Latest / Ambitious Podcast / EP. 47: Unlocking Your Seven-Figure Business Mindset: Practical Insights and Strategies

Transcript

EP. 47: Unlocking Your Seven-Figure Business Mindset: Practical Insights and Strategies · Ambitious Podcast

• 0:08
  Hello, you guys, and welcome back to ambitious.
• 0:11
  If you are watching this, you're going to see that I have
• 0:14
  basically bundled up. It is if you know me, you've
• 0:16
  been watching probably my social, my quote UN quote studio
• 0:20
  where where I filmed this is in my house and my house is
• 0:23
  freezing. So I was like, I got to bundle
• 0:26
  up with blankets today. We're going to get we're going
• 0:27
  to get cozy for this one and get bundled up because today's
• 0:31
  episode, I really wasn't, I was inspired by questions that I've
• 0:36
  received recently. And one of the questions that I
• 0:39
  often get, and this is not even just about a specific number,
• 0:43
  but more a matter of the question of like, who do I need
• 0:45
  to become to hit the kind of business goals or milestones
• 0:50
  that I want to achieve. And I've had this from people
• 0:53
  who are in 9 to fives wanting to create an online business.
• 0:55
  I've had this from people who have online businesses who want
• 0:57
  to scale those businesses. And often the question is like,
• 1:00
  we'll just like, how do I tap into that next level?
• 1:02
  How do I become who I need to be to have the business that I want
• 1:06
  to have? And you guys have heard me, if
• 1:09
  you've listened to ambitious for any period of time, you've heard
• 1:12
  me tell the stories about, you know, my coach who came to me
• 1:15
  and said you don't deserve 7 figures because you're not
• 1:18
  embodying that of A7 figure earner.
• 1:20
  So like it doesn't just happen. You have to have the habits and
• 1:23
  the, the embodiment of the mindset and all of the pieces.
• 1:27
  And you've also heard me talk about, you know, quotes from one
• 1:31
  of my most recent mentors that, you know, he had shared a quote
• 1:34
  that he learned from someone else, which was that you don't
• 1:36
  have the business you want because you haven't become the
• 1:38
  person to run it yet. And so we see these, these notes
• 1:42
  and these awarenesses in all different aspects, right?
• 1:45
  We're constantly getting this, this note and awareness of we
• 1:48
  need to become somebody different to have a different
• 1:51
  business. But then the question becomes,
• 1:54
  well, how do I become that person?
• 1:55
  And also like, what do I need to learn?
• 1:57
  What do I need to embody to tap into that?
• 1:59
  And so today I want to share a list of I was really kind of
• 2:04
  going back through my journey and a most recent question that
• 2:07
  I get with a lot of scaling entrepreneurs is how do I hit 7
• 2:09
  figures? What do I need to do to become
• 2:10
  the person to have the seven figure business?
• 2:12
  Like how do I need to act? What do I need to think?
• 2:14
  And there's a lot of different aspects to this.
• 2:17
  Like there's mindsets around, you know, how you operate your
• 2:20
  day. There's mindsets around how you
• 2:22
  operate the business. There's mindsets around how you
• 2:24
  operate with your circle and who you choose to spend your time
• 2:26
  with. Like I genuinely think answering
• 2:28
  my question for me could be like a full day seminar because there
• 2:31
  really are so many lenses and buckets of change that I've
• 2:35
  executed that have allowed me to be in this place.
• 2:39
  But I thought, OK, well, how do I wrap this with a bow in an
• 2:41
  hour? And So what I decided to do is I
• 2:44
  kind of pulled a lot of the different perspectives or
• 2:46
  thought processes that I have that I attribute to be the
• 2:49
  reason my business was successful.
• 2:52
  So these are really going to fall quite a bit within the
• 2:53
  business bucket today. But we may definitely come back
• 2:56
  with another kind of addition to this series in the more personal
• 2:59
  buckets, if that's something that would be supportive for
• 3:01
  you. So if you feel like that's
• 3:02
  something that you'd benefit from, always love to hear from
• 3:04
  you guys in the DM so I can really tailor what we're talking
• 3:07
  about and also like kind of what topics we dive deeper into based
• 3:11
  off of what's coming up for you and what you're experiencing.
• 3:14
  So hitting seven figures broke my identity because it made me
• 3:20
  realize that like I had ways of just perspective that changed
• 3:27
  the pathways I saw in front of me to the problems I was
• 3:29
  experiencing. And so I think there's kind of
• 3:32
  this misconception, right, in business that people who have 7
• 3:36
  figure or multiple 7 figure businesses just have this like
• 3:39
  blueprint that other people don't have access to.
• 3:42
  And while yes, of course, like even with the clients that I
• 3:44
  work with, are we making changes to their business?
• 3:46
  No question, we're making changes to their business.
• 3:49
  But I think in connection to that, there's also the aspect of
• 3:53
  the problems they experience are still similar to the problems
• 3:55
  you might be experiencing. Like I still always need to be
• 3:58
  like, where's more leads, Where's more sales, just like
• 4:01
  you do. I'm somebody who's like, you
• 4:02
  know, how do we get the marketing to do better and to
• 4:04
  make it hit home with people more just like you do?
• 4:06
  I have clients that have said, hey, like, I don't know if I can
• 4:09
  make my payment this month just like you do.
• 4:11
  Like we experience the same situations.
• 4:14
  We experience the same quote UN quote problems and the thing
• 4:19
  that I think is the misconception around hitting
• 4:21
  seven figures is that hitting seven figures is the removal of
• 4:24
  problems. The problems still persist, the
• 4:26
  problems are still there. The only thing that really
• 4:29
  changes is your perspective and how you perceive those problems.
• 4:32
  And most importantly with that perception change is also the
• 4:35
  different pathways you see to solving them.
• 4:38
  And so today I'm going to go through some different
• 4:40
  perspectives that I have in the way that I look at my business,
• 4:43
  the way that I also, you know, challenge my clients who are
• 4:46
  wanting to hit 7 and multiple 7 figures to look at their
• 4:48
  business. This is something that are kind
• 4:50
  of like my commandments, if you will, of how I've really found
• 4:54
  success in the business bucket with growing and hitting new
• 4:57
  milestones after milestone. So one of the commandments or
• 5:01
  one of the kind of like beliefs and when I say commandments, by
• 5:03
  the way, these are just, I really embody them that way.
• 5:06
  Like I think about these as a way of operating, a way of a
• 5:08
  living in this bucket. And so because of that, I try to
• 5:11
  fall like in connection to these values as much as I possibly
• 5:14
  can. So the first one being, and if
• 5:17
  you are a current client or if you've ever been a client in one
• 5:20
  of my programs, you will laugh because it's something that's
• 5:22
  number numeric Uno for me. Always be selling, always be
• 5:27
  selling. Like people will say, like, can
• 5:29
  I sell too much? Should I sell this and then sell
• 5:31
  that? Like maybe that's too
• 5:32
  overwhelming for my audience. And I want to unpack this one
• 5:35
  because it's probably not what you think.
• 5:37
  Always be selling really means always embodying the problem
• 5:41
  that you solve for people. Because for me, selling is not a
• 5:44
  matter of taking, it's not a matter of payments.
• 5:46
  It's not a matter of any of that.
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  Selling means be so lit up about what you do and how you do it
• 5:54
  and what that's going to do for someone who experiences it that
• 5:57
  you just cannot. You're busting at the seams.
• 5:59
  You're talking about it so much. Like I am obsessed with what I
• 6:04
  do. I am obsessed with what I do.
