How He Built a $300k+ Coaching Empire
Robin Waite's Scaling Journey: Managing Growth and Expansion as a $300k+ Coach
Name: Robin Waite
Company: Fearless Business
Employee Size: 0
Technology Tools: Xero (bookkeeping), ClickUp (project management), Slack, WhatsApp, and WebFlow (website host)
Revenue: £240,000 ($300k+)
Founded: 2016
Website: www.robinwaite.com
Introduction
I am Robin, a Dad, Husband, cyclist and surfer based in the South West of the UK. I am a business coach and the Founder of Fearless Business which is a business coaching accelerator for coaches, consultants and freelancers.
I am a bestselling author of several books notably Online Business Startup (sold 15,000 copies) and more recently Take Your Shot (800+ 5* reviews).
I run a successful podcast called, The Fearless Business Podcast and speak at events internationally.
Through the Fearless Business Accelerator we help our clients to productize their services, learn how to articulate their value to their clients and confidently charge more.
Before launching Fearless Business, I spent 12 years leading a marketing agency in Stroud, Gloucestershire. Our team of four designers and developers focused on helping local businesses establish their online presence. We offered web design, branding development, and search engine optimization (SEO) services. Over time, however, the weight of managing an agency and a growing team began to take its toll. With the arrival of my second daughter on the horizon, I craved a change. I yearned for a better work-life balance and the freedom to pursue a business model that served me, not the other way around. This desire for flexibility and personal fulfillment ultimately led me to create Fearless Business.
The Inspiration Behind Fearless Business
The origin story of Fearless Business is quite serendipitous. After selling my agency in 2016, word spread about my success. Several individuals, inspired by my journey, sought informal mentorship to build their own agencies.
This resonated because my agency thrived on a productized service model. Sharing this approach with these aspiring entrepreneurs led to rapid transformations in their businesses. However, a recurring challenge emerged – mindset around pricing.
During my agency days, I wasn't afraid to make tough pricing decisions. For instance, during the 2008 financial crisis, we boldly quintupled our hosting fees. This move, while seemingly risky, had a transformative effect, accelerating our growth. Looking back, I realize that naivety and a touch of assertiveness made the decision easier. However, the entrepreneurs I mentored were paralyzed by pricing fear.
This realization sparked the concept of Fearless Business. It embodies the idea of pushing past the anxieties, in life and business, that hinder us from achieving our goals. I recognized a vast audience – coaches, consultants, and freelancers – who, like my past agency, relied on hourly rates. This presented a significant market opportunity to help them productize their services, articulate their value proposition, and confidently command premium prices.
Fearless Business wasn't meticulously planned, but rather emerged from a desire to empower others to overcome the fear that had once held me back. This shift in perspective transformed informal mentoring sessions into a mission-driven company dedicated to helping others achieve fearless success.
From Idea to Reality
The allure of starting a coaching practice lies in its accessibility. You don't necessarily need a hefty investment; all it takes is a dash of hustle! In my experience, the key is to get out there, meet people, and talk passionately about your area of expertise – which for me, was business.
Here's a story that exemplifies this perfectly:
One day, a coach seeking guidance approached me 15 months into Fearless Business's launch. She confessed, "Robin, I believe I'm a better coach, but your success seems miles ahead of mine." Intrigued, I asked a simple question: "Tell me about your recent client consultations." Her response? "Four or five...in the past year!"
That, I realized, was the crux of the issue. So, I shared the extensive marketing activities I undertook within my first year:
Local Networking: Hosting a dozen networking events throughout the year.
Podcast Appearances: Landing guest spots on 30-40 podcasts.
Consultations: Dedicating time to nearly 125 potential clients.
Content Creation: Launching a podcast and a YouTube channel, churning out episodes and videos consistently.
Speaking Engagements: Accepting as many speaking opportunities as possible, totaling around 25-26 in a year.
The message here is simple: sometimes, success hinges on sheer effort. When funds are limited, you often have an abundance of time. Channel that time into building marketing assets and activities that attract clients.
Even website creation, something I'd done countless times for others, became a hurdle for me. Ultimately, I opted for a simple "about.me" profile page. This basic one-pager served me incredibly well for two years.
The takeaway? Don't let a lack of resources hinder your coaching dreams. With dedication, hustle, and strategic use of your time, you can build a thriving practice.
