From $0 to $264k in 12-months with High-End Services
Episode 780: Show Notes
Over the last 12 months, I've been doing an experiment. I wanted to prove that even after nearly a decade, the same principles still apply, still work, and still let you build a business that earns a reasonable salary and can support the life you want to live. When I first started my own business, I replaced my corporate salary 30 days after being laid off. And in eight months, I made $100,000. Four months after that, I doubled it.
A lot has changed in the intervening years — IRS technology is different, social media is constantly evolving — but do the same principles hold up? Last August, I quietly reopened the agency side of my business, calling it BP Studio. In 12 months, I pulled in $264,000 in revenue from high-end services. No paid ads, no social, no trendy marketing strategies. This growth? It's been 100% organic, all from warm leads that were already in my network. So if I did it once and then did it all over again eight years later, how did I pull it off? What changed and why? I can't wait to get into all of this with you in today's episode!
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Getting Started
So, how did I build this business and hit these numbers? First off, I started with the exact principles I've been preaching. Before anything else—before selling, before marketing—I asked, "Is this venture worth the time and resources of me and my team? Can it cover our living and operational costs?" And trust me, when you're scaling, you're not just adding, you're multiplying variables. It's got to be more than an experiment; it has to be profitable and in line with what I advise others to do.
When I initially launched my business, I didn't box myself into too many corners. Start broad, but pick a skill set to focus on – be it web design, copywriting, or even something like floral arrangements. Let your services mold around that core skill. You'll want that flexibility at the beginning because that way you get to see what really clicks with people.
But here's another layer to it—I deeply considered what we excel at. What are our natural talents? Where does my team shine? What's my background, where have I invested a good portion of my career, and where do I bring strategic value? And crucially, how could I add value to my clients with the skills and expertise I already have? I didn't look for new skills to learn; I leveraged what we were already good at.
The Warmest Leads Are The People Who Have Already Paid You
Now, one key thing I really want you to remember is this: your warmest leads are the people who've already paid you. I know some of you who are just starting out might be thinking, "But I've never had a client!" Okay, I get it, and we'll have to tackle some additional things for you. But for many of you, you've already kicked off your business, made sales, and had clients. Hands down, your warmest leads are the people who've already opened their wallets for you.
Why You Don’t Need A Portfolio To Start
It may sound crazy, but when I started my business I didn’t have a portfolio. That is true for both the first time I built a business, and the second! I didn’t want to start with a portfolio during my experiment because I knew that most of you wouldn’t have one to start. And I also knew it wasn't necessary. The truth is you don’t need a portfolio. You can be your own case study.
I knew that if I was going to sell websites, then I needed to feel really good about my own website. I needed to know that it was effective, helpful, and that it would allow people to go down a specific journey — all of those good things! So ask yourself “Are you walking the walk?” or are you like the cobbler whose child ends up not having shoes because he’s too busy making footwear for everyone else? How can you make sure that you’re prioritizing yourself (without compromising your clients, of course!)
Tell People What You Do
It's so easy to forget that people in your life, people who already know and like you, might not actually know what you do for work! And if you're not telling them, then I honestly think you're doing yourself a huge disservice and leaving valuable opportunities on the table. Opportunities that could benefit everyone involved!
We got firsthand experience with this when we launched our website. In just 90 days, we started seeing real results, and not just from warm leads we already knew. We also got a bunch of new clients who found us through Google. They were searching for solutions to their problems and stumbled upon our site. These weren't small deals; we're talking projects between $16,000 and $25,000. The best part? They converted super-fast – anywhere from a week to just 90 days after finding us. It really highlights just how effective a well-crafted website can be when you're clear about what you offer. Which is exactly why we do them for our clients!
The Art of Walking Away When You Can’t Scale
As part of my experiment I ventured into offering bookkeeping and CFO services—totally new territory for us. Why? Because I love numbers and saw how it could elevate my business. The experiment was awesome; clients loved it. But here's the kicker—we weren't ready to scale it. To do it right, it would need either a lot of my time or a serious cash injection. I could've done it, but it didn't align with where my business was at. So, I pressed pause, refunded some folks, and shifted focus. Could I have done it? Yes. Did it make sense for my background and the unique makeup of the business I had at the time? It didn't.
How To Ethically Manage Capacity
Let’s talk logistics. On the agency side, we typically manage up to three projects at a time. I keep my client work to around 30% of my time, not just for efficiency, but from an ethical standpoint too. Going beyond that compromises my ability to fulfill my other CEO roles effectively. I hear from clients who are swamped, committing 80–90% of their time to client work. That's neither sustainable nor ethical.
My team's in a similar boat, spending about 50–60% of their time on client projects. I monitor this closely because, to build an ethical work environment, it's crucial to keep tabs on capacity. We always kick off a project with a team meeting to dial in on what the client really needs. And if we're introducing new elements to the client experience, those get rolled into the client's timeline upfront, so they know what to anticipate. In my experience, as long as you're setting expectations and effectively communicating with your client, they are generally fine. They just want to be communicated with!
Where To Go From Here
I dedicated a whole year of my life to this experiment, because it was so important to me to understand the unique needs and challenges of our clients. And while I've been highly successful in the past, I wanted to brush up on ways to make this more efficient.
That’s why I've created the Co-op, a one-stop membership offering everything you need to grow your business, from onboarding questionnaires to sales scripts. In the Co-op, I'm also providing an exclusive training that breaks down my entire year-long journey. You'll get a step-by-step guide on what worked for me, where to find these tools, and how to implement them.
If you're ready to level up your business, I invite you to become a core member of the Co-op. You'll not only gain access to valuable resources but also become part of a fast-growing community seeing real, tangible results.
Quote This
You can be your own case study; you don't have to have a portfolio to start.
Highlights
Getting Started [0:02:19]
The Warmest Leads Are The People Who Have Already Paid You [13:20]
Why You Don’t Need A Portfolio To Start [0:18:58]
Tell People What You Do [0:23:32]
The Art of Walking Away When You Can’t Scale [0:28:53]
How To Ethically Manage Capacity [0:33:27]
Where To Go From Here [0:41:24]
OUR HOST:
Abagail Pumphrey
Boss Project on Instagram | Facebook
Abagail Pumphrey, the Co-Founder & CEO of Boss Project, has been a driving force in the creative entrepreneur industry since 2015. With a passion for empowering service-based business owners around the globe, she became internet-famous after the launch of the transformative training, "Trello for Business." This innovative system revitalized the operations of over 10,000 business owners, making a significant impact on the online business landscape.
Under Abagail's leadership, Boss Project has been featured in prestigious publications such as Forbes, Marie Claire, INC, and HuffPost. Her twice-weekly podcast, The Strategy Hour, is a staple in the business community, continuously topping Business and Management Charts on Apple with millions of listeners from around the world.
Abagail's superpower lies in her ability to break down complex concepts into easy-to-implement, duplicatable systems. As an expert in online sales and a data-driven strategist, she has turned a layoff into a 7-figure work-from-home business. Abagail's mission to help more female founders become financially free, without letting their businesses take over their lives, continues to inspire and guide entrepreneurs on their path to success.
Key Topics:
Website Strategies, Warm Leads, Organic Growth, High-End Services, Client Communication, Team Capacity
