Tired of running out of hours in the day? Or days in the week? Or months in the year? Katy and I like to say the days are long and the months are short, because we always feel like we’re doing so much, but it’s never enough time. In this week’s episode of Own Your Business, I share my insights on how to free up more time to spend on priorities for your company. I’ll cover: - My #1 tip to increase your productivity - Why we become less effective the more we have on our plates - 6 practical ways t...
Aug 15, 2022•20 min
We’ve all heard the phrase, It’s a marathon not a sprint. But it’s not just about slowing things down. It’s also about going the distance. Many wedding pros start off at a breakneck pace, but don’t know how to take it down a notch. Even seasoned professionals still get stuck at high speed each year during peak season. If you want a career that lasts - and you love doing it everyday, no matter what time of year - you have to operate with principles for long-term success. In this week’s episode of...
Aug 08, 2022•24 min
Do you dread peak wedding season? That time of the year when you have more work to do than hours in the day? It seems like no matter what you do to streamline your workflows or hire help to get you through, it just doesn’t work. In this week’s episode of Own Your Business , I’ll explore how to create a “place of bliss” in your business. We’ll explore: - How three different pieces create long-term success in your business - Ways to make more money with less effort - The one thing you have to know...
Aug 01, 2022•21 min
We all start our companies for different reasons. What’s yours? Even more important to know - very, very clearly - is why you’re still driven to keep it going today. It’s easy to get distracted by what motivates others in their business. Or keep running in place on the hamster wheel that you’ve created for yourself. But the sooner you connect with what drives you the faster you can build a strategy for your company that’s viable in the long run. In this episode of Own Your Business, I’ll share: ...
Jul 25, 2022•23 min
Blogging is not dead. In fact, it’s quite alive with your ideal clients. Why? Because when people want answers to their questions, they don’t go to your Home page or your About page or even your services page. That’s for later in the buyer’s journey. When couples are starting out their search for wedding vendors, they’re plugging in questions to Google and scanning the articles that come up. Those articles are almost always posts about specialized topics (aka: blogs). In this week’s episode of O...
Jul 18, 2022•27 min
Instagram is where people go to kill time. Pinterest is the place where they fantasize about a better future. If you want to work with people who dream big - and have budgets to match - it’s time to put out content on Pinterest. On this week’s episode of Own Your Business, I chat with Carolina Guzik, a luxury photographer who made her mark in the industry by attracting clients with pin-worthy images. We discuss: - Common misconceptions about Pinterest that hold wedding pros back - Why couples us...
Jul 11, 2022•52 min
Think SEO is for couples who aren’t your ideal clients? Think again. Potential clients don’t use Google when they’re lost. They use it when they’re starting out, including those who could be the perfect match for your services and price point. Tune in this week to Own Your Business for a conversation with SEO expert Sara Dunn, who dives into: - 3 big myths about SEO that cost you business - Why SEO works for services at ALL prices - Top changes to make today for a better online presence - How SE...
Jul 04, 2022•43 min
Your network is your safety net when things go wrong and your fishing net to feed your business. So how do you go about building relationships - and capitalizing on them - in a way that feels authentic to you? In this week’s episode of Own Your Business, I sit down with Megan Gillikin, a master networker and one of the most genuine human beings I know to: - Network successfully even if you’re an introvert or have imposter syndrome - Surprise and delight couples during the client journey - Connec...
Jun 27, 2022•40 min
It’s impossible to translate the experiences at Engage to someone who didn’t attend. The program is so immersive, and designed around, well, engaging with others at the event. But we can share our biggest takeaways with you. If you missed the New Orleans Summit - or you were there but want my perspective - tune in to this week’s episode of Own Your Business .
Jun 20, 2022•58 min
Let’s be honest: Planner referrals are a necessity if you want to move up in the wedding industry. Not only do they recommend clients, but they typically pay more and offer super interesting projects. But how do you get on a planner’s list in the first place? In this episode of Own Your Business, I sit down with Shannon Leahy, one of the most respected (and decorated) planners in the industry to dive deep into: - Different ways planners refer vendors to their clients - How information is shared ...
