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April Business Lessons: Your Circle is Your Bank Account · Your Girl: The High Ticket Sales Podcast | Scale Your Business & Get More Clients

• 0:50
  SPEAKER_00: Hey y'all, welcome to Your Girl, the podcast helping skill coaches and business owners just like you.
• 0:56
  SPEAKER_00: And my name is Bernie.
• 0:58
  SPEAKER_00: I'm the founder of Your Girl Media, and I don't have my notes of what I usually say in the beginning of an episode because I'm recording today's episode in a park.
• 1:07
  SPEAKER_00: Um, my client Alyssa is probably geeking out right now because she loves to record in the park.
• 1:12
  SPEAKER_00: Yeah, I'm a podcast producer for coaches.
• 1:15
  SPEAKER_00: I also help scale coaches through matching them with sales teams, and I have a community called Cocktails and Clothes, enough of the niceties.
• 1:23
  SPEAKER_00: Yeah, guys, it's April's uh monthly business lessons, which is definitely my favorite episode that I do once a month.
• 1:29
  SPEAKER_00: I feel like it's a good reflection, and I usually do it with a friend, but today we're doing a solo episode because I feel like I haven't done a solo episode in a while.
• 1:36
  SPEAKER_00: Before we get into the business lessons, I'm in a park right now in Lisbon.
• 1:39
  SPEAKER_00: It's literally so beautiful.
• 1:41
  SPEAKER_00: There's actually peacocks walking around in this park.
• 1:43
  SPEAKER_00: And um, I just got back from the gym.
• 1:46
  SPEAKER_00: I went to this gym class, it was a hit boot camp gym class, it was so good, but I will say it was the loudest gym class I've ever been to.
• 1:52
  SPEAKER_00: Like it was so fucking loud in there.
• 1:57
  SPEAKER_00: Like the speaker is like the floor was shaking.
• 2:00
  SPEAKER_00: Like I felt like I was at Coachella and you stuck me right next to the speaker, and I was like, guys, this is this is not necessary.
• 2:06
  SPEAKER_00: Like, in the end, it's a gym class, right?
• 2:09
  SPEAKER_00: Like, we do not need the gym this loud.
• 2:11
  SPEAKER_00: So, anyways, I'm feeling good and let's get into our business lessons of April.
• 2:18
  SPEAKER_00: So, April, I took two weeks off to go to France.
• 2:22
  SPEAKER_00: I went to Paris and then I went to the south of France with a couple of my clients and my friends, and we honestly just had like a mastermind.
• 2:31
  SPEAKER_00: Like, we all just had a mastermind in South of France, like drinking wine, shopping in markets, and then just like waking up and and talking about our businesses over espresso over wine.
• 2:42
  SPEAKER_00: It was just like a beautiful experience to have with my clients and my friends.
• 2:46
  SPEAKER_00: I just like was such an incredible reminder that like my business attracts the best people.
• 2:53
  SPEAKER_00: Like, I have the best freaking clients like that I get to go to France with and cut up with and have so much fun and get drunk of wine and also mastermind and build our businesses together.
• 3:05
  SPEAKER_00: Like, I I really really really recommend maybe that's my first lesson to you guys.
• 3:09
  SPEAKER_00: I recommend it doesn't have to be your clients.
• 3:11
  SPEAKER_00: If you want the relationship with them, that's fine.
• 3:12
  SPEAKER_00: That's I have a very unique relationship with my clients.
• 3:14
  SPEAKER_00: I don't think that's really normal, but that's how I run my business is that I like to yeah, I'm friends with my clients, and I want my business to be fun.
• 3:22
  SPEAKER_00: That's a big value of mine.
• 3:24
  SPEAKER_00: But if that's not a value of yours, that is totally fine.
• 3:26
  SPEAKER_00: You don't need to do this with your clients, but I think what you do need to do is think of who are your business besties and how can you all go do a mastermind together.
• 3:36
  SPEAKER_00: And it doesn't have to be in the south of France.
• 3:39
  SPEAKER_00: Can you all go and rent like an Airbnb or a cabin for the weekend?
• 3:42
  SPEAKER_00: I just feel like it's really, really, really good for you to just yeah, take the business talk outside, go spend a weekend with your business besties and just connect and bond.
• 3:53
  SPEAKER_00: I feel like all the ideas flow more when you're relaxed and when you're having fun.
• 3:58
  SPEAKER_00: So that was like, I would think that's my first business lesson for y'all is like get your business bestie together and go get an Airbnb somewhere.
• 4:04
  SPEAKER_00: It doesn't have to be so dramatic like France.
• 4:06
  SPEAKER_00: Like, just do it.
• 4:07
  SPEAKER_00: Like you will, you will not regret it.
• 4:10
  SPEAKER_00: Okay, so that's my first business lesson.
• 4:11
  SPEAKER_00: I feel like this is a lesson that I've talked about before, but my client Erica and friend who I went to France with was talking about this, and she was like, There's two different kinds of people.
• 4:20
  SPEAKER_00: You either pay me to do something or think something.
• 4:23
  SPEAKER_00: And she gave a really good example about like there's the people who work at the wedding, and then there's the wedding planner.
• 4:29
  SPEAKER_00: And it's like the wedding planner obviously gets paid way more than the person who's serving drinks at the wedding.
• 4:34
  SPEAKER_00: Both are very important, but one is literally being paid for her mind.
• 4:39
  SPEAKER_00: And I feel like if you are a coach and you're listening to this, or you are a consultant, a strategist, yeah, it's a different, it's a different payment.
• 4:49
  SPEAKER_00: It's a different payment.
• 4:50
  SPEAKER_00: Like, um, again, I'm a podcast producer, and listen, there's so many podcast editors out there, and most of them are great.
• 4:56
  SPEAKER_00: But the reason people pay me isn't because I'm just editing their podcasts, I'm not just doing their work, I'm a strategist.
• 5:02
  SPEAKER_00: I am making sure their podcast makes them fucking money in their business.
• 5:06
  SPEAKER_00: I'm looking at the overall picture and they're paying me for my brain.
• 5:09
  SPEAKER_00: And that price comes at a different price than hiring someone on Upwork just to edit a 30-minute episode, you know?
• 5:13
  SPEAKER_00: So kind of decide like, are you the doer or are you the strategist?
• 5:17
  SPEAKER_00: And then price accordingly, because your brain and your ideas and your consulting needs to be charged because that you can't just get that any run of the mill.
