Hands-Off CEO

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

Still stuck trying to sell $20K projects… while your competitors are landing $100K+ deals?

In this video, Mandi Ellefson breaks down the 4 strategic shifts consulting agency CEOs are using to close premium, high-trust engagements — without chasing leads, discounting your fees, or getting stuck in the weeds of delivery.

If you’re delivering great results but getting ghosted, undercut, or passed over for bigger firms… this will change how you sell forever.

⏱️ What You’ll Learn:

• The mindset shift that flips you from vendor to strategic advisor
• Why your current offer may be sabotaging sales
• How to reposition without changing your entire business
• What buyers actually need to hear to say yes to $100K+

🚀 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

Youtube Podcast Episode:

👉 youtube.com/watch

Trying to sell $20K projects — but clients keep ghosting, lowballing, or dragging their feet?

This video breaks down 4 powerful shifts that will help you close $100K+ consulting deals with confidence — without chasing leads, discounting your fees, or working more hours.

Mandi Ellefson (founder of Hands-Off CEO) shares the exact mindset, offer, and positioning strategies top consulting and agency owners are using to consistently close high-ticket clients — even in a tight market.

💥 If you’ve been stuck in $10K–$30K projects that drain your time and don’t reflect your value — this is your wake-up call.

⏱️ What You’ll Learn:

• Why high-ticket is easier to sell in a down market
• How to get paid for your sales process and shift the power dynamic
• The #1 mindset mistake keeping your fees low
• How to package and name a “sexy” offer that sells itself
• A trust-based sales process that closes faster and more profitably

🚀 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: Why Bigger Deals Aren’t About Doing More

00:32 - Who This Is For: From $10K Projects to Premium Pricing

01:00 - Meet Mandi Ellefson & Hands-Off CEO

01:23 - Why High-Ticket Is Easier in a Tough Market

01:58 - Get Paid to Sell: The Power of Discovery

02:45 - Make Your Offer Sexy (Without Adding More Stuff)

03:42 - Sell Outcomes, Not Deliverables

04:09 - Engineer a Sales Process for Trust and Control

04:50 - Want Help? Build Your High-Ticket Sales Process

Are your prospects not seeing your worth? This video highlights the importance of value perception and how it impacts your business growth. Learn how to communicate value effectively and understand consumer behavior to make sure you're not being overlooked.

Youtube Podcast Episode:

👉 youtube.com/watch

In this episode, Mandi Ellefson reveals why you don’t need to search for "clients with bigger budgets" - they’re already right in front of you! Discover how to inspire existing clients to unlock budgets they didn’t even know they had.

Mandi shows exactly how to transform your business from charging $5K per month on 3-month engagements to commanding $90K for a 90-day ROI builder offer. This is how our clients are building breathtaking case studies that naturally justify premium pricing.

0:00 - Why clients resist higher fees (and what to do about it)
1:29 - The myth of "finding clients with bigger budgets"
3:08 - How to unlock hidden client budgets
4:14 - The ROI Builder Offer explained
6:54 - From $60K/year to $90K/90 days: A real client story
9:10 - The key to selling premium services with confidence
10:27 - What you’ll learn in the Quantum Leap Workshop

#ConsultingAgency #PricingStrategy #AgencyGrowth #ProfitMargins #ServiceAgency #BusinessWorkshop #ScaleYourBusiness

In this insightful solo episode of Hands-Off CEO, Mandi Ellefson shares critical insights from her extensive experience working with thousands of consulting companies over the past 12 years. She reveals the four key strategies that distinguish thriving consulting firms from those struggling to scale.

Drawing from real-world examples and case studies, Mandi breaks down how successful consultancies are adapting to market changes and positioning themselves for sustainable growth. She emphasizes that 2024 has been a challenging year for many companies, making these strategies even more crucial for success in 2025.

The episode deep dives into four fundamental areas:

1. Niching down to solve million-dollar problems
2. Becoming truly results-driven with clients
3. Building and maintaining a results-driven team culture
4. Developing proactive "hunters and farmers" approach to business development

Mandi shares several compelling case studies, including how one agency increased their fees by 367% by shifting their focus to long-term client transformations. She explains how Jamie Birch's company positioned themselves to add $10 million in new sales for DTC brands over three years, demonstrating the power of clear, focused value propositions.

A particularly valuable section discusses the common profit delusion in consulting agencies, where owners often underestimate their true profitability by not accounting for market-rate compensation for their own roles. Mandi provides practical guidance on how to evaluate and improve real profit margins.

The episode also tackles the critical distinction between growth and scale, explaining why simply working harder or hiring more people often leads to diminishing returns. Instead, Mandi advocates for creating "unfair advantages" that compound over time, allowing firms to command premium fees while delivering superior results.

