How to Become a Professional Entrepreneur – The STEPS Model

Starting an entrepreneurial journey can feel overwhelming. I remember when I first began, I had a million questions and seemed to find a million different answers. Everyone had advice—some of it great, but a lot of it was just noise. I’d scroll through social media and feel like I had to do everything at once. I’d follow what felt like “good advice” for a week, only to get sidetracked by another method the next.

One day, while I was feeling especially stuck, a mentor told me something that shifted everything: “Your path to success needs to be simple and clear. Focus on the basics and build from there.” That advice became my anchor. Over time, I took what I learned from my experiences and from coaching others, and I distilled it down into what I now call the STEPS Model—a framework that helps cut through the noise and keep you focused on what matters.

The STEPS Model focuses on five core components: Strategy, Traffic, Earnings, Partnerships, and Systems.

Strategy

Traffic

Earnings

Partnerships

Systems

Each component builds on the previous one, giving you a practical, step-by-step path to building a business that’s both sustainable and aligned with your goals. Let’s dive into each part:

Strategy: Setting Your Vision and Purpose

Strategy is where it all starts. Without a clear strategy, you’re essentially guessing, trying anything and everything in the hope that something works. A solid strategy lays the groundwork for everything else in your business. It’s about defining why your business exists, who it’s for, and what unique value you’re bringing to the table.

When I launched my first real business, I was eager to help everyone. I wanted to offer every possible service in my field, hoping that broad appeal would bring in more clients. But I quickly realized that by trying to serve everyone, I ended up connecting with very few people on a deep level. I felt stretched thin, and my messaging was unclear. Eventually, I took a step back to figure out who I really wanted to help. I realized my true passion was helping aspiring notaries create thriving, specialized businesses. Once I narrowed my focus to notary coaching and mentorship, everything clicked. I started seeing growth, getting more engagement, and felt truly aligned with my work.

Developing Your Strategy: Key Questions to Ask Yourself

If you’re in the early stages of developing your strategy, try asking yourself these questions. They’re designed to help you get crystal clear on your business’s purpose and direction.

1. Who do I want to help?
   Think about the specific people or groups you want to serve. Are they individuals, small businesses, or corporations? Are there any shared characteristics, challenges, or goals among them?

2. What problem am I solving for them?
   Successful businesses solve real problems. Consider the challenges your target audience faces and how your business can offer a solution. The clearer you are, the easier it is to connect with people who need what you offer.

3. Why does my business need to exist?
   Reflect on the unique value your business brings to the market. What makes you different? Maybe it’s your personal story, your background, or a specific approach that no one else has.

4. What’s my “why”?
   Beyond making a profit, what’s driving you to start this business? People are drawn to businesses with a purpose. Whether it’s about helping people find confidence, empowering entrepreneurs, or supporting sustainable practices, knowing your “why” will keep you motivated and inspire others.

Breaking It Down Into a Simple Formula

Use this formula to help create a straightforward statement of your strategy:

“I help [specific audience] solve [specific problem] by [unique approach or solution].”

Example:

• “I help new notaries grow successful businesses by providing coaching and mentorship on specialized notary services.”

• “I help small business owners simplify their taxes through accessible, jargon-free financial coaching.”

This formula acts like a North Star, guiding your decisions and helping you communicate clearly with your audience.

Example Mission Statements

Once you’ve answered these questions and crafted a clear formula, turn it into a mission statement. Here are a couple of examples based on different types of businesses:

• “Our mission is to empower freelance designers to build sustainable, balanced businesses with personalized coaching and resources.”

• “Our mission is to help young professionals manage stress and achieve life goals through targeted wellness programs.”

This mission statement is your anchor. Whenever you feel pulled in multiple directions or lose focus, refer back to it.

Action Steps to Create Your Strategy

1. Write down who you want to help and the problem you’re solving.
   Use the formula above to craft a short, specific statement.

2. Define a mission statement that aligns with your purpose.
   Keep it visible so it reminds you and your team of your business’s purpose every day.

3. Refine until it feels authentic and specific to you.
   As you get more clarity, adjust your strategy to make sure it still reflects your purpose and audience.

With a clear strategy, you’ll have a strong foundation for every decision you make, building a business that’s purposeful, aligned, and built to last.

Traffic: Reaching Your Ideal Audience

Once you’re clear on your strategy, the next step is to bring people into your world—what I call generating traffic. But it’s not just about attracting any audience; it’s about connecting with the right people who genuinely need what you offer. Effective traffic generation is purposeful and focused, targeting those who will benefit most from your expertise.