Jun 13, 2022•1 hr 1 min
Inside Scoop: Engage! Summits Engage is THE luxury wedding community to be a part of - and Katy and I are giving you the BTS of our personal experiences over the past nine years. We’ve attended a combined 25 of them since December 2013, including the new Retreat program, and in this episode we’ll share: - Why the investment is worth every last penny - How to decide if Engage is “right” for you - Top tips on networking, attire and maintaining your energy - Our favorite moments over the years...
Jun 06, 2022•45 min
Websites are big projects to tackle. Templates, branding, copy, image selection, site design/customization, blog migration, portfolio updates…and so. much. more. What parts take how long? What comes first: Copy or Design? What slows down the process? And how can you speed it up so the project doesn’t drag out for a year or more? Karley Kiker of Writefully Said (the designers we work with most on our copywriting projects) joins me in this episode of Own Your Business to discuss: - Common misconce...
May 30, 2022•1 hr 6 min
Owning a successful business means you meet your goals on a regular basis. But what if you don’t have any goals? Or they aren’t broken down into milestones that show you’re on the right path at the right pace? It’s absolutely necessary – and quite simple – to set a destination and create a road map for your revenue. In this week’s episode of Own Your Business , I’ll share with you: - Two common pitfalls I see when setting revenue goals - Why many sales and pricing plans aren’t realistic - A simp...
May 23, 2022•23 min
Here’s a good rule of thumb for referrals: For every year you’ve been serving couples, 10% of your booked business should come from past and current clients. Each season builds on top of the next, and eventually, most of your couples will come on recommendation from those they trust most, and who also know your services the best. If you’re not seeing enough referrals from clients, tune into this episode of Own Your Business , where I’ll share: - Why client referrals always trump vendor referrals...
May 16, 2022•29 min
Remember, the key to sales success is to provide the right information at the right time in the right way. Those who do will unlock the opportunity for your business grow. But if you screen your couples too much you may prevent unidentified but still ideal clients from getting into your inbox, or all the way through to contract. In this week’s episode of Own Your Business , I talk about: - 4 reasons couples struggle to book the right vendors - 3 areas to focus on if you want to book more clients...
May 09, 2022•22 min
We all want to like the people we work with. But have you spent much time thinking about it from the couples’ perspective. Remember: They want to like the people they work with too. It’s not just about how well you can meet their needs on the wedding day. They need to know you every day until then will be worth it too. In this episode of Own Your Business, I’ll introduce you to: - Mirror neurons and sales mirroring - Why they help humans to survive - How they’ll help your business thrive - 5 spe...
May 02, 2022•26 min
What’s the best way to present your pricing and packages to potential clients? I see a range of approaches in the wedding industry, from one option to a la carte, and the most popular: base-plus-a-la-carte. But research shows these ways can create push-back and analysis paralysis, among other issues. Tune in this week to learn: - How many options for your couples is ideal? - Why “framing” works? - How to make expensive options look more affordable? - When to split up the sale – and how to do it?...
Apr 25, 2022•27 min
A massive challenge every wedding pro faces when selling your services is when and how to share what you do for couples. Sales success comes when you offer the right information at the right time in the right way. The problem is, how do you know what’s the right thing to share and when? In this episode, I’m going to walk you through: - 5 stages of awareness to make purchase choices - How to tell where your couples are in the process - What you should be sharing on social media - What you should ...
Apr 18, 2022•24 min
Creating an effective website isn’t as easy as picking a pretty template and then filling in the boxes with photos, videos and copy. In fact, “pretty” isn’t the only factor to consider when you pick the template or layout your site. Beauty is in the eye of the beholder, and what looks and feels amazing for one person is hard to navigate or overwhelming for another. In today’s episode, Katy Taylor Jacobson, wedding sales expert and conversion copywriter, shares insights into how to layout a websi...
Apr 11, 2022•34 min
Couples come to you with what they want. But your job – if you want to book more couples at higher prices – is to know how to trigger what they really need. They may not know it themselves, which is why you’ll be a step ahead of everyone else if you learn how to identify what core motivation is driving the couple’s decision. In this episode you’ll learn - How to sell from the intersection of sales and psychology - 9 core desires pushing consumer purchases - 4 most common triggers for couples - H...
