How a $99 Fitness Program Turned Into a Seven Figure Business | Entrepreneurship | How We Profit | E2

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And here are the Cubo capsule machines in your Chibu fiale and on Chibu D.E. Hey, Appam. Hey, Appam. We're about to launch something that might be my favorite thing we've ever done on the podcast. A brand new series called How We Profit.

Now, I've been doing young and profiting podcasts for eight years, and my listeners are successful. We are real entrepreneurs with real businesses, and a lot of you guys are crushing it behind the scenes. You may not be super famous, you may not be a billionaire yet, but you've got a business that you've learned how to scale. And we want to hear from you, one of the best ways to learn as an entrepreneur is from your peers. And I found it super helpful to be in these peer entrepreneurship groups and learn from other entrepreneurs who are at my level,

but just in a different industry.

“So that's what I want to bring to this podcast.”

I want this to be our own peer group, but on the podcast, and so I'm going to be interviewing people who are making anywhere from 500,000 to $10 million a year. They're not super famous, they're not the typical billionaires that are on my show. These are real entrepreneurs who are crushing it behind the scenes, and we're going to uncover what they do to sell, how they get their customers, what their profit margin looks like, how they market, and so much more. It just sounds like you and you want to be featured on young and profiting podcasts for our How We Profit series.

Just head to young and profiting.com/apply and share your story. Let me know why you think you should be featured on the show. Again, that's young and profiting.com/apply, and who knows, maybe you'll be our next guest on young and profiting podcast. How do you decide, like, how much to charge brands? It depends on what it is, real and posts, and they need extra photos, also white listing.

That's where you can always charge more.

You think you can charge more for white listing? Yeah, I would say that. The minimum for me right now for one reel on my page is about 5,000. In extra 1,000 to 1,500 for stories, I've also done like a 6-month deal that has been like 35K. Today's guest is a fitness influencer that generates multi-six figures off her personal brand every year.

There's a big difference between being a fitness influencer on Instagram and building a fitness brand that actually makes money. Tara Loffera has done both.

“Do you think that there's any underserved markets in the fitness category fitness industry that you would recommend that other people tackle?”

Whatever you are passionate in, like there is an niche for that, PMDD, indomitroces, a lot more menopause coaches I think could be out there for sure. There's always opportunity. You ever felt like your personal brand became a trap where clients only wanted to work with you. Or do you feel like you've fully been able to create a brand that doesn't need your face anymore? This is such a great question I wasn't sure where you're going with the trap, but yes.

So you're doing an over a million a year as a creator.

What's the profit margin on like an app subscriber and how much money are you making per person typically? When it was just me, I think the furthest I could go was around 550 for the year. Okay, right now we're almost... Yapp fam, welcome to a brand new format on young and profiting called "Howly Profit Wednesdays." On our flagship Yapp episodes, I sit down with world-class entrepreneurs, billionaires, CEOs, authors and experts to pull out all their big lessons.

But on Wednesdays, we're going to be doing something totally different. "Howly Profit" is where we zoom in on real businesses in real time. These are entrepreneurs who are listeners in the Yapp community from all different industries. Founders, business owners who are still in the middle of building, and they're opening up about what most people keep private. We're not just asking what's your story, we're asking how does your business actually make money.

“What are your margins? How do you get customers and what are your sales secrets and marketing strategies?”

These conversations are not going to be a polished, highlight reel. Or a vague success story. It's going to be a behind-the-scenes business breakdown with all the receipts open.

Because young and profiting has always been about helping you learn from the best,

but becoming successful doesn't only come from studying entrepreneurs at the finish line. Sometimes the most useful lessons come from somebody who's just a few steps ahead of you. Failing it all out in real time. So, every Wednesday we're going inside a real business to uncover the numbers, decisions, mistakes and strategies so that you can apply the same things to your business. This is How We Profit Wednesdays. Welcome to the show.

Thank you so much for having me. I appreciate it. I'm super excited. You were one of my first guests on the How We Profit Wednesday format. And I immediately thought of you when I was thinking about this because you're an awesome creator.

And you just have such a unique business. Like you've got multiple revenue streams, so I really wanted to invite you on and kind of unpack all of that.

So, thank you for joining us. Yeah, thanks so much for having me. Okay, tears. So, you are a creator entrepreneur. You make money in multiple different ways. You've got a business broads. And you also make money with your personal brand as well. So, talk to us about all the different ways that you make money.

Yes, I would say like the umbrella is my name, but I have broads which is my fitness app. We have group programming, one-on-one coaching, and also some program one-off like PDFs. Then we do, I have some content creation on my Instagram TikTok. A lot of that user-generated content as well. So, there's a tons of different revenue streams like both on the broads business side and then also on the TL side.

“I love that. Now, what is your biggest revenue generator out of all the things that you do?”