Personal Story

When I started marketing my services, I felt like I had to be everywhere: Facebook, Twitter, LinkedIn, Instagram, and even some niche forums. I was trying to cover all the bases, thinking that more exposure meant better results. But in reality, it was exhausting and unsustainable. I’d spread myself so thin that I was barely scratching the surface on any platform.

Why Focused Traffic Matters

Research from marketing expert Neil Patel emphasizes the importance of knowing your audience’s habits and choosing the right platforms. According to Patel, “You don’t have to be everywhere, but you do need to be where your audience is.” It’s a matter of quality over quantity: when you connect with the right audience, they’re more likely to engage with your content, follow your journey, and, ultimately, become loyal customers.

Practical Steps to Generate Traffic Effectively

Here are some actionable steps to help you focus on generating high-quality traffic:

1. Identify Where Your Audience Spends Their Time Think about the people you want to reach. Are they professionals who might be on LinkedIn? Visual learners on Instagram or Pinterest? Or perhaps they’re seeking in-depth content on YouTube or niche advice in forums? By understanding where they hang out online, you can prioritize the platforms that matter most.

   • Example: If you run a photography business targeting brides-to-be, Pinterest and Instagram could be your go-to platforms since they’re highly visual and popular for wedding inspiration.

   • Example: If you’re a business coach, LinkedIn and YouTube might be more effective because they allow you to share in-depth insights with professionals looking to grow their careers.

2. Choose One or Two Channels to Focus On It’s tempting to be on every platform, but the goal is depth over breadth. Choose one or two channels where you can commit to showing up consistently and adding real value. This approach helps you build stronger connections and establish a reliable presence, which is far more effective than a scattered, inconsistent presence.

   • Example: An independent author might focus on Instagram for its community of book lovers and Goodreads for direct engagement with readers, rather than stretching across multiple platforms.

   • Example: A fitness coach could center their efforts on YouTube for workout tutorials and Instagram for quick tips, rather than spreading thinly across Twitter and Facebook.

3. Commit to Consistent, Value-Driven Content Consistency is key to building trust with your audience. Once you’ve chosen your platforms, commit to a regular posting schedule. Think about what your audience struggles with and what questions they have, and address those directly. Over time, your content will position you as a go-to resource.

   • Example: A financial advisor could post weekly tips on LinkedIn on topics like budgeting, investing, or tax planning, addressing common questions from young professionals.

   • Example: A notary public trainer might post detailed how-to videos on YouTube, walking aspiring notaries through complex processes and helping them avoid mistakes.

Building Traffic with Intention: The “Three Pillars of Content” Strategy

To ensure you’re providing value, consider structuring your content around the Three Pillars of Content: educate, entertain, and inspire. This approach, popularized by content strategist Gary Vaynerchuk, ensures that your content remains engaging, relevant, and varied, meeting different needs for your audience:

• Educate: Provide practical tips or how-to guides that answer questions your audience is already asking.

  • Example: A real estate agent might create videos explaining the home-buying process or offering advice on mortgage options.

• Entertain: Share lighter, engaging content that helps your audience connect with you personally.

  • Example: A yoga instructor could post funny behind-the-scenes content of their daily routine or yoga fails.

• Inspire: Motivate your audience with stories of success, personal growth, or challenges you’ve overcome.

  • Example: A life coach could share personal experiences or testimonials from clients who have achieved their goals.

Action Steps to Generate Targeted Traffic

1. Research Your Audience’s Platforms
   Spend time on different social media or online communities where your audience might be active. Observe what kind of content they’re interacting with, and take notes on topics, questions, or trends.

2. Select Your Primary Platforms
   Choose one or two platforms where your audience is most active and that align with the content you want to create. For example, if you prefer videos, YouTube or Instagram Reels could be ideal.

3. Develop a Consistent Content Plan
   Map out a weekly or monthly content plan using the Three Pillars strategy. Schedule posts to maintain consistency, and adjust based on what resonates best with your audience.

With a targeted traffic strategy, you’ll find that your efforts pay off more meaningfully. Instead of stretching yourself too thin, you’re connecting with people who genuinely care about what you have to offer, ultimately building a community that values your work and supports your growth.

Earnings: Building a Revenue Model

Earnings are where your strategy and traffic start to come together. This isn’t just about “monetizing” your business—it’s about developing a revenue model that aligns with your goals, feels right for you, and genuinely meets the needs of your audience. A sustainable revenue model isn’t just about charging; it’s about creating value, setting fair prices, and building offerings that help your clients succeed.

Personal Story

In the early stages, I struggled with pricing. I offered discounts and even free services because I was worried that people wouldn’t pay. But then I noticed that the clients who invested at full price were the ones who showed up, took the work seriously, and got the best results. Those who paid less or nothing at all often canceled sessions or didn’t follow through. This experience taught me that setting clear, fair prices wasn’t just about making money; it was about attracting clients who were genuinely committed to their own success. I realized that a thoughtful revenue model does more than sustain your business—it brings in clients who are ready to invest in themselves.

Developing Your Revenue Model: Key Steps and Strategies

If you’re developing your revenue model, consider these steps to help ensure it’s strong, aligned with your values, and sustainable.

1. Start with One Core Offering
   When you’re first building your revenue model, focus on one main product or service. This could be a digital course, a one-on-one coaching package, a subscription box, or a consulting service. Starting with a single offering allows you to focus all your energy on making it exceptional, building a reputation around it, and gathering feedback to refine it.
   Example: If you’re a notary coach, your core offering might be a comprehensive “Notary Business Starter Program” that guides new notaries through the setup, marketing, and client management essentials. Once this course is successful, you can think about expanding.

2. Define a Pricing Structure that Reflects Value
   Setting your prices can be tricky, especially if you’re just starting out. A good rule of thumb is to think about the results your clients can expect and price accordingly. If your offering provides significant, tangible results, don’t be afraid to set a price that reflects that value. Pricing fairly also establishes you as a professional in the eyes of potential clients.
   Example: Let’s say your course helps new notaries land consistent work in three months. Think about the financial and time investment they’re saving by following your guidance and price it with that impact in mind.

3. Incorporate a Mix of Direct and Indirect Revenue Streams
   As your business grows, it’s helpful to add revenue streams that complement your main offering. The two main types are direct revenue (income from products or services you create) and indirect revenue (income from third parties, like affiliate programs or sponsorships). Start with your core offering, and once it’s steady, consider expanding.

   • Direct Revenue: This might include additional courses, digital products like eBooks or guides, consulting sessions, or group workshops.

   • Indirect Revenue: For instance, if you’re creating educational content, you might partner with related brands to feature their products, earning affiliate income.

4. Example: A notary coach might create digital products like templates or checklists as add-ons to the main program or partner with companies selling notary supplies, earning commissions on sales made through referral links.

5. Package and Upsell to Increase Value
   Once you have a steady core offering, consider packaging additional products or services to create added value for your clients. Upselling or bundling allows clients to access more value from you while giving you opportunities to increase revenue.
   Example: Offer a “Complete Notary Business Toolkit” that includes the core course, marketing templates, and access to a private community for ongoing support.

A Simple Revenue Model Formula

Here’s a straightforward formula to get you started:

“I generate income by offering [main product/service] at [price] for [target audience]. As the business grows, I plan to expand into [additional product/service/partnerships].”

Examples:

• “I generate income by offering one-on-one coaching sessions at $150 per hour for new notary entrepreneurs. As my business grows, I’ll expand to include a self-paced online course.”

• “I generate income by selling a monthly subscription box of art supplies at $30 for beginner artists. Eventually, I plan to partner with art supply brands for affiliate income and sponsorships.”

This formula helps you focus on your primary revenue driver while giving you a vision for future growth.

Action Steps to Build Your Revenue Model

1. Identify Your Core Offering
   Choose one main product or service to start with. Focus on making it effective and valuable for your target audience.

2. Set a Fair Price
   Consider the transformation or benefit your clients receive. Choose a pricing structure that feels fair, and don’t underprice yourself. Remember, charging what you’re worth helps attract clients who are serious about the results.

3. Expand Thoughtfully
   Once your main offering is steady, consider adding other streams, like digital products or partnerships, that complement your core business. Aim for a mix of direct and indirect revenue for added stability.

With a clear revenue model, you’re setting up a business that doesn’t just make money but builds real value and attracts clients who are ready to invest in what you offer.

Partnerships: Building Trust Through Relationships

Traffic and earnings are essential, but they only take you so far. To truly thrive, you need trust. Trust is the bridge that turns casual followers into committed customers and partners. Building this trust often comes through partnerships and genuine, authentic relationships. It’s about showing up consistently, adding value, and making people feel seen and appreciated. Partnerships aren’t just business transactions—they’re connections built on mutual respect, shared goals, and a belief in each other’s work.

Why Partnerships Matter: The Trust Triangle Model

Building trust can be broken down into three key elements: Authenticity, Logic, and Empathy. This model, known as the Trust Triangle (from Frances Frei’s research on leadership and trust), can help guide how you approach partnerships:

1. Authenticity: Show up as the real you. People can sense when you’re genuine, and it’s a powerful foundation for trust. Authentic partnerships are grounded in honesty, where both sides are open about their goals and values.

