Latest / Wedding Pros who are ready to grow - with Becca Pountney / Overcoming Adversity and Scaling Your Wedding Business - With Kerry Curl

Transcript

Overcoming Adversity and Scaling Your Wedding Business - With Kerry Curl · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  Kerry: So if you look at your profile or even your competitor's profile,
• 0:04
  think as if it is a Tinder profile.
• 0:08
  Crazy, but it's true.
• 0:10
  So if you're saying, why book me?
• 0:13
  It's almost like saying, why date me?
• 0:15
  So you're leading with that kind of keen guy that just wants to,
• 0:20
  you know, have that one night stand or maybe that woman when you
• 0:24
  need to start leading with desire.
• 0:27
  Becca: I'm Becca Pountney, wedding business, marketing expert,
• 0:30
  speaker and blogger, and you're listening to the wedding pros
• 0:33
  who are ready to grow podcast.
• 0:36
  I'm here to share with you actionable tips, strategies and real life
• 0:39
  examples to help you take your wedding business to the next level.
• 0:43
  If you are an ambitious wedding business owner that wants to take your passion
• 0:46
  and use it to build a profitable, sustainable business doing what you
• 0:50
  love, then you're in the right place.
• 0:52
  Let's get going with today's episode.
• 0:55
  Today I'm chatting with Kerry Curl.
• 0:57
  I've known Kerry for years having watched her journey as a client of mine when she
• 1:01
  was building her incredibly successful wedding hair and makeup business through
• 1:04
  to now where she inspires and teaches other people and other hair and makeup
• 1:07
  artists how to follow in her success.
• 1:09
  I can't wait for her to share her whole story with all of you today.
• 1:13
  Kerry, welcome to the podcast.
• 1:15
  Kerry: Oh, thank you, Becca, for inviting me.
• 1:18
  Becca: It's such a pleasure, and I'm so excited to have you on because, as
• 1:21
  I said, I've been watching your journey for years, from where you were to where
• 1:24
  you are now, and I know that it's really going to inspire people who are listening.
• 1:28
  So, right, At the beginning, let's go back to the start of your journey.
• 1:32
  So how did you even end up doing wedding hair and makeup in the first place?
• 1:36
  Kerry: Oh my goodness.
• 1:37
  So my previous career to that was sales and marketing.
• 1:40
  So yeah, I mean, it's completely different.
• 1:42
  Actually, a friend of mine pretty much dragged me to a professional beauty show
• 1:47
  and She was like, I think you'd be really good at doing beauty or hair or makeup.
• 1:52
  And I just kind of laughed and thought, no, I'm never going to do that.
• 1:55
  Like that.
• 1:56
  That's, that's not me.
• 1:57
  I'm business, but actually I completely fell in love with makeup.
• 2:00
  So I, enrolled in a couple of courses and when I left school, I did do
• 2:06
  hairdressing for a couple of years.
• 2:07
  So I already had that kind of background and it really did just
• 2:12
  start off with, you know, as a hobby.
• 2:15
  So yeah, it didn't.
• 2:17
  I, now looking back, it was a side hustle from my marketing role and.
• 2:23
  It's a bit like when, you know, when you're on maternity leave and you're
• 2:25
  kind of like, oh, I might take up knitting or something like that.
• 2:29
  It was, it was that vibe.
• 2:31
  I genuinely never saw it being anything other than that at the time.
• 2:36
  Becca: So you had it as a side hustle.
• 2:37
  You decided that you were quite good at it.
• 2:39
  Did you go straight into doing it for weddings or were you doing it for friends?
• 2:42
  Parties?
• 2:43
  What were you doing at the start?
• 2:44
  Kerry: Yeah, I was definitely just putting the feelers out there.
• 2:47
  It was so brand new.
• 2:48
  It felt so raw.
• 2:50
  I'm not going to lie.
• 2:50
  It felt so raw just to try and pitch hair and makeup to clients.
• 2:56
  So I definitely was doing all the proms.
• 2:59
  And advertising on Facebook, all those kind of places at the time, this is a
• 3:03
  long time ago, you go back 12 years, we didn't even have, you know that Becca,
• 3:07
  we didn't even have Instagram, it was Facebook, so it was that kind of vibe,
• 3:11
  and there was the few brides that would come through, and I used to be terrified.
• 3:18
  I was absolutely terrified, but they used to inspire me.
• 3:21
  They used to go, come on, let's do it.
• 3:22
  Like, I think you'd be really good.
• 3:23
  I really like your work.
• 3:24
  And, you know, it sort of went from there really.
• 3:27
  And I just thought, actually, I find that I get better money doing the
• 3:31
  weddings than I do the occasional stuff.
• 3:33
  And I genuinely.
• 3:35
  I fell in love with it really fast.
• 3:36
  Becca: So you fell in love with it, you started getting some clients.
• 3:39
  Was all of this happening whilst working in your other job as well?
• 3:43
  And when did the transition from doing both happen?
• 3:47
  Kerry: Yeah, so I was on maternity leave and that's when I trained to do makeup.
• 3:52
  And then I have to say, Very fast.
• 3:55
  So within, I'm going to say like nine months, I then decided that I no longer
• 3:59
  wanted to be doing the 15 hour travel up and down the country with baby
• 4:04
  in tow and trying to get childcare.
• 4:06
  And very quickly, this little side hustle became a focus where I could
• 4:11
  just see it working around my child.
• 4:13
  It meant that my hubby could stay back at weekends and look after.
• 4:17
  Our new baby.
• 4:18
  And it also meant that I could go out and be an adult again.
• 4:21
  So that was that transition.
• 4:23
  I would say from just the very early stages of having a baby and getting on
• 4:28
  top of the night fees and getting on top of, you know, what comes next in my life,
• 4:33
  because it was a completely new chapter.
• 4:34
  Becca: And was that an easy decision to make, because I know that a lot
• 4:37
  of people struggle with this idea of leaving a secure job to going
• 4:42
  self employed, it feels very scary.
• 4:44
  It feels like a big risk.
• 4:46
  It feels like a big jump.
• 4:47
  So mindset wise, how did you come to that place?
• 4:50
  Kerry: Yeah, that's such a good question.
• 4:52
  It was mindset that took me out of that role.
• 4:55
  I have to say, if I hadn't done that in a work of thinking, right, you
• 5:01
  know, I, I need something different that fits in with the family.
• 5:04
  How can I make this work?