Are one-on-one premium coaching? So, let's stick on broads for a minute. Okay. So, do you think about it as like a life cycle where you have people buying something really low, tick it, and then you're kind of like upselling them to coaching, which you just mentioned, is the most way that you make money. How do you think about customer acquisition? It's actually the opposite. Most people come in on the one-on-one side.

They stay with us for a certain period of time. I have four, eight, and 12-month programs. We like to retain them for at least a year, typically on like the two-year mark, and then maybe they'll downgrade. Sometimes they go from high to low back up to high, but I would say for the most part they come in on like that one-on-one high touch point. And how do you bring those customers in initially? Yeah. So, we do a lot on Instagram, email, podcast. People find me in different ways. I've been online for

very long time. Yeah. So, some people have been following me on Instagram for five, six years, and they

“feel like they know me and our ethos with broads. And so, when they get on the call with us,”

for, you know, to work with us, they're like, it's kind of a no-brainer. So, you already warm them up on your podcast on your Instagram. And you could be years later before they actually contact you. Yeah. For sure. I mean, and sometimes it will be, they'll be like, "Oh, yeah, I've flipped, and listen to your podcast for like two years." And I'm like, "And you're just signing up with us now?" But it isn't wellness is like one of those things that you, a lot of people don't think that they

need or should need some sort of trainer in their life because they think, "Oh, I'm going to work up on myself. I got this." And then it's hard. You know, it's hard to keep up with it. And so, our one-on-one really allows them to like, be held accountable and stick with their actual goals. And we see a lot more results on the one-on-one side than we do on the group side. Now, if you're funneling people from multiple different places, like, are you sending them to

some sort of like landing page where they learn more? Like, how do people actually buy from you? Yeah, great question. So I do have a landing page where like the group programming side of things. We also have a bunch of lead magnets. So lead magnets, anything from how to deadlift to how to do mobility, macro-neutraint guide, they get in our email series. We funnel them into

“book a call with us. That's how we do it on the one-on-one side. I'm the group side or like one-off”

programs. We will have like a series that will basically set them up for that. We also do webinars and

workshops and challenges. So kind of a bunch of different ways to do it. Cool. Okay, I'll get back to all of that. I want to talk about your entrepreneurship journey. I learned that you got laid off at some point. And that's what really triggered you to become an entrepreneur and start creating online. So talk to us about what initially got you posting on Instagram and starting off as a creator. Yeah, I've been on Instagram since probably gosh 2014 or something like a very long time. I don't know

about you. You're like an OG fitness influencer. Yeah. And really, I only started because I wanted to connect with other people. But I used to work in advertising and my whole goal was to be like, did you ever watch Mad Men? I wanted to be like, Joan on Mad Men, just without the oops. And anyways, I got laid off and I was like, all right, well fitness needs to be my full-time thing or I'm going to go get another job with a salary and 401k and that's what I thought I had to do.

And you were like really good at sports growing up. So that was always like a skill that you had.

Yeah, from the fitness like an athletic side. Yeah. Yeah. I mean, I would say that, but I never knew anything about business. And so I just thought that like fitness was just like a side job or a side, like I was waiting tables and I was doing all these other things and I'm like, I can't make fitness or content creation of full-time thing. But yeah, I did get laid off and I was like, all right, I got to go all in. And so I did have a bunch of different jobs that led me to making fitness full-time.

I was co-owner of a studio. I did some marketing consulting on the side and then I fully went like really all in in 2018 when I started my monthly subscription based program. So for our app listeners who are interested in becoming influencers and whatever niche on Instagram and on social media, what would you recommend they do to get started? Like, how did you get started?

build loyalty, build education, gives people something to come back to. And people need to get to

“know you. Like, I we mentioned earlier, you know, they some people listen or watch for years before”

they become clients. Like, there's a lot of noise out there. And so if you can find your way that people actually like reach out to you, that's where people can really see, oh, I am going to see the results. This is going to work for me. So you got laid off? Yeah. What happened next? Like,

what was the first way that you started to make money online or just in general? Online, like,

as an entrepreneur. Yeah. Well, yeah. I was teaching some group fitness classes. I was doing a lot of one-on-one coaching. And then the first thing I ever did was February of 2018. I launched my first eight week program. It was just a PDF that I sent out. We had a bunch of videos associated with them. Did you have a following at that point or no? I did. It was fairly small at that point. Okay. Yeah. It was a $99 eight week program that I launched online and put it on my Squarespace website

and just, you know, put it out there. And I ended up getting like almost 100 people. The first time I did it was just awesome. And then I basically just took that profit and made another one. So right after that eight weeks, we just did another eight weeks. And then I was like, oh, this is actually working. Let's make this like a bigger thing than we created the monthly thing on Shopify is where we started it in July of 2018. I loved that you mentioned Shopify. Actually, our guest yesterday also

mentioned that she started scaling with Shopify. It's such a great platform for folks to really

get started with their first e-commerce business. So how are you using Shopify for fitness? Like,

what, how are you selling on Shopify? Yeah. It was actually really hard to build while we, I don't use it currently anymore because I have my own business on App. Yeah. But it was, I had to hire someone to help me kind of do it in the back end where you can just see the workouts and not anything else. But then we would add some merch or some one-off programs there. But it was basically just like a blocked website. So you can kind of do that anywhere. So you like leverage Shopify even though it

“wasn't perfect for your use case. And that's why you eventually launched the broad app. Yeah.”