• 5:27
  SPEAKER_00: That's what actually moves people in their business is the strategy, not just the doers.
• 5:31
  SPEAKER_00: So think about like if you were a strategist, are you being are you charging like you're a doer?
• 5:36
  SPEAKER_00: Or you know, some just something to think about.
• 5:38
  SPEAKER_00: My friend Erica always says that because she works in corporate, and sometimes they'll ask her for a strategy, and she's like, No, you're paying me to do.
• 5:46
  SPEAKER_00: If you want me to pay to think, then you can pay me a higher salary, and that's kind of where she comes from with that.
• 5:51
  SPEAKER_00: I was like, oh, that's true, so so true.
• 5:53
  SPEAKER_00: So I would say that's number lesson number two.
• 5:56
  SPEAKER_00: Okay, this next one is oh my god, there's a peacock.
• 5:59
  SPEAKER_00: Oh my god, there's a peacock, he's literally walking next to us.
• 6:03
  SPEAKER_00: Oh my gosh.
• 6:05
  SPEAKER_00: Wow.
• 6:06
  SPEAKER_00: I don't know why Portugal has peacocks.
• 6:08
  SPEAKER_00: I would have never thought about that.
• 6:09
  SPEAKER_00: I need to look into that.
• 6:10
  SPEAKER_00: Anyways, the next one is don't beg people to come to your party.
• 6:13
  SPEAKER_00: Yeah.
• 6:14
  SPEAKER_00: I feel like sometimes we all do this.
• 6:15
  SPEAKER_00: We get in these like little scarcity sales mindsets where we're like cult DMing people or being icky, and we're like, oh, you just really, really, really need to try my offer.
• 6:23
  SPEAKER_00: Or like you, that's when you start to price too low.
• 6:25
  SPEAKER_00: And you just start to beg.
• 6:26
  SPEAKER_00: And people can pick that up.
• 6:28
  SPEAKER_00: People can pick that up.
• 6:29
  SPEAKER_00: I'm sure you've gotten icky DMs before.
• 6:31
  SPEAKER_00: Maybe you sent an icky DM or you price too low, and you're just like, Oh, really?
• 6:35
  SPEAKER_00: I promise you, just please work with me.
• 6:37
  SPEAKER_00: Like, no one wants to work with that.
• 6:38
  SPEAKER_00: So, um, I had my client Maddie on a few, oh my gosh, probably 10 episodes ago, and she is really successful, and everything she does, she's so successful.
• 6:47
  SPEAKER_00: She everything she touches is gold.
• 6:49
  SPEAKER_00: She said her number one marketing strategy is FOMO.
• 6:52
  SPEAKER_00: It's fucking FOMO.
• 6:54
  SPEAKER_00: And it's true.
• 6:54
  SPEAKER_00: So don't beg people to come to your party.
• 6:56
  SPEAKER_00: Give them fucking FOMO to where they're begging to come to you.
• 6:59
  SPEAKER_00: It's a it's an actual mindset shift.
• 7:00
  SPEAKER_00: I had this mindset shift back in October.
• 7:02
  SPEAKER_00: I got in this like really, really weird, like salesy, icky vibe.
• 7:06
  SPEAKER_00: I just got like, yeah, yeah.
• 7:09
  SPEAKER_00: And I was like, oh man, I was, I'm really embarrassed about some of the texts I sent out.
• 7:13
  SPEAKER_00: Because I was, I don't know, just because sometimes we get in this little cycle.
• 7:15
  SPEAKER_00: And then one day I just had a big aha moment.
• 7:19
  SPEAKER_00: And I was like, no, this is not how I operate.
• 7:21
  SPEAKER_00: This is never how I've operated in my business.
• 7:22
  SPEAKER_00: I've always been the girl that gives VOMO and people, I've always been the girl that attracts and never pitches.
• 7:27
  SPEAKER_00: I literally do not pitch because it's just for me, pitching is um begging energy.
• 7:33
  SPEAKER_00: Cold DMing, it's begging energy, and I just won't participate.
• 7:37
  SPEAKER_00: And so I had a mindset switch back in like October, November, and I told my fucking friend Claire, and if you're listening to this Claire, you remember, I was like, I'm not doing this.
• 7:44
  SPEAKER_00: I'm not doing this.
• 7:45
  SPEAKER_00: I'm gonna have people come to me and they will come.
• 7:47
  SPEAKER_00: And ever since then, everything shifted in my business.
• 7:52
  SPEAKER_00: I'm getting about a hundred new followers on my Instagram every month, and bitch, I don't post.
• 7:58
  SPEAKER_00: I don't post anything, I'm just attracting.
• 8:02
  SPEAKER_00: I feel like, um, yeah, my energy, like my services, whatever the fuck, fill in the blank.
• 8:08
  SPEAKER_00: I'm attracting.
• 8:09
  SPEAKER_00: People want to work with me, they want to be my community.
• 8:11
  SPEAKER_00: I'm not doing much to get them in.
• 8:14
  SPEAKER_00: Like, because I'm creating FOMO.
• 8:16
  SPEAKER_00: I'm creating a a party that feels welcoming and and full of energy, and other people are having a good time and talking about it, and then they're like, Wait, what the fuck?
• 8:24
  SPEAKER_00: I want to be in.
• 8:25
  SPEAKER_00: Literally, um, one of our new members, Tiffany, she posted on Threads, she said, Why didn't anyone tell me that all the baddies on Threads are in cocktails and clothes?
• 8:32
  SPEAKER_00: That's my community.
• 8:33
  SPEAKER_00: She was like, Why wasn't I invited?
• 8:35
  SPEAKER_00: And then other people were commenting, like, wait, I want to be in there, and that's just all you need.
• 8:40
  SPEAKER_00: You just need to get people to be so enthralled, so obsessed with you and your services that they're talking about you, and then it starts to create FOMO.
• 8:49
  SPEAKER_00: So if you're kind of like in that like icky, pitchy, cold DMing, I would say pause, take a break, reset, go on a business bestie weekend with your friends, fucking reset, remember who the fuck you are.
• 9:04
  SPEAKER_00: Remember who the fuck you are, remember what the fuck you offer and create FOMO.
• 9:09
  SPEAKER_00: Be a fucking vibe.
• 9:10
  SPEAKER_00: Because I know if you're listening to this, you're a vibe.
