She Earned Her Entire Previous Year of Health Coaching Income in One Month (While Working Full-Time)

Michelle Leotta:
Welcome to the Health Coach Power Community Podcast. I'm Michelle Liotta, an ex corporate girl turned certified health coach with over 15 years of experience growing a successful online practice. I started out with no idea what I was getting into and learned a lot of lessons along the way that have given me the freedom to do the work I love and raised two boys as a single mom.

I created a Health Coach Power Community over a decade ago to make it easier for health coaches to build a career they love and make the world a better place.

At the end of January, Stephanie told me she earned in one month the same health coaching income that she'd earned in all of the previous year combined. Which is really powerful when you consider that. Stephanie worked hard all of last year, too. It's not like she was just sitting around on her laurels.

So today, we'll find out how Stephanie turned her coaching business around while working a full-time job. And did I mention, she's a mom of two. Thanks for being here, Steph.

Stephanie Smith:
Yeah, happy to be here. Thanks for having me.

Michelle Leotta:
Now, you've been part of Empowered for a little while now. For our listeners, empowered is my small group Mastermind for health coaches looking to grow their income and turn coaching into a real salary.

So, before all of that, before you joined us, you'd been a health coach for a while, and I know you were working with some clients, like the busy mom, kind of clients. You are a busy mom, uh, but you went back to work full-time as a pharmacist. Can you talk about why that was and what was going on in your life and your business at the time?

Stephanie Smith: Yeah, so when my family and I relocated from New Jersey to Vermont, and so I had left my pharmacist position, so I came up here without a job, but I decided that now was the time to. Start my health coaching business I had been thinking about for a really long time. And so I think it was the like empowerment of like, you know, I made this big move, and I pulled it off with my family.

Now I can start a business. And so I did, and I think I was kind of under the um, assumption that like. Business would just kind of automatically replace my pharmacist salary, you know, kind like maybe take a couple months. I pretty quickly, and so. You know, that didn't really happen, and I did have some traction.

I did have some clients, you know, little things here and there. I was just trying all kinds of things, to be honest with you. And in the meantime, thinking like I probably, you know, I needed to get an actual job that's like earning some income as well, and you know, finding something in the area that we relocated.

And so I'm really glad I did. I did end up going back to the pharmacy, um, because it kind of took that pressure off the business. To provide and to earn money. And so I could really just focus on, you know, making the impact, you know, still wanting to earn the money. I still wanted to replace my pharmacist salary.

That's gonna happen, but it took the pressure off, and so that, I think just brought a different type of energy to my business.

Michelle Leotta:
So there's a vote for everyone out there who's like, my full-time job is keeping me from becoming a successful health coach here. You're saying it actually helped you, 'cause then you didn't have that like desperate energy.

Stephanie Smith: Exactly. And then the other way I think it helped me is I got really laser-focused on doing things that move the needle. And I'm sure we'll talk more about what those things were, but I didn't have time, the time to waste on, you know. Creating the perfect Instagram reel or working on a program or a course.

I, you know, just spending weeks or months before I actually offered anything, like I just had to start taking. In the very time that, you know, limited time that I have,

Michelle Leotta:
Ooh, that's some of that eustress. I talked about this in the last episode, where like you are under a certain amount of pressure to get it done.

So you don't sit around and hem and haw. I just see you go, okay, boom, got it done. What's next? And I think that's really been a big part of how you've been successful. But if we rewind to when we first, you know, started working together, what do you think were like, some of the most important steps, like we just started to design this more profitable business, and what do you think helped the most there?

Stephanie Smith:
So, several things. Uh, I think the first thing that we did when we were working together is really narrowing down my target market. You know, who am I speaking to and what. You know, what problem am I solving for them? And you know, really getting focused on that. So like you mentioned before, when I first started out health coaching, I was helping busy moms get more energy and, you know, it was a little too general, too vague, and how I helped them and all that stuff.

So, really creating a framework was like the next thing that we did. Um, so having my own personal framework of how I did that. Uh, another huge thing that I've gained since working together is my discovery calls are so much better. Like I think back to the ones that I, you know, had when I first started my business, and I remember like one of the first ones I had, this was someone I even knew, and you've said this before, and they were, the person was like, so what does a health coach do?

So you're a health coach. What is, what is, she literally said that to me and I was like, I dunno.

Michelle Leotta:
Nobody knows.

Stephanie Smith:
No one knows. And so to go from that point to now, where I'm regularly having these calls and offering the amounts of money, you know, asking for the amount of money that I never, if you would've told me that a couple years ago. I would've never believed it.

