phones didn’t ring and his connections with clients were not as tight
as he wanted. But his business was
sustainable because of product sales
and media income.
With roots in the entertainment
industry, he knows that clients sometimes pay more for people who are
famous than those who are good.
He strives to be both. He’s been fortunate to be on the Get Motivated
Tour for several years, replacing Zig
Stacey is an influencer who offers
training and development for large
corporations. The key to her success
has been to communicate effectively
with consistent messaging, including
body language. She believes that no
client should have to guess who is
showing up—they get you, and they
get the best of you.
She scaled up because of client
requests. It was clear that her work
had an impact, and she wanted to
drive her message to the masses.
Stacey knew that she couldn’t do
it alone, so she brought on a team.
She certifies her trainers, and each
member of her team delivers her
content. As a result, she has scaled
to new heights—doubling and even
tripling her business.
TIMING IS EVERYTHING
Willie started as a jingle singer and
advanced to one-minute positive
messages. As a new speaker in 1991,
he left his job and became a full-time
“Continue to reinvent yourself. Each time I reinvent, I grow
myself. I returned to school, shutting down my business
for a year, to obtain my doctorate degree. I took the leap
of faith, and I am grateful that I am now able to share the
reinvented Willie and the marriage program with others.”
—Willie Jolley, D. Min., CSP, CPAE
NEXT STEPS TO SCALING UP:
Know yourself and trust your gut.
Identify what you do well and build on it.
professional speaker, even though he
wasn’t quite ready. As a result, he learned
powerful lessons that helped him leap
over others who played it safe. He saw
that impatience mixed with persistence
pays huge rewards. He was named one
of the five top speakers in the world by
Toastmasters within 10 years, and he was
awarded NSA’s CPAE designation in 2005.
When his wife and partner, Dee,
joined the team, business started to scale
up. Willie had the grit and Dee had the
organizational skills to bring systems to
Stacey was inspired by the CEO of
Zappos, who said that he built his business by hiring friends, because friends
hold each other accountable. She found
success in building her business one
person at a time. That lets each team
member shine during her rigorous certification process, which takes about
PRESENT AND FUTURE
The older Willie gets, the less time he wants
to spend traveling. His focus today is on content, including books, audiobooks, radio and
TV, podcasts, music, and a Broadway-style
one-man show. In the long term, Willie wants
to control the when and where of his events,
to market more products, and to engage the
masses in the Willie Jolley Experience, which
will also include more music.
In the near term, Stacey would like
to stabilize growth and to help her team
become better through practice. She’s
working on managing growth to maintain
quality and deliver on her brand promise
as they engage in virtual and international
Her long-term goal is to sustain the level
of growth for the next five years. An innovator, she intends to use new technology to push
her message out and to move quickly. Three
profit centers will continue to drive the business: keynotes, workshops, and mentoring. ■
“Know your roots. Jim Rohn and Tony Robbins influenced me. I set out on a
path to offer messages that came down to the basics in life. And I learned
discipline from my dad, who taught me to follow through, show up on time,
and treat everyone equally. Create a niche within your market and watch
your business scale up!” —Stacey Hanke, CSP
NEXT STEPS TO SCALING UP:
Know your market and develop content to serve that market.
Be both inspired and inspirational.
Identify your long-term goal and build your plan around that goal.
TO SCALE UP