Throughout the discussion, Mandi emphasizes that scaling doesn't have to mean sacrificing quality or becoming "mediocre." She presents a compelling vision for how consulting firms can maintain their excellence while becoming more profitable and less dependent on the owner's direct involvement.

Want to implement these strategies in your consulting firm? Book a complementary Scalable Growth Session at handsoffceo.com/scale to have Mandi's team analyze your business and identify your biggest opportunities for sustainable growth.

Ready to transform your consulting agency into a valuable asset that grows without you? Get your copy of "The Hands-Off CEO" at handsoffceo.com/book and access the proven framework that's helped countless agency owners triple their fees while working less. Don't miss out on the audiobook, PDF version, and valuable bonus materials – all for just $4.99.

In this episode of Hands-Off CEO, Mandi Ellefson interviews Liz Elting, author of “Dream Big and Win” and founder of TransPerfect, which she built into the world’s largest language solutions company. Starting from an NYU dorm room at age 26, Liz shares her journey of scaling a business while maintaining exceptional service quality.

Liz discusses how she transformed her company by implementing innovative strategies to empower employees to think and act like owners. She emphasizes the importance of building world-class sales and production teams early, with compensation structures that align employee incentives with company goals. Rather than traditional fixed salaries, she advocates for arrangements that offer lower base pay but significant upside potential tied to performance.

A key insight from the conversation is Liz’s approach to fostering innovation within her organization.
She regularly asked employees: “What would you do differently if you owned the company?” and, importantly, gave them the authority to implement their ideas. This created a culture of ownership and continuous improvement.

The discussion also tackles the challenges of stepping back as a CEO. Liz candidly shares her early mistakes, including working through maternity leave due to lack of proper delegation systems. She stresses the importance of establishing succession plans early, noting that it becomes more difficult to step away as the company grows larger.

Throughout the interview, both Liz and Mandi emphasize that scaling actually makes business easier when done right, challenging the common assumption that bigger means more complicated. Liz’s parting advice: “Don’t think small – it can be easy to run a small or big company. It actually got easier over time because we had more options.”

The episode provides practical insights for business owners looking to scale while maintaining quality and creating a sustainable organization that doesn’t depend solely on the founder’s involvement.

Listeners can find Liz’s book “Dream Big and Win” on Amazon and major retailers, and connect with her on various social media platforms including LinkedIn, Instagram, and X (Twitter).

Want to transform your agency from a resource-heavy operation to a streamlined, profitable machine? This episode provides the blueprint for making that transition while actually increasing client satisfaction and results.

Ready to become a true Hands-Off CEO?

Grab your copy of “The Hands-Off CEO” at handsoffceo.com/book and unlock the proven framework that’s helped countless agency owners triple their fees while working less. Get the audiobook, PDF version, and valuable bonus materials – all for just $4.99.

Don’t wait to start your journey to freedom and scalable growth!

 

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Instagram | Executive Briefing

Liz Elting on LinkedIn | Instagram | Website

Elizabeth Elting Foundation – Website | LinkedIn

TransPerfect –

How Digital Agency Increased Profits by Doing Less - with Ralph Burns and Ryan Hodges of Tier 11 - E112How Digital Agency Increased Profits by Doing Less - with Ralph Burns and Ryan Hodges of Tier 11 - E112In this strategic conversation, Mandi interviews Ralph Burns and Ryan Hodges of Tier 11, a digital marketing agency managing over $105M in annual ad spend. They discuss their journey of transforming from a chaotic 70-person agency to a streamlined, more profitable operation with 40 team members.

Key Topics Discussed:

[00:00-03:45] Introduction

• Overview of Tier 11's business model
• Introduction to Ralph Burns (CEO) and Ryan Hodges (COO)
• Discussion of their podcast "Perpetual Traffic" with 12M+ downloads

[03:46-09:30] Growth Stages & Breaking Points

• Every time you 2-3x your size, everything breaks
• First milestone: $100K/month revenue
• Second milestone: $300K/month revenue
• The importance of finding complementary talent

[09:31-15:45] Acquisition Strategy

• Using acquisitions to gain talent
• Converting contractors to full-time employees
• Building strategic partnerships within the industry
• Importance of relationships with competitors

[15:46-24:15] Operational Transformation

• Reducing headcount from 70 to 40 while maintaining output
• Implementing standardized systems and processes
• Focus on the 80% fundamentals of business operations
• Discussion of operational efficiency improvements

[24:16-32:30] Client-Centric Model

• Transition from accepting any client to selective partnerships
• Doubling revenue per customer
• Improving client retention dramatically
• Creating strategic partnerships for referrals

[32:31-39:45] Profitability & Team Optimization

• Increase in gross margins from 50-55% to 65%
• 15-20% productivity increase through aligned purpose
• Discussion of team motivation and culture
• Implementation of standardized processes

