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What if you could get more of what you want in life? But not through pushing, forcing, or pressure.
You can.
When it comes to money, time, and energy, no one’s gonna turn away more.
And Kate Northrup, Bestselling Author of Money: A Love Story and Do Less and host of Plenty, is here to help you expand your capacity to receive all of the best.
As a Money Empowerment OG who’s been at it for nearly 2 decades, Kate’s the abundance-oriented best friend you may not even know you’ve always needed.
Pull up a chair every week with top thought leaders, luminaries, and adventurers to learn how to have more abundance with ease.
For me, rich queen is about doing what you love and why not be pay why should you not earn millions of dollars doing that? Because guess what? It takes a lot of money to do really good shit in the world. Like mother Teresa had a private jet. So what makes you think that money is not gonna amplify the best qualities of you?
Kate Northrup:Hello. I'm so excited for you to get to know our guest today. Her name is Leanne Mosley and she is the founder of Rich Queen. So Leanne is, I think, a unicorn in the online business coaching industry. She is hilarious.
Kate Northrup:She is very smart, and she has a huge heart. And what I love about her story is that it goes against every expectation of what we might think is possible. So she actually shifted out of corporate in 2020. Soon after that, had her first million dollar year whilst nursing and pumping her first, for her first baby, and then catapulted from 2 to 10,000,000 in one year. And in this episode, she breaks it all down in profound specificity.
Kate Northrup:One of the things I love about Leanne is she holds nothing back. Back. And I loved when I I found her on the Internet and then I got to meet her in person and I was like, oh, this woman's the real deal. No smoke and mirrors here. Enjoy the episode with Leanne Moseley.
Kate Northrup:Welcome to Plenty. I'm your host Kate Northrup and together we are going on a journey to help you have an incredible relationship with money, time, and energy. And to have abundance on every possible level. Every week, we're gonna dive in with experts and insights to help you unlock a life of plenty. Let's go fill our cups.
[voiceover]:Please note that the opinions and perspectives of the guests on the Plenty podcast are not necessarily reflective of the opinions and perspectives of Kate Northrop or anyone who works within the Kate Northrop brand. Hi.
Kate Northrup:Hi. Thanks for going. Thanks
Leanne Lopez:for having me.
Kate Northrup:I'm so happy to get to do this today, and I'm so happy to know you. As you know, you and I met not long ago.
Leanne Lopez:Mhmm.
Kate Northrup:And I just I love you so much. I just think you're the you're the best.
Leanne Lopez:The feeling's entirely mutual.
Kate Northrup:It's been really fun. And I I think I was, like, vaguely aware of you. Like, maybe my sister had sent me something of yours, and she was like, do you know this lady? I was like, nope. She's beautiful.
Kate Northrup:And so I was like, vaguely aware of you. But then when Andrea introduced us, I was like, oh, she's the real fucking deal. I love that. And not everyone on the Internet is. Right.
Kate Northrup:Especially who people like you who sort of came out of nowhere.
Leanne Lopez:Left field, here
Kate Northrup:she is. Mean, I just because, like, you started in 2020. Yeah. Right?
Leanne Lopez:Yeah. But I but I get that a lot. I think that and, you know, like, my my online aesthetic is very curated because I am that's my vibe. Yeah. And I have very curated reels and curated photos.
Leanne Lopez:And I think sometimes it can be when we find someone on the internet, it's easy to make like, to think about what they could be like or what they're going to be like, and I think something that I became really aware of, and it was really like September, October, I found a lot of women would join my world, and they were like, you're so funny and so like fun and down to earth, and I did not expect you to be like that at all. I suddenly realized that even in my content, we weren't really showing that fun side of me. It was all very high fashion. So I think it's really interesting because I think people are always very pleasantly surprised Yeah. By the fact that I am the real deal.
Leanne Lopez:Yeah. And also from a human perspective and a business and strategy and knowledge and wisdom perspective despite Yes. Being newer into the industry.
Kate Northrup:A lot of depth. Depth. A lot of depth of soul and a lot of depth of knowledge Yeah. Which is a great combo and depth of heart. Okay.
Kate Northrup:So take us back. There you were, high level, working in corporate. Mhmm. Very high level. Yeah.
Kate Northrup:And what happened in 2020?
Leanne Lopez:So
Kate Northrup:Or you tell the timeline. I'm you know, of course, I don't know.
Leanne Lopez:I feel like I'm assuming. Exactly. But the you know, eleven and a half years international, huge corporate roles. Yes. And that was like who I was for since I was 23 straight out of university.
Leanne Lopez:And I had Beau, my first son, in 2018, and I went back to corporate a year after he was born, and I took on a big role Begin a new job? Yeah. So I left my previous corporate company after I had when I had Bo. I moved to The States four weeks before I had Bo. So I moved to South Florida where I never lived
Kate Northrup:Aren't you not even supposed to get on an airplane? That is correct.
Leanne Lopez:That is absolutely correct. But I was not gonna be separated from my husband and have the baby in a different country. So my husband is American and I am now American, but we I came you know, I'd stayed in corporate right up until I was about to have him because I got paid maternity leave. So I was like, I'm not going to leave and risk not having that because my corporate job was high paid, and what am I going do when I get to America if I don't have a job? So I worked we were separated for my whole pregnancy because Justin had to move to sponsor me to come into The States, so he couldn't be in England and So not be it was a really tough pregnancy because it was my first pregnancy and you wanna spend it with your husband, not by yourself.
Leanne Lopez:So when I moved and had Beau, it was a really difficult first year of being a mom because it was incredible, but also kinda lonely because I moved four weeks before I had him, I had no no one here. And I knew I wanted to go back to work because that's like I've got drive, I've got ambition, but I didn't know what it was going look question
Kate Northrup:to burn. We've got
Leanne Lopez:We're not short of ambition. So I It was then I started listening to podcasts when I was pregnant with Beau, and when I when I was on maternity leave, took a year off. And I started you know, I was walking him, and I would listen to some podcasts, and I started to be like, oh, like what if I had my own business? But as the daughter of two entrepreneurs who were very much like, do not be an entrepreneur, get a job and work for somebody else and have consistent income and without the stress of running your own business, it felt very jarring to me to even consider leaving corporate when I had really dreamed of being a CEO of a company, and I didn't realize then that it would be my own company. So it was in going back to work after having Beau and taking another big corporate job that I was traveling probably more than I've ever traveled.
Leanne Lopez:Wow. So I was getting on like six, seven flights a week. I spent more With time a one year old? Yeah. So, Justin held I down the was like gone What?
Leanne Lopez:More than I was home. I was exhausted. Yeah. I had this great job, and I was like, this is awful. Like, I was on FaceTime to Bow more than I was with him in person.
Leanne Lopez:And I could feel myself feeling like I had to choose. It was like one or the other, and I was like, this sucks. Like, I don't wanna have to give up my ambition, and I also don't wanna feel like a crap mom every time I have to leave, and I I just crave sleeping in my own bed. And so in 2019 is when I started, like, looking at, okay, I'm gonna start my own business, and I went to an event in Arizona in October 2019. And I just remember being in the room and being the one of the only people there that didn't even have a business, but understanding like, oh, no, this is what I was meant to do.
Leanne Lopez:Like I watched the event, this female entrepreneur event, I was like, oh, no, just like give me a stage and a microphone. I'm ready. And it made no sense, but it made my body You just knew. This is it. Like game on.
Leanne Lopez:And I left the event and I started like working on my business, and I was like, I'm gonna start a coaching business. I just know I'm a coach. It's what I've been doing. I had huge leadership roles in corporate for I 11 was like, I'm a coach through and through. But I obviously didn't know I was a business coach, I started as a productivity coach because that's what I knew.
Leanne Lopez:And the first thing I did was launched a in person event in my neighborhood clubhouse in January 2020, and I sold tickets for $35. And I went door to door in my neighborhood, like inviting women to come to my event.