• 5:06
  You know, looking at the money that I was making at the time, how could
• 5:08
  I see this working as an actual career and really plotting it out.
• 5:13
  So I think really.
• 5:15
  My background in sales and marketing was very helpful and very useful to
• 5:18
  me because I very quickly was able to map that out, but I can see how others
• 5:23
  would struggle with that and just think, no, this is not the right time.
• 5:26
  And they will perhaps be stuck like that for some time.
• 5:30
  You know, it wasn't easy.
• 5:31
  It was scary.
• 5:32
  I genuinely felt like a small chicken nugget in the industry, but
• 5:36
  I just thought I'm going to do it.
• 5:38
  Like that's me all over though.
• 5:39
  You know, I'm, I'm very much, I'm going to jump.
• 5:41
  I'm going to do it.
• 5:42
  You know, get my husband to hold my hand.
• 5:45
  Becca: Well, sometimes we have to, I always say to people, it's the chicken
• 5:48
  and egg, because if you wait to get your business big enough until you
• 5:50
  leave your job, you don't have the time to make your business big enough.
• 5:53
  And you just keep going round and round in circles.
• 5:56
  So at some point you do have to take that leap.
• 5:58
  Now you took the leap.
• 5:59
  It obviously paid off.
• 6:00
  You started building your business, which became very successful.
• 6:03
  But one thing I love to talk about is the mistakes people made in the early days,
• 6:07
  because all of us, when we look back and I did a whole podcast episode about my
• 6:11
  own mistakes, when we look back at those early days, we think, why did I do that?
• 6:15
  How was I even functioning successfully when I was doing those things?
• 6:18
  So for you, when you look back at those early days, are there
• 6:21
  anything that stands out mistakes?
• 6:22
  You're making things you think, why Kerry, did I do that?
• 6:25
  Kerry: Oh God, absolutely loads, not just in business, but on the
• 6:28
  creative craft side of things, you know, not not thinking ahead and
• 6:33
  thinking to myself, Oh, that's fine.
• 6:35
  I can just ring up a photographer and they'll want to do a shoot with me.
• 6:38
  It's fine.
• 6:38
  Like, no, I didn't even have a website.
• 6:41
  So why, what, what's in it for them?
• 6:42
  Do you see what I mean?
• 6:43
  So I, I talked about this in one of my masterclasses called dream bride
• 6:47
  attraction secrets, which was how I started to grow that business.
• 6:51
  Yeah.
• 6:51
  Because I'd made so many mistakes and yeah, I did.
• 6:54
  I picked up the phone and I started to call around suppliers.
• 6:58
  That's my background, sales marketing.
• 6:59
  And I thought that's what you did.
• 7:00
  And I actually genuinely thought this is crazy.
• 7:03
  I genuinely thought that that's what you did.
• 7:05
  You just rung people and said like, I want to either work with you or
• 7:08
  can you recommend me how naive?
• 7:11
  Like I had no authority positioning.
• 7:13
  I had no, no website.
• 7:15
  I had nothing to my name, but just, you know, a Facebook account.
• 7:19
  So of course I got a lot of people, you know.
• 7:22
  Pretty much like saying you're wasting my time, go away.
• 7:24
  So it was quite uncomfortable to begin with.
• 7:27
  And then I ended up using a different strategy actually, all together.
• 7:32
  It worked out perfectly and, got me more friends in the industry.
• 7:35
  And eventually I did get that visibility piece.
• 7:39
  Becca: So what was that strategy then?
• 7:40
  Give us your secret sauce what did you do differently?
• 7:42
  That's what people want to know.
• 7:43
  Kerry: Yeah, I'm fine.
• 7:46
  I'm not in that industry anymore, you know, doing it.
• 7:48
  So it's fine to do that now.
• 7:49
  So what I did was I created a network.
• 7:52
  So I know you're very big on there.
• 7:54
  So I, there was, I looked in my area and there was nothing for wedding
• 7:58
  suppliers in the Cambridgeshire area.
• 8:00
  And I was just like, but how do they all meet up?
• 8:03
  Cause Coming from a sales background, marketing background, that's what you did.
• 8:06
  You network.
• 8:08
  And it was just a missing piece in the industry.
• 8:10
  So I decided to create a Facebook community where bi weekly or monthly
• 8:16
  wedding suppliers got to hook up.
• 8:18
  And I kind of just pitched it as, look, you're, you're fantastic.
• 8:21
  We really want to see more of the, higher level or higher
• 8:25
  caliber industry colleagues inside this community come and join us.
• 8:30
  And.
• 8:31
  Luckily, out of, I think it was 20 19 said yes, and they added, and
• 8:37
  I added them as Facebook friends.
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  So all of a sudden it looked like I'd got that great
• 8:42
  connect, do you see what I mean?
• 8:44
  And they joined in, and before I knew it, it was just a great
• 8:48
  community, it's still going.
• 8:49
  I think actually there's well over a hundred in there, and I'm still an admin
• 8:54
  with the lovely Lee Allison Photography.
• 8:56
  So.
• 8:57
  We, so it, you know, years later, that's how I cultivated
• 9:02
  that authority positioning.
• 9:04
  One of the things I did anyway, that worked really well.
• 9:06
  Becca: I absolutely love that.
• 9:07
  And as you know, I'm a big fan of doing that.
• 9:10
  And I think if you're a nobody, as exactly as you said you were, you have
• 9:13
  to make yourself a somebody, and that's a really great way of doing that.
• 9:16
  So you grew your business and you were going out and you were.
• 9:20
  at weddings and you were doing hair and makeup.
• 9:21
  Now what happens particularly for hair and makeup artists, but it
• 9:24
  does happen across the industry, is you reach an income ceiling.
• 9:27
  So you get to a point where actually there's not enough Saturdays and Sundays
• 9:30
  for you to go out and do makeup and hair at all of these different weddings.
• 9:34
  So just tell us what you did, how you overcame that and what came next.
• 9:38
  Kerry: Yes, there's two things I did.
• 9:40
  So the first thing I noticed was that the level of leads was only coming.
• 9:44
  from maybe one or two sources.
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  And actually it was, I was really reliant on the, you know,
• 9:51
  the methods of recommendation.
• 9:53
  And of course that is a hope and praise strategy.
• 9:55
  You know, you can't live on that.
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  And so what I did was I started to look at venue.
• 10:01
  Managers and coordinators and how I could, you know, cultivate those relationships
• 10:04
  so that I could start getting listed with, you know, more venues.
