Episode #115:
Mindset Upgrades for a Profitable Business with Hailey Rowe

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In this week’s thought-provoking episode, Caterina sits down with marketing/sales coach and strategist, Hailey Rowe. Hailey breaks down the mindset shifts listeners can make to grow a more profitable business. She also discusses overcoming shiny object syndrome, making conscious decisions to achieve a certain outcome, and planning to eliminate the ways you are holding yourself back. Check out this episode for super tips to help you make better decisions for more success and sustainability in your business!


Hailey Rowe is a Marketing/Sales Coach & Strategist. She helps coaches & service-based business owners get clients online, develop their no-brainer offers, & grow their income & impact. She shares her F.A.S.T. framework, marketing, and business tips in her Health Coach Nation Podcast & in the Health Coach Nation Facebook Group (Facebook.com/groups/healthcoachnation).

Hailey also offers LinkedIn Lead Generation if you’re looking to increase your number of discovery calls & clients.

Since 2010, Hailey has worked in the coaching industry, as well as in Business Development & Marketing for several wellness companies & startups. She’s also a certified behavioral change specialist and human potential coach.

Hailey’s philosophy: You can have an amazing service and impact to make, but without a strong mindset, and sales and marketing plan, your business will remain a hobby. To learn more about Hailey, go to haileyrowe.com, or connect with her directly on Instagram.com/hailey_rowe.

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Expand Your Fempire Podcast #115 Transcript


Mindset Upgrades for a Profitable Business with Hailey Rowe


Welcome to Expand your Fempire with Caterina Rando, the podcast for women in business on a mission. Sharing ideas to support you to grow and thrive. Now here’s your host, Caterina Rando.

[00:00:00] Caterina Rando: Welcome back to another episode of the Expand Your Fempire Podcast. I am so excited today because I have a super smart guest, Hailey Rowe, who is gonna bring us some massive value today. Hailey Rowe helps coaches build profitable and sustainable businesses. Hi Hailey, so happy to have you.

[00:00:52] Hailey Rowe: Hi! Thanks so much for having me.

[00:00:54] Caterina Rando: Hailey, I always like to ask everybody, how did you get from great gal growing up to amazing entrepreneur? Tell us about your journey.

[00:01:03] Hailey Rowe: Yeah, thanks for asking. So I started back in 2010 and I got a bunch of different certifications, knew I wanted to have a business. I loved business and I loved wellness, but I didn’t know how I wanted everything to come together, and I loved personal development. So I got my bachelor’s in entrepreneurship and then I started to work for some startups in the wellness and personal development space for a couple years, ’cause naturally I had that thought we all have: “I’m not experienced enough, I’m not ready, so I need to get some jobs to learn the ropes of entrepreneurship and have experience at a startup.” And so I did that for a little while, and it was like a crash course in learning all the things that have to do with marketing and business development. And eventually, one of the companies that I worked with and for had a lot of delays, overhired, over-bought their equipment and things like that. And everybody got let go one day on a Zoom call. And I was using that as my sign to actually start my own coaching business, which I had always wanted to do, and I had put on the back burner during that job ’cause I was working way too much. And I realized my regret was putting that on hold and thinking it was safer to have a day job. And so I ended up taking that opportunity to build my business, working with coaches in the personal development, wellness, and life coaching space, and started the Health Coach Nation podcast, which you were an amazing guest on, and a community, and coaching programs and all that stuff. And that’s where I got to today.

[00:02:38] Caterina Rando: Well, thank you. And I love what you shared about, you know, you thought that the J.O.B. was the safe route. I think too many people think that way, because it’s not like it was 50 years ago, 40 years ago, that people had jobs for 30 years. I think they say now that 10 different careers is standard operating procedure for a lot of people over the course of our work life. Well, I love that you dived in. I love that you’re supporting coaches to build their businesses and you know, you and I were chatting a little bit ahead of time. There’s lots of different things that interfere with coaches being successful. And what are some of the things, Hailey, that you feel –somebody who’s a good coach– but what’s in the way of them having a thriving business?

