor, and cooperation. “Because you’re very clear on where one job ends and the other one's begins, you have this multiplier effect.” [46:22] Resources Amplinate.com Josh LaMar on LinkedIn | Twitter About Me Marcelo Chinellato on LinkedIn | Twitter Email: mchinelato@gmail.com  Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses how to get out of the entrapment cycle in this solo episode of Hands-Off CEO. You’ll hear Mandi talk about: The entrapment cycle seizes many CEOs. “There's this dynamic where you need to hire more experts to help you deliver the growth, but then you need more cash flow to be able to hire them. So you need more sales to generate more cash, but then you need more capacity to make sales without fear of quality slipping.” [2:41] “This cycle is just so challenging, and the impact of this is that it turns your business into a time-for-money model.” Mandi shares the effects of the entrapment cycle on a CEO and their business. [4:48] “You need to have the cash to scale; that’s going to get you from push starting your car.” Mandi describes the four things you need to get out of the entrapment cycle and successfully scale. [6:05] Bringing in a manager to take over the minutiae lets you focus on working on the business instead of in it. “That team led by your manager is going to streamline increased profits and help you meet those staff demands as you're continuing to increase quality.” [7:11] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson discusses the characteristics of rapid growth companies in this solo episode of Hands-Off CEO. You’ll hear Mandi talk about:  Two things rapid growth businesses have in common. “[Rapid growth businesses] usually have an offer that’s really valuable in the market, and are willing to position themselves in such a way that it’s a lot easier to sell.” [1:19] “Our top-level clients who are able to add $1-2 million+ in their first year with us have this certainty that allows them to show up 100% committed, and because they're committed, it drives decisive action.” Many CEOs approach their business as a seed that needs to grow before they water it. Mandi shares why this fails. [3:52] “What you need is a delusional level of certainty,” Mandi explains how to create that certainty. [5:57] By creating a bigger vision for your own company, you can then help clients create a bigger vision for themselves. “When you [do this], they’re willing to pay you more. When you create much bigger outcomes,  your team is more excited to be a part of what you’re building.” [8:44] Resources Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Jamie Birch, CEO and Chief Incremental Officer at JEBCommerce, an organization that helps retainers maximize their affiliate sales. He has extensive experience in all facets of online marketing. This has enabled Jamie to thrive and become a market leader in these unprecedented times. Jamie and his team help clients grow their revenue and gain an additional $10M in sales in 3 years. He is the host of The Profitable Performance Marketing Podcast, where he talks to industry experts and shares insights to assist listeners.  You’ll hear Mandi and Jamie talk about: “Stepping back and allowing my team to solve the problems was one of the biggest steps in my leadership evolution.” Jamie sometimes takes weeks off of the business, which allows his executive team to step up and strengthen their skills as they take over whole parts of the business. [4:26] Mandi and Jamie discuss staying true to vision. [10:35] “You have this problem; there’s going to be seven more tomorrow and there are two more waiting for you right now. Work this problem, then work the next, and remove the emotions of ‘This shouldn’t be happening.’” Jamie shares the three client reactions to the pandemic that he observed. [20:50] “Young people are getting their first and second jobs using Spotify as a search engine.” Jamie explains how. [35:02] Mandi shares why Jamie is the perfect embodiment of a Hands-Off CEO. “You get your business sustainable, and you look at how to scale, how to keep that consistent cash flow, how to create these amazing careers where people want to be, how to build this culture so that you have people that are fighting for your vision.”  [44:37] Resources Jamie Birch on LinkedIn | Twitter JEBCommerce.com | JamieBirch.com Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing

Mandi Ellefson’s guest is Aaron Krall, founder of SaaS Visionaries and the SaaS Accelerator,  a proven system that adds $500,000 of revenue to SaaS companies in just 12 months. He is also one of Hands-Off CEO’s Scale to Freedom clients. You’ll hear Mandi and Tim talk about: “It’s a really specific program we’ve designed,” Aaron says.  “We come in, and we rehaul everything.” He briefly lists the four major levels of SaaS growth that his company ensures, which are market positioning, automating the sales process, increasing customer value, and filling the funnel. [2:12] “I originally positioned myself as an onboarding expert… when I went in to do these onboarding projects with clients, what I found was that we would do the onboarding and it would look amazing, but it wouldn't have an impact on their growth.” Aaron discovered it was due to internal problems he hadn’t solved. He shares how he changed his approach, and the results that followed. [5:30] “When I changed my beliefs around [me doing] everything and [hiring] people who deliver a better result than I could deliver, [I realized] that means I could charge more.” Aaron talks about delegating tasks. “The director of a movie only has one role, and that’s to direct.” [14:59] “And now, because of the mindset shifts and the experiences that I've had in the program and other things, I realized that I'm probably not charging enough.” Aaron’s self-confidence suffered from working with the wrong clients, which influenced his views towards the value of his service. “Now, I feel like it's not only worth it, but it's a bargain for these guys.” He talks about increasing the price of his “world-class services.” [18:56] “There are certain processes I went through that broke a lot of the false beliefs I had.” Writing and visualizing his future helped Aaron expand his mind and change his life. He explains how. [25:13] Resources Aaron Krall on LinkedIn AaronKrall.io Mandi Ellefson on LinkedIn | Twitter | Facebook Hands-Off CEO - Executive Briefing