• 10:08
  And so when that started to take off, and I think within two
• 10:11
  years I'd secured seven of them.
• 10:13
  So in the area that was really, really key.
• 10:17
  They were all handpicked luxury weddings, wedding venues.
• 10:21
  And, you know, I, I worked really hard for those.
• 10:24
  The next thing I did was I hired a mentor and I know at the time that, I mean,
• 10:31
  we're going back quite a few years now, maybe two six, 2016 to 17, and it's.
• 10:36
  Still was like an icky sticky feeling in the industry.
• 10:39
  Like, why would you need a mentor?
• 10:41
  Like, do we even need one?
• 10:42
  And I used to see them pop up online.
• 10:44
  I'd be like, no, it's like when I had my branding done.
• 10:48
  No, I don't need that yet.
• 10:50
  But I did do that and I did pay somebody.
• 10:53
  Quite substantial amount of money back then.
• 10:55
  It was about 600 pounds for a couple of hours, sit down session with them.
• 10:59
  See, I did do that.
• 11:01
  Becca: And so they advised you to grow bigger.
• 11:04
  Did they advise, like, what did they advise you to do?
• 11:06
  Kerry: Yeah.
• 11:06
  So this is really key.
• 11:08
  That first mentor, it was not a good partnership and this is really,
• 11:12
  really important and it wasn't that I didn't, you know, I think that
• 11:16
  she was going to be able to help me because I'd seen that she'd got really
• 11:20
  good results with somebody, whole.
• 11:24
  The whole conversation just didn't work.
• 11:26
  She hadn't researched my business.
• 11:28
  I felt that she had a lot to say about my colleagues in the industry.
• 11:33
  It.
• 11:34
  It seems to go on and on and on where it was a general conversation
• 11:37
  and not enough depth to my business and how I could take it forward.
• 11:40
  And this is the biggest piece for me.
• 11:42
  And it absolutely killed me at the time was that she said that
• 11:45
  I would never, your business is okay, but you'll never make money.
• 11:48
  You'll never make good money as a hair and makeup artist in this industry.
• 11:52
  And I walked away crying, Becca.
• 11:54
  I was like, what have I done?
• 11:56
  Like.
• 11:57
  And I remember talking to my industry colleagues and they were all so excited.
• 12:00
  I was the first one that ever had a mentor out of our group.
• 12:03
  And they're like, what was it like?
• 12:04
  What was it like?
• 12:05
  And I said, I wish that I could actually sit here and say, yeah,
• 12:09
  she's 10 X my business in literally two hours, but that did not happen.
• 12:13
  And then the worst thing happened was that I would then on a wedding
• 12:17
  the following day, after having a really bad night's sleep.
• 12:21
  And I'm going to share something really personal and I ended up crashing
• 12:24
  into the mother of the bride's, car because, I got a request, I got
• 12:29
  a notification to say that she'd unfriended me on Facebook as well.
• 12:33
  And the night before she'd asked me for a testimonial and I felt really
• 12:37
  compelled to leave for a really good one, even though it was terrible.
• 12:40
  And so it really shocked me.
• 12:42
  So I had a really big.
• 12:44
  crash after spending that kind of money.
• 12:47
  And I was like, hell, I'm never hiring a mentor ever again.
• 12:50
  Becca: That is hard.
• 12:52
  That is difficult.
• 12:53
  And thank you for sharing that.
• 12:54
  So let's stick with this for a minute then, because this is obviously more
• 12:57
  of a, we've talked about, we were going on the up and the up, and then
• 13:00
  this is, you've hit a bit of a down.
• 13:03
  We know, and I'm sure you now advocate that business mentoring
• 13:07
  can be a really good thing, but it is about finding the right fit.
• 13:10
  So what lessons have you learned from that experience in terms of
• 13:14
  Finding the right people to work with.
• 13:16
  Kerry: Yeah.
• 13:17
  So when I got over the shock of that, I had to quickly have a word
• 13:20
  with myself and say, you know what?
• 13:22
  Not everybody is going to be like this.
• 13:25
  And I've seen other mentors out there.
• 13:27
  So I'd been to a couple of other wedding industry mentor, like
• 13:31
  events, free events and things.
• 13:32
  And I thought I can't let this one person make me believe that mentoring
• 13:38
  can't work for my business because.
• 13:40
  You know, it's, it's proven that if you have a mentor or a coach, that
• 13:44
  you will propel yourself forward.
• 13:45
  And I wasn't going to give up, even though it costs me time and money
• 13:49
  and my self esteem at the time.
• 13:50
  So.
• 13:52
  It taught me that finding the right person, that your person in the
• 13:57
  industry that can just walk shoulder to shoulder with you, they are out there.
• 14:01
  And sometimes we do have to make mistakes in business to find that right person.
• 14:06
  And I'm so glad Becca that I got back on the, on the horse.
• 14:11
  And I, you know, I've had several mentors now and she's a minority.
• 14:17
  Like, when I think now to all the great mentors I've had, I'm actually,
• 14:23
  it makes me become a better mentor when I have people that are not
• 14:28
  delivering and being that kind of cloak in, you know, like emperor's
• 14:31
  cloak feeling, you know, where you get inside and it's not what you thought.
• 14:35
  I'm so now hyper conscious that people don't walk away from any
• 14:38
  of my sessions feeling that way.
• 14:40
  And so I, I go all out for my clients.
• 14:44
  Becca: That's a great way to look at it as well, because we always
• 14:46
  talk about how everything that happens in life happens for a reason.
• 14:49
  And sometimes at the time we don't know what that reason is,
• 14:51
  but we can turn things into good.
• 14:53
  And so your bad experience has made you a better mentor for your clients.
• 14:58
  Now let's go back because I know that you had.
• 15:02
  going out and doing hair and makeup, and then you grew to be more of an agency.
• 15:06
  So talk to me about how that happened, how that came about.
• 15:10
  Kerry: Yeah.
• 15:10
  So what was happening at that point was that I was having, coming through the
• 15:15
  business, I had like seven pipelines.
• 15:17
  So there was a huge amount of venue leads coming through.
• 15:21
  And then of course we were top on Google.
• 15:24
  So I'd invested in a great, professional, website designer who got us the top spot.
• 15:31
  And with all the testimonials and, you know, recommendations from other
• 15:35
  suppliers in the industry, predominantly from that networking group, I have to
• 15:39
  say it was more than I could handle.