And I mean, what is perfect at the end of the day? Yeah. Yeah. Every app or anything you do isn't going to be exactly the way you wanted to. But I knew that like, if I didn't take that messy action and keep that momentum going, it was going to be so hard for me to jump back into it. Yeah, fan, when I started my business as a side hustle, I was working full-time at Disney. But once I started bringing consistent revenue and I had retainer clients, I knew it was time to go

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off the back of your popularity on Instagram. Like you're really well known there. Your posts do

“really well. What was like the evolution? Like how did you decide like I'm going to start?”

Because I think you started with like workouts, right? And now you do more like POV and it's not just workouts. Talk to us about the evolution of your content. How you thought about it at first, some of the things that you learned over time in terms of like how to convert followers into customers. Yeah, like I said, in the beginning it was just kind of like to post post to post, you know, bringing in community and just like connecting with other people. Then it was a lot of workouts

and then it got into like a this or that. Very educational based. I do have, I did a lot of skits. A lot of skits with my husband, you know, kind of funny ways to teach people how to move their body.

Those actually always did really well because people loved that entertainment. That would say.

And so it did, I did that for a couple of years really that I shifted a little bit more into like longer how-to videos that I shifted into like quick, easy fixes, maybe hacks. Now that I have rods and it's the bigger business and I realize that like fitness and wellness isn't just like how to deadlift and it's nutrition and mindset and how you talk to yourself and how you show it for yourself. There's a lot more like of that content now. So I've really ingrained it in part of my

lifestyle so that people can see that it doesn't just have to be the workouts and all these other components really come into play. A lot of listeners that listen to this podcast, they're really interested in becoming creator entrepreneurs but something that they might not realize is that sometimes that can become a trap with your business. Have you ever felt like your personal brand became a trap where clients only wanted to work with you or, you know, you felt like you had to keep

posting content in order for the business to survive or do you feel like you've fully been able to create a brand that doesn't need your face anymore? This is such a great question I wasn't sure where you're going with the trap. But yes, before I started broads I had a brand TL method. It was a terror law for a method and all the workout programs and everything was just based off of me and my name and me showing up as the coach and I realized very quickly that you burnout

really fast when it comes to that. You know this a lot of people I'm sure hearing this and like there's really so far you can scale by yourself and in order to step away from the business at all

“like take any time off you need to be able to like have this brand. I still to this day”

I launched broads almost two years ago. Still feel like it's it's my brand like I'm the face of it but we are slowly starting to peel back from it. I definitely think that I trap myself in that place for a long time but you have to like slowly kind of peel away to step fully away. So I guess to your to answer your question yes it is easy to get in that trap and you can also kind of introduce and peel away other layers so that people can see that it's not just me and that

we can create the same experience with my coaches and my team as well. Okay let's compare and contrast the economics of the app versus coaching versus well let's stick with that. App versus the coaching program. So like how much do people pay to be a part of the app? How many subscribers do you have like what are the economics there? So I do a free trial so seven days free and it's $49 a month

after that. I have basically a bunch of different workouts plans, different scenarios there but

anyone can join it anytime. So I mean like membership base it ranges it just depends on like the cycle of what we're promoting at that time. On the one-on-one like more premium coaching side we do four months for 3,000 and then we have different programs after that so they retain on

Like do you track like how long they stay for and like like what are the KPIs that you're looking

“at and how much money are you making per person typically? Yeah that's a great question so we have”

like monthly and then we have annual so the annual is just more affordable for a lot of people so we have more people on the annual. We always sell more of those than the December January and so we

kind of when we look at the profit for the year it's always a little bit heavier in the first of

the year for both one-on-one and the group coaching side. As far as the like the retention the long time or the client lifestyle or the client life cycle we're about nine months for our group program right now for a not even two-year app at this point too and then on the one-on-one one-on-one side we're about six months. Do you feel comfortable sharing revenue numbers so that people like understand how much a creator like you could make? I'll give you a range. Tell me okay tell me

how much like how much your app makes per month versus your group coaching per month or like your yearly revenue just so people get an idea of like if I'm able to grow my Instagram to 300,000 yeah and put out these programs like this is how much a creator can make independently like for sure yeah I mean it's interesting because like I've we've had a lot of growth since I've built the app but that was when I hired help and that was when I really like stepped away and was like

it wasn't I wasn't trapping myself in this in just me when it was just to me I think my my total like the furthest I could go was around five hundred four fifty for the year okay right now we're almost tripled at at this point based on having these different revenue streams and also me stepping away and now hiring a team amazing and hopefully I put 300k

