Episode 54 - How To Work Less & Make More Money Using VIP Days

How To Work Less & Make More Money Using VIP Days

As a coach, consultant, or any other professional service provider some days it can feel like you are a dog chasing your own tail. Is there a better way to work less and make more money? Yes, and Jordan Gill from Systems Saved Me has a solution she is going to share with us.

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How To Work Less & Make More Money Using VIP Days



Tim Fitzpatrick
As a coach, consultant, professional service provider, I know that there are days where we just feel like we are a dog chasing our own tail. Here's the question. Is there a better way for us to work less and to make more? The answer is yes. And we're going to dig into that and how to do it with our special guest today. Hi, I am Tim Fitzpatrick with Rialto Marketing, where we believe marketing shouldn't be difficult. All you need is the right plan. Thank you so much for taking the time to tune in. I am really excited to have with me Jordan Gill from Systems Saved Me today. Jordan, thanks for taking the time.

Jordan Gill
Yes. I'm so, so excited to nerd out on one of my favorite topics. I'm just honored.

Tim Fitzpatrick
VIP days. Most people are probably like, what the heck is a VIP day where we are going to answer that here in a moment. But first I'd like to just start with some rapid fire questions to help us get to know you a little bit better and then we'll jump into all this stuff. So you ready to do this?

Jordan Gill
I'm as ready as I can be, I suppose.

Tim Fitzpatrick
OK, so first question, when you're not working, how do you like to spend your time?

Jordan Gill
Oh, goodness. So I have a pretty awesome collection of thousand-piece jigsaw puzzles that I thoroughly enjoy and I like to travel. I would say those two things are pretty top two on my list.

Tim Fitzpatrick
Cool. So you've been doing more jigsaw puzzles as of late?

Jordan Gill
Yes, way more. And they've been selling out now all of a sudden everybody else is they were like abundant before all of this, right?

Tim Fitzpatrick
Yes. There's been a run on jigsaw puzzles. Awesome. What's your hidden talent?

Jordan Gill
Yeah. You know what's interesting? I'm really good at organizing clothes closets. It's a very interesting, like my friends know that I have this talent, because if they've seen my closet or whatnot and then I go and do their closet, I enjoy organizing clothes closets. I'm pretty good.

Tim Fitzpatrick
Yeah, that's what I would not have guessed that that was your hidden talent. What's the best piece of advice you've ever been given?

Jordan Gill
The best piece of advice I've ever been given is to bet on yourself, because if you're unable to bet on yourself moving forward in business and life, then how can you possibly expect anybody else to take a chance on you? So for all intents and purposes, but on yourself as much as possible.

Tim Fitzpatrick
Love it. What's one thing about you that surprises people?

Jordan Gill
I think most people would be super surprised that I do lean introvert just because I love building relationships. I love talking with people. And I'm going to chill out and do jigsaw puzzles and lay in my beanbag chair afterwards. So I think that that definitely surprises people because I'm a pretty chatty, like, relationship-oriented person.

Tim Fitzpatrick
Same thing for me. I tend to be more introverted, but I can get out there and talk to people. What does success mean to you?

Jordan Gill
Success means to me that you have the power of choice. I think that, you know, people are like, oh, well, success is, you know, these certain things or these milestones. But for me, it's really like, am I able to say, you know, do I want to go to Barcelona or California this year for a vacation or do I want to go with this tutor or that tutor for my bonus? I'm like having the power to choose is one of the most amazing feelings. And so that's really how I guess measure success for me.

Tim Fitzpatrick
Cool. Where's your happy place?

Jordan Gill
My happy place at home is definitely my beanbag chair. My happiness outside my house is Barcelona. I love Barcelona. Get me with a cup of sangria and the beach. And I'm I'm good.

Tim Fitzpatrick
My wife and I are. The last stop on our honeymoon was Barcelona. Yeah. Fantastic place. All right. Last one for you. What qualities do you value in the people with whom you spend time?

Jordan Gill
My goodness. I go on a whole rant on this, so we're short. So one of the qualities that I value most is presence. And I think you do very good at this, Tim. When you're in someone's presence, whether it's online or virtual, if somebody is paying attention to you and someone's not distracted by phones and dings and all the things happening, it's honestly like one of the best gifts and qualities that somebody can show up with, because especially in today's world, there's distractions, there's all these things happening. And so I really value and people can sit with me eye to eye because I'm going to shut off my distractions and really focus. And so I really value people who can do the same with me.

