Hands-Off CEO

In this episode, Mandi shares how one firm went from charging a few hundred dollars an hour to closing million-dollar contracts,  simply by redefining the category they played in. Instead of selling services like engineering or surveying, they positioned themselves around solving the high-stakes problems that keep executives up at night,  saving companies hundreds of thousands in lost profits and delays.

By reframing their offer around measurable client outcomes, they didn’t just raise prices, they multiplied their value. Within months, they replaced low-margin clients with top-tier ones willing to pay six and seven figures for results that truly mattered.

🔍 In This Episode, You’ll Learn:

• How to reposition your services around transformational outcomes,  not deliverables
• The strategy that helped one firm 5x its fees and land million-dollar contracts
• Why solving C-suite problems creates instant demand and loyalty
• The difference between tactical selling and strategic category ownership
• How to attract higher-value clients who see your work as indispensable
• Why clarity of value is the foundation for premium pricing

The top 5% of firms aren’t competing on rates,  they’re competing on results. When you position your business around outcomes your clients can’t ignore, you stop chasing opportunities… and start commanding them.

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1/ FREE - Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing/?utm_source=podcast

2/ FREE – Grab our $500K Pipeline Map: How to Unlock $10K-$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3/ Get My Book: The Hands-OFF CEO – Triple Your Fees and Scale Without Burning Out. Yours for just $4.99 → https://handsoffceo.com/book?utm_source=podcast

4/ Work With Us 1-on-1: Let’s find the breakthrough that takes your agency to the next level → https://handsoffceo.com/scale?utm_source=podcast

In this solo episode, Mandi reveals the single biggest advantage that sets the top 5% of consulting and agency firms apart and how you can start building it in your business in just 30 days.

While most agencies are busy optimizing operations, chasing leads, or cutting costs, the best firms are doing something entirely different: they’re optimizing for client profit and proof of results. Mandi shares real client examples, case studies, and frameworks that show how to reposition your firm from being a vendor to becoming a strategic advisor your clients can’t live without.

🔍 In This Episode, You’ll Learn:

• Why the top 5% of firms are widening the gap and how to catch up fast
• How to package your client results into case studies that land $100K+ deals
• The biggest mistake most agencies make (and what to focus on instead)
• Why optimizing for client profit leads to far higher margins, even with clunky ops
• How to use the “Bridge Framework” to lead clients to bigger outcomes
• The mindset shift from “people-pleasing” to powerful leadership
• What success conditions you must require for clients to achieve transformational results
• How to double your prices and profits by focusing on outcomes, not deliverables
• Why proof is the most powerful growth engine in uncertain markets

The top 5% of firms aren’t waiting for the market to stabilize,  they’re creating stability through proof, outcomes, and bold leadership. You can do the same. Build the systems that make your results undeniable, and watch the right clients start chasing you.

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1/ FREE - Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing/?utm_source=podcast

2/ FREE – Grab our $500K Pipeline Map: How to Unlock $10K-$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3/ Get My Book: The Hands-OFF CEO – Triple Your Fees and Scale Without Burning Out. Yours for just $4.99 → https://handsoffceo.com/book?utm_source=podcast

4/ Work With Us 1-on-1: Let’s find the breakthrough that takes your agency to the next level → https://handsoffceo.com/scale?utm_source=podcast

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson talks with Logan Lyles, founder of Demand Shift. Logan helps B2B agencies and brands turn simple marketing into predictable growth using webinars that actually convert and authentic outreach that builds trust.

Together, they unpack how Logan went from launching his agency to booking dozens of sales calls in just weeks, all without complicated funnels or big ad budgets. He shares exactly how he used LinkedIn, a short survey, and value-first webinars to build relationships and win clients fast.

You’ll learn why most agencies overcomplicate their marketing, and how a back-to-basics approach can help you grow faster, reach better-fit clients, and stop wasting time on tactics that don’t move the needle.

