Revenue Rascals | Sales Strategies for Business Growth

Michelle Terpstra
  • 4.7 (14)
  • Marketing
  • Updated Semiweekly

Ready to ditch average and build revenue with more profit, more fun, and zero fluff? The Revenue Rascals Podcast is where sales-leaders, founders, entrepreneurs, and business-owners come to fuel their growth. Each week, you’ll get unfiltered insights and proven sales-playbooks designed to help you scale smarter and faster. Whether you’re a CRO chasing big targets, a startup-sales rascal pre-revenue, or a CMO looking for fresh strategies that actually work. Hosted with a mix of energy, execution, and “you can do this” confidence, this isn’t another generic business show. You’ll hear the same strategies paying clients get: personal-brand building, revenue-growth strategy, local-business growth, profit-strategy, and podcast-marketing—delivered with the boldness and joy you need to act today. Rascals don’t gatekeep. We share actionable-sales-tips and no-fluff-sales-advice so you can sell smarter, empower your team, and build a thriving business that makes an impact. This podcast is more than strategy. It’s a community-of-rascals redefining what it means to scale revenue. From sales leadership for women and small (to large) business revenue wins. From pre-revenue startup breakthroughs and our local Utah based sales success stories, you’ll find confidence, empowerment, and practical sales steps to grow your brand without burning out. If you’re ready to sell, scale, and have a blast doing it.  Welcome to Revenue Rascals.

  1. 4d ago

    How to Increase Revenue From Every Customer | iFly’s Upsell and Repeat Sales Strategy

    Michelle tackles another “Revenue Rascals on the Road" segment, where she visits real businesses, buys the experience, and reverse-engineers their revenue strategy in real time. This time, she takes it to iFly indoor skydiving in Ogden, Utah. She gives a full breakdown of how their $79 first-time flight experience offer is a gateway to upsells, return visits, punch passes, group bookings, and cross-sells to sister attractions.  Michelle walks through the distinct revenue moves iFly uses to turn first-time customers into repeat, higher-value customers. She covers everything from good-better-best pricing and small upsells to prepaid packages, dynamic pricing, group offers, and cross-sells. Along the way, she breaks down which strategies can translate to other businesses and explores how iFly’s model could inspire even more opportunities for recurring revenue. Whether you sell experiences, services, or products, this episode offers practical ideas for increasing what each customer buys and giving them a clear reason to come back. Chapters [Start] The iFly Field Trip: Michelle sets up for another “On the Road” segment to study the business model of iFly in Ogden, Utah. 08:22 Revenue Moves #1-2: What iFly gets right about the customer experience and its pricing structure. 14:31 Revenue Move #3-4: Breaking down two ways iFly builds on the initial sale. 17:57 Revenue Move #5-6: How timing and pricing factor into iFly’s revenue strategy. 24:52 Revenue Move #7-8: Looking beyond the individual customer and the initial experience. 29:19 Building Your Own Revenue Ladder: Which of iFly’s strategies can translate to other businesses and inspire new revenue opportunities. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. ACQUICON Conference Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50  The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  2. Aug 27

    The Propaganda Keeping Your Business From Growing | Randy Gage on Prosperity First

    Forget the "profit first" mindset. We’re here to make the case for prosperity first.  Michelle is joined by bestselling author and speaker Randy Gage for a conversation that challenges the current grind model of entrepreneurship. Instead, they bring forward the idea that business leaders need to shift their thinking from profit to prosperity. Randy breaks down his four-quadrant framework for having a truly prosperous life and business. He talks about why chasing money and wealth tends to leave your health, relationships, and inner peace in a wreck. Michelle and Randy dive into the "mind viruses" that everyone is exposed to in the world, and how they shape our beliefs about money, success, and worthiness. Randy draws parallels between childhood pop culture propaganda and the stories we tell ourselves about what wealth and monetary success can give us. His framework is designed to help break us out of the shell we’ve been trapped in and find new, lasting peace in true prosperity. This conversation is for any business owner who's ever wondered why their success hasn't felt as good as it was supposed to. Chapters [Start] Welcome Randy Gage: Introducing the guest and the idea of "prosperity first" vs. "profit first." 04:17 The Four Quadrants of Prosperity: Randy dives into his framework for a whole-life definition of success. 11:04 Mind Viruses & Foundational Beliefs: How different factors shape every person’s sense of drive and passion for success. 21:04 Propaganda in Pop Culture: A look at recurring "mind virus" themes in pop culture and why it matters for how we relate to wealth. 38:48 Going From Success to Significance: What it looks like to shift from wealth-building to giving back, and a look at the future of entrepreneurship. 52:03 Rascal Wrap-Up: Randy’s most rascal thing in business and where you can locate and connect with him. Links & Resources Connect with Randy Gage: Randy’s Website: https://randygage.com/ Free prosperity resources and newsletter: https://randygage.com/newsletter-sign-up/ Breakthrough U: https://randygage.com/breakthrough-u/ Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. ACQUICON Conference Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  3. Aug 20

    The $20 Filet Business Model | How Memberships Create Recurring Revenue

    Michelle kicks off a new segment called "Revenue Rascals on the Road," where she travels town to town hunting down real-world revenue strategies to share with other business owners. In the first installment, Michelle visits an American Legion post in Newport Beach and uncovers the recurring-revenue model behind its surprising $20 filet. Michelle dives into the American Legion post and gives a masterclass on their revenue strategies. She talks about their nonprofit, member-owned structure and how its annual dues, bar sales, and event income build their economic engine.She breaks down how membership dues, higher-margin purchases, frequent visits, and community loyalty work together—and how other businesses can apply the same model. Chapters [Start] On the Road: Michelle introduces her "On the Road" series and sets up the Newport Beach American Legion as today's case study. 04:09 Why Structure Matters: Breaking down how the Legion's nonprofit, member-owned model changes the math for their business. 08:57 The Membership Model: A deep dive into American Legion’s business model and how it works to increase their restaurant sales. 13:02 Using Membership Models to Drive Frequency: How to use this type of business model to increase customer frequency. 23:35 Building a Mission-First Moat: Michelle unpacks the key points that keep members coming back, and how any business can apply it. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. ACQUICON Conference Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50  The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  4. Aug 13

    How to Train Employees to Spot Sales Opportunities (Even If They Aren’t in Sales)

    Have you ever wondered why your revenue growth lands on the shoulders of just two or three people in your company? Maybe you're asking the wrong question.  Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way to increase your sales. She introduces the four responsibilities of every employee, whether they carry a sales title or not. Michelle makes the case that every single customer touchpoint is a revenue opportunity hiding in plain sight, but most companies don’t know how to teach their people what to listen for. Michelle dives into the difference between "sales culture" and "revenue culture," and why the latter is the real win. She walks through her four-part framework in detail and answers rapid-fire questions she hears most from business owners. If you've got a small team wearing a lot of hats, Michelle’s advice gives you a repeatable system to help everyone contribute to growth without turning your whole staff into "salespeople." Chapters [Start] The Wrong Question: Michelle breaks down the real question every business owner should be asking if they want to grow their sales. 05:59 The Four Responsibilities: Michelle’s four-part framework for turning every employee into a value creator. 15:45 Motivated to Sell: What business owners can do to help motivate their employees to think like a seller, no matter their role. 21:24 Revenue Rapid Fire: Michelle answers her most-asked listener questions regarding sales growth and running a business. 33:47 Rascal Wrap-Up & Offer: A recap of the four responsibilities, plus a one-day working offer from Michelle for owners ready to install a revenue culture fast. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. ACQUICON Conference Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50  The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  5. Aug 6

    The New Front Door to Your Business: How to Become the Company AI Recommends

    People are now asking AI for the best businesses to fill their needs. So the question stands: how do you get your business to stand out from the crowd? Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling and have started asking AI for the best companies near them to fix all their problems. And AI hands them the most recommended name it can find. Today, Michelle shares her tips that will help your business become AI’s most recommended answer; not by gaming the algorithm, but by becoming the business AI actually wants to recommend. She breaks down why the old SEO playbook doesn’t work anymore. To highlight this, Michelle walks through six revenue observations from what makes a business good vs truly extraordinary to AI search engines. She also gives her full 90-day action plan that gives you a full guide on how to become the kind of company AI wants to show to customers. This is built for small businesses who don’t have a marketing department at their disposal, but who still want to grow. As Michelle puts it, this isn’t the death of SEO; it’s the evolution of trust. Chapters [Start] The New Front Door: Michelle dives into the new reality of how people are searching for businesses online, and how you can stand out from the crowd. 03:34 Build Your Answer Library: How to make your business an easy-to-find search on AI platforms by answering your customer’s common questions. 05:20 Using Sales Calls as Content: The advantage of recording sales conversations to use for content strategies. 07:32 Digital Assets vs. Disposable Content: What kind of content to post that leads people to your business instead of disappearing into the algorithm. 09:09 Reviews as an AI Asset: How to write review replies with context so AI tools can better recommend you on customer searches. 15:48 The AI Recommendation Challenge: Michelle shares her 90-day challenge that you can use to help your business get recognized online. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  6. Jul 30

    What Every Service Business Can Learn from a Whitewater Rafting Company in Jackson Hole

    Michelle never really clocks out, even on vacation. And her trip to Jackson Hole, Wyoming has become the perfect case study for her new series. Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in the wild. She introduces us to Reverse Engineering Revenue, where she experiences a business the same way a customer does, then breaks down what's working, or what's not. This mindset helps unlock the revenue opportunities that a business can earn but hasn’t activated yet. Michelle uses her observations of Lewis and Clark River Expeditions to show that even great businesses leave money on the table. She gives a thorough walkthrough of six revenue opportunities that apply to any local service business, so you can use these ideas and put them to work immediately. As always, the goal is simple, effective strategies you can activate without overcomplicating your business. Chapters [Start] Reverse Engineering Revenue: Michelle introduces her new series with her Jackson Hole rafting trip as the case study. 03:44 Observation 1: How removing pre-arrival friction builds trust and reduces operational strain. 09:39 Observation 2: Why customers remember guides, and what that means for culture and hiring. 13:16 Observation 3: Using QR codes and tracking to turn Google reviews into a measurable, trackable system. 18:24 Observation 4: Why the upsold video won the sale and how to find your own version of it. 24:51 Observation 5: Turning one great experience into long-term customer value and earned marketing. 30:01 Observation 6: How to turn your happiest customer into your biggest marketing advantage. Links & Resources Part 1: How To Build A Local Business That Doesn't Need You Every Day Apple | Spotify | YouTube Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days Apple | Spotify | YouTube Part 3: How to Turn One-Time Buyers into Recurring Revenue Apple | Spotify | YouTube Part 4: Why Most Local Businesses Never Scale (And How to Fix It) Apple | Spotify | YouTube The Top Non-Negotiable Small Business Sale Automations Apple | Spotify | YouTube Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  7. Jul 23

    The Top Non-Negotiable Small Business Sale Automations

    If you're a small business owner drowning in follow-up, missed leads, and a dozen disconnected tools, this is your wake-up call.  Michelle sits down with Haplin Milgrom-Hills from GoHighLevel to break down exactly how small businesses can evolve their current strategies. They talk about everything from capturing more leads and closing more sales to how to stop losing money due to slow follow-up. And you can do this all without hiring a bigger team. Haplin's story starts with a scrappy SMS follow-up habit that made him the top-performing rep and eventually got him poached into the agency world. From there, he talks through the "growth flywheel" and the steps it encapsulates. He talks about why a 98% SMS open rate matters, the five-minute response window, and why "reactivating" your old leads could change your business. Michelle brings her own client stories into the mix, ending with a plug-and-play strategy that you can implement today. Chapters [Start] Meet Haplin: Michelle introduces Haplin and his path from gym sales rep to GoHighLevel's product marketing team. 08:21 The First Things New Users Should Do: Haplin introduces the Growth Flywheel, a list of 5 steps to create a great marketing system. 19:21 Why SMS Beats Email: A look at open rate stats, the 5-minute response rule, and real-life agency results from Haplin's career. 40:47 Database Reactivation: Why old, "cold" leads aren't actually dead, and how reactivating your list compounds revenue over time. 53:27 The Most "Rascal" Business Move: Haplin shares the story of going into business with his best friends against everyone's advice. Links & Resources Part 1: How To Build A Local Business That Doesn't Need You Every Day Apple | Spotify | YouTube Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days Apple | Spotify | YouTube Part 3: How to Turn One-Time Buyers into Recurring Revenue Apple | Spotify | YouTube Part 4: Why Most Local Businesses Never Scale (And How to Fix It) Apple | Spotify | YouTube Haplin Milgrom-Hills on LinkedIn Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

  8. Jul 16

    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)

    In this final episode of her four-part series, Michelle dives into two of the most often confused terms in business: growth and scaling. While they may sound like the same thing, they actually aren’t. She gives a clear definition of the two terms, as well as a real-life example, to make sure you truly understand the difference and are able to grow and scale your business effectively. Michelle breaks down her four pillars of scale using her senior concierge business example to help give a clear picture of her framework in motion. If you've ever asked "how do I make more money," Michelle's here to tell you that's the wrong question. The right one? How do I make more money without my life getting more complicated? That's scaling. And by the end of this episode, you'll know exactly how to build it. Chapters [Start] Growth vs. Scale: Michelle shows how growth and scale are not the same thing and why confusing the two will cost you and your business. 06:20 The Landscaping Company: A real-life example that makes the growth vs. scale distinction clear and shows which one you should be building toward. 10:08 Four Ways to Scale: Using the senior concierge business to show four practical examples of scaling. 19:51 The Four Pillars of Scale: Michelle's framework for building a business that can run without you. 31:11 The Freedom Test: The question every business owner needs to answer, and the mindset shift that changes everything. Links & Resources Part 1: How To Build A Local Business That Doesn't Need You Every Day Apple | Spotify | YouTube Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days Apple | Spotify | YouTube Part 3: How to Turn One-Time Buyers into Recurring Revenue Apple | Spotify | YouTube Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle: LinkedInInstagramYouTube Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy

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Ready to ditch average and build revenue with more profit, more fun, and zero fluff? The Revenue Rascals Podcast is where sales-leaders, founders, entrepreneurs, and business-owners come to fuel their growth. Each week, you’ll get unfiltered insights and proven sales-playbooks designed to help you scale smarter and faster. Whether you’re a CRO chasing big targets, a startup-sales rascal pre-revenue, or a CMO looking for fresh strategies that actually work. Hosted with a mix of energy, execution, and “you can do this” confidence, this isn’t another generic business show. You’ll hear the same strategies paying clients get: personal-brand building, revenue-growth strategy, local-business growth, profit-strategy, and podcast-marketing—delivered with the boldness and joy you need to act today. Rascals don’t gatekeep. We share actionable-sales-tips and no-fluff-sales-advice so you can sell smarter, empower your team, and build a thriving business that makes an impact. This podcast is more than strategy. It’s a community-of-rascals redefining what it means to scale revenue. From sales leadership for women and small (to large) business revenue wins. From pre-revenue startup breakthroughs and our local Utah based sales success stories, you’ll find confidence, empowerment, and practical sales steps to grow your brand without burning out. If you’re ready to sell, scale, and have a blast doing it.  Welcome to Revenue Rascals.

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