“from your podcast ads now that you're doing ads on your podcast that's what we're hoping for”

yes I mean that would be amazing yeah so you're doing them over a million a year as a creator

you've got a like let's talk about your team so you've got coaches I do what is the business model behind the coaches are they contractors are they employees how do you pay them so everyone's a contractor right now um at the end of the day I would love to have more actual employees on the team but at this point since I'm still growing and still figuring out the business model we do have contractors so I have I have three coaches that work for me then I also have a marketing team

I have an operations and then a sales team and then are your coaches helping you close clients is that part of their job or like what's their role they're on the fulfillment side so they actually work directly with the clients with the programming nutrition mindset and like making

“sure that the client has a good experience so I would say more client experience rather than sales”

that's where the sales team comes in so I do have like a few people that work on the sales side of things and the sales side of things are they mostly doing like DM setting and then calls like like walk us through like give us specifics yeah for sure so I do have DM setters I have a closer we have triage like kind of sales people as well and that's that's where most of the sales happen but then of course people do can purchase or can buy other things through emails as well

are these people like international your sales folks they're not they're their US based all US everyone's US how much are you paying them hourly like like just curious because yeah it doesn't that get expensive it depends like a lot of the sales people that we do as based off of you know how many clients come in so so the commission they do get commission so there's a smaller base and more of a commission so they have a way more incentive to want to

bring in more clients and get more sales and how do you communicate with your team right now like what's the way that you guys communicate with each other yeah we we use Slack okay and we use click up go high level yeah so how many people are on your team right now I have eight people on our team yeah including the coaches yes so it's a small team when you guys are able to pull over a million dollars a year which is awesome yeah gang do you want to look and feel your best

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because your client's fast organized communication doesn't just feel convenient it feels professional money's on the line always say hello with quote try quote for free plus get 20 person off your first six months when you go to quote dot com slash profiting that's QUO dot com slash profiting quote dot com slash profiting so let's talk about your brand so you've reached to women women 35 plus how did you land on that like why did you decide women 35 plus well I don't

work with any men you don't want to no like zero sorry guys you're listening to this send it to your wife or girlfriend um yeah i i've been a coach for a really long time now and i just relate so much more to them i understand their experiences their bodies what they're going through

“every woman in their life is going to go through perimenopause and menopause not all will have”

a baby so there are a lot of pre-in post-natal coaches out there i have one of all my on my team their great but every woman goes through menopause and feels very alone and invisible and i want them to feel seen so my whole goal with women is to make them feel strong empowered and confident as they age so that they can in their 40s and 50s feel like a badass and so i really really need to reach down to that in the last like two or three years like has to be 35 plus typically

like our average range is about 40 41 right now too so if somebody was under 35 wanted to be in the coaching program would you turn them away it depends um if they're under 30 usually yeah because perimenopause can come basically anytime after 30 i mean typically it's usually 35 plus but some people have a hystractomy or they go into search like anything can happen yeah and so they might need that extra support but i would just say for the most part it's usually 35 plus

treat kind of like that's where you wanted to focus or was there any sort of like economical part of the decision making like do do those women have more money yes in general yeah i would say that um i would also say that it is definitely a passion for me but people also relate to that because i'm in that age bracket as well yeah not saying them in perimenopause but i'm very vocal about who i talk to what we specialize in um and people really resonate with that and i don't

feel like there's a ton of coaches that talk to that and so there was kind of it was a mixture of passion where i'm at their economic and also the need for it yeah do you think that there's any underserved markets in the fitness um category fitness industry that you would recommend that

“other people tackle yeah a hundred percent i think that a lot of people think that there's so many”

coaches or there's so many people doing entrepreneurship why would i start mine it's like there's always

a need for you and how you talk to people right of course there's other women coaches that work with women 35 plus their perimenopause or you know we have a mutual friend that works with the team women like so many of those but there's only one person that talks to them like you and so i would always say that like whatever you are passionate in like there is a niche for that in the fitness industry i mean yeah i mean i would say like anyone going through um pmtd

indomitroces a lot more menopause coaches i think could be out there for sure um a lot of mental health mental illnesses you know uh there could always be more a pre-entose natal i think just women in general don't feel seen and they just need a space to do that and so if you you're

hearing any of these and you're like oh maybe i could do that there's always opportunity

i want to talk about the app but first i want a couple more questions on the coaching business because i feel like there's a lot of people who might not want to start fitness coaching business but coaching is a really easy stepping stone as a creator no matter what you focus on to kind