🔍 What You’ll Learn in This Episode:

• How Logan built a full client pipeline in his first month using LinkedIn
• Why a simple 4-minute survey can generate dozens of quality leads
• How to avoid “dead ends” in your marketing funnel and move prospects forward
• The 3T’s of high-converting webinars: Topic, Title, and Thumbnail
• How to promote webinars effectively, even with a small audience
• Why the best webinars educate instead of pitch and how that builds trust
• What to focus on first if you want marketing that’s simple and scalable

If you’ve been stuck in overcomplicated marketing systems that don’t deliver, this episode will show you how to simplify your strategy, attract better clients, and turn conversations into real growth.

Connect with Logan Lyles: https://demandshift.co/webinar-fast-track

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson unpacks one of the biggest fears firm owners face, raising prices. For many, it feels risky, even dangerous, because losing a single client can feel like a step backward. But as Mandi reveals, the real danger isn’t in raising your rates, it’s in how you position the increase.

You’ll discover why most firms trigger pushback the moment they justify price hikes with “rising costs” or extra deliverables, and how to avoid falling into that trap. Instead, Mandi shows you how to reframe your offers around the bigger outcomes. Clients truly want growth, profit, and transformation so that higher fees land as a declaration of leadership, not bad news.

She also shares a simple four-part script you can use to confidently present new fees in a way that builds trust, authority, and excitement with your best clients. And you’ll see why the top firms in every industry are charging 2x–3x more without working harder by anchoring their services to results that matter most.

🔍 What You’ll Learn in This Episode:

• Why raising your prices isn’t the real risk and what is
• The mistake that makes price increases feel like bad news to clients
• A four-step script to present higher fees with confidence and clarity
• How to shift from “vendor” to “growth partner” by leading clients to bigger outcomes
• Why the most profitable firms don’t add more work and make results more certain

🕒 Chapters

00:00 – Why raising your prices feels risky

00:35 – The real danger isn’t the price increase

01:10 – The wrong way firms explain higher fees

01:55 – What clients actually care about (outcomes)

02:40 – Reframing your value around revenue impact

03:25 – Thinking like a growth partner, not a vendor

04:15 – How to anchor fees to client results

05:05 – The 4-part script for raising your prices

06:10 – Avoiding the “more deliverables” trap

06:50 – Spot, quantify, and prove the value gaps

07:40 – Turning price increases into trust and authority

08:25 – Your challenge: lead with outcomes, not tasks

09:10 – Case studies: firms doubling and tripling profits

09:55 – Why premium fees unlock scalable growth

If you’ve been holding back on raising your rates out of fear of pushback, this episode will give you the tools and mindset shift to increase profits, strengthen client trust, and position yourself as the leader clients can’t afford to lose.

👉 Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson talks with Kristie Plantinga, founder of Place Digital. Kristie helps agencies and service providers simplify their marketing and attract clients with content that actually converts.

Together, they dig into why so many agencies struggle with marketing that feels scattered and how to build a simple, repeatable system that brings in the right leads without burning you out. From choosing the right channels to creating content that speaks directly to your ideal clients, Kristie shares practical steps you can start using right away.

You’ll discover why trying to be everywhere online leaves you exhausted, and how focusing on the basics can grow your authority and your pipeline.

🔍 What You’ll Learn in This Episode:

• Why most agencies overcomplicate their marketing (and how to fix it)
• How to choose the right marketing channel for your business
• The difference between creating content just to put something out there versus creating content that’s tied to real business outcomes
• Why consistency beats chasing the latest trend every time
• How to make marketing simple enough to stick with long term
• What agencies should focus on first if they want predictable inbound leads

If you’ve ever felt like your marketing is all over the place or you’re creating content that doesn’t get results, this episode will show you how to simplify, focus, and finally make marketing work for your agency.

Connect with Kristie: https://www.therapieseo.com/

If you’ve tried EOS but growth still feels flat, exhausting, or like you’re just spinning your wheels, this podcast explains why.

EOS is a powerful framework, but it’s not designed to fix weak positioning, underpriced offers, or a sales process that drags. And until those pieces are solved, no amount of L10s or accountability charts will create real scale.

In this episode, you’ll see why firms plateau when they “systematize struggle” and the smarter path to building a scalable, premium offer first.

Once your offer is dialed in, EOS becomes rocket fuel. But without it, you’re just making inefficiency more efficient.

