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012 - How Marketing Works (Part 1 of 4): Why "More Leads" is the Wrong First Goal · Be Locally Loved

• 0:00
  SPEAKER_01: What if more leads and your chase for more leads is actually what's holding your business back?
• 0:05
  SPEAKER_01: If you're only focused on a lead, then you're focused on a transaction and not a relationship.
• 0:10
  SPEAKER_01: And that's a recipe for disaster.
• 0:12
  SPEAKER_01: Today we're featuring a special conversation that previously aired on our sister podcast, The Unbridled Creative, because its themes align beautifully with what we explore here on Be Locally Loved.
• 0:24
  SPEAKER_01: We hope you enjoy it.
• 0:25
  SPEAKER_01: Moving to a new town can feel overwhelming.
• 0:28
  SPEAKER_01: You don't know where to go, you don't know what to do, you don't know who to trust.
• 0:33
  SPEAKER_01: That's where BeLocal comes in.
• 0:35
  SPEAKER_01: Like a best friend, BeLocal personally welcomes newcomers and connects them to the best local businesses, restaurants, community events, so they can feel at home faster.
• 0:46
  SPEAKER_01: And for local business owners, BeLocal is like a matchmaker, introducing them to new families who are ready to form long-lasting and local relationships.
• 0:57
  SPEAKER_01: To grow your business by reaching newcomers, visit reachnewcomers.com.
• 1:02
  SPEAKER_01: Well, Trent, today we're kicking off a four-part series following the episode we did called How Marketing Works.
• 1:09
  SPEAKER_01: These are going to be short, mini episodes that allow our listeners to jump in and get what we're calling a creative spark, which is a spark for their courage or a spark for their calling.
• 1:21
  SPEAKER_01: But this is meant to be kind of just quick inspiration.
• 1:24
  SPEAKER_01: So let's dive in.
• 1:25
  SPEAKER_01: Today we're talking about why more leads is the wrong first goal.
• 1:30
  SPEAKER_01: So what am I talking about here?
• 1:31
  SPEAKER_01: I'm talking about something that almost every business owner says, I need more leads.
• 1:37
  SPEAKER_01: But what if that's actually the thing that's holding your business back?
• 1:41
  SPEAKER_01: Let's let's think about that for a second.
• 1:43
  SPEAKER_01: What if more leads and your chase for more leads is actually what's holding your business back?
• 1:49
  SPEAKER_01: Let's start by stepping into the world of the business owner.
• 1:52
  SPEAKER_01: Every conversation we have with the business owner comes back to leads.
• 1:56
  SPEAKER_01: They want more leads, they think that that's the key to their growth.
• 1:59
  SPEAKER_01: But here's the challenge.
• 2:00
  SPEAKER_01: What we've seen over and over again is that people chasing leads usually end up getting more frustrated.
• 2:08
  SPEAKER_01: Why is that?
• 2:09
  SPEAKER_00: Well, it's, you know, you think about the question we ask ourselves, I want more leads.
• 2:14
  SPEAKER_00: Really, we have to dig in deeper into that, right?
• 2:17
  SPEAKER_00: What kind of lead?
• 2:18
  SPEAKER_00: Who is it we're trying to reach?
• 2:19
  SPEAKER_00: And and sometimes, if, well, all the time, if we don't know who we are and who we want to really work with, then that question is too broad because if we find ourselves wanting to work with anyone and everyone, we'll work with no one.
• 2:34
  SPEAKER_01: Well, and you said on the last podcast, we we talked about how marketing works.
• 2:38
  SPEAKER_01: You talked about that Olympian that hit the target.
• 2:41
  SPEAKER_01: And then the guy said, I'm sorry you didn't win gold because you hit the wrong target.
• 2:45
  SPEAKER_01: So I think that's a message that we want people to hear right now is that just chasing leads for the sake of chasing leads means you could be on a rabbit trail.
• 2:56
  SPEAKER_01: You could be down a rabbit trail, on a hamster wheel.
