Episode 117

Episode 117: Year-End Planning Strategies Unveiling the 5 Key Steps to Success

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What you’ll learn in this episode:

In today’s episode, I reflect on a recent discussion I had with female business owners about year-end goals and planning for the upcoming year. Many entrepreneurs tend to shift their focus to the new year as soon as November hits, missing out on the potential for growth and success in the current year-end months. Although it’s important to plan ahead so you are poised to start the year off strong, failing to maximize the last quarter of the year, especially November and December, can leave you missing out on sales, momentum, and impact.

Today we’re going to walk through the principles I apply to my business each year, and that I help my clients use to make their year-end powerful and lucrative. You can use these principles to make sure you’re set up for a strong year end, whether you’re a start-up or an established business (these work for everyone). By implementing these steps, you can make the most of the last few weeks of the year, ensuring a powerful end to your current year and a strong start to the next. Be sure to give it a listen for valuable insights and tips to boost your business!

In this episode, you will learn to:

  • Get Clear on Your Goals: You need to identify your year-end goals, whether they are revenue targets, traffic numbers, or specific achievements like building my email list. Starting with a clear understanding of what I want to accomplish in the next six to eight weeks is essential.
  • Select An Offer: Selling everything is not the quickest way to create growth or make more money in your business. Learn why and how to pick a product, service, or bundle that will allow you to reach your goals.
  • Do the Math: I know math and numbers can be dirty words, but you need to understand exactly what you’re selling and how much of it is necessary to achieve your year-end goals. And ensuring that the math aligns with your resources and feasibility is key.
  • Create a Clear Plan: No one gets to where they want to go without a clear plan. Considering all aspects of your business, including marketing, resources, and any necessary adjustments, is essential.
  • Track My Progress: Continuously monitoring your progress towards your goals and being prepared to adapt if necessary is crucial. Maintaining visibility on your journey will help you make informed decisions and stay on track.

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[00:01]

Hello, everybody, and welcome back to this week’s episode of the It’s Your offer Podcast. I’m so excited to be here to talk to you about your end. So today I was meeting with some fellow female business owners, and we were talking about goals. And we were talking about next year. And we started to focus on what was going to happen in January what Q1 was going to bring us. And as we were talking through this, we started to recognize that there was some angst under the surface, about just getting to the New Year. And although we all of us sort of came to the call to talk about our planning for the year going forward, what we uncovered as we were getting into that discussion was that there is so much more runway available in the year that we are in now, often when it comes to business when we hit the November timeframe. And even for some people, when we hit just the Q4 timeframe, people start to take their eye off of the ball off of the end of the year, and they start looking into the next year immediately.

[01:18]

Now I am a big fan of planning ahead, I am a big fan of planning in those 90-day years, I talk about a lot. But one of the most powerful times of the year, in my opinion for your overall growth and your overall goals is the last quarter of the year. So many people think the year is over once October or November hits, they start to take their foot off the gas, they start focusing on, you know, four, maybe even six months from now. And I personally think that is a huge mistake. Because especially in the world of entrepreneurs, a couple of months is a lifetime. And the end of the year, people really are thinking about where they are in relation to their goals for the year, what they either have or have not accomplish. They’re in the holiday mindset of buying things for others and for themselves. They are in this place of reevaluating and reinventing themselves or getting prepared to reinvent themselves as the new year comes. And because of all of these things. It makes q4 this end of the year, especially November December, a very, very powerful time in your business.

[02:35]

So although I’m excited to look into the next year, I think and I want to offer to all of you that the most powerful thing that you can do right now is to make sure that you are crystal clear on what it is that you want to and or need to accomplish for the end of the year. And how you’re going to do that. And so I want to spend this episode talking to you about how I drive growth, and how I drive my year end sales, or my year end goals are really just making the end of the year the most powerful I can for me and for my clients through a series of things that I do at the end of every year. And I wanted to come in here and share those with you because again, I want to offer to you if you want to have a strong year, meaning the year that you are in right now, the best thing that you can get to do the best thing that you can do, excuse me is to get clear on these last two months, it’s to stay focused on the goal that you have right now the opportunity that you have right now and plan for that but not look so far into the horizon, that you’re actually missing the opportunity right in front of you. So I’m going to dive in, and I’m going to share the five things that I do to drive my sales to drive my impact to derive my goals at the end of the year. And I want all of you to really listen to this and to look at your business.

[04:07]

Through this lens, I promise you that if you implement these things, the last six to eight weeks of this year will be the most powerful weeks of the entire year for you. This is applicable whether you are a brand-new business owner, maybe you haven’t thought about this before, well, let me tell you, these things are going to put you ahead of the pack, you’re going to be so glad that you did this, it’s going to make your results so much more powerful. And for all of us that are in it. We are established. We have big businesses, you’re over that seven-figure mark or you’re racing up to it or you’re in the multiple six figure, you know, range but you have been doing this for a while and you’re established, and you’ve got those offers out there and you’re running your business. I am here to remind you of these things that are so important for your business as well because sometimes when we’re just in it and we’re doing all the things, we kind of forget some of the most basic

[05:00]

The most powerful things that we can do to really drive results in our business in a way that actually allows us to do less and make more. It’s all about the return on your investment of time and resources. And so for all of you, this is a gift for you, too. Okay, so we’re going to just jump right into it.

[05:20]

So number one, you want to get clear on your urine goals, you want to get clear on what are the goals? And what are the results that you want, at this end of the year. And for this podcast, I’m just going to say six to eight weeks, the six to eight weeks. So that could look like how much money do you want to earn? Maybe it is a traffic number, like how many people do you want to bring into your ecosystem? Maybe there’s a program that you’re filling, it’s a holiday event? Like how many people do you want in the room? How many people does it take to fill that room? Maybe it’s a goal of getting, you know, 50 people, or 150 people on your email list over the next month, whatever it is, you want to get clear on what the goal is. I am a huge fan of starting with the end in mind. Right? Starting with the result? What do you want? Okay, so the first thing for all of us, is, we’ve got this runway, what do you actually want? What are your goals? And getting clear on that? And writing it down? Okay, so that’s the first thing. Is it money? Is it a certain number of people in traffic? Is it you know, you need X amount of people to fill a program or a room? Do you want to get you know, 200 people on your email list, whatever it is, you need to get clear. Okay, that’s the first thing.

[06:40]

The second thing is you need to decide what offer that means, what program, what service, what products, maybe it is a bundle of products, whatever it is, you need to decide what offers you’re going to sell or share that are going to get you to that goal. Now, sidenote, and I bet you’re not going to be surprised when I say this. But the side note is, I am a big believer that less is more. So if there is one thing that you can pick, that you’re going to go all in on, that you can offer or sell in this last, again, six to eight weeks, to drive you to that goal. I am a huge proponent of this. Because when you dial that in to one thing, all of your intention, all of your energy, all of your marketing, all of your messaging, all of it goes towards that one thing, you start talking to the world about this one thing that’s going to get you to where you want to go. So what is it that you want to put out there, that’s the focal point of everything that you’re doing that you’re going to go all in on over this next six to eight weeks, that’s going to drive those results. And again, it doesn’t matter what kind of business you’re in, it doesn’t matter if you’re new or you’re established as a matter of matter if your product or service, it doesn’t matter. Like what is that thing? Right? What is that offer? And it could be a bundle, like maybe you have like a holiday special holiday bundle special. Some of my clients are med spas, right? It could be some thing amazing, you know, beauty bundle, it’s totally fine. But it’s still one thing, even if it has, you know, a couple of things and a couple of products in it. So what is that one thing, and I’m a big fan on trying to really get it down to one thing.

[08:30]

The third thing is you need to do the math. Now I know numbers tend to be like a dirty word for a lot of people. It is everything. Let me tell you it is the clarity. The math doesn’t lie. It’s super simple and direct, you need to do the math. So you want to determine how much of that thing, you just pick that bundle that product, that service, whatever it is, how much of that thing you need to sell to hit your goal. So in other words, like pretend you’re going to have a holiday event and you need 10 people in the room. Okay, well, then it’s 10 bodies, right? You need 10. Fill in the blank of your ideal customer for that event, you need 10 of those people to get in the room to hit that goal. Let’s pretend you’re someone who’s selling a $10,000 program. And your goal for the next eight weeks is $100,000. Well, you need 10 of those. Whatever it is program service, fill in the blank. You want to get really clear on what this is. Now, I’m also going to say side note here. Just for sake of argument for the example on this podcast and to make my point. Let’s pretend that your goal was $100,000 in the next eight weeks.

[09:40]

If you have picked as your offer bundle product, whatever, something that is $27 I want you to do the math and divide that into your $100,000 goal. And I want you to decide if you actually want To sell that many have that thing in the next week, or next eight weeks, is that feasible? Is it something you actually want to be doing? Like just to make the math completely simple. If you have $100 product and you want to make $100,000, in the next eight weeks, you’re going to need to sell 1000 of those things. So if it’s like $100 course, let’s pretend you have a $97 course. Do you want to sell 1000 of those to hit your goal of $100,000? By the end of the year? If the answer is no, then you need to go back to the math, and go back to your products, services, bundles offers whatever. And you need to figure out what you do want to do. So maybe you have $100 course, but you also have a $5,000 program? Well, maybe within the next eight weeks, you would rather sell the $5,000 program, which is far less than the $100 course, as an example. But either way, you need to do the math to determine what it’s going to take for you to hit that number.

[11:03]

And then, in tandem to that, you need to decide if you like it, do you want to do that? Is it feasible? Does it fill you up? Does it let you up? If the answer is no, go back to the math, go back to the drawing board and pick something else. Here’s the thing, for the most part, you can sell just about anything with the right approach and the right focus. But some things might be better than other. So what I suggest like, if you live here in the Boston area, you know trying to sell, you know, your summer sunshine course in the wintertime around the holidays, maybe not right? Maybe that wouldn’t be the best position to offer at this time. So maybe there’s another one, right? Maybe there’s something different. So you’re of course, always going to look at it through this lens, but within reason, you could probably sell a lot of different things. But you need to get clear on the numbers first. So determine how much of that thing you need, do the math and get clear on what it’s going to take to hit that goal.

[12:00]

The fourth thing is you want to create a clear plan. So you want to look at all the things that are happening in your business, you want to look at your goals, you want to know and look at how this is going to fit in, because you need to actually have a plan to get there. So if we go back to the example where you know, you’ve got something that you’re going to sell the $2,000. And I’m just going to use the group like they’re you’re having an event, it’s going to cost, let’s just say $100. To make it simple. You need 10 people. So you’re going to figure out, okay, how do I make you know, this $1,000 for this event? How do I build a plan around those 10 people? And you’re really going to map it out? Like what is it going to take? What does it going to take to, you know, pull this together, have the venue, have the invites, have all the pieces that come together to you know, make the event amazing, all the marketing around it, any support that you need at the event, what you’re going to share at the event, all these things are part of it. Maybe there’s product sales, maybe there’s all you know, decorations, all the things right, you want to get really clear on the plan to actually make it happen. And you want to look across your business at all the things that are happening within this timeframe, to make sure that you’re clear on how you’re going to actually execute on this. That means looking at your resources. That maybe means looking at what things need to shift, it might be looking at workload for your team do you need to hire some extra help? The plan is everything. Because often what I have seen with my clients, and even in my experiences in corporate for decades, and in my own business, people really fall down in the execution. There’s all these great like pie in the sky ideas. And maybe you even see it, it’s like your napkin plan. And then when it actually comes to making it happen, we don’t plan accordingly, we don’t get really clear on that. So you want to get really clear, so you know what it takes, and so that you can easily execute. And so you want to really flesh that out and make sure that you know, where is it going to fit in? What is it going to take? And how do I make this happen? Armed with that plan, you can then go into your next eight weeks with clarity and momentum. Because you know exactly what needs to be done. You know exactly what target you need to hit, you know exactly what you’re selling. And everything comes into this beautiful ecosystem of organization and clarity, and you are unstoppable.