• 9:12
  SPEAKER_00: And I feel like sometimes we just forget our power and our energy, and we just get off track, and then people, yeah, it starts to just spiral.
• 9:19
  SPEAKER_00: So if um if you want people begging to work with you, it c I I deeply believe it.
• 9:25
  SPEAKER_00: It starts with your energy.
• 9:26
  SPEAKER_00: I deeply believe that.
• 9:27
  SPEAKER_00: And then once you make that shift, people come to you.
• 9:30
  SPEAKER_00: So don't beg people to come to your party.
• 9:32
  SPEAKER_00: That's why I don't believe in pitching.
• 9:34
  SPEAKER_00: I don't believe in cold DMing.
• 9:35
  SPEAKER_00: It's just that's begging energy.
• 9:37
  SPEAKER_00: And I just don't think you might get some stuff from it for sure.
• 9:41
  SPEAKER_00: Um, but that's just not how I operate.
• 9:43
  SPEAKER_00: And I think things come to me better when I'm just having a fucking good time and trusting, and people start talking about me, and then it just keeps going like that.
• 9:50
  SPEAKER_00: Oh, this is another one from Erica, my client.
• 9:53
  SPEAKER_00: If y'all aren't listening to Erica, she has a podcast that we do called Boss Babe Reset, and it's essentially helping women get out of the nine to five and into entrepreneurship.
• 10:00
  SPEAKER_00: It's so good.
• 10:01
  SPEAKER_00: And she's just like again, her mind is amazing.
• 10:05
  SPEAKER_00: So she said, get people in the habit of paying you.
• 10:08
  SPEAKER_00: Get people in the habit of paying you.
• 10:10
  SPEAKER_00: So in my community, I've been doing free trials, and I don't think that's actually been that successful.
• 10:16
  SPEAKER_00: I've noticed the more aligned women coming into the community are the ones that pay first and not the ones that do the free trial.
• 10:24
  SPEAKER_00: Because I'm noticing the people that do the free trial in the community come in, grab what they need, and leave, and they don't participate.
• 10:31
  SPEAKER_00: And they even some have even stolen ideas from my community, and I was like, oh shit.
• 10:36
  SPEAKER_00: Wait, I actually do need a little payment on this because people are coming in and stealing what's happening in there.
• 10:41
  SPEAKER_00: So I was like, oh, okay, so I right now I'm still offering a seven-day free trial, but I think I'm gonna stop.
• 10:46
  SPEAKER_00: I think I'm gonna stop because the whole point of Erica saying that is like get people in the habit of paying you.
• 10:50
  SPEAKER_00: My friend Lara, my client Lara, she has like a I think she has like a seven dollar lead magnet.
• 10:55
  SPEAKER_00: It's only seven dollars, but the point is she's getting people in the habit of paying her, and from the seven dollar lead magnet, they go into her community, and in their community they trust her even more, and now they're buying her high-ticket service, which is her one-on-one coaching.
• 11:06
  SPEAKER_00: Versus right now, I've been offering a free trial in my community, and I feel like it's attracting like the grifters, the people who like just want things for free and like want to take and expect really good things to happen from free things.
• 11:19
  SPEAKER_00: Um, and it doesn't get them in the habit of paying me because once the paywall is done, they're trying to like cheapen the price, they're trying to like see what else they can milk.
• 11:27
  SPEAKER_00: And I'm like, oh, this is not even close to the energy of the women inside here who end up paying their the fucking shit.
• 11:34
  SPEAKER_00: And I don't even, yeah, I just like it's just it's just a new thing I'm learning that like get people in the habit of paying for your services, for your offers, even if it's just a five-dollar lead magnet.
• 11:43
  SPEAKER_00: So I'm I'm gonna, I haven't figured it out yet, but I probably will end up making the free trial like, I don't know, like get your free trials like$11 for seven days, something like that.
• 11:52
  SPEAKER_00: Because I still want people to experience the community at a low cost so they can see if it's the right room for them.
• 11:57
  SPEAKER_00: It probably is, and then they can upgrade.
• 12:00
  SPEAKER_00: So that was a really good lesson.
• 12:01
  SPEAKER_00: Another one from Erica and Laura that said, get people in the habit of paying you.
• 12:05
  SPEAKER_00: Wow, sorry, there's the peacock is in front of me, and it's he's so beautiful.
• 12:09
  SPEAKER_00: Wow.
• 12:11
  SPEAKER_00: Baba, talk about attraction.
• 12:13
  SPEAKER_00: What a beautiful bird! What a gorgeous bird.
• 12:15
  SPEAKER_00: Everyone loves a peacock.
• 12:16
  SPEAKER_00: It's because he stands in his own energy.
• 12:18
  SPEAKER_00: Kind of how we're talking about with the other lesson.
• 12:20
  SPEAKER_00: He's wow, he's amazing.
• 12:22
  SPEAKER_00: Wow.
• 12:22
  SPEAKER_00: I'm so blessed.
• 12:23
  SPEAKER_00: I'm literally in a park in Lisbon with my business.
• 12:27
  SPEAKER_00: And I'm gonna I'm literally chilling in a park, and there's a peacock right in front of me.
• 12:32
  SPEAKER_00: Like, oh my god.
• 12:33
  SPEAKER_00: Sometimes I forget how amazing my life is.
• 12:35
  SPEAKER_00: Like I've been traveling for four years now.
• 12:38
  SPEAKER_00: I've traveled the world with my business, and like I never forget how amazing it is.
• 12:44
  SPEAKER_00: Because I used to, I I if you don't know, I used to um yeah, I used to work in restaurants.
• 12:49
  SPEAKER_00: I used to like work really hard working in restaurants, like really four four star, Michelin star restaurants, super intense.
• 12:57
  SPEAKER_00: So shoveling dishes in the dish pit, like, you know, being a server, touching dirty dishes.
• 13:02
  SPEAKER_00: Um and only making about like 5k a month, you know?
• 13:09
  SPEAKER_00: And I'm like, now look at I I mean I've created this life where I can travel the world, and not just travel the world, like I've created this life where like my business is uncapped potential and income.
• 13:18
  SPEAKER_00: And I I've I'm just like wow, sometimes I just forget to take it in.
• 13:24
  SPEAKER_00: Wow.
• 13:25
  SPEAKER_00: Okay, that wasn't supposed to be a lesson, but it is.
• 13:27
  SPEAKER_00: Okay, the next lesson.