Michelle Leotta:
Yeah. Big difference. And I wanna ask you more about those discovery calls, but, um, first you mentioned about your target market. We really did a lot of work iterating and collecting data on like, what could you say to the right person that makes them excited and wanna work with you?

And can you just share a little bit about how that winding road has gone and where you are now, it still may change as you move on, but I think everyone would be interested.

Stephanie Smith:
Yeah, I mean, I think so too. I think it's like something that you, we just keep testing and refining, and so, you know, to go from the busy months to then I was offering, helping pharmacists with their energy.

So that was a little, you know, the next step. And then once we, you and I, started working together, it was like really like, you know, I had been putting some offers out with like. Helping them with their career so they could have more work life balance. And the reason they wanted more worklife life balance was so they could have time with their family, and so they could have the energy to do whatever it's that they wanted.

If it was to travel or to, you know, exercise or, you know, time to meal prep. All the things, you know, you know, just get good sleep to all the things that we would love our, you know, our clients to do as health coaches. So. It was just really kind of testing it and just putting offers out there. We tried a lot of different things and tested a lot of different things, but really quick, we were like really quick and nimble.

Like, okay, let's try this. And we were just testing different offers, different messaging, um, and just using the data to like, you know, figure out what the next thing to offer was.

Michelle Leotta:
And also kind of like how it made me feel too cool because some markets, like, you know, even in my own health coaching practice, I've been there, I've done that.

This was one, I don't know anything about pharmacists. So we really kind of had to be detectives and say, you know, which words are they responding to? What kind of pharmacists gives you the best response? You know, when they show up or do they show up for their call? What do they say on those calls? Who are the ones who are signing up?

Et cetera, et cetera. So you've been. Awesome at just kind of being a scientist and going through all of that. Um, and you know, and again, it's a process that I think all of us in our entrepreneurial businesses could learn to be more nimble. Like, as soon as you think you've got it. You might not because the world changes, people change, and trends change.

So you've done a great job of being, um, willing to go with the flow and figure it out and not have all the answers. 'cause we really never do. You mentioned asking for money at much. Greater rates than you ever have in the past. You have been signing these VIP clients much higher rates than before, and I know a lot of health coaches who are listening are like, oh my God, I hate asking for money.

I can't imagine asking for thousands and thousands of dollars. How does that sit for you? Like, do you ever feel like it's too salesy, you've suddenly turned into like a used car salesman? I'm just curious.

Stephanie Smith:
No, honestly, it doesn't. I don't feel salesy at all. And you know, you've taught me this, is that if you're not signing clients, you're not making an impact.

And you know, I think it took a little while to build up my confidence and my, you know. You know what the, my value is that I have to offer, that I'm enough. I have theseexpertise and experiences and skills, you know, that we all have inside of us, or we wouldn't be, you know, trying to do this. And I did the stepwise approach.

You know, I started in one level and kind of, you know, tested and tested and so, yeah, I was like, you know, I'm just gonna. And yeah, I think that's what worked. That was definitely one of the things that worked.

Michelle Leotta:
One thing that you just kind of alluded to, I think, is so important for health coaches to hear, like, of course now I forget exactly how you said it, but something to the effect of, you know, you can build more confidence in like your health coaching abilities, your health coaching knowledge, but you are bringing in something that is so unique to you.

Like I would not be a great health coach for a pharmacist. I don't get their lifestyle. I don't understand those 12 hour shifts. I've never done it. You know, you're pulling from your background, not just as a health coach to create something unique.

And there might be another coach doing this out there, but. We're talking one or two. Like it's really, there's a very narrow category that you can stand out in. Um, so for all of our listeners, I just wanna encourage all of you to think more broadly about what health coaching is and can be, because like you said, Steph, like you're helping pharmacistswith their balance, with their career, with all these other things you know about. It's not just about how to like meal prep better.

Stephanie Smith:
Exactly. And you know what? It's funny, I didn't like consider this as an area, uh, for my, you know, for my target market for a really long time. But when I think back and reflect, it really makes a whole lot of sense because when I would, once I became a mom and started going to the pharmacy to work, I really enjoyed one, just connecting with other pharmacists.

I enjoyed talking to them about what we were, you know, doing for our workouts or what, like races we were like up, but we were like cooking in, in the crockpot today while we were at work. And I also spent a lot of years and time mentoring pharmacists in your career and kind of being a sounding board and listening and help guide them, um, as a mentor.