Attracting Customers
See my previous answer (local networking, podcast appearances, consultations, content creation, and speaking engagements). And to add, since growing Fearless Business, I've honed my approach to focus on three key strategies:
Speaking Engagements and Podcast Appearances: These activities go hand in hand. By securing speaking opportunities and podcast interviews, I gain exposure to a wider audience, establish myself as an authority figure, and potentially attract new clients.
Book Distribution and Gifting: I actively get my books, like "Take Your Shot," into as many hands as possible. This involves personally gifting and signing around 2,300 copies annually. Furthermore, I partner with events to sponsor them and offer book giveaways, further expanding my reach.
Strategic Partnerships: In 2023 and 2024, I've placed a strong emphasis on building partnerships. The key is to be intentional. Small businesses can get bogged down in time-consuming, tactical marketing activities with limited results. Strategic partnerships, however, can be transformative. By collaborating with the right partner who has a large audience that overlaps with mine, we can co-create compelling offers to attract potential clients – a much more impactful approach than one-off marketing tactics.
Partnerships are not one-sided endeavors. Being intentional also means prioritizing the other party's needs. By focusing on being helpful and adding value to them and their audience, I build trust and nurture a mutually beneficial relationship. This investment ultimately yields significant returns.
In essence, these strategies all contribute to enhancing brand visibility, establishing expertise, and attracting new clients through strategic collaboration.
Overcoming Challenges in Starting the Business
Being a solopreneur is an exciting adventure, but it definitely comes with its challenges. One of the biggest hurdles I constantly face is time management.
Like most small business owners, time seems to be my enemy. Juggling family commitments (my two daughters are my world!) with the unpredictable flow of clients can make it tough to maintain a healthy work-life balance. There are times when things are quiet, and then suddenly, a rush of clients comes my way, all needing attention at once.
This time crunch stems from a decision I made when I left my agency. Back then, I craved the freedom of solo coaching, with the goal of achieving a similar income but without the responsibility of managing a team. While I have a fantastic virtual assistant and associates who handle specific tasks, I consciously chose not to have full-time employees.
That freedom comes with a price, though. Even without a large team, I feel a deep sense of responsibility for the Fearless Crew – the 156 amazing members in my coaching program. Their success is my success, and I'm dedicated to helping them achieve their goals and have fun on their entrepreneurial journeys.
The reality is, my weekends aren't entirely free. While I do get some downtime, I typically dedicate 6-10 hours to actual coaching sessions. The rest of my time is spent on various activities that support the Fearless Crew, my team, and the overall growth of the business. This includes managing my virtual assistants, scheduling and attending podcast interviews and speaking engagements, and nurturing valuable partnerships.
Let's just say there's not a lot of time left for other things!
But here's the thing – it's a good problem to have. While the time constraints are real, I'm starting to see it as a challenge to overcome. It's prompting me to embrace the power of delegation and seek help for larger projects. Even solopreneurs like me can benefit from a strong support system.
Running a solo business is a constant juggling act, balancing time, responsibility, and the drive for growth. It's demanding, but incredibly rewarding. I wouldn't trade the freedom and fulfillment it brings for anything.
Costs and Revenue
As a solopreneur, managing finances requires careful planning. Here's a breakdown of my typical expense categories:
Marketing Investments: This is my biggest spending area. For example, I'm currently in the process of publishing my next book, which focuses on pricing and money mindset. To maximize its impact, I need to choose the right publisher.
Hybrid Publishing: This is my preferred route. While it requires an upfront investment ($5,000 - $10,000), it offers significant benefits. The publisher handles everything – concept development, editing, design, distribution, and even exploring international publishing and translation deals. It's a valuable service, but not cheap.
Book Promotion: Promoting each book adds to the costs. Printing typically falls between £2-£3 per book, while shipping ranges from £2.50 to £8 depending on destination. When I send out thousands of books annually, these costs accumulate quickly.
Surprisingly Low Marketing Spend: Despite these expenses, my overall marketing costs stay remarkably low – around 7-8% of my annual revenue. or a business of my size, this is considered lean.
Software and Subscriptions: My next largest expense is software and subscriptions, making up about 5% of my revenue. This fluctuates slightly due to exchange rates, as many subscriptions are in USD.
Investing in Myself: Personal and professional development is crucial. I attend events, learn from experienced coaches and entrepreneurs, and take courses to constantly improve my skills and knowledge. This ongoing investment allows me to be the best possible coach for my clients.
