Getting By Isn’t the Goal: Let’s Talk Salary Strategy

If you’ve ever thought, “Why am I working this hard and still not paying myself enough?” — you’re not alone.

You want and need to make more money. Not leftovers. Not scraps. Real take-home pay that covers your life, your future, and the things you actually want.

But too many service providers are stuck in the salary trap: solid revenue on paper, barely anything hitting their bank account. And it’s not your fault — you’ve been sold garbage advice. Reinvest everything. Keep your salary low so you can “scale.” Chase revenue like it actually means something.

It’s flashy online but flimsy in real life.

In 2025, just getting by isn’t safe anymore. Today, we’re going to flip the script, salary isn’t what’s left over. Salary IS the strategy.

How did we end up here? If you’ve ever opened your banking app and muttered, ‘Seriously? All that work for this?’ — you’re not the only one.

And let’s be real: it’s not because you’re bad at what you do. It’s because you’ve been fed garbage advice.

You’ve been told:

• “Reinvest everything back into the business.”
• “Keep your salary low so you can scale.”
• “Six-figure revenue is the only number that matters.”

That advice is a disaster in real life. None of that pays your mortgage. None of it funds will fund your retirement. None of it covers daycare or braces, or the vacation you desperately need.

And when you follow it? You end up working harder and harder while taking home less and less.

Let me give you an example. Let’s say you’re making $10k a month. But when you look at your numbers, you’re paying yourself only a fraction of that as you’re paying a VA, software, education, training, and it’s less than you ever made at your corporate job. 

That’s the salary trap. Solid top-line revenue, but low take-home pay. And it’s not sustainable.

The Cost of “Getting By”

Here’s the thing about survival mode: it works until it doesn’t.

When you’re just “getting by,” you’re running so close to the edge that one late client payment can throw your entire life into chaos.

• A client ghosts you on a $7,000 invoice? Suddenly, you can’t pay yourself.
• You lose one retainer? Your salary disappears.
• Inflation bumps your grocery bill by $200 a month? You feel it immediately.

“Getting by” means you’re always living one wobble away from panic. And listen, I’m not here to shame anyone who finds themselves in this situation. I’ve been there, and in the current economy, it’s more common than anyone likes to admit.

If you’re currently just getting by, I have so much compassion for you, and I hope you can take something from this episode to help you get on a steadier footing.

But if you’re in the situation where you have solid monthly revenue but your numbers aren’t working in your favor, I want you to know that you can right the ship, you can, and should be able to pay yourself more by making strategic choices. 

This is why getting by is not the goal. The goal is thriving. And thriving starts with your salary.

Salary as Strategy (Not an Afterthought)

Here’s the flip I want you to make today: Salary is not what’s left over. Salary is the strategy.

Think about it: every decision in your business,  your pricing, your packages, even how many clients you take on, should flow from what you need and want to pay yourself.

That’s why in the Revenue Reset framework I teach inside the Mastermind, this is the very first thing we do. Before we talk about marketing. Before we talk about growth. Before we talk about shiny revenue goals. We start with salary.

Why? Because salary is your foundation.

If your goal is to take home $100,000 a year, that tells us exactly how to price your offers. It tells us how many clients you need. It tells us whether your service mix is profitable.

But if your goal is just “hit six figures in revenue”? That doesn’t tell us anything. You could hit that goal and still not have enough left over to pay yourself properly.

Having a clear salary goal brings clarity. It gives you a filter for every single decision you make.

Practical Salary Moves for 2025

So let’s get practical. What does salary strategy actually look like in 2025?

1. Set a Real Number.

This isn’t about the bare minimum. And it’s not about chasing a fantasy number you saw in someone’s income report.

Look at your real life.

• What does your household need?
• What lifestyle do you want?
• Where do you want breathing room?

For some people, that number is $60,000. For others, it’s $150,000. The number itself doesn’t matter — what matters is that it reflects your actual life. Honestly, I don’t care what the number is, just that you have one.

If you want help figuring out this number, you can use the Reverse Salary Calculator in the Calculator Kit. 

2. Audit Where You’re At.

Pull up your profit and loss. Look at how much you’re actually taking home each month. Compare it to that target salary.