• 13:28
  SPEAKER_00: Okay, and I mean at this point, we this this podcast should just be called the Erica podcast.
• 13:32
  SPEAKER_00: Like, I'm just taking all of her shit.
• 13:35
  SPEAKER_00: Okay, my client Erica, the one I went to France with, the one who has her podcast, Bosway Brisa.
• 13:40
  SPEAKER_00: I know she listens to the this podcast at the gym.
• 13:42
  SPEAKER_00: Hey Erica.
• 13:43
  SPEAKER_00: I kind of want to spill the tea on her threads formula.
• 13:46
  SPEAKER_00: She has a knack of going viral on threads.
• 13:49
  SPEAKER_00: She figured out the formula, and I can't remember everything she said, and I won't spill everything she said because I think you should have access to her.
• 13:56
  SPEAKER_00: If you want to go viral, you should talk to her.
• 13:58
  SPEAKER_00: But the one thing she said is the thing the thing about going viral on threads is get people to talk about themselves.
• 14:05
  SPEAKER_00: So I actually recently went viral on threads, my version of viral, because I said, hey, serious question.
• 14:10
  SPEAKER_00: It's 2026.
• 14:12
  SPEAKER_00: Why doesn't Europe have AC?
• 14:14
  SPEAKER_00: Okay, controversial, I guess.
• 14:16
  SPEAKER_00: I didn't know it was such a controversial thread, first of all.
• 14:18
  SPEAKER_00: Holy shit, chill out, guys.
• 14:20
  SPEAKER_00: Um uh I woke up the next day, had 536 comments.
• 14:24
  SPEAKER_00: And in less than 24 hours.
• 14:26
  SPEAKER_00: I got people to talk about themselves, their extreme opinions about how Europe is fine without AC.
• 14:32
  SPEAKER_00: And so I'm like, okay, guys, okay.
• 14:34
  SPEAKER_00: So I I I mimicked what she was saying about threads.
• 14:37
  SPEAKER_00: Um, is that you just gotta get people talking about themselves and to call out your ICA, which is your ideal client, and then ask them a question.
• 14:46
  SPEAKER_00: And so she goes viral all the fucking time on threads.
• 14:49
  SPEAKER_00: Like literally, she she logs in, posts, goes viral, gets overwhelmed, and then cancels the app again.
• 14:54
  SPEAKER_00: Like I just logged in today and she went viral again, and I was like, oh I know she's deleting the app like as we speak.
• 15:00
  SPEAKER_00: Because then she's gonna download it again this week and then go viral again.
• 15:04
  SPEAKER_00: Like she's so good at it.
• 15:05
  SPEAKER_00: If you if you want Erica to do your threads, I don't even know if she offers this as a service, but she should.
• 15:10
  SPEAKER_00: Um I'll put her I'll put I'll put her podcast and everything in the show notes for you to connect with her.
• 15:15
  SPEAKER_00: But also, if you're not on threads, what the fuck are you doing?
• 15:19
  SPEAKER_00: In the most respectful way.
• 15:21
  SPEAKER_00: What are you fucking doing, not being on there?
• 15:24
  SPEAKER_00: Are you on Twitter like a loser?
• 15:26
  SPEAKER_00: Like threads is literally where all the cool kids are, and people are getting that's where I get all my clients.
• 15:31
  SPEAKER_00: I would say like 60, maybe 70% of the members in my community are from threads, and they're all fucking cool and awesome and smart and driven.
• 15:38
  SPEAKER_00: And I just feel like all the cool people in the business are on threads, and it's very collaborative, and people are hiring on there.
• 15:45
  SPEAKER_00: So get your ass on threads.
• 15:46
  SPEAKER_00: You remember her threads formula essentially get people to ask, ask a question and get people to talk about themselves and call out your ICA.
• 15:54
  SPEAKER_00: So that's another lesson again from Erica.
• 15:56
  SPEAKER_00: Mmm, this next one's from my friend Devri, who was also on the France trip.
• 16:00
  SPEAKER_00: She is the AI girl.
• 16:03
  SPEAKER_00: She has a business called internal automations, and we were just kind of talking about something.
• 16:08
  SPEAKER_00: Something.
• 16:09
  SPEAKER_00: And she said, a company can die, but a brand can't.
• 16:13
  SPEAKER_00: And I was like, ooh, oh, yeah, because we were talking about branding.
• 16:16
  SPEAKER_00: She's really, really working on branding.
• 16:18
  SPEAKER_00: Um, not just for like her personal brand.
• 16:20
  SPEAKER_00: And she was like, a company can die, but a brand can't.
• 16:25
  SPEAKER_00: And that's so true.
• 16:27
  SPEAKER_00: That's so true.
• 16:29
  SPEAKER_00: Like in the end, people will remember your name, not your company.
• 16:32
  SPEAKER_00: And you can make a million different companies that people will always remember your name if you have a good brand.
• 16:36
  SPEAKER_00: I was like, damn.
• 16:37
  SPEAKER_00: Yeah.
• 16:38
  SPEAKER_00: Another reason to work on your branding, make sure people know your name, invest, invest in a invest in your brand.
• 16:45
  SPEAKER_00: Invest in your that I last year I spent maybe 10 grand on my brand.
• 16:50
  SPEAKER_00: I hired my friend Andrea from Marva Studios to do my branding, and she fucking killed it.
• 16:54
  SPEAKER_00: And I think it's a big reason of why I'm attracting is because of my brand.
• 17:00
  SPEAKER_00: I also invested in a photo shoot in New York.
• 17:02
  SPEAKER_00: Um, the photographer was amazing.
• 17:05
  SPEAKER_00: And I I love those photos.
• 17:07
  SPEAKER_00: Like I feel like it defined my brand.
• 17:09
  SPEAKER_00: She fucking killed it.
• 17:10
  SPEAKER_00: Um, I'm invested in messaging with um unicorn messaging with Lucy, my right-hand woman.
• 17:16
  SPEAKER_00: I invested in my messaging.
• 17:18
  SPEAKER_00: I've invested a lot in my branding because in the end, yeah, your company can die, but your brand won't.
• 17:24
  SPEAKER_00: And even if you think you don't have a brand right now, you do.
• 17:26
  SPEAKER_00: It might not be as magnetic as it could be, but like you do.
• 17:29
  SPEAKER_00: So I feel like it's, I think it's the number one thing you should invest in.
• 17:33
  SPEAKER_00: I don't think you have to do it when you start your business.
