#311: Julie's Market Season Bombed. So She Raised Her Prices — and Sold Out

#311: Julie's Market Season Bombed. So She Raised Her Prices — and Sold Out

Ready to stop saying yes when you mean no? Free masterclass August 17th: Sign up HERE [https://charlottemsmith.com/class] A year ago, Julie ended her farmers market season calling it a total bomb — and she was sure the fix was lowering her lamb prices. Instead, she raised them significantly. Now, her product is flying out of the freezer, and the items she raised prices on the most sold out first. Nothing about her product changed. Same animals, same quality, same markets. What changed was one sentence in her head. In this episode, I walk you through exactly how to catch the thought that's costing you sales, profit, and maybe the farm itself. You'll learn: * Why "my prices are too high" feels completely true when sales are slow — and why it's almost never a fact * The three-step skill that separates what actually happened from the story your brain tells you about it * The one rule to follow before making any pricing decision: never decide from a discouraged thought If your thoughts might be holding you back, come to my free class on August 17th — The Mindset Fix. I'm teaching the single most foundational coaching skill, the one that saved my life 25 years ago. There will be a replay. Save your seat: charlottemsmith.com/class [https://courses.3cowmarketing.com/you-are-in-august-2026] The Profitable Mindset Academy starts late August — all 26 coaching skills, weekly coaching calls for a year, open to all women, everywhere. If this episode helped you, follow the show and leave a review — it helps more farmers find this work. 🩷

#310: How to End Farm Overwhelm for Good (It's Not a Better Calendar)

You bought the planner. You color-coded the calendar. And you're still lying awake with 40 things buzzing in your head. Here's the truth nobody taught you: overwhelm is not a calendar problem, it's a mindset problem. And no planner can fix the belief that you should be able to do more than is humanly possible. In this episode, I walk you through a real coaching call with a homeschooling farm mom who was completely overwhelmed and beating herself up for "failing." We did the math on what she was actually expecting of herself: 45 hours a week of farm work, plus keeping house, plus homeschooling. And everything shifted in about 20 minutes. No new planner required. You'll learn: * Why overwhelm is not a calendar problem — and why a new planner will never fix it * The "five gallons into a one-gallon container" picture that explains why you feel like you're failing (you're not) * The one question to ask yourself before you touch another productivity tool If you recognized yourself anywhere in this episode, come to my free class on August 17th. I'm teaching the one foundational coaching skill that makes all the others work — the skill that saved my life 25 years ago. There will be a replay. Save your seat: charlottemsmith.com/class [https://charlottemsmith.com/class] The Profitable Mindset Academy starts late August. I'll teach all 26 coaching skills the most successful women I know use in every area of their lives. If this episode helped you, follow the show and leave a review. It helps more farmers find this work. 🩷

#309: Why Your Best Customer Is Worth More Than Your Best Tractor

Ready to stop saying yes when you mean no? Free masterclass August 17th: Sign up HERE [https://charlottemsmith.com/class] The biggest asset on your farm is not your land, your herd, or your equipment — it's your customer relationships. One loyal customer can be worth $10,000–$20,000 or more over her lifetime, and the farmers who treat those relationships as their most valuable asset sell out faster, raise prices without losing anyone, and stop scrambling for the next customer. In this episode, I do the math with you — and it's going to change how you look at your farm on a random Wednesday morning. In this episode: * Why the customer who's bought eggs from you for four years is worth more than your best tractor — with real 'customer lifetime value' math you can run on your own farm * The three reasons most farmers neglect their most profitable asset (including the guilt that stops you from hitting "send") * How Sarah sold $100,000 of beef in five days, Brooke sold out 90 flower shares, Valerie 10X'd her farm stand in six months, and Hannah raised prices 70% without losing a single customer * The difference between nurturing relationships and people-pleasing — they sound similar, but they're opposite forces * Three things to do this week, plus one hard thing I want you to stop doing Key moments: * "The woman who's bought eggs from you every week for four years is worth more than your best tractor." * The leaky-bucket problem: why chasing new customers keeps you broke * Never burn a bridge — the rule my coach taught me that I've adopted completely * One email that emptied a freezer of 12 hogs in a few hours Resources: * 🩷 Free class, August 17: I'm teaching the single most important coaching skill I use in my own life and with all my clients — especially if you say yes when you want to say no. Sign up at charlottemsmith.com/class [https://charlottemsmith.com/class] * The Profitable Farmer — my program where farmers learn relationship-based marketing that sells out seasons: charlottemsmith.com/mastery [https://courses.3cowmarketing.com/farm-marketing-mastery] * If this episode helped you, follow the show and leave a review — it helps more farmers find this work.