• 15:42
  And at the time I actually didn't kind of think too hard about it
• 15:46
  because I'd already had this small gathering of females around me
• 15:51
  that were happy to take work on.
• 15:54
  And happy for me to take a cut.
• 15:57
  And they just turn up with a timesheet.
• 15:59
  And they were like, Please just do more of that.
• 16:01
  Because I can't be bothered with all the behind the scenes stuff.
• 16:03
  And of course, I love all of that.
• 16:05
  So it quickly kind of scaled.
• 16:08
  Into something bigger.
• 16:10
  And I thought, right, okay, now I need a team.
• 16:12
  Right?
• 16:13
  I can't be, there's just this, cuz at the time I was still working
• 16:16
  on weddings, I was still doing like over a hundred weddings
• 16:19
  myself and charging out this team.
• 16:22
  And it would just become a crazy world of entrepreneurship, of not
• 16:26
  sleeping, you know, and being very, very hands-on with all the touch points
• 16:30
  that you have to do, all the social media, all of the emails, invoicing.
• 16:34
  And I just thought, I can't wear all of the hats for any longer
• 16:39
  just, you know, and, and that was the next phase in my business.
• 16:43
  So I decided to hire two VAs.
• 16:46
  Which then grew more.
• 16:47
  I think by the end I had four or five and they were all
• 16:50
  doing moneymaking activities.
• 16:52
  So it was like a hive.
• 16:54
  CMA was like a hive of, you know, female entrepreneurs working really, really hard.
• 16:59
  And I have to say, like, I was super proud of that business, you
• 17:02
  know, and how, and how that went, those ladies were killing it for me.
• 17:06
  They were doing great looks, getting great reviews and, and boosting
• 17:10
  the visibility all the time.
• 17:11
  So.
• 17:13
  Yeah.
• 17:14
  Becca: So all of a sudden you proved that mental wrong that you had the bad
• 17:17
  experience with because you showed, actually I can do this business and I can
• 17:21
  make money from it and I can grow a team.
• 17:24
  But I know that this is something people really worry about.
• 17:27
  So I quite often have conversations with people where I say, yeah, you
• 17:29
  absolutely can grow and you can grow a team and all of those things.
• 17:32
  And they have some objections initially.
• 17:34
  So I'm going to.
• 17:35
  Throw some of those objections at you to see how you handled
• 17:38
  them in your own business.
• 17:39
  So the first thing is people really worry about finding the right freelancers that
• 17:43
  they can trust to work under their brand.
• 17:47
  How did you do that?
• 17:48
  And did you have any problems with that?
• 17:50
  Or did it all, was it all smooth sailing?
• 17:53
  Kerry: That's such a good question.
• 17:54
  I actually, I'm going to be covering this in a signature course coming up
• 17:58
  called six steps to six figures, but I will tell you one of the routes that I
• 18:02
  use, which was so super helpful, which was that I started to educate others.
• 18:08
  So I was bringing in people that were either kind of just starting out or
• 18:13
  maybe semi established in hair or makeup.
• 18:15
  And I was teaching them, I was training them and I was offering courses.
• 18:19
  So I was getting knee deep in.
• 18:22
  They're, you know, the way that they worked and I was able to find out quite
• 18:28
  quickly what their dreams and goals were and how confident they felt they
• 18:33
  were and how well we got on and I, and I nurtured those relationships.
• 18:38
  And then I would quite simply.
• 18:40
  proposition them at the end of the training and be like, right,
• 18:42
  your first wedding's next week.
• 18:44
  How'd you feel?
• 18:46
  Becca: I love that.
• 18:47
  And the great thing about that process as well, as you're teaching them in
• 18:50
  your way, you're teaching them in the way that you want people to work.
• 18:54
  And so then therefore they are the perfect fit for your business.
• 18:57
  The other thing I think people worry about with this idea of growing
• 19:00
  their empire, as I wrote down when I was talking, planning the questions
• 19:03
  about how you grew your empire.
• 19:05
  Is that people worry about the trust thing?
• 19:07
  Because obviously when you go out as your business, Cambridge Makeup Artist, you are
• 19:12
  representing that at the highest level.
• 19:13
  It means everything to you.
• 19:14
  It's your business.
• 19:15
  It's your baby.
• 19:15
  You've created it.
• 19:17
  When other people are going out under that brand, they're never going to have
• 19:20
  the same level of commitment to the brand that you have as the brand owner.
• 19:25
  So how did you overcome that?
• 19:26
  How did you?
• 19:27
  build trust in those people and get them to go out and
• 19:30
  represent you in the right way.
• 19:32
  Kerry: Yeah.
• 19:32
  So first off, it was really a mindset piece of thinking, well,
• 19:36
  hold on, you know, now I'm a team.
• 19:38
  It's not about me anymore.
• 19:40
  And actually I wanted people in the business that were actually
• 19:44
  creatively better than me.
• 19:46
  Or we're really good with people.
• 19:47
  And I never lost sight of the fact that my business was now about people and not me.
• 19:52
  So, you know, even if I'm the visionary, I'm, I'm overseeing.
• 19:56
  So I have to take that approach of, you know, that I, they trust me, I trust them.
• 20:01
  But I think that that respect grew mutually and it is about how you treat
• 20:06
  people and how they feel about you and business and dating are so linked.
• 20:11
  I can't even tell you, not that I dated my, my team or anything like that, but.
• 20:15
  We were friends, you know, we respected each other.
• 20:18
  We, you know, we were very complimentary to each other.
• 20:21
  And I was very careful about the, I mean, in a former life, yes, I was
• 20:25
  a recruitment consultant, right?
• 20:27
  There's no two ways about that.
• 20:28
  So I know what I'm looking for.
• 20:29
  I'm looking for, you know, the pitfalls in people's character.
• 20:32
  Are they getting back to me on text message regularly?
• 20:35
  Are they showing up late to jobs?
• 20:37
  And actually, one of the things I did do was I took quite a few of
• 20:40
  them out as an assistant first, just literally cleaning brushes.
• 20:45
  Or just curling hair and that I knew that that wouldn't impact my job
• 20:49
  because if they didn't turn up, I could just, I could rescue that job.
• 20:53
  It wasn't a big deal.
• 20:54
  So, you know, I was giving, giving, giving and giving them
• 20:59
  like almost like a tailored vision.
• 21:01
  So, you know, if you can come on this many weddings, if we get to
• 21:04
  this point, if you can prove this, this is where your money will be.