2. Logic: Show that your ideas make sense. When you communicate a clear purpose and your methods for achieving it, people are more likely to trust you. Choose partners who not only align with your vision but also understand the “why” behind your business.

3. Empathy: Show that you care about the success of others. A partnership isn’t just about getting what you want; it’s about helping others achieve their goals too. Approach partnerships with empathy by listening, understanding your partner’s needs, and finding ways to support them.

When you can establish these three qualities—Authenticity, Logic, and Empathy—in your partnerships, trust flourishes naturally. Each of these elements reinforces the others, creating a partnership that feels genuine and beneficial to everyone involved.

Here’s how to start building authentic partnerships that foster trust:

1. Identify Values-Aligned Collaborators
   Look for potential collaborators who share your values and mission. This might be through guest blogging, joint webinars, or cross-promotions. For example, if you’re a business coach, consider partnering with someone who offers complementary services, like social media strategy or graphic design, so you can support each other’s audiences.

2. Show Up Authentically
   Don’t be afraid to share your story, challenges, and wins. Authenticity builds trust, so let people see the real you. If you’re partnering on a project, be transparent about what you bring to the table and your goals for the collaboration.

3. Create a Community
   Building a community around your brand is a powerful way to foster trust. Engage with your audience regularly, whether it’s through a Facebook group, email list, or live events. Offer value consistently, answer questions, and be approachable. When people feel like they’re part of something, they’re more likely to trust you and invest in your business.

Example: Collaboration in Action

Let’s say you run a notary coaching business. You could partner with an expert in real estate or law, industries that often work closely with notaries. By hosting a joint webinar on “Legal Documents Every Notary Should Know,” you’re not only providing value but also aligning with someone who shares your audience’s interests. This collaboration benefits both of you by reaching a wider audience and building credibility through association with each other.

Or imagine you’re a wellness coach who partners with a yoga instructor to offer a series of workshops on stress relief. Together, you’re able to cross-promote and share each other’s audiences, building trust with people who now see you as a team committed to their well-being.

A Simple Partnership Strategy Framework

Use this framework to help guide your approach to partnerships:

1. Define Goals: What do you want from this partnership, and what can you offer in return?
2. Identify Shared Values: Find partners who align with your mission and audience.
3. Develop Mutual Benefits: Ensure both parties gain value, whether it’s exposure, revenue, or expertise.
4. Communicate Regularly: Check in, share progress, and provide feedback.
5. Reflect and Refine: After each partnership, reflect on what worked and what didn’t, refining your approach for future collaborations.

The Trust Triangle

Below is a simple representation of the Trust Triangle:

               TRUST

              /      \

        Authenticity   Logic

              \      /

              Empathy

In a strong partnership, each element—Authenticity, Logic, and Empathy—supports and strengthens the others, creating a solid foundation for trust.

Summary

In the end, partnerships are about building connections that go beyond the transactional. They’re about supporting each other’s success, building credibility, and creating a network that’s built on trust. By focusing on Authenticity, Logic, and Empathy, you can create partnerships that feel fulfilling and make a lasting impact, not just on your business but on the community you’re building around it.

Systems: Setting Up for Growth and Efficiency

Systems are the backbone of a sustainable business. They keep everything running smoothly, allowing you to scale up without sacrificing quality or burning out. In the early stages, it’s tempting to handle everything yourself, but as you grow, managing every task manually becomes exhausting and unproductive. Systems allow you to automate and delegate routine tasks, freeing you up for the high-value, creative work that only you can do.

In my early days, I was a one-person show—answering emails, scheduling meetings, sending invoices, managing social media, and handling every other task. Initially, it felt rewarding to be hands-on with every part of the business. But as my business grew, I found myself spending hours each day on tasks that took me away from what I truly loved doing. Eventually, I realized that I needed to set up systems to take care of the repetitive work. I started small with an invoicing system, a social media scheduler, and automated email responses. The difference was immediate: not only did it save me time, but it made my business feel more polished and reliable. My clients noticed it too—they appreciated the efficiency and professionalism.

Developing Effective Systems: Key Steps and Examples

To build effective systems, start by identifying the areas in your business where you spend the most time on repetitive tasks. Then, set up processes that help you streamline these areas. Here’s a breakdown using the Four-Step Systemization Framework from productivity expert David Allen, author of Getting Things Done:

1. Capture - Identify repetitive tasks.

2. Clarify - Determine which tasks can be automated or delegated.

3. Organize - Set up tools or processes to handle these tasks.

4. Execute - Use the system consistently, making adjustments as needed.

Examples of Systems in Action

1. Invoicing and Payment Processing

   • Problem: Sending invoices manually can take hours, and tracking payments is tedious.

   • Solution: Use an invoicing tool like QuickBooks or FreshBooks, which automates invoice generation and sends payment reminders to clients.

   • Outcome: You save hours each week and reduce late payments by automating reminders.

2. Social Media Management

   • Problem: Posting on multiple platforms daily is time-consuming.

   • Solution: Use a social media scheduler like Buffer, Hootsuite, or Later to batch-create content and schedule posts in advance.

   • Outcome: Consistent posting without needing daily log-ins, giving you a streamlined way to manage your online presence.

3. Client Onboarding

   • Problem: Explaining the onboarding process to each new client can be repetitive.

   • Solution: Use an automated onboarding tool like HoneyBook or Dubsado, which sends clients a welcome email, outlines next steps, and provides essential documents.

   • Outcome: Clients have a smooth, professional experience, and you save time by automating the onboarding process.

Building Your System: Actionable Steps

To build an efficient system, start with these actionable steps:

1. Identify Repetitive Tasks
   List tasks you’re doing daily or weekly that don’t require your direct involvement. For example, replying to frequently asked questions or sending invoices could be automated.

2. Choose the Right Tools
   There are automation tools for nearly every area of business. Explore platforms like Zapier (to connect various tools and automate workflows), Calendly (for scheduling), or Asana (for project management). Start with one tool and gradually add more as needed.

3. Delegate or Outsource Where Possible
   Once you’ve automated key tasks, identify any remaining low-impact tasks that can be outsourced. Hiring a virtual assistant to manage emails or social media frees you up for strategic work.

4. Refine and Document the Process
   As you use your system, refine it. Document the process to create a Standard Operating Procedure (SOP) for each system. This will be helpful for training others as your business expands.

Visualization: Pictograph of Systems Framework

The Systems Framework Pictograph below illustrates the key components of an effective business system. Each section highlights a specific area where automation or delegation can save time and improve efficiency:

• Capture: Identify high-frequency tasks.

• Clarify: Determine automation or delegation potential.

• Organize: Implement tools like invoicing software, email automation, etc.

• Execute: Consistently use the system, adjusting as necessary.

Recommended TED Talk

For more insight on the power of systems and organization, check out "How to Gain Control of Your Free Time" by Laura Vanderkam on TED. Vanderkam provides valuable insights into time management and creating systems to optimize your schedule, which is essential as you grow your business.

Summary

Effective systems allow your business to run like a well-oiled machine. By identifying repetitive tasks, automating where possible, and delegating when necessary, you’ll have more time to focus on high-value work. Remember: your goal as an entrepreneur is to spend your time where you’re most impactful—on strategy, creativity, and relationship-building. Let systems handle the rest, and you’ll find yourself with a business that’s scalable, sustainable, and set up for growth.

Putting It All Together

The STEPS Model isn’t a one-size-fits-all checklist that you can just zip through; it’s more like a compass, guiding you toward a business that’s not just profitable but also fulfilling. Every entrepreneur’s journey is different, and that’s a good thing—it means you get to build a business that’s truly yours. When you start with a solid Strategy, bring in Traffic that aligns with your vision, create Earnings that reflect your value, build Partnerships based on trust, and set up Systems that keep things running smoothly, you’ve got a foundation that can weather the ups and downs.

Now, I know all of this can sound like a lot. And it is! Building a business isn’t something you do overnight, but here’s the key: you don’t have to do everything at once. Trying to tackle all these steps in one go is a recipe for burnout. Focus on one step at a time. Start with your strategy, get crystal clear on why you’re doing what you’re doing, and then move forward from there. Each step builds on the last, so let them layer naturally as your business grows.

Most importantly, give yourself grace. We live in a world where it can feel like everyone else has it all figured out, but trust me—every successful entrepreneur has been where you are, figuring things out step by step. This process takes time and patience, and there will be bumps in the road. That’s normal. The key is to keep moving forward, even when things don’t go perfectly.

And remember, you’re not doing this alone. So many of us are on this journey, navigating our way through the highs and lows. When you feel stuck or need encouragement, reach out to your community, ask questions, and share your wins and lessons learned. There’s a whole network of entrepreneurs rooting for you, cheering you on.

So, take a deep breath, dive into the STEPS Model one piece at a time, and enjoy the journey. You’re building something amazing, and every step you take brings you closer to the vision you have for your business. Keep going—you’ve got this!

See the STEPS framework explained, in this YouTube video