Latest / Scrappy but Successful [Consultant's Personalities When No One's Watching] / 44. From Tornado to Thriving Agency with Priscilla McKinney

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44. From Tornado to Thriving Agency with Priscilla McKinney · Scrappy but Successful [Consultant's Personalities When No One's Watching]

• 0:03
  What's happening, everybody? Welcome to Scrappy What Successful, the show where I sit down with
• 0:07
  your favorite consultants and we find out if they're successful today because they're sophisticated or
• 0:11
  because they're a little bit scrappy. I'm your host, Jack Tompkins, CEO of Pineapple Consulting
• 0:16
  Firm and Pineapple Analyst AI, always helping small businesses become more data-driven. Fun fact of
• 0:20
  the day, we got a geography one today for our guest. Joplin, Missouri was one
• 0:25
  of the main hideouts for Bonnie and Clyde. The famous photo that is now Bonnie's
• 0:29
  Wikipedia photo of her with a cigar in the gun. Taken at their Joplin hideout.
• 0:34
  But that's neither
• 0:35
  Yes.
• 0:36
  here nor there. Today I'm joined by my friend Priscilla McKinney. She's the CEO, aka
• 0:40
  the Mama Bird of Little Bird Marketing. We got she's a LinkedIn influencer, she's a
• 0:45
  she's a conference speaker, host of her own podcast that's 400 plus episodes deep. She's
• 0:49
  a trained cultural anthrop anthropologist. She's got a proprietary system called the SOAR system. We
• 0:54
  got a whole bunch to cover. She's a marketing expert, she's a guru. Priscilla, I'm
• 0:58
  so glad that you're here. We know that you're successful, but the question we have
• 1:03
  for you today, do you think you fall more on
• 1:06
  Thanks.
• 1:07
  the sophisticated side or on the scrappy side?
• 1:09
  my gosh. It's such a such a loaded question. I'm gonna say how I see
• 1:14
  that is that you personally have to be scrappy, but that your systems need to
• 1:19
  be pretty sophisticated. And by sophisticated, a lot of people think that means bells and
• 1:24
  whistles. I mean like pared down, simple, very clear. You know, to me, that's what
• 1:29
  sophistication really is. It's a curation, it's not adding more to it. And so for
• 1:34
  me, that's one thing that I talk with business owners, especially when they're starting out.
• 1:40
  They think that success is tied to the fancier the system, the more technology, the
• 1:45
  things they keep adding on top of it. But there's nothing like the scrappy hard
• 1:50
  work at the bottom. And then the sophistication to me, I believe, comes when you
• 1:55
  put things in the right order and you have very clear frameworks and even You
• 2:00
  know, on our website we talk about how I believe every company deserves a clear
• 2:05
  and an effective marketing system. And that's what you need. You need to be scrappy
• 2:11
  to have that, but you need to get your system sophisticated and leaned out.
• 2:16
  There you go. I like it. Are you familiar with the I forget what it's
• 2:19
  called? It's like there's smart, there's intelligence, there's genius, and then there's simple. Because if
• 2:22
  you can do all of that and
• 2:24
  Ha ha ha
• 2:25
  you can describe something really complex simply, or build something that's quote unquote complex, but
• 2:29
  do it simply, it is the best case scenario. I'm a huge fan of that.
• 2:33
  Yeah. Yeah. Well, my business coach has said for a long time, I'll give him
• 2:38
  a shout out, Jamin Brazil. He says, you know, it's simple, but it's not easy.
• 2:43
  Right.
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  And I think that's really true. Get it simple. but then the the work, the
• 2:47
  hard work is still the grind. but and it that just prepares you to say,
• 2:52
  look, this is gonna be tough. And that's okay. That's that's what we're here for.
• 2:57
  But we don't need to convolute the system. And that's what I see a lot
• 3:02
  of people do.
• 3:03
  Let's just get stuff done. Okay, so telling
• 3:06
  Exactly. That's actually one of that's one of our our core values. it it it
• 3:11
  it's finish strong. it's also known as get shit done. That's one
• 3:16
  Yep.
• 3:17
  of our four core values here. you know, so I I I think that's like
• 3:21
  absolutely embedded in our culture.
• 3:23
  And we were just talking about tri culture a little bit too. It's very much
• 3:27
  we're we're lean, mean, we're getting stuff done, and everybody's authorized to get stuff done.
• 3:31
  Right. Yeah. It's it it it it's really the more clarity you can provide to
• 3:36
  your team about what their scope of work is, the more beautiful it is because
• 3:41
  they work independently and they make executive decisions within their scope of work. and as
• 3:46
  long as the system is set up in a way where there's really strong communication
• 3:51
  and that all of those points are connected, like for example. The video guy, he's
• 3:56
  doing this. Okay, well, I don't assign the video guy to do this. No, I
• 4:01
  explained to him how it fits in, how it ladders
• 4:05
  Yes.
• 4:06
  up, what kind of email is it going in? Where is it gonna show up
• 4:09
  in in in social? And I'll give you just a for example, we'll go in
• 4:13
  the weeds just for a second. But
• 4:15
  Please.
• 4:16
  I had him create a micro video short for a client, and it was micro
• 4:19
  like six micro videos to promote blogs. Well, then he put something in there and
• 4:24
  said, like, you know, he did exactly what I said, but then he put read
• 4:28
  here and he put the arrows going down. And I had to send them all
• 4:33
  back to him. It's like, I sorry, I wasn't clear where this was gonna play
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  on You know, on the social, there's no arrow down to click something. Like it's
• 4:42
  already above it in the post, like you're killing me with the arrows, you know,
• 4:47
  and it's like that. It's like people are free to do the their creative work,
• 4:51
  but when you don't give them all the information about how it fits into the
• 4:56
  larger system, that's when a supposed simple system or a system that's function that functioning
• 5:00
  that could have been scrappy, like he just went ahead and did what he was
• 5:05
  going to do, but I left out a vital piece of information. And so we
• 5:09
  had to backtrack. And that's an example, a good example of how, you know, more
• 5:14
  information when you're starting a project is super important. That allows people to be scrappier.
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  Hundred percent. I I when I was in the corporate world, I didn't I didn't
• 5:22
  last the corporate world very long. It was only four and a half years. But
• 5:25
  one of my bosses was very much micromanager and it was anything that I sent
• 5:28
  had to be triple double checked, and he would only give me what he thought
• 5:32
  was the piece that I needed. And so I
• 5:34
  Ugh, I'm I'm dying on the inside, Jack.