So it kind of just like combined like all just like my experience and kindly and so you know, ask not feeling salesy either, because it feels really authentic to, to who I'm and my experience.

Michelle Leotta:
Heck yeah. You're an expert in like 12 different ways. You don't even need more like health certifications to prove it. You're like, hello, I'm a pharm DI, think I know a thing or two about this, in addition to being a health coach and working with those clients.

So what's it like now for you, because I know you. Calls booked with potential clients like every week when I talk to you and, and it wasn't always like that.

Stephanie Smith:
No. They were like months ago by, before I have a call and I would have to like up my courage every time. And now it's like pretty, it's just become so regular.

And I've also, that happened because I just started asking for people to have calls instead of waiting for them to click on a link to book in my calendar, I just ask for them if they're open for a chat. And you taught. We had to do that and how to ask, and now it's just become, that's become more of like a habit automatically.

Like when I'm just connecting with people and talking to them, it's just like comes the natural next step is asking them to cap on a quick chat and they always say yes. And so now I just like, you know, and you've taught me like some really easy ways just to make it, you know, happen and seamless and yeah, I'm having these calls and I'm getting.

Better each day at them. And it's just naturally those calls more you have are gonna lead to clients. It's just, you know. It's just the way it is.

Michelle Leotta:
That's terrific. I know. You're, uh, you're exactly right. When they are few and far between, we get all nervous again, and we start overthinking it again. And we put a lot of pressure on that one call because it's like the only call that we're gonna have.

But when you're like, I have five calls this week. You do go into it a little looser, and I guess even willing to fail or I don't use like the word fail, but if this one doesn't work out, maybe the next one will. This isn't the right client for me. Maybe the next one is, and anyway, you've certainly experienced that.

Say a little bit more about when you are directly asking someone, Hey, you wanna have a chat about it? You've never had anyone say No.

Stephanie Smith:
I don't think so. I mean, you know, I use LinkedIn, uh, you know, it makes sense because there's a lot of, it's a professional site and there's a lot of pharmacists there, so it's just been easy, uh, you know, area to use and, you know, with the career mentioning stuff.

So I, I do have a lot of people like connecting with me and I always, you know, I don't just accept the connection, I reply back, thanks for connecting, uh, you know, what's going on with your current role or, you know, what's going on. And I just started a conversation. And so there'll be some back and forth conversation.

And then I'd say, you know, if you wanna, you know.People just, I don't think I've had anyone say no.

Michelle Leotta:
That's incredible. And so for everyone listening, it's not just that Stephanie's directly asking people and suggesting a day and a time, although that's all very good practice. It's also that she's talking to them about something that they wanna talk about.

If you were out there like, I can teach you to eat whole grains. Do you wanna hop on a call? They would be like, um, no, thank you. So it's part. Strategy, and then it's part tactics of just being direct, making the ask all the things that we can be afraid of. But hey, guys, no one's ever said no. That's pretty incredible.

Even if half the people said no, it would still be worth asking, but nobody, wow. So no wonder, no wonder you were able to say to me in January, oh my gosh, in this first month of the year, right, I've earned about the same income as the entirety of last year. What's the biggest difference now?

Stephanie Smith:
The biggest difference, I mean, in terms of the numbers, is that I, my main off an only offer is a VIP one-to-one coaching container.

And because you, I charge, you know, significant amount for that, it's easy to offer for me because I can start tomorrow. You know, I don't have to put together a program. I don't have to put together emails or court, you know, I don't have to like prepare anything. I just have to. Basically, a few steps and we could start tomorrow, essentially.

And that just seems the easiest for me. And also what I, I really enjoy doing as well. So I get, you know, excited to work with people one-to-one.

Michelle Leotta:
That's incredible. I feel like it's way more simplified than trying to, like you said, put together a whole new group program that starts on this date or an online course that you have to like do all this work up front.

Maybe it'll be ready later. This is just like a person's ready. You are ready. Boom, let's go.

Stephanie Smith:
Exactly. And I don't have a large audience or a huge email list. So for a course to really make significant money, you know, I think that tends. Do better when you have a larger list because you're probably charging less than you would as a VIP.

So it just makes sense right now as I'm building and growing my email list just to offer these one-to-ones. And I think people are really looking for that right now because I did try, you know, some other different little offers and programs and stuff, and this is what people are, are signing up for.

Michelle Leotta:
It's amazing that you've actually found more success offering a high end VIP one-to-one program versus offering something lower cost.