Kate Northrup:What did you say to them when you knocked on their door? Hi, I'm Leanne.
Leanne Lopez:I don't know when we know each other, but I would love for you to come. I'm hosting this goal setting seminar and I was so excited and it was nerve racking, you know, the reason why I went door to door was a week before no one one ticket had sold, and that was one of my best friends that had had a baby, and she was just being really kind. And I had a choice, I was like, you you know, don't do it or you double down and you go freaking knock on doors. Like, if women if women need to know this, then go and show yourself that women But need to know on the day, 14 women came.
Kate Northrup:Incredible.
Leanne Lopez:And one of them was my mom, she was visiting from England, and it was this really beautiful moment where I did this goal setting seminar and I just knew, I was like, this is it, you know? This is I spent more, obviously way more, like, with on Panera and just setting up this clubhouse with these TJ Maxx fake flowers and stuff, but it was just everything to me around this is what I was meant to be doing. So I decided in January 2020 that by the 2020, I would leave my corporate job, and I would go full time into my coaching business, and I'd give myself time to build it over the course of the year. And then in March right before COVID shut down everything, about a month before COVID shut down everything, like the world, my company that I worked for declared bankruptcy.
Kate Northrup:No way.
Leanne Lopez:So we knew they were trying to sell the company and there was rumors that there was some financial issues, but it was very sudden that they just pulled the plug and were like, boom, we're that's it. We're closing the closing the company. And I felt this real duality of emotion around the sadness for all the team members that I was then having to try and, like, help find jobs, but for myself, it felt like liberation. It was like, this is it. Like, this this is it.
Leanne Lopez:Like, there is no more waiting. And so in 2020, that's when I you know, it felt like such a gift. I was home, like it was so beautiful to sleep in my own bed and it was when I really started to learn the online space and, you know, I was on Instagram but I never I started using it kind of back 2019 for the for more of the business Yeah. Approach. But I was still very like fresh into using social media for business.
Leanne Lopez:But I spent all of 2020 as the productivity queen, and I took on some corporate consulting roles
Kate Northrup:Yes.
Leanne Lopez:And you know, I knew that I was gonna keep myself hostage in corporate, even in consulting. I was like, this is just an easy lever and you've got to step away. So it was the 2020 that I was like, okay, this is it, you know? This is we're not we're not doing this. We're not we're not doing both.
Leanne Lopez:You're gonna have to go all in. So really 2021, I would consider as my first full year In business. As in business
Kate Northrup:As you are.
Leanne Lopez:Mhmm. A coach.
Kate Northrup:Rich queen.
Leanne Lopez:And that's when I shifted to business coaching Yeah. By the 2021, and I shifted to rich queen funnily enough the 2023. Think people would So and I've been selling stuff around rich queen for about six months before, but I'm still the productivity queen in branding. So I Oh,
Kate Northrup:you were literally called the productivity
Leanne Lopez:literally my
Kate Northrup:trademark. So when you're saying you were the productivity And this is amazing.
Leanne Lopez:I joke because I'm like, if there is a better way of doing something, I will find it. Mhmm. And so that's how I've always been Yeah. And that's what served me in corporate. It still serves me in business now.
Leanne Lopez:Right. I'm like, why work harder when you can work smarter?
Kate Northrup:No. It's absolutely one of the core things that you teach and live. Right.
Leanne Lopez:Yeah. Absolutely. 2021, first full year as a business coach was a half a million dollar year.
Kate Northrup:Yep.
Leanne Lopez:Then 2022, I had Lennox. Yeah. So then everything changed again because then you're second baby with a business.
Kate Northrup:Yeah. How do you navigate that?
Leanne Lopez:It was really interesting because the business that I had was built upon live launching every month.
Kate Northrup:So Every month, you were doing a live launch? Listen. I'm literally, like, wanting to fall
Leanne Lopez:in love with I am a projector. As the
Kate Northrup:girl who does one launch a year.
Leanne Lopez:As the girl that does no lunches a year, I have no I do know because, listen, we have characteristics and traits that you you know. My work corporate work ethic is no joke. And for me, it was like military discipline, work ethic, like I am someone that can commit and if I want something, there's no stopping me. And at the time, it was the easiest and fastest way for me to really build the business. No one knew who I was.
Leanne Lopez:Right. So, I did these Sure. I did these live launches and they and they worked. Right? But I every six weeks, I did a three day live program followed by a week later, a live master class.
Leanne Lopez:And I was doing like 30 to 50 k a month. Like it was great, but but I was also doing like hundreds of sales calls. I did these like fifteen minute calls with people and I'm with so many women and my goal was the same in corporate. My goal here is to leave women better than where I found you Yes. And if you're meant for me, you're meant for me, if you're not, I'm good with that.
Leanne Lopez:If came and got what you needed, I'm good with that. And it and it served me. I just I got a really good reputation in the industry
Kate Northrup:Yeah.
Leanne Lopez:For being somebody of substance, for being somebody that that gave from a really genuine place. Yeah. And even then, I wasn't using the bro sales tactics, like I was really still being my magnetic self, but I was doing a live launch and it and it helped me. There was a season in my business that it was necessary to grow at the speed I wanted to. Yes.
Leanne Lopez:So I love that season for me because I learn everything about marketing, messaging, the women I wanted to work with. Everything.
Kate Northrup:Like for anyone listening and if your business is not getting going, and you know I did write a book called Doo Less, so I just wanna honor that. However, there is a time to freaking go Mhmm. For it because the rapid cycling of learning and improvement, it takes care of everything. It's just like you will figure it out if you do that many launches in that short of a period of time. You just will.
Kate Northrup:You just will. And then you don't have to do it like that anymore. Right. But like that immersion is actually really freaking brilliant.
Leanne Lopez:And it and it was. And I think it's easy to find women now who are creating massive success and then go, well, I want to do it that way. And it's like, yeah, but pay attention to what she did to get there. And I talk about that. Listen, I don't I talk about no launches, no this, no sales calls, but there is a reality that if you're brand new in business, that might
Kate Northrup:be that sales calls actually will benefit you. Well, also it's a wonderful way to learn Market research. To market research and learn how to talk about your thing in a way that resonates with people. Like, if you don't know who your ideal customer is, if you don't know what she's struggling with Right. If you don't know the messaging that's gonna resonate with her, do sales calls for a while and then stop doing that.
Leanne Lopez:And even selling. Like selling is a skill. Oh, yeah. And until if you can sell in your content, amazing. Yeah.
Leanne Lopez:But if you don't know how to sell if you couldn't sell to someone face to face, which is why for me when I knocked on doors, I'm like, if I'm a woman that's gonna knock on doors, you bet your ass I'm a woman that's gonna do a million dollar a month. Yeah. Because people think being online and being rejected is scary. It's like try knocking physically looking at somebody in the eye where they live next door
Kate Northrup:to you. In your neighborhood. In your neighborhood. It's not even like a random person.
Leanne Lopez:It's like, no.
Kate Northrup:You're gonna see them walking
Leanne Lopez:the dog tomorrow. You believe in it. It's like that's what matters, right? And it's you I just I'm so I wouldn't do any part of my journey differently, the live launching, the sales calls, but it was in having Lennox. I got pregnant with Lennox and I knew it was April 2022 he was coming, and I knew that the the model I had built was not sustainable.
Leanne Lopez:Yeah. And when I looked around the industry and I saw women earning bucket loads of money, I was like, what is the actual difference between her and I? Like she's out here crushing it and she's not doing launches, she's not doing sales calls, she's selling every day on social media. She's just making sales through her content and I wasn't. I was just giving value value value value live launch.
Leanne Lopez:Value value
Kate Northrup:social content was value nurture educate.
Leanne Lopez:Okay. And at the time, that's what I had been taught. Right? I was like, they're like, you just give and you give and you give and I don't struggle to give. So for me, that was a very easy setting and it was then easy to sell in the launch because I was like, well, I've given them like three days of my heart, my soul, my wisdom.
