Own Your Business

ตอน

• Listener Fave: Perfectionism's Upsides and Downsides 29.06.2026 46นาที

  You've probably told yourself you're a perfectionist like it's a badge of honor. Detail-oriented. High standards. Won't put your name on anything that isn't right.But what if perfectionism isn't your superpower? What if it's the reason your website still isn't live, your inquiry response takes three hours to write, and you've been "almost ready" to raise your prices for six months?This episode is one of our most listened-to episodes ever, and we're bringing it back because summer is exactly when perfectionism tends to win. Busier schedules, less margin, more reasons to delay the thing you know you should do.Katy and I are both perfectionists. Different kinds, it turns out. And in this episode, we get honest about what that actually looks like in a real business and a real marriage, including how each type quietly sabotages your growth in ways you might not even recognize yet.If you've ever delayed a decision because the timing wasn't perfect, or finished something only to immediately wonder if it was good enough, this one was made for you. You'll walk away with language for what's actually happening when you stall, overthink, or avoid, and a clearer picture of where your particular brand of perfectionism is costing you the most.Summer is short. Don't spend it stuck.
• Handling Objections that Are NOT about Money 22.06.2026 29นาที

  Someone just pushed back on your price. Maybe they said they need to think about it. Maybe they told you they found someone cheaper. Maybe they went quiet.And just like that, your stomach dropped.That reaction is not a weakness. It's your brain doing exactly what it was designed to do. The problem is, a brain in fight-or-flight mode is a terrible negotiator. And if you don't know what's actually driving the objection, you're just guessing at the solution.In today's episode, Katy and I are getting into objection handling: how different buyer types push back, why "it's too expensive" is almost never the real issue, and a simple protocol you can run through every time a deal starts to wobble.If you freeze up, cave too fast, or just don't know what to say when someone questions your price, this is the episode you've been waiting for. You'll walk away with a repeatable framework and the language to use it.Now let's talk about what they're really trying to tell you.
• The Profitability Audit: Are You Making Money or Just Staying Busy? 15.06.2026 26นาที

  Peak season is here for many in the wedding industry. You're busy, you're booked, and you're making money.But busy and profitable aren't the same thing. And most wedding pros won't figure that out until they're burned out in October, looking back at a packed calendar and wondering why they feel so broke.Here's what nobody talks about: 80% of the things you spend your time on probably generate about 20% of your results. That's not a mindset problem. That's the Pareto Principle, and it's playing out in your business right now whether you know it or not.In today's episode, Katy and I are walking through how to run a quick profit audit on your time and your services so you can stop spending 95 cents to make a dollar.If you've ever had a full calendar and a thin margin, this one is going to sting a little — in the best way. You'll walk away knowing exactly which services to double down on, which ones to quietly kill, and how to stop letting sunk cost keep you stuck.Let's make sure your busy season actually pays off.
• The Upsell Conversation: Adding Value After They've Already booked 08.06.2026 27นาที

  Your clients already said yes. They signed the contract, they're on the books, and you're doing the work.But here's what most wedding pros leave on the table: the money that was never in the contract to begin with.We're not talking about squeezing clients or tacking on fees they didn't ask for. We're talking about the stuff they genuinely need and haven't thought to ask for yet. The rehearsal dinner without a plan. The day-of paper goods they assumed they'd DIY. The album they haven't considered ordering. Couples walk into a wedding without knowing what they'll need on the other end of it. That gap is your opportunity.In today's episode, Katy and I are breaking down how to ethically grow your revenue with clients who are already on your roster, where those conversations happen in the client journey, and how to bring up an upsell without sounding like you're fishing for more money.If your average booking feels like a ceiling instead of a starting point, this one's for you. You'll walk away with a practical framework for identifying upsell moments, and the language to make those conversations feel helpful instead of pushy.There's more revenue in your current client list than you think. Let's go find it.
• The 90-Day Sprint: Planning Quarters to Get Sh*t Done 01.06.2026 18นาที