Apr 04, 2022•23 min
Do you think people don’t read any more? Think again. In fact, the higher your net-worth, the more likely you are to read compared to someone who’s living on a middle income. But it’s not as simple as putting more words on your website. You’ve got to hook the reader – and then tell a great story that leaves them wanting more. In this episode you’ll learn: - The differences between content copywriting and conversion copywriting - How to hook your reader from the very beginning - Why your ideal cl...
Mar 28, 2022•20 min
Your website is your online storefront – and entrance to your inbox. If you can’t generate enough inquiries, you’ll have a hard time booking more couples. But it’s not as easy as buying a template and DIYing your way to success. If you’re not going to hire a pro – or if you just want to make a few quick fixes – tune in today to learn: - How many inquiries you need to make your numbers each year - What are the hardest parts of your website to DIY - 5 quick fixes that make a big impact on conversi...
Mar 21, 2022•19 min
We talk about “connecting” with the couple during the inquiry process. But what does that mean? And how does it impact the professional relationship you have with potential clients? In this episode, I’ll share with you lessons I learned over 25 years in hospitality, including: - The top book I know to make you better at getting people to like you - 6 principles to live by when you’re trying to connect with others - 3 areas in the sales process you can implement concrete ideas to get more booking...
Mar 14, 2022•23 min
The best way to find consistent success with anything is to prep and practice. Discovery calls are no different. Getting good at conducting these important interactions with potential clients takes practice and patience. But you can easily prepare for them with simple tips and techniques. In this episode, you’ll learn: - Why discovery calls are so challenging for most wedding pros - 9 ways to prep for calls - 3 go-to questions you can ask early on in the call to get them started...
Mar 07, 2022•27 min
It shouldn’t be news to you that “brides” aren’t the only ones planning the wedding these days. Even if you’re working with two grooms - or a couple who don’t identify with a gender at all – it’s not just one person who’s calling the shots. Couples today are making joint decisions more than ever – and you’ve got to adjust your sales process to meet their decision-making process. In this episode, you’ll takeaway: - Why you’re getting ghosted when others get involved - Five different roles in comp...
Feb 28, 2022•23 min
It’s tempting to jump to solutions with couples who inquire. “Are you available, and can you send me packages and pricing?” Send them the information, right? Not so fast. And certainly not if you want to book more couples at higher rates. In this week’s episode you’ll see: - When and why you should to hold back your solutions - How to create more desire for your services - Two common missteps wedding pros make on inquiries - Why it’s hard to sell your packages and pricing on a phone call – and w...
Feb 21, 2022•26 min
Feeling a little stuck on how to get couples moving forward with the deal? If you’re getting ghosted from the start, losing momentum in the middle, or feeling pushback at the end of the decision, tune into this week’s episode: You’ll discover: - 6 principles of influence you can tap into - How scarcity negatively and positively affects people during the decision-making process - Ways to use scarcity as a strategy without sounding sales-y - How you can tap into micro-commitments to get couples to...
Feb 14, 2022•27 min
It’s hard to hear “no” from couples when you offer your services. It’s even harder when they don’t say “no” directly, but they just disappear from the sales process. And the worst is when they say “yes,” but it ends up being a no. In this episode, you’ll: - Find out why couples say “no” so much - See if it’s possible to skip the phone call without lowering your conversion rate - Discover how much talking and how much listening to do on a call with potential clients - Get tips on creating momentu...
Feb 07, 2022•14 min
Reason #294 why you’re getting ghosted? Your inquiry response. Truly. Most wedding pros end up over sharing and overwhelming, because you don’t understand the way you’re making couples feel when they first inquire. In this episode you’ll: - Dig into 7 frequent missteps you might be making on your first email - See why your excitement is actually smothering any spark you hope to create - Pick up three solid tips for your next response - Learn 5 questions to ask when getting an inquiry from a plan...
Jan 31, 2022•26 min
It’s not easy to keep up with all the emails in your inbox. But one kind of email is more important than any other – the initial inquiry – and you’ve got to find a way to prioritize it. Your business depends on it. In this episode you’ll: - Find out what researchers consider “too slow” for response time · How outsourcing your sales work can kill a business · Quick ways to get back faster · Dos and don’ts for autoresponders
Jan 24, 2022•24 min