In essence, running a solo business involves strategic allocation of resources. Balancing marketing expenses with investments in tools and myself allows me to operate efficiently while fostering continuous growth.
A Day in the Life
Being a solopreneur means crafting my own schedule. Here's a glimpse into a typical workweek:
Mornings:
My day starts slow, usually with coffee after the (sometimes chaotic) school run. Coaching isn't on the morning agenda. This time is dedicated to:
Team Communication: Connecting with my team members, managing business tasks, and handling a few marketing activities.
Inbox Management: Quickly addressing any urgent emails.
Lunch Break:
Around midday, I take a well-deserved 30-minute break to recharge.
Afternoon Coaching Sessions:
This is where the real coaching magic happens! My afternoons are dedicated to a mix of:
Group Coaching: Leading sessions with associate coaches who support my group programs.
Individual Coaching: Dedicating focused time to my own one-on-one clients.
Session Length: I typically limit myself to two afternoon sessions, totaling 2-4 hours of coaching per day.
Weekly Variation: I structure my week strategically. Some weeks are coaching-heavy, while others are lighter, allowing for some rest and rejuvenation. This prevents burnout and keeps me energized.
Fridays - My Escape: Fridays are (mostly) work-free! They're reserved for personal well-being, whether it's a simple haircut, a relaxing massage, or just some downtime. However, flexibility is key. If a work opportunity arises or I feel inspired to tackle a task, I can choose to work at my desk, have lunch with an associate coach, or even escape to a local coffee shop for a change of scenery and a creative boost.
This structure allows me to maintain a healthy balance between coaching commitments, business management, and personal time. It's a schedule that fosters both productivity and well-being.
The Vision for Fearless Business
Here's a breakdown of my goals, both immediate and those on the horizon:
Short-Term Focus: Strategic Partnerships and Book Launch
Leveraging YouTube Collaborations: I aim to build partnerships with YouTubers with large audiences (1-2 million subscribers) who share my values. I see this as a mutually beneficial opportunity: I can contribute to their content and communities, while gaining exposure for myself.
Dream Podcast Appearance: A key short-term goal is to be featured on "Diary of a CEO," a podcast hosted by British entrepreneur Stephen Bartlett. This exposure would significantly elevate my profile.
Book Completion and Release: The finalization and launch of my second book, focused on pricing and money mindset, is another short-term priority. With 85% of the content already drafted (around 35,000 words), I anticipate completing the remaining 10,000 words soon. I'm excited about this project, aiming for a timeless quality that will continue to resonate with readers for years to come.
Long-Term Vision: A Coaching Oasis in Ibiza
My long-term dream is ambitious and inspiring:
Ibiza Coaching Retreat: Inspired by a recent vacation, I envision purchasing a property in Ibiza. My plan is to create a coaching retreat, inviting clients for immersive coaching experiences. Clients would be welcome to stay for any duration, allowing for tailored programs ranging from a few days to a week.
Shifting Environments, Sparking Innovation: The core belief behind this dream is that removing clients from their usual environments fosters creativity and sparks groundbreaking ideas. This unique setting promises to be a catalyst for personal and business breakthroughs.
My aspirations showcase my commitment to growth, strategic collaboration, and creating exceptional value for my clients. My short-term goals set the stage for wider recognition, while my long-term dream embodies a unique approach to coaching, one that blends inspiration with a change of scenery. It's a vision that has the potential to revolutionize the coaching experience.
Guiding Principles for Entrepreneurial Success
Many aspiring entrepreneurs get bogged down by perceived roadblocks. Here's my take on overcoming these hurdles:
The Myth of Big Budgets: The belief that starting a business requires significant investment in websites, branding, and funding. These self-imposed barriers prevent many from even getting started.
The Power of Small Steps: The key message? You can begin with practically no money. Every £10 or $10 earned brings you closer to your dream. Don't be afraid to start small and gradually build momentum.
Resourcefulness over Inventory: I like to use the example of a car wash business. People often assume they need specialized equipment. In reality, many potential customers already own car cleaning supplies. Resourcefulness is key – knocking on doors, offering a service, and (if necessary) politely borrowing equipment can get the ball rolling.
Embrace Humility over Pride: There's no shame in starting small. Being willing to ask for help, even if it means appearing a bit unprepared, can be the difference between starting and staying stagnant.
Starting a business is about resourcefulness, initiative, and overcoming self-imposed limitations. By taking small steps and embracing a resourceful approach, anyone can turn their entrepreneurial dreams into reality.
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