Tim Fitzpatrick
Love it. Yeah, so tell us more about what you're doing with Systems Saved Me. You have a very unique approach and we're going to dig into this. But just give us a little bit of back story there and then we'll jump in.

Jordan Gill
Yeah, totally. So I've been in business five years. Crazy to think about. It was fast and slow. I feel like that's how most people feel today. And I am super blessed to have now eight team members as of last week and all women all amazing. And I really am big in our mission as a business is eliminating burnout from online service providers' vocabulary. Like that is the core of our content, the core of our offerings, the core of everything that we talk about.

Jordan Gill
And the reason for that is because I have a couple of different chronic health issues that I deal with. And so I had to think differently when structuring my business because I'm not somebody who just as an energizer bunny and can just like, go, go, go, go, go. I really have about like six hours a day of, like, good, solid, like energy. Right. I'm doing this.

Jordan Gill
And then it's like to the bean bag, to the puzzle, like, you know, I'm done. So it's really been interesting to figure out and to navigate what business models support that and we'll get into it. But for me, like that was VIP days and I learned about five months and going into my business that I was doing monthly retainers and I was exhausted, just like constant work, constant being needed by somebody slack pays everything felt like an emergency. It didn't match how I operate just generally in life. And it also didn't match, you know how I want to spend my time and have my life set up. So that's really where my passion, my mission is, is around how can we stop burnout from even being a thought in somebody's head like it's not even a worry. It's not something that they may have even forgotten, like what it was like to have been burnt out before. So that's really our jam and how we help people and what I'm all about.

Tim Fitzpatrick
Cool. I love it. So let's talk about VIP days. What's a virtual VIP day? Who are they for? Let's jump into it.

Jordan Gill
Totally. So when most people hear a VIP day, they think like luxury hotel with champagne and like a whole thing, which you totally can do if that's your jam, right? No harm, no foul. But for most people or some people, I would say that generally is being done virtually obviously with the current status of the world. But so a virtual VIP day is where you have a four-figure offering. And I truly believe that if you are packaging all of your great juice concentrated into one day, it should be at least a four-figure transformation that you're giving somebody. And then it lasts three to eight hours long and it helps your client through a three to five phase transformation. And I use a lot of numbers because I like absolutes and it makes me understand and define things better. And so, again, the numbers are a four-figure offering that lasts three to eight hours, helping our clients through a three to five phase transformation.

Jordan Gill
Yeah, and who it's for is generally service providers, coaches, consultants, anyone who has a framework, a process that you're taking someone through and you maybe do it in six weeks, three months, six months, whatever, and how can we look at that service and take out the scope creep? So all of the requests that your clients give you that are kind of like just do this one thing or can we add this extra stuff on to the contract, remove all of that, remove all of the client delays, you know, remove a lot of the boundary pushes that happen.

Jordan Gill
If someone's chatting with you at 3:00 in the morning or whatever the case is, remove all of that, and automatically you can cut your services down pretty far. And then it's a matter of how can we speed up the process? What templates can we create, what questions can we ask before hand, stuff like that. So it's really for people who have that solid transformation process, workflow system that you now do in a longer period that you can take in and squeeze into the most concentrated version of the day.

Tim Fitzpatrick
So are these VIP days typically done with multiple clients at the same time? Is it one on one? Does it or is it a little bit of both for something?

Jordan Gill
It tends to be one on one, but there are like group ones that are maybe three or four people. It's really meant to be as close to one on one as possible. And once you get to more people than that, then it kind of becomes more of a workshop. And whatnot. So that's kind of where I've seen the line is right around like three to four people max. But I have seen it in some people. I work with couples like married couples. I have a relationship coach who does VIP days, infertility coach who does VIP days, and they're obviously working with couples. So, yeah, we can kind of mix it up to who your target client is.

Tim Fitzpatrick
And I think you touched on this a little bit, but I want to pull this out now. Does there tend to be homework preparation for the client ahead of the VIP day?

Jordan Gill
Oh, yes.

Tim Fitzpatrick
Yes. OK, so they're coming so that you can hit the ground at 60 miles an hour during the VIP day.

Jordan Gill
Yep. And what's interesting is a lot of folks will come to me and be like my clients. I ask them three questions and they will not send me the answers to these three questions. So how could I possibly get my clients to do like three to four hours of pre-work, which does happen with some people. So I've got website designers who that's a lot of pre-work that someone has to do. They have to give you the copy. They have to give you the plugins you want them to add in.