• 17:35
  SPEAKER_00: I think it's if when you want to scale.
• 17:37
  SPEAKER_00: You know, I didn't really have a brand my first three years.
• 17:39
  SPEAKER_00: I wasn't even on the internet and I was making money.
• 17:42
  SPEAKER_00: But when I wanted to scale, and I want to hit the numbers I want to hit, you you have to you have to invest in your brand.
• 17:48
  SPEAKER_00: You have to invest in your brand.
• 17:49
  SPEAKER_00: And I know a lot of good branding people.
• 17:51
  SPEAKER_00: Um, but I would say Andrea is my number one choice from Marvaise Studios.
• 17:55
  SPEAKER_00: I'll leave her stuff in the show notes.
• 17:56
  SPEAKER_00: She's a really good listener.
• 17:58
  SPEAKER_00: Like, she really listens and can figure out what you're actually what's actually in your head and she can actually create it.
• 18:03
  SPEAKER_00: And branding doesn't stop there.
• 18:04
  SPEAKER_00: Like, even having a podcast, this is such an incredible example of having a brand.
• 18:08
  SPEAKER_00: People get to know you deeply in such an intimate way, and they become friends with you in a parasocial way.
• 18:14
  SPEAKER_00: Podcasting is such a major part of having a brand.
• 18:17
  SPEAKER_00: So, long story short, as Every said, a company can die, but your brand won't.
• 18:21
  SPEAKER_00: Ooh, okay, so I'm in um my business coach is Michelle, and we were on our like monthly recap call with everyone.
• 18:29
  SPEAKER_00: Everyone kind of same theme with April, like it wasn't like our biggest sales month, but it was a big clarity month.
• 18:34
  SPEAKER_00: And I I feel like I don't know, maybe it's just being on threads or being on the internet too much, but like I feel like every month needs to feel like this monumental, like big sales month, or maybe your friend is killing it and you're having a lower month or whatever, you know.
• 18:49
  SPEAKER_00: And um, I'm trying to say this out loud to even myself, but not every month needs to be this monumental thing.
• 18:56
  SPEAKER_00: You don't always need to be on, you don't always need to be in a sales cycle, you know.
• 19:00
  SPEAKER_00: And yeah, this month I decided to take two weeks off and relax, y'all.
• 19:05
  SPEAKER_00: Like, literally relax.
• 19:06
  SPEAKER_00: My hair is down.
• 19:08
  SPEAKER_00: I'm wearing beautiful dresses.
• 19:10
  SPEAKER_00: My only concern was what cheese do I buy at the market.
• 19:13
  SPEAKER_00: Like, no, I actually had a well actually this is a cool fact.
• 19:16
  SPEAKER_00: My this is my lowest month of the year, okay?
• 19:18
  SPEAKER_00: That I made an income, but it this month was the highest of last year's.
• 19:25
  SPEAKER_00: So my lowest income month of the year is my highest income month of last year.
• 19:29
  SPEAKER_00: Like, hold the fuck up.
• 19:30
  SPEAKER_00: What a fucking win.
• 19:31
  SPEAKER_00: That means I'm I'm I'm moving in ways that I didn't think I was.
• 19:35
  SPEAKER_00: If my lowest month is actually my highest month of last year, and that was I spent two weeks in France.
• 19:41
  SPEAKER_00: And yeah, we didn't have like have a big sales month.
• 19:43
  SPEAKER_00: And actually, everyone on that call on Michelle's um coaching community didn't really have a big sales month, but I think a lot of people had clarity, and that's just as important.
• 19:54
  SPEAKER_00: Having clarity, having a pathway, and not just selling to sell.
• 19:59
  SPEAKER_00: Um, I don't know, it's just like if you didn't have like a massive month this month, or even or maybe it's even been not a great quarter for you, like it's okay.
• 20:09
  SPEAKER_00: Like, let's take the pressure off.
• 20:10
  SPEAKER_00: Let's take the pressure off of like always feeling like we need to be on and always selling, and like I mean, I'm in a sales cycle right now, so if you go my stories, I'm actually selling a lot.
• 20:21
  SPEAKER_00: But uh April, no, no.
• 20:23
  SPEAKER_00: I was actually a pretty low month, and that's okay.
• 20:27
  SPEAKER_00: Not every month needs to be insane.
• 20:29
  SPEAKER_00: I think the clarity that I got in my business from this month was that like I wanted to reconnect with myself outside of my business.
• 20:39
  SPEAKER_00: I feel like for the past four years, my business has has taken over my life and over as my passions.
• 20:46
  SPEAKER_00: I've actually really let go of my other passions to yeah, to build this business.
• 20:51
  SPEAKER_00: And I think that's normal.
• 20:52
  SPEAKER_00: Like when you're building the business, like you leave it's like a child, like you have to like raise it and like give a life to it and take care of it and feed it, and it's actually fucking exhausting.
• 21:01
  SPEAKER_00: That's why if you're a mom listening to this, I'm like, holy shit, like, how do you build a business and have children?
• 21:10
  SPEAKER_00: Like, y'all are superstars.
• 21:12
  SPEAKER_00: Anywho, I feel like I I past four years I really had to dedicate all my energy and personality to building this business, and now it's grooving and thriving, and now I can start to think of like, wait, who was Murray, me, outside of my business?
• 21:27
  SPEAKER_00: And I was kind of drilling about that today, and some of the passions have died.
• 21:31
  SPEAKER_00: It's a bit sad.
• 21:33
  SPEAKER_00: Um, but I I hope to make room for more passions, you know, outside of my business.
• 21:37
  SPEAKER_00: Um, that's kind of what I got from my two weeks in France.
• 21:40
  SPEAKER_00: Like, I didn't want to work in my business at all.
• 21:42
  SPEAKER_00: I just wanted to remember, like, who was I outside my business?
• 21:46
  SPEAKER_00: And I'm still kind of figuring out.
• 21:48
  SPEAKER_00: That's probably what would be my next like little journey, personal journey, is like, yeah, because I really miss having other passions.
• 21:56
  SPEAKER_00: Yeah, I used to be really artsy.
• 21:58
  SPEAKER_00: Um, and that's kind of gone not as much, but that's okay.
• 22:02
  SPEAKER_00: I had to do what I had to do to build my business, and you have to do what you have to do to build your business, and then we can finally like let the gas pedal off.
• 22:09
  SPEAKER_00: So that's something, yeah.