Stephanie Smith:
Yeah, and I kind of, again, back to that, like being a scientist or a detective, like I was picking up on people when I was offering kind of like a, the like my version of a group program slash course.

And then I was mentioning one-to-one, and then people were saying like, oh, I really like the one-to-one aspect of it. And that kind of like. I was like, well, I do too. Let's do that.

Michelle Leotta:
Let's double down on that then.

Stephanie Smith:
Yeah. I was like, well, let's just do that.

Michelle Leotta:
Oh, and that is the attitude. Well, let's try that. Well, that, oh, that someone said this.

Well, maybe I should listen. Maybe I should give people what they're telling me that they want. So smart now. You've gotten to a point where just recently, in like the past week or something, you've reduced your pharmacy hours and just tell us how you're feeling about that, and what about our work inside Empowered brought you to this next step.

Stephanie Smith:
Yeah, I mean, already seeing the traction that I'm getting this year, I felt comfortable and confident that I actually won. To pull back some more time into my business. And so yeah, I was able to reduce my hours and it started this month, and it's been amazing. I've had not only more time for my business, but then more time for myself and for my family, and it's been great.

And yeah. And I think now that I have some more, you know, I cut back my hours, I know that I'll be able to just do just a little bit more to be able to, um, yes, find my clients.

Michelle Leotta:
That's fantastic. I don't know if you can remember, but if you think back to like, before we started working together, when you thought about your health coaching business, what was the feeling in your body compared to now when you think about your coaching business?

Stephanie Smith:
The feeling in my body was that, you know, it was more of like the thoughts were like, it felt like restricted, almost. Like this isn't gonna work. Like, you know, I just kept like. This isn't working, this isn't working, this isn't working. This is never gonna, you know, be like what I want it to be. And now it feel I can actually feel what it feels like, even though I haven't, you know, achieved like, you know, the ultimate level that I'm going for.

I, I feel it now. I feel it happening, and I know it's happening. I believe it's happening. And so, I dunno, I just feel like I show up with a different energy. And I think that different energy is what's gonna actually make it happen. It's just exactly like it's just gonna all work out. And again, like I said, I'm showing up in my own personal life differently with a different energy, too.

And I think that will show up in my business differently. I, you know, I show up in as a pharmacist differently energy and you know. Having the impact that I, want to have.

Michelle Leotta:
Well, what would you say to all the coaches who are listening and watching this, and you know, they're hustling, but it's feeling restrictive.

They're not seeing results. Like, what's one great piece of advice that you could share with them?

Stephanie Smith:
You know, I guess be willing, like, you know, one thing that popped up into my head while we were chatting is just like, you know, I kind of had to go back to the beginning again. Again. You know, I feel like I've done this multiple times, the right guidance.

Willing to be a beginner again at it, you know, not thinking like, well, I had it all figured out and now it didn't work out. So I guess that's it. Well just be, you know, have a beginner's mind and, you know, and, and really just trying, if this is your dream, you'll just, you're getting there each day. You're getting like a little bit closer with each action that you take, um, happening. You just, you just don't.

Michelle Leotta:
It does not happen overnight. That is for sure. But it almost seems like it when you've catapulted so dramatically from where you are. Were so I wanna thank you so much for sharing and for being here with us today. And hey, was this your first podcast interview?

Stephanie Smith:
I've done a few as like as as a health coach, but this is my first one, like sharing my experience, you know, from a business perspective.

And it's really come full circle, Michelle. Like I remember when I first found your podcast, and I was like kind of binging on it, listening to like episode episode and thinking like, and hearing some other health coaches that you interviewed and being like, I'm gonna be like them. And you know, now I'm here being interviewed on your podcast.

So it's really a comfort circle. It's an honor to be here.

Michelle Leotta:
Oh, I love it. And listen, you guys, Stephanie's success is not a standalone story. We have wins inside our empowered group every single week. So it's very exciting to see what happens even in the first month, six months, right, of doing the work.
Differently, you know, becoming a beginner, trying it a different way, right? Like just hitting your head against the wall over and over and over. That's not it. The difference is designing a business. Meant to profit so that you can, like Stephanie said, impact more lives. When you're earning enough, you can continue coaching, you can continue doing the work and helping people, and supporting your life.

So if you're a health coach who's been hitting your head against the wall over and over and over, and you're just not earning an income that matches your effort, it's not supporting your life, we can fix that. Email the word empowered to me at michelle@healthpower.com and we'll see you all next time.

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