Ep 11 - How to Hit Your 6-Figure Year: A Practical Guide for Healthcare Professionals

 

Here’s an exciting question for you!

Q:    Is hitting £100,000 in revenue really possible for us healthcare professionals?

A:    Yes, absolutely. IF you get the steps right.

 

And of course, you’ve guessed it…

 

I’m here today to talk you through those steps!

Because £100,000 a year can feel like a huge milestone, can’t it? That’s more than double an NHS salary and a marker of business success. (Go you!)

It’s the difference between treating your business as a "side hustle" and stepping fully into your role as a confident business owner.

 

So if you’re wondering: how do you actually do it? – you’re in the right place!

 

In this blog, I’ll break down the exact steps you need to hit your six-figure year…

From working out your numbers, to building a predictable system for generating clients, and ensuring your business is sustainable for the long term.

And let me reassure you. This isn’t just theory – this is what actually works.

 

By the end of this, you’ll be super clear on:

✔ How many sales you need to reach £100K (and it might not be as many as you think)

✔ The biggest mistake most people make when trying to scale (make sure you avoid this!)

✔ The ONE thing you must prioritise in your business

✔ Why visibility is THE KEY to attracting consistent clients

✔ How to step into the CEO role in your business

 

Sounds fantastic, doesn’t it? Then let’s get started!

 

Step 1: Let’s Do the Maths! How Many Sales Do You Need?

First, let’s break down exactly what you need to sell to reach six figures.

 

Here’s what it looks like in real numbers:

• If you sell a £500 package of 1:1 consultations, you need 200 sales per year. That’s 17 per month or 4 per week.
• If you sell a £997 course, you need 100 sales per year. That’s 8 per month or 2 per week.
• If you sell a £27 e-book, you need 3,700 sales per year. That’s 309 per month or 10 per day.

 Breaking it down like this makes it far less overwhelming, doesn’t it?

 

BUT – I want to share a quick thought on scalability!

If you currently rely heavily on 1:1 consultations, I encourage you to ask yourself: does that feel sustainable?

Because for most, seeing 12+ clients per week just to hit six figures quickly becomes exhausting. 

That’s why scalability is essential. 

 

If you want to reach £100K without burning out…

Adding a scalable offer like a course, membership, or digital product is key to your glowing success.

 

Action Step:

Work out your own numbers. 

• What are you selling?

• What’s the price point?

• How many sales do you need per month?

If your numbers feel too high to sustain – all is not lost! It’s just time to rethink your offer structure.

 

Step 2: Build a Sales & Lead Generation System

Wish you had a way of generating more sales – on repeat?

You can absolutely create one!

Once you know how many sales you need, your next step is to create a repeatable system to generate them.

 

For example, if you sell a £500 package and convert 50% of your discovery calls, you need:

✔ 8 discovery calls per week to get 4 sales.

 

So, the next question is: how do you generate those 8 calls per week?

Here are some ideas for you! How about:

• Sending 4 well-crafted emails per month to your email list
• Using social media to generate DM conversations
• Guest speaking on podcasts or in Facebook groups to drive leads

 

The great news is that sales is a numbers game!

If you track your conversion rates, you can scale your efforts predictably rather than hoping that clients will magically appear.

 

Action Step:

Work out your lead generation plan. 

• How many people do you need to attract each week?

• What marketing activities will get you there?

 

Step 3: Keep It Simple—One Offer, One Strategy, One Platform

Can I share the BIGGEST MISTAKE most business owners make when trying to hit six figures? 

Overcomplicating everything!

 

They create multiple offers, try to be on every platform, and follow too many strategies at once. 

(Sounds exhausting, doesn’t it?!)

The result? 

Overwhelm and lack of progress. Urgh!

 

Instead, I encourage you to simplify:

✔ One core offer (e.g. your signature program or package)

✔ One strategy (e.g. email marketing, referrals, or webinars)

✔ One platform (e.g. Instagram, LinkedIn, or Facebook)

 

Focus on mastering one thing at a time before adding anything else.

 

Action Step:

It’s time to look at your current business model. 

• Can you simplify? (Less is more!)

• Do you have too many offers or platforms?

• What would happen if you focused on ONE strategy – and mastered it? 

 

Step 4: Make Visibility Your Priority

If people don’t know you exist, they can’t buy from you, right?!

That’s why visibility needs to be your number one priority.

You don’t need to be everywhere (yay!) but you do need to be somewhere consistently.

 

How to Get More Visible:

• Guest speaking (pitch yourself for podcasts, Facebook groups, collaborations)
• Instagram Lives (with people who share your ideal audience)
• PR features (getting published in industry magazines or online articles)
• Networking (building relationships in relevant groups)

 

Action Step:

Decide on one visibility strategy and take one action today to get in front of a new audience. (Go on. I believe in you!)