• 21:08
  This is where we'll get to.
• 21:10
  And it got to the point where.
• 21:11
  That, that system worked really, really well, and I can categorically
• 21:16
  tell you this, Becca, and I'm probably the only person that I know, I've
• 21:21
  never had an artist let me down, never, through using those systems.
• 21:28
  They all presented perfectly.
• 21:30
  They were all amazing people.
• 21:32
  And maybe I just got lucky or it's maybe the way I was
• 21:35
  cultivating those relationships.
• 21:37
  I don't know.
• 21:38
  You decide.
• 21:39
  Becca: I love that.
• 21:39
  And I think you're right.
• 21:40
  You are, that is a very unusual story to tell, but it shows, I think the
• 21:44
  hard work that you put into educating people, picking the right people.
• 21:48
  And working alongside them and making them want to work for you and want
• 21:51
  to do the best because actually they were getting a good deal out of it.
• 21:54
  And I think for anyone listening and thinking about going down this route, it
• 21:58
  absolutely is possible for you to do that.
• 22:00
  It's possible for you to grow an empire, but you do have to choose the
• 22:03
  right people and really think carefully about how you're going to do that.
• 22:06
  So looking back over all of those years as Cambridge makeup artist doing the hair,
• 22:10
  doing the makeup, having the agency, what were some of the highs and what were some
• 22:13
  of the lows of that season of your life?
• 22:16
  Kerry: Yeah.
• 22:16
  So some of the highs were things like the industry events, wedding industry
• 22:22
  events and awards where you all got, you know, when you're, you're literally
• 22:25
  dancing on the dance floor with your venue team and people around you
• 22:32
  and, you know, doing slut drops with them, you know, that is like, right.
• 22:36
  Okay.
• 22:36
  You know, we get in somewhere now, Kerry
• 22:38
  right.
• 22:39
  So yeah, you've, you've got all of those lovely juicy goodness pieces as well and
• 22:44
  Just being asked, like having the power of choice, do I want to do that wedding?
• 22:48
  Do I not want to do that wedding?
• 22:49
  Do I want to do that shoot?
• 22:50
  Do I not want to do that shoe?
• 22:52
  So that was a gorgeous feeling, you know, upping my, my prices
• 22:55
  and not feeling guilty about that.
• 22:57
  Upping our value and not feeling like we're going to price
• 23:00
  ourselves out of the marketplace.
• 23:02
  Of course, there's many lows.
• 23:04
  Of course there is, you know, and, and one of the biggest mistakes I made was
• 23:09
  marketing my business to everybody.
• 23:11
  And thinking I could do all the looks.
• 23:13
  And actually one of my competitors at the time said, yeah, I, why would you
• 23:17
  not want to do all the work looks like it shows that you've got this vast portfolio.
• 23:21
  And it was the, I put a post up about this recently, which was not all
• 23:26
  advice is good advice in the industry.
• 23:29
  And that is absolutely a thing, right?
• 23:31
  Because I was told that, and I kept doing that.
• 23:35
  And.
• 23:35
  So even before I had this salon, what I'm sitting in today, I would have people come
• 23:39
  to me with all the styles I hated to do.
• 23:42
  And it was firefighting on price on how I did it.
• 23:46
  And I just thought I'm done.
• 23:47
  So I'm glad I hired a mentor.
• 23:49
  I'm glad they showed me how to separate us out from the competition.
• 23:53
  And, you know, being what I would consider market leader for the area
• 23:58
  was a massive, massive high for us.
• 24:00
  Becca: I think one of the things you did really cleverly was
• 24:02
  naming your business in a way that got you to the top of Google.
• 24:06
  So being Cambridge makeup artist, Cambridge makeup artist, that must have.
• 24:09
  been a massive win.
• 24:10
  Was that your idea?
• 24:11
  How did that come about?
• 24:12
  Kerry: That's such a good question.
• 24:14
  And this comes up in our programs quite a lot.
• 24:17
  You know, should I, should I change my name to something geographical?
• 24:20
  Should I keep it myself?
• 24:22
  Now you have to remember I'm very entrepreneurial.
• 24:24
  So when I first started out and I actually had my web designer sit
• 24:28
  down with me, I was still a newbie.
• 24:30
  I would say like 12 to 18 months.
• 24:33
  And you know, I put a sum of money on the table and said, look,
• 24:35
  get me to the number one spot.
• 24:36
  You know, how do I do this?
• 24:38
  And he said, look, talk, think about the vision of your business
• 24:41
  in two to five years time.
• 24:43
  Does this want to be just solopreneur, Kerry curl, or do
• 24:47
  you see this ever getting bigger?
• 24:49
  And I ha I sat there and at that point I said, no, I want this to be a big entity.
• 24:55
  I never wanted it to be just me.
• 24:57
  And he said, well, think about those, you know, the responsibilities
• 25:01
  of having your name on the door.
• 25:02
  It's a little bit like Eastenders, you know, with Barbara Windsor on
• 25:05
  the door, like Peggy Mitchell is like your, all the complaints, everything
• 25:10
  always comes down to you, you know, and you can scale this much bigger if
• 25:15
  you have that geographical dominance.
• 25:17
  So that was a great decision that I took to go to the professionals to
• 25:21
  help me with the website designing.
• 25:22
  But also they gave me that insight and that thought process of
• 25:25
  how big do you want this to go?
• 25:27
  So that's what I did.
• 25:28
  And that's what worked really, really well for us.
• 25:31
  Becca: Yeah, it absolutely did.
• 25:32
  It was genius.
• 25:33
  And I think, yeah, lots of people can learn from that because I
• 25:36
  think it was incredibly successful.
• 25:38
  So let's get up to date then.
• 25:39
  Now, here we are in 2023 and things have changed again.
• 25:44
  So now you're working with hair and makeup artists as a mentor,
• 25:47
  as a coach running programs.
• 25:49
  So what happened in that interim period?
• 25:51
  How did you shift out of being at weddings and being a mentor?
• 25:55
  Kerry: Yeah, let's go there.
• 25:56
  So first off, I want to say before the pandemic even came my way, I was
• 26:01
  already edging out of the business as, you know, doing all of the
• 26:06
  things, all of the weddings, because it was just quite overwhelming.
• 26:09
  And actually, I've been doing that for almost a decade.
• 26:13
  So, you know, I was moving into the significance of the stage of my
• 26:17
  working life with what I was doing.