[00:03:28] Hailey Rowe: Yeah, so I think the first thing is, aside from just the logical things of you need to have an amazing standout offer, you need to know how to market yourself and get clients, I think a lot of it comes down to, though, them thinking “Oh, I need to be perfect before I start,” and they’re overthinking everything and so they never get anything done. Or they get that procrastination and shiny object syndrome ’cause they’re like “Okay, there’s so many things I could be doing, I wanna do all of it.” And so then they don’t really do any of them well, they just kind of are all over the place and scattered.

[00:04:01] So I think a lot of it comes down to that, the process of getting clients, creating an offer, deciding on what you’re gonna speak to on social media, that’s not hard. What gets hard is all the mindset, drama and overthinking and perfectionism that stops you or slows you down in doing some of those things.

[00:04:21] Caterina Rando: Yeah, it all comes down to mindset, doesn’t it? If you don’t have the right mindset, you’re not gonna be able to thrive long term. Okay, let’s upgrade everybody’s mindset. Hailey, what are some of your super tips to make sure that we’re maintaining a good mindset when we’re in business?

[00:04:41] Hailey Rowe: Yeah. So one of the things I like to start with is the tip to give yourself better questions. So a lot of times we’re asking ourselves things like “What’s wrong with me? Why is this so hard? No one’s paying attention to me. Why even bother?” instead of questions like “What can I do today to expose myself to new people in my niche? What can I do today to build my belief in myself? What can I be thinking to think like my 10k+ per month person would be thinking?” So better questions that lead you towards more positive, compelling action steps and answers is the first thing you have to do if you wanna shift your mindset. Because our brains naturally like to go towards everything that’s wrong, and we have to deliberately train it to focus on more positive answers. I don’t wanna say you wanna just immediately shift to positivity if you don’t believe it. But when we start to bridge ourselves there, meaning instead of thinking “Oh, why am I amazing?” and feeling like you don’t fully believe your answers, just start with like “Why am I capable of doing this? Well, I know so and so did it, and they are no different than me. I know, blah, blah blah.” Like just start to bridge yourself towards that and you will be able to train your brain to think differently.

[00:06:02] So that’s a first tip, and I think another tip when it comes to changing your mindset is to decide consciously that you’re gonna bring value or get value out of everything. So I think a lot of times coaches think like “I don’t know if this is gonna work. I don’t know if I’m gonna be successful or make it.” And my thing is like just decide that you’re gonna hit a certain goal, and keep working towards it until you do. It might not happen on the timeline you thought. It might not happen the way you thought. But you get to decide, and that’s the coolest thing, like that you can do something and you can achieve a certain outcome. So that whole process is about who you become on the journey to get there. And the goal is just the cherry on top and the bonus.

[00:06:49] Caterina Rando: That’s great. I like to say a goal is decision that has been made. And a lot of times, as you’re saying, people roll around with all their ideas, but they don’t make a decision. And the most important decision is the decision that “hey, I’m gonna be successful, I’m gonna be determined. I know there’s gonna be setbacks, I’m gonna bounce back from setback.” And as you’re saying, all of this is really coaching yourself to keep your party moving. And I love what you said about the questions we ask ourself, because if we ask ourself “Why am I a loser?” you can have a lifetime supply of answers. But if you ask yourself “Why am I a winner?” you might not come up with as many answers, but the questions definitely inform our thinking. And I love what you said, Hailey: train your brain. Because we do know that people who make a decision to have a positive disposition, that they will have a more positive disposition. You know, one of the things my girlfriends have known for many, many years is we say “no negative self talk” right? You catch yourself, catch your girlfriends to not be down on yourself, because we have to be our own best success coach. I love that, Hailey. Okay, We’re gonna make decision. We’re gonna ask ourselves the right questions. Give me one more on mindset, one more thing that we’re gonna help everybody upgrade their mindset.