 

Step 5: Go All In – Commit to Your Business Like a CEO

So, here’s the thing.

Hitting six figures isn’t something you do on the side. (Otherwise everyone would be doing it!)

But if you’ve read this far, I KNOW you have what it takes. 

 

You’ll need to:

✔ Fully commit to your business

✔ Invest in your growth (eg coaching, courses, or software)

✔ Track your numbers so you can make wise decisions, based on real data 

 

Think Like a CEO

When you step into CEO mode, you:

✔ View investments as exciting growth opportunities (not expenses!)

✔ Stop making emotional decisions and start making strategic ones (so much more powerful)

✔ Track your progress so you can adjust and optimise (so you get better and better)

 

If you want to reach £100K, you need to treat your business like a business – not a hobby!

 

Action Step:

It’s time to start tracking your business data.

• How many leads are you getting per week?

• What’s your conversion rate?

• Where are most of your sales coming from? 

When you know your numbers, scaling becomes predictable. (And everything feels easier! Trust me.)

 

Step 6: Upgrade Your Mindset

Hitting six figures isn’t just about strategy. 

In fact, it’s 80% mindset.

The excellent news is that you can (and should) WORK ON your mindset!

 

So my best advice to you is this:

✔ Cultivate confidence in your value and pricing

✔ Push through your visibility fears

✔ Develop resilience for when things don’t go as planned

 

Mindset blocks WILL come up.

Fear of failure, fear of being seen, imposter syndrome…

And that’s perfectly normal.

 

The key is MAKING SURE you work through them rather than letting them hold you back.

 

Action Step:

You’re going to love these insightful questions!

Ask yourself: 

• If I had already hit £100K, how would I show up differently?

• What would I stop doing?

• What would I focus on instead? 

When you start thinking and acting like a six-figure business owner, you become one. 

(I’m proud of you.)

 

Final Thoughts: Are You Ready to Commit?

You now know exactly what it takes to have a 6-figure year – from the maths to the mindset.

 

So here’s your challenge!

Are you ready to fully commit to your business?

Come and tell me on Instagram – I’d love to hear from you.

And if you’re thinking, "I need more support with this," my Accelerate Mastermind Programme walks you through these steps in detail.

 

Plus, don’t miss the next instalment: 

How to Increase Your Confidence in Business.

It’s another game-changer! 

 

Grab The Master Plan!

Ready to build the business you’ve always dreamed of?

This step-by-step workbook will walk you through exactly what you need to focus on and when. You'll get my expert knowledge as a health business strategist.

This guide really is your master plan to business success! Grab your free copy, right here…https://www.sarahalmondbushell.com/master-plan

 

Connect with me here:

Instagram: https://www.instagram.com/dietitiansinbusiness/

Facebook: https://www.facebook.com/dietitiansinbusiness

YouTube: https://www.youtube.com/@BeyondTheClinicPodcast

  

Episode transcription:

[00:00:00] Sarah Almond Bushell: 100, 000. It's a bit of a milestone, isn't it? It's a figure that many of us aspire to achieve, and often more than double our NHS salaries. So 100k can feel like a huge marker of success. In this episode, I'm gonna outline exactly what you need in order to get there. So first of all, I really wanna start with the maths.

[00:00:26] Sarah Almond Bushell: You know what you are selling and at what price and how many, say for an instance, you have a course or a package of one-to-one consultations, and that's priced at 500 pounds. So to hit your hundred K Target, you will need to sell 200 of these in a year. That equates to 17 sales per month, or roughly 4 sales in a week, which actually, if you think about it, is less than 1 sale per day.

[00:00:57] Sarah Almond Bushell: Now, if you sold something more expensive, I've got a 997 programme for extreme fussy eaters. To hit my a hundred K in a year, I'd need to sell a hundred of those, which is eight or nine a month, so just two in a week. And if you sold something low cost like an ebook, say at 27 pounds, you'd need to sell 3,700 odds, which equates to about 309 copies per month.

[00:01:25] Sarah Almond Bushell: So quite a lot more. But breaking it down this way makes that 100, 000 goal so much more tangible because you can really get clear on what that actually means. Now, if you're someone who sells one to one consultations, and for that 500 each client is seen three times, that means that every single week on average you're going to be seeing 12 clients.

[00:01:53] Sarah Almond Bushell: Now, does that feel doable? Because to me, that feels like a lot. And what happens is you're just going to reach a threshold where you physically can't sell any more because you don't have enough capacity to see any more people. So when I decided that I wanted to hit that 100k milestone, I knew that I needed to add in courses and digital products to make it scalable.

[00:02:16] Sarah Almond Bushell: And I'd love for you to be thinking along those lines too, if 100k Is a goal that you might have on your vision board. So back in 2020, my goal was to double my NHS salary. I was working full time at the time. I was an 8b consultant dietitian and my salary was around about 62, 000 per year, which wasn't bad, but You know what?

[00:02:40] Sarah Almond Bushell: I really just didn't feel comfortable giving up that regular salary until I knew I had money in the bank. And my goal was to double it. I wanted 124, 000 and I achieved that in February the following year. And after 22 years in the NHS, I did not want to see Any more patients. Essentially, I thought what I would be doing is jumping from one full time job to another.

[00:03:07] Sarah Almond Bushell: And so instead, what I decided to do was launch a membership and that was 42 pounds per month. So once you've done the maths and you can see exactly how many sales you need to make each day and each week, you then need to develop a system for generating those sales. And this is what I do with my clients inside Accelerate, my group mastermind program.

[00:03:30] Sarah Almond Bushell: So we always start with the end in mind. How many sales do we want to make? And once you know that, you then just need to work backwards. You need to work out how many hot leaves you need to have in order to get those sales. So if we take that 500 offer as an example again, and say you make your sales usually via discovery calls, and you know that around about half the people who book a call with you.

[00:03:58] Sarah Almond Bushell: Then usually go on to buy. So you will know that you need to have eight calls booked in every single week in order to generate those four sales. And then what you do is you take a step back again and you go, okay what do I need to do to get eight people booking calls? So if you've got an email list, and I really hope you do, The people on there, these are your warm leads, so you might know that to get eight people booking your calls, you need to send so many emails in a month.

[00:04:30] Sarah Almond Bushell: For me, it's four. For you, it might be something different. Or, if you don't have an email list and you get your leads from social media, you'll know that you need to post so many posts every single week. So that you can get people into the DMs and have conversations in order to warm them up and pitch your offer that way.

[00:04:50] Sarah Almond Bushell: So then they go on to book those calls. So the number that you need at this stage is really going to depend on your unique business, who you've got in your audience, and also of course your marketing and your sales skills. But honestly, that part, it's just a numbers game. However, there are a few more less tangible things that I've learned about earning six figures, and I really want to share these with you now.

[00:05:18] Sarah Almond Bushell: So the very first thing that I want you to know is just keep it simple. So what I mean by this is focus on having just one offer, selling it by one strategy or funnel, and that includes just one social media platform. And the reason why I say this is because when it's just you and your business, which it often is when you're under that magic 100, 000 threshold, you're wearing all the hats.

[00:05:45] Sarah Almond Bushell: You're playing all the roles from marketing manager to financial director to graphic designer to accountant. And then of course, being the health professional that you are. But when your business is making money consistently and predictably, you can take that 100 K and you can spend some of it on a marketing manager, for example, and then that means you can add in a second social media platform and your time is now freed up and you can go on to develop that second offer that you might want to put out there, but keep it simple at the start.

[00:06:19] Sarah Almond Bushell: Number two is making visibility your priority. You have to get visible. You have to get out there and you have to talk about your business to make sure that it's seen and that people know about you. Not only do you need to be visible, But you need to shine. Now, I love that word because it's all about stepping out of your comfort zone and rising above everyone else out there who does what you do.

[00:06:47] Sarah Almond Bushell: You want to be focusing on just one thing that you want to be known for. Some examples for you. If you think about it we all know Deliciously Ella. She's known for her plant based recipes and whole foods. We all know about Michael Mosley, for example. He's known for the 5 2 intermittent fasting diet.

[00:07:08] Sarah Almond Bushell: And then we all know Tim Spector. He's known for his work in microbiome and personalized nutrition. Love them or loathe them. I'm not saying anything either way here. That is not the point. The point is, what is your thing? What do you want to be known for when you're making yourself and your business visible?

[00:07:29] Sarah Almond Bushell: Also, where are you going to be visible? Are you going to be pitching yourself as a podcast guest? Do you want to do Instagram lives with other people who share the same ideal customer demographics as you? Or maybe it's physical, in person networking groups or forums. It could be Facebook groups, it could be PR.

[00:07:49] Sarah Almond Bushell: What I'd love for you to do is just set yourself a goal to go and connect with new people every single day in your business. Who knows where just chatting with new people might lead. Number three is an important one. If you want to hit that six figure mark, you need to be serious about your business and you need to go all in on it. Hitting 100, 000 in your business isn't something you do part time, on the side, whilst juggling your NHS work or your paid employment. It does require full commitment.

[00:08:22] Sarah Almond Bushell: My next point here is about Making that commitment to take your business seriously and to go all in on it. Committing to focus on whatever your business needs. It might be that you need to invest in a course to learn some new skills, or a coach, or a mentor, or a piece of new software, or tech. But essentially, you've got to commit to doing the work.

[00:08:44] Sarah Almond Bushell: It does take self discipline, which is why it's really important to keep the actual strategy really simple in the first place. But part of taking your business seriously is stepping up and into the role of CEO and not thinking of yourself as just the business owner. So this means you need to think of your business as a business.

[00:09:07] Sarah Almond Bushell: It's not yours. It's an entity in its own right. And when you take this CEO perspective, you start to see things with a new clarity. You'll lose the emotion to a degree and it becomes so much easier to see what you can let go of, what you can stop doing, what you can delegate to an administrator. Tracking your progress and knowing your numbers or analytics data is also essential because when you know your numbers, that allows you to make evidence.

[00:09:41] Sarah Almond Bushell: And then you can adjust your strategies to make sure you're actually truly moving forward. But this is all part of being serious about business and going all in and committing to it. And you also need to be prepared to invest. Scaling to six figures will likely mean investing. And I want you to think of it as investing and not spending money.

[00:10:04] Sarah Almond Bushell: You need to ditch that scarcity mindset and adopt a growth mindset. So yes. This might mean dipping into your profits, but that's okay because to invest is to grow. And then last but not least, you've got to up level your mindset. And this leads me beautifully into my final point, which is up leveling your mindset. Because achieving a six figure business requires more than just strategy and hard work. It requires a significant shift in mindset. Tony Robbins famously said, success is 80 percent mindset and just 20 percent strategy.

[00:10:44] Sarah Almond Bushell: And what this means is that you need to cultivate confidence. You need to be brave enough to put yourself out there as the face and the voice of your business. This is all about believing in your value, in your expertise, and the impact that you know it can make on the people you help. So first of all, embrace that growth mindset.

[00:11:06] Sarah Almond Bushell: And this means viewing challenges as opportunities. It means expenditure on investments to learn and grow rather than to shrink and hide when scary things and obstacles come your way. When you encounter setbacks, and yes, they will happen, instead of feeling defeated, see them as opportunities. Lessons, there's valuable lessons that bring you a step closer towards your goal.

[00:11:32] Sarah Almond Bushell: The first time I was trolled on social media was when I posted on Instagram about some new research I'd learned at a conference and I was told that I was wrong by tons of parents who tagged in other parenting experts.

[00:11:46] Sarah Almond Bushell: Who tagged in other nutrition professionals and even a consultant pediatrician. And all of them agreed with those comments stating that I was wrong. So how did I react? At the time I wasn't resilient. I hid. I switched off the comments on the post. I left social media for a few days and I spent that time feeling awful, wallowing in my misery.

[00:12:12] Sarah Almond Bushell: Then the next time it happened, I'd done the mindset work when a nurse started sending me these really abusive messages, actually, and comments on my posts because there was a stock image that I'd used of a baby surrounded by fruit. But one of those fruits were grapes, a choking hazard. I was a lot calmer when this happened.

[00:12:33] Sarah Almond Bushell: Hands up, I hadn't spotted the grape in this lovely stock image of a baby surrounded by fruit, but I owned up and I changed that image and then I blocked her and I carried on running my business. You also need to be confident, and this is definitely part of mindset, because confidence isn't something that just happens to you overnight.

[00:12:54] Sarah Almond Bushell: It grows over time, and actually, it grows with each small step that you take outside of your comfort zone. Start by stretching yourself slightly. Beyond what feels comfortable and absolutely celebrate your success when you do it. I'm not sure who said this, I couldn't work out where this quote came from, but one of the lessons I learned quite early on in my business was great things sit on the other side of discomfort and that is so true.

[00:13:26] Sarah Almond Bushell: And then also having a support system can make a huge difference in maintaining a positive mindset. It helps you stay motivated. It also helps you build confidence. Surround yourself with a group of supportive people. If you're not there already, I'd love to have you in my business Facebook group.

[00:13:46] Sarah Almond Bushell: It's called Beyond the Clinic Business. Come and join us and connect with other like minded health entrepreneurs. And finally, of course, be kind to yourself. Recognize that perfection isn't the goal here. Progress is. Building a six figure business. Really is a challenging journey and there will be bumps along the way, but it is totally doable as long as you do it with strategy, the right strategy, and you go all in and commit to it 100%.

[00:14:17] Sarah Almond Bushell: There you have it. You now know what it takes to have a six figure year, from the maths to the mindset, but my best advice to you is just keep it simple. But go all in and make visibility your priority. And that's so that you have this lovely warm pipeline of leads of potential customers who are ready and waiting to buy from you.

[00:14:38] Sarah Almond Bushell: So my action step for you today is a really simple one. I just would love to know, are you ready to fully commit to your business and go all in? Come and tell me, I would love to know. And join me next time where we are going to be diving into mindset and in particular, how to increase your confidence in business.

[00:14:58] Sarah Almond Bushell: Bye for now.