• 26:19
  And I was actually now going out and Into salons, teaching salons and
• 26:26
  groups of hair stylists, how to do hair up, how to do the wedding stuff.
• 26:31
  And so I was already doing that, like I was positioning myself around the
• 26:36
  community with one of my, like, I want to say like, Co team because, you
• 26:41
  know, Katrina was with me and I would, we would both go out and, and start
• 26:45
  training hair for lots of salons locally.
• 26:48
  And what I found was happening was they didn't want to just
• 26:51
  know the practical skills.
• 26:52
  They wanted to know how to grow their business.
• 26:55
  And I was like, I kept getting asked this and I was like, this has got to be a sign.
• 26:58
  So what I then started to do was bolt on mentoring sessions with the salon
• 27:03
  owner way after the, the training had taken place, like maybe like a
• 27:08
  couple of days later, once they've descaled from everything and I'd
• 27:11
  sit down with them and we'd talk about how they're attracting brides.
• 27:15
  And Suddenly it was really obvious actually, when I was going into some of
• 27:19
  the salons and they'd chosen mentoring as part of their package, that they just
• 27:23
  wanted to get that knowledge on the day.
• 27:25
  They were like, so I do with this, like, is this the best way to do Instagram?
• 27:28
  Is this?
• 27:29
  And I thought they can't wait.
• 27:30
  They want to get to the mentoring fast.
• 27:32
  And I think that that's, that was the biggest, eye opener for me.
• 27:35
  So as soon as the pandemic here, I have to say, I was already at
• 27:39
  that level where I'd, you know, excelled and accelerated through the
• 27:42
  business and, and the profit ladders.
• 27:45
  So the pandemic arrived and myself, my team navigated that
• 27:49
  we ended up, this is very honest.
• 27:51
  We ended up giving back 6, 000 pounds worth of deposits.
• 27:55
  It was, you know, quite uncomfortable.
• 27:56
  We were only open for six weeks out of like something like 12 months,
• 28:01
  not even that, like it was difficult.
• 28:03
  And then, and I had this kind of epiphany, like.
• 28:06
  I need to have a proportion of my business online, even if I stay in
• 28:10
  this agency, because I can't guarantee that we won't get another pandemic.
• 28:15
  I can't guarantee.
• 28:16
  And that impacted everything, not being able to earn.
• 28:20
  So I started to look at how I could transition that way, which is when
• 28:25
  I found The lovely Kelly Mortimer.
• 28:27
  Becca: Yes.
• 28:27
  And I, as you know, I'm a big fan of Kelly.
• 28:29
  Me and Kelly worked together a lot and we run our wedding business retreat a lot.
• 28:33
  And I know you've been working or have worked with her to grow your
• 28:36
  business to where you are now in the online space, which is fabulous.
• 28:39
  And another example of finding the right mentor and a good person that's
• 28:43
  going to push your business forward rather than pull it backwards.
• 28:46
  So now, Kerry, you're working with loads of people in the industry.
• 28:48
  You're working with hair and makeup artists.
• 28:50
  People starting out in their business.
• 28:52
  I'd love you to share some of the pitfalls that you see those people falling into
• 28:56
  all of the time, because I know that will be helpful for people listening.
• 28:59
  Kerry: This is such a good question because I've literally just come
• 29:02
  off a three day virtual treat where I was talking about that.
• 29:05
  So this is fresh in my mind, but what I see happening the most, and this is what
• 29:09
  I feel is very typical in the market is at the moment with hair and makeup artists,
• 29:14
  everything is either natural or luxury.
• 29:17
  Like it's very vanilla and you know, that is the problem.
• 29:22
  And then everybody's copying each other in terms of their copy or their layout
• 29:26
  or how they create their posts or what they do behind the scenes in business.
• 29:30
  And of course, that's an issue because.
• 29:34
  If I'm a bride and I see 10 different profiles, but they're
• 29:37
  not looking that different, it's going to come down to price.
• 29:41
  So that's the, one of the biggest things I taught in that virtual
• 29:44
  retreat was how to start thinking about your account as a lead generator and
• 29:48
  start separating yourself from your competition, how you can do that, and
• 29:53
  start to grow yourself a personal brand rather than a clone of your neighbor.
• 29:58
  So that's the biggest thing.
• 30:00
  Aside from that is actually just.
• 30:03
  Growing slow and not thinking, well, what do I need to do for it?
• 30:07
  People outsource everything in their lives.
• 30:10
  Like you don't go and cut your own hair, right?
• 30:12
  You get someone to cut that for you.
• 30:14
  And actually sometimes that is, you know, couple of hundred quid these days.
• 30:18
  And yet, you know, they, this, the last thing they think
• 30:21
  about is mentoring or courses.
• 30:24
  They think a lot about.
• 30:25
  Their skill set and how they can buy more courses and more products and they
• 30:30
  think that will rescue them What actually does is it just costs them a lot of
• 30:35
  time and money and they're still stuck.
• 30:37
  So you do need to acquire more business skills and You know,
• 30:42
  I've not stopped, doing that.
• 30:44
  I have then since been on my journey with Laurie Joy and other,
• 30:48
  other, coaches out there as well.
• 30:50
  So, you know, I just, you've got to keep learning in business.
• 30:54
  This does not come natural to hair and makeup artists.
• 30:57
  And I totally get that, but.
• 31:00
  You know, this is how we grow.
• 31:02
  We have to know more about business.
• 31:04
  Becca: Yeah, absolutely.
• 31:05
  And it's the same across the industry because it's okay not to
• 31:08
  know, but you just need to work out how you're going to learn.
• 31:10
  So I say all of the time, you know, I can't cut hair.
• 31:14
  I can't do makeup.
• 31:15
  I can't take a good photo, but I do know about business.
• 31:18
  And therefore it's okay that you can cut hair.
• 31:20
  You can take a good photo, but you don't know about business.
• 31:23
  It's just about finding the right people to help you.
• 31:25
  So I totally agree with that.
• 31:27
  Now, one thing I know people struggle with, especially
• 31:29
  when they're starting out.
• 31:29
  And I'd love to to get your perspective on this is how to go
• 31:32
  out there and get their first work without coming across as desperate.
• 31:36
  So one pitfall I see people making is, you know, going out for some
• 31:39
  bargain basement price or giving it away free or going in low cost.
• 31:43
  So have you got any tips for people, either hair and makeup or just across
• 31:46
  the industry about how they go about getting those first clients without
• 31:49
  looking like they're just desperate?