If there’s a gap, that’s not a reflection of your worth. It’s a reflection of your business model or overall strategy, and it’s time for you to make some changes.

3. Adjust Intentionally.

Salary gives you a filter. Ask yourself:

• Do I need to raise my prices?
• Am I working with the right clients?
• Is my mix of services profitable?

For example, maybe you realize your $1,000/month retainer is consuming a lot of time but barely contributing to your salary. Dropping that client and landing a $3,000/month client could help close your salary gap in one move.

4. Build a Buffer.

This is critical in 2025. Things are unpredictable. Clients are cautious. Deals are slower. (And even if you’re not feeling this, you’re likely worrying about it.) 

Your salary strategy can’t run razor-thin. You need margin. Ideally, you need a month or two of salary sitting in the bank so you’re not panicking if a client delays payment.

Think of it this way: a buffer is like a shock absorber. It doesn’t stop bumps in the road, but it keeps your whole business from falling apart when they happen.

Busting Salary Myths (2025 Edition)

Let’s bust some myths while we’re here, because bad advice is still everywhere.

Myth 1: “I’ll pay myself once I scale.”

No. If you’re not paying yourself now, scaling just magnifies the problem. You’ll have bigger expenses, more stress, and still no salary.

Myth 2: “Reinvesting everything is smart.”

Also, no. You’re the most important investment in your business. Make strategic investments when and where you need them. 

Myth 3: “AI and the economy mean I can’t charge enough.”

Listen, AI can spit out a blog post or a spreadsheet, but it can’t replace the trust, creativity, or expertise you bring. Clients aren’t just buying deliverables, they’re buying peace of mind. That’s what funds your salary no matter what the bigger picture looks like. 

Myth 4: “Revenue is the only goal.”

We’ve been taught to chase revenue like it’s the holy grail — six figures, multiple six figures, seven figures. But revenue is vanity. Salary is reality.

Celebrity entrepreneurs can brag about $500,000 in revenue all day long, but if they’re only taking home $45,000? That’s not success in my book.

Revenue looks good on Instagram. Salary is what pays your rent or mortgage, and ideally gives you breathing room. Chasing revenue usually means bloated expenses and a business that owns you. Focusing on salary gives you clarity, profit, and an actual life.

The Reset Starts Here: Salary First

So where does this all fit in?

Inside the BS-Free Service Business Mastermind, the very first thing we do is your Revenue Reset.

And that reset starts with your salary. Because until you know what you need and want to pay yourself, you can’t make smart decisions about anything else.

We build your salary target, then align your pricing, your packages, your positioning, and your promotion so the math actually works.

That way, you’re not chasing random growth tactics or listening to whatever “scale bro” is yelling on Instagram this week. You’re building a business that funds your real life.

That’s what the Revenue Reset is all about.

The Bottom Line: It’s Time for a Reset

So be honest: does your salary actually support the life you want… or are you still stuck in survival mode?

If it’s the latter, it’s time to reset your overall strategy so your salary goals aren’t just numbers on a spreadsheet — they’re your reality. Because when you start with salary, the rest of your business falls into place.

Remember, the real measure of success isn’t revenue,  it’s whether your business is supporting your life.

Before we wrap up, I want to remind you that most of the old business advice just doesn’t hold up. The market has shifted, clients are more cautious, and “scale at all costs” isn’t a plan, it’s a fast track to burnout.

That’s why the BS-Free Service Business Mastermind is built around a reset. Together, we’ll look at what’s really working for you, cut what isn’t, and rebuild a business plan that fits this climate and pays you properly.

Because at the end of the day, it’s not about scaling. It’s about making sure your solo business gives you the salary and stability you need for 2025 and beyond. 

If you’re ready for that kind of reset, head to bsfreebusiness.com/mastermind2025 and get all the details. I encourage you to book a call with me if you’re ready for your reset and the investment is aligned with your budget.

This mastermind is focused on building and running a solo service business that’s profitable, sustainable, and works for your real life.

We kick things off with your Revenue Reset, mapping out exactly what needs to shift in your business. Then, in your 1:1 call, we’ll review your personalized plan so you know your numbers and what it’ll take to pay yourself the salary you actually want.

Ongoing consulting and real-time access to me via calls, Slack and Voxer, plus the support of a community of experienced solo service business owners who actually get it.