Leanne Lopez:So, of course now I feel good about selling. It doesn't feel janky to But there was a period where I had to go, okay, well, you're not gonna do live launches because it was not aligned with the life that I wanted and the business that I wanted. Yeah. I wanted to be able to have my baby and feel peaceful and have money coming in every day. I was like, wow, imagine if money came in every single day.
Leanne Lopez:And it was really then that my kind of funnels work started because that's when I started setting up these little low ticket taster offers and little order bumps and I started playing around with email marketing. But it the significant shift with me after Lennox was born, and really before Lennox was born, was that everyone was telling me, don't worry, your business will still be there when you get back. Don't worry, make sure you spend time with your baby. You know, people saw how hard I worked, how disciplined and devoted I was to the business. And I think it came from really pure intentionality, but there was something in me that was like, wow, as women we're just like, we're like living, breathing this compromise feeling as though like, well, you know, make sure you're present with your baby as though you can't be present with your business and be present with your baby, like you have to pick one or the other.
Leanne Lopez:So I decided before Lennox was born that I remember saying to Justin, you know what, this is going to be Lennox like and I knew he was a boy and I knew that was going to be his name. I was like, Lennox is going to be the reason that I have a million dollar a year, not the reason I won't. Yep. And he was like, okay. And I was like, and not from a place of like force or pressure or I was like, we're good and I don't need we don't need it.
Leanne Lopez:Yeah. But I'm like, I'm it's gonna be the reason that I do a million dollar a year and not the reason that I don't. And in the lead up to him being born, I started to step away from my system. I stepping stoned my way out of it, like I did a lot of recorded trainings and I would stream them. And I would start talking to a lot more people in the DMs and selling through DM conversation.
Leanne Lopez:I started changing my messaging and selling every day in my stories and people were buying. And I was showing up, I think there's nothing like having a baby to strip away, you know, whenever women find me now and they're like, well, I don't have content that looks like yours, I don't have pre photoshoots. My first million dollar year was me with a baby on my boob or a breast pump in my bra. Like, there look back, scroll back far enough
Kate Northrup:Yeah.
Leanne Lopez:It didn't look anything like it looked now.
Kate Northrup:And also, I wanna say, as somebody who built also to seven figures and then multiple in a similar vibe with a baby on my boob and whatever, And I, to this day, very rarely show up curated and polished because that's actually not who I am Exactly. Other than really on the podcast. I'm like out to dinner with friends. Other than that, you're mostly gonna see me without makeup on, and just like, you know, whatever I'm wearing, and that works too. I also want to say like, everything works as long as it's you.
Kate Northrup:Authentic. But then there's some strategic pieces. Correct. It doesn't matter how it looks, but these people these pieces do matter. So you so you were like making that shift from showing up and offering value value value value value.
Kate Northrup:You started selling in your stories.
Leanne Lopez:Mhmm.
Kate Northrup:That was working. Yeah. And then what did that tell you?
Leanne Lopez:Well, the biggest shift though was not just the selling, but when I had Lennox and I thought if this is gonna be a million dollar a year, how would I already be showing up if it was a million Great. A
Kate Northrup:year. I love that.
Leanne Lopez:It was the audacity. And I would I've listen, I've always been audacious. So that's not like new. Let's let's keep it real. I've never been a shrinking wallflower.
Leanne Lopez:Audacity is who I am. I'm spicy, I'm audacious. I've always been very comfortable with talking about myself in a high regard to a certain extent around things that I really know to be true about myself. If I know something to be true, I can audaciously own that Yeah. Better than anyone.
Leanne Lopez:And I started showing up accordingly on social media. I was like and I honestly, at that time, was in the industry and had seen and had spoken to thousands now of women Yeah. Who had made investments, very very very high ticket investments, and really didn't have any business strategy.
Kate Northrup:Mhmm.
Leanne Lopez:And I suddenly realized that, you know, I and I went through a period of, I would say, responsibility for a little while of, like, I'm gonna save this industry. I'm gonna show women that there are good humans that know strategy, and I'm gonna teach them all. And I was undercharging. I was over giving because I had this real desire that, no, it doesn't have to be like this. Yeah.
Leanne Lopez:It's like we are gonna do it together, and I'm gonna attract amazing humans, and we're gonna change this industry. So it came from this really pure place. Now, was a point where, again, everything that serves you also can start to limit you. Yes. So everything that had served me in corporate served me in my business, but also limited me because I bought the same corporate mentality into my business.
Leanne Lopez:The live launch structure served me and then it started to limit me because I didn't want to do it anymore. And when it came to selling and I looked around, was like, you know what? Like if I'm going to make this easy and I'm going to make money every single day, I have to sell every single day. And I have to also sell strategically. To your point, it wasn't just about showing up more audaciously, it was also about strategically going, okay, then how do I need to approach my messaging if I'm not teaching?
Leanne Lopez:I was like, how do I and I started to honestly play around with curiosity, with all of the marketing tools and techniques that I knew from scaling other people's companies. I was like, well, we did this and we tried this and and I knew advertising, I knew branding, I knew I'd been in that world for eleven years in corporate through operations, through purchasing, through working like hand in hand with marketing departments of huge $8.09 figure companies, and I did marketing at university.
Kate Northrup:Mhmm.
Leanne Lopez:Like, I am a marketer through and through. And so when I really started to approach my business as a marketer, that's when things changed. And that's when Lennox the year that Lennox was born, I had a I did a million dollars. We crossed a million dollars the the week of Christmas. It was in my pajamas with my kids.
Leanne Lopez:That's amazing. No hadn't done live launch quit live launching. So great. And I'm trying to remember, but I think I finished I think I had 5,000 followers, like tiny tiny audience.
Kate Northrup:That's unbelievable.
Leanne Lopez:Like, my audience didn't grow. Didn't grow. I'm pretty sure 2022, 2023. Yeah. 5,000 followers.
Leanne Lopez:I had around 5,000 followers because I hit I crossed 10,000 followers Christmas twenty twenty three, and that was when we had a $2,400,000 year.
Kate Northrup:Mhmm. And then you ended well, I mean, I'm totally giving, like, the punchline, but I I'm I'm still I I will in full transparency, because I always will be, I am still in complete awe and, like, mystified by the fact that then you took it to 10,000,000 the next year. Although, my friend James, who also has sat in this seat, also had a 2 to $10,000,000 year. And I love learning about that because it reminds me of the 10 x is easier than two x book
Leanne Lopez:Which is true.
Kate Northrup:Which is true. Because it's true. Evidence. So, okay. So you took it so with 5,000 followers, you took it to a million.
Kate Northrup:No more live launching.
Leanne Lopez:No more.
Kate Northrup:Then what shifted in 2023 to take it to 2.4? Even though I just gave away the punchline.
Leanne Lopez:No. No. Yeah.
Kate Northrup:I wanna now I wanna go Yeah.
Leanne Lopez:No. This is great though because 2022 was still was messy. So 2022 is when I really I really started selling stuff around Rich Queen and speaking about the stuff I really wanted to talk about.
Kate Northrup:Okay.
Leanne Lopez:And I I stepped out of the safety of what I had been selling and I started having fun with offers that I did wanna sell and I I really just had a lot more fun in my business. So 2023 was actually about like now Lennox is, you know, he was gonna be born in April. So the beginning of 2023, was like, it's time to now I know who I am in this industry, what my brand is, I'd really started to understand like what Rich Queen meant to me. I started to understand that this is I'd land I'd really landed on my thing. Like I felt great at what I was doing before, but suddenly by the time 2023 rolled around, was like, oh, I really know who I am now.
Leanne Lopez:And I knew that strategically the things that I was obsessed with, if I could bring them into my brand, really started to understand online marketing like better than I even fathomed was possible and it was really fun. So 2023, what changed was this really stepping into the industry in a I would say 2023 was the year where everyone was like, who is she? 2023 was that year for me. It was like, they were like, who is this girl and where did she come from? So I know you said that at the start, but 2023 was when a lot of people started really taking notice and that was very much when I was on more of my, you know, let's fix the coaching industry Okay.