• 31:51
  Kerry: Yeah, it's a mindset piece here, Becca, as well, because,
• 31:55
  you know, like you said, I'm going to give you a really big tip.
• 32:00
  So if you look at your profile, or even your competitor's profile, think as if it
• 32:06
  is a Tinder profile, crazy, but it's true.
• 32:10
  So if you're saying, why book me?
• 32:13
  It's almost like saying, why date me?
• 32:15
  So you're leading with that kind of keen guy that just wants to,
• 32:20
  you know, have that one night stand or maybe that woman when you
• 32:24
  need to start leading with desire.
• 32:26
  So it's thinking about the marketing, around your brand and how you can
• 32:30
  position yourself from a place of how do I get into your world rather
• 32:35
  than how do I push you into my world?
• 32:37
  So it's kind of like.
• 32:39
  More pull marketing than push marketing, I think is the way to say that.
• 32:44
  Becca: Absolutely love that.
• 32:44
  I love the idea of thinking about your profile and your
• 32:47
  website as a dating website.
• 32:48
  I love, I'm loving all of your dating analogies.
• 32:50
  It's been a long time since I did any dating, but I am
• 32:52
  loving the dating analogies.
• 32:54
  It's brilliant.
• 32:55
  Now, Kerry, people listen to this conversation and they'll think, Great.
• 32:59
  Kerry's got it all together.
• 33:00
  She's got the perfect life.
• 33:01
  She's run this successful business.
• 33:03
  She's brought in loads of money.
• 33:05
  That's really great for her, but my life isn't perfect.
• 33:08
  I've got struggles at home.
• 33:08
  I've got stuff going on with my kids.
• 33:10
  I've got a juggling difficult situations.
• 33:14
  I know that your life isn't picture perfect all the time.
• 33:16
  None of our lives are.
• 33:18
  So just share, you know, the reality behind, you know, the picture, perfect
• 33:22
  life and how you have navigated some of those challenges and overcome them and
• 33:26
  still been as successful as you are.
• 33:28
  Kerry: Yeah, that's such a good question.
• 33:29
  And a lot of our community members some of my clients, they don't,
• 33:33
  nobody has a perfect life, right?
• 33:35
  Nobody.
• 33:36
  Okay.
• 33:36
  It's all for show.
• 33:37
  A lot of it is for show.
• 33:39
  So I, you know, I, I will share with the audience.
• 33:42
  So I do, I do have two children with special needs.
• 33:44
  I have two boys, one's got autism, one's got severe ADHD.
• 33:49
  So I've had to navigate system for them, which is a full time job
• 33:53
  in itself, you know, from birth.
• 33:55
  So, you know, if I haven't got a full time job, I can hold a lot.
• 33:59
  I'm not going to lie.
• 34:00
  Like as a person, I can hold a lot.
• 34:02
  I've come from a strong sales and marketing background, but it doesn't mean
• 34:06
  that it's not, you know, hard at times.
• 34:09
  And sometimes you feel like giving up and it's just about picking
• 34:13
  yourself back up again and going.
• 34:15
  It's a blip and actually now I found the more times I just get back up
• 34:20
  that the smaller amount of time I spend worrying about the blips and I
• 34:23
  had a huge blip last December when my son became paralyzed from the chest
• 34:28
  down with an autoimmune disorder.
• 34:30
  So he's, he's still in hospital now.
• 34:33
  So I had to take a couple of months out.
• 34:35
  Okay.
• 34:35
  And that was really tough.
• 34:37
  And, but my clients really appreciated it.
• 34:40
  We kept the community going.
• 34:41
  I still.
• 34:43
  The biggest thing I had at that time as well was, was team.
• 34:46
  I had people that could take over, and I think people still think,
• 34:49
  oh, I can do this all on my own.
• 34:50
  I'm She Ra, like give me my She Ra cape.
• 34:54
  But you can't, you need to have other people helping you.
• 34:57
  And adversity is everywhere.
• 34:59
  And actually, A lot of the clients that come into my working world,
• 35:02
  we don't, they don't come in just because they want to make money.
• 35:05
  A lot of it is like, Oh, I didn't know you had a child with special needs.
• 35:08
  I didn't know that you had this going on, all that going on.
• 35:11
  And wow, that's amazing.
• 35:12
  You're still doing all of this.
• 35:14
  Yeah.
• 35:14
  If I can do it, you know, we talk about this in our power hours, but how you
• 35:18
  can, you know, still run businesses and simplify things, you know?
• 35:23
  And I think that's another thing to mention is.
• 35:26
  If you're struggling now and you're struggling because of time Wouldn't
• 35:30
  it make sense to work out how better to spend your time on your business
• 35:34
  than struggle with your children?
• 35:37
  And try and make this work.
• 35:39
  So we have people in our community that also have children with additional needs
• 35:42
  or have adversities and bereavements and yet they still can Take money and
• 35:49
  take booking some of them when they're in bed with COVID, you know, it's,
• 35:53
  it's about just simplifying everything so that, you know, and that's why
• 35:57
  mentors and coaches can help you.
• 35:59
  It's, you know, yes.
• 36:01
  Okay.
• 36:01
  Money is the, the, the thing that you want, but actually it's how you get
• 36:06
  to that stage, how you get that, how you need to think the decisions you
• 36:11
  need to make that then become that piece at the end that you really,
• 36:14
  really want those dreams and goals.
• 36:16
  Becca: And I think it's really inspiring.
• 36:18
  And thank you for opening up and being so honest with everyone.
• 36:20
  I think it's really inspiring to hear you sharing that there are these
• 36:23
  difficult situations that is life.
• 36:25
  And some of the situations you've been through are things that none of us can
• 36:28
  even understand, but yet here you are still pushing forward, still with a
• 36:32
  smile on your face, still keeping going, still trying to hold it all together.
• 36:36
  And I think that is kudos to you for having that mindset.
• 36:39
  And I know that since the moment I've met you, so much of what
• 36:43
  you've done is to provide for your children, to be there for your kids,
• 36:46
  to love them and be a great mom.
• 36:48
  And actually you can do that whilst also having a really successful business.
• 36:53
  Kerry: Yeah.
• 36:54
  And, and that sometimes that does come at a cost, you know, that you are maybe
• 36:57
  just a little bit more tired at times or, but like you said, it's all for them.
• 37:02
  You know, I'm doing this for, in fact, now I'm at this hot point in my career.