• 6:07
  So when I say always be selling, I'm getting a massage.
• 6:11
  And for some reason it somehow works its way into the
• 6:13
  conversation of what I do. And someone's like, yeah, you
• 6:15
  know, like, I really wanna wanna leave this job, but I just don't
• 6:19
  know what to do. And like, I, I, I see people who
• 6:21
  are like living on, you know, yachts and all of these things.
• 6:24
  And like, I just were like, what's the first step to that?
• 6:26
  And I'm like, well, you know, like, it really all just starts
• 6:28
  with putting yourself out there. And I would just give some
• 6:30
  genuine value and what comes up as the next conversation.
• 6:33
  How do you know that we're like, Oh my God, that that really is
• 6:36
  helpful. Like where did where did you
• 6:37
  learn that? Right?
• 6:38
  We prompt the conversation like, and it listen, the thing I want
• 6:41
  to clarify is I'm not intentionally trying to sell.
• 6:44
  It's not about selling. It's about service and it's
• 6:46
  about sharing your insights and your wisdom.
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  And so I share my insights and wisdom everywhere I go.
• 6:52
  I'm getting a massage, I'm sharing it.
• 6:53
  I'm in the back of an Uber, I'm sharing it.
• 6:55
  The amount of contact information I have gotten just
• 6:59
  from being in Ubers and being in, for example, like what is
• 7:03
  that called Uber Black or Uber Premium?
• 7:05
  And I'm talking to the driver and like, yeah, we're trying to
• 7:06
  expand this business. I'm like, yeah, give me a call.
• 7:08
  Like I'm happy to chat about how I can help you.
• 7:09
  Like I am always selling, but the thing when I say always be
• 7:14
  selling is not a matter of always be transactioning, always
• 7:16
  be pitching. It has nothing to do with that
• 7:19
  always be selling as a mindset that I talk about.
• 7:21
  And the reason that, you know, my clients laugh at this is the
• 7:24
  fact that like always be selling to me means and represents
• 7:27
  always be so obsessed with your product, so obsessed with your
• 7:32
  process, your program, your approach, your service that you
• 7:35
  are busting at the seams wanting to tell everybody about it
• 7:38
  because you know what it can do for the person who experiences
• 7:41
  it. That's what it means to always
• 7:43
  be selling. And so for me, when I try to
• 7:46
  think about, you know, how do I always have these opportunities?
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  I'm always talking about what I do and how it helps people and
• 7:52
  also how it can help the person I'm speaking with that I
• 7:55
  naturally create opportunities for sales.
• 7:58
  Even though the intention was never to transact or collect a
• 8:01
  payment. It was just genuinely deserved.
• 8:03
  So one of the things I see is a disconnect with people who want
• 8:07
  to hit 7 figures is they have this like shame around talking
• 8:10
  about what they do. They have a shame around, you
• 8:12
  know, speaking about their service or speaking about their,
• 8:15
  their offer, their program. And what I find is that the
• 8:18
  people who are successful, they speak about it all day every day
• 8:22
  because they don't feel a shame around what they do.
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  They don't feel a shame around how they help people.
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  They embody at the deepest level and they feel it to their core
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  in every sense of the being. So I want to start with #1 which
• 8:33
  is always the selling. This is a motto that I have and
• 8:36
  I ask myself, how can I deeper connect to what it is that I do
• 8:40
  and share more of that with the world is really how I kind of
• 8:42
  look. To ask myself how can I always
• 8:44
  be selling means how can I always be serving and embodying
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  so much of what I do that I share it with the world?
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  Second is the fact that problems are a sign of progress.
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  OK, so problems are your sign of progress.
• 9:00
  It's interesting. You know, I remember being on a
• 9:02
  call when I was growing my business and in a mastermind
• 9:06
  group that was part of it. I said, hey, guys, you know,
• 9:07
  I've, I've been kind of navigating the situation because
• 9:10
  it's experiencing more failed payments right now.
• 9:13
  And I remember someone on the call basically saying, you know,
• 9:16
  oh, well, I don't have any failed payments.
• 9:17
  Like I don't, I don't have anybody who's not having
• 9:21
  payments come through. Every single payment has come
• 9:23
  through. I've never experienced that.
• 9:24
  And I felt a lot of shame around it originally because I was
• 9:27
  like, oh, my gosh, like, do other businesses not have failed
• 9:28
  payments? Like, is that, is this a cake
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  problem? And I remember my mentor at the
• 9:33
  time called that person out on the call and said, hey, you
• 9:37
  know, Sarah, to be honest, that shouldn't be a badge of honor
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  that you don't have or a badge of pride that you don't have
• 9:46
  failed payments. Because if you don't have failed
• 9:49
  payments, it means you don't have a lot of payments
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  happening. Because when people have a lot
• 9:53
  of payments happening, they have a percentage of those people
• 9:56
  that are paying that sometimes their credit card is expired.
• 10:00
  They can't process the payment. They need an adjustment on their
• 10:03
  payment plan, whatever it may be.
• 10:05
  But his reframe immensely helped me, which was the idea that
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  like, if you're seeing the absence of problems, you're
• 10:13
  probably seeing as well an absence of progress.
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  Because when you progress in your business and you hit new
• 10:19
  stages and you hit new levels, that comes with problems.
• 10:23
  You're being stretched, right? Like you're going to the next
• 10:25
  stage. So when you're going to the next
• 10:27
  stage, you might have a difficulty with, you know, why
• 10:30
  are these people not closing? Or why am I experiencing failed
• 10:32
  payments or you know, I feel like I'm having trouble with my
• 10:35
  team members or I feel like my systems are not supporting me.
• 10:39
  The thing that I've realized is like my relationship with
• 10:41
  problems has really greatly changed in our business.
• 10:44
  Like when we see problems happen, I'm excited.
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  Like, and that sounds weird, but I'm excited to see problems
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  because when I see problems, that tells me it is a core
• 10:54
  indicator that as a business owner, you're making progress.
• 10:57
  If previously you had no issues. Like leads are coming in, leads
• 11:00
  are coming in. This is great, great.
• 11:02
  Well, if you want to double your business, what does that do?
• 11:05
  It creates a problem of we need double the leads.
• 11:07
  If you're somebody who, for example, has sales rolling in
• 11:11
  and again, you've got great inquiries and things, yes, if
• 11:13
  you're comfortable, you're not going to have any problems.
• 11:15
  But guess what, if you want to triple your business overnight,
• 11:18
  you go, hey guys, we got a sales problem.
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  How are we going to hit the new goal, right?
• 11:23
  So when we think about problems, a lot of people think problems
• 11:26
  are the sign that something's wrong in the business.
• 11:28
  I look at problems as an indication of, hey, we're making
• 11:31
  progress here. We're being stretched to the
• 11:34
  next level. So this is a sign that basically
• 11:37
  we have outgrown what we're currently doing.
• 11:40
  And so for me, problems are a sign of progress.
• 11:43
  I get excited when I see them and I also realize that when I
• 11:46
  have a problem, it means I get to develop a new process.
• 11:50
  Like it's interesting when someone comes to me and they're
• 11:52
  like, you know, Oh my gosh, I, I, I'm having failed payments.
• 11:55
  The reason I bring up failed payments, by the way, is it
• 11:57
  something that a lot of people feel a lot of shame around.
• 11:59
  So I want to normalize that, you know, there's a percentage of
• 12:01
  all businesses that will have people default on payment or
• 12:04
  struggle with payment, which is why I want to accentuate this
• 12:06
  one specifically because it's not talked about a lot.