• 5:39
  it was like I made I made mistakes and mistakes that I had never made
• 5:42
  before. And I was like, Hey, like if you give me a little bit more
• 5:45
  free reign. I'm gonna produce something a heck of a lot better. And we ended
• 5:48
  up turning it around. We're we ended up being like the best team throughout like
• 5:51
  the department, which is really cool. But it was that same thing of like, just
• 5:54
  give me the full story and I'm gonna give you the best product available. And
• 5:57
  if I have the full story and I know where it fits in, everybody's good
• 6:00
  to go. We're happy. You're gonna have to check less and quality check less and
• 6:03
  you can do what you wanna do. It's a win win.
• 6:06
  Yeah. A hundred percent. That's actually what a team is. Not
• 6:09
  Right.
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  not just independent workers. Right. Yeah.
• 6:13
  Right, right, exactly. Okay. Take me back to the beginning. where did you grow up?
• 6:17
  D were you entrepreneurial as a kid? Do you have a lemonade stand or anything?
• 6:22
  my mom would say yes. I cut all of her tulip tulips off and sold
• 6:25
  them around the neighborhood. and I
• 6:27
  No way.
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  came back home. She had noticed I had, first of all, I didn't know anything
• 6:30
  about flowers because I cut them up off right at the top of the bulb.
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  I mean, I was
• 6:34
  Yeah.
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  I was young. I was probably, I think I was like seven in that house,
• 6:39
  six or seven. So very young to be traipsing around the neighborhood, pounding the pavement,
• 6:43
  which just tells you I'm a dyed in the wool salesperson. but I did come
• 6:48
  back and with some money. I sold every single one of them to which my
• 6:52
  mom said, Well, they didn't belong to you. So you you know, and she made
• 6:56
  me take all of that money and I had to put it in the offering
• 7:01
  at church on Sunday. So that's how that ended. And since then I've really wanted
• 7:05
  to create a system of something I owned that I could sell.
• 7:09
  Okay, from seven year old on. And she was like, You cut my roses. That
• 7:11
  belongs to
• 7:12
  Yes. Mm-hmm.
• 7:15
  me, but you have to donate it.
• 7:16
  Right, yeah. Yeah. Well they weren't mine. So therefore the whole the whole strategy was
• 7:20
  really flawed from the beginning. But I was scrappy, Jack, and you gotta give me
• 7:24
  that.
• 7:25
  Yeah. Absolutely. I mean, hey, you're just in business terms, you're saying, hey, look, free
• 7:28
  cost of goods sold. I'm gonna go sell this.
• 7:30
  Mm.
• 7:34
  Okay,
• 7:35
  Or sir.
• 7:35
  does that continue? Are you selling candy at school or anything like that?
• 7:37
  yeah. You know, it's another it's just funny. Nobody ever asked me of these stories,
• 7:40
  but I did. I loved selling so much. My sister won a patch for the
• 7:44
  number one salesperson in Girl Scouts, but I'm the person who sold everything for her.
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  She
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  Ha ha
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  didn't, she can't, she does not like that. She's just not that person. And I
• 7:53
  was like, I'll do it for you. And she won the prize for the year.
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  So, and then we did a sales thing. I don't even remember, somehow it was
• 8:01
  connected to church. And I won a free supply of coke for a year.
• 8:05
  Wow.
• 8:06
  I was probably I think I was twelve at that time. So I mean, I've
• 8:10
  been winning awards for selling stuff my whole life.
• 8:14
  That's awesome. I love it. What's the actual first job? Like restaurant, retail, something like
• 8:18
  that, or do you just keep on selling things?
• 8:21
  Well, my family moved back to Spain when I was young, so we couldn't work.
• 8:25
  That wasn't you weren't gonna have a teenage job, you know, kind of thing. But
• 8:29
  I moved back to the States when I was sixteen and I was like, my
• 8:33
  gosh, I wanna work the most American job ever. So I went and applied at
• 8:37
  McDonald's and I, of course, won an award for the fat running the fastest drive
• 8:41
  thru. I mean, I love systems. I love systems. I want them to work, I
• 8:45
  want them to fast, and I gamify everything. So I do think it's a little
• 8:50
  creepy, you know, my sister and I both won like rookie of the year or
• 8:54
  whatever, you know, for that McDonald's place, but we had to have our pictures up
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  on the wall. And someone stole
• 9:00
  yeah.
• 9:01
  my sister's picture. So it's really creepy. But but
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  jeez. That's wild.
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  yeah. So, you know, I think everybody should have to work fast food in their
• 9:10
  lifetime. I think any kind of service industry, you gotta you gotta you gotta see
• 9:14
  what that's like. I think that's super important.
• 9:17
  And is that because their systems are so like clear or just because of like
• 9:22
  customer interfacing?
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  I I think it's probably both, but I I would say the other piece of
• 9:26
  it, it's not even just the customer interfacing. I think it's the coworker interfacing. Like,
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  how do you manage
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  Mm, yeah.
• 9:32
  that in a place that is system oriented? Because you're right. I mean, someone like
• 9:35
  McDonald's, I mean, this is how you make it, this is how you do it.
• 9:39
  But how everybody reacts to that, I think is really interesting. And I think, you
• 9:43
  know, the the customers through the drive-thru or in the front, they come and go,
• 9:46
  but you have to work with those coworkers every day. So if that system's gonna
• 9:50
  work. I think it's more about learning how to work with other people and manage
• 9:54
  a system and make things work together.
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  Okay. How about the grades in high school when you're doing all this stuff? Yeah.
• 10:00
  How are my grades? yeah, no, I'm like definitely 4.0. yeah, not not an issue.
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  Actually, the schools I went to in Europe were so much harder by the time
• 10:09
  I got to the US, I was just it was laughable. So yeah, and by
• 10:14
  the time I got to college, I was like, this is a joke compared to
• 10:18
  the schools I was in. So I was able to work three jobs during college
• 10:23
  and goof around and be kind of life the party, but I don't, I'm not
• 10:28
  like super smart. I'm not not a genius or anything. It's just, you know, very
• 10:32
  young age had very good schools that were very rote, you know, American systems very
• 10:37
  do whatever you feel, you know. And you know, the European systems and the Canadian
• 10:42
  system I was in in Europe was very rote oriented. And I think that's super
• 10:47
  important. You got to learn the systems. You've got to learn how things work. You
• 10:51
  can deviate from them later on. But yeah, so I really came back to the
• 10:56
  States and I was like, now it's time to have fun.