[39:46-44:15] Vision & Leadership

• Importance of clear vision communication
• How to handle team members who don't align
• Creating a legendary brand in the agency space
• Building operational excellence

[44:16-50:02] Key Insights & Closing

• Finding complementary leadership
• The importance of saying no to wrong-fit revenue
• Focus on metrics that matter to clients
• Discussion of ideal client profile

Notable Achievements:

• Doubled revenue per customer
• Increased gross margins by ~10%
• Improved team productivity by 15-20%
• Successfully transitioned from 70 to 40 team members while increasing efficiency

Key Business Insights:

1. Focus on running the business properly (80%) versus just delivering services (20%)
2. Importance of clear vision and purpose alignment
3. Value of complementary leadership skills
4. Need for operational excellence and standardization

Actionable Takeaways:

1. Systematize vision communication
2. Focus on operational excellence
3. Create strategic partnerships
4. Implement proper management systems
5. Align team with company vision

Resources Mentioned:

• The "Hodge Wheel" - Vision, Journey, Culture, Results framework
• Rocket Fuel by Gino Wickman
• Client Experience Engine methodology

Perfect For: Agency owners generating $1M-$5M+ in revenue who want to transition from chaos to operational excellence while increasing profitability and reducing personal involvement.

Want to transform your agency...

Are you playing it too safe with your agency's growth? In this thought-provoking episode, Mandi Ellefson challenges agency owners to think bigger about transformation. Drawing from her experience helping agencies scale, Mandi explains why staying "safe" might be the riskiest strategy in today's market. This episode explores:

• Fear of Business Transformation [00:00:00] Learn why many successful agency owners resist making changes that could unlock massive growth, fearing they'll "blow up" what's already working.
• Market Pressures and Competition [00:01:48] Understand the current challenges facing agencies, including AI disruption, increasing competition, inflation, and changing buying patterns.
• Case Study: Ralph Burns' Success [00:02:42] Discover how one agency doubled their revenue per client and achieved a $50 million valuation by making bold strategic changes.
• The Growth Journey Reality [00:04:39] Why getting from $1M to $3M is one of the hardest transitions, and why aiming for $5M or $10M might actually be easier.
• Playing to Win vs. Not to Lose [00:06:28] Explore the mindset shift needed to achieve exponential growth, illustrated by a client who increased minimum rates from $30,000 to $100,000.
• Creating a Self-Running Agency [00:08:43] Learn about the upcoming "90 Days to a Self-Running Agency" program and what it takes to build a functional, profitable, and enjoyable business.

Don't miss this opportunity to understand why playing it safe might be holding your agency back from its true potential. If you're ready to transform your agency, this episode provides the inspiration and strategic insight you need.

This episode is essential listening for agency owners who want to break free from the "safe" path and create transformational growth in 2024-2025.

Mandi invites you to reach out for more information on scaling your business, and mentions her new book 'The Hands-Off CEO'. With insights to help you rethink your approach to growth in 2024-2025, this episode is essential for ambitious owners, founders and CEOs of 8-figure agencies.

Resources: 

• The Hands-Off CEO Book [00:07:52] Available HERE
• Scale Your Agency Assessment [00:09:31] Book a Scalable Growth Session HERE
• NEW 90 Days to a Self-Running Agency Program Podcast [00:08:43]

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

Are agency owners feeling trapped by their own success? In this insightful episode, Mandi Ellefson explores how CEOs can scale their consulting agencies to new heights. Drawing from her experience with thousands of agency CEOs, Mandi breaks down critical elements for exponential growth. This episode is packed with actionable insights, including:

• Setting Ambitious Growth Goals [00:01:46]
  Discover why basing future success on past performance limits potential, and how to set more expansive targets.
• Investing Ahead of Growth [00:04:23]
  Learn why investing in your company's growth before you have the cash flow is crucial for rapid scaling.
• Repositioning Your Offer for Higher Fees [00:06:58]
  Uncover strategies for creating irresistible offers that allow you to dramatically increase your fees, illustrated by Mark's success story of increasing fees by 600%.
• Breaking the Cycle of Unprofitable Growth [00:09:39]
  Explore why simply bringing on more clients with your current model won't solve underlying profitability issues.
• Making Strategic Investments [00:11:33]
  Understand the importance of making calculated investments in your business, even when it feels uncomfortable.
• Learning from Mistakes [00:13:24]
  Hear Mandi's personal anecdote about the costly mistake of trying to solve the wrong problems instead of seeking support.

Don't miss this opportunity to learn how you can transform your agency into a scalable, profitable powerhouse. If you're ready to see exponential growth, this episode is your roadmap to success.

Mandi invites you to reach out for more information on scaling your business [00:15:31], and mentions her new book 'The Hands-Off CEO' [00:15:54]. With insights to help you rethink your approach to growth in 2024-2025, this episode is essential for ambitious agency owners.

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing