In this episode of the Modern Direct Seller Podcast, we’re talking all about identifying what stage your business is in as you look ahead to 2026. We’re breaking down the “SEA Model” framework, Scrappy, Expanding, and Automate, to help you assess where you’re currently spending your time and energy, and where you want to shift in the new year. You’ll learn practical strategies for each stage, from daily consistency habits to lead generation tactics to automation systems. Whether you’re treading water in hustle mode or ready to let your systems do the heavy lifting, this episode will help you map out your current business breakdown and set intentional goals for growth.

Looking to dive deeper into your 2026 planning? Register for the FREE upcoming planning workshop on December 17th and explore tools, templates, and frameworks at moderndirectseller.com.

Time based notes:

Identify What Stage of Business You’re In (and, where you want to be!)

The holiday hustle is still happening, but let’s be real…

You’re also starting to think about next year. Not in a “new year, new me” kind of way, but in a “what’s actually working and what needs to change” kind of way. That’s where the SEA Model comes in.

Scrappy, Expanding, or Automate?

Most of us are running our businesses in one of three modes. Or more likely, some combination of all three. Scrappy is when you’re in the trenches doing all the manual work. Expanding is when you’re focused on reaching new people and growing. Automate is when your systems are handling things for you.

The thing is, none of these modes are bad. You’re not failing if you’re still scrappy. You’re not a robot if you’ve automated, and you don’t have to pick just one. Your business probably runs on a mix; maybe 60% scrappy, 30% expanding, 10% automated. The point is knowing where your time is actually going so you can decide if that’s where you want it to go.

When You’re Treading Water

Scrappy mode feels like hustle. You’re in the DMs all day. You’re following up with people manually. You’re talking to your warm market, celebrating every sale, and honestly? You’re tired. There’s always more to do, and you feel like you’re barely keeping your head above water.

If that’s you right now, you’re not doing anything wrong. Scrappy works, but it’s exhausting to live there full-time. That’s when tools like the Daily ABCs, asking for sales, building relationships, creating content, become your lifeline. Pre-written message templates save you when you’re too fried to think. A social selling action plan keeps you from spinning your wheels.

Even people who’ve automated their whole business still go back to scrappy mode sometimes. When you’re chasing an incentive, rebuilding after a slow season, or just need to hit a number, scrappy is what gets it done.

When You’re Ready to Grow

Expanding is all about new people, not your mom’s friends or your cousin’s coworker—actual new leads who don’t know you yet. This is the stage where you’re riding the wave. Sometimes you nail it. Sometimes you wipe out. But you’re learning either way.

The hard part about expanding is keeping track of everyone. When you’re talking to 300 new people in a quarter, it gets messy fast. That’s where the 300 Club tracker helps. So does getting really clear on who your ideal client actually is, so you’re not just throwing spaghetti at the wall.

This is also when you start showing up places, networking events, vendor fairs, maybe even building a lead magnet or a simple sales funnel. You’re putting yourself out there in ways that feel uncomfortable at first, but that’s how you grow.

When Your Systems Start Working for You

Automation doesn’t mean you’re hands-off forever. It means you’ve built systems that do some of the heavy lifting. A website that captures leads. Email and text marketing that nurtures them. A process that converts people into customers without you personally DMing every single one.

Tools like Oh My Hi and Project Broadcast make this possible. You create content that pulls people in, capture their info with a form, and convert them with follow-up that doesn’t require you to be online 24/7.
The tricky part is that automation takes time to build. You can get so wrapped up in perfecting the funnel that you forget to actually sell. That’s why most businesses still need a little scrappy, a little expanding, and a little automation all at once.

So Where Are You Going in 2026?

Take a minute and think about how your business is running right now. What percentage of your time is spent in scrappy mode? How much is expanding? How much is automated? And more importantly, where do you want those numbers to shift?

Maybe you’ve been grinding in scrappy mode for two years, and you’re ready to build some systems. Maybe you’ve automated so much that you’ve lost the personal connection and need to get back in the DMs. Maybe you’re ready to finally reach beyond your warm market and grow.

We’re hosting 2026 Planning Workshops on December 17th to help you map all this out. If you’re in the Academy or grabbed the Planning Bundle, there’s a bonus Q&A on December 18th too. Either way, now’s the time to get intentional about what next year actually looks like.

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