[00:08:18] Hailey Rowe: Yeah. I think the last thing would be decide how long you’re gonna give yourself for a certain task and plan for the objections and the obstacles that your brain’s gonna come up with. In other words, if you have on your calendar today “do that email” or “post” or “reach out to this person for a speaking gig” or whatever, you could probably plan in your morning, you know when that comes on your calendar and it’s time batched, your brain’s not gonna wanna do it. It’s gonna tell you it’s too scary. Like you kind of can foresee what obstacles and/or thoughts are gonna come up for you.

[00:08:51] So my suggestion is rather than pretending that that’s not gonna happen and just being like “Ah I’ll buckle down tomorrow extra ’cause I didn’t do it today and so it’ll be fine, I’ll just do it tomorrow,” I want you to actually write down the possible obstacles and or thoughts that might come up, and come up with a, as Dan Sullivan says, he takes you through this exercise, come up with a strategy or a mindset shift for each one. That way you can go in a little more prepared and already being like “Oh, I know I was gonna feel an uncomfortable emotion during this task. Of course, bring it on. I prepared myself for this.” So you can’t prepare yourself, of course, for everything, but that is a way to prepare yourself a little bit more. And the other thing is decide how long it’s gonna take you. People love to say “Well, I don’t, I don’t know how long it’s gonna take me, ’cause when I write the email, it might take me four hours.” But my suggestion is decide how long it’s gonna take you, do it, and then find out. And if it took you longer or you need to work on it more, you have to start setting kind of like a deadline for yourself. And sometimes good is better than perfect and you need to become okay with accepting, maybe not 10 outta 10 work sometimes. Maybe sometimes in the beginning when you’re just starting out, it might be seven outta 10 or eight outta 10 work, but that’s the only way you can keep refining and getting better is if you set that deadline, do it, and then keep refining and keep getting clear on how long things actually take you.

[00:10:16] Caterina Rando: Well, yeah, because the more you do stuff, the faster you’re gonna get at it too. The more we do things, the more productive we get. And I love what you’re saying about give yourself a time because things will take about as much time as we’ll allow them. If you give yourself a day to write that email, it will take a day. If you give yourself an hour, it will take an hour or longer, but it won’t necessarily take you all day, because if you block out the day, you can definitely fill the day. Of course, some of that day will be procrastination. Sometimes people say to me, my first book, they say “How long did it take you to write it?” I said “Three months of writing and procrastinating.” Because, you know, if you give yourself the time, the task will take all the time. Hailey, love this. Mindset is so important.

[00:11:03] Now, you know, I wanna ask you a question because one of the things I feel keeps me in a good mindset is hanging out with other like-minded like-hearted women on a mission just like myself, having community. Is that something that you find that you teach? What are some of the things that you would say, like activities that we’ve talked about, the thinking and things we’re doing on our own, but what else to help keep us in a good mindset?

[00:11:33] Hailey Rowe: Yeah, I agree with you. I have a free community called Health Coach Nation, and then also my Zero to Hero Coach Inner Circle, which is a community of like-minded coaches who are driven, and they help each other, and we mastermind sometimes. And you realize ” oh wow, there’s other people going through the same exact thing.” So I think it’s really important to surround yourself in an environment that’s supportive. Do you need that, quote unquote, to be successful? I would say no. I mean, I think you can be successful no matter what. But is it way nicer and propels you forward faster if you are around those kinds of people? Yes. So that’s really key.

[00:12:10] And I also think for me, what helps me is constantly nurturing my mind with listening to my mentors in podcasts and books and things like this. And the other thing I would say is have your own way to track your wins and your results. So what I mean by that is I think a lot of times if you are not acknowledging your wins, we kind of forget, or things aren’t going as fast as we think they should go, like we tend to get discouraged.