• 22:12
  SPEAKER_00: I got to realize this month when I was in France and in Paris.
• 22:15
  SPEAKER_00: I was like, oh my god, how much I miss art.
• 22:18
  SPEAKER_00: Like, I miss art.
• 22:19
  SPEAKER_00: I think when I was in Paris, that's when I was like, fuck.
• 22:22
  SPEAKER_00: I miss art.
• 22:23
  SPEAKER_00: And Paris is just full of life and art, and it's just literally the most beautiful city ever.
• 22:28
  SPEAKER_00: I think Paris kind of drew that out of me that like, oh, wow, wow, wow.
• 22:31
  SPEAKER_00: I would like to maybe move to Paris a few years from now.
• 22:34
  SPEAKER_00: I mean I'm moving back to California just to reset my nervous system, and I miss it so much and to be around nature.
• 22:39
  SPEAKER_00: But like, I I could see myself three years from now, like moving to Paris and like having just like my life is like full of art and galleries.
• 22:47
  SPEAKER_00: And like music and interesting conversations with artists and like just having my own little artsy fartsy moment in Paris.
• 22:53
  SPEAKER_00: I'm really ranting.
• 22:54
  SPEAKER_00: My whole point of saying is like I think I forgot who I was out outside my business, and I needed those two weeks in France to remember that it's not everything anymore, and that's a good thing.
• 23:04
  SPEAKER_00: So yeah, I'm excited to see what other dupions will come up if I allow the space, you know.
• 23:09
  SPEAKER_00: Okay, what's the next lesson?
• 23:11
  SPEAKER_00: Okay, this next one's about following up.
• 23:13
  SPEAKER_00: I really really struggle with following up.
• 23:16
  SPEAKER_00: I'm always just like, oh, I don't want to bother them.
• 23:18
  SPEAKER_00: And my friend Lara, she was like, literally follow up with them until they say no.
• 23:24
  SPEAKER_00: She's so good at this because she's like an UGC, so she's pitching all the fucking time to brands.
• 23:28
  SPEAKER_00: She's like, literally keep following up till they say get out of my face.
• 23:32
  SPEAKER_00: And I I I guess that is what it is.
• 23:34
  SPEAKER_00: I just like following up is so important because people literally get busy.
• 23:37
  SPEAKER_00: It's not that they're not interested in with you.
• 23:38
  SPEAKER_00: If they've gotten on a sales call with you and given like a verbal yes or like they are watching all your stories, but they haven't said yes to something.
• 23:45
  SPEAKER_00: I feel like they're just so they're just busy and they just need that like little push.
• 23:49
  SPEAKER_00: And I really struggle with following up.
• 23:52
  SPEAKER_00: I just am like I haven't figured out this lesson yet.
• 23:55
  SPEAKER_00: I don't I still know how to get over that hump, but I mean, I think that's a good thing.
• 23:59
  SPEAKER_00: I was like UGC, Laura doing UGC.
• 24:01
  SPEAKER_00: That's the whole fucking thing.
• 24:02
  SPEAKER_00: That's how you make money is to pitch to brands, and she's desensitized following up.
• 24:07
  SPEAKER_00: She has no emotion if someone's like, get out of my face.
• 24:09
  SPEAKER_00: She's like, Okay, next, you know.
• 24:11
  SPEAKER_00: So that's something I'm gonna have to keep working on is following up with people and not getting so like scared to do it that I'm annoying them.
• 24:18
  SPEAKER_00: What business is business.
• 24:20
  SPEAKER_00: As my coach Michelle all the fucking time says that I need it.
• 24:23
  SPEAKER_00: It's my mantra this year.
• 24:24
  SPEAKER_00: Business is business.
• 24:25
  SPEAKER_00: Are you working with me or not?
• 24:27
  SPEAKER_00: Following up with that.
• 24:28
  SPEAKER_00: Um, so that was a really good one.
• 24:31
  SPEAKER_00: This one's from a girl named Paula in Michelle's community.
• 24:34
  SPEAKER_00: She said, get sick of your own shit.
• 24:36
  SPEAKER_00: Like, get so sick of your own shit and just take action and do it imperfectly and decide is taking no action more important to you or taking messy action.
• 24:46
  SPEAKER_00: Um, because this month I struggled with like getting on my stories and selling my new offer.
• 24:51
  SPEAKER_00: I have a sale going on in my community to get 25 more women in, and I got I got kind of like, oh, I I need to have the perfect hook and I need to have the perfect B-roll and the perfect social media.
• 25:02
  SPEAKER_00: And it's like, no, I fucking don't.
• 25:03
  SPEAKER_00: Like, I'm just gonna, I was like, just get on there.
• 25:06
  SPEAKER_00: Like, what's more important to me?
• 25:07
  SPEAKER_00: Having the perfect reel and the perfect hook, hook to sell my sale, and like never doing it because that doesn't exist, or like just doing it messy and just starting.
• 25:16
  SPEAKER_00: And so I eventually was like, you know, fuck it.
• 25:18
  SPEAKER_00: I'm just gonna get on my stories and do it imperfectly.
• 25:20
  SPEAKER_00: And within first two days, I've gotten uh four new women into the community by me doing messy, imperfect actions, messy, imperfect social media hooks.
• 25:29
  SPEAKER_00: Yeah, I thought that was I thought that was a really good lesson.
• 25:31
  SPEAKER_00: Like, get so sick of your own shit and just do it.
• 25:35
  SPEAKER_00: What's more important to you?
• 25:36
  SPEAKER_00: Making money and doing it messy, or just being perfect and not making any money.
• 25:40
  SPEAKER_00: Okay, the last lesson I want to say is I'm starting to finally understand like the ROI of what my community is doing for the women in there.
• 25:49
  SPEAKER_00: When I first started this community, I thought people really just loved the um VIP expert events.
• 25:54
  SPEAKER_00: That's when I I bring on coaches to have masterminds and Q ⁇ A's with the members.
• 25:58
  SPEAKER_00: And I was like, yeah, this is this is totally what people are paying for.
• 26:02
  SPEAKER_00: And um, I've been kind of observing and what looking at my testimonials and seeing what the reaction is of people in the community.
• 26:07
  SPEAKER_00: What I'm hearing is that everyone in there is a girls girl.
• 26:12
  SPEAKER_00: Like everyone in there is like a hype fucking woman.
• 26:16
  SPEAKER_00: Like, people are paying to be that community because of the right women are finding it.