• 11:00
  And where do you live in the States at this time when did you get
• 11:02
  back from Spain?
• 11:03
  when I got back from Spain, I moved in with a sister up in Ohio.
• 11:07
  And then I moved back in with my parents at 17 down in Florida. So
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  I went, I was born in Denver. my parents had lived in in Spain before
• 11:15
  I was born. Three of my sisters were born there. And then we went back
• 11:19
  and I was there in school in Madrid, and then I went to boarding school
• 11:23
  in Germany, and then came back to the States, went to Ohio, went to Florida,
• 11:27
  went out to college in California, met my lovely husband out in Huntington Beach. made
• 11:31
  him move back to Denver with me, then we moved to California and now we
• 11:35
  live in Kansas and we are right outside of Jopla, Missouri.
• 11:38
  You got all the time zones covered, I think.
• 11:40
  I I think I do. I'm pretty good.
• 11:43
  How do you land in in Kansas outside of Joplin?
• 11:46
  I think it's by learning the cost of living everywhere and what quality of life
• 11:50
  looks like. And so we moved here 23 years ago when we wanted to start
• 11:54
  a family and own a home. And yeah, so we just had one requirement. well,
• 11:58
  two requirements. Number one, lower cost of living. And number two, we had to know
• 12:03
  one couple because I didn't want to start all over again. So we knew a
• 12:07
  couple that was out here. We built a house right next door to them and
• 12:11
  just started, and we've loved this community. Ever since. It's amazing. I'm sitting in my
• 12:16
  office that overlooks Main Street, Route Sixty Six, here. So if you've been a part
• 12:20
  of Leadership Joplin as I have been, you've been to the Bonnie and Clyde house
• 12:24
  and you've seen all of that history.
• 12:27
  Okay, this is cool. All right. So
• 12:30
  Yeah.
• 12:31
  you kinda get this whole like, Hey, I lived everywhere already. Let's
• 12:33
  Yes.
• 12:34
  just kinda settle down and like good school systems too? Like how does that do
• 12:37
  you
• 12:38
  no, not really. But there's great private schools to go to. And
• 12:41
  Gotcha.
• 12:42
  yeah, and also my husband stayed at home and homeschooled them younger. So and then
• 12:46
  high school they went off to prep school. So it's really great environment here. But
• 12:51
  you know, I travel ninety plus days a year. I just got back from kind
• 12:55
  of a little tour here from Chicago, New York, Amsterdam. was in London, back to
• 13:00
  New York, et cetera. So I'm I I'm on the road a lot. I take
• 13:05
  my family with me quite a bit. So while
• 13:08
  cool.
• 13:09
  we live here, we certainly aren't, I guess I wouldn't consider us to be trapped
• 13:13
  here. and I think some people feel like that. I really love it here. I
• 13:17
  think the Midwest is incredibly underrated and I love living in Kansas. We have an
• 13:22
  amazing community.
• 13:23
  Yeah, I I think you're absolutely right. 'Cause so many people say New York, LA,
• 13:26
  and then everything else is just Midwest. It just gets all looped together. Yeah.
• 13:30
  And you know what we say? We say keep flying over. They're like, you're the
• 13:33
  flyover states. I'm like, that sounds great. See ya. Yeah. So I love I love
• 13:36
  visiting everywhere.
• 13:37
  Yep. Yep. That's
• 13:43
  I like I said, we travel a lot. and you know, I I think it's
• 13:48
  important. but I also I just love like when I'm on that flight coming home,
• 13:53
  I just all of my blood pressure's down. It's just completely peaceful. I have no
• 13:58
  window coverings on my in my house because I have nobody who's behind me, beside
• 14:03
  me anywhere. and so just very, very peaceful. I feel very lucky.
• 14:08
  Very cool. Okay. Okay. one thing I wanted to ask as you were a kid,
• 14:11
  you're hustling, you're selling stuff. Do you ever have
• 14:14
  Yes.
• 14:15
  a family garage sale or yard sale?
• 14:18
  no, because we move pretty much every year. so that not really, I can't imagine.
• 14:22
  Now we we had a family cleanup and let's get this stuff packed again sale
• 14:26
  every year, in which case you
• 14:28
  Okay.
• 14:29
  just like just dumped things, jettisoned, and left. I don't know how my mom did
• 14:33
  it. I mean, she did it through multiple countries with five girls. I'm the fifth
• 14:37
  of five, five. so honestly, my mom should receive some trophy from all of this,
• 14:41
  is really what this comes down to.
• 14:43
  Yeah. Where's her award?
• 14:46
  Yeah, yeah, yeah. We we keep trying to pay it back to her. She's good.
• 14:50
  Okay, okay, good. Good. okay. Take me to the start of Little Bird. So it's
• 14:55
  been
• 14:56
  Yeah.
• 14:57
  a bit now. How do you make the decision? Presumably you've always had this entrepreneurial
• 14:59
  bug in you, obviously, since we've covered that. How do you make the official jump
• 15:03
  to say, All right, this is the thing that I'm doing and I'm gonna go
• 15:07
  crush it?
• 15:08
  Yeah, it's interesting because it's not what I was trained in for school. I was
• 15:12
  working, I put myself through school working in banks and was doing finance and just,
• 15:16
  I mean, it was a job that was a the kind of thing that paid
• 15:20
  the best for hourly things. and so I learned a lot of accounting, learned a
• 15:24
  lot of credit card processing. and then I eventually got landed a great job with
• 15:28
  yeah, out in California with a credit card processing company as like a high end
• 15:33
  like a private client manager. And I loved it, learned a lot about the the
• 15:37
  business. They let me move out to Kansas, keeping my job, which was very unusual.
• 15:41
  This is back 23 years ago. Very, very unusual. and so they let me do
• 15:45
  that and then they sold. And I I luckily had a some shares in it,
• 15:49
  and that was great, but they sold and I was without a job. And so
• 15:53
  the the banks that I was working for at the time. They kept asking me,
• 15:58
  like, where are you gonna go? What are you gonna do? Eventually, I set up
• 16:02
  my own credit card processing company. And so my first business that I owned was
• 16:06
  doing that service, which I still own today, still is running. I just don't I
• 16:10
  don't work on it really.
• 16:12
  Nice.
• 16:15
  it's called residual income, is what that is.
• 16:17
  Yeah.