Jordan Gill
You've got to give them all this stuff. And people do it because when you are marketing a VIP day. You are marketing to people who value time and not money. And how that works is someone like I want your dedicated attention for a single day. How can I set you up for success? And it's this interesting thing that happens and I don't know why it doesn't necessarily happen. And there it's probably just because it's ongoing.

Jordan Gill
And again, there's client delays, there's life delays. There's all sorts of stuff that plays into monthly retainers. If it's a day, they're like, I want to maximize your day. And a lot of my clients, you know, I don't know, my homework's only one to two hours. And they'll be like, do you need anything else? Like, can I give you anything? Like, do you need more? And I'm like, no, but it's interesting.

Tim Fitzpatrick
Well, when people say that and they're asking you that, you know, you have an ideal client right there. They are motivated and they want to get this done. The other thing I want to pull out that you said that I think is really important is VIP days are for those types of clients that value time more than money. So they're willing to put out the money because it's going to save them so much time in the long run. That's really, really important. So there are multiple types of VIP days. You talk about three types. Let's dig into those. And how do you know which one's going to be right for your business?

Jordan Gill
Yeah, absolutely. So there are three types. The first one is called backstage and it sounds like it is, which means that you are not getting on the call with your client on that day. It really is you getting the work done. So think of website developers, copywriters, people who are generally doing a service and they just want quiet time, like someone's literally just buying your day to go and be great. And so, again, those who it's ripe for would be people who are doing a service and are not big on small talk or can't manage conversations while doing their magic, right, or they don't need to write. I don't want to sit on a call with a website developer and look at the code she's building, personally, I will just pay you for that particular day and you can go off and be great.

Tim Fitzpatrick
Do your thing.

Jordan Gill
Yeah. So that's backstage. Then we have blended, which is where you're on the call the entire time with your client. That's the one that I do. And again, so that's from if it's a six hour VIP day, then you're on the call the entire six hours. And this one is best for, honestly, kind of any of the VIP types.

Jordan Gill
If you're somebody who is coaching somebody, generally speaking, you could be on the call the entire time with that person because you're coaching them and having them go through your framework. It can be somebody who's doing services. So I do system implementation. And so I'm on the call the entire time. And so we're having conversations sometimes about the system, sometimes about life. And I'm building kind of as where we're going along and talking. And then it also could be something where you do like a live audit of sorts.

Jordan Gill
So if someone's wanting you to walk through instead of you maybe doing a video off-screen and talking through where they have gaps or what you want to suggest to them, you could be on the call with them and walk through their website like page by page things alongside with them. So that's a blended VIP day and whatnot.

Jordan Gill
And then the last one is bookend. And again, it sounds like what it is. So it is where you can have a call at the beginning of the day, at the end of the day or both. So there's and this again, is good for really service people or coaches, meaning that if you want to talk to your client about strategy and then you want to get off the call and go do it, then that's a bookend VIP day. Or if you want to go do it and then get on a call at the end and talk about what you did or go through any feedback, you can do it that way or coaches.

Jordan Gill
What I've seen is they'll do bookends where the calls are on both ends of the day and in the middle, the client has to go off, do some reflection to work clean and do the work, the exercises, and then they come back and discuss what came up. Right. So that is bookend. And that's who that's for. So backstage blended and bookend.

Tim Fitzpatrick
Well done. That was very clear. And this is awesome. So how do you take a package or a monthly service and then turn it into this VIP day? Let's talk hypothetically and then maybe we can do some real-world examples.

Jordan Gill
Yeah, totally. So with packages or monthly services, you have to naturally, again, pad the service with, you know, delays and feedback or just natural cadences between clients. Right. And a lot of times it's response times. And so with that, the first thing I tell people to do is just take all of that out and really look at how much time service providers, coaches know, generally speaking, how much time it takes them to either get through their framework or do their service because their time tracking or again, they already have done the service so many times.

Jordan Gill
So when we squeeze that out, it generally, depending on, again, what your service or package is, which I'll get into examples, then that brings it down quite a bit. And it tends to be where people end up around the 10 to 20-hour mark. That tends to be what I see. So with that, we take the 10 or 20 hours and we look at, OK, what are we need to pull out and create an asset is what I call it, to speed up the process. So, for example, instead of, you know, maybe you do an email sequence for a funnel like you build funnels for you instead of relying on your client to know what to write in their funnel headlines and/or subject lines to use, etc.