• 26:20
  SPEAKER_00: The right women are finding the community, and like that's kind of what I'm doing telling myself with this.
• 26:25
  SPEAKER_00: Um, yeah, it's a new offer.
• 26:27
  SPEAKER_00: I've never built a community before, and I've just been like, oh my gosh.
• 26:30
  SPEAKER_00: I first I started off kind of like, ah, how does this work?
• 26:32
  SPEAKER_00: And now I'm like, no, like I'm trusting that the right women find it because it's so fucking true.
• 26:38
  SPEAKER_00: The right women are in there, and they're all bonding and having so much fun and referring each other and buying from each other, and like it's just a fucking vibe.
• 26:46
  SPEAKER_00: It's just a fucking vibe in there.
• 26:48
  SPEAKER_00: I've never seen anything, anything like this in another community where like it's a girls girls club, like it's just but it's so funny because we're actually all quite masculine in our businesses, but like the support is is insane.
• 26:59
  SPEAKER_00: I'm actually gonna have my friend come on to talk about this story, and I'm still gonna lightly, lightly give it, but she essentially had like one of the worst months ever in our business.
• 27:08
  SPEAKER_00: She almost she almost quit.
• 27:09
  SPEAKER_00: She was looking up how to like dissolve her LLC and she came into the community and told everyone, like, hey, I'm having a really bad month.
• 27:15
  SPEAKER_00: Do you know anyone who needs our services?
• 27:18
  SPEAKER_00: And everyone in the community tagged her on threads.
• 27:21
  SPEAKER_00: Multiple women in the community hired her on the spot, and she said she sent out all these contracts worth$7,000 worth of contracts, and she was like, Yeah, everyone said yes.
• 27:33
  SPEAKER_00: So this girl went from almost quitting her business to sending out contracts worth$7,000 within like maybe 48 hours.
• 27:43
  SPEAKER_00: Like that's how powerful, that's how powerful the women are in the community.
• 27:48
  SPEAKER_00: But like oh my god, it's just like that's like that's that's a lesson I got I got.
• 27:53
  SPEAKER_00: It's like whoa, whoa, I went into making this community more about like making sure that you get in front of these ex experts and it's gonna be so good for your business to scale to get in front of experts, and there's those ovens do pop off and people love them.
• 28:06
  SPEAKER_00: But I'm realizing that people are creating their crew, and people are paying to be in the right rooms that just blow up their business.
• 28:15
  SPEAKER_00: So yeah, that's kind of the lesson I got.
• 28:18
  SPEAKER_00: That like I'm just having fun again, trust me process, attracting, not worried, creating FOMO, and the right women are getting in cocktails and clothes.
• 28:28
  SPEAKER_00: By the way, if you ever want to join, everything will be below.
• 28:33
  SPEAKER_00: If you're listening to this as it's we speak, like as it's live, I'm running a sale.
• 28:38
  SPEAKER_00: There's now 21 spots left as I'm recording this to get it at$77 a month for your first year, and then it's back to our normal rate at$150 a month.
• 28:47
  SPEAKER_00: As of right now, as I'm recording this, there's still a seven-day free trial, even though I know free doesn't do good things for your business.
• 28:54
  SPEAKER_00: But as of right now, as we speak, there is.
• 28:55
  SPEAKER_00: So, anyways, if you're interested, go to the show notes or follow me on Instagram, and you can always DM me and be like, hey, like, I'm not really ready to buy into it yet.
• 29:03
  SPEAKER_00: Like, can I ask you a couple questions?
• 29:05
  SPEAKER_00: Please DM me.
• 29:05
  SPEAKER_00: Like, I love a voice message.
• 29:07
  SPEAKER_00: DM me on Instagram, happy to talk about it because you work hard for your money and your time is very valuable, and you need to make sure, like, you know, that it goes to the right place.
• 29:14
  SPEAKER_00: So always feel free to DM me on Instagram.
• 29:16
  SPEAKER_00: Happy to answer any questions.
• 29:17
  SPEAKER_00: But yeah, I think that's the biggest lesson I've learned from this month is like, whoa, this community is actually like actually changing lives.
• 29:25
  SPEAKER_00: Whoa.
• 29:26
  SPEAKER_00: It's like compounding into this like really beautiful thing.
• 29:29
  SPEAKER_00: It's really blowing my mind.
• 29:31
  SPEAKER_00: I don't even know what like what is this thing gonna be like a year from now or two years.
• 29:35
  SPEAKER_00: I do I do know I want to host like intimate luxury retreats for everyone in the community.
• 29:40
  SPEAKER_00: I mean, next year we all go to like Mexico or something, but I don't know.
• 29:44
  SPEAKER_00: You just never know where like that one idea in your business will take you.
• 29:48
  SPEAKER_00: Like, think about that in your business.
• 29:49
  SPEAKER_00: Like, is there like an offer that you just kind of started for shits and giggles, and now it's like the thing that's like propelling you forward and it's like become this whole other thing?
• 29:58
  SPEAKER_00: I don't know, I feel like those are the best parts of your business, the ones that you're like, yeah, let me just start this thing one thing and then it turns into this whole incredible masterpiece.
• 30:06
  SPEAKER_00: That's so so fun.
• 30:07
  SPEAKER_00: Okay, wow, I really yapped for a while, guys, on a solo episode.
• 30:11
  SPEAKER_00: In May, my friend Devrit is gonna come on and we're gonna have our May monthly business lessons because we're living in Lisbon together, so I think we're gonna we're networking like crazy and we're talking to everyone, and I think that'll be such a good episode to have.
• 30:23
  SPEAKER_00: But I feel like I need we needed to have a solo episode.
• 30:24
  SPEAKER_00: I haven't actually like yapped with y'all one-on-one, and I'm going to London in a few days.
• 30:30
  SPEAKER_00: So excited to try not to do business there and go see as many live shows as possible because that's something I kind of forgot about myself building this business is how much music is so fucking important to me.
• 30:43
  SPEAKER_00: Yeah, I've kind of forgotten.
• 30:44
  SPEAKER_00: So when I'm in London, I really want to tap into myself there, and I I purposely don't try not to take that many calls next week, and yeah, so try to see if there's something in your life that you can outside of business that you can tap into because your business is not your life.
• 31:00
  SPEAKER_00: Even though if you need it to be your life right now to get where you need to go, I fucking get it.
• 31:04
  SPEAKER_00: That is no shame.
