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Ep 261 Transcription


Welcome to this episode of The joyful scaling podcast. This one is all about establishing standards and boundaries in your business. Do you have them? After this episode, I hope I inspire you and convince you that this, these are very good things, that setting standards and establishing boundaries is nothing to apologize for. And in fact, every CEO that is successful, and is doing big things, helping people and generating, you know, consistent revenue, they have these. And so if you don’t, I want to make sure you join those of us that do. Because look, you are a professional, you’re an expert, and you’re highly valued. And so it follows that you are to put policies in place and establish boundaries in your business, because your professional, right, think about a doctor or lawyer, you wouldn’t expect to reach them at a moment’s notice. And yet, you know, it’s so funny, because when we think of many of you that and I’m so blessed to work with so many of you inside my academy, and inside my mastermind, and even some private clients, one on one, and I find that there’s like this expectation of constantly being on, but you don’t have to do that. It’s like, you’re putting that requirement on yourself, okay? Because when you call that doctor or the lawyer, you probably won’t even talk to them, right? You have to talk to somebody else in order to schedule an appointment, or to ask the question, and then they the professional will get back to you when they can right. So listen, similarly, when you identify as a sought after highly valuable professional, that expert, and yes, thought leader, which is what you are, by the way, right? If you are a profitable CEO, rather than an overworked, glorified employee of your own business, right? When you are that powerhouse CEO, you will identify as that, right? Hey, I’m an expert, right? And when you do that, you know, when you identify as that person, then you’re gonna think like that person, you can take action like that person. And that includes, you know, setting boundaries around access to you, among other things, right. And that’s something that I want to talk to you about these things, you need to have boundaries around. Okay. Now, a similar topic is setting standards, specifically client standards. Okay. Now, I am blessed to work with some of the most amazing women entrepreneurs on the planet. Okay, many of which are multi multi six figures, right? 200,000 400,000 500,000 Plus in annual revenue. And so even at that level, what I find is that there is an element of grasp Enos or scarcity, even at that higher level, right, even getting to the seven figures, and sister that has got to end. Listen to me, you do not work with just anyone, am I right? And you certainly don’t have to write, you’re great at what you do. And your work with your clients is highly valuable. So you set the bar high. Client standards have to be set, because here’s the truth. You want to work with the best clients, right? Those that value you, those that do the work those that trust you and respect you. Those that follow the protocols you set, right, and those that understand a professional relationship. I know you’re tired of car tire kickers. And the I really like you. But I can’t work with you now. Because, right. I know you’re over clients that complain and nitpick and expect you to be available 24/7 And those that look to you rather than to themselves for all their results. Right. So today we’re talking about setting your client standards in addition to boundary so grab a notebook and a pen, because you will want to, you know capture the things I’m going to be sharing with you. Right so before I dive in, I do feel compelled I really want to send a shout out to my mastermind clients. Emma, Danielle, Ruthie, Kim, and Stephanie. This group of ladies is the creme de la creme of all of the hundreds and hundreds of my clients that I’ve had over the years like ever. Not only are They incredibly successful entrepreneurs with the average annual revenue currently around 250. Right and some with goals of attaining half a million dollars or more this year that in all, which is totally attainable. So not only are these ladies productive and profitable, but they are an absolute joy to work with. Now, you may have noticed I was absent from social last week, because these lovely ladies my mastermind has joined me here in Charleston for a live in person marketing and sales intensive. And let me tell you, we had so much fun getting to know each other. And there is nothing better in the way of getting a deep connection with people than being in the same room. We had two full days of roll up our sleeves and get it done work time. Mix with plenty of laughs in our downtime, and of course, devotional time as well. Let me tell you, though, I have never been more inspired than I am by these women who said yes to themselves and jumped into the mastermind. And they said yes to God, they are committed to scaling their businesses, while stewarding their God given gifts and ambition. And they do it boldly. And courageously. They’re really pursuing the quote unquote impossible. So if you have been looking for a high level high touch mastermind to grow and refine your CEO skills, and do so in a like nothing else container of fellow go getter women who love Jesus. And and in a container where Jesus is the focus, I want to invite you to reach out and DM at Judy Weber Co. And wherever you are on any platform reach out, and let’s have a conversation. And the reason that I have had such an amazing mastermind this year, it was a brand new offering. It is because I set high standards. And as I shared with them, I turned six women away, multi six figures I said no to because I so value, the the container that I’m setting, and it is exclusive only for those that meet my very high client standards. But the great thing about that is that I’ve set the bar the bar very high. And I again do so unapologetically in order to maintain the most incredible community that I’ve ever had by God’s grace. So if you’re ready today to step into a room, where expectations are high, and the support is unparalleled. Let’s chat. All right now before we jump in, let’s go to God and invite Him into our conversation. Heavenly Father, we thank You. We thank You, Lord, for the sunny Monday afternoon that we thank you for the the workings of your hand, Lord, that You are sovereign hallelujah, that you are trustworthy, that you are reliable that you fulfill every promise. You’ve told us God that every one of your promises is yes, in Christ hallelujah. And I’m seeing that firsthand. Lord, I pray that the message that that I have for all of our listeners today will land in in minds and hearts that are open to hear it to receive your word that you so graciously allow me to deliver. God, we love you. And we trust you help us to love and trust you more. In the mighty name of Jesus we pray. Amen. Amen. All right.



