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How I Got “High-Ticket” Wrong

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After my recent musings about how to meet the current market – and whether a high-ticket offer is the right next move – I decided to build one myself.

And I got so stuck.

I took notes. Sketched out ideas. Thought about my ideal client.

I mapped out VIP Days, masterminds, maybe even a retreat… but nothing clicked.

(Spoiler alert: what I discovered next lit a fire under me. So much so that I put together a full training.)

Back to my rabbit hole…

I even turned to my favorite AI tool to brainstorm, and it only got worse.

The results? Hype-y. Unclear. Focused on selling instead of serving.

After spinning my wheels for days, two big realizations finally clicked into place:

1. I was out of alignment with my values.

I make no apologies for charging well for my work – but money isn’t what drives me.

Impact is.

And the more I tried to create a “high-ticket” offer – the kind that centers around pricing and sales language – the more it felt like pushing a boulder uphill… in shoes two sizes too small.

And that’s when it hit me: I don’t want to create a high-ticket offer.

I want to create a High-Impact Program.

That’s not just a different label. It’s a realignment – of values and strategy.

2. I was trying to force one kind of offer – when I actually needed two.

Once I shifted the focus to impact, I figured I’d be off and running. I sat down to design my new signature program…

And I stalled again.

So I looked back at the two biggest turning points in my business:

  • The first was about 5 years in, when I created my first high-ticket offer. That was the year I finally broke six figures.
  • The second was in 2024, when I built a completely different kind of high-impact program – and it finally pushed me past the $200k ceiling where I’d been stuck for way too long.

But they were completely different strategies – and served completely different purposes. 

One was a Catalyst Offer – an upgraded experience that helped my clients get results faster or go deeper than my core programs.

The other was a Core Offer – a fundamental shift in how I worked, charged, and delivered results that changed the entire trajectory of my business.

They were both transformational. But they served completely different purposes – and unlocking both changed everything.

If I’d known how to build both of these styles earlier in my career…

I’m 100% certain I would’ve reached those milestones years sooner.

And the real kicker?

I realized I didn’t need to create another high-impact program right now.

What I need is to unpack what I’ve already built – and help others build the right kind of program for where they are now.

Because when you get this right, it’s not just about a new offer.

It’s about building a business that’s more profitable, more sustainable, and finally feels like it makes sense.

So now? That’s exactly what I’m teaching.

Here are the details.

A Counter-Intuitive Move That’s Essential Right Now

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I’ve been talking with a lot of coaches lately, and here’s what I’m noticing: everyone’s creating lower-priced offers to address the soft economy.

Smaller packages, shorter commitments, DIY options – hoping that a lower price point will make it easier for people to say yes.

The problem with that approach is the people who are struggling financially are always going to be a tough sell.

And the people who are ready to invest? Still are.

So here’s the counter-intuitive move: create a high-ticket offer.

Like, now.

In this market, knowing how to create and sell a high-ticket offer isn’t just a good idea – it’s essential.

It might just be the most strategic move you can make to keep your business sustainable and profitable – no matter the economic climate.

I’m going to go create mine now!

I Just Wish I Knew It Would Pay Off Fast

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“I just wish I knew it would pay off fast.”

A coach considering one of my programs said this to me recently, and I think I surprised her with my response: 

“It might not pay off fast.”

Maybe I broke some kind of bro-marketer code by telling the truth, but over-promising just isn’t my jam. 

Here’s why: when you focus on “fast,” you often sacrifice the foundation needed to build a sustainable, long-term business.

And I get it! Quick results can feel like a lifeline in the moment. 

They’re usually brought about by a big push – writing, emailing, creating, and promoting at a frenzied pace. And while this burst might bring a surge of opportunities, it’s exhausting. Burnout follows. Then you’re back to scrambling for the next big push.

So let’s break it down.

The Short-Term Approach

  • Focuses on immediate results through intense effort.
  • Brings temporary client surges but leaves you in a cycle of burnout.
  • Creates inconsistency in income and growth.

The Long-Term Approach

  • Focuses on steady, consistent actions that build over time.
  • Allows you to breathe, recover, and create a solid foundation.
  • Turns client generation into a habit – not a hustle.

Short-term strategies may feel productive, but they often leave you spinning your wheels. 