• 31:06
  SPEAKER_00: No shame.
• 31:06
  SPEAKER_00: Oh, okay.
• 31:07
  SPEAKER_00: We usually we have a cocktail hour at the end of every episode, and I won't have a I won't do a full cocktail hour, but I will tell you a funny story that happened in France, and I feel like I feel like the story's gonna come up again if I have Lara on or Erica or Debreet, but I'll tell you briefly what happened.
• 31:23
  SPEAKER_00: No, you know what?
• 31:24
  SPEAKER_00: No, I'm gonna save that story.
• 31:25
  SPEAKER_00: I'm gonna save that story till one of them's on.
• 31:27
  SPEAKER_00: I'm gonna save that story because it's just like we all I can't.
• 31:30
  SPEAKER_00: I don't want to tell that one by myself.
• 31:32
  SPEAKER_00: It was so fucking embarrassing.
• 31:33
  SPEAKER_00: Like, you know those embarrassing moments where it's like I cannot tell.
• 31:37
  SPEAKER_00: I cannot, I don't want to remember remember this after this day.
• 31:41
  SPEAKER_00: Like, that's one of these stories that happened to me in France.
• 31:44
  SPEAKER_00: But I'm gonna save that for maybe the next business lesson or when I have Lara on.
• 31:47
  SPEAKER_00: We'll talk about it because Lara was there with me.
• 31:49
  SPEAKER_00: Um I will tell you an embarrassing story that kind of happened the other day.
• 31:52
  SPEAKER_00: I feel like I'm always full of these embarrassing stories.
• 31:54
  SPEAKER_00: I went to the gym.
• 31:55
  SPEAKER_00: The gym I go to here in Lisbon, it's kind of like hippie.
• 31:58
  SPEAKER_00: Kind of don't love that.
• 31:59
  SPEAKER_00: I'm kind of like more into extreme boot camp, like whatever.
• 32:03
  SPEAKER_00: It's fine.
• 32:04
  SPEAKER_00: It's very hippie.
• 32:05
  SPEAKER_00: Like there's a lot of calisthenics and like dancing and so that I feel like the people there are a little bit hippie.
• 32:11
  SPEAKER_00: Anywho, so class ends.
• 32:14
  SPEAKER_00: Um, and yeah, I see this like towel bin on the floor, so I go to throw my towel in it, and some guy was like, Oh, he was like, That's my purse.
• 32:22
  SPEAKER_00: You just threw your towel in my purse.
• 32:24
  SPEAKER_00: And I was like, What?
• 32:26
  SPEAKER_00: What are you talking about?
• 32:28
  SPEAKER_00: And then he picked up what I thought was the towel bag, the towel bin, and it was as fucking first of all, he has a purse, and it the purse looks like a fucking towel bin.
• 32:37
  SPEAKER_00: It's like a woven, woven picnic basket purse that he had his towel on top of, too.
• 32:43
  SPEAKER_00: So I thought, and it was on the floor next to the door on the way out.
• 32:46
  SPEAKER_00: I thought it was a towel bin.
• 32:48
  SPEAKER_00: Context close, it's a nice woven basket looking ass purse.
• 32:51
  SPEAKER_00: He has his towel on top of it, it's next to the door.
• 32:55
  SPEAKER_00: We just ended class.
• 32:56
  SPEAKER_00: So I threw my dirty ass towel into his purse.
• 32:59
  SPEAKER_00: Like, what in the fuck?
• 33:01
  SPEAKER_00: And he was like, That's my purse.
• 33:02
  SPEAKER_00: And I was like, I'm so sorry.
• 33:04
  SPEAKER_00: Like, how embarrassing is that?
• 33:06
  SPEAKER_00: Imagine if someone threw their dirty towel on your purse.
• 33:08
  SPEAKER_00: But also, like, he didn't come off gay.
• 33:10
  SPEAKER_00: I'm sorry if this is kind of like not very PC, but I'm just like, whoa, like he just looked so straight.
• 33:15
  SPEAKER_00: I just I again context closive.
• 33:17
  SPEAKER_00: Who the fuck knew he would have a picnic basket purse?
• 33:20
  SPEAKER_00: Whatever.
• 33:21
  SPEAKER_00: Straight guys can have purses too, apparently.
• 33:23
  SPEAKER_00: That's fine.
• 33:23
  SPEAKER_00: Just make sure it doesn't look like a towel basket and don't put it near the fucking door.
• 33:28
  SPEAKER_00: But it was so fucking funny.
• 33:29
  SPEAKER_00: He was so cute too.
• 33:30
  SPEAKER_00: I was like, what if this is our meat cute?
• 33:32
  SPEAKER_00: And then I I don't think he liked me after that.
• 33:34
  SPEAKER_00: Yeah, yeah.
• 33:35
  SPEAKER_00: He thought I was quite arrogant.
• 33:38
  SPEAKER_00: But then I thought I was like, oh, what if this is like our story that we tell people that like hee hee, that's how we met.
• 33:43
  SPEAKER_00: But like I saw him the other day at the gym and he did not want to really vibe with me.
• 33:47
  SPEAKER_00: So I was like, okay, I get it.
• 33:49
  SPEAKER_00: Yeah.
• 33:49
  SPEAKER_00: So that's my little embarrassing story for you.
• 33:51
  SPEAKER_00: I'm gonna sell, I'm gonna save my France.
• 33:52
  SPEAKER_00: I had multiple embarrassing stories in France.
• 33:54
  SPEAKER_00: I just feel like if you travel with me, like it always happens.
• 33:57
  SPEAKER_00: But I'll save that one for when either Laura or Defree come on because this was fucking ridiculous.
• 34:02
  SPEAKER_00: Okay, guys.
• 34:03
  SPEAKER_00: Um, thank you for sharing your Monday with me.
• 34:06
  SPEAKER_00: I always appreciate that.
• 34:07
  SPEAKER_00: Y'all could be anywhere, but you're here hanging out.
• 34:09
  SPEAKER_00: Um, DM me on Instagram if you are curious about the community and you want to be in it, but you just have a couple more questions, you want access to the free trial while I have it.
• 34:17
  SPEAKER_00: Let's fucking go.
• 34:18
  SPEAKER_00: DM me on Instagram.
• 34:19
  SPEAKER_00: My Instagram is at your girl media, and don't forget, you're bad bitch.
• 34:23
  SPEAKER_00: I will see you next time.