• 16:18
  but so I had that, and what was happening was people are always asking to
• 16:22
  lower their fees for credit card processing. That's pretty normal. And I would always get
• 16:26
  in these conversations with people, why? Why are you doing this? Is like pennies on
• 16:30
  the dollar. Why are you having this conversation with me? Let's talk about how you
• 16:34
  can have more sales. Doesn't that make more sense? We could spend the exact same
• 16:38
  time talking and save five bucks or we could talk about something and you could
• 16:43
  have 5,000 more a month in in income. Like, why don't let's talk about how
• 16:47
  that works? Like, so so I'm kind of like, let's make this other conversation irrelevant.
• 16:51
  Let's figure out how you can make money. And I've always said this from the
• 16:55
  beginning. You know, people in marketing chase KPIs and they talk like they're so sophisticated.
• 16:59
  And I'm like, you know, the only KPI that matters is this. Do you feel
• 17:04
  like you are printing money in the back room? Like, do you feel like somehow
• 17:08
  you have some unfair advantage? Like it is just working. It's just, man, this is
• 17:12
  great. And I love it. It's gravy train, right? That's what we should be looking
• 17:16
  for all the time. Now every people are like, yeah, that's an ideal. Yes, it's
• 17:20
  an ideal. But quit chasing all kinds of other KPIs. Let's talk about how do
• 17:25
  we make more money. And that's not necessarily more revenue. It could be more profit.
• 17:29
  So those are interesting conversations. So I was having marketing conversations with people all over
• 17:33
  the place to where they said, Well, why don't you come in again and talk
• 17:37
  with us about more about marketing? And I'm like, I didn't even really know I
• 17:41
  was talking about marketing. I was just hustling, like I've always been. If this were
• 17:46
  my business, this is what I would do. I would, you know, you don't have
• 17:50
  enough people on Tuesday. Let's make a deal for Tuesday. Let's not discount anything. Let's
• 17:54
  become a more premium service. Let's charge more. Are we sure we charge in enough?
• 17:58
  Like these kinds of conversations and how people were campaigning for more sales. It just
• 18:02
  came so naturally to me, so much so that I had to start referring people
• 18:07
  to a girlfriend of mine who owned this company called Grow Marketing. At the end,
• 18:11
  where she said to me she was gonna leave town and she was like, Look,
• 18:15
  you sell this better than I do. Why don't you buy my leasehold improvements and
• 18:19
  just carry this company on? And I was like, well, yeah, I could do that.
• 18:23
  And my husband always knew every day that I came home talking to people about
• 18:28
  marketing, I was so much happier. I was like alive and just excited. And I
• 18:32
  thought this was going to be so cool for them. It was going to go
• 18:36
  great, but it was unpaid consulting. And that happens way too often. So basically I
• 18:40
  turned my unpaid consulting gig, I bought out her leasehold improvements in her building. And
• 18:44
  I just took it over. And from there I had a vision of what would
• 18:49
  become little bird marketing. I wanted a boutique firm, small and to and lean and
• 18:53
  really in that like customer delight, like that little bird, what that that comes from
• 18:57
  is about, you know, when you have great news, you start by saying a little
• 19:01
  birdie told me. And it so it's not
• 19:04
  That's a good point.
• 19:05
  just that you got good news though, it also means you're a part of some
• 19:09
  kind of flock because you heard about it. So it also means that you're in
• 19:14
  a privileged position, you're in a small circle and you're you you you hear things.
• 19:19
  And so I wanted that with my clients to feel like entrenched with their business
• 19:24
  and feel excited about it and to go to bed worried about them at night.
• 19:29
  Like I think there's something really lovely about that. and so actually, kind of sadly,
• 19:34
  in in 2011, and I'm sure some other Joplin history, we had F F five
• 19:39
  tornado. were some convergence of tornadoes on US history. And we lost about 35% of
• 19:44
  our town in about 22 minutes. And three weeks after that, I watched my stir
• 19:48
  studio burn to the ground. And I had a chance to rename it, to start
• 19:53
  over, to really put my own stamp on it and not have it be what
• 19:58
  it was before. And that was a great watershed moment for me. And so from
• 20:03
  then on, it was little bird marketing and this is a hundred percent what we
• 20:08
  were doing. So I brought people around me who could help.
• 20:12
  Turns out the little bird is a phoenix rising from the ashes. That's awesome.
• 20:15
  That's right. I love it, Jack. You see it. Yeah.
• 20:19
  This is so cool. Okay. So you get this started. do you have an ICP
• 20:23
  an ideal client when you start? You're just like, Hey, I I've been doing this
• 20:27
  free stuff. Do I do I go after the same clients now?
• 20:31
  Yeah, so our ICP is never changed actually. It is
• 20:34
  Really?
• 20:35
  we yeah, we call her C Suite Stacy. And
• 20:37
  Okay.
• 20:38
  she is either the owner who is has to be an owner operator, or she
• 20:42
  is high up enough, not necessarily an owner, not necessarily with equity, but she acts
• 20:47
  like it. Right. So she also goes to bed on Sunday night and she's up
• 20:52
  a bit because she's worried about things. Like she is concerned about the business. I
• 20:57
  wanted people who really know their numbers and know what is actually contributing to success.
• 21:02
  they may not know marketing, which is what is ideal for us. And so we
• 21:07
  can step in and help, but they have that that absolute commitment. And so oftentimes
• 21:12
  we found it was when it's the smaller business, it's the owner who's the owner
• 21:17
  operator. But as we got larger and larger clients, of course, it becomes the GM
• 21:22
  or the CEO or the, you know, these people are net not necessarily owners. you
• 21:27
  know, I'm working right now with a brand based out of the UK. I'm the
• 21:32
  fractional CMO of their US operations and they're over 250 million pounds, you know, a
• 21:37
  year. So in that case, my, you know, I answer to the CEO. but it
• 21:42
  has to be people like who I answer to who are just their diehards. They're
• 21:47
  ride or die for the company. and they also have to know their numbers. So
• 21:52
  if they know their numbers and that, that that's really C Suite Stacy, is what
• 21:57
  we're about. That hasn't changed. What changed was, you know, we when I first started
• 22:02
  out, I wanted every client to at least have a $1,000 a month retain marketing
• 22:07
  retainer. And I wanted them on contracts. And that was not being done in this
• 22:12
  area in any way, shape, or form. And now I just think about it as
• 22:17
  like, I I'm not saying I wouldn't work for a thousand a month. I'm just
• 22:22
  saying that just I, you know, I'm not sure what this project would be, but
• 22:27
  you know, that's that's a long time ago. and so obviously we have very large
• 22:32
  retainers, but in for the most part, we're not a chop shop, meaning like we
• 22:37
  we don't usually take on projects. We take on additional projects, but for existing clients.
