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Michelle kicks off a new segment called "Revenue Rascals on the Road," where she travels town to town hunting down real-world revenue strategies to share with other business owners. In the first installment, Michelle visits an American Legion post in Newport Beach and uncovers the recurring-revenue model behind its surprising $20 filet. Michelle dives into the American Legion post and gives a masterclass on their revenue strategies. She talks about their nonprofit, member-owned structure and how its annual dues, bar sales, and event income build their economic engine.She breaks down how membership dues, higher-margin purchases, frequent visits, and community loyalty work together—and how other businesses can apply the same model. Chapters [Start] On the Road: Michelle introduces her "On the Road" series and sets up the Newport Beach American Legion as today's case study. 04:09 Why Structure Matters: Breaking down how the Legion's nonprofit, member-owned model changes the math for their business. 08:57 The Membership Model: A deep dive into American Legion’s business model and how it works to increase their restaurant sales. 13:02 Using Membership Models to Drive Frequency: How to use this type of business model to increase customer frequency. 23:35 Building a Mission-First Moat: Michelle unpacks the key points that keep members coming back, and how any business can apply it. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at https://revenuerascals.com/scalelean ACQUICON Conference Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: https://revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: https://www.gohighlevel.com/highlevel-bootcamp?fp_ref=qwkp0b Connect with Michelle: * LinkedIn: https://www.linkedin.com/in/michellecuocoterpstra * Instagram: https://www.instagram.com/themichelleterpstra/?hl=en * YouTube: https://www.youtube.com/@revenuerascals Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy: https://michelleterpstra.com/privacy-policy/

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