[00:12:38] So I think it’s really important to have some kind of practice where you’re tracking your wins and losses, because I actually think both of those are results that you can actually learn from and continue to grow from and should be proud of compared to doing nothing and not having any wins or losses and just playing it safe and having literally nothing to look at.  I think it is good to track your wins, and I’ve started to do that and just results in general I track so that I can keep reminding myself like “Dang, girl.” ‘Cause if you’re not consciously doing that, it’s really easy to be like overwhelmed and get caught up in the day to day stuff.

[00:13:13] Caterina Rando: Well yeah, because I think that a lot of times what happens is that people are looking for those insta-results. For example, somebody might make 20 reach outs to invite people to come to a workshop or invite people to a sales conversation, and they might get no response at the end of the day. And they might think “Oh, well, nothing worked.” Well it’s actually not that nothing worked, just nothing insta-worked. Give it a day, give it two days. Sometimes people come back two weeks later ready to go. That would be a result, even if it’s not a insta-win. I love that. Track your wins and your losses. I would say my friend, I wouldn’t track my losses, but you know everybody’s different, so I do like to stay on the positive. I guess one thing I would say is like when I’ve lost a sale, like somebody’s come back and said whatever reason they’re not gonna move forward, I always try to jump back and get another sale right away, rather than go be depresso. I say “Okay, what can I do to turn this around with another sale.”

[00:14:23] Hailey Rowe: That’s kind of what I mean, is kind of seeing it as data. Like I got five “yeses” and three “no’s.” And I would track that, ’cause then I could be like “Oh wow, those three no’s. I wonder if… I wonder what happened. I wonder what I can learn.” And then I turn it into a positive, ’cause then I’m like “Oh, okay, three no’s I can learn from that.” So I like how you just jump right back into another sales opportunity.

[00:14:44] Caterina Rando: Yeah. Well, I also like what you’re doing with the data, because I do agree with you, data’s very important, now that’s telling you “Hey, if I make, you know, eight calls, I’m likely to get five yeses. So if I make 80 calls, I’m likely to get 50 yeses.” You know, sometimes people say “Oh, I wanna make $10,000 this month.” And I’ll say “Okay, well how many people are you gonna talk to?” Cause if your class is a thousand dollars, that means you need 10 people. So how many people is it gonna take? And some people don’t know. You know, I encourage people the times it by four, 10 times four is 40 conversations. But then you gotta talk to 160 people to get 40 conversations. That sounds like so many, but that’s over the course of a month. But somebody might be doing way better like you’re saying, but maybe not. So data is essential for people knowing the truth about their business and their numbers.

[00:15:42] Hailey Rowe: Yeah, and you don’t have to make the data mean something negative about you. I think a lot of people are afraid to track their data too, because they’re like “Well, if I have it, and I see I got six nos, I’m a failure and a loser and I should give up.” But I’m like “No, we just need that information, right.”

[00:15:57] Caterina Rando: Right. Because the other thing is when you have that information for this month, then you can look at how can I do better for next month? And it’s back to what we talked about at the top of our time. It’s really the questions you ask yourself “okay, if I’m getting, five yeses and three no’s, what can I do to get six yeses and two no’s? How can I continue to improve?” Because one of the guiding principles I encourage everyone to embrace is always be upgrading. That’s another way of saying, look at what I’m not doing right or what I could do better. But I like to say, always be upgrading. What is a guiding principle, Hailey, by which you run your business, that you teach your clients?

[00:16:40] Hailey Rowe: A guiding principle for me is my F.A.S.T.T. Framework, and it stands for Followers, Action, Sales, Time Management, and Transformation. And the reason why it’s a guiding factor is ’cause it helps me know what to focus on in my business to be generating clients and making my impact. So if any decision I’m trying to make doesn’t fall under one of these categories, and I’ll quickly explain what each of them mean. That’s when I’m like “Ooh, maybe that’s not the best use of my time. Maybe I don’t wanna do that right now,” et cetera.