“of go to the next level and do like one to many sales so what are some of the key challenges”

with having a coaching business the control i'd say like right i built this on my own and so having them speak as the business um really aligning with the brand and mission and values is is really important for the coaching side of things um they are with the clients and so that's

the most important people really that you have because they are directly impacting and so

sometimes for me it feels like a lot harder of a higher yeah then maybe like more admin or upside so i'd say that's that's probably the biggest thing and then it's always evolving just with new clients coming in the door and the experience side of things so having someone on the team that's that can be proactive in the evolution of the program is really helpful too yeah did you ever have a problem like letting go of control when it was you you know as the lead coach

“and then suddenly other coaches that maybe wanted to put their own flare on things or did you ever”

have a situation where it was hard to let go of control for sure yeah i mean like i've definitely hired some of the wrong people over the last few years for sure and you learn it sometimes the hard way and sometimes like in an easy okay that we can step out of this um we don't know until you try and that's kind of what i've been just really leaning into the most this last couple years so what made you decide to launch the broads app gosh the a million reasons that i've already spoken

about today but i guess the the main thing is that i want to be able to reach more women in a place that felt really good for them so i i launched it for the monthly program right the group app but then it's of it's the same app it's just a different dashboard for the one-on-one coaching so it's really easy to go back and forth like the experience doesn't really change that much you're just getting more out of the app um with the one-on-one side so i wanted to build it to have a

place where women can actually see their workouts and see their progress and see everything in one place but also be a part of a community that is very like-minded and empowering non-judgements and inspiring for them how do you foster community within the app is there like forum or something like that yeah so we do have like forum within the app but we actually use what's up through our community and it's been really really great to see other women in the community connect with each other

and um and really have a lot of success there i've done Facebook groups i do have a Facebook group before my like group program i do personally feel like Facebook is not the place to be anymore a lot of people don't want another social media app and so we wanted to test out what's happened it's

start their own app yeah i believe that i read that that it was quite a challenge for you to launch

“your app at first for sure yeah yeah give us the nitty gritty spill this spill the beans”

i had so tell us it was on top of i and then we built a custom web app that was the monthly program

that i had before broads um it was on a custom web app and everyone always asked for their own app

web app and i don't know how much i'm sure a lot of people know that web app and an actual app are different but really in the grand scheme of things they're not that different right i don't know if people really know what you mean what do you mean okay so uh like an uh web app is just like an application that you have on safari or google chrome it looks like it app you can actually save it on your phone as the home screen and it'll show up like a little app icon however you are getting on

the internet to actually like or you're getting on like a website got full that up okay those are different and yes there are a lot of like intricacies there that are different but

“it's the difference between being on a website and an actual mobile app okay so people asked for that”

for a long time so i said okay we're gonna do this i spent a lot of money a lot of time which money did you spend on the app over a hundred grand 130 grand or so okay um and we don't use that app anymore and okay so you spend under a 30 grand on an app that you don't use anymore yeah i didn't work did you like hire a vendor or like did you like who did you hire to build this yeah i hired a team a development team okay i hired designer like we had the whole thing planned out

and we launched it November of 24 and for the first like three months everything broke

like people were signing up and things were just breaking breaking breaking it was just miserable and then i hired an outside resource to be like how are we gonna fix this i had it freelance there was so many things happening behind the scenes and basically the more people i was having look at how it was built the more people were like why did you do it this way and then harder we've been seven months and six figures and i was like we need to change

so we wrapped it and rebuilt it through another platform and hindsight what would you say were the big learnings from having that failed app experience like what do you wish you had done first before like engaging a team to build an app yeah you know what like at the beginning i was so upset and so regretful of the experience and then i realized i really truly did as much due diligence as i possibly could around this app how is going to build it the research

the competitors and i wish it was maybe a year later where there's apps like lovable where you can create an app in two seconds i was just gonna say i was gonna ask you about that there's so many opportunities now that i wish that i had it was yeah i mean it was like probably six months to and you probably a year too early when did you launch it November of 24 wow and how much did you spend the second time you built the app like what was different

yeah so i actually it's um three or dashboard called exercise.com so now it's just white labeled so it's it's all my own and it looks like my app but it's just on someone else's dashboard but no one else would know that it was on that platform got it yeah that's like i think go high level is like really similar for other coaches and things like that yeah yeah i mean like there's kind of a thing there's like so many other ones out there but this was like this is specifically

for fitness got it uh and now it's just like when i was building that app i was just like yeah i guess in constant difference must have been insane oh it was ridiculous and i at the