Now before we jump in to setting boundaries, one last thing, I have an invitation for you. And that is if you want to be featured on the podcast, and I’d love to do it. Go to my website, Judy Judy I want to hear from you. There, you will see a voice note a really cool voice note feature where you can ask a question, you can leave a review, you can suggest great guests, maybe yourself great topics that you’d like to hear about. So again, go to Judy I want to get you on the show. Okay, make us stupid a superstar. Okay. All right. So let’s jump in to setting boundaries. Okay. setting boundaries. These may be in the form of policies or procedures or protocols. But whatever you call them, we’re setting a line in the sand, right? That’s the definition of a boundary, a line that marks the limits of an area. It’s a dividing line. So we’re basically drawing a line beyond which things will not happen. Clients will not go for example, right. So there’s a couple of kinds of boundaries that I want to make sure you have in your business and the first one is boundaries related to time, specifically your time right And there’s two parts to that, first your own personal boundaries around time. And secondly, boundaries around your time meaning your access to and time with your clients. Okay, so around your personal time, you know, when when you start work, when will you end work? What breaks will you take, and this all really is about time blocking. And I know I talked about that a lot, but I sensed that there was resistance here, there can be all kinds of thoughts around taking control of your time, some of which is like, well, it’s all bunk. If you don’t think you control your time, you can, okay, and that’s why you jumped into entrepreneurship, right. So decide what specific task you want to work on, in a very specific time period, that is a time block specific task specific time period, okay, and then honor the time block, and decide ladies decide not to be pulled off schedule, period, barring, you know, and I understand I know how it was, look, I back in 2003, when I started my first business, I had three little guys at home, seven and under. So I get it. But you know, it can be difficult to juggle that. But make it a a firm decision to maintain your time block that you set and not be pulled off barring something very, you know, jolting like God forbid, one of the kids gets hurt or something like that, you know what I mean? It’s just too easy to to allow little distractions, or a phone call that comes in, or an email that comes in or a social notification to pull you off tasks. And you have to be disciplined enough. And committed enough to those decisions that you make to say, You know what, ah, I’ll get to it later. And by the way, you should have a time block where you say, Okay, I checked my emails at 10am, and 2pm, and 6pm, or whatever you decide, it should not be willy nilly. Same thing with social posts, when I see you ladies responding to social posts, pretty much instantly my thought is, stop it. Because you’re working harder than you have to You’re pulling yourself constantly on on task off task on task off task. And that is that’s jolting. It makes you less efficient. Okay. All right. So that was your personal time. Now, as it relates to your clients. I need you as that CEO, not an overworked employee with your own business or have your own business, right. But as the owner of the joint, right, you are the CEO, I need you to decide and explain to your clients when you are available to them. And that access may depend on whether your client is done for you one on one group or membership or whatever it is, right. But you get to decide. So take advantage of that opportunity to decide, okay, because here’s the truth. And I really want you to hear me on this, no matter what industry you’re in, you do not have to be available 24/7 To be successful. Now, the women in my experience that typically push back the most and the hardest on this are those in real estate. And I get it sister, I’ve been an agent since oh eight, although I’m not currently in production. Okay. But look, I’m here to tell you, you can and should establish boundaries around your time. Yes, even when it comes to your clients buying and selling and investing in real estate. Because here’s the thing, did you know that you teach people how to interact with you, and when to interact with you? By your own actions? Right? I mean, even if you didn’t have boundaries set, let me give you an example. Let’s say someone calls you at eight o’clock at night. And you answer.



