Ep 92: How I'm Building a $225K Revenue Baseline With Fewer, Better Leads
I have a plan to lock in $225,539 in contracted revenue for 2027 before 2026 is over.
And no, the plan isn’t to turn the lead faucet all the way up and spend the next three months trying to talk to every person with a pulse.
I actually want fewer leads.
That is probably the biggest shift in how I’m thinking about revenue right now. I already have leads. A lot of them. Between Authority Anchor, live events, DMs, and people already in my world, getting more names into a spreadsheet is not the problem.
The question I care about now is whether the right people are making it far enough into my sales process for me and my team to actually see them.
Because I don’t want to spend all of our time sorting through people who were never going to be a fit for Sold Out Services in the first place.
I'm Planning Revenue Further Ahead Than I Ever Have
Historically, it was much easier for me to look at what I needed this month or this quarter.
Now I am looking at Q1 before we are even in Q4.
Part of that comes from the way I structure my contracts. If someone signs a 12-month agreement with me in September, October, November, or December, some of that contract naturally carries into 2027.
So why would I wait until January to start thinking about January's revenue?
I can sell now. I can serve now. I can collect revenue now. And I can enter next year already knowing a chunk of the revenue is contracted.
That changes how I feel about the entire business.
I have done the months where revenue spikes because I closed several projects, then dips because I’m busy delivering those projects and have not closed the next batch yet. I can handle that kind of business.
I just don’t want to build around it anymore.
I want a baseline that is already locked in, where I know the business is covered and the revenue sitting above that baseline is extra.
One of the decisions helping me create that is requiring 12-month contracts with the clients I work with. Retainers are longer. Sold Out Services has a 12-month payment option. Even my Done For You work lives inside a larger relationship rather than a quick project that disappears as soon as delivery is complete.
The Math Starts With Better Clients, Not More Leads
I am money motivated. Give me a number and I will happily do the math.
So yes, I have looked at historical conversions. I know what certain launches and sales events have produced. I can look at how many clients I welcomed from previous campaigns and use those numbers to make a reasonable plan for the rest of the year.
But the math alone is not enough for me anymore.
I don’t want ten clients simply because the spreadsheet says ten clients gets me to the number.
I want ten people who are right for the work.
That distinction matters because I have learned what happens when I compromise on who a level 10 client is.
A level six or seven client can still be a wonderful human with a good business. They can be happy with the work, and I can be happy working with them. But the results are not in the same category as what happens when the person coming into the room already has the business, resources, experience, and buy-in to use the work at its full capacity.
I want more of those results.
Which means I have to get pickier.
I Refuse to Be More Bought In Than My Client
I currently have a proposal out for a $64,000 Done For You project.
Could I probably have rushed the sale?
Yep.
I know how to get on a sales call, build out a custom idea in real time, promise a whole bunch of things, and make somebody excited enough to say yes.
I also know that is the exact kind of selling I tell my clients to stop doing.
So I am taking my own advice.
There are specific pieces this prospect needs in place to get the result she wants, and I am not willing to pretend otherwise just because removing one of those pieces would make the proposal easier to close.
The bigger lesson for me is that I cannot care more about the result than the client does.
I can know what is possible. I can see exactly what needs to happen. I can be confident in my work.
But I need the client sitting across from me to be just as bought in on the outcome we are creating together.
If that means the proposal takes another week or two, fine. I would rather get that right before the contract starts than discover halfway through a $64K engagement that we were never trying to build the same thing.
More Leads Would Actually Make This Harder
Authority Anchor alone can generate 60, 80, or 100 leads in a month for me.
That sounds great until you remember there are humans on the other side of those numbers.
My team talks to these people. We say hello. We look at their businesses. We have conversations. We try to understand who they are and whether the next step makes sense.
That takes time.
And I care about that part. I want people in my world to feel seen, even if they never become a client.
So my answer cannot be to pile another 500 leads onto the same process and hope the right people somehow float to the top.
I need better filters.
I want anyone who can benefit from Authority Anchor to have access to it. I’m not interested in locking useful free resources behind some arbitrary gate.
The filtering needs to happen as someone gets closer to me, my team, and the offers that require more personal access.
If we do that well, we spend more of our time talking to the people who have a real shot at becoming strong clients.
That makes the sales process better for everyone involved.
One Offer Can Carry a Lot More Revenue Than You Think
A huge piece of the $225K I am working to contract for 2027 will come from Sold Out Services.
And this is where I want service providers to pay attention.
If generating $300K+ a year from one signature service is on your list, I want you looking hard at whether the offer you already have can carry that kind of revenue.
You don’t automatically need another offer.
You may need to get much more specific about who the existing one is built for, how you position it, and what has to change in delivery so the client experience stays strong as more people come in.
Inside my own business, I have a rule that the more clients I work with, the better the experience should get.
That standard forces me to make different decisions about the offer. It forces me to be picky about who enters it. It makes me pay attention to what clients actually need and where delivery needs to get stronger.
That is the kind of service business I want.
I want one signature offer capable of carrying serious revenue because the offer itself is solid, the right people are buying it, and I know exactly how to deliver it well.
Chapters
00:01 - Why I'm Rethinking Revenue Goals for 2027
02:27 - The Passive Manifestor Shift
07:14 - Doing the Math on Contracted Revenue
09:38 - Why I Want a Revenue Baseline
12:04 - Why I Actually Want Fewer Leads
16:55 - Where the 2027 Revenue Will Come From
19:19 - The $64K Proposal and Client Buy-In
21:23 - Why I'm Selling 2027 Revenue Now
25:53 - Why Level 10 Clients Matter So Much
28:17 - Can One Signature Offer Generate $300K+?
If you want the full breakdown, listen to episode 92 of Sell the Damn Service. I get into the actual numbers, the way I am filtering leads, and why I am planning for 2027 before Q4 even starts.
Ready to Restructure and Productize Your Service?
Inside Sold Out Services, I help service providers examine who each offer serves, what happens after someone buys, and where qualified clients are being left without a clear next step.
You do not need to create an entirely new business every time you reach capacity.
There may be more revenue, impact, and long-term client value hiding inside the client relationships you have already built.
If you’d like to see a library of all published episodes in a gallery with easy-to-find links to all listening platforms be sure to check out the Sell The Damn Service Episode Library.