• 12:09
  When we have problems, we also develop processes for those
• 12:11
  problems. And so the thing that I think is
• 12:13
  interesting is when someone doesn't welcome problems,
• 12:17
  they're also not welcoming the development of new processes in
• 12:19
  their business. They're also not welcoming the
• 12:21
  fact that there's going to be a change in evolution to how they
• 12:23
  once did things. So back to the failed payments
• 12:26
  example, if you never have failed payments, you've never
• 12:28
  been forced to to create a failed payment process, right?
• 12:33
  So the way we develop the processes for the next stage
• 12:35
  where we're going is through the experience of problems.
• 12:40
  So the thing that I really, to be honest, do a lot as a mentor
• 12:43
  and as a coach for people, it's to say, hey, I had that problem.
• 12:46
  I built a process. Here's my process.
• 12:49
  Like I had the problem of not having enough leads.
• 12:50
  I had the problem of, you know, people weren't closing even
• 12:53
  though they were inquiring. I've had the problem of, you
• 12:55
  know, people are landing on my website, but they're not
• 12:57
  inquiring or moving through the pipeline.
• 12:58
  Like I've had all that. And so because of that, I have a
• 13:01
  process on how I go through auditing it, analyzing it and
• 13:05
  executing on what I realize has come up.
• 13:08
  Like problems are exciting. It means that you're
• 13:10
  progressing. So instead of us being like up
• 13:13
  another problem, up another problem, it's a matter of
• 13:16
  saying, OK, well, if the problem is happening over and over and
• 13:18
  over again, then, you know, for me, I also have this other quote
• 13:22
  that I say a lot, which is, you know, one of our core statements
• 13:25
  of our business, which if it's a pattern, it's a problem.
• 13:28
  So I think there's different types of problems.
• 13:29
  There's symptoms that come up in the sense of situations that
• 13:32
  come up that are helpful and are something that really helps
• 13:35
  develop the business and mean that you're going to the next
• 13:37
  level. But you've also got problems
• 13:39
  that are a pattern. Problems that are a pattern are
• 13:42
  of a different category. It means that there's something
• 13:45
  that are happening ongoing all over and over and over and over.
• 13:47
  If you're having a problem and you create a process for it, but
• 13:51
  then even after you make the process, the pattern continue.
• 13:54
  That's something that I say, OK, like this is actually a problem
• 13:57
  you want to dive deeper into because it means it's not truly
• 14:00
  being solved by the process we created.
• 14:02
  OK, Another one of my perspectives is that 70% is good
• 14:06
  enough and the amount of entrepreneurs that I talked to
• 14:10
  who are all about like, I believe that hitting seven
• 14:13
  figures is a matter of excellence.
• 14:14
  It's a matter of perfection. Like, you know, they kind of
• 14:17
  leave no stone unturned. There's nothing that's not
• 14:20
  perfectly attended to or mastered.
• 14:24
  The thing I will tell you of all the people that I have helped
• 14:26
  hit seven figures and also surpassed into multiple 7 is
• 14:30
  that they don't feel that they need all the information to take
• 14:33
  action. They don't need 100% of the
• 14:35
  information to move. They need like 6070% of it.
• 14:38
  They don't need something that they design or create to be 100%
• 14:42
  perfect. They need 70% of the way there
• 14:44
  and they're going to launch it and refine along the way.
• 14:47
  And the thing that I think we need to acknowledge is that
• 14:50
  often times when we're trying to create something to be 100%
• 14:53
  perfect, 100%, you know, curated, 100% developed, what
• 14:57
  really we're talking about is we're trying to protect
• 14:59
  ourselves from judgement. We're trying to protect
• 15:01
  ourselves. Like perfectionism to me is
• 15:05
  really just the aspect of people deeply, deeply, deeply wanting
• 15:09
  to protect themselves from judgement and criticism.
• 15:13
  And sometimes and most of the time it's something that's not
• 15:16
  actually a reality that they will experience.
• 15:20
  It's the belief that it could or might occur.
• 15:24
  Like when someone puts out, for example, a, a freebie and
• 15:27
  they're like really refining the design of this by changing the
• 15:30
  title or the subheading or whatever it might be.
• 15:32
  And I'm like, hey, you doing this has stalled it going out.
• 15:39
  And so my belief around the 70% is good enough is when people
• 15:43
  fall into perfection, what they actually are doing is
• 15:48
  procrastinating. And so when you're
• 15:50
  procrastinating, what I tell people is, and I asked them this
• 15:53
  question, when I feel like I see a client or a peer that's
• 15:56
  falling into this bucket, I say, hey, if you are doing this and
• 16:01
  you want it to be perfect, my question to you is, would you
• 16:05
  rather it be perfect and have that, you know, gold stamp that
• 16:08
  I did every single piece and I uncovered everything and it not
• 16:12
  go out and create any results? Or would you rather it be 70% of
• 16:17
  the way there, get it out quicker, get results and refine
• 16:20
  along the way? Do you believe that making it
• 16:23
  perfect is more effective and more impactful than it going out
• 16:31
  and making progress? Do you believe that whatever
• 16:34
  you're focused on, the thing that you're working on, the
• 16:36
  thing that you're ruminating on planning and conceptualizing and
• 16:39
  making it perfect, is that more important in your opinion, than
• 16:44
  the progress it could make if it was out now?
• 16:47
  And it's a hard question for people to answer because they
• 16:50
  usually recognize that it isn't really a conscious thing, the
• 16:53
  refinement they're doing, it's not a conscious thing that they
• 16:56
  are, you know, trying to make it perfect and edit, edit, edit all
• 16:59
  the time. Like it's not conscious what
• 17:01
  they're doing, but they, they don't really recognize the
• 17:04
  domino effect and the impact that it's creating, which is
• 17:07
  that every single day that you make it perfect, you are
• 17:09
  procrastinating. And by procrastinating, you're
• 17:11
  actually saying that making it perfect is more important than
• 17:14
  my goal. Making it perfect or seeing it
• 17:16
  look like X is more important to me than getting the outcome.
• 17:20
  And when you have to verbalize that and say that to somebody,
• 17:23
  it makes you really rethink your goals and how you're approaching
• 17:26
  things. So 70% of the information is
• 17:29
  good enough. You don't need it like 100% of
• 17:32
  the way designed. You know, you don't need 100% of
• 17:35
  the information before you can move.
• 17:37
  You don't need anything to be 100% before you act.
• 17:40
  You really need to get something 70% of the way there.
• 17:42
  I see this a lot of time as a trend with offer creation.
• 17:46
  I see so many people when they are creating offerings in their
• 17:49
  business that they're like perfect videos and perfect
• 17:52
  worksheets and perfect onboarding and offboarding.
• 17:55
  That is something that while you're taking six months to make
• 17:59
  perfect, so and so who actually has gotten over the idea of
• 18:02
  perfectionism and having it 100% perfect has launched the offer
• 18:06
  five months before you did because they weren't worried
• 18:09
  about making it perfect and they recognize that they could refine
• 18:12
  along the way. And so then people ask
• 18:14
  themselves, why are 7 figure business owners successful?
• 18:16
  That's because they just got a 5 month head start on you simply
• 18:21
  based off the fact that they're not invested in it being
• 18:23
  perfect. They're invested in progress.
• 18:26
  And so 70% is good enough is a motto that helps you to really
• 18:31
  realize, do I have 70% of the way there?
• 18:33
  Do I have 70% of the information?
• 18:35
  Because if I do, then the the next step is go, go take action,
• 18:39
  go launch it, go release it, go say and press OK?
• 18:43
  Because every day that you focus on making it perfect is really
• 18:46
  just you focusing on procrastinating getting the
• 18:48
  outcome and the progress that you want.
• 18:50
  The next one is that you're the lid of your business.
• 18:53
  This was taught to me by a past mentor and you know, he had
• 18:56
  shared with me, I believe this is a quote by Dean Jackson.
• 18:59
  I'm pretty sure I have to triple check.
• 19:02
  I may be entirely wrong. There's a there's a bunch of
• 19:03
  different people in my mind who have all these amazing quotes,
• 19:06
  But you were the lid of your business is really to say that
• 19:11
  your business will never surpass the level of development
• 19:14
  awareness and understanding and education that you have.
• 19:17
  And it's important for us to realize that like, and even why
• 19:21
  we're having this conversation, right about being a 7 figure
• 19:23
  earner. So many people want their
• 19:25
  business to hit certain levels, but you're not even at that
• 19:27
  level. You haven't mastered the
• 19:30
  mindset, you haven't mastered the emotional resiliency to hit
• 19:34
  that. And, you know, emotional
• 19:36
  reaction and regulation is probably one of the biggest caps
• 19:41
  for a lot of business owners. Their sales aren't going the way
• 19:43
  they want and they start freaking out.
• 19:44
  They, you know, feel like the marketing isn't going the way
• 19:47
  they want and they start freaking out.
• 19:48
  They have anything really happen as a problem in their business
• 19:51
  and they start freaking out. And then they're like, I just
• 19:53
  don't understand why a business isn't growing.
• 19:54
  Well, that's because you're having a completely dysregulated
• 19:59
  state happening for two days after you have a problem. 7
• 20:03
  figure business owners have a moment.
• 20:04
  They honor. They honor the emotion.
• 20:06
  It's like they have intentional times as well, built into their
• 20:08
  day where they release those emotions, but they don't get
• 20:12
  caught up in the drama. They don't get caught up in the
• 20:14
  emotion. They realize that, OK, like if
• 20:16
  I'm going to keep things moving, I got to make sure that I'm able
• 20:19
  to process and regulate at a very quick rate.
• 20:21
  Same thing when it comes to you know, you're the lid of your
• 20:24
  business, your level of knowledge.
• 20:26
  Right. Like if you are feeling like, oh
• 20:28
  like I'm seeing results happen right now and I'm seeing great
• 20:30
  things happen to my business, maybe your business is not up in
• 20:32
  flames right now. Maybe it's not something that
• 20:34
  has massive problems and that's good.
• 20:35
  I don't want you to always be in a state of panic in your
• 20:38
  business, but if your business is staying stuck at where it is,
• 20:43
  for example, let's just say marketing, it could be because
• 20:46
  you genuinely don't know and haven't tapped into the depth of
• 20:49
  marketing strategy. You need to go to the next
• 20:51
  level, but your marketing will never exceed your level of
• 20:54
  knowledge of marketing. Your sales will never exceed
• 20:57
  your level of understanding of sales in your business.
• 20:59
  Your brand will never exceed your level of understanding of
• 21:03
  brand strategy in your business. And This is why we talk about
• 21:07
  coaching, we talk about mentorship.
• 21:09
  It's not a matter of, you know, saying, oh, like you can't be
• 21:12
  successful if you if you don't hire a coach.
• 21:13
  I don't buy into that. I don't believe that at all.
• 21:15
  But what I do believe is that if you don't have the knowledge you
• 21:19
  need to go to the next stage, you are responsible to be
• 21:23
  constantly progressing, constantly developing in every
• 21:27
  single bucket because if you don't, your business is capped
• 21:31
  in that way. And so the biggest way to be
• 21:34
  able to expand your business is to expand yourself, your
• 21:37
  knowledge, your expertise, your emotional regulation, your
• 21:42
  thought patterns, your habits. It starts with you.
• 21:46
  You are the reason that your business is not growing.
• 21:49
  Now, that's not from a place of blame and it's not a place from
• 21:52
  shame. What it actually means is that
• 21:55
  all of the power of where you want to go starts with you.
• 21:59
  You're the reason you're not growing.
• 22:01
  And you're the reason you could grow tomorrow.
• 22:06
  And so for me, you are the lid of your business was like a a
• 22:10
  shot of adrenaline in me because I realized my business is not my
• 22:14
  problem. I'm my problem.
• 22:16
  It's me. It starts with me and it ends
• 22:19
  with me. So my business will never expand
• 22:22
  outside of my level of knowledge, expertise in any
• 22:25
  bucket. Your team will never exceed your
• 22:28
  level of leadership. Your marketing will never exceed
• 22:30
  your level of knowledge. Your sales will never exceed
• 22:33
  your level of understanding of sales.
• 22:35
  It doesn't matter what bucket you put it into.
• 22:37
  You are the cap, which means you are also the thing that when you
• 22:41
  decide to operate differently and you decide to get
• 22:44
  uncomfortable and you decide to challenge the way you've always
• 22:47
  done things, you're going to see massive things change in your
• 22:50
  business. When you take full ownership
• 22:52
  that you are the lid of everything that's happening in
• 22:54
  your business right now and that it entirely falls in 100% you
• 22:58
  and you start to own that. You start to take decisions
• 23:00
  around that things are going to happen in your business.
• 23:06
  I was in the blame game before. I was a 7 figure owner.
• 23:08
  I was like, you know, oh, the algorithm this and the offers
• 23:11
  this and the DMS this and whatever.
• 23:14
  I'm still aware that the market changes.
• 23:16
  I'm still aware that things happen in the business.
• 23:18
  But hey, guess what? What the heck am I going to do
• 23:19
  about it? I got to figure out a way.
• 23:22
  I got to find a way to solve that problem.
• 23:24
  I got to find a way to understand and learn XYZ skill.
• 23:28
  I got to find a way to level up my mindset to be able to handle
• 23:31
  the next level of pressure of what's going on in this business
• 23:34
  that starts and ends with me and it also starts and ends with
• 23:37
  you. OK, now this goes to the next
• 23:40
  piece. We talked a little bit about
• 23:41
  regulation. Another principle that I really
• 23:43
  live by is that I always make database decisions.
• 23:47
  And this was something that I was recently talking about on
• 23:49
  social media because in my opinion with emotional based
• 23:53
  decision making, and I want to clarify this because I don't
• 23:55
  want to say that you should never make a decision from an
• 23:58
  emotional awareness. My rule around making decisions
• 24:01
  from emotional awareness. So what I mean by that is you're
• 24:03
  having resistance, you're having feelings around something.
• 24:06
  You're like, Oh my gosh, what do I do about this?
• 24:08
  My thing around that is you should only make decisions
• 24:12
  around something if the emotions you're you're experiencing are
• 24:15
  not at a heightened state. So here's what I mean by that.
• 24:19
  If you are experiencing like, I feel uneasy, I feel uneasy about
• 24:23
  this. I don't want to do this.
• 24:24
  It feels like this is not for me.
• 24:25
  This feels like it's not right. Like I just feel like this is
• 24:27
  not the right path. That's OK and that's valid, but
• 24:32
  I want you to make decisions off of emotion when the emotions are
• 24:36
  not activated and they're neutral.
• 24:38
  What I mean by that is you're at the nail salon, you're getting
• 24:40
  your nails done or something. You're just like, man, that
• 24:44
  thing I want to change. Like it's really bothering me.