• 2:58
  SPEAKER_01: Oh my gosh, yeah.
• 2:58
  SPEAKER_01: Like all of those analogies, you know, climbing the wrong ladder, hitting the wrong target, because the wrong lead will actually keep you busy and distracted and not able to take care of the real customers that you do want to be doing business with.
• 3:12
  SPEAKER_01: So let's just remember that when you say yes to something, you're saying no to something else.
• 3:17
  SPEAKER_01: You might not realize it.
• 3:18
  SPEAKER_01: Yes.
• 3:18
  SPEAKER_01: But if you're saying yes to more leads, you're probably saying no to an ideal client.
• 3:24
  SPEAKER_00: Yes.
• 3:24
  SPEAKER_01: Right?
• 3:24
  SPEAKER_01: So let's start by first getting clear about who's our ideal client before we start chasing more leads.
• 3:30
  SPEAKER_00: Yeah.
• 3:30
  SPEAKER_00: Hey, Laura, let me ask you, what are the multiple things that that people do that they they feel like aren't working or there's several months into it, and they're like, wow, I've got thousands of leads now.
• 3:44
  SPEAKER_00: Now what do I do?
• 3:45
  SPEAKER_01: Well, and these are some of the things that I've seen that don't work.
• 3:48
  SPEAKER_01: One is buying leads lists, right?
• 3:51
  SPEAKER_01: Buying leads lists, you don't even know if those things are vetted, you don't know if they're verified, you don't know if they're in a buying cycle, you don't know how old that stuff is.
• 4:00
  SPEAKER_01: I've also seen people just running ads in kind of a spray and pray fashion, you know, where they're just putting it out there and hoping someone's gonna care about it.
• 4:11
  SPEAKER_01: That can mean you're you're not running the ad based on their buying cycle.
• 4:16
  SPEAKER_01: You're just running the ad to try to make noise and get noticed.
• 4:19
  SPEAKER_01: And that's a huge mistake.
• 4:20
  SPEAKER_01: And there's a lot of waste in that.
• 4:21
  SPEAKER_01: I also see businesses doing cold outreach, where all I actually was just talking with a friend who she said, oh, AI will now go scrape the web and get buyers' names and email addresses, and you can send them these cold emails.
• 4:34
  SPEAKER_01: I'm like, Yeah, I get those every day, all day long, and I mark every single one of them as spam.
• 4:38
  SPEAKER_01: I won't even read it.
• 4:39
  SPEAKER_01: Even if it's someone I want to do business with always wanting something.
• 4:42
  SPEAKER_01: It's a solicitation.
• 4:44
  SPEAKER_01: It's not a connection.
• 4:45
  SPEAKER_01: They're not there, they're it's a solicitation.
• 4:47
  SPEAKER_01: And cold outreach is very off-putting to most people.
• 4:50
  SPEAKER_01: Another thing is just getting ghosted or ignored.
• 4:53
  SPEAKER_01: When you're out there chasting stuff that isn't relevant, you're gonna either feel ghosted or you're gonna be kind of ghosting your people and you're gonna attract the wrong people.
• 5:02
  SPEAKER_01: We've talked about this in past podcasts.
• 5:05
  SPEAKER_01: If you're not intentional about your ideal client, the person that you love to do business with that pays you well and appreciates who you are, and you're just relying on word of mouth for new customers to come in, you might actually be getting the wrong kind of customers, people that you really don't want to be doing business with because you're not being intentional and proactive about your marketing and your advertising.
• 5:27
  SPEAKER_01: You're just abdicating that responsibility to your current clients to bring you potentially a referral, but it might not be an ideal client.
• 5:34
  SPEAKER_01: Does that make sense?
• 5:35
  SPEAKER_00: Yeah.
• 5:35
  SPEAKER_00: Yeah.
• 5:36
  SPEAKER_00: And I think we'd actually talked about that in the intro episode of our Sparks.