• 37:06
  It's really, really critical to say this is that I am at
• 37:09
  that point of significance.
• 37:10
  I'm no longer like going beam the spotlight on me.
• 37:12
  It's all about me.
• 37:13
  It's not, it's about helping people.
• 37:15
  It's about helping people get a leg up.
• 37:17
  It's about helping my children get better.
• 37:19
  It's about, you know, it's always about giving.
• 37:21
  And I think some of the mistakes I see is people just taking, thinking it's
• 37:26
  okay to just take, jump into that inbox.
• 37:27
  Tell me how you did that.
• 37:28
  It's like.
• 37:29
  Well, you know, it doesn't work that way.
• 37:32
  You have to give first, you have to pay in first to get back.
• 37:36
  And, you know, the clients that are doing really, really well with me now, I found
• 37:39
  that they're paying in a huge amount.
• 37:42
  They're banking a lot of, you know, the actions they're doing out there.
• 37:46
  And that's why they're harvesting now and doing really, really well.
• 37:49
  Becca: Yeah, 100%.
• 37:50
  Having an attitude of service is such an important thing to me in my world.
• 37:55
  And again, it's what I teach too, which is, you know, give
• 37:58
  more than you expect to receive.
• 37:59
  And it will always come back in spades at some point.
• 38:01
  And also knowing your why it's very clear that you know why you're doing
• 38:05
  what you're doing, because you want to make a difference to these people.
• 38:08
  And we learn from those mistakes that we talked about earlier, those bad
• 38:11
  experiences, and you're just like me.
• 38:13
  You want to show people that they can do more and achieve more.
• 38:17
  You don't want them to go into the bad areas of the industry.
• 38:20
  You want to showcase to them that actually it is possible to overcome
• 38:23
  all of these things and do more.
• 38:25
  So you should be incredibly proud of all you've achieved.
• 38:27
  And the journey that I've watched you on Kerry, as you look back, I'd love to
• 38:31
  know if you could speak to, you know, 18 year old Kerry, all those years ago.
• 38:36
  What would you tell her about where she's going to get to today?
• 38:39
  Kerry: Yeah, oh gosh.
• 38:41
  That 18 year old Kerry was poor, broke, broken hearted, still
• 38:45
  living at home by the way, so I'm just going to put that out there.
• 38:48
  Is that, you know, you can do anything you want to do in your life and don't
• 38:54
  let other people Tell you that you can't.
• 38:57
  And this is so true, but the five people that you surround yourself
• 39:01
  with is critical throughout your whole entire life, your whole entire life.
• 39:08
  So if you've got somebody that's telling you, you can't do something or you're
• 39:11
  no good, They need to be cut loose.
• 39:14
  I know that's horrible, but you need to either see less of them, hear less
• 39:17
  of them, because who you hang out with, who you plug into is critical.
• 39:22
  And I didn't have, you know, good conversations with good people at that
• 39:26
  time, but I grew and I really, you know, learned quite quickly that I, you know,
• 39:31
  Those people needed to be moved out of my life to make way for the good So
• 39:36
  yeah, I hope that answers the question and thanks for the compliment becca,
• 39:39
  you know, it's hard work Of course, it's hard work what you do is hard
• 39:42
  work as well but it's so rewarding when you see people doing really really
• 39:47
  well and I just also want to say this.
• 39:50
  I hope this time it's, there's, yes, it looks like, you know, my clients are
• 39:54
  doing really, really well, but we also have just as many lows as we do highs.
• 39:59
  It's not that perfect picture.
• 40:01
  This is female.
• 40:02
  Welcome to the world of entrepreneurship, right?
• 40:05
  You're going to have those peaks and troughs.
• 40:06
  It's kind of like, you know, looking at the marketplace when we have our ups and
• 40:11
  our downs, our peaks and the troughs.
• 40:13
  You're going to go through that and we go through that
• 40:15
  too, but we grow through that.
• 40:17
  And it's, you know, what we do in those lows that propels us forward.
• 40:21
  So nothing is perfect.
• 40:23
  Becca: A hundred percent.
• 40:24
  A hundred percent.
• 40:24
  I totally agree with you.
• 40:25
  Now, Kerry, I always end these interviews with the same question.
• 40:28
  So I'm going to pose that to you now, which is what's one thing you wish
• 40:31
  you'd known sooner in your business?
• 40:33
  Kerry: Yes.
• 40:34
  And that is to get people in sooner.
• 40:38
  I'm not like a jack of all trades.
• 40:40
  And I, I literally, I literally got approached by someone.
• 40:47
  I think it was 2019.
• 40:49
  And she just said, can I help you?
• 40:51
  Can I take anything off your plate?
• 40:54
  And.
• 40:55
  I was a little bit defensive, like, no, I can do this.
• 40:58
  I can handle it.
• 40:58
  Or why do I need any more help in my biz?
• 41:01
  Like I'm used to that.
• 41:02
  And actually I let her in gently.
• 41:04
  And before I knew it, I didn't realize how much of a difference that made to
• 41:09
  you scaling by taking more off your plate and actually saying no to more stuff.
• 41:16
  So when you are in your scaling stage, it's about saying no
• 41:20
  as well to a lot more stuff.
• 41:22
  So yeah, I hope that'll.
• 41:23
  Absolutely.
• 41:24
  Becca: Absolutely.
• 41:25
  It does.
• 41:25
  Outsourcing is huge and it's great to see how that helped you
• 41:29
  scale to the place that you did.
• 41:30
  Kerry, it's been such a pleasure having a conversation with you.
• 41:33
  I could chat to you all day.
• 41:35
  If people want to find out more about you, about your agency, about what you're
• 41:38
  doing, like where do people find you?
• 41:42
  Kerry: Yeah.
• 41:42
  Thank you so much for having me.
• 41:43
  So I'm on Instagram at kerrycurlcoaching or you can find me on kerrycurlcoaching.
• 41:50
  com.
• 41:51
  Becca: Thank you so much for your time.
• 41:53
  It's been a pleasure.
• 41:55
  Thank you.
• 41:58
  I love that conversation with Kerry.
• 42:00
  I hope you enjoyed it too.
• 42:01
  It's always inspiring for me to talk to people that I've known for a number
• 42:05
  of years and watch their businesses grow and evolve to see where they've
• 42:08
  come from and where they are now.
• 42:10
  I hope it's inspiring for you as well.
• 42:12
  I'll see you next time.