Kate Northrup:Through states. So you're banging that drum.
Leanne Lopez:I was vocal and I was I didn't live there, but I was very much like, what you will not find in my world is paying me for proximity and not understanding what strategy is. Right. We we need women understanding business strategy. Yes. And I was vocal about it.
Leanne Lopez:I was vocal about, listen, things and I I still stand by this. Like, there was a there was a trend of and there are always trends in the industry, I believe in personal responsibility. However, there was a trend of charging higher and higher and higher prices to work with someone, and there was a trend of you were only self led if you didn't use the support, if you didn't tap into Voxer, if you didn't ask the questions that self led women don't ask questions before they invest. There was a big there was just a lot that was going on in the industry in 2023, and it was a big shake up year in the coaching industry in 2023. By the end of 2023, things were really shifting, really shifting.
Leanne Lopez:And again, it served me because I was creating content that looked different to everybody else. Yeah.
Kate Northrup:You were differentiating yourself.
Leanne Lopez:I was I looked different, I had very fashion influenced style of content. It was very much like people would find me and be like, what who are you and what do you even do? Like, this is amazing. And then when they would learn what I was doing and I was so vocal and I was I was and people were getting insane results in my world. Like I was so bringing in people in and making sure that women understood how what business strategy actually was.
Leanne Lopez:And so as a result, I got again, my reputation was amazing. Yeah. Now, by the time 2023 came around, that narrative started to restrict me and not Yeah. Help me because guess what? Now, I'm saving everyone.
Leanne Lopez:So guess who I'm attracting?
Kate Northrup:People who need someone to save them.
Leanne Lopez:Correct. Yeah. So that became heavy real quick. That
Kate Northrup:became heavy real quick. It's so interesting that you so we're coming back to the story, but I just wanna say, like, it's interesting, that you're talking about 2023 being a big shake up year in the industry. Because as someone who is like technically in this industry, but I don't actually consider myself a coach. No. I see that.
Kate Northrup:I don't even know what I am. But I love hearing about it from other people, because like sometimes we're in something and we don't like, I don't really pay a whole lot of attention to what's going on.
Leanne Lopez:I also feel like it depends on what
Kate Northrup:And it depends on the industry. And what algorithm you're in Correct. And whatever. And so I'm just like, tell me more.
Leanne Lopez:You're like, wait, what was that? I
Kate Northrup:have no idea.
Leanne Lopez:That is such an important point because I there are real I noticed that. As I started to do things differently to the pocket of the industry that I was in, the very organic, don't need a sales page, you don't need a funnel, you don't need any of It these was very much the like feminine business is just like, you know, we're magnetic and like very much sit back kind of energy which is not, you know, I'm like, we also have to do things. Yeah. So, it was one of those things where I was very much in that pocket of the industry and so my narrative was great because I built I built massive momentum and it was from a place of heart. Again, I have I am not into shame mean girl marketing.
Leanne Lopez:It's not about pointing the finger at any one person, but it's like, I wanna be part of the solution. Yes. Let's all do better. Yes. Let's do better.
Leanne Lopez:Let's let's as women not put our money into something that and not talk about like ROI or like ask the questions that you need to ask before
Kate Northrup:you a lot of people because marketing can be used in a way that's very seductive, and we can use that for good or for bad Yep. It's really important. I I will say, like, I just wrote a piece last night with anyway, that's another part of another story, we'll talk about that. But like, I just wrote a piece last night about being very considerate about who we invest with and like looking at track records and looking at actually their education and credibility to know because we can there's so much smoke and mirrors Yeah. And like we can create a lot of hype and it there's not always something to back it up.
Kate Northrup:So I do think that that education is important and like influencing around discernment.
Leanne Lopez:But it started to feel heavy. It started to feel heavy. And, you know, for me it was about the way women were investing, but also and I think you will appreciate this. Part of my gripe with the industry was that women were chasing high cash months and no and people were using the word wealth and I was like, stop. It drives That's me called revenue.
Leanne Lopez:Revenue is not the same. And women who were doing these high cash months that had like no money left at the end of it, profitability, like no one was having the types of financial literate conversations that I wanted to see people have. And so I was talking about our real estate empire and the things that we've done to build wealth and people took notice. Now, again, 2023 was a very I would say I was in my demanding attention area era, not commanding attention. Again, it put me on the map.
Leanne Lopez:I was loud, I was audacious, I was different. I love that for me. Until I started to realize that like, oh, I am finding this very heavy. I'm also not loving the energy of the I found that I needed to be the sun and the moon for everyone all day for them to move, for them to do things. And I'm like, this is not actually what I want to do.
Leanne Lopez:I also had started to attract some different women that were further along and it was really fun and it was really light. And I had done what I had seen modeled to me in the industry, was I did a lot of different programs. I was I was even though I wasn't live launching anymore, I was launching another a new offer every month, every six weeks. It was something new, something new. And again, 2023 was a great year for me to find out just because you can doesn't mean you should.
Leanne Lopez:So by the time q four came around, I had a live event in September 2023 and it was amazing, but I also stood on that stage and I realized my role here is bigger than this and you're you're keeping yourself really small with the you've got to release you've got to release this identity, you've to put down the responsibility cape. It's not your responsibility to save these women. Nope. They don't need saving. And you're actually doing yourself and them a disservice because you're telling them to keep themselves small so that everybody else benefits.
Leanne Lopez:So I really shifted significantly in there as soon as the event was done. I stopped selling anything that was not in alignment with my core, like the things that I am an absolute goddamn genius at. Now, what is so funny is that it took me until 2023 to realize that messaging is
Kate Northrup:Is your thing.
Leanne Lopez:Is my thing. Yeah. And it suddenly made sense because everything I taught was through the lens of mess was through the lens of messaging.
Kate Northrup:But none of know anything about ourselves. Like, it is the wildest thing. I have run high level masterminds for years. No one can see their themselves and their businesses straight. All of us completely discount our gifts, and I have never met anybody who did not need a mirror held up to them at some point to be like, hello.
Kate Northrup:This is who you are. This is what you're brilliant at, and we have such a conditioning as women to and I think just humans Right. To devalue that which comes easily.
Leanne Lopez:And that's what it was? Yeah. The e so what it's so interesting because I, even in corporate, knew that my teams loved working for me because I was an activator. I activated motivation in people and I'm a natural hype girl. I'm like, let's go.
Leanne Lopez:I wanna see people win so much that sometimes, and again, gift, curse. And what I'd realized is whilst I can do that and I am always gonna be somebody with a huge heart, like that's who I am. Like my dad even spoke about it in my in his wedding speech. He was like, just watching you just like meet people and want the best for them and be all in. Like, I'm a Taurus.
Leanne Lopez:I'm like loyal. I'm loyal through and through. So if I'm all in, I'm all in. And if I'm out, I'm all the way out. So if I'm all in with my clients, I was all the way in.
Leanne Lopez:And what I started to notice was that, to your point, I was too close to my I thought that was my genius. I thought I was an activator, I was a motivator, I was like the type of person that would get people to move and do things that they didn't even believe were possible, and then I realized I don't wanna I don't wanna convince you to believe that this is possible. So much so that my whole slogan, my I almost trademarked it in 2023 was if I can, you can. If I can, you can. Are you kidding me?
Leanne Lopez:Wow. And I realized I
Kate Northrup:see the power in that. It's not bad,
Leanne Lopez:but also like But who are you talking to? Yeah. The woman that needs to No.
Kate Northrup:You you wanna talk to the woman who's already like She's like, know. She's like, duh. Just like, help me for a minute. She's like, bitch, know. I don't need you to I tell just need like the little strategy tweak things.
Kate Northrup:But
Leanne Lopez:the first thing I did after after the event was a strategic master class around It was a 500 k month, I'd had a I had a 500 k sales month and I suddenly realized that all of the master classes I were doing were very take me to church. Like people would be like, this is so good. I'm so activated. I need to listen to this every day. It was the first master class I did that was like, let me show you.
Kate Northrup:Yeah. This is
Leanne Lopez:how I actually did it. Dun dun dun. Right. And I was like, what are the things that I would love to see from the women that are further ahead of me? I'm like, god, I would love to see how someone's doing a million dollars.
Kate Northrup:Oh my god. The behind the scenes is everything. That is what has moved the needle in my business over and over and over again is the chats over coffee with my girlfriend who I'm staying over at her house on my way up to Maine, you know, with my kids, and she has, you know, a slightly bigger business than I do, or doing something different. And then I get that one unlock she just is like sharing openly, because there we are. It's everything.
Kate Northrup:I don't need I mean, like, I love a good church woman like anybody else. I really do. Like, give me some Michael Beckwith all day. However, when it comes to business, what actually has moved the needle often is like those little things where I'm like, oh, oh, thank you. Yeah.
Kate Northrup:Like, I would have never known, or I wouldn't have done that. And actually, you did that for me in one of your so I don't remember what I signed up for, but
Leanne Lopez:it great. I remember you told me, now I don't remember what it was. Was it messaging for millions or something? That sounds Yeah.
Kate Northrup:That sounds about right.
Leanne Lopez:I feel like you told me.
Kate Northrup:So I listened to that or something in which you were like, you need to talk to your million dollar client, which by the way wasn't like necessarily new advice, but because you're so brilliant at messaging, you then, with a little tweezer, pulled out every single little objection, every single myth that I was still spinning with in my mind, because you know your million dollar client, because it's me, and and you were like, you need to talk to her in this way, and you think x y z, but actually, and I left that thing, and I was like, she's freaking right, even though I've been hearing about Ideal Customer Avatar for a hundred years, and messaging specificity like, hello Captain Obvious, and I took out my flip chart, and I wrote meet Dolly, and Dolly is our million dollar client. I love this. And I freaking, like, it changed my life.
Leanne Lopez:Yeah.
Kate Northrup:Just that one thing. Because that's the power
Leanne Lopez:It's so cool.
Kate Northrup:Of I mean, this is very meta. You began talking to your million dollar client who's far far along. That's it. She doesn't need you to lift her up or carry you on her back. Nope.
Kate Northrup:She just needs the one thing. And then I found you, and then you started saying that, and then now here I am doing it Yeah. Over with my people. It's the best.
Leanne Lopez:That's it. And and it gets to be that's the minute I did that master class, women hired me who I'd never heard from. I saw women women signing up for that master class who I didn't I was like, wow, she's like an industry leader. Wow. Like you knew who you are.
Kate Northrup:I was like, wow. You're like, oh wait, I know these names.
Leanne Lopez:And then I did it, and then those women were hiring me. And before I knew it, it was like they I realized that whilst I can I love a good take me to church moment, actually that's the most that's the heaviest part for me? The energetic stuff is like not actually the stuff I want to do with someone because it's not
Kate Northrup:Which is so good to know about yourself. Right. For somebody else which is Yeah. Wonderful.
Leanne Lopez:I might if you're my friend, I've got you. But like from a coaching perspective that there are people that are better qualified to do that for you because I actually can give you a pep talk. I'm not here to actually help you shift your stuff and if sometimes people need that. So for me, was like if I focus on the things I'm really good at, and when I started working with those women and they were getting insane results, I I corrected my undercharging, I increased my prices, and I I launched SheMakes Bank and I delivered it in January 2024. Live.
Leanne Lopez:Nuts. That's my first full messaging program.
Kate Northrup:Wow.
Leanne Lopez:Delivered She Makes Bank in January 2024 live, and the minute I delivered it, I was like, oh my gosh. Like here I am. Like here she is. I was like, this is my like signature. This is it.
Leanne Lopez:This is it. I taught messaging in a way that I was like, oh, like this is I had to it was to your point, it was so effortless for me that I had to sit in queue four of twenty twenty three and go, what are the things I do with my clients that get the fastest and best results? And I had to actually look at the specificity pieces, use statements, or or like, well, you're talking to a newer person for that offer and a more advanced person for that offer and that's why they're not buying from you.
Kate Northrup:I started to really That was I mean, I know, like, it's like I feel there's a part of me that feels like, I should have this figured out right now. They're all of us. When you said that in that class about, like, don't talk to a different person for your early stuff than for your later stuff, I just was like, I'm not sure if she's right, but what the hell? I'll give it a go. She has a bigger business than I do, so I'll try it.
Kate Northrup:Cause I'm very much like that. Like, I'm just like, I don't care.
Leanne Lopez:My million dollar client is exactly like that. Yeah. Wonder if they tell me.
Kate Northrup:Absolutely. And it's so much easier than doing the mental gymnastics that I had been doing around, especially, like, I would get all, like, muddled in my mind with, like, this is actually who I know I can really serve, which is a woman who already makes great money
Leanne Lopez:Mhmm.
Kate Northrup:But who is either a chronic avoider Yep. Or toggling between that and hypervigilance. Right. So she is going back and forth between dissociation or hypervigilance with her money, even though she already makes good money. Right.
Kate Northrup:And I was like, I get to just talk to I don't have to water it down, talk to the people who are trying to get their income going. Like, I don't because I'm not actually, like, I'm great at helping people make more money. It's not the highest and best use of me. I'm actually the best at working with people who already make good money. They do tend to start making more.
Leanne Lopez:Of course.
Kate Northrup:Yeah. Of course. But like, it's like that so thank you. So I just wanna say No.
Leanne Lopez:But I love that because that is when it dawned on me and then I realized that like, this is my gift and you share it, I I think it's really funny because a lot Some of the criticism online of of me has been, can you believe it? People would dare to criticize me. But the messaging and funnels pieces that I talk about, people are like, she's acting like she like created this stuff. Like that she created the idea of ideal client or funnels. I'm like, no no one said that.
Leanne Lopez:Like I've never I've never said that. But my delivery of that information is different to the way that and that's everyone's
Kate Northrup:It is different because I have You've been around. You've been around. Have taught it. And I just needed to hear it in the way that you teach it because you were talking to me specifically. And that is the power
Leanne Lopez:Yeah.
Kate Northrup:Of your million dollar client. Oh my god. Okay. So then 2024, early twenty twenty four, you you teach She Makes Bank for the first time live, but then it became an evergreen. Yeah.
Kate Northrup:Right? Because people can get that anytime they want.
Leanne Lopez:So the 2023, I closed chapters with all of my one on one clients, all of my mastermind clients. I I realized I was like
Kate Northrup:Wrap it up.
Leanne Lopez:This is like the end. Like there is a new chapter beginning in the beginning of the year and I what what this can't come with me where I'm going. Okay. And it was a big leap of faith. I just had a $2,400,000 year.
Leanne Lopez:Yeah. And I was like, wow, you're just gonna walk I'm not gonna do a program every month. Changing it up. Not gonna do energetics programs, not gonna talk about power or any of these things or money. I'm not gonna talk about any of those things.
Leanne Lopez:I stepped away completely from investing in anyone and coaching with anybody and I got really quiet. I did She Makes Bank and it blew up instantly. It instantly blew up. Like it we finished obviously the year, I think in 2023 at 10,000 followers and come January, that was when it was really like people were like, who is this girl? You need to take her program.
Leanne Lopez:Like the the level of testimonials and the people that were going through it and doing the messaging work with me combined with me then taking on all of these new one on one clients who was doing these monthly messaging intensives and suddenly like Get
Kate Northrup:in, get out.
Leanne Lopez:Get in, get out. And it was like, that's what I'm good at because you would come in and I'd go ding ding ding ding ding. It's this, it's this, it's this, and then it's like boom. You don't need six months with me. You don't need twelve months with me.
Leanne Lopez:It's like I might I realized that my ideal client doesn't need to spend that much time with me. And actually, I like shorter term stuff because I move fast. And I can help you move. Do
Kate Northrup:I Things around. Oh my god. But
Leanne Lopez:I know what I'm just like, I just I changed everything. Yeah. Pricing, I went from charging 5 k a month for one on one coaching, $5,000 a month for one on one coaching in December, like, September 2023, to I went overnight and and said my price is now $15,000. Because Yeah. I was like, I help women change three posts and they make $10 from an email.
Leanne Lopez:Totally. Like, this is ridiculous. And my million dollar client was like, don't wanna this doesn't match. Like, what you're saying and what you're charging, it's repelling me. It doesn't make any sense.
Kate Northrup:100%. And this is something I talk about all the time. Like, people are under the illusion that charging less is going to mean more people will buy. But it is charging less for your for certain clients. Yes.
Kate Northrup:It is a repellent.
Leanne Lopez:It's a massive repellent. Yeah. Massive glad
Kate Northrup:you said that. Okay. So so things blow up, and then I know that you had already stopped doing your live launches.
Leanne Lopez:Oh, I yeah. Didn't do that. After before Lennox was born, I stopped doing those. So April was
Kate Northrup:evergreen, selling on social, selling over email Yeah. And this is when you had really started to build out what became Freedom Funnels.
Leanne Lopez:Yeah. So started in 2023 was when I started really getting serious around what's being modeled to me as not freedom. I did a $2,400,000 a year, but I was like, I know scalable businesses. Businesses. This is not scalable.
Leanne Lopez:Like, I am required to show up to make money. And whilst that felt fun for a minute, started to feel limiting. Again, it was amazing until it started to feel like a restriction and a limitation. And I was like, I need more automation. When I thought about every big business I've ever worked in, what made them wildly successful from a scalability while still protecting profitability was systems and automation.
Kate Northrup:Systems and automations, baby.
Leanne Lopez:And I didn't jive with the way that the bros taught it. I like looked for a second and was like, this is just not it. So, I was like, you know what? I do think I always find the best way of doing something, so why don't I just do it and do it simple? So q four was when I really started to put into place these simple automations, and at the start of 2024 was when I really doubled down.
Leanne Lopez:I dropped down to three signature programs, so which I delivered from January to June Mhmm. And I built and did all of this automation. I made the decision in 2023 at the end to start running ads because I knew I have this tiny audience and and I have insane client results. If you just give me more people, they're gonna come in and they buy everything from me. People would buy one thing and immediately start buying everything.
Leanne Lopez:Yeah. So I started running ads which felt like a really big deal because nobody in my in that pocket of the industry, everyone was very anti running ads. It was like that was what the bros did.
Kate Northrup:Also a reminder, we already said it. I just wanna say it again. There are so many different pockets of the world because So many. In my pocket They all were ads. Everyone runs ads.
Kate Northrup:I was the only one who didn't. And they were like, how are you doing all that with organic? And I was like, I don't know, I just am. But I was not in your pocket. Yeah.
Kate Northrup:And I love this.
Leanne Lopez:It was like Polar opposites. Polar opposites.
Kate Northrup:Yeah. But So you started adding adding ads?
Leanne Lopez:I started ads in February 2024 and they immediately They just topped off. And ironically, and coincidentally, and divinely, January was my first 500 k cash month. Uh-huh. So I redid
Kate Northrup:Right. Different than a
Leanne Lopez:sales month. So I redid, which is very important that everyone understands the difference between those two things, but I did I redid the 500 k masterclass. It's like if I'm gonna, again, strategically Yeah. I'm gonna run ads, let's run it to something that I know it was my biggest selling masterclass that created I mean, that masterclass created over 648,000 in sales the first time I ran it, over the over the coming months. When we decided to do ads to a masterclass, I decided let's redo the 500 k master class.
Leanne Lopez:I knew I was on track. I was like, there is no way I'm not gonna hit a $505,100 k month this month based on reoccurring revenue sales all coming in. Was like, and even if I don't, who fucking cares? If it's a 470 k cash month, who cares? So I literally, who cares?
Leanne Lopez:So I did I we sold the 500 k master class and we ran ads to it and it immediately popped off. Crazy. Return on ad spend like my ads I'd interviewed a lot of different ads agencies and my ads manager, I really liked her because she's she's been following me for two years, incredibly familiar with my brand.
Kate Northrup:That's great.
Leanne Lopez:Boutique agency, got it. And I was like, I wanna do the strategy. I understand the strategy, the writing. Yes. You're not doing any of the funnels, like this is all me.
Leanne Lopez:I just need you to do the back end. Right. Like I don't wanna do any of the tech. So, we did the 500 k masterclass and just things really started to build. In 2023 was when I was in Goss, in the issue in Goss.
Leanne Lopez:And this is important because it's a it was a pivotal kind of It's for people who don't
Kate Northrup:know if that's a magazine.
Leanne Lopez:It's a magazine. And I paid to be in the magazine Mhmm. Because I was like, this is great exposure. And they really started following me in the 2023, and they were very very all over my stuff. When they printed the issue, they announced that I was gonna be on the cover of that same issue in 2024, which was a really big deal at the time because they'd never put anyone with a tiny they've everyone that's been on there is Jenna Kutcher, you know Big audiences.
Leanne Lopez:Amanda Francis. It's like big big people, big audiences. So that really made people go like, wow, like they're putting her on the cover. And we were doing the shoot for that issue in April. So in the coming months at the start of 2024, I was again having huge momentum.
Leanne Lopez:Me and my social media team had really started to nail down like very next level content and I was having the time of my life because I grew up wanting to be a model, an actress, like fashion, like that's who I am. And now you are. And now I'm doing all of it.
Kate Northrup:Right? So But getting paid so much more.
Leanne Lopez:And mixing it with my marketing brain and it was just so And we hit, I hit, we hit in Rich Queen our first million dollar month in April 2024. Mhmm. So we hit our first I had my first 500 k month in January and then the first million dollar month in April. And it just the momentum never slowed down. And it just gathered and gathered and more and more women were finding out about me.
Leanne Lopez:And again, I've not got I still don't have a huge audience. Like I I only have 24,000 followers. It's not like I've got 240,000 people.
Kate Northrup:It absolutely flips everything on its head Yeah. Because the illusion is that if you want to make more money, you have to have a bigger audience. And then it's like, oh, well I can't do that because that's gonna take a while and let me slow
Leanne Lopez:All myself of this volume of people. Right. So, reason why it seems so mystical to people, they're like, I don't understand how could you possibly be doing million dollar months. I might because if you look at what what happens is people come in, because number one, I only speak to my million dollar client. Yep.
Leanne Lopez:So, guess who I attract? Yeah. Which is why I don't have 200,000 followers because I'm not speaking to 200,000 peep like, I'm Yeah. Again, not that I No. Because 200 there's thousand not but the growth is slower.
Leanne Lopez:But I'm like, I'm
Kate Northrup:attached. My rug is attached to you. The growth No. You just like wrapped around is slower when it's yeah. No.
Kate Northrup:Okay. Wait. So can you describe what I know I just gave my riff on it, but can you describe to someone what is a million dollar client? Because I mentioned this with a group of ladies I'm in a peer mastermind with, and they were like, what does that mean? I described it, but I
Leanne Lopez:don't think I did a good job. Okay. So the I I choose that language really intentionally because it immediately is jarring to people. Mhmm. Because they're like, so you mean you only talk to people that earn like millions of dollars?
Kate Northrup:What they What my people said is, so you're only talking to a client who would pay you a million dollars. Correct. So Which I do love the turnaround because you know when you're when you're working with a bunch of multiple 7 figure earners, they're like, so I'm talking to my client who would pay me a million dollars in a year, and I love that that's like where they went.
Leanne Lopez:And that's where most people go. Yeah. And so I like it because rather than saying like dream client Yeah. Ideal client, I was like, I need to find something that is disruptive, but also when you think about the people that you love to work with the most, not all money is created equal when it comes to sales. So we've all worked with people who have felt light as a feather and people that have not felt light as a feather.
Leanne Lopez:And that's not their fault, that's our fault for who we're talking to and not speaking to the right person. But for me, my million dollar client, it had actually nothing to do with how much revenue she was bringing. Now, don't get me wrong, like you, I might I am not the coach you hire if you're brand new into business or if you're not making money. Like, you're not gonna be investing $15 or, like, in working one on one with me if you don't know who you're serving, what your genius is, like, that's not you should invest in somebody else. I'm I'm the person you come to when you're ready to like make a lot more money.
Kate Northrup:Mhmm.
Leanne Lopez:So whilst doing less. But may make it better. But this is where the million dollar client is about what are the characteristics of your the person that gets the best results from your work and is the your the light is a feather to work with. So they're often there are characteristics of theirs at a certain point in their journey. They're a certain type of person.
Leanne Lopez:So for me, it was like they're already making money Yeah. But they're making it through live launches Right. Or they're they know they should be earning way more. They're like, listen, Leanne, I'm earning great money. Right?
Leanne Lopez:I'm doing a 100 k a month. Like, it's not like I'm not earning a lot of money. Sure. But if it was based on how amazing my work is, I should be earning a million dollars a month.
Kate Northrup:I love that. Okay. That's so clear.
Leanne Lopez:So it's characteristics, and when you think about the people in your world that felt light as a feather to work with, they've got also they got the best results, guarantee those two things correlate.
Kate Northrup:Mhmm. And that's what the unlock was for me because I I know who those women are, and I was like, oh, well, I'll just describe them. Right. I've worked with them before, and I was like, I didn't think I got to talk exclusively to them. And now that I have been, it's it it does feel so much lighter.
Kate Northrup:And we're Easier. Yeah. Yeah. So okay. As your revenue just has skyrocketed in a relatively fast fashion, I am curious what did you need to shift in yourself to be able
Leanne Lopez:to have the capacity to maintain it, to expand. Yeah. You know, it's funny because I am someone that can normalize like a big figure very quickly. Yeah. So maintain it once we we didn't just hit like a million dollar month, it was like Over and and Now, something that really helped me, number one was I did a lot of the releasing of the responsibility work, the first round of that in in q three 2023.
Leanne Lopez:So closing the chapters with people that were willing to pay me, but I was like, no. This will stop you from going where you're going. That was a big part of the decision to choose myself and to acknowledge that, like, where I'm going, these things can't come with me. And I have to be comfortable of I had to get really comfortable of going from people's, like, hero to villain and being okay with that. That they that whatever narrative that they would they would create from that, and there was, like, there was a fallout.
Leanne Lopez:You know, people were like, you were the girl that was like, if I can, you can, and now you're charging 15 k a month like everybody else. And there was a lot of people that didn't love some of the decisions that I made, but I but I knew that the I was doing the right thing. For what you offer and for the results that you get, I think it's still remarkably affordable. And I completely agree.
Kate Northrup:And I understand, like, if someone's listening to this and you're new in business, like, no, that's not No. Don't That's not the conversation we're having. But I just I just wanna fuck that. Anyway, of course, so you had to be willing
Leanne Lopez:I had to be willing To
Kate Northrup:to be be like people are gonna make up their whatever stories they're gonna need to make up. I'm going to carry on on what is best for me and in my highest to serve And it was at the level I know.
Leanne Lopez:And commitment and devotion to only being available for my genius. Yeah. And in the way that was light as a feather for me to deliver just choosing myself, choosing myself. And I'm pretty good at choosing myself. Right?
Leanne Lopez:I've the decisions I've made in my life have got me where I am. So choosing myself is not brand new. However, there was a lot of people pleasing tendencies, there was a lot of overgiving in my business, there was a lot of going above and beyond at the detriment of myself, and some of those traits carried forward into last year. And what happened was the growth was amazing until suddenly, yes, there was people buying all the instant access things, great. But in my higher level containers, especially the inner circle where I had a lot of women, had a 180 women, and it's a high level container, suddenly everyone and even one on one clients were like wanting to plug into my brain like twenty four seven.
Leanne Lopez:20 like, if I could just be plugged into you all the time, I would. Like, there were I couldn't answer enough questions. When women would see me shift one of their pieces of messaging, then it it was like an addiction. It was like, now I want you to review every single post, every single email. And suddenly, and again, this served me.
Leanne Lopez:It kept me, but it served me. I was sitting on calls for four and a half hours because I wouldn't leave people with a question unanswered. And again, that is not do not do this. Do not do that in your business. However, I am so glad that I did because number one, scaling amplifies everything, including in your business and outside of your business.
Leanne Lopez:Yes. In in terms of where you're over giving, it will amplify it will really amplify where you're over giving.
Kate Northrup:Money is like fertilizer. It
Leanne Lopez:will make everything grow. And everything grew. So and what happened was the business felt light as a feather. We went to Italy, August, September. I got back and then suddenly I everyone was just joining.
Leanne Lopez:We had like 20 people join the inner circle while I was in Italy, like the money was just coming thick and fast. And it felt good until suddenly I felt like, wow, everybody wants a piece of me, and it suddenly felt like, and I described it on a call with someone that I work with around my energy, I feel like everyone just thinks I'm like a computer hard drive and they actually don't care that I'm a person. They don't care that I'm sitting on a call for four and a half, five hours. In fact, they would be happy for me to sit there for seven hours if they got if they got more questions. And again, this is nothing against any of the people It that were in my was a me issue, not a them issue.
Leanne Lopez:But it suddenly became really aware to me that we were also building our house, we also have a huge real estate portfolio. So now, I'm suddenly earning million dollar months, but I'm also sending wires for like, you you don't just sit with the money in your account, right? You have to move the money.
Kate Northrup:Yes.
Leanne Lopez:So suddenly, I'm sending wires for 750 we built a $4,000,000 home, we're buying this real estate thing, we're doing this, we're making these big wealth moves, which is all great first world problems, but suddenly, the bigger bigger money was coming in and bigger chunks were going out, and also more people were in my world than ever before. And I started to feel like I was the most visible I have ever been in my entire life and the most invisible. Like, I felt it's like October 2024, I was like, no one sees me. No one sees me. And that was not true.
Leanne Lopez:That was my mind telling me that. But that was when I was like and I kept it to myself. I got my head down. I didn't wanna disappoint people. I don't wanna let people down, I didn't wanna not sit on a call and be able to answer people's questions.
Leanne Lopez:And I remember just getting really quiet, and I didn't post. I posted, I think, twice in the whole of October, which is very unlike me. I'm a very very consistent person, And I couldn't post because I talk about freedom. How do you post about freedom when you literally feel like you're any I had no internal freedom. I had all of the external freedom.
Leanne Lopez:I felt like I had zero internal freedom. But I'm so glad that it happened because Justin, my husband, had been telling me for six months to build an AI. If you could just build an AI of you, it would half your workload. And I was like, AI, gross. Absolutely not.
Leanne Lopez:Pass. He also, by the way, had been telling me to run ads for six months before I started running ads. The last ten hours
Kate Northrup:me anytime with business. He
Leanne Lopez:knows he knows a thing or two. But he had been telling me and it was only it was only at that breaking point that I realized the only way I'm going to be able to like take some weight out of this and sustain this and grow this business and be able to serve women at a high level is to actually consider this. And so, I did and within a month, and this is what's so amazing. The Lian AI that we launched, I built actually for the women in my world because I was like, I want Inside you to your programs. Yeah.
Leanne Lopez:I was like, I want you I want you to be able to plug into me and I I want to be able to support you
Kate Northrup:Well, you're doing something else.
Leanne Lopez:Well, I'm not sat on four and a half hour calls. And I when I set to work on building her, it was for everybody else. But guess what? We got to give her these like a hundred and seventy hours of all of these calls That
Kate Northrup:you had already done.