• 22:42
  So we're definitely a retainer based company, one or two year retainers with us.
• 22:47
  Is there anything that you really overthought in the beginning? Because you have this very
• 22:51
  simple way to talk about business and marketing now. In the beginning, as you're kind
• 22:55
  of feeling your way into the new business, are you overthinking anything and that's what
• 22:59
  caused the simplicity? Or are you just like, no, let's go with the simple, this
• 23:03
  this just makes sense.
• 23:05
  I am just not an overthinker. I'm sure there's some people in my life who
• 23:07
  wish I were. I'm
• 23:08
  Man, this is
• 23:12
  I'm obviously a big risk taker, you know. And I I do think you need
• 23:16
  to have a marriage that will stomach that. Like you need to think as an
• 23:21
  entrepreneur, if you want to be scrappy, that's a great decision for yourself. But can
• 23:26
  your relationship sustain that? Is that okay? I've been fortunate enough to, you know. to
• 23:30
  have had my husband home for he he didn't work for 20 years, raised the
• 23:35
  kids, took care of everything on the backside, made my world possible. and not I
• 23:40
  just don't I don't know that a lot of people would do that in my
• 23:45
  same situation. You have to ha really know whether the heart and the desire you
• 23:49
  have and what you want to do in business is going to be okay within
• 23:54
  your family system. And I I've nearly lost the business, I think really honestly three
• 23:59
  times. Like absolute, this is it. Blow it up. you know, walk away. and you
• 24:04
  know, that's being the sole breadwinner for 20 years in your family. you know, that's
• 24:08
  a lot. My husband just went back to work this last year. and so, you
• 24:13
  know, we just don't have, you know, kiddos that need him every day. We have
• 24:18
  one left in the house. And so I do think that a lot of people
• 24:23
  talk about entrepreneurship and they really glorify it in our American, you know, Wild West.
• 24:27
  culture here. but I think you have to take a long hard look at the
• 24:32
  relationships and what toll it takes on your family and understand if that is really
• 24:37
  possible for you. It was absolutely possible for us because I'm a huge risk taker
• 24:42
  and my husband does not give a rip about money. So he's as we say,
• 24:46
  he doesn't eat much grass. You know, he's just, you know, roam the roam the
• 24:51
  property. And he loves what we've been able to make. And of course we've been
• 24:56
  very successful and so it's fun. We have so much fun with it. but it
• 25:01
  has had a lot of roller coasters. I re I just remember even after our
• 25:05
  fire, you know, it's not a story I tell a lot. I don't like it
• 25:10
  very much, but we could not find the password to our backed up off-site storage,
• 25:15
  our data storage. And for three days, we tried every single thing we could think
• 25:20
  of. And I was in the shower just getting ready to go in to work.
• 25:24
  in order to call all of my clients and let them know that I was
• 25:29
  having to close, I couldn't get to my files, and I would spend the next
• 25:34
  six months of my own money recreating what they had paid me for. And then
• 25:39
  I was out. And I was in that shower just bawling my eyes out. And
• 25:43
  my husband happened to plug a different thumb drive in, find the password, and literally
• 25:48
  our company was saved that day. And it it's hard for me sitting here today
• 25:53
  to remember just You know how many moments I had that I've made big mistakes.
• 25:58
  I've made $30,000 mistakes. I've made $100,000 mistakes. You know, and then we've had funny
• 26:02
  ones, like where, you know, we went to go order 220, you know, mints, mint,
• 26:07
  you know, tins for a company with all branded. It was very funny, Bob Ross,
• 26:12
  and it was like all toward their the a campaign they were doing, only to
• 26:17
  find out that somebody ordered 220 pallettes. Of these men. You know, we were able
• 26:21
  to stop that one. But mistakes happen all the time. And if you want to
• 26:26
  be scrappy, that's the reality, too, is that scrappy is also a bit messy and
• 26:31
  it's risky. And you have to, you know, be prepared that if you arm your
• 26:36
  team with that, they can also make big mistakes that you can also make. And
• 26:40
  so you can't put so much pressure on people. You know, those mistakes, you have
• 26:45
  to eat it. You're the owner. So You know, I think that's a roundabout way
• 26:50
  of saying, you know, you know, have I like what you know, have I always
• 26:54
  like had this entrepreneurial spirit? Yes, but I also am pretty aware of how it
• 26:59
  affects everybody around me.
• 27:01
  Okay. Okay. I mean, it's a pretty solid answer because it does impact everybody. I
• 27:05
  mean, I right now, as we record this, single, no kids or anything like that.
• 27:09
  But like even my friends would be like, hey, are you coming out tonight? I'll
• 27:13
  say no. And
• 27:14
  Mm-hmm.
• 27:15
  they say I work too hard, and that's probably true sometimes, but it impacts everybody.
• 27:19
  Yeah, yeah.
• 27:20
  what pulled you back in? So you almost lose the business in your words three
• 27:23
  times. How the heck do you actually get pulled back in? Because everybody's on the
• 27:27
  roller coaster. What what
• 27:28
  Yeah.
• 27:29
  has made you go from shit, this isn't gonna work to we're we're riding good
• 27:36
  now.
• 27:37
  Well, the most recent one was only about two years ago. So I can still
• 27:40
  feel the pain. and it's so interesting. It's like when you hit that rock bottom
• 27:44
  again, it's like, it's so crazy. Like right now we're having the the best year
• 27:48
  we've ever had. and yeah, how do I do it? Well, I would say at
• 27:52
  the end of the day, I always bet on me. I am a hustler. You
• 27:56
  say this, even I had a friend say that to me. And then she came
• 28:00
  back and apologized and she said, someone told me I shouldn't say that about you.
• 28:04
  That that's rude. That has a negative connotation. I was like, no, I wear that
• 28:07
  with a badge of honor. I'm great. Like
• 28:10
  I got an award for that.
