The Boring Parts of Making $200K
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Unknown speaker 00:04
Welcome to Doula Tips and Tits, the podcast where we cut through the noise and get real about what it takes to build a sustainable doula business. I'm Kaylee Harad. I've been a doula informally for 14 years and full-time for seven.
Unknown speaker 00:20
Around here, we don't sugarcoat stuff. We talk autonomy, owning your worth, creating a business that works for you. No fluff, no burnout, just the honest truth on how to be your own best boss. Let's get into today's episode.
Unknown speaker 00:37
Hello and welcome back to Doula Tips and Tits. You are getting this beautiful episode that is the very first episode of 2026 on January 21st. Because on the one hand, January has been one of the best business months I've ever had.
Unknown speaker 00:54
And on the other hand, so far this year, what is happening? What is actually happening? So I apologize that we had a little unexpected three-week hiatus, but here we are. We are back from that hiatus and diving into some themes this year that are about vulnerability and also about growth.
Unknown speaker 01:17
One of the things that I think is a very important part of Doula business and doula coaching is transparency. I want you to know what I actually do, right? Like, like I don't want it to be some like mystical, Kaylee somehow makes multiple six figures.
Unknown speaker 01:36
Yes, you heard that correctly. At the end of 2025, I hit the 200K mark in my business. And I want to just say that's like 85 to 90% direct client services. So don't think that I'm making 200K in my business because I coach people.
Unknown speaker 02:00
I do make money from coaching and I enjoy coaching, but it is a small part of my business right now that I'm like really patiently, slowly growing because I still do a lot of client care. And so when I talk about my business, it's not the 200K is not from coaching, right?
Unknown speaker 02:20
It's from services to clients. Now, I also have a small team of doulas. So part of that money gets paid to other people. So I'm not pocketing 200K, but my business brought in over 200,000 last year. So we're starting into 2026, making more money than I've ever made, both as like a trend and also in the first 20 days of this year.
Unknown speaker 02:47
And I think part of that comes with some slow, steady growth, right? Like one of the things that I like to kind of dispel, one of the myths I do not love in business in general, is the idea that it's easy.
Unknown speaker 03:02
The idea that you just like do the five-step process and then you're like, boom, making $100,000, right? Like my three days to $100,000 work years, like what in the world? Part of what I want you to remember is that there is naturally a piece of business that grows organically and very slowly.
Unknown speaker 03:28
And that piece of business is the trust factor and the getting to know you of other people. Now, that doesn't mean your business has to grow slowly, right? What I am saying is there is a piece of it that is from that slow growth.
Unknown speaker 03:44
So if you're, you know, one year in, two years in, three years in, and you're listening to this and you're like, okay, Kaylee, but I am a really long way from making $100,000 in a year. Okay, great. Well, for one, is that even your goal?
Unknown speaker 03:59
Like, where do you live in the country? Is your goal to make $100,000? Right. And for two, what are you doing intentionally? Are you just like kind of waiting and twiddling your thumbs? Or are you intentionally growing the pieces of your business that you can be intentional about?
Unknown speaker 04:13
And then knowing the slow things you're also growing, they just grow slowly, right? So if you've ever done my masterclass on clients, like client acquisition is technically the term, but it has a much sexier name than that normally.
Unknown speaker 04:31
And so I talk about slow ways to get clients, medium ways to get clients, and fast ways to get clients. And ideally, you're honestly growing all of those. Like one of the things I think doulas, the message we get, give to newer doulas is that you can like figure some stuff out later.
Unknown speaker 04:53
And I mean, yeah, kind of, right? But also, there are some things that aren't going to start growing until you get them started. And those things, some of them grow really slowly. And so you need to get them started.
Unknown speaker 05:07
Right. And so when I think about client flow and like where client referrals come from, right? I think about things like teaching classes. I think about things like connecting with other providers, like networking kind of stuff.
Unknown speaker 05:24
But also part of that is just like your reputation and like showing up, like being authentic, being a good doula. Like some part of it is that, right? I had a conversation this morning with a client who said, honestly, my OB was like, please hire Kaylee.
Unknown speaker 05:41
And I was like, oh, amazing. I was like, I didn't even know your OB liked me that much. And he was like, no, like he said, one of the things she told us is Kaylee understands the client, the client doula provider relationship and like manages that very well and is incredibly evidence-based in what she does and how she does it.
Unknown speaker 06:02
And I was like, I like, I want that in writing, right? Like, please record it and send it to me. Like, and also maybe I'm going to send your doctor a like gift basket. I mean, truly, what an absolute joy to hear from an OB that they not only trust their people with me, but that they trust me, right?
Unknown speaker 06:21
And they trust my analysis. That means also I'm going to be a welcome part of that team, you know? And of course, the client comes like pretty darn convinced that I'm a good idea because his OB had already told him, I was chatting with the dad, his OB had already told him like how amazing I was.
Unknown speaker 06:41
And so I'm like, oh, I just really need to kind of vibe with you. But otherwise, like, I don't really have to sell myself to you because she sold me, she sold me to you already, right? Like she already did that work.
Unknown speaker 06:51
But that's from the fact that she has learned my reputation over time, right? She has had clients who've gone to my childbirth classes. She's had clients who are my, or she's had patients who are my clients.
Unknown speaker 07:05
Like all of that is part of where that has come from. Now, obviously, that particular OB is not going to be my single source of clients, right? But when I have a relationship like that, and I talk about this a lot, like those relationships kind of sell me without me having to do anything.
Unknown speaker 07:26
And what I've done to build those is be awesome, like show up really well as a doula, right? Be consistent, be memorable, be like kind and compassionate and like collaborative, right? Like don't be crazy, don't be mean, don't neglect my clients.
Unknown speaker 07:46
That's the stuff I do, right? And so there's a piece of it that is like, yeah, I am at 200,000 because I'm nine years into this now and because I have worked with some providers in this area to the point that they know me well and they trust me with their people.
Unknown speaker 08:06
But also I'm at 200,000 because I got over my fear of charging a lot of money. I got over my fear of people's other doulas perception of me in my packages, right? I've kind of zoned in on like, what are my packages that I want to sell and how do I want to sell them?
Unknown speaker 08:25
That's part of how I've gotten here, right? Like I pay my postpartum doulas really well, intentionally well. That means my postpartum packages are more expensive than a lot of postpartum doulas charge.
Unknown speaker 08:40
And that's not going to change. I don't plan to pay doulas less, right? And so that means if I want to continue paying doulas how I want to pay them and I want to continue showing up in the way that I show up in the DC area, then I need to continue to be okay with charging what I charge and owning what I charge and really showing the heck up for my people.
Unknown speaker 09:07
Like I, I give a lot when I'm with a client, right? I'm like, I'm 110% with you. Like that's, you got me, right? Like mentally, emotionally, like I'm with you. I'm hanging out with you. You got my energy.
Unknown speaker 09:22
You got my expertise. You got my connections. You got all of it. And you paid really well for that. So I feel great about showing up for you. My family is able to have, you know, like Uber Eats delivered to them while I'm there.
Unknown speaker 09:36
And I can take a lift to your birth. And I cannot worry about like, if I need to send you a backup, I can pay that backup really well so that I continue to have that good relationship. Like all of those layers are how I've gotten to where I am in business.
Unknown speaker 09:52
Right. And also, to be honest with you, like part of it is diversifying your income. Like I do very little postpartum support. So I do a little bit of postpartum daytime support. I don't do any overnights, but I do have a small team of doulas who do overnights.
Unknown speaker 10:08
And I, we make a decent amount of money now in overnights because they're awesome too. And so we've had more overnight care in the last six months than we've ever had before. And again, like I charge more than a lot of doulas and doula agencies because I want to pay the doulas really well.
Unknown speaker 10:27
And so I do that, right? Like that's what I, that's what I do. And also, I teach classes. I work as the class coordinator at the breastfeeding center. I have income that comes in from some of my passive streams of income, like my childbirth class and my coaching class.
Unknown speaker 10:48
And then I, of course, have like coaching, doula coaching people that I coach. And then I do a training with one of the local hospitals like quarterly throughout the year. So not all of those things are the same, right?
Unknown speaker 11:03
Like they don't all pay me equal, but they're all a piece of that pie. And so when you think about your income streams, I also want you to think about diversifying what does it look like to make the money?
Unknown speaker 11:20
And does it, does it look like you do different things in different quantities? Does it look like you do different things at different times of the year? Or does it look like you kind of space things out so that you have some diversity, not only in your just day-to-day life, but also in how you show up with your clients and what things you can offer them.
Unknown speaker 11:38
What I'm not saying is you need to be a one-person shop for everything. Like I think that's crazy and also unsustainable for most people, right? So you're not going to be single-handedly an expert in everything there needs to be, you need to have an expertise in, but you can have expertise in a lot of things and then really great connections and referrals to the things that you don't have expertise in,
Unknown speaker 12:03
right? Part of what I also want you to kind of consider as we begin the new year, right? So the beginning of 2026, we have the whole year ahead of us is what are some realistic changes for this year?
Unknown speaker 12:18
Because I talk a lot about dreaming and looking at like the big picture of your business and what will it look like, you know, five years from now, 10 years from now, et cetera. But also like, how about in a month?
Unknown speaker 12:30
Like, how's January so far for you? Right. And are you showing up in the way that you want to show up? Is there more that you could do in terms of showing up? And also, what does it look like to evaluate where you are in your business right now?
Unknown speaker 12:45
Right. And I think realistically looking at like, okay, what services could you advertise more that you're not advertising right now? What services could you stop advertising that you hate doing or that never sell?
Unknown speaker 13:00
Like what could you let go of? It's not just about adding in, but like what things aren't working for you, right? And that I think is equally important in terms of growth is knowing like, hey, I actually can't do this or I don't want to do this.
Unknown speaker 13:14
I don't like doing this. Right. And so that thing is just going to be off the table for me, you know? So part of what I want you to really consider as we're starting back into 2026 is what does this look like for you?
Unknown speaker 13:29
And what even is your goal? Like 200,000 is my thing. And that's not my goal. I'm blowing right past that, right? Like that's not my stopping place by any stretch, but that's where I am right now. And that might not be where you need to be.
Unknown speaker 13:43
And that might not be where you want to be. Part of my journey is a lot of poverty in my adult life. Part of my journey is a lot of cost that I didn't have subsidized by anyone else. And so part of this $200,000 space is catch up time, right?
Unknown speaker 14:01
Like is paying off debt, is repairing credit, is like working to make sure my kids have good savings, like things that at 39, I wish I could have done a decade ago, right? But I couldn't. And so now I can and I am doing that.
Unknown speaker 14:18
And it's necessary for me to do it in this way. And that is my own thing, right? And so it doesn't have to be a particular number that someone else has decided works for them. Your number can be your own, but don't be afraid of that number being big.
Unknown speaker 14:35
Like don't limit yourself, right? Don't, don't keep, don't be the one who's holding you back. Like let yourself be your biggest fan and your biggest believer and your best dreamer, right? Like you can push yourself forward in a way that is substantial.
Unknown speaker 14:53
And that honestly, like blows your own mind, right? I mean, I, if you had told me five years ago, I would be in this place, I would not have believed you. But also, I wouldn't have believed you that I was charging these prices and that I had this volume of clients and that I had OBs that love me this much.
Unknown speaker 15:09
Like I just didn't, I had such a limited view of myself. And that's changing, thankfully. But also that changes with a lot of work, right? Like my therapy and my like friends and relationships like that.
Unknown speaker 15:23
That's part of how that's changing and the changes necessary to kind of comfortably sit in the place that I'm in. So we're starting off this year with some vulnerability. I'm going to start talking a lot about money because, you know, that is how we get through life.
Unknown speaker 15:47
But we are going to talk a bit about other things as well. So I want to just remind you of a few things. One, I do have plans for free workshops this year, but those plans have not been solidified yet.
Unknown speaker 16:00
And so I am taking suggestions and requests on what kind of workshops would be helpful to you. These are the free workshops that I hold throughout the year that are like some kind of business growth or mindset or, you know, doula care or something along those lines.
Unknown speaker 16:17
My email is my first name. So Kaylee, K-A-E-L-Y at haraddoulaservices.com. I will put it in the show notes and you can email me what you would like in terms of classes and offerings and things like that.
Unknown speaker 16:33
The other thing is that we have Friday question and answer episodes and they are going to start back up in the coming weeks. I have a number of questions that were submitted at the end of the year that I haven't gotten into and I would love for you to submit a question.
Unknown speaker 16:48
So that form is always in the show notes. Super quick to do. It's like a 10 second, you know, put your email because I want to tell you when it's coming out and submit your question and that's it. And so I want to hear from you what your questions are, what kind of topics would be helpful to you.
Unknown speaker 17:06
How can I kind of help you grow and flourish in your business this year? Okay. I will see you in the next episode. Thanks for joining us for this episode of the Doula Tips and Tits Podcast. If you learned something today or had an aha moment, we'd love for you to share that on Instagram and tag us at Haradoula so we can celebrate alongside you.
Unknown speaker 17:31
If you found this podcast helpful, we would so appreciate you taking a second to leave a rating and a review on your favorite podcast app. That helps other doulas find us as we do this work together.
Unknown speaker 17:43
This podcast is intended as educational and entertainment. It is not medical advice or business advice. Please consult your own medical or legal team for your own needs around your health and your business.
Unknown speaker 17:55
We'll see you again soon.
ASK A QUESTION!!! My plan is to start Friday Q&A (we need a new name, I know!) but first I need your questions! Submit them using the form below:
https://www.harroddoulaservices.com/ask-me-a-question
200K doesn’t mean what you think it does. And other boring truths about business in 2026. The reality of growth is different than we perceive and it’s vital to adjust our perspective accordingly. Listen to hear some of my journey (boring and otherwise to hitting 200K in my business in 2025)
Quote from the show:
“At the end of 2025, I hit the 200K mark in my business. And I want to just say that's like 85 to 90% direct client services. So don't think that I'm making 200K in my business because I coach people. I do make money from coaching and I enjoy coaching, but it is a small part of my business right now that I'm like really patiently, slowly growing because I still do a lot of client care…. Part of what I want you to remember is that there is naturally a piece of business that grows organically and very slowly. And that piece of business is the trust factor and the getting to know you of other people. Now, that doesn't mean your business has to grow slowly, right? What I am saying is there is a piece of it that is from that slow growth."
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Doula Tips and Tits is produced by Kaely Harrod of Harrod Doula Services
It is sponsored by The Doula Biz Blueprint Self-Paced Class for Doulas Launching Successful and Sustainable Businesses!
Music by Madirfan: Hidden Place on Pixabay
