When should an entrepreneur start outsourcing?

Kelly Lorenzen's test is the hourly one. If you earn six figures and you are still doing twenty dollar an hour tasks, you are paying for those tasks with the most expensive hours you have. She spent 20 years building, scaling and exiting businesses across real estate, medical practices and products, and calls outsourcing survival rather than luxury.

Why does sales feel hard for some people and easy for others?

Kelly's answer is belief. When you genuinely believe in what you sell, the conversation stops being persuasion and becomes description. The reps who find it hard are usually carrying doubt about the offer itself, and no amount of technique fixes that, because the hesitation shows up in the ask whether you intend it to or not.

Where do most salespeople actually lose revenue?

Follow-up and follow-through. Kelly is direct that this is where the money leaks, not in the pitch. She pairs it with networking, which she says produces zero return without a system behind it. A contact you never contact again cost you the time it took to make and returned nothing.

How do you know when to walk away from a successful business?

Kelly talks about the emotional side of leaving something that is working. Her marker is alignment rather than performance. A business can be profitable and still be pulling against what you actually value, and she found that recognising the misalignment was harder than the exit itself.

podcast ·Apr 07, 2026

Do What You Love & Outsource Everything Else with Kelly Lorenzen

by Drewbie Wilson

In Episode 157, Drewbie sits down with Kelly Lorenzen to break down one of the biggest bottlenecks in entrepreneurship and sales: trying to do everything yourself.

Kelly has spent over 20 years building, scaling, and exiting multiple businesses — from real estate to medical practices to product-based companies — and she shares the hard-earned lessons that came from burnout, misalignment, and ultimately discovering the power of delegation.

This episode isn't just about sales.
It's about sustainability.

Kelly reveals why sales doesn't have to feel hard, how follow-up is where most professionals lose money, and why outsourcing isn't a luxury — it's survival.

If you've ever felt overwhelmed, stretched too thin, or stuck doing $20/hour tasks as a $100,000+ earner… this episode is your wake-up call.

Episode Highlights

• Why sales feels "easy" when you truly believe in what you're selling
• The real reason people struggle with asking for the sale
• Follow-up and follow-through: where most revenue is lost
• Why networking without a system produces zero ROI
• How to build simple, repeatable CRM follow-up processes
• The emotional side of walking away from a successful business
• Recognizing when success is no longer aligned with your values
• The mindset shift required to sell yourself as the product
• Selling peace of mind instead of selling services
• Why outsourcing buys back time, energy, and health
• The first 3 things every entrepreneur should immediately delegate
• How hiring your first team member accelerates growth
• The dangerous cost of burnout in sales and entrepreneurship
• Building systems before you "need" them
• Why automation, delegation, and elimination are non-negotiables

Key Takeaways

1️⃣ Sales Is About Listening, Not Convincing

Kelly's superpower isn't persuasion — it's listening.
Sales becomes easier when you focus on identifying needs instead of pushing offers.

2️⃣ Follow-Up Is Everything

Networking without structured follow-up is just socializing.
Kelly emphasizes:

Ask for preferred contact method
Send a personal follow-up
Offer value (consult link, brain dump session)
Add to drip campaign
Maintain light but consistent contact

The fortune truly is in the follow-up.

3️⃣ You're Not Selling Yourself — You're Selling the Outcome

When Kelly transitioned into selling her consulting expertise, she struggled at first. The breakthrough came when she realized:

She wasn't selling herself —
She was selling:

Peace of mind
Time freedom
Burnout prevention
Family vacations

Shift the narrative, and selling yourself becomes easier.

4️⃣ If You Don't Delegate, You Will Burn Out

Kelly has experienced burnout multiple times — and learned the hard way.

Her advice:

Hire before you feel ready
Delegate bookkeeping immediately
Outsource marketing early
Automate repeatable tasks
Build systems "just in case"

Delegation isn't giving away control.
It's creating capacity.

5️⃣ Success Must Align With Your Values

Kelly walked away from a thriving real estate business when the market crashed because helping clients lose their homes wasn't aligned with her heart.

Revenue without alignment leads to exhaustion.
Alignment creates longevity.

Who This Episode Is For

Sales professionals feeling stretched thin
Entrepreneurs doing everything themselves
Business owners afraid to hire
High performers nearing burnout
Anyone ready to scale sustainably

About Kelly Lorenzen

Kelly Lorenzen is the founder of KLM and author of Do What You Love and Outsource Everything Else. She helps entrepreneurs scale their businesses by implementing systems, delegation strategies, and sustainable growth models.

After building and scaling multiple businesses over two decades, Kelly now focuses on helping others avoid burnout while building profitable, system-driven companies.

Connect with Kelly

Website: https://duplicatemyselfklm.com

Book: Do What You Love and Outsource Everything Else (available at major retailers & local bookstores)
Social: @DuplicateMyselfKLM

LinkedIn : https://www.linkedin.com/company/duplicatemyselfklm/

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