• 28:12
  I everything I have is what I did here. This is like blood, sweat, and
• 28:16
  tears. And, you know, you know, I I I say that, and of course, I'm
• 28:20
  always talking against this like Lone Ranger mentality. I did this because my husband is
• 28:24
  a rock about it. And even what I mean by that a lot of times
• 28:29
  is also he just doesn't say anything. He just lets it ride. And he I
• 28:33
  remember him saying this is kind of an older one, maybe back right when my
• 28:37
  kids were little, maybe eight years ago, and we thought we had lost the whole
• 28:42
  thing. And he had been home with the kids for like at that point, maybe
• 28:46
  eight years. And he was like, They can't take that away from us. Like nothing,
• 28:50
  if if everything falls away now, I still was home with the kids for eight
• 28:55
  years. Like, Don't you understand, Priscilla? Like nobody can take our past away. Like we
• 28:59
  lived like that. You know, we we did it. And so that's when our experience.
• 29:03
  And then what's next? We just do it. And I'm like, okay, you have to
• 29:08
  have somebody who like talks you out of a tree like that. You know. and
• 29:12
  how do I do it? I mean, like I said, I'm I always bet on
• 29:16
  myself. And I don't expect anybody to come and rescue me. I expect myself to
• 29:21
  get myself out of the trouble. And so you get in and dig in harder
• 29:25
  and you get over a lot of feelings that you have. And as my husband
• 29:29
  says, those are just feelings. So and you read a lot of Ryan Holiday. That's
• 29:34
  very helpful. I'd
• 29:35
  There you go, that's beautifully said. Okay, yeah. Stoicism.
• 29:41
  say if anybody wants to be scrappy and wants to get out there, wants to
• 29:44
  work really hard at it, read the obstacle as the way. I think
• 29:48
  Yeah.
• 29:49
  that's a very and and any any any female, and I hate to put it
• 29:52
  this way, but I do think this is a little bit mm a I think
• 29:56
  it is very true. In my in my thirties, I read The Gifts of Imperfection.
• 30:01
  And if you are a female wanting to work in entrepreneur be scrappy, you gotta
• 30:05
  read that book. And well, I you know, it's like there's been a seminal book
• 30:09
  for me like every every decade of my life. And, you know, this last decade
• 30:14
  was Ryan Holiday's The Obstacle is the way. And I mean, it was just a
• 30:18
  game changer for me to be able to say it, you know, the stoicism, it's
• 30:22
  nothing new. But if you want to be scrappy and you want to get in
• 30:27
  it, you want to push hard and you want to hustle, you are gonna have
• 30:31
  to get over some feelings. And it does not mean don't feel them. It means
• 30:36
  feel them and really feel them. Like go to the depth of them, like cry
• 30:40
  your eyes out in that shower and then get up and decide what you're gonna
• 30:44
  do. Don't kind of try and bury it so that it just leaks out over
• 30:49
  everything. Just get it out and let's move on. And I think. For me, just
• 30:53
  to be very personal about it, I'm I'm I'm what they call a high eye.
• 30:57
  I'm a yellow, I like to have fun, I'm very social. And so when people
• 31:02
  don't like me, that is devastating to me. And as an entrepreneur, you know what,
• 31:06
  people are not gonna like you. And they, you know, as an employer, people are
• 31:10
  gonna actually hate you. So you have to really get over that and you know,
• 31:15
  be able to to compartmentalize in the most healthy way. And I think that's really
• 31:19
  good advice for someone trying to be scrappy.
• 31:22
  Feels very similar to what you and I are talking about about culture too, of
• 31:25
  during the workday, it is all in. We are a hundred percent in, a hundred
• 31:29
  percent we're doing this, we're doing it right, we're doing it fast. And then it's
• 31:32
  over. And then we're gonna pick it up tomorrow. But we're gonna turn off for
• 31:36
  a couple hours.
• 31:37
  Yep. Yeah. I mean, yesterday I was just so heads down. I was up this,
• 31:41
  you know, I've been traveling a lot of just absolutely buried in work and I
• 31:45
  had no meetings yesterday and my team knew it. Heads down. And I mean, I
• 31:50
  got through half of that stack and it was amazing, you know. But I expected
• 31:54
  of other people and I put in.
• 31:57
  I like that though. this is something that I've I've been talking with folks about
• 32:02
  recently. the entrepreneurial curse is I gotta be doing stuff. If I if I get
• 32:07
  through an entire backlog, I finish the full stack, cool. That means I get to
• 32:12
  get ahead on whatever the next stack is, right? Do you pride yourself in in
• 32:17
  always being busy, productively busy? Okay, good, good.
• 32:20
  no. I don't think the busy is a badge of honor to wear at all.
• 32:26
  Good. Agreed.
• 32:27
  my goal on the weekends is to completely forget that I own companies. So that's
• 32:31
  Love it.
• 32:32
  like super fun. But it doesn't happen at certain hours. It it it for an
• 32:35
  for an entrepreneur and how I work, I mean, I like on on fourth of
• 32:38
  July, I worked for three hours in the morning because it was something I really
• 32:41
  wanted to get done, and then we left and went to the boat. And I'm
• 32:45
  like, I don't have to. I also don't wear a badge of of honor either
• 32:48
  to saying, I quit work at five. Like I don't I just don't care. All
• 32:51
  of these narratives that everybody keeps putting up, just live your life. Do your thing.
• 32:55
  If it's important to you right then, I just say to my husband, hey, I
• 32:58
  gotta give it at least three hours this morning and then we can go. And
• 33:01
  he's like, sounds great. Now go get a book and whatever. You know, it's
• 33:05
  Yeah.
• 33:06
  just it we don't have to make a thing out of it. Nobody's more important,
• 33:10
  nobody's less important. Not this is the issue. If your identity is wrapped in that,
• 33:14
  then you will talk about it all the time. I'm so busy. Or I'm, or,
• 33:18
  you know, or I'm so good at, you know, cutting it off. It's like, I
• 33:22
  don't know. Sometimes I'm busy. Sometimes I'm good at cutting it off. You know, I
• 33:26
  I travel a lot for work. I'm in Amsterdam, you know, and a couple weeks
• 33:30
  ago. And I'm like, have the afternoon to my my whole everything I was setting
• 33:34
  up for the client. Booth looks good. This looks good. I had a meeting with
• 33:38
  a potential prospect, went to the, you know, had drinks with her, got all that
• 33:42
  done. I had the rest of the afternoon. I went and got a massage. So,
• 33:46
  Nice.
• 33:47
  you know, it's like, but what do I do right then? Now I could have
• 33:50
  felt in that moment, you know what, I really need to answer emails, but I
• 33:54
  don't do that because I fake need to answer emails. Either I need to or
• 33:58
  I don't. My staff knows I'm gone. It's up to me to decide in that
• 34:02
  moment. And I don't answer to anybody else. And I don't need that as a
• 34:06
  part of my identity. If I worked 10 hours a week, great. There's been the
• 34:10
  majority of this entrepreneur journey that I have that I work 70 hours a week.