Long-term strategies aren’t flashy, but they grow a business that’s steady, predictable, and free from chaos.

But what if you don’t have to choose between fast and slow? Is there a way to get the best of both worlds?

Embrace the “Earn While You Learn” Approach
Instead of waiting until everything is perfectly in place, you can begin building your strategy while putting yourself out there in a smart, strategic way. This third option allows you to develop a sustainable business foundation while earning as you go.

You might make a few mistakes along the way (that’s part of the process), but you’ll also start picking up clients and getting paid while you build.

This is how I built my business, and it’s the way I mentor my clients to do the same.

So first things first, ask yourself…

What Are You Sacrificing for “Fast”?
If you’ve ever thought, “This has to pay off fast,” or “I need three clients this month,” ask yourself:

  • What am I sacrificing by focusing only on the short-term?
  • What could I create with a sustainable plan?
  • How would my business feel if I could generate clients consistently—in just a few hours a week?

Build it Sustainably, While Putting Yourself Out there NOW
Imagine this: the effort you put in today continues to pay off for months, even years. No scrambling. No roller coaster. Just steady, confident growth – and the stability you’ve been craving.

What if, as you build that long-term foundation, you’re also gaining clients and getting paid? With the “earn while you learn” approach, you don’t need to wait for perfection to see results. You can build with intention and sustainability, while making an impact today.

With this new perspective, what do you need to put in place to build a business that works for you now and in the long run?

You have your assignment. 😊

P.S. If this resonates but you’re not sure where to start, let’s talk. Schedule a call, and I’ll help you figure it out – no pressure, no strings. 

Who knows? It might be the perfect time to explore a program where I personally guide you through the exact steps to implement the earn-while-you-learn approach – starting with a cohort designed to attract 10 new client leads in 90 days.

I almost missed Niagara Falls because I had a meeting – Guest Blog by Lisa Crilley Mallis of Impactive Strategies

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Note from Mary: Last year I received this story from my time management coach, Lisa Crilley-Mallis, and I thought, “THIS IS IT. This is one of the best examples of time management mastery and entrepreneurial freedom I’ve ever seen.”

And be sure to check the UPDATE at the end. The story became sweeter over time, because the choices she made unexpectedly let her be there for a once-in-a-lifetime moment with family she would have otherwise missed!

My sister called me and asked if I wanted to head to NY to watch my nephew play soccer.

“We will leave in two days. For three days,” she said.

Here’s what raced through my mind:

  • My schedule’s packed — how am I supposed to rearrange everything?
  • It’s his senior year. I won’t get many more chances to see him play.
  • I started my business for freedom and flexibility. This is what that should look like, right?

And then, crap, she’s waiting for an answer on the other end of the phone! So I took a deep breath and said, “Sure, I can go.”

Of course, as soon as I hung up, I freaked out. My calendar and Asana task list were full and I’d just committed to three days away.

But here’s what I did:

  • Deleted 8 tasks, 1 project, and 3 meetings that weren’t essential
  • Delegated 2 meetings and 2 projects to my team

I freed up enough time to not only watch the game but also visit Niagara Falls—without feeling stressed about the work I’d “miss”. 

Easier said than done, I know!

How do you know what to delete?

How do you know what to delegate?

This is exactly why I created the Delegate Like a Pro Masterclass: Learn how to move tasks, projects, and meetings off your plate FOR GOOD.

Imagine, being able to take off for last-minute trips, attend important family events, or just take a break—without sacrificing your business success.

It’s possible – I’m proof.

To your success!

UPDATE from when I wrote this: What I didn’t know when I wrote this was that it would be the last time I’d watch my nephew play soccer for a while. He dislocated his shoulder shortly after this trip, which ended his season. We build businesses to support our lives, but too often, we let our lives support our businesses. I’m so very grateful I diligently created the time.

Lisa Crilley Mallis

Founder of Impactive Strategies

My End-Of-Year Planning Mistake (+ 2 Others)

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If you’re gearing up for a 4th quarter push, watch this video first. Slow down for a sec (or 7
minutes, to be exact) and make sure you’re not letting these 3 common mistakes derail your
end-of-year goals!

FYI – towards the end of the video, the quality gets a little fuzzy. It’s me, not you. 😊

And here are the links to the two resources I mentioned: