Courage & Clarity Podcast Summary

Episode 134: Start, Sell Out & Scale (Your Complete Group Program Roadmap)
Host: Steph Crowder
Release Date: June 2, 2025

Introduction

In Episode 134 of Courage & Clarity, host Steph Crowder delves deep into the intricacies of developing, launching, and scaling group programs. Drawing from her extensive experience as a former sales training director and successful entrepreneur, Steph provides listeners with a comprehensive roadmap to transition from one-on-one coaching to scalable group offerings.

From One-on-One to Group Programs

Steph begins by addressing a common challenge faced by many coaches, service providers, and consultants: the struggle to transition from individualized sessions to group programs. She introduces the critical middle step often overlooked—the "one to few" phase.

Notable Quote:
“There is a secret step in the middle that most people miss.”
— [05:15] Steph Crowder

She emphasizes that while many aim to jump directly to one-to-many models, starting with a small group program is essential to bridge the gap effectively.

Steph’s Personal Journey

Steph shares her personal journey, recounting how she moved from managing three one-on-one clients to running her first small group of eight participants. This transition was pivotal, allowing her to build a waitlist and refine her offerings without the intimidation of scaling too quickly.

Notable Quote:
“I decided to run my first small group program within eight people. I just opened up eight spots.”
— [07:45] Steph Crowder

Through iterative cycles of small group launches, Steph accumulated valuable insights and credibility, setting the foundation for her later successes with larger group programs and masterminds.

The One to Few Bridge

Steph highlights the importance of the "one to few" bridge, a stage where entrepreneurs consolidate common breakthroughs from one-on-one sessions into group settings. This phase not only amplifies individual successes but also fosters a community-driven environment where participants benefit from collective growth.

Notable Quote:
“When you're working with one-on-one clients and see the same breakthroughs repeatedly, it's time to bring them together in a group setting.”
— [12:30] Steph Crowder

Three-Stage Roadmap: Start, Sell Out, Scale

Steph outlines her three-stage roadmap for building successful group programs:

1. Start: Launching Your Group Program

   • Beta Runs: Begin with small groups (3-8 participants) to establish program foundations.
   • Building Credibility: Collect transformation proofs and feature client successes to build trust.
   • No Pre-Created Curriculum: Emphasizes launching with minimal preparation to avoid developing irrelevant content.

   Notable Quote:
   “You do not need to have anything prepared other than your skills and your brain and your background to help your first group.”
   — [18:50] Steph Crowder

2. Sell Out: Filling Your Group Program

   • Rinse and Repeat: Use existing networks to fill initial groups.
   • Buzz Blitz Process: Introduces her proprietary five-to-six-week promotion strategy, including high-converting webinars based on her CONVERTS framework.
   • PFR Strategy: Promote, Fill, Repeat—ensuring a consistent and scalable sales process.

   Notable Quote:
   “I have a Buzz Blitz planning document that I just open up and start to plug and play.”
   — [24:10] Steph Crowder

3. Scale: Expanding Your Program

   • Evergreen Models: Transition from cohort-based programs to continuous enrollment models.
   • Hiring Support: Integrate support staff to enhance program value without diluting personal touch.
   • Sustainability: Implement systems to manage larger client bases while maintaining high service quality.

   Notable Quote:
   “How do you bring in more talent to increase the value of your program? Not to replace you, but to increase the value of your program.”
   — [30:00] Steph Crowder

Buzz Blitz and the CONVERTS Framework

A significant portion of the episode is dedicated to explaining Steph's "Buzz Blitz" process, a structured approach to launching and filling group programs. She details the eight-step CONVERTS framework designed to maximize webinar effectiveness and drive high conversion rates.

Notable Quote:
“Converts is my eight-step framework for high-converting webinars.”
— [26:40] Steph Crowder

This process includes precise planning, templated communications, and a repeatable strategy that ensures each launch builds upon the last, fostering continuous growth.

Promote, Fill, Repeat (PFR)

Steph introduces the PFR strategy as the backbone of her sales process:

1. Promote: Increase visibility and attract the right audience through strategic marketing.
2. Fill: Execute a seamless enrollment process, utilizing sales calls or applications to close participants.
3. Repeat: Document successful strategies and refine them for future launches to ensure scalability.

Notable Quote:
“If you are starting from scratch every time you go to sell a group, it's no wonder that you feel scared.”
— [28:20] Steph Crowder

This approach ensures that entrepreneurs do not reinvent the wheel with each launch, allowing for efficient and predictable group program fill rates.

Scaling for Sustainability

In the scaling phase, Steph emphasizes the importance of embodying a CEO mindset. This involves:

• Systematization: Developing processes that allow the program to run smoothly as client numbers increase.
• Team Building: Hiring complementary staff to support and enhance the program without overshadowing the founder's role.
• Evergreen Implementation: Shifting to models that allow for ongoing enrollment and participation, ensuring continuous revenue streams.

Notable Quote:
“How do you go the distance with your group program and feel like you can accept more clients, you can expand your capacity to be able to have more clients.”
— [32:15] Steph Crowder

Invitation to Advanced Training

Throughout the episode, Steph promotes her upcoming advanced sales training class, Fill Your Group Program in Five Weeks, scheduled for June 24th at 12 PM Eastern Time. This workshop promises deeper insights, visual aids, and hands-on strategies to implement the discussed roadmap effectively.

Notable Quote:
“You need to come to my upcoming training class. It is an advanced class and it is happening on June 24th. You can go to stephcrowder.com/workshop to get all signed up.”
— [35:50] Steph Crowder

Participants will also have the opportunity to join her Mastermind program, offering personalized guidance and a community of like-minded entrepreneurs.

Conclusion and Teasers for Next Episode

Steph wraps up the episode by reiterating the importance of the one to few bridge and the structured approach to starting, selling out, and scaling group programs. She previews the next episode, which will focus on common pitfalls in group programs and strategies to bulletproof them.

Notable Quote:
“In the next episode of the Group Program series, we are going to talk about why group programs fail and how to bulletproof your group program.”
— [38:30] Steph Crowder

Key Takeaways

• Start Small: Begin with manageable group sizes to build credibility and refine your program.
• Structured Selling: Utilize proven frameworks like Buzz Blitz and PFR to consistently fill your programs.
• Scale Thoughtfully: Implement systems and hire support to grow sustainably without compromising quality.
• Continuous Learning: Engage in advanced training and mastermind groups to stay ahead and continuously improve.

Steph Crowder’s Episode 134 provides a thorough and actionable guide for entrepreneurs looking to expand their offerings through group programs. By sharing her personal journey and detailed strategies, she equips listeners with the tools needed to achieve both courage and clarity in scaling their businesses.