• 34:14
  That is the majority. That is just true. You want to work this hard and
• 34:18
  build a multi-million dollar company? I don't know what else to tell you, but it's
• 34:22
  work. So if you think it's not going to be, just walk away now. but
• 34:25
  I do think you can, you know, find something that works for you. It's just
• 34:29
  most people shout at me that you have to have a routine. I am the
• 34:33
  anti-routine.
• 34:34
  Love it.
• 34:36
  I just can't do it. I it's not me, and I'm not interested in it,
• 34:40
  and I don't need to answer to anybody for it.
• 34:43
  You've got a successful business, they should be answering to you.
• 34:46
  Yeah. So now do I think other people need routines and I need to know
• 34:50
  when when things are happening? For sure. But that's also why we have good communication,
• 34:54
  good project management, you know. And I've I my team is remote and around the
• 34:58
  world. And so we work asynchronously. And, you know, it's you know, if they're gonna
• 35:02
  cheat on you, they're gonna cheat on you when they're in the other room, you
• 35:06
  know, and they're bluffing working. They're gonna do that there or they're gonna do that,
• 35:10
  you know, in Spain. I I don't I don't care where they're seated. If that's
• 35:14
  what's in a person, they are going to take advantage. And if it's not, then
• 35:18
  they they won't. And you know, the way we work, you know, I look at
• 35:22
  the data. I can see what's being done. And if I'm happy with their output,
• 35:26
  then they keep their job.
• 35:28
  There you go. Yeah. I'm a fan. I'm a big fan. All right, let me
• 35:30
  hit you with some lightning round, scrappy verse sophisticated questions.
• 35:32
  Okay. Okay.
• 35:35
  Have you ever had to play the credit card timing game where you wait till
• 35:39
  tomorrow to charge something? 'Cause that's next month's statement.
• 35:42
  my gosh. Anybody who has not, I don't even know what they were doing. Or
• 35:44
  it must be nice. It must be nice to have somebody, you
• 35:47
  Right.
• 35:48
  know. I I I had zero loans and zero I only had my credit card.
• 35:51
  I have never missed a payroll. And that is like to me, that is a
• 35:55
  badge of honor. Like
• 35:57
  yeah.
• 35:58
  that's my number one. but yeah, the cash flow game. my goodness. If you're not
• 36:01
  good at it, don't become an entrepreneur.
• 36:04
  'Cause it will blow up in your face, yes.
• 36:06
  Absolutely. And you know what, I came from working in banking, so I knew all
• 36:09
  the banking hacks.
• 36:10
  Okay, nice. do you ever have any like early clients you're like, easy money, this
• 36:16
  is gonna be super great that ended up losing you money?
• 36:21
  my God, so many. I
• 36:23
  Yeah.
• 36:24
  am like just trying to think of where to start with that one. yeah. I
• 36:26
  I I just off the cuff, I don't think I can think of a particular
• 36:30
  example, but I do remember a meeting with my with my staff, and and I've
• 36:34
  said this many times. So this has happened a lot of times. I always say
• 36:38
  the problem about the peeps at Little Bird Marketing is that we're really helpful. And
• 36:42
  the good or I'd say that the good news is we're helpful. The bad news
• 36:46
  is we're helpful. And what happens is clients would call in, not talking to me,
• 36:50
  talk with someone, say, well, I want blah, blah, blah, blah, blah. Well, my team
• 36:54
  would be like, okay, I'll help you with that and go start on it. And
• 36:58
  I'm like, well, who's gonna pay for that?
• 37:01
  Right.
• 37:02
  You know, and it's like having new people that somehow are bypassing the system and
• 37:06
  are helping the client, doing what the client asked. But then when I realized six
• 37:11
  months later, I'm like, but we've been doing it, who like, where where's the billing
• 37:16
  for that?
• 37:17
  Where's the scope creep? Yeah.
• 37:18
  Right. Where so absolutely well, they're our client. Well, that what wait, what you think
• 37:21
  they are our client means is not what I think they are our client. The
• 37:25
  the
• 37:26
  Yeah.
• 37:27
  contract is right on the board. Smack like make two clicks and you will see
• 37:31
  their contract. Is what they just asked you to do included in that contract? If
• 37:35
  not, the answer is I'm happy to do that for you. Let's get a quote.
• 37:39
  So the the answer is always I'm happy to do it for you, of course.
• 37:44
  But, you know, I think those are some of the biggest, biggest things that blow
• 37:48
  up in my face and have, you know, I think keep keeping if you want
• 37:52
  a lean team and people are, you know, are have authority to do things and
• 37:56
  start projects, then that means they also need to truly understand, you know, how we
• 38:01
  actually make money.
• 38:02
  Yep. A hundred percent. I like it. I like it. have you ever done something
• 38:06
  where you're not saying, we've done this a hundred times. You're saying like, like we
• 38:10
  could totally do that, super confident, but you've never actually done it?
• 38:14
  I I don't think I've said straight out, I've done that and then do
• 38:18
  Right.
• 38:19
  it. I just say, yeah, that sounds great. We can do that. We did something
• 38:22
  very similar and blah, blah, blah. I certainly would couch it a lot. I would
• 38:26
  never come out and say either I did it when I haven't, and I would
• 38:30
  never, ever come out and say, I haven't done that before. I I don't, I
• 38:34
  don't think I would. I don't know what that that is important only to me.
• 38:39
  Yeah.
• 38:40
  I just say that's interesting. Like, okay, I could see it work like this. I
• 38:42
  could see it white work like this, you know, and I'll just stack it up.
• 38:45
  I think a lot of times we answer people's questions with issues that we have
• 38:49
  and not issues they have, you know. So don't answer the question that's not being
• 38:52
  asked. I mean, if they ask me straight up, have you done this before? Then
• 38:55
  yeah, the answer is gonna be no. But I'm not gonna answer it for them
• 38:59
  if they didn't ask me straight up. No, no, I see this
• 39:02
  Right. I'm not gonna volunteer that information that could make me look bad.
• 39:05
  all the time. Like I remember I had a CRO that worked with me. And
• 39:08
  we would be on a pitch that and one of the things when she introduced
• 39:11
  herself was like, Yeah, so I started here three months ago. I'm like, why would
• 39:14
  you say that? Like nobody asked how long you've been here. And and to be
• 39:18
  Loss of credibility.