#308: Your Mid-Year Farm Marketing Reset Part 2: Profitable Pricing and How to Get Your "Year on a Wall"

Learn the Coaching Skill That Saved My Life: Watch HERE [https://charlotte.kit.com/coach] This is Part 2 of your mid-year farm marketing reset — the halftime huddle that helps you finish 2026 profitable and finally pay yourself a farm-owner salary. To raise your prices without losing customers, audit your top three products, raise each by at least 20% so you're paying yourself a wage with 30% profit left over, and build real relationships through consistent marketing so customers prioritize your farm in their budget. Then Charlotte shows you how to get your next six months up on the wall and put your one day off a week back on the calendar — with the mindset skill underneath each move that actually makes it stick. In this episode: - The pricing audit almost no one wants to do — and the three-step version you can run on your top products today - Why raising prices is a self-worth issue before it's a math issue, and how to raise them "cleanly" (no apologizing, no over-explaining) - The "20% rule": why raising prices by a few cents at a time keeps you broke - How to get your back half of the year on one wall calendar so you stop reacting and start deciding — and how to honor your future self enough to follow it - Move six, the most important of all: putting your weekly day off back on the calendar, and why rested farmers make more money than farmers who work seven days a week - A quick three-number gut check to tell you exactly where to focus next You'll also hear how Hannah raised her chicken prices 70% without losing a single customer, how Annie raised her floral subscription 25% and made $30,000 more without growing another flower, and how one meat farmer sold ribeyes at $41.50 a pound to customers who didn't even question it. A few lines worth replaying: - "Pricing is not a math problem. If it were, you'd already have raised your prices." - "You're worthy of a day off just because you exist — not because you earned it." - "Your numbers aren't a report card. They're a flashlight." Resources & next steps: - Start with Part 1 (Episode 307) if you haven't done moves one through three. - Free: get Charlotte's masterclass on the foundational coaching skill she teaches — and join the Profitable Mindset Academy wait list — at charlottemsmith.com/coach [https://charlottemsmith.com/coach] - Learn more about The Profitable Farmer [https://courses.3cowmarketing.com/farm-marketing-mastery] - Follow the show and leave a review — it helps more farmers build a profitable, sustainable farm

#307: Your Mid-Year Farm Marketing Plan: 3 Moves to a Profitable Back Half (Part 1)

Learn the Coaching Skill That Saved My Life: Watch HERE [https://charlottemsmith.com/coach] We're exactly halfway through 2026 — the perfect time for a farm marketing reset. If the plan you made in January got buried under spring chores, a sick kid, or cows on the loose, this is your halftime huddle. To finish the year profitable, you'll do three things: choose one product to focus your marketing on, plan one focused five-day sales launch, and build your email list with a simple lead-magnet QR code — and underneath each one, Charlotte teaches the mindset skill that actually makes it happen. In this episode: * Why being behind at the halfway mark isn't a verdict — and how to use July to reset on purpose * The "rule of one": how to choose the single product that will make you the most money this season (and why seven products is really 50+ jobs run by one exhausted farmer) * How to plan one focused five-day sales launch — the single biggest needle-mover Charlotte teaches * Why your email-list window is wide open right now, and the simple QR-code + lead-magnet setup that turns summer foot traffic into customers for life * The mindset coaching skills underneath each move: choosing and staying focused, feeling discomfort without distracting yourself, and asking without apologizing You'll also hear: how Sarah sold over $100,000 of beef in five days after years of selling one quarter at a time, and how flower farmer Brooke went from struggling to sell 20 shares a season to selling 90 in a single week. A few lines worth replaying: * "Being behind at the halfway mark is not a verdict. It's just numbers." * "Diluted focus gives you diluted results and no money, every single time." * "The doubt is not data." Resources & next steps: * 🎁 Free: get Charlotte's video on the first and most powerful coaching skill she teaches at charlottemsmith.com/coach [https://charlottemsmith.com/coach] * 🌾 Learn more about The Profitable Farmer [https://courses.3cowmarketing.com/farm-marketing-mastery] * ⭐ Follow the show and leave a review — it helps more farmers find their way to a profitable, sustainable farm Part 1 of 2 — come back next week for moves four, five, and six, plus a pricing audit.