[14:33]

And then the last thing is number five, you need to track your progress, if only everything in life and our business went exactly as we wanted it to like oh my goodness, please somebody tell me how is it possible? It never happens that way, right? Life happens. Your business happens, all the things happen. But it doesn’t mean you can’t hit your goals. It just means that you need to track what’s happening against the clarity of where you want to go with full visibility to what’s happening around you so that you can shift. I will share with you as a side note, one of my amazing clients. She’s a wealth coach. She actually went into this timeframe with a launch. She had actually she’s a program. It focuses on helping women retire powerfully. And she was watching this program and she had actually had a waitlist. And she had sold some of the spots in her program in her last launch that she had done about a month and a half ago. So she was poised. She’s ready. She has all the clarity, all the things, she’s a rock star, she’s doing her thing, everything is set up. And lo and behold, she goes into launch, and tech snafu, like totally 100% completely out of her control. Like the system, Fritz, she’s on there with support, totally not her fault. But here she is in the middle of this launch, with all the best laid plans. And the thing is just crapping out. Really, it’s like our worst nightmare. And how many people listening to this have been there like all of us. So the thing that was a huge, huge success, in my opinion, is that she didn’t skip a beat. She stayed focused, she knew where she wanted to go. She knew how many people she wanted in that course, she took control of all the things that you could take control of that, that tech was like totally screwing with. And she made it happen. And she pretty much sold out. In fact, I think she either sold out and has a waitlist her program, okay? This is what happens when you are able to have clarity, and your poise around where you want to go. The show goes on.

[16:43]

And for all of us who are entrepreneurs, this is the stuff that separates success, from not success. It’s knowing exactly what you want. It’s doing the things you can do, it’s getting clear, it’s doing the math, it’s setting up the plan, and it’s tracking what’s going on. And then it’s really raining in and getting creative when you know what hits the fan. And let me just tell you, for everybody here, there is going to come a point in time when it’s all going to like go nuts, because that’s how that’s life, right? But we don’t stop, we are entrepreneurs, we are amazing, we are on a mission, we want to have a big impact. And so we just grab the reins, and we keep going, you can only do that when you’ve got your ducks in a row. And the most powerful results, it doesn’t matter if it’s in the eight weeks at the end of this year, or it’s in the summertime, you pick the timeframe.

[17:36]

Here’s the great news. This applies to all times of your life all times of your business. It’s about clarity, it’s about understanding what needs to happen, and what is affecting other things. And having a plan and then being able to go into it. And get creative when you need to get creative and maneuver those resources and the energy and the time. And, frankly, your Saturday when you need to. Because let’s face it, life is contested sometimes. So if you really want to drive these last six to eight weeks of your year, and frankly, anytime in your business, it is by doing these five things, and I’m going to recap this. And again, it doesn’t matter if you’re brand new, it doesn’t matter if you’re establish, we all can use these things. And I would say, you know, for the people that are just starting out, we probably didn’t think of things in this way, right? It’s probably new, you’re going into it new for the first time, maybe you haven’t done some of these things before. So this is going to be a blueprint that’s gonna put you ahead of the curve. For those of us that are established. Many of us have forgotten this, right. It’s like such a simple thing. But we are in the mix of all the things happening in our business. And we just forget we get caught into the current. And so this is a reminder that you do not have to work harder, you do not have to throw more things. Please don’t launch 17,000 More offers, thinking that that’s going to blow out your sales at the end of the year, or switch all the things mid launch. Please don’t do that.