Jordan Gill
Like have literally an asset that is examples of great emails that they can adjust to their own services or products. Right. And so that would be considered an asset. So then again, you can either require that is pre work or if you're doing it on the call, the client can write while you build those sorts of things. And so we go through and peel every we look at every single task that you're doing and how we can create an asset.

Jordan Gill
If we can't grow an asset, then it is what it is. But a lot of times we can create a ton of assets to speed up the process. And then next, we really look at, OK, we've built what we can build as far as assets are concerned. Now let's look at what questions do we need to ask in order for us to be set up for success? And that means beforehand in our questionnaire. And so the questions that you ask me to me directly tied to a task.

Jordan Gill
So I see people asking a lot of random questions in their questionnaire just for fun. And that's cool, but also not productive. We want every question to be tied to a reason, an actual task that is going to be happening. So that way, again, you are thinking about if I am doing a systems build, for example, I will ask instead of asking what software do you use in your business? I actually ask what software to use in your business.

Jordan Gill
And then I have email marketing software, a payment processor, social media scheduler, project management tasks, things like all of I lay it all out so that they don't have to think and they just fill it in. It's a much easier question to ask than what software do you use in your business. Like I couldn't even come up with a list.

Tim Fitzpatrick
Too broad. Right, right. You need to hone it in and give them that checklist. And so this goes back to what we touched on before. You're gathering, that information ahead of time that you're going to need so that you hit the ground at 60 miles an hour when you're on that day.

Jordan Gill
Exactly. You don't have to go back and forth and ask a lot of questions because they've already been preempted. And then the last thing that we do to, again, take them package a monthly service. So when we've done those two things of questions and assets, a lot of times we're able to slim that bad boy down to about, again, three to eight-hour mark. And so what happens then is looking at what is the deliverable that you're going to give your clients. And a lot of times that can be more than one deliverable. So deliverable can be just the call recording timestamped, probably.

Jordan Gill
It could be you do extra tutorials at the end of the day, depending on how you obviously structure your day, what type you're doing. So you could build tutorials for the client. You could have them walk away with again, maybe if funnel building VIP days. I've seen people who will then share like ads, you know, video course or checklist or something like that to help them, then set them up for success, for what's to come after the VIP day. So the deliverables is really how can you set up your client for success to continue to use and and enjoy what has been created or done for them during the actual VIP day.

Tim Fitzpatrick
Got it. So it's not just the deliverable of the finished product. It's the additional tools they're going to need to take that deliverable and be successful.

Jordan Gill
Exactly. Yeah. And especially for our systems builds like you definitely want to have tutorials as part of your VIP day, because the biggest thing is what's going to happen. If something I need to change something or I have to need to update my services or stuff like that. And it's like, well, I don't want you to come back to me and have to rely on me for that. This is how I can prepare you to do that on your own or you have your VA do it for you or whatever the case is. So it's just really thinking about how your client can maximize what it is that you've created or done for them.

Tim Fitzpatrick
Got it. Very cool. So do you have even one example of just hypothetically, this person is in this business and what did they do for their VIP day?

Jordan Gill
Yeah, so I like to give the example of a relationship coach. She helps married couples with their communication patterns. And generally, both people on the couple are really like high achievers. So she works with them in a bookend capacity. And so she gives them the pre-work beforehand, which is a lot, and they do it separately. So the two people in the married couple, they do the pre-work separately and both give it to her.

Jordan Gill
So it's not just one questionnaire, it's both. So then they come to the call and they do about 90 minutes or two hours of connection building, figuring out again what the underlying issues are, etc. And then there's a period where, again, they go off and journal separately again and they go through her props. So again, she's not saying go off and journal. She's saying, here are the questions you need to ask yourself. Like set a timer with music and light a candle or go outside or wherever you feel like you're going to get, like, really deep and introspective. And then come back, right, and so, again, it's about thinking through what is going to help them speed up the process. So props are really big for coaching type containers.

Jordan Gill
So when they come back at the end of the call, they really discuss, OK, you know, what is our plan moving forward? What are the next 90 days look like so that we can communicate better? And so she's while they're doing their exercises, she's already kind of starting the planning process or creating the plan for them to take and go be great with. But they also are kind of creating that plan together at the end if any adjustments need to be made. And then for post support, she does give them a month of I think it's a month, 60 minute call or 30 minute call and remember how long the call is, but not until a month after. That is pretty short. And it's just like, how are things going? Do we need to adjust the plan, etc. And then that's when the VIP container in general is done.