  Your January goals called. They want to know if you're coming back.Mid-year is when most wedding pros quietly abandon the plan and go into reactive mode until the holidays. In this episode, Sam and Katy make the case for 90-day sprints over annual goals, and why right now, in the middle of busy season, is the best time to plan your next quarter. They break down how to pick the right priorities, how to build projects your brain can actually execute, and how getting one extra planning cycle done per year compounds into a serious competitive advantage.You'll learn:Why annual goals fail and what a 90-day sprint does differentlyHow to narrow your focus to the one or two things that actually move the needleWhat breaking a project down to its smallest tasks does for follow-throughWhy the vendors pulling ahead right now are planning while everyone else is just surviving
• The Client Experience Map: Touchpoints That Create Raving Fans 25.05.2026 29นาที

  Most wedding vendors think the job starts and ends on the wedding day. Your clients disagree.In this episode, Sam and Katy walk through the full client journey, from the moment a couple signs a contract to long after the wedding is over. They cover what clients actually need at each stage, why so many vendors lose the plot between booking and the big day, and how small gestures at the right moments turn one-time clients into people who talk about you for years.You'll learn:Why the welcome experience right after booking is your biggest missed opportunityHow to anticipate client needs before they even think to askWhat separates a three-star client experience from a five-star oneHow the post-wedding touchpoint drives referrals more than almost anything else
• Energy Management for Wedding Season: Protecting Your Peak Performance 18.05.2026 32นาที

  Peak season has a way of grinding people down. Not dramatically, but slowly, week by week, until you hit November running on empty and wondering why you do this.In this episode, Sam and Katy talk through four categories of energy — physical, mental, emotional, and spiritual — and what it actually takes to protect each one across a full busy season. Sleep, hydration, client boundaries, scheduling buffers, letting go of outcomes you can't control…all contribute to preventing burnout.You'll learn:How your physical habits directly determine how much mental energy you have at workWhat smart scheduling boundaries look like before busy season locks inWhy emotional over-investment in clients quietly drains you and how to manage itHow recovery rituals at the end of a long day change everything
• Decision Fatigue: Why You're Exhausted and How to Fix It 11.05.2026 33นาที

  Decision fatigue is real, and it hits wedding solopreneurs hard.In this episode, Sam and Katy talk about why running a solo wedding business is so mentally exhausting — and it's not just the hours. When you're the CEO, the creative director, the accountant, and the marketing team all at once, every role brings its own set of decisions. Add constant task-switching and you've got a compounding mental load that drains your energy before the day is half over.You'll learn:Why decision fatigue hits wedding solopreneurs harder than mostHow to recognize it before it starts affecting your work and your salesWhat batching your tasks does to your brain — and why it worksHow to use AI, systems, and environment design to protect your mental energy
• Client Case Study: Chris J. Evans 04.05.2026 55นาที

  Has your business stopped working but you're not sure why? The leads dried up. The inquiries don't convert. You're working harder than ever but booking less.Chris J Evans knows that feeling. He went from triple-digit wedding volume in Hawaii to a complete business standstill. Instead of blaming the market, he rebuilt with small changes that had a big impact and this episode walks through exactly how he did it.You'll learn:Why adapting your portfolio to show risk instead of safe work attracts better clients How to diagnose when your business model has stopped working (and what to do about it)The specific positioning shift that took Chris from stuck to fully booked with luxury destination weddings Why taking ownership of your business problems is the only way forward when the market shifts
• Saying "No" Without Guilt: Boundary-Setting for People Pleasers 27.04.2026 28นาที