[19:06]

Go back to the basics. Simplify, get clear, have your plan and execute and let that thing ride and you maneuver and shift as things happen in your business. And you sprinkle in a little that magic and intuition, as it makes sense. But you don’t break the whole system. Because once you’ve planned it out and you can see, yes, this is what I think it’s going to take. Unless something totally goes awry, like I was talking about with my client whose tech totally went bust. You’re just sprinkling in and you’re tweaking things as you go along. Because if it was your best idea and you have your whole plan laid out and it’s clear and the sounds gonna go, then unless something cataclysmic happens, it’s still your best plan. So stay the course.

[19:45]

Okay, so to recap, number one, get clear on your goals. What do you want six to eight weeks from now? Is it a revenue goal? Is it a traffic number? Is it number of people on your email list? Get clear on your goal. Number two, decide What offer and I say offer and singularity, try to pick one thing, whether it’s a program service product, maybe it’s a bundle of a few things, but it still becomes productized as one product, decide what offer you’re going to sell, or what you’re going to share in order to hit that goal. And try to go all in, I’m a big fan on one thing, go all in, stay focused, and committed to that and run it to the end, like just go after it. Number three, do the math, determine how much of that product offer bundle, whatever it is you need, in order to hit the goal. So again, you’re filling a program with 10 people for an event, you need 10 people, right? It’s clear, 10 people, if you’re going to hit $100,000, in the next eight weeks, and you’ve got you know, $1,000 product, then you need 1000 of those things, right? No, you don’t you need, you know, 100 of those things are doing the math in my mind. So get really clear on the math.

[20:59]

And this is what this is a perfect example, right? Don’t just do it in your head, like actually do it so that you have clarity on exactly what it takes. Number four, create a plan, create a plan, look across your business. What else is happening in this timeframe? Where are those resources? Do you have enough of them? What needs to shift? You know, where is this going to fit in, make reasonable goals with reasonable plans. And frankly, anything is possible, but you need to have clarity and a plan in order to make it happen. Otherwise, it just becomes a complete cluster. And you end up doing things just mediocre instead of awesome, which none of us want to do. So get really clear with that plan. And then last but not least, track your progress, go into it go all in, execute that plan and track it so that you know exactly what’s happening and where you might need to tweak or, or pivot. If you don’t know what’s happening, and you can’t see where you’re going, you’re not going to have the results that you want. And this is the kind of stuff that makes either your next eight weeks a breeze, and you can really put your energy toward it, and really lift it with a lot of momentum, or it makes it controlled chaos all the way up to the end of the year.

[22:10]

So a note about this as well, for many businesses, and I highly recommend that you consider this if you’re not doing this. But for many businesses, my business included, we take a year end shutdown. And I think it is a gift, it is a gift to you. And it’s a gift to your team. It’s a gift to your clients. Highly, highly recommend it. But the success of that also is determined by what you do in the run up to it. And so planning this time out, getting clear, knowing what you want to do also set you up for a successful time out of office, it could be the very thing that allows you to coast smoothly and powerfully. And with lots of profits into the next year and into your vacation in a way that feels amazing. So yes, this is about driving sales, you know, and, and momentum, and all the things hitting those goals at the end of the year. But it’s also about waltzing into the next year feeling amazing and setting yourself up for an incredible next year, both with the results that you have, but also with the sanity and the energy and all of the things that come with being able to take that time that you deserve with your families, you know, during the holidays, or into the new year, and starting that New Year fresh and powerfully. So it’s about you know, result, and it’s about the whitespace. And you know, here on this podcast, I am all about that. So I want you to go and I want you to listen to this podcast. Again, if you need to really give yourself some space to think about your next six to eight weeks, I promise you it will be the best thing that you do for your business all year long. And there is zero downside to this, it can only go up. So either you’re going to create something that is super powerful, and pushes you to that goal, or whatever happens within that it’s going to be awesome, and you will end up better off than you started. So I want to hear all the success stories. Go and do this. Here’s to an incredible year and beyond. For all of us here on this podcast. And I am here cheering you on. So let’s do this. Until next week, everyone have a fabulous week.