You’ve just taught the person that they can call you at eight o’clock at night. Right? You don’t have to answer the call, you just don’t. Now, the only caveat to that is of course, if you are in active negotiations, by all means you need to talk to your client, right? But absent that, trust me, even though it may not feel like it. Trust me, it can wait until tomorrow. If a client calls you at eight o’clock at night, and you’re not in a hot negotiation, there’s nothing truly pressing or urgent. Don’t answer the phone. And that includes if someone DMS you, or they text you, okay, or they email you.



Now, when it comes to your phone, ideally your voice message should say something like this. Thanks so much for calling. Your call is important to me and I promise to be back In Touch as soon as I can, during normal business hours, and maybe invite them to text their message if it’s truly something urgent, you know, but you get to determine when you’re available. And I can tell you access to be depends upon which program you’re in. Right? What is your access to me, if you’re in one thing, you’re gonna get more access than if you’re in another, and I get to set the containers in that way. Okay, but here’s the thing you want to take Sunday off, or weekends off? Or weekends and Friday, great. Go for it. You are the CEO, you get to decide. Because here’s what I know. It is not healthy, to be on 24/7. This is not okay. How many of you be honest? Do you feel like you are constantly on and even when you’re relaxing? You know, at night after dinner or something, you’re trying to have family time, and the phone goes ding. And I can tell you if, when that happens, your kids say, Oh, Mom, you know, trust me, you are on the phone too much on your off hours. And maybe you don’t really have off hours. And so this is why I wanted to bring this to you. I need you for your own sanity for for truly the even more success for your business. You’ve got to set these boundaries. Okay, even God, who was perfect, rested on the seventh day, an entire day he rested. Are you stronger than God? Of course not. Are you more important than him? Again, no. Trust me, sister, your clients can wait. Okay, now when you set that time boundary, you got to make sure you explain it to your clients right up front. Okay, you got to set the expectation, as I say early, and often remind them if they go a field, Oh, I saw you call last night at eight, just want to let you know, you know, the access that you get to me is only during these hours or whatever makes sense for your situation. Okay, you explain it clearly, and right up front to set the expectation. Now, when they push that boundary, you professionally remind them of it. And believe me, they’re gonna respect you. And if they’re the kind of client that you want to work with, they will honor the boundaries that you’ve set. Okay. All right. Now, that was all about time. So besides time, what other kinds of boundary should you a powerful profitable CEO have in place? How about this one, boundaries around your actions around your actions and your activity. Now, this dovetails beautifully with that prior boundary around time where we’re communicating expectations, including those around when they can expect to get a return call, right, within two business hours, or how one can expect to get a return or a response to an email within four business hours, whatever it is, decide, and then communicate. Now, if your work is delivered in phases, make sure you’ve set the expected timeline, right, here’s what’s gonna happen when, right, this work is going to be done in these different phases. And here’s what you can expect, and here’s how long it’s gonna take, okay, now a related boundary, to this idea of actions. And you know, you’re gonna get the return call here, you’re gonna get the responding email there. And here’s what you could expect as far as delivery of services are related boundary is what you will not take on. Right? And that’s whether in the way of Client Services, right? You know, I will help people here, but I won’t help them there. Right? Or also, what you will not take on in the way of collaborations or opportunities, whatever they may look like, okay, basically, what this means is, I want you to decide ahead of time, what you’re going to say no to, okay, I will not get involved in collaborations that you know, I’m just saying example for me that that doesn’t, that goes against my biblical principle. Like, if anybody would ask me to join some law of attraction thing I would say no, like before they even finished the question. Okay. But what does that know look like for you? When you make that decision of No, here is what I will not do. I will not take this on when you make that decision in advance. It’s a heck of a lot easier to maintain it. And as Nike says, Just say no. Okay, now here are a couple of examples. When



depending on what you do, you may have service says, and you set out in your agreement, what the scope of those services is. And if you, I’m thinking of one of my clients, she is an operations expert, strategist. And, you know, in the past her clients kind of had what I call scope sprawl, where, you know, the scope of services was well defined. But they want to just stretch it and push it and see this want to see what you’ll say or what you’ll do about it. Right. So, you know, in her situation, she had OBM services on the line business manager. But some clients were pushing her, you know, sprawling, spreading the scope into her doing the nitty gritty team work, the minutia, as opposed to manage it. So you know, just say no, right now, I do not do the daily tasks. I am a manager, I am a leader, or whatever the situation, right. So that’s one example, the scope, sprawl, as I call it, right? Another example is in real estate, maybe you don’t want to do rentals, great. Just decide, I don’t do rentals. And I’m not saying that’s bad, I’m just throwing out as an example, if you want to do them, that’s great. You may also say, you know, what, I only want to do listings, and I’m gonna refer out all the buyers, no worries, whatever it is, go for it, okay, but you get to decide and set boundaries around what you will not take on. Okay, another boundary to get in place is things you won’t allow. And that could be around the people that you’re hiring, the people that you’re partnering with, right? And this boundary of things you won’t allow could absolutely apply to your online presence. Okay? Meaning people I will not friend or connect with, right? Or people’s comments that I’m going to delete. And I’m deciding ahead of time that once I delete them, I’m not even going to think about it again. Or, you know, and that may also include them in a blog comes, right? If somebody says something really goofy and you I’m sure you’ve seen it, I have we’re, we’re total strangers, and let’s be real, they’re weirdos, like, I don’t even know what the heck they’re all about. And they comment willy nilly on my stuff. Hello, beautiful lady.



I’m so happy to have found you, you know, and



it’s just like, what, who are you? And yes, on my Facebook, for example, you know, on public everywhere on public. And sometimes, because I’m public, weirdos come on the page. Well, guess what, my online space, wherever it is my website, but also my social profiles and pages, my online space is a reflection of me and my business. And therefore, I have an obligation to keep it safe, to keep it relevant. And again, safe for the people that I serve for my audience. And for my very best clients, right. And really, I consider my audience as consisting of my very best clients, they’re my people. Let me drop this right here. I decided over the weekend, because I get to decide that I will no longer say ICA, right, ideal client avatar, because because that just kind of speaks to my ideal client is a robot. It’s like an avatar, like I don’t know, it just never really felt great. So I’ve decided this week, and I’m not going to call them anymore. I want him to call people ideal clients, I’m going to call them my people and your people or your people. Okay, because you know what, to me, that elevates the relationship. And the priority that a person has, you know, beautiful characteristics. And so, you know, if you have certain characteristics, you’re my people, right? These are the people that I’m gonna work with, you’re my people. So just throw that out there, they’ll extra for you. Okay, next on this issue of things you won’t allow, oh, did it? Oh, I already did that. Okay, so so that that sums up that so so those were all boundaries, around things in your business ways for you to operate ways for people in your world, whether they’re actual clients or otherwise people in your audience, potential cloud partners, that is all boundaries around how that’s going to operate on a day to day. Okay. Now, next, I want to spend just a couple of moments on establishing client standards, right client standards, okay, which are basically, you know, we’re talking about boundaries around who your clients are, and depending on in your industry and how you work with them, these standards could be, you know, these, these, these standards could be the level of success that they’ve attained, or their past experience. Or maybe their current mindset or their willingness to be coachable, or resourceful. These kinds of standards could relate to their commitment level to the work that they’re going to do with you. Right, these standards may also include their engagement inside the container, like expectations around mandatory attendance for trainings or sessions. And you may set a standard as to how to dress, right? I mean, that is not going too far. It is your business, this is your container. And the goal is, what standards do I set in place to ensure that my clients get what they came for? Right. So maybe it makes sense for you to say, no PJs, come to the Zoom call looking like the professional you are, maybe that’s something that’s important to you, right? Or maybe even a client standard that, you know, you will join a Zoom meeting from a, from your office from a quiet place, not driving, picking up your kids, right, you must be in your office or in a quiet space, you must be ready to listen, learn and participate. And maybe another client standard is you must have your video on. Right. But here’s what I want you to hear. You can set any standard you want. Now, it’s important when I say that that is not to be an ogre. And it’s not to set onerous standards that you know, your clients will resent. But the driver here as to what standards do I want to set for my clients really comes down to one question, what’s best for them? Right? What will best serve my clients to help them get results quicker and faster? That’s what you think about that’s what you spend time on. That is what you explore, as you’re thinking about the client standards that you want to set.



Okay, now, for example, this idea of being on camera on Zoom, you know, how does that serve the client? Or does it? Right? Hmm. Let me think about that. So I want you to, I want you to just think about what ideally, how would I want my clients to show up? What is important as it relates to my work with them? The services I provide, or whatever it may look like for you, but But how, what standards should be in place to get them the best result? So, you know, think about this, why? Or how does being on camera, serve the client? And here’s a thought, you know, when you’re on camera, you’re less likely to be multitasking. Right? You are more likely to be present, and engaged, more active listening going on. And so you will get more out of the session. Right? And isn’t that the point, you just don’t want to show up to a zoom session to check a box, right? So that’s what I’m talking about it all that you do some of your very best think work. And decision making is going to revolve around your people. Right? And that means your best clients, how can I serve them better, faster? Okay, now I want to get back up out of the idea of delivery. Right? That was all delivery of services. Now I want you to think about how can I best serve my my people when it comes to marketing? Hmm. First, you have to know who your people are well defined people that you know. And then when it comes to how can I serve them? In the best way possible through my marketing? Okay. Well, you have to think about how can I grab their attention better? How can I speak to them? Specifically? How can I tell stories? What stories would they be? How can I provide better examples? How can I show them that I know them that I understand them that I see them that I hear them that I care about them? And then once you have their attention, how can I show them not just tell them? How can I show them that I can help them in a powerful way? How can I explained my solution, you know, in a very clear and simple way and in a way that lets them feel safe like like this is where you need to be you’re going to be loved you’re going to be cared for you’re going to get the results you want and how how I get that how I can help them feel safe and clearly explain things is helping them through my words. Right and through my how I show up up showing them that I know exactly where they are. And I know how to get them from there to exactly where they want to go. Right? So I encourage you to spend time thinking about your people. They’re your very best clients, and I want you to speak to them. Okay, now. So with that, that’s great. I hope you took notes. But I want to hear from you. So what boundaries are you going to set? What client standards will you put in place? And before you can do that THINKWARE first thing you got to do is time block when you are going to devote mental think work, right? When are you going to put pen to paper, let the ideas flow or fingers to the keyboard? Whatever it is, I want you to set a specific time lock to do this specific task. Will you commit to doing that right now. As soon as you get up, I want you to grab that calendar, and choose even just 20 minutes to start. The hardest part is just getting started. So will you commit right now sister and say it out loud? To really commit it to yourself? Are you committed to scheduling a time block as soon as you’re done listening to begin this think work to establish the boundaries and the client standards in order to really take control for your clients best interest and for your best interest? Will you do that? I hope so. All right. Well, before I leave you on this super sunny Monday here in Charleston, I want to be sure to invite you to join me for this week’s thriver Thursday live happening listen every Thursday at 11am Eastern I live stream on several platforms, including my personal pace Facebook page, on LinkedIn, on YouTube, right joyful scaling for female entrepreneurs and also on my IG, which is at Judy Weber CO that’s where I am always but the topic this Thursday, you’re not gonna want to miss it. Here it is not attracting the right client. Here’s why.



Right? Okay, so listen, this is for you. If you’re frustrated with the Pete with people asking for consults, or responding to your emails or engaging with your content, if the level of the quality and caliber of people that are coming to you are not where you want them to be, this training is going to be exactly what you need, because I’m going to be breaking down exactly what you have to do differently in order to uplevel the quality of your prospects and the caliber of people in your audience. Hint, hint, you get to control that. Oh, so good. For all those control freaks out there. Did that sound great? And get excited about it feel empowered by it. Don’t be afraid of it, you know, lean into it, because I can’t wait to share it with you. So I can’t wait to see you live this Thursday, April 14 at 11am. Eastern. And until then I look forward to getting that voice note. Go to Judy and leave your question your comment or your review. Thank you so much for listening sister. And God bless you. We’ll see you next time.


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