  You said yes again, even though you knew it was a bad idea. Now you're overextended, resentful, and wondering why you keep doing this to yourself. In this episode, Sam and Katy get real about people pleasing in a hospitality-driven industry, why setting boundaries feels so hard, and how to say no without the guilt spiral that usually follows.You'll learn:Why wedding pros are especially prone to codependent people pleasing patternsHow to say yes with conditions instead of just caving completelyThe bigger, better offer strategy that helps you focus on what you gain
• Decision-Making Timelines: Why Some Couples Book Fast and Others Ghost 20.04.2026 31นาที

  You nailed the discovery call, the chemistry was there, they loved your work, and then crickets. Or maybe they're still texting back, but it's been three weeks and you still don't have a deposit. In this episode, Sam and Katy unpack why some couples book in 48 hours while others take two months, and how to manage your own anxiety when the sale drags on longer than you'd like.You'll learn:Why booking speed has nothing to do with your sales skills or their interestThe psychology behind maximizers versus satisficers and how they decide differentlyHow to remove friction points and use micro-commitments to speed things upWhy 3 to 7 follow-ups is the right range before you cross into annoying
• Case Studies v. Portfolio: How to Use Client Stories to Sell 13.04.2026 22นาที

  Your portfolio is beautiful. But is it actually selling anything? In this episode, Sam and Katy break down the difference between portfolios and case studies, and why case studies are one of the most underused, high-impact tools for justifying premium pricing and closing hesitant clients. If you're tired of clients not understanding your value or you're working with NDAs and can't show much work, this one will change your approach.You'll learn:Why pretty pictures don't prove expertise or justify high pricesHow to structure a case study using the hero's journey frameworkWhat obstacles to highlight and which ones will backfire on youWhen to use case studies in the sales process for maximum impact
• Create Urgency that Feels Authentic (Not Manipulative) 06.04.2026 26นาที

  Urgency gets people off the fence, but it also makes you feel like a sleazy car salesman. In this episode, Sam and Katy break down exactly when and how to use scarcity and urgency without triggering buyer's remorse, defensive reactions, or total deal death. If you've ever felt gross sending a "this offer expires" email or watched a sale implode after you pushed too hard, this one's for you.You'll learn:Why urgency can either close deals or blow them up completelyThe difference between ethical scarcity and manufactured pressure tacticsHow to use soft holds and first right of refusal the right wayWhen countdown timers work and when they make you look desperate
• Listener Fave: How to Lose a Client in 10 Ways 30.03.2026 38นาที

  Filling your calendar with clients you love is almost as hard as finding a potential partner on a dating app.It’s hit or miss - with a lot of ghosting.Before you blame the game, though, look at how you’re playing it. I’m not going to offer dating advice on this episode, but Katy and I will share 10 mistakes we see wedding pros make on your websites and in your sales processes.Take note so you can make quick updates in key areas.
• Listener Fave: 6 Popular Sales Tactics that Backfire 23.03.2026 30นาที

  Sales is a numbers game. It’s all about optimizing conversion rates at different points in the buyer’s journey. Get the couple to inquire. Then to respond to your inquiry. Then to like you on the discovery call, read your proposal, and finally send in a contract and deposit.You’ll guide a potential buyer through dozens of micro-commitments throughout the sales process. Unless you blow it. Unless you make it hard for them to move forward. Unless you scare them from making the next step.That’s exactly what I’m talking about on today’s episode of Own Your Business, where I’m diving into sales tactics that might work some of the time, but often backfire and blow up the potential for a couple to book your services.I talk about:Scarcity, that double-edge sword that kills more deals than it convertsThe fine line between prequalifying and over-qualifyingWhy too many pros confuse elusive with exclusiveWhat item on your email signature is costing you thousands in lost sales
• Listener Fave: What Motivates Your Ideal Clients? 16.03.2026 23นาที