• 5:40
  SPEAKER_00: Uh, because to be targeted and controlled on to have more control of who you're trying to bring in, just abdicating that abdicating, that's the word, right?
• 5:50
  SPEAKER_00: Abdicating.
• 5:51
  SPEAKER_00: Yeah, abdicating it right.
• 5:53
  SPEAKER_00: So you don't have to be a genius to be on a podcast.
• 5:58
  SPEAKER_00: Just abdicating the results to your clients.
• 6:01
  SPEAKER_00: What if the client that's referring you to everybody isn't the right client and their friend group's not your friend group, you know, or or the That's right.
• 6:10
  SPEAKER_01: And now, I mean, now you could say, well, I'm getting more leads, but I'm actually getting bad leads, which is gonna get me bad results.
• 6:18
  SPEAKER_01: And that's gonna leave you feeling kind of burned, kind of confused, and you know, wondering if marketing even works.
• 6:24
  SPEAKER_01: So let's talk about the truth.
• 6:25
  SPEAKER_01: Leads are not where marketing starts.
• 6:27
  SPEAKER_01: In the in the kickoff of this series, how marketing works, we talked about how marketing's at the top of the funnel.
• 6:33
  SPEAKER_01: Well, leads are at the very bottom of the funnel.
• 6:36
  SPEAKER_01: So if our only goal is leads, we've completely forgotten about awareness, interest, desire, action.
• 6:44
  SPEAKER_01: Think of a funnel, like you're gonna pour a beer into a funnel, and at the top is awareness.
• 6:51
  SPEAKER_01: This is that wink at the coffee shop thing.
• 6:53
  SPEAKER_01: Desire is that curiosity to know more.
• 6:57
  SPEAKER_01: And then interest is when they've said, ah, yeah, I really like this.
• 7:00
  SPEAKER_01: Like let's let's have a real conversation.
• 7:02
  SPEAKER_01: And then action is when they're gonna actually make some sort of a purchase.
• 7:07
  SPEAKER_01: So there's a process of moving someone through a sales funnel.
• 7:11
  SPEAKER_01: It's also called a buyer's journey.
• 7:13
  SPEAKER_01: So let's just remember if you're a business owner and you're thinking, oh, well, I just need to run some ads and get some brand awareness, and that's gonna bring me new customers, you're completely forgetting the buyer's journey.
• 7:24
  SPEAKER_01: You're completely forgetting the time it takes to move someone from awareness to interest into desire and into action.
• 7:33
  SPEAKER_01: And keep in mind, not everyone's gonna make it through the funnel.
• 7:36
  SPEAKER_01: It is not gonna be 100%.
• 7:38
  SPEAKER_01: You got to keep putting people in that funnel because only a percentage.
• 7:42
  SPEAKER_01: It's almost like if you invite people to an event, we've all heard if you want like 25 people at your event, you need to invite 100 so that 50 say they'll come, so that 25 will actually show.
• 7:54
  SPEAKER_01: It's just how it works.
• 7:56
  SPEAKER_00: Yes.
• 7:56
  SPEAKER_00: And nowadays they'll RSVP like two days before the event.
• 8:01
  unknown: Right.
• 8:01
  SPEAKER_00: Or they don't know what RSVP means.
• 8:03
  SPEAKER_00: You know, it's French anyway, you know.
• 8:06
  SPEAKER_01: Right.
• 8:06
  SPEAKER_00: That means you let them know if you're coming or not.
• 8:09
  SPEAKER_00: You know, people don't understand that now.
• 8:11
  SPEAKER_00: Yeah.
• 8:11
  SPEAKER_01: Yeah.
• 8:12
  SPEAKER_01: Well, I just I want people to understand that, you know, lead capture is a marketing strategy at the bottom of the funnel.
• 8:21
  SPEAKER_01: It is a byproduct of a great marketing strategy, but it does not stand on its own.
• 8:27
  SPEAKER_01: It is inside of a bigger context.
• 8:29
  SPEAKER_01: And what we talked about in the kickoff is that marketing is visibility plus readiness, right?
• 8:34
  SPEAKER_01: So we that really honors we're being noticed, but they're also ready to buy.
• 8:39
  SPEAKER_01: So the more that we can do a good job making sure that the visibility that we're trying to generate matches with their readiness to buy, the better we're doing to shorten that time it takes to move through the funnel through the buyer's journey.
• 8:52
  SPEAKER_01: Yeah.
• 8:53
  SPEAKER_00: What are the you always talk about when you're speaking about the five M's?
• 8:57
  SPEAKER_00: Four M's.
• 8:57
  SPEAKER_00: Four M's.
• 8:58
  SPEAKER_00: Four M's.
• 8:58
  SPEAKER_00: Yeah, I don't want to overdo it.
• 9:00
  SPEAKER_01: The market, the medium, the message, and the moment.
• 9:04
  SPEAKER_01: So think about it as four pieces of a puzzle.
• 9:07
  SPEAKER_01: And I'm gonna say it again for anybody that wants to write this down.
• 9:10
  SPEAKER_00: This is important.
• 9:11
  SPEAKER_01: Yeah.
• 9:12
  SPEAKER_01: The market, the medium, the message, and the moment.
• 9:16
  SPEAKER_01: The market is like, where am I doing business?
• 9:20
  SPEAKER_01: And a lot of people want to do it in their city, in their neighborhood, in their hometown, in their county, in their metro, right?
• 9:29
  SPEAKER_01: The market is the geography, where am I doing business?
• 9:32
  SPEAKER_01: The market, the medium is the second one.
• 9:35
  SPEAKER_01: The medium is how am I choosing to reach them?
• 9:39
  SPEAKER_01: Is it print?
• 9:40
  SPEAKER_01: Is it digital?
• 9:41
  SPEAKER_01: Is it both?
• 9:42
  SPEAKER_01: Am I partnering with the local influencer?
• 9:45
  SPEAKER_01: How am I working to reach my audience in this market?
• 9:48
  SPEAKER_01: So we talked about market medium.
• 9:51
  SPEAKER_01: The message is extremely important because if you aren't communicating something in your marketing and your advertising and in your social media that's not resonating with your client, that doesn't matter how targeted you are, doesn't matter how timely you are, it will not resonate because it's not in, it's not resonating with them.
• 10:10
  SPEAKER_01: So a big shift right there in message, in the messaging, is that it's not about you, it's about them.
• 10:16
  SPEAKER_01: It's about making sure that you're letting them know I understand you, I understand your problem, and I have something to help you solve that problem so you can have great success with your life and your business.
• 10:28
  SPEAKER_01: So the market, the medium, the message, and then the last one is the moment.
• 10:32
  SPEAKER_01: This is honoring what we talked about earlier, the point in the funnel, the point in the buyer's journey where they are ready to make a decision.
• 10:40
  SPEAKER_01: If you are in an industry that has like a high consideration purchase, think kitchen remodel, pool builder, home build, like anything that's gonna take a lot of time, a lot of thought, a lot of planning, a lot of preparation, maybe a home equity loan, maybe a permit from the city, that's a high consideration purchase.
• 10:59
  SPEAKER_01: It's gonna take you a long time to go from awareness through interest and desire and action because you're in a high consideration purchase.
• 11:07
  SPEAKER_01: There's a lot at stake.
• 11:08
  SPEAKER_01: If you're in a low consideration purchase, like you're buying a toothbrush or some shampoo or toothpaste or shoes or even furniture, like something that doesn't require so much thought and time and saving of money, like you're gonna have a lot lower time between awareness and action.
• 11:26
  SPEAKER_01: So when people say to me, What am I gonna get out of this?
• 11:28
  SPEAKER_01: What am I gonna get out of my marketing?
• 11:30
  SPEAKER_01: What am I gonna get out of this investment?
• 11:32
  SPEAKER_01: I'm gonna say, Well, are you in a high consideration purchase?
• 11:35
  SPEAKER_01: Are you in a low consideration purchase?
• 11:37
  SPEAKER_01: Because the timing of when your buyer is ready to buy is so important.
• 11:42
  SPEAKER_01: So that gives you a broad overview of kind of how media buying works and like what we're looking at as professional media buyers when it comes to getting an ad in front of your ideal client at the right time and at the right place and in the right moment.
• 11:58
  SPEAKER_00: And you're speaking from expertise because this is your background.
• 12:01
  SPEAKER_00: You have an MBA, you were you were the marketing director before you owned your own company.
• 12:06
  SPEAKER_00: You were the marketing director, you were making all those decisions and spending a lot of money doing it.
• 12:12
  SPEAKER_01: Yes.
• 12:12
  SPEAKER_01: I mean, I'll I'll tell you that come at the height of my career in corporate America, I was managing a$2 million media budget.
• 12:20
  SPEAKER_01: And when you have got$2 million, you're everywhere.
• 12:24
  SPEAKER_01: And people know it.
• 12:25
  SPEAKER_01: And they see you on the radio, they see you on TV, they see you online, they see you in the newspaper, they see you in magazines, they see you on trucks and billboards and t-shirts and hats, and they see you, and then they call on you.
• 12:37
  SPEAKER_01: So I was called on by everyone in town, and I had to learn how to buy media well because you can't just throw money out there and hope.
• 12:45
  SPEAKER_01: Hope is not a marketing strategy.
• 12:47
  SPEAKER_01: And spraying and praying your advertising message is well, I guess you can call it a strategy.
• 12:53
  SPEAKER_01: It's called spray and pray.
• 12:54
  SPEAKER_00: That's true.
• 12:55
  SPEAKER_00: It is a strategy.
• 12:56
  SPEAKER_01: Maybe it's a strategy, but it's not a wise strategy.
• 12:59
  SPEAKER_01: It is the strategy full of waste.
• 13:01
  SPEAKER_00: Yeah, and especially for a new business, because a new business, they have to be very, very strategic in everything that they do because they don't have those extra dollars to spend yet.
• 13:13
  SPEAKER_00: You know, you you have the extra dollars.
• 13:15
  SPEAKER_00: And by the way, from a marketing standpoint, advertising standpoint, you have to have a budget.
• 13:20
  SPEAKER_00: I can't tell you how many times I have spoken to business owners who haven't even considered a budget.
• 13:26
  SPEAKER_00: Used to be in the sign business many years ago, and they would forget to budget for their sign.
• 13:31
  SPEAKER_00: And being a retail establishment, I'm thinking, why did you not put that in your plan?
• 13:36
  SPEAKER_00: It's it's that's one of the most important things if you're a retail establishment, so people can actually find you and know where they're walking into.
• 13:43
  SPEAKER_01: Well, that's right.
• 13:44
  SPEAKER_01: I mean, we've all heard from that movie, if you build it, they will come.
• 13:47
  SPEAKER_01: Well, and a lot of business owners think, well, I'm gonna open this business and they'll just come.
• 13:52
  SPEAKER_01: Well, they need to know you're there.
• 13:54
  SPEAKER_01: And the sign, the sign kind of helps.
• 13:57
  SPEAKER_01: But for the majority of America that is not gonna drive by your sign with their car, you actually need to find other ways to get in front of them.
• 14:05
  SPEAKER_01: So I just want to remind everybody how important it is to make this process of lead gen human.
• 14:11
  SPEAKER_01: Um, you know, we talked in the opener of this series about how you're not gonna walk into a coffee shop, make eye contact with someone, and get down on your knee and ask them to marry you.
• 14:21
  SPEAKER_01: That's just not how it works, right?
• 14:23
  SPEAKER_01: So it's the same thing with chasing leads.
• 14:26
  SPEAKER_01: We have to know that marketing's working at the top of the funnel.
• 14:29
  SPEAKER_01: Our job up here is to make sure that people uh know you, like you, trust you, see you as a trusted local resource and not a solicitor.
• 14:38
  SPEAKER_01: And you have to know that that's the beginning of a relationship.
• 14:41
  SPEAKER_01: If you're only focused on a lead, then you're focused on a transaction and not a relationship.
• 14:46
  SPEAKER_01: And that's a recipe for disaster.
• 14:48
  SPEAKER_00: Yeah, that's a very good point.
• 14:49
  SPEAKER_00: The difference between a transactional mindset and a relational mindset.
• 14:54
  SPEAKER_00: And if you find yourself in a transactional mindset for whatever reason, where you're you're expecting people to buy right away and not think about serving them first, then you're in you're not in a good place because eventually it may work for a time, for a short time, but eventually people are not gonna trust you anymore.
• 15:13
  SPEAKER_00: You're gonna burn out your market.
• 15:14
  SPEAKER_00: We've we've often said the example of being a hunter versus an being a gardener versus a hunter.
• 15:20
  SPEAKER_00: You know, there's times you gotta hunt, but being a gardener, that's something you have to prepare for.
• 15:25
  SPEAKER_00: And you you have to plant seeds.
• 15:27
  SPEAKER_00: And how do you plant seeds?
• 15:29
  SPEAKER_00: You have to give and serve to those seeds that you plant because you don't know what's going to come out of that.
• 15:34
  SPEAKER_00: That could be your next one of those could be your next crop that produces your the rest of your crop.
• 15:40
  SPEAKER_00: So, you know, uh, you could use that, think about that analogy all day long, but it's so important to serve people and to think of that mindset first.
• 15:47
  SPEAKER_01: Such a great analogy for marketing.
• 15:48
  SPEAKER_01: And I often teach people when you're marketing, especially if you're in desperate need of new clients, like let's say you've just opened your doors and you're like, I don't have a business if I don't have any clients, is you're going to want to be doing this balance between hunting and farming.
• 16:03
  SPEAKER_01: You know, hunting is this, I need customers today, I need customers this week.
• 16:08
  SPEAKER_01: Well, go to some networking events, you know, visit a B and I group, show up at the chamber, start to get have a rivet cutting, like start to show up and be human, start to become known, start to become trusted, start to get connected to the right people, but also be doing something that's farming for future customers because you can't physically shake hands with everyone in town.
• 16:31
  SPEAKER_01: So you've got to leverage a piece of your budget to get your brand out in the community, to let people know who you are, what you do, the problem you solve, what makes you special, to be planting seeds for future business.
• 16:45
  SPEAKER_01: And just like a farm, you're not going to plant that seed and then say, Well, I didn't get any fruit.
• 16:49
  SPEAKER_01: I planted my seeds yesterday.
• 16:51
  SPEAKER_01: I planted my seeds last week.
• 16:53
  SPEAKER_01: Like planting seeds takes time and we can't see what's happening under the soil, but we do know that that farm needs to be nurtured.
• 17:02
  SPEAKER_01: It needs to be given time, it needs to be given sunlight, it needs to be given water, it needs to be protected from bugs and weeds.
• 17:09
  SPEAKER_01: And we need to give it a chance to root and sprout and bear fruit.
• 17:15
  SPEAKER_01: And if we do our job and we take care of that soil and we tend to it and we don't give up, I know we're gonna dive into the timing on marketing, but I mean, if we tend to our crops and we stay true to the analogy of these are our, these are our future customers, and you're not gonna give up on your future ideal customers.
• 17:34
  SPEAKER_01: You're gonna be there when they're ready because you don't know when they're gonna be ready.
• 17:37
  SPEAKER_00: So true.
• 17:38
  SPEAKER_00: Well, this is this this is the beginning of several different sparks.
• 17:41
  SPEAKER_00: And this one here, uh, and the reason why, too, is when we listen, like for example, you mentioned going to networking events.
• 17:50
  SPEAKER_00: I think it's so important when we go to networking events to go there for the purpose of listening to people, to hear what their pains are, to hear what their challenges are, hear what their customers' challenges are, because having an outside view for them, you could actually give them a piece of advice and they can actually help you as well.
• 18:08
  SPEAKER_00: And it's not because you're there to sell them something and to get something from them.
• 18:12
  SPEAKER_00: It's so that you can network with them and to see how you can serve them in some way.
• 18:16
  SPEAKER_00: I had a lunch with a friend who's a business owner, commercial business, and yesterday, the whole time I'm thinking, who can I connect him with?
• 18:24
  SPEAKER_00: And I thought of another client of mine, and I thought, right, I got a person that's would be perfect for you to connect because you're very similar in personality, you have the same heart, you're charity givers, you know, just I think you two would go great together.
• 18:39
  SPEAKER_00: And you you're in a completely different market, but they're related.
• 18:42
  SPEAKER_01: That's right.
• 18:42
  SPEAKER_01: I actually do some coaching and I've I've said to my mentees, you know, your job is not to show up and sell.
• 18:49
  SPEAKER_01: Your job is to show up and listen for the problem and then try to solve that, whether that includes buying what you have to sell or not.
• 18:56
  SPEAKER_01: If you can go in there and solve their problem, and you've told stories, Trent, like you told the story about in your get to know Trent episode about how you went in thinking you were going to maybe sell an ad and she just needed prayer with you, right?
• 19:09
  SPEAKER_01: People could go back and listen to the Meet Trent episode to get that full story.
• 19:13
  SPEAKER_01: But if you're just showing up to serve and you're showing up to help and you're so showing up to solve the problem in front of you, even if it's simple as an introduction to someone else that you know in your network, then you're you're putting out like good vibes into the world and that will come back to you.
• 19:31
  SPEAKER_01: Just be thinking, I guess if we can leave one takeaway from this episode, it's to be thinking about building relationships and building trust and not trying to grab a transaction.
• 19:42
  SPEAKER_01: There's a lot of people out there that are focused on leads and lead conversion and solicitation and cost per lead.
• 19:50
  SPEAKER_01: I think you and I are from the school of relationships and trust and introductions and honoring the time it takes for people to build a relationship.
• 20:02
  SPEAKER_01: We we we invite you to let go of that chase for leads and remember that we are humans and that we want connections and we want to do that.
• 20:10
  SPEAKER_00: And here's three questions I'll leave you with.
• 20:12
  SPEAKER_00: And this is an alignment question, questions for you.
• 20:16
  SPEAKER_00: Number one is who are you?
• 20:17
  SPEAKER_00: Who are you as a business owner?
• 20:19
  SPEAKER_00: Who are the unbridled creative that you are, and who are you called to serve?
• 20:24
  SPEAKER_00: And then how do you show up in a way that builds trust with them?
• 20:27
  SPEAKER_00: And it makes you not that the goal is this, but it makes you remarkable where they want to remark about you.
• 20:33
  SPEAKER_00: They have something good to remark about you because you help them and serve them first.
• 20:38
  SPEAKER_00: That's where trust begins.
• 20:39
  SPEAKER_01: I love that.
• 20:40
  SPEAKER_01: Well, that's a it's a great moment to end the show.
• 20:42
  SPEAKER_01: So we'll remind you to be bold, break free.
• 20:45
  SPEAKER_00: Live unbridled.
• 20:46
  SPEAKER_01: Thanks, everybody.
• 20:47
  SPEAKER_01: Thank you for joining us for Be Locally Loved.
• 20:49
  SPEAKER_01: If you enjoyed this episode, please subscribe, leave us a review, and share it with someone who cares about building thriving communities as much as we do.
• 20:58
  SPEAKER_01: Until next time, love where you live.