Hands-Off CEO

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

If you're stuck at capacity, pricing too low, and feel like growth means burnout — this video shows you a smarter path to scale.

In this episode, Mandi Ellefson shares how two consulting firms 2X’d their prices and 6X’d their profits without hiring or hustling harder.

They didn’t need a bigger team — they needed a better offer.

This strategy helped them reposition around outcomes, simplify delivery, and close premium deals with confidence.

If you’re delivering great results but not getting paid what you’re worth — you’ll want to see how they did it.

🔍 You’ll Learn:

• How one shift helped a firm raise pricing from $5K to $10K/month — without resistance
• The framework that drove a 600% profit increase (with the same team)
• Why simplifying delivery actually boosted results and freed up capacity
• How to lead sales conversations with confidence — even at higher fees
• What makes clients say “yes” faster when your value is clear

🚀 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

Are you the one holding your agency together — and holding it back?

If you’ve hired a team, built some systems, and delegated tasks… but you still can’t step away without things stalling — you're not scaling, you're surviving.

In this video, Mandi Ellefson breaks down why founders become the bottleneck in their agency’s growth — even when it looks like they’re doing everything right — and how to fix it.

You’ll learn:

✅ The real reason your team still leans on you for everything

✅ Why systems alone don’t create scale

✅ How to shift from managing work to leading a high-performance team

✅ A case study of a founder who stepped away during a launch — and came back to everything running better without her

✅ What has to change if you want to scale profitably without sacrificing quality or growth

Whether you're stuck in meetings, reviewing work, or constantly catching problems before they hit the client, this is your invitation to finally step out — and level up.

🎯 Ready to stop being the bottleneck and start scaling forward?

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

⏱️ CHAPTERS

00:00 – You’ve Hired and Delegated — But It’s Still on You

00:27 – What Being the Bottleneck Really Looks Like

01:20 – Real Story: Sharon’s Team Handles It Without Her

01:55 – Why Most Agencies Stay Stuck

02:18 – The Shift: From Delegating Tasks to Owning Outcomes

02:45 – How to Rebuild a Business That Runs Without You

03:10 – Next Steps to Scale Without Sacrificing Growth

Watch the episode on YouTube here:

YOUTUBE PODCAST

Your $20K proposal isn’t failing because of the price — it’s failing because your consulting firm’s value proposition isn’t landing. And ironically? The same clients who ghost your $20K pitch might eagerly say “yes” to $100K — if you position it the right way.

In this video, Mandi Ellefson shares the agency positioning strategy that helped one firm move from stalled $30K deals to consistently closing $100K+ engagements — with the same clients.

🎯 You’ll learn:

1. Why smaller offers feel riskier than premium ones

2. The #1 reason your “reasonable” price is still getting rejected

3. How to reframe your services into strategic growth outcomes

4. A client-tested approach to selling $100K+ projects with confidence

5. What premium buyers actually look for before they say yes

🚀 Want to Work With Hands-Off CEO?

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

📍 Chapters:

00:00 - Intro: From $20K Grind to $100K+ Deals

00:38 - Shift #1: Own the Sales Process (Without Overexplaining)

01:27 - Shift #2: Reposition Around Results — Not Scope

02:18 - Shift #3: Speak to Bigger Problems

03:14 - Shift #4: Make Your Offer Obvious (and Premium)

04:30 - What Happens When You Shift All 4

05:02 - Want Help? Here’s Where to Start