Tim Fitzpatrick
And I'm assuming before she did this VIP day concept, it was more of a weekly hour-long coaching call for a certain period of time. And so this is drawn out over a month, two months, three months. Instead, she's dwindled that down to a month's time. And most of the work is in one day.

Jordan Gill
Yeah, exactly. And I think, too, with. With making that adjustment, it really. People think about this idea with couples specifically, but honestly, anybody they're able to get a babysitter or drop them off at grandma's house or whatever the case and really able to focus, like when you're doing things again monthly, like a lot of times there's kids in the background, distractions, dogs barking, all the things. But when you are able to dedicate a day, most people can make arrangements to where you are really focused and present with each other and you're able with that with that focus container, you're able to get deeper and go further because all the distractions and madness of the life is eliminated.

Tim Fitzpatrick
I also think that that focus works in the favor of the coach, consultants and professional service provider too, because rather than us jumping from working on this project today, oh wait, I'm done with this one, I'm jumping to another one. It really allows you to dig deep and be one hundred percent focused on that rather than because when we jump from one thing to another, it takes us 10, 15 minutes to really get into that. So that focus is beneficial on both sides of the equation.

Jordan Gill
Totally. Yeah.

Tim Fitzpatrick
This is awesome. I have gone to school, so thank you for that. I really appreciate that. What any last minute words of wisdom you want to share or leave us with?

Jordan Gill
Yeah. I think, you know, people. One of the bigger challenges that I see people have of VIP days is trying to do too much. They think I have to. I can't possibly just do, for example, like client management systems are like onboarding, management and offboarding. If I wanted to, my VIP could just be onboarding. And that's still a really amazing transformation for somebody. And so I think a lot of people think they have to stuff an entire situation into a VIP day and you can do your full A to Z transformation. But also if there's a part of your transformation that you really enjoy or you get the most raves about your clients, then you could potentially just take that portion and do that as well. Because I think people, when they hear one day they think, oh, my gosh, I have to make this like the most impactful day and most impactful means.

Jordan Gill
I have to do so much in order for it to be what I what I want it to be. And that is not true. VIP day clients like simple, they like clarity. They do not like overstuffing and trying to just give as much as you possibly can. Right. That's not what we're trying to do. We're trying to move through a transformation in the clearest, most streamlined way possible so that your client feels supported the entire time and not like they're drinking from a fire hose, as I say.

Tim Fitzpatrick
That also goes back to what you touched on before, that they value time more than the money. So they're OK with paying more to get that value that time back in that single day. Awesome stuff. If people are interested in how to put together a VIP day, they want to work with you. Where is the best place to for them to go?

Jordan Gill
Yes, head on over to our website. We have tons of different options like freebies. We have a quiz. It's literally on our website. So you can go and check out what works best for you. Our quiz is all around what type of VIP day should you create? So those three types I shared, we have a quiz that helps tell you which one will work best for you. And then lastly, obviously, since our podcast listeners just go and check out Systems Saved Me, and that's on any podcast platform that there is for my understanding.

Tim Fitzpatrick
So check out Systems Saved Me podcast. Head on over to Jordan's website, which is systemssavedme.com. Yeah, I have never met anybody that's doing anything like this. So if, if you have an interest in this, Jordan is the professional, you've done this with hundreds of people. So head on over there and do it if it resonates with you, I know it'll it'll change things for your business dramatically. So, Jordan, thank you for taking the time and showering us with your wisdom today.

Jordan Gill
Yes, absolutely. Thanks for having me, Tim.

Tim Fitzpatrick
Yes, awesome. Listen, thank you so much for tuning in again. I'm Tim Fitzpatrick with Rialto Marketing. If you want to gain clarity on where to focus your marketing efforts right now to get the best return, hop on over to our website rialtomarketing.com. That's R-I-A-L-T-O marketing.com. Click on the get a free consult button. Guarantee you'll leave having some clarity, knowing where you need to focus right now. Thank you again. Till next time, take care.


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About the Author Tim Fitzpatrick

Tim Fitzpatrick is the President of Rialto Marketing. At Rialto Marketing, we help service businesses simplify marketing so they can grow with less stress. We do this by creating and implementing a plan to communicate the right message to the right people. Marketing shouldn't be difficult. All you need is the RIGHT plan.

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