🔍 You’ll Learn:

• Why EOS doesn’t solve demand, pricing, or positioning gaps
• The “illusion of progress” most agencies get stuck in
• How to reposition around your invisible advantage
• The key to premium pricing that clients happily pay
• Why EOS works best after you’ve nailed a high-fee scalable offer

🚀 Want Help Repackaging Your Offer to Scale Without a Bigger Team?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk. 

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself. 

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity. 

📄 handsoffceo.com/map

Watch the episode on YouTube here:

YOUTUBE PODCAST

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson talks with Jody Sutter, founder of The Sutter Company. Jody has helped agencies of all sizes simplify their business development and win clients without burning out or chasing the wrong opportunities.

Together, they dig into why most agencies overcomplicate growth and how to make business development simple, repeatable, and effective. From positioning that actually attracts the right clients to turning your sales process into a system, Jody shares practical steps to help agency owners escape the feast-or-famine cycle.

You’ll hear why trying to be everything to everyone keeps agencies stuck, and how a clear niche and client-focused messaging can unlock real growth.

🔍 What You’ll Learn in This Episode:

• Why AI is changing how agencies need to position themselves
• The difference between “we’re awesome” messaging and client-focused messaging that wins deals
• How to niche without closing doors (and why it helps you grow faster)
• Why many agencies fail to measure results and what to track instead
• How shifting from vendor to growth partner gives you access to client KPIs
• How to turn your sales process into a repeatable system that doesn’t depend on you

If you’ve ever felt stuck chasing proposals, competing on price, or struggling to win the right clients, this episode will show you how to simplify your growth strategy and finally build a business development system that works.

👉 Connect with Jody: https://www.thesuttercompany.com/

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson talks with Sharon Toerek, founder of Toerek Law and host of The Innovative Agency. Sharon is an attorney who’s spent years helping agencies protect their businesses, get paid faster, and turn their ideas into valuable assets.

Together, they dive into the hidden risks that hold agencies back and the simple legal moves that can unlock more profit, protection, and long-term value. From contracts that actually get you paid to new rules around using AI in client work, Sharon shares practical steps every agency owner needs to hear.

You’ll discover why treating your ideas and systems like real assets is a game-changer, and how the right protections can increase what your business is worth if you ever want to sell it.

🔍 What You’ll Learn in This Episode:

• Why your intellectual property is your agency’s most valuable asset (after your people)
• How to turn your ideas and systems into new revenue streams beyond client work
• The contract mistakes that cost agencies thousands and how to fix them
• A simple clause that protects you when clients stall or refuse to pay
• Why every agency needs clear rules for AI use before it backfires
• What’s really happening with agency sales and acquisitions right now

If you’ve ever worried about not getting paid, losing ownership of your ideas, or building something that’s not secure, this episode will give you the tools and clarity you need to grow a stronger, more valuable agency.

👉 Connect with Sharon: legalandcreative.com

In this episode of the Hands-Off CEO Podcast, Mandi Ellefson welcomes back Michael Zipursky, CEO of Consulting Success. Michael has worked with thousands of consultants worldwide, helping them build more profitable, scalable, and freedom-filled businesses.

Together, they dive into the radical shifts happening in the consulting space. From AI disruption to global uncertainty and how these changes are creating a clear divide between firms that adapt and those that fall behind.

You’ll discover why consultants who only sell “deliverables” risk being commoditized, and why the real winners are repositioning around must-have offers that solve urgent, strategic problems. Michael also shares how consultants can use AI, not as a threat, but as a multiplier, both in their own operations and in creating value for clients.

🔍 What You’ll Learn in This Episode:

• Why AI is both the biggest disruptor and biggest opportunity for consultants today
• How uncertainty in the market is changing buyer behavior (and slowing sales cycles)
• The difference between “nice-to-have” services and “must-have” solutions clients pay for
• How to reposition your offers around ROI and business-critical outcomes
• Why defining your personal vision of success matters more than following someone else’s

If you’ve been feeling stuck selling deliverables or competing on price, this episode will show you how to adapt, differentiate, and thrive in a changing market.

👉 Michael’s Consulting Website: consultingsuccess.com 

👉 Take Michael’s Consulting Superpower Quiz: consultingsuccess.com/superpower