• 39:19
  perfectly honest, she had a cr incredible track record. But why answer a question that
• 39:24
  could have negative, you know, connotations when nobody asked it? They're gonna make the assumption
• 39:29
  you've been here forever and you know everything. So let's just go with that.
• 39:34
  Yeah. Right, exactly, exactly. All right, take me inside the office real quick. how many
• 39:39
  monitors are on the desk?
• 39:41
  No, one only. It's just that I have one monitor one monitor that's here in
• 39:46
  this office. And then I have my home office, the exact same monitor. but I
• 39:51
  I but I don't work from a laptop unless I'm traveling. And so I have
• 39:56
  three computers that I work from. So I have to have my my tech that's
• 40:01
  synced perfectly, all my tabs, all my just e everything that's organized across those. And
• 40:06
  then I'm a fractional CMO, as I mentioned, for two actually companies, but one of
• 40:11
  them. right here I have their computer because that's all completely on on different data
• 40:16
  privacy and et cetera. So, you know, I I'm only one one screen at a
• 40:21
  time.
• 40:22
  Okay. What's the most unique thing in your office that we can see in the
• 40:27
  background here?
• 40:28
  Mmm, what's the most unique thing?
• 40:31
  Yeah, someone's got a story in there, I'm sure.
• 40:33
  yeah, there's all kinds of stories. This is super fun. This is a hand drawing
• 40:37
  of me. don't think I can pick it up. well, this one's really fun. these
• 40:41
  are all all these things are important to me. But this is a little bird
• 40:45
  that one of my employees made for me, crocheted for me. And
• 40:49
  Whoa.
• 40:50
  so I thought that was really cool. I loved it. It was just like to
• 40:52
  me, very clever. She was a great creative, you know, a graphic designer and she
• 40:56
  just did fun things like this. And that was one of the gifts she gave
• 40:59
  me. I thought that was very
• 41:01
  How cool. Okay. That's great.
• 41:03
  When anybody comes to work with us for us, they also get to choose out
• 41:06
  of one of the birds, like we put set a bird representative to them on
• 41:10
  their desk. So that's my bird
• 41:12
  Okay.
• 41:13
  represent and I'm one of the peeps and I'm a part of this walk.
• 41:16
  Nice. Okay. Those are very nice. Very wholesome things. Okay.
• 41:18
  Yeah.
• 41:20
  I like it. all right. Super quick here. take me inside the inbox. How many
• 41:26
  emails unread is too many?
• 41:29
  Okay, well, every day I start with this, which
• 41:31
  Okay.
• 41:32
  is how many Trello emails do I have? How many inbox emails do I have?
• 41:35
  How many pass due cards? How many are on the client? How many are on
• 41:39
  me? And how many are coming due this week? That's how I start every day.
• 41:42
  And then I end the day with what's the recap of that? and then I
• 41:46
  don't have a to do list on it here. This is a done list so
• 41:49
  that I have a record
• 41:51
  It's a to done.
• 41:52
  of what I got done today. That's a much better way to approach things. Of
• 41:56
  course, I have a to-do list in like I have a master one and then
• 42:00
  I have it, but it's not something I look at every day. And then of
• 42:04
  course I have a project management. So obviously I'm in Trello and I can see
• 42:08
  exactly what's coming due for me. But I think it's really important I have a
• 42:13
  this is a done list every day. and I really try and think about what's
• 42:17
  what's my priority. And I think as a, you know, as the owner, as the
• 42:21
  as the the head of the company, there may be only two things I have
• 42:25
  to get done today. But I have to be very clear when I come in
• 42:29
  in the morning. Otherwise, my day will be gone. Somebody will pull me in this.
• 42:34
  I mean, I've I get six of six podcast episodes out every month. I'm traveling,
• 42:38
  you know, I'm I am a part of the team. I'm the only person who
• 42:42
  sells on our team. I have, you know, sequences to put in it. I will
• 42:46
  get completely pulled away from what needs to happen to move the company forward. And
• 42:50
  I always felt like, With at one point I had three companies that were open
• 42:55
  and I always left the office saying I only had to do one thing to
• 42:59
  move the ball forward with each company every day. Other than that, that was gonna
• 43:03
  be a bonus. And if I if those things were stacking up too much, that
• 43:07
  probably means I need somebody else on the team. and I need a little bit
• 43:11
  more help so that I can make sure I am looking at the overall health
• 43:16
  and the overall strategy and revenue picture for the company.
• 43:19
  Well, I'm gonna rework my entire business from this conversation. Priscilla McKinney, a hundred percent
• 43:24
  scrappy, but with some really sophisticated systems and they get the job done.
• 43:29
  Right.
• 43:31
  I love it. Thank you so much for coming on. What do you want the
• 43:34
  folks out there to know? Anything you want to promote?
• 43:36
  yes, I'd like to say that, you know, podcasts are a labor of love. So
• 43:40
  thanks for having me on, Jack. But if you listen to this podcast of his,
• 43:44
  can you just go give him a review somewhere? Can you go tell a friend
• 43:49
  about it? Can you post about it? If you got any nugget from me, he
• 43:53
  tracked me down, wanted you know, wanted to talk with me, wanted to get some
• 43:58
  value for his audience. And I just have to say, I mean, I know how
• 44:02
  hard it is to be scrappy like this. And somebody doing you one small favor
• 44:07
  and You know, sharing a podcast episode with a friend can be all it takes
• 44:11
  to move that ball forward each day. So of course, I have my podcast, littlebirdmarketing.com
• 44:15
  forward slash resources. I have all kinds of freebies out there. If you don't know
• 44:20
  who your persona, your C suite Stacy is, then go out there and figure that
• 44:24
  out. And then you can follow me on Ponderings from the Perch, my little bird
• 44:29
  marketing company podcast. And also I have Digital Transformation Success, which is a more business-oriented
• 44:33
  AI data podcast. But Please go give Jack some love today.
• 44:37
  I appreciate it a lot. And I I I get a lot of like jokes
• 44:40
  of like, I lean into the pineapple a lot. Yeah, outdo me with the peeps
• 44:44
  and the little birds and the from the perch. I love it.
• 44:47
  Yes, yes. Well we we do try and stay on brand.
• 44:50
  You got it. You got it. Everybody, Priscilla McKinney, go check her out. Go follow
• 44:56
  her. Go take the freebies online. Go do it. She's awesome. You got it. She's
• 45:02
  a must follow. Thank you so much again for coming on and stay data driven,
• 45:08
  everybody.