“end of the day i didn't want to be a tech CEO and that's what i was starting to be with this app”

build out i was i just didn't know that much about it and it was very naive of me but now that i see that i can do the same thing but in stay in my own lane of coaching and the experience for the client it's such a better opportunity for me yeah yeah that sounds like a smarter way to go about it and i was gonna ask like now that anybody can i'm creating AI apps yeah yeah like i'm feeling i'm like yeah i'm not but no but it's nothing special you know like anybody can create an app

anybody so how does that make you feel about the broads up do you feel like that's threatening to you or is it just like we've got a note i've got my personal brand and the brand south like how do you think about that now yeah it's interesting i hear that a lot and at the end of the day there's a lot of really great things that are coming and our tech world is going to change yeah things AI is going to take over and things are going to change people are like are you

worried about being a coach because AI is going to take over there will always be the need for human

experience and we create that in a very intentional and purposeful way i do also feel like the

lonely as they age they feel you know they don't want to be on a screen all day talking to some random

bot yeah you know so they're they're will always be that need for us at least for the next five

“ten years i believe i do think that there's a lot more opportunity for people which is really”

exciting for them but for me personally that doesn't feel like uh scary so are you closely monitoring like how many active users you have and and like are there certain capia is that you're really focusing on with the app specifically yeah definitely active users we focus a lot on retention right now so like how long can we keep a client in because typically like with fitness and wellness like you're not seeing real the real results you want to see until nine 12 months time and so that's

really the number that we're focusing a little bit more on rather than active users we also look at how many people are coming in through lead magnets how many sales calls who's showing up to the calls how many people are closing a lot of like numbers when it comes down to that are you doing webinars yes we do one a quarter what is your sales cycle like like do you have like certain

“times of the year were you doing like big pushes like what is your sales cycle look like yeah so we do”

one webinar a quarter and that's usually when we have like our cohorts when like all the moments start at the same time okay we did what we do yeah one in the spring we have one in June

that's coming up and that'll usually be like a bigger cycle and we always do one for Black Friday

Cyber Monday because that's just a big time for people to come in and then around the new years those are two major ones how many people do you like how do you get people to the webinar and how many people actually show up and are you doing the webinar yourself yeah great questions just like the coaching experience that it's evolved a lot over time it's been me it's been me and the coaches the next one will just be back to me at the end of the day like when you're mentioning earlier like

it is still my brand people really resonate with me and they're coming from my page so we're actually

“this will be our first time we do ads for the webinar yeah I've never done them before actually”

they've all been organic so I'm excited to see what that's gonna look like but yeah so I will

actually run this one and we'll see how that goes I can give you some context I I do a lot of webinars and I also tried paid ads and I had very bad results and the reason why I had bad results is because webinars are great for trust building and often like you can shave off like a lot of time in terms of getting people to actually convert like two hours on a webinar is the equivalent of somebody following you on social media for like three months you know even in terms of the trust

but sometimes that's still not enough so I would have people would not show up as often who are coming through paid ads because you build that trust with them and then they may show up to the webinar but they're less likely to convert because you haven't built up that trust because they don't know you from social or from your podcast and so we saw like really bad results with paid ads but the webinars for me because like I'm not a huge celebrity yet it might work for like a

really big celebrity so the way to combat this is like making sure your email before the webinar is really great that you're giving them podcasts content and like making sure they're really building up that trust before you actually get them on the webinar so that they're really warmed up just like anybody else would be from your social so that's just my two sons on yeah yeah we have like a four week kind of leading up to an email series and then even after as well perfect yeah so

this is all new and so we're gonna test it out and see how it works but yeah that's all good to know are you using text no not not at this point you know that you can collect phone numbers from zoom as well okay yeah okay when you're when you're getting the um learning on webinar so I know a lot of however okay so webinars are a big thing for you just new though mostly organic just like through social right now getting the webinar signups or mostly through social or just like in like sales cycles in

general got it so like you putting up posts what kind of posts work the best when you're promoting something stories stories do the best yeah like actually posting stories are you telling stories um oh no so yeah Instagram stories is usually when I'm like getting the most people in the door yeah I would say talk to camera real story telling those do pretty well too especially when it's a very controversial opinionated hot take the adult definitely get people in the door but I would say

yeah for the most part it's like Instagram stories if I can show up there in a way that really resonates with someone in that moment in time those do really well okay let's talk about sponsorships so like I mentioned your podcast just joined the yet media podcast network so you weren't

monetizing your personal brand for a long time so talk to us about brand partnerships how you

think about them how you typically price them and some of the trends that you've been seeing working with brands lately yeah I love brands partnerships now in the beginning I was kind of just like yeah work with anyone and do anything and now I've been doing this long enough to know that that doesn't work and doesn't work well I typically work with brands for at least 3, 6, 9, 12 months at a time

“because that's how long not only I need to trust the brand but also my audience does too especially”

since they've been around for a lot of them have been around for a long time I work with brands that just feel very organic and authentic to me I definitely will try out everything or I'll be already working with the brand beforehand as well and then we basically test it out with the brand for 3 months at least and then we'll do a renewal if it feels like it is a good fit moving forward yeah and how do you decide like how much to charge brands I do have a brand manager now so

he actually finds the deals we talk to each other and kind of negotiate the price of it

and they take 20% so we're always like looking for the price that I'm trying to get and yeah

there's on top of it does it change based on like your reach or your followers or is it more like a flat feed that you're like this is my time and this is how much I want to charge like do you think about it based on numbers or are based on your time it depends on what it is there's

