In this episode of Secrets of the High Demand Coach, host Scott Ritzheimer is joined by Matthew Stafford, CEO of Build Grow Scale. Matthew shares his powerful insights into the mindset and practical strategies that separate average eCommerce businesses from multimillion-dollar success stories.

Key Insights & Highlights: Success Starts Between Your Ears

Matthew highlights that the most significant difference between average eCommerce store owners and those making $10 million+ is their mindset.
He emphasizes, “the work you do between the six inches between your ears matters more to your business than your website.”

Overcoming Money Stories
Limiting beliefs around money, often learned from childhood or past experiences, dramatically hold entrepreneurs back.
Matthew shares an example of a client who transformed his money mindset, rapidly scaling from $1 million to $40 million in 24 months once his mindset shifted.

Creating Awareness & Changing Your Story
The first step to overcoming limiting beliefs is awareness. Matthew suggests asking yourself:
What do I have to believe is true to have my current results?
What do I need to believe differently to achieve the results I desire?
He quotes Carl Jung: Until you make the unconscious conscious, you’ll go through life and call it fate.

Traits of Highly Successful Entrepreneurs
Matthew notes that his most successful clients share one trait above all: humility and coachability.
Successful people never consider themselves as having “arrived,” but stay open-minded, curious, and eager to learn.

Practical Strategies to Immediately Boost Sales
Matthew provides two practical eCommerce optimizations that can be quickly implemented:

Ask buyers: “What’s the one thing that almost made you not buy?” immediately after purchase, then address these friction points.

Clarify Form Fields: For checkout forms, clearly indicate why you’re requesting specific information:

Email: “Required for Order Confirmation”

Phone: “Required for Shipping Notifications”
These small changes have consistently delivered measurable and substantial sales improvements for clients.

The Plateau at $4 Million
Many entrepreneurs plateau around the $4 million mark due to fear of losing what they’ve built, comfort with success, or a reluctance to tackle new, challenging tasks.
Matthew points out the importance of continually challenging yourself, being willing to do difficult things, and pushing past comfort zones.

Business Is the Ultimate Inner Game
Matthew emphasizes that your business always reflects back your internal growth areas. Constant personal development is necessary for lasting success.
He warns: “If you’re not growing, someone else will, and they’ll take market share.”

Matthew’s Big Secret
When asked for one “secret” he wishes everyone knew, Matthew emphasizes:

It’s worth it.
 Overcoming fears, pushing through discomfort, and committing to continuous growth always pay off, not just in business but in all areas of life.

Notable Quotes:

Your business is always reflecting back to you where you’re not showing up, where you need to improve.
There’s no such thing as procrastination, it’s forfeiture.
The entrepreneurs who succeed remain curious, coachable, and open-minded.