• 24:46
  I feel like I need to change that.
• 24:47
  Or when you're like just sitting in bed at night and you're like,
• 24:51
  man, I need to really change. I feel like my brand is just not
• 24:54
  elevated to the way that I feel like I want to show up.
• 24:57
  Like if you're just sitting and you're neutral and you're not in
• 25:00
  a heightened state and you're feeling like emotionally, like
• 25:02
  it's just kind of ruminating in me, you can make decisions on
• 25:05
  that. That's fair.
• 25:06
  That means that when you're in a neutral, non activated state
• 25:09
  that you're feeling and you're having awareness, we want to
• 25:11
  understand what those are and act on those.
• 25:13
  Here's what I do not act on activated emotion.
• 25:17
  Meaning you're in the midst of a crisis, meltdown or panic stage
• 25:21
  and you want to make a change. I literally will tell my clients
• 25:24
  to their face, No, they're like, yeah, but this is this is like,
• 25:28
  no, this is not the moment that we make decisions.
• 25:32
  Why? Because you're emotionally
• 25:34
  dysregulated right now. You're at a complete panic
• 25:37
  stage. This is happening, so I wanna
• 25:38
  make this change. This is happening, so I wanna
• 25:40
  make this change. I said if you feel this way in a
• 25:42
  week and you feel like you again, have neutralized and
• 25:47
  you're not this place of a heightened emotional state, we
• 25:49
  can 100% talk about at that point.
• 25:51
  And I'm glad that I have this awareness from you, but you're
• 25:53
  not acting on this right now because the amount of people
• 25:56
  that I've seen act in those moments because they're acting
• 25:59
  on emotion and they've actually ended up doing more damage to
• 26:02
  their business than good is more frequent than not.
• 26:05
  And so for me, my belief is your business should really be rooted
• 26:10
  as much as it can on data, which means that, you know, yes, we're
• 26:13
  gonna have emotional awarenesses that help us to make decisions.
• 26:16
  But a lot of that understanding of what's going on in your
• 26:17
  business is in your data. Like the amount of people who
• 26:20
  are like, I don't know what's going off my sales.
• 26:21
  And then I go into their data and they're like, oh, and I'm
• 26:24
  like, yeah. Or like, I feel like nobody's
• 26:26
  buying. And I'm like, well, no one is
• 26:28
  buying because there's nobody even interested in buying.
• 26:30
  Look at these stats. Or like, hey, I feel like I'm
• 26:33
  releasing this offer, but I feel like nobody's interested.
• 26:36
  And I'm like, well, the data would tell us based off the lead
• 26:39
  magnet that we put out or the freebie and the market research
• 26:42
  that we did, that you're in fact correct.
• 26:44
  The data tells us that no one's interested in solving this
• 26:46
  problem. So the thing that it does is
• 26:49
  when we look at data, it takes the emotion out of decisions,
• 26:51
  right? It really helps us to realize
• 26:53
  there's information in front of us that if anything validates
• 26:56
  the way you're feeling. That's what I find with data.
• 26:59
  Data for me when I'm feeling an emotion around my business or
• 27:02
  something that I'm experiencing in it, is it like really helps
• 27:04
  me to realize whoa, OK, I'm feeling X way come to find out I
• 27:09
  actually have a reason to be feeling that way because the
• 27:11
  data tells me that that's actually where we're at There's
• 27:13
  data to back up how I'm feeling. This also happens in the state
• 27:16
  of not experiencing problems, but also good things, right?
• 27:19
  So when you're experiencing great success and you're like,
• 27:22
  Oh my gosh, I just like, I feel like I don't understand why this
• 27:25
  is happening or how this is coming to be.
• 27:26
  The data 9 times out of 10 is going to show you and tell you
• 27:29
  why. So for me, I have found that the
• 27:33
  data is really the best place to dive into when you're looking to
• 27:37
  make decisions. Decisions on maybe where to go
• 27:40
  next because you're having great success or decisions on things
• 27:43
  that you're experiencing that are resistances or quote UN
• 27:45
  quote, problems in the business as well.
• 27:49
  Another belief that I have is that your business is only as
• 27:53
  impactful and only has the ability to grow and expand to
• 27:57
  the level of your reputation. And this, I feel like could be
• 28:01
  its own podcast, if I'm going to be honest with you, because
• 28:03
  there's a lot of things that people do that really do
• 28:06
  diminish and reduce their reputation, in my opinion.
• 28:10
  But your business is only as big as your reputation.
• 28:14
  What I mean by that is your business is only as big as
• 28:16
  people who know you and most importantly, what you're known
• 28:18
  for and how you make people feel.
• 28:20
  And I cannot remember off the top of my head, but the quota of
• 28:25
  people don't remember what you do, but they remember how you
• 28:27
  made them feel. And for me, it's been hard to
• 28:33
  coach some people because it's, it's made me realize the problem
• 28:37
  isn't their business. Their problem's their
• 28:39
  reputation. That's a hard pill to swallow
• 28:43
  because your reputation is not something that's a strategy.
• 28:48
  It's about what people say about you when you're not around.
• 28:51
  How do you make the people around you feel?
• 28:52
  Do you make them feel safe? Do you make them feel excited?
• 28:54
  You make them feel empowered. Do you make them feel shame?
• 28:58
  Do you make them feel wrong? Do you make them feel stupid?
• 29:01
  Right. And it may not be, I want to
• 29:03
  clarify, this may not be something that's intentional
• 29:04
  that you're doing, but it really doesn't matter because the end
• 29:07
  of the day, it's about how you make people feel.
• 29:11
  And So what I, I see is like, for example, people will say,
• 29:15
  you know, oh, I want to make more sales.
• 29:17
  But then what I, what I find or what I discover in their
• 29:20
  business is the fact that the people who are buying into their
• 29:23
  offer don't feel heard, don't feel understood, don't feel
• 29:26
  supported. And then they're like, I just
• 29:28
  don't understand why am I not seeing more sales?
• 29:31
  Well, to be honest, because the people inside your offer don't
• 29:34
  even feel supported. The people inside of there don't
• 29:36
  feel like you care. I see this also with people's
• 29:40
  marketing. Like, I don't understand why
• 29:41
  people aren't moving. And I'm like, well, you're
• 29:43
  making it about you. The reputation that you have is
• 29:46
  not something that you know, makes people feel great around
• 29:50
  you. And so like my whole thing is
• 29:52
  like, how do I make people who consume me and who are in my
• 29:56
  world and who experience me in any facet of any way?
• 29:59
  Whether you're listening to this podcast right now, whether
• 30:02
  you're in one of my programs, whether you are a current client
• 30:05
  of mine, whether you want to be a client of mine.
• 30:06
  I want you to feel like Kate makes me feel like I'm
• 30:10
  empowered, I'm educated, I'm, I'm honestly excited and I feel
• 30:14
  confident to just go crush in my business.
• 30:16
  That's what I want you to feel. And if I ever make anyone feel
• 30:20
  any other way, I'm the 1st to take massive radical ownership
• 30:25
  for that. Your business is going to be
• 30:28
  greatly determined by how people feel about you and your company.
• 30:32
  Why do we have customer service departments?
• 30:36
  Why do we have money back guarantees?
• 30:38
  Why do we have these things? Because we know that there's one
• 30:42
  thing to be said for happy customers, but who's the loudest
• 30:45
  of them all? Unhappy customers, unhappy
• 30:48
  audience members, unhappy people who are consuming us.