“so many different ways to look at it I would say for the most part it's based on time experience”

what they're actually looking for how much is involved in the deliverables like is it stories and newsletter and real and posts and they need extra photos also white listing yeah white listing needs to really really popular so that's when a brand is basically boosting a post that you put up and that's becoming really popular yeah and that's where you can always charge more exclusivity you can charge more for that so you think you can charge so that's this is interesting

because I'm trying to figure out how to how to how to charge for white listing across the network you think you can charge more for white listing to me I feel like it's a benefit for the influencer because you're getting so much promotion it's still their brand and it depends on how you actually structure the video like I've done a couple white listing recently where it feels very ad centric so yeah it's still me in it but it's like oh this is the brand that I'm promoting

“not like me my brand the services I do yeah so yeah 100% if they're going to make me they're like”

spokesperson that means that I'm like their model so I should be charging more for that talk to us through like what a white listing deal is like are you just shooting like hooks and giving them b roll are you giving them like a set video give us example pricing like try to give us like some real detail yeah let's do a couple different examples so I've been working with a company recently I am eight I'll actually I'll create the real for them I'll post it on my

feed and they'll actually just boost that post that would be an example of white listing I've also done some where I actually create the video I don't have to post it at all on my feed and they use it on their side where they're actually promoted I've also done those are typically talk to camera slash b roll it's a little mix of both they're around 30 to 45 seconds okay I've also done some just VO for I was doing that stands for VO oh sorry yeah um just just voice

over and that's I've done that with like user generated content so I don't have to be at much in that but I'm creating the content for the brand and they can do basically what they want for it with it for a certain amount of time um that's usually in the contract of where they put it and how long they get you so that yeah there's the exclusivity piece so if you're looking what the supplement brand or something like that you're not allowed to post for another brand

for a certain amount of time you can always charge more more for that typically because obviously

there's a million different supplements and it's like you've got to be very strict on what that specific brand is but I would say for the most part the minimum for me right now for one real on my page is about 5,000 yeah um if we're doing a package deal where maybe they get some stories involved in that the stories it ranges this is hard to store a user they go all over the board but I typically would say like an extra 1,000 to 1,500 for stories within that month

yep you can also do like a package deal with that sometimes if it's like okay let's do this for three six months maybe we had this whole package for like I don't know 20k for three months I've also done like a six month deal that has been like 35k but it's like you know three reels and then three UGC pieces of content so it's not like I'm posting this same brand for six months there's kind of like a little bit of back it like there's not as much on my

just stories sometimes I'll add in newsletters sometimes we'll add in the podcast as like a piece

of that too yeah but there's a ton of different like packages but I would say like just the base level reels usually like 5k um and stories around 1,500 TikTok or if we're doing cross over yep it's usually 15 to 2,000 yep yeah and I feel like that's super helpful for people to just have some sort of gauge of like how much they can charge you know depending on their following and and their endorsement and the level of effort it takes to create whatever they're creating

for white listing we we charge like a monthly fee and typically what I charge is about 25% of

“what we we charge for the real per month okay that's how we do I haven't heard of it like that but”

I like that actually yeah yeah you just charge a flat fee per month for white listing or it would

be four months it would just be for our however long we'll just add like a percentage on top of that I think it's around 20% more okay yeah okay so it's kind of similar similar yeah but we just don't do it per month yeah yeah it sounds very what would you say is your most expensive part of running your business as a creator like what what is the most uh where are all the costs coming from for the most part from the creator side not from the coaching side from all your businesses like where you

spending the most money people people yeah yeah yeah yeah I would say on the employees on the coaching side on the content creation side I am very thankful that my husband helps me a lot with like a creating videos he helps me edit them it's really helpful but I he does have a full-time job and I

“do need a little bit more help so that is definitely an expense hiring a videographer getting an”

editor someone to help with that but also trusting them enough to that's that's where the maybe the control comes in I'm like no it's not the way I want yeah that would probably be on the content side the video how like are you that your husband was editing your videos what a dream for over a decade oh yeah and right now like any brands that I work with you now gets a commission like we're all definitely paying him now but yeah I would say like when you want to work with brands

you want to have someone like really solid content that they can reuse and continue to work with them and so I would highly recommend like working with someone like that I agree I I find with me I also

have a creator led business as you know and like for me I feel like I just always try to think like

how do I just reduce the amount of time that I have to actually work on the business instead of