[00:17:11] So the followers, what I mean by that is anything that has to do with your process of taking a cold new lead, getting them in the door, and them finding you online, to them being a client and/or booking a discovery call with you. That would be a followers activity that you should focus on and part of your lead generation process.

[00:17:30] And then the action part is how do you create content that’s compelling enough that people wanna take action and reach out to you. So making sure that your copywriting and your messaging is clear. Anything having to do with that is a good thing to focus on.

[00:17:43] Sales: obviously that means what you’re selling, making sure you’re clear and confident on it, making sure it’s priced appropriately, and feeling confident on your discovery calls and/or whatever you do to sell your program.

[00:17:55] And time management is where you’re spending your time, so making sure that you have a plan for the day. You time block, you don’t procrastinate, things like that.

[00:18:05] And then transformation is two things: the personal transformation required to get to your goal, so continuing to coach yourself and feel your mindset and overcome imposter syndrome and things like that. And then the transformation for your clients, which is how are you gonna help your clients get from point A to point B, and be really helping your clients and getting those good case studies and testimonials, things like that. So that’s kind of something that I teach and take my clients through to help them grow their business.

[00:18:31] Caterina Rando: Thank you. Thank you Hailey. I like that. That’s really great. Now I know that you have a couple of free resources for everybody that we wanna let them know about. Of course we’ll put the links in the show notes, but let’s go ahead and tell ’em a little bit about what you’ve got cuz I love free stuff.

[00:18:49] Hailey Rowe: Yeah, me too. So the first thing is, if you are trying to simplify your content creation, going back to how we talked about creating content that’s compelling and makes people wanna reach out to you, I put together a content roadmap that can help you streamline 30 days of content, compelling content, not just content for the sake of content. So if you wanna check that out, that’s at haileyrowe.kartra.com/page/content, which I know isn’t the best link. But, you’re gonna put it in the show notes, so it’ll be there for everybody. Or you can just DM me on Instagram at Hailey_Rowe and just say “I want the content roadmap” and we can send you the easy link. And then I’m at haileyrowe.com and the Health Coach Nation podcast and Facebook group. those would be the free resources and pages I would check out.

[00:19:34] Caterina Rando: Wonderful. Hailey, we’ve talked about lots of different things. What piece of information or advice do you wanna make sure to share with our listeners before we wrap up today?

[00:19:45] Hailey Rowe: Yeah. I think the main thing would be whatever it is that you are fearing in your business right now, it’s just because you’re afraid of feeling the feeling that will be associated with it. And chances are, if you’re waiting to do something that you know in your heart you wanna do, you’re probably already feeling that feeling anyways. So to me, you might as well take action towards your dreams, even though it’s scary, even though it comes with discomfort, because you’re already accustomed to feeling those feelings by not having your dreams, by continuing to stay safe and wonder “what if, what could be possible if I tried?”

[00:20:20] That would be my suggestion, is just get really good at supporting yourself in the process of taking action and being open to feeling the uncomfortable feelings. And why not do it with a dream that you’re building that has an upside on the other side of it?

[00:20:36] Caterina Rando: Love it. I’m all about taking action. I’m all about being willing to be uncomfortable. And yeah, the thing is, if you have an idea that keeps pestering at you, keeps nagging you, and keeps nudging you “Hey, what about me? What about me?” that that is definitely something that you want to embrace. Hailey, thank you so much for being with us today on the Expand Your Fempire Podcast. Thank you for all your great insights and resources.

[00:21:05] And everybody, do what we’ve discussed here. Be your own best coach. Focus on your mindset to make decisions for the success of your business, and most importantly, take action. Thank you, Hailey. Thank you so much. Everybody, we’ll be with you next time. And remember, you’ve got massive value to bring. There’s a lifetime supply of people to serve. Go be loud and proud. Get in front of people so you can sell more, serve more, and most importantly, uplift more lives. Bing, bing, bing.

We hope you enjoyed this episode of Expand Your Fempire with Caterina Rando.

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