Leanne Lopez:That I had done that were so amazing, and that's why people were getting such great results. And it's what made the AI so exceptional, but the most beautiful thing that happened is when when they when we got the beta of Leanne AI and I started using her, I was like, wow, this is like this is for me. Yeah.
Kate Northrup:Like this Like it's even sped up your content creation.
Leanne Lopez:And the way I can the way I can support people And we now have the same amount. But we have it was I did not expect it. I knew that it would be good because it was fed with amazing things. I did not I did not understand that it was going to be like me. Like if you had a robot version of me, like she feels like me when I talk to her, her sense of humor, she feels like she's infused with my heart and soul, which She is.
Leanne Lopez:I get emotional because I'm like that that is who I am. Like, I ask my clients, like, I'm a woman that will sit on four and a half hour calls and not as a badge of honor or like I want of a round of applause for like supporting issue. It was an issue, but like it's from a place of heart. Yes.
Kate Northrup:It is.
Leanne Lopez:I want It's from generosity. Generosity.
Kate Northrup:You are very generous. I am. I have experienced that firsthand. It's incredible, and it's such a gift, and and and I think that, like, what you have received back is a reflection of that.
Leanne Lopez:I agree.
Kate Northrup:And I will say, you know, we we got to talk yesterday with my own personal story about Lian AI, but I had never used AI before other than to help me do math. Never. And ever. And then you gave me beta access to Lian AI, and I sat in a coffee shop with a to do list a mile long of all these copywriting deliverables that I had, and I was feeling really pissed, quite frankly, at our operations director for all these deadlines, and I was just like, well, fuck it. I'll just, like, maybe Lianae, I can help me, because we had Let's
Leanne Lopez:give it a while.
Kate Northrup:These girls on the group chat, like, saying it was helping them, so I was like, oh, okay. So I plug in all of this great stuff I had about my million dollar client, and I'd done all this work about her, her mistakes, her objections, her dreams, her, you know, all of the all of the all of the all of the things. You know, what keeps her up at night, what she really wants, blah blah blah. I feed it all in. I'm like, hey.
Kate Northrup:Give me a brief of Meet Dolly. Go. I just I had copied and pasted all this stuff. I did the work. It took hours prior.
Kate Northrup:A 100%. However, the brief took her five seconds. It popped out. I burst into tears. Yeah.
Kate Northrup:Because I just was like, now I don't feel so alone.
Leanne Lopez:Oh, and that was it. I was like, Leanne Aye made me feel less alone Yeah. And more seen. And I saw myself and I and I felt seen by others because it was it was she was a mirror. I said to Justin, like, I knew listen, I know I'm exceptional at what I do, but it's like when I use Leanne I am like, wow.
Leanne Lopez:Like, is the biggest mirror. She was a gift for me. It's like I built her for everyone else, but actually she was for me as much as she's for every woman that now and we've got now thousands of women using her for good reason. She's incredible. Yeah.
Leanne Lopez:And we only publicly she wasn't even publicly available. It was only to clients and previous clients, but she's blowing up, and I know that the potentiality of what she's here for is so much bigger than just the coaching industry. It's like marketing transcends the coaching industry. What I do and what I teach is not just unique to the coaching industry or coaches and consultants. What's cool about Leanne AI is we have women that have product based businesses or Hireworkers.
Leanne Lopez:Doctors, attorneys using her and Interior designers. Like men signing loads of men have signed up and they're like, this is phenomenal. Like, I would have loved to have worked with you and I know you don't work with guys, and now I get to kind of work with you without needing to work that's with you. Cool. And it she is she's changed my life, but I would never have built her if I hadn't felt like I was gonna break.
Leanne Lopez:Yeah. So to answer your question, which I didn't really, because in some ways, you know, it's a holding money and receiving money. I've been I've been good at receiving money. Holding money was always my challenge. Holding was difficult.
Leanne Lopez:Same girl, same. I can listen. I can make money, like, easy. I I spend it like I stole it, like was my
Kate Northrup:Well, that is the making good money doesn't make you good with money. Amen. That's Huge. You know, that's what that's what I do. It's like that piece of like, okay, what is it to actually sit with wealth?
Kate Northrup:Because as you said, 100 k a month is different than wealth. And wanna know from you as we kind of like wrap up, what is money about for you?
Leanne Lopez:What what do you do this for? What is rich queen? What's the bigger why? I love that question because when we did the event, there was this guy, and he came he came outside, we were setting it up the night before and he was like, we had this huge thing over the door that said, like, rich queen all over it. And he was like, rich queen, that's not about money though, is it?
Leanne Lopez:And I was like, no. And I looked at him and I was like, you get it. Like, you get it. It's listen, money gives you opportunities. Money creates solutions, faster solutions, opportunity.
Leanne Lopez:Like, money is an incredible thing. It's an incredible resource. But money, when it's heavy, it you may as well not have any. And money, when you don't know what to do with it, and you're just trapped in this constant cycle. For me, money and the rich, like, rich queen and what it was built on for me is the internal freedom.
Leanne Lopez:Like, your external freedom stuff is great. Right? Building the house is amazing and I love that we get to do that. But for me, it's if I don't feel free internally, there's no point in the money. And rich queen to me is about women having the freedom of choice, like, what do you want?
Leanne Lopez:And never having to go, oh, well, I can't do that because. Mhmm. That we need to see more women with extreme amounts of wealth who are also moms and big hearted, very generous humans and down to earth and funny and imperfect and talking about their own struggles, and you'll always get transparency with me. But for me, rich queen is about doing what you love and why not be pay why should you not earn millions of dollars doing that? Because guess what?
Leanne Lopez:It takes a lot of money to do really good shit in the world. Like mother Teresa had a private jet. So what makes you think that money is not gonna amplify the best qualities of you? And it's been an amplifier for me. You know, me and Justin have started a foundation to help break financial illiteracy in children.
Leanne Lopez:We can't do that if we don't have a lot of money. The foundations are setting up causes like this. They take time, they take energy, they take money, they take fundraising, and you good people do good things when they have a lot of money. Yes, they do. Being a rich queen is not about how much is in your bank account, it's do you have the the freedom of choice?
Leanne Lopez:Does your does your life, whatever your version of freedom looks like, does it feel like freedom to you?
Kate Northrup:Yeah.
Leanne Lopez:And if it doesn't, no amount of money in the world is gonna solve that.
Kate Northrup:It's so true. So I wanna reflect back. What I have heard is that at every intersection, you were doing something, it was working, and then the very thing that was your secret sauce
Leanne Lopez:Mhmm.
Kate Northrup:Became the thing that held you back, and you asked the question, how can I do this better? So instead of just being like, well, this is just how it is now, you were like, nope. So every intersection you felt unseen, it was too much sitting on those calls, so you built Liana AI.
Leanne Lopez:That's
Kate Northrup:it. It was the live launches. Now I've got this second baby. Like, nope. There's gotta be a different way.
Kate Northrup:And I just the ingenuity, the resourcefulness, and the rapid cycling through lessons, like, it's Feel amazing. It's amazing, and I'm so deeply inspired. I'm so grateful we get to be friends. For folks who are wanting to learn more about Leigh Ann AI, go to katenorthrup.com/leanne, and you can find out all about it there. But if folks wanna connect with you, learn more about your programs, where should they go?
Leanne Lopez:Yeah. Richqueen.com is probably the best place to go, and obviously, Instagram is where I'm most active. But if you go to richqueen.com, you'll find all the glorious details of all the things there.
Kate Northrup:Amazing. I adore
Leanne Lopez:you. Thank you for If having
Kate Northrup:you're ready to revolutionize the way you work as an ambitious human, you have to get my book, Do Less, A Revolutionary Approach to Time and Energy Management for Ambitious Women. This book is my love letter to recovering overachievers, and it an evidence based journey to shifting the way you relate to time and energy so you can experience better results with less stress, less overwhelm, and avoid burnout. You can go ahead and get your copy over at katenorthrop.com/book.