“what I do to create content how do I make that creation of content as seamless as possible so”

now I have people that help me script things and like just so many different video editors like whatever I need so that I'm not doing anything unnecessary other than what I nobody else can do which is sit there in record right yes yeah and that's hard to do because then like somebody's all else is writing your scripts and I've had people do that for me too and I'm like that's a nice idea that's the hardest thing that's the hardest thing to hire for yeah I feel bad for the

people that are script writing on my team because I feel like that's the most like anal that I I'm so anal about it and so it's just like such a high stakes thing is just script for another creator yeah and you're the one reading off of it and it doesn't sounds like you you're gonna feel it right away and then everyone else is gonna know yeah exactly yeah so if you were to double your business today what do you think you would need to do I are like four more people probably

as coaches or like dams sales people sales um operational yeah I was it maybe even someone another me probably what does that mean someone that can do what I'm doing in I'm very much like a visionary person I like to say my heads in the clouds I need someone that's like will ground me more and be like this is where we need to go and move forward so like in operations like a CEO out for sure yeah yeah that is what I would do and where do you envision the how do you envision the company like

growing like do you envision launching something new are you gonna stay doing these revenue streams for a while like how do you envision things evolving yeah since this has been like a really big growth year and we are evolving a lot with the business this is where I want to be at least for the next year or two and then we can kind of like see where we want to go next but definitely increasing the coaching staff having more availability for clients to come in which then

you know broadens our horizon on the sales team and then the ops team and at the end of the day all the systems need to be in process for it to be really tight and to be able to stream long term what advice you have for a person that's tuning in that is working your corporate job

online they're already creating online how do you suggest that they make their first like sale online

like what do you think they should start with listen to your audience yeah I mean that's the biggest thing is like building the audience building the trust well first of all put yourself out there more

“I think that's the biggest thing is like put yourself in front of a camera and record yourself”

for a hundred days straight like you're gonna get so much better at it you're going to build trust really quickly you are going to be a source that people can go to you are going to understand your audience you're going to understand their wants and needs you're going to find a problem and you're going to get the solution I wouldn't say like don't just get online to sell something get online to like help people and sometimes you don't know what they need until you actually do

your own research so at the end of the day I would say just like put yourself in front of the camera what's your favorite thing about being an entrepreneur that there is unlimited potential and that for me not just means revenue but it means more clients I get to work with more people I get to help more people that I get to bring on my team it's just unlocks more opportunities for everything really and then there's the you know flexibility aspect of it and freedom associated

with it and also hard to put down the phone and computer too so there's always a pros and cons list

but it gives you so much more opportunity than a corporate job everyone as we close out this episode what is your best advice for those listening that want to become entrepreneurs just fucking do it I've never been a perfectionist I don't know about you you I've never really understood people are like it has to be perfect before I put it out there yeah take messy action yeah do the thing even if you feel like it's not perfect it's not exactly what you want because as I've mentioned many

times I've been many many mistakes and I don't really regret any of them because I wouldn't be where I am today without those so put yourself out there do the cringe thing and don't give a f about what anyone else thinks about you if this is what you want just go for it I love it well Tara thank you for

“joining us on young and profiting podcasting so much appreciate it and that's how Tara and”

Broad's profit this episode is such a good reminder that your passion can turn into a profitable business with multiple income streams for Tara it all started with her passion for fitness she could have stopped at fitness instructor but instead she started a personal brand by putting content on Instagram focused on a corny ship women 35 plus that she could relate to and launched multiple products from an app to a coaching program to support women at all stages of their fitness

journey and while her personal brand was key to getting to where she is now her next phase is scaling broads beyond herself and her personal brand until next time on how we profit Wednesdays this is your host Hallitaha signing off hey at fam we're about to launch something that might be my favorite thing we've ever done on the podcast a brand new series called how we profit now I've been doing young and profiting podcast for eight years and my listeners are successful we are real entrepreneurs

with real businesses and a lot of you guys are crushing it behind the scenes you may not be super famous you may not be a billionaire yet but you've got a business that you've learned how to scale and we want to hear from you one of the best ways to learn as an entrepreneur is from your peers and I found it super helpful to be in these peer entrepreneurship groups and learn from other

“entrepreneurs who are at my level but just in a different industry so that's what I want to bring to”

this podcast I want this to be our own peer group but on the podcast and so I'm going to be

interviewing people who are making anywhere from 500,000 to 10 million dollars a year they're not

super famous they're not the typical billionaires that are on my show these are real entrepreneurs who are crushing it behind the scenes and we're going to uncover what they do to sell how they get their customers but their profit margin looks like how they market and so much more it just sounds like you and you want to be featured on young and profiting podcasts for our how we profit series just head to you young and profiting.com/apply and share your story let me know

why you think you should be featured on the show again that's young and profiting.com/apply and who knows maybe you'll be our next guest on young and profiting podcast how do you feel? how do you feel? how do you feel? how do you feel? yeah I have a lot of time to get to your future. you have a connection? no but how do you feel? wow and that's just a bit. yeah the market is almost automatically. it's so exciting. hold your money to your team and start with how do you feel?