  Couples come to you with what they want. But your job – if you want to book more couples at higher prices – is to know how to trigger what they really need. They may not know it themselves, which is why you’ll be a step ahead of everyone else if you learn how to identify what core motivation is driving the couple’s decision. In this episode you’ll learn ·      How to sell from the intersection of sales and psychology·      9 core desires pushing consumer purchases·      4 most common triggers for couples·      How to incorporate these into your marketing and sales efforts
• The Luxury Market Real Talk - What We Wish Someone Had Told Us 09.03.2026 1ชม. 28นาที

  Five celebrity wedding pros who've rebuilt their businesses around luxury clients sit down for an honest conversation about what it really takes to break into and thrive in the luxury market. This isn't a masterclass or a pitch. It's real talk from KT Merry, Erika Delgado, Jason Rhee, Caitlin Fulton, and Lauryn Prattes about the myths they believed, the mistakes they made, and the specific changes that finally opened doors to luxury bookings. If you've been wondering whether you're ready for luxury clients or what's actually holding you back, this panel answers those questions.You'll learn:The biggest myths about luxury clients these pros believed before they broke through and when they finally stopped believing themWhat luxury clients look for when choosing vendors that most wedding pros completely missThe specific investments these pros made that changed their businesses toward luxury bookingsHow to position yourself for luxury clients when your portfolio isn't there yetWhat these pros wish someone had told them before they started pursuing the luxury market
• What It Takes to Get to the Next Level: A Mastermind Alumni Panel 02.03.2026 1ชม. 15นาที

  Figuring out what it takes to grow your wedding business is hard when you're working in a silo. Most advice comes from people at the top of their market, but what got them there isn't always what you need right now.In this episode, Sam moderates a conversation with Sway Mastermind alumni who've gotten to where they wanted to be. They share what frameworks created the biggest shifts in their businesses, what was surprisingly easy to implement, where they gained confidence in their sales process, and what results they've seen. No fluff, no Instagram highlight reel. Just real talk about what worked and what the journey looked like.In this episode:Why positioning and messaging changes create faster results than portfolio upgradesThe one framework that shifted how they approached discovery calls and immediately improved close ratesWhat they were nervous about before joining the mastermind (and whether those concerns were legitimate)The concrete results they've seen since implementing what they learned: revenue growth, client quality, and pricing power
• Reaching Your Full Potential with Oona Breyer 23.02.2026 50นาที

  It’s one thing to build a successful business, and another to survive it. In this episode, luxury photographer Oona Breyer shares how she shifted from “barely treading water” to building a brand that’s fully booked and sustainable.We talk about the behind-the-scenes realities of scaling in a midsize market, what changed when she got clear on her messaging, and how understanding buyer types helped her not just sell more, but serve better. Oona also opens up about the mindset shifts, team decisions, and copy-led strategies that helped her attract more of the right clients without compromising her life or her values.What you’ll learn:Why good work and referrals are not enough to grow (and what actually is)The moment it all clicked for Oona and how she used that insight to sell more effectivelyHow to build a business that supports your family, team, and clients without burning out
• What it Takes to Level Up in Luxury in 2026 16.02.2026 55นาที

  Sway Mastermind enrollment is open. This is the first time in five years of running this program that we've dedicated an entire podcast episode to walking through what it is, who it's for, and how it works. If you've been piecing together scattered information from podcasts, conferences, and courses but you're still not seeing results, this episode breaks down the comprehensive, systematic approach that's helped hundreds of wedding pros level up. Sam and Katy discuss the origin story, what's changed over five years, and what's completely new for 2026.You'll learn:Why Sam created a sales and marketing intensive when most wedding industry education focuses on creativity or business-in-a-box approachesHow the program has evolved from a one-month bootcamp to a year-long implementation intensiveWhat's new for 2026: custom AI tools powered by proven frameworks, Sway Pods for accountability, guaranteed hot seat coaching, and done-with-you deliverablesThe tier structure and VIP bonuses that reward early commitmentWho this program is for (and who it's not for)Enrollment open until March 5, 2026. 50 spots available. Link to learn more: https://ideactionconsulting.com/2026-sway-mastermind