• 30:52
  And So what happens is it spreads like wildfire.
• 30:56
  And so people then ask themselves why?
• 30:57
  I just don't understand. Like, my business doesn't seem
• 30:59
  to be growing. Yeah.
• 31:00
  Because your reputation is known as blank.
• 31:03
  And it is one of the hardest things.
• 31:04
  I will tell you. I've seen it with companies that
• 31:06
  have decided to do their business different way.
• 31:07
  It's one of the hardest things to get back.
• 31:10
  So one of the best things you can do is to from the beginning,
• 31:13
  decide who am I, what are my values and what do I believe to
• 31:17
  be true. And for example, one of the, the
• 31:20
  models we have in our business is recovery with flair.
• 31:23
  And what it means is if anyone for any reason came to me and
• 31:26
  they were not happy about something in any way, something
• 31:29
  I said on social media, something that, you know, maybe
• 31:31
  I, I, you know, didn't a coaching call, whatever it might
• 31:33
  be. If I ever have a situation where
• 31:35
  someone for any reason, for any matter is not happy, the first
• 31:37
  thing I want to do is seek to understand, which is another
• 31:39
  value of ours. Seek to understand.
• 31:42
  And with that, realizing recovery with flair means that
• 31:44
  I'm not only going to fix it, but I'm going to over fix it.
• 31:47
  I'm going to make sure that me and you end up best friends by
• 31:49
  the end of this process because I don't want anyone out there in
• 31:52
  the world not feeling like they feel good about our dynamic.
• 31:56
  And so I will always do everything with my power to try
• 31:58
  to make sure that my reputation is known as someone who makes
• 32:01
  things right and who serves people and who empowers them and
• 32:04
  who activates them. And so your business will never
• 32:07
  exceed your reputation. If your reputation is not known
• 32:10
  as something that is positive and uplifting for the people
• 32:13
  around you, your your business will never push through that.
• 32:15
  It will be something that keeps your business stuck because your
• 32:18
  reputation is good. Your revenue will also match the
• 32:20
  level of your reputation. Another belief is getting
• 32:24
  curious. For me, when I see things
• 32:27
  happen, I have this like deep sense of curiosity.
• 32:29
  And we talked about this and, you know, one of our sales
• 32:31
  episodes of getting curious about people's problems.
• 32:34
  But I also get curious about, you know, why is something
• 32:38
  happening? I feel like a little
• 32:39
  investigator. I'm like literally like a person
• 32:41
  who has access to these little pieces of information.
• 32:44
  And I'm like, I want to dive deeper into that.
• 32:45
  I want to find that. I want to figure out why is that
• 32:47
  not working? And you know, why is that
• 32:49
  working? I really seek to get curious.
• 32:51
  I want to get curious on why people feel the way they do.
• 32:54
  Why are people getting results? Why are people, you know,
• 32:56
  struggling to generate revenue? Why are people feeling XYZ with
• 33:00
  their marketing right now? Like, I really want to get
• 33:02
  curious. And this is something you
• 33:03
  probably, I'll break the 4th wall here for you.
• 33:05
  I'm curious what episode codes resonate with you?
• 33:09
  That's why I ask you so much to reach out and and to connect
• 33:12
  with me on social because I want to know.
• 33:14
  Like I'm genuinely curious, how can I help you?
• 33:17
  Like I'm curious about what parts about my offerings do
• 33:20
  people love or like what could they add more of?
• 33:22
  So like I do interviews with people and I say, Hey, if
• 33:24
  there's anything that we could do more of inside our programs,
• 33:26
  what would it be? I'm curious.
• 33:28
  I am, so I'm curious to a fault of why things are happening, but
• 33:33
  that curious allows me and also, you know, helps me to connect to
• 33:38
  things that ultimately change how my business is run.
• 33:41
  So because I'm getting curious, it creates opportunities for me
• 33:44
  to have insight and awareness on things that I didn't previously
• 33:47
  have. And so for yourself, I would
• 33:49
  say, you know, things that you feel are happening or not
• 33:52
  happening in your business. How could we flex the muscle of
• 33:56
  getting more curious about those things to allow us to really
• 34:02
  uncover what we need to know and really uncover more information
• 34:06
  that could be helpful for us to scale another belief.
• 34:09
  And this is also kind of connected to a book.
• 34:11
  So I'm going to also shut out a book here as well.
• 34:13
  The next one is that you need to give what you want to get.
• 34:16
  And there's a book called the go giver that I highly, highly
• 34:20
  recommend you read. So the book is called The Go
• 34:22
  Giver, and this book really changed my perspective around
• 34:28
  giving because, you know, from the beginning of my business,
• 34:31
  I've really been someone who deeply wanted to serve.
• 34:33
  And that was sometimes through, you know, free coaching on a
• 34:35
  live, it might be, you know, giving people scholarships.
• 34:39
  We've done all kinds of things when it comes to giving in our
• 34:44
  business. And I've often found that the
• 34:47
  times that I've received the most have been on the back of me
• 34:50
  giving the most. And I really do think a lot of
• 34:53
  my business has been built off the fact of service being the
• 34:56
  core value and the core thing that I hold to be true.
• 35:00
  So I'll give you an example of something that happened most
• 35:02
  recently. So I recently held a program or
• 35:06
  an offer that was a one time thing we did and it was called
• 35:08
  scale sessions. And this was something that was
• 35:10
  $200, it was not $197.00. And when we ran it, it was a hot
• 35:15
  seat Q&A type style for a month with me.
• 35:17
  And so the calls themselves were every single Monday for 90
• 35:20
  minutes or sorry, two hours, two hours.
• 35:22
  Some of them ended up being 3 hours.
• 35:24
  On top of that, we did a recording that was another
• 35:26
  recording we sent out to people that sometimes in itself ended
• 35:29
  up being 90 minutes. And I had somebody ask me, they
• 35:32
  said, you know, Kate, why would you offer something like that
• 35:34
  for $200.00? And I said, well, do you really
• 35:37
  want to know? Because when I do that and
• 35:40
  someone invests $197.00 with me, number one, I'm going in with
• 35:44
  anything that I create to serve your face off.
• 35:45
  Like, I really want, I really want you to be deeply, deeply
• 35:49
  served in whatever it is that I, that I do.
• 35:51
  But the thing that I really realize is the fact that I give
• 35:57
  so much because I've always found the more I give, the more
• 36:01
  I receive. And so it was interesting
• 36:03
  because when we ran our scale sessions after that, our Black
• 36:07
  Friday started and the amount of people who were in that session
• 36:11
  of scale sessions who then inquired for Black Friday and
• 36:14
  they were like, to be honest, seeing the way you coach for
• 36:18
  $197, yeah, sign me up for 15K, right?
• 36:22
  Like they're, they know and they see the aspect of value and how
• 36:26
  much I serve. And so like, if you serve that
• 36:29
  way at $200, imagine how you serve at 15203060 a $100,000.
• 36:35
  So when I say give what you want to get, I think there's also a
• 36:40
  belief, which is something I talked about at a recent event.
• 36:42
  I spoke at an event recently about marketing, and one of the
• 36:45
  questions that had come up was someone said, well, you know,
• 36:47
  I'm a little bit worried about giving all of this away because
• 36:51
  if I give all these things away, then who's going to want to hire
• 36:54
  me? And it's such a common question.
• 36:57
  And it's something that, you know, we hear obviously a lot,
• 37:01
  But the idea that someone's hiring you just for what you
• 37:05
  put, like if you put it on social media, they're not going
• 37:07
  to hire you. That's not the reason people are
• 37:09
  hiring you, especially in today's day and age.
• 37:12
  Like when I have given the most on social has actually when I've
• 37:16
  scaled my business the most. And so the reason that the way I
• 37:19
  look at this is the reason people are hiring me is not for
• 37:23
  what I know, but how I help them to execute it.
• 37:26
  It's not a matter of what I know.
• 37:29
  And the fact that just like I know I can't tell someone, I
• 37:31
  know this information. Guess what?
• 37:33
  Most the information that you know is on the Internet.
• 37:36
  Most of what the information that you're teaching could in
• 37:38
  some way, shape or form be distilled down from somewhere on
• 37:41
  the Internet. That's not why people are hiring
• 37:43
  you. They're hiring you because the
• 37:45
  accountability. They're hiring you because the
• 37:47
  connection. They're hiring you because
• 37:48
  you're doing it for them. They hire you to save time, to
• 37:52
  save money, to save mental energy and stress.
• 37:55
  There's a million and one ways that that can show up and it can
• 37:58
  present itself. The thing that I would say is
• 38:02
  that people are not hiring you for what you know, but most
• 38:06
  importantly for how you do it, right and for also the aspect of
• 38:10
  customization of it, right? Like if I'm somebody who is
• 38:15
  wanting to get fit, I can do that by downloading a workout
• 38:18
  program on the Internet. Like I don't necessarily have to
• 38:23
  hire a coach if I want to make make changes with my health.
• 38:26
  But why do I hire a coach? Because they can help me with my
• 38:29
  mindset. They can help me with my
• 38:31
  accountability. They can help me with, hey, this
• 38:32
  exercise is hurting. What do I do about it?
• 38:34
  That's why they're hiring me, not just because I know how to
• 38:38
  build a workout or not just because I know how to, you know,
• 38:41
  create a program. They're doing that and they're
• 38:44
  working with that person because that person embodies the depth
• 38:49
  of what they're teaching. What you teach and what you know
• 38:52
  is not why people are hiring you.
• 38:54
  And if anything, what I believe and has always been my
• 38:56
  perspective is that what you teach on social will allow
• 39:00
  someone to have a microtransformation.
• 39:02
  So for example, you might have even felt, which is always
• 39:04
  something that I, I hope for you, but I, I always hope that
• 39:07
  when someone listens to one of these episodes that you're able
• 39:10
  to take some aspect of clarity. Maybe, you know, I connected
• 39:13
  with somebody actually in the DMS and you know who you are.
• 39:16
  So thank you for listening. I had connected with her and she
• 39:19
  said, you know, your belief around if it's a pattern, it's a
• 39:21
  problem changed my life. And I said, you know, what kind
• 39:23
  of came up for you? And she said, I realized I was
• 39:25
  in a relationship and there was a lot of patterns that I was not
• 39:29
  OK with. And I realized that, you know,
• 39:32
  while it obviously, if it's a pattern, it's a problem was not
• 39:35
  my intention around relationships.
• 39:36
  When I talked about it, this person had come to me and said,
• 39:40
  you know, your if it's a patterns of problem made me
• 39:42
  realize that I had so many patterns that had persisted in
• 39:45
  my relationship and that I was not OK with them.
• 39:48
  And when I acknowledged them and addressed them, I realized that
• 39:51
  I didn't want to be in this dynamic anymore.
• 39:54
  And so I realized that I was also part of the pattern.
• 39:57
  I was had a pattern of dating XYZ men.
• 40:00
  I had a pattern of, you know, being this way in relationships.
• 40:03
  And so because of that I've decided to leave my partner and.
• 40:08
  You know, it makes me emotional thinking about it because when I
• 40:13
  share and I think about this podcast as like my open business
• 40:17
  diary, if I'm going to be honest with you, I'm just like, hey, I
• 40:19
  want to give you as much as I possibly can and there's no
• 40:21
  strings attached to it. I don't expect you to invest
• 40:23
  with me. I don't expect you to do
• 40:24
  anything. All I ask you to do is to really
• 40:28
  take this information and integrate it for yourself so you
• 40:30
  can win in whatever way that looks for you.
• 40:33
  And so when we talk about give what you want to get, because I
• 40:37
  gave in that podcast, this one line that changed the ability
• 40:43
  for her to go home and to be able to have a totally different
• 40:47
  life. And so when I say give what you
• 40:49
  want to get, what I want to get is impact.
• 40:52
  What I want to get is people being changed.
• 40:53
  What I want to get is women, you know, being empowered and being
• 40:58
  able to have the life in the business that is 100% possible
• 41:03
  for them. And that happens through the
• 41:04
  more that I give. And so this also came up as a
• 41:07
  conversation at an event around your frameworks, right?
• 41:10
  Because people are like, well, what if I teach this and someone
• 41:12
  takes it and rips it off? There's a couple pieces to that.
• 41:15
  OK, so when I teach some my frameworks, my belief is if I
• 41:20
  teach you a framework on this podcast and you take that and
• 41:23
  you run with it and you get exceptional results, guess what?
• 41:26
  You didn't need to hire me in the first place.
• 41:28
  It meant that the information was effective in itself alone,
• 41:33
  that you really didn't need me. You didn't need me.
• 41:37
  So it would have been unethical for me to even sign you as a
• 41:39
  client because you didn't even need me in the 1st place.
• 41:43
  So there's that piece. But then people say, well, what
• 41:45
  if someone steals it? What if someone you know rips it
• 41:47
  off? And I said great, what's the
• 41:49
  goal in your business? Your goal in your business is
• 41:51
  impact. And so again, if that person is
• 41:55
  helping and teaching it to more people, then frankly, you're
• 41:58
  getting the impact that you always wanted, right?
• 42:01
  Like I, I don't believe in this idea that my information is my
• 42:04
  value. And I think it's that belief
• 42:06
  that has allowed our business to be able to expand.
• 42:09
  I literally know of past clients that have taught my frameworks,
• 42:16
  that have shared my insights or shared my information.
• 42:20
  And that's because I don't believe that what I teach is the
• 42:24
  thing that makes me valuable. And it's interesting because
• 42:27
  I've actually had people who said, hey, I worked with so and
• 42:29
  so and I was in their program and I realized this is your
• 42:33
  framework. Like, can I learn this from you?
• 42:36
  Like they come back to the source, They come back to the
• 42:38
  place to be like, hey, I want to dive deeper into this and I want
• 42:41
  to learn more. So give what you want to get.
• 42:46
  Another belief that I have is when opportunity knocks at your
• 42:49
  door, lean in and often times it's going to knock when you're
• 42:52
  not ready. So I'm going to tell you a quick
• 42:54
  story. I actually a year ago had gone
• 42:58
  to I was going to New York and I was going to go be there to meet
• 43:03
  with someone for AVIP day. And I was like, OK, well, I'm
• 43:05
  already going to be in New York. Why don't I just see if any of
• 43:06
  my followers live in New York and want to, you know, connect
• 43:09
  for dinner. So I said, hey, you know, going
• 43:11
  to be going to New York. If anybody wants to meet in New
• 43:14
  York for dinner, shoot me Adm And so I might.
• 43:17
  I had an onslaught of people who were like, I want to meet you
• 43:19
  for dinner. Let's do it.
• 43:20
  And when I opened this opportunity for dinner, on one
• 43:24
  hand I was like, I'm so excited because I'm like, great, this is
• 43:26
  so cool. I get to meet with so many
• 43:27
  women. And on the other hand, I was
• 43:29
  like, this is like 20 something people.
• 43:32
  So I was like, you know, I got to get a reservation here.
• 43:34
  So I go to get a reservation, get a reservation set up and
• 43:38
  they're like, Hey, this is actually going to fall into it
• 43:40
  being a small party. So like you're going to have to
• 43:43
  have a private reservation, a private room.
• 43:45
  And I was like, oh, OK, So then I was like, well, what does that
• 43:50
  mean? Like, we have a spending minimum
• 43:51
  and all these things. And I was like, oh, so this is
• 43:53
  not just like girlfriends going for dinner anymore.
• 43:54
  This is really something bigger. And so in that moment, I had to
• 43:57
  decide like, OK, like, I can either say, oh, so sorry, guys.
• 44:00
  Like, you know, we only do three or four people because, you
• 44:03
  know, anything bigger than, like, eight people is considered
• 44:05
  a private. Like, I could have made-up all
• 44:06
  the reasons why I wasn't going to do this.
• 44:08
  But then also I could look at the opportunity of like, well,
• 44:11
  if I did do this and if I did lean in, what would that do for
• 44:14
  me and what opportunity might present itself?
• 44:17
  So that's what I did is I basically saw that there was
• 44:20
  this demand, there was this interest meet for dinner.
• 44:22
  There was this interest to have like minded entrepreneurs come
• 44:24
  together. And so because of that, I was
• 44:27
  like, great, let's lean into that.
• 44:29
  And so we created ambitious, the first ambitious dinner and the
• 44:33
  first of it series of events that started, you know, the
• 44:36
  starting of dinner series. We are hoping to do a, you know,
• 44:40
  another thing coming up in the new year.
• 44:42
  And so all of this to say, we really just saw an opportunity
• 44:47
  in front of us and we're like, hey, like we're not ready, but
• 44:49
  we'll get ready. And so it really helped me to
• 44:52
  realize that like, you know, so many times in my business,
• 44:54
  there's going to be times where I am not ready for something.
• 44:56
  And I have a decision in that moment where I get to decide,
• 44:59
  you know, if I'm someone who wants to be a high earner in a
• 45:02
  big business and all these things, I have to decide that
• 45:05
  I'm going to operate differently.
• 45:06
  I have to decide that when this comes, I'm going to get ready
• 45:09
  and position myself to be ready in such a way that I can take
• 45:12
  action on this. And, you know, this has even
• 45:15
  happened, to be honest. When I had my first speaking
• 45:17
  opportunity, I remember I had my first opportunity to speak and I
• 45:20
  was like, my body said no. My body was like, I am not a
• 45:25
  speaker. I'm not somebody who wants to do
• 45:26
  this. No, no, no.
• 45:27
  Like when we're going to speak on, I don't even know how to
• 45:29
  speak on stage. Like, I don't know the right
• 45:31
  things to do. And I felt so nervous.
• 45:34
  And then I was like, OK, like 321 go.
• 45:39
  And I was like, yeah, of course I'll speak on your stage.
• 45:41
  Absolutely. And then that started me doing
• 45:43
  speaking. And that was kind of what, you
• 45:45
  know, kind of transpired in me going on to other stages and
• 45:49
  going to other events and speaking.
• 45:50
  And so it's been something that I will say has been this motto
• 45:56
  of mine is like when opportunity knocks, answer the door.
• 46:01
  And a lot again, kind of went back to that perfectionism
• 46:03
  piece. A lot of us have the belief that
• 46:05
  because we haven't done it before, we don't have anything
• 46:06
  prepared. I don't have anything ready.
• 46:08
  I'm like, great, get ready then. So with the dinner back to our
• 46:12
  example, we saw that there was all this intrigue and interest
• 46:15
  and I was like, great, I'm not to figure it out.
• 46:17
  So what I did is I had already sold, you know, I think it was
• 46:20
  at that point, like 18 tickets to come to the dinner.
• 46:23
  I don't have a venue booked. I didn't have an understanding
• 46:27
  of what the menu was. I didn't have, I had nothing.
• 46:29
  I just had sales for tickets of people who were coming and
• 46:32
  people being like, hey, book my flight, can't wait to see you.
• 46:34
  And I'm like, OK, here we go. Right.
• 46:37
  Like I, I just, I didn't have anything ready, but I got ready
• 46:40
  and it ended up being an amazing dinner.
• 46:42
  And we had videographers and photographers and, you know,
• 46:45
  goodie bags and we, you know, had like cue cards for the
• 46:49
  tables for connection and deeper questions to better know one
• 46:52
  another. And, you know, we ended up going
• 46:54
  for a post dinner and we did a brunch the next morning.
• 46:56
  Like, it became a thing of its own.
• 46:58
  But it started with, I don't have a plan for this.
• 47:01
  I'm not ready. And I think that that's a belief
• 47:03
  that some bigger earners embody. Like they don't, they don't need
• 47:07
  to always be ready, but when opportunity knocks, they
• 47:09
  recognize that sometimes this opportunity is not going to
• 47:11
  present itself again. Sometimes you're going to have
• 47:13
  moments where the opportunity is right in front of you and you
• 47:15
  don't have anything ready, but you got to get ready.
• 47:17
  And there's also the side of people, though, that I do find
• 47:20
  who don't scale are the people who say like, oh, I don't have
• 47:23
  this and I don't have that. They find all the reasons it
• 47:24
  can't work. And I'm like, let's just think
• 47:27
  an opportunity. Let's think in in the ability
• 47:29
  for this to really expand and develop.
• 47:31
  What if it did work? What if we could make it happen?
• 47:34
  What if it could be something that allowed us to get here,
• 47:36
  there or wherever? And so I always think in when
• 47:39
  opportunity knocks, lean in, get ready.
• 47:43
  If you're not ready, get ready. This one is another one is that
• 47:48
  rest is not a waste of time. And pausing and stillness and
• 47:53
  slowing down does not mean that you're slowing down your
• 47:56
  progress and scaling. And this is something that a lot
• 47:59
  of my high earners know. This was something I had even
• 48:02
  for myself, a difficult relationship with because, you
• 48:04
  know, I used to think, well, like if I'm really wanting to
• 48:06
  have a goal happen, the last thing I want to do is relax.
• 48:09
  Right now. I need to go, go, go.
• 48:10
  I got to work, work, work. But the thing that I will say is
• 48:13
  that oftentimes when you're resting or when you're calm or
• 48:16
  when you're serene or when you're still is actually when
• 48:18
  you have the most clarity in your business.
• 48:21
  So when someone feels like they're super, super busy and
• 48:23
  they have a lot of things going on, they're like, you know, I'm
• 48:25
  going to cut back on sleep a little bit.
• 48:26
  I'm going to not take that day off.
• 48:28
  I'm going to cancel date night because I got too much going on.
• 48:31
  It's actually the total opposite.
• 48:33
  The more that you rest, the more opportunities you have for
• 48:38
  clarity because when you're in the storm, you can't see.
• 48:42
  You need to be able to remove yourself from the chaos, remove
• 48:45
  yourself from the storm to get an aspect of clarity, to know
• 48:48
  what to do next. And so I think there's a big, to
• 48:54
  be honest, missed opportunity that people have when they
• 48:57
  basically go in and say, OK, well, I'm just going to push
• 48:59
  through. I'm just going to go, go, go,
• 49:00
  go, go. Resting is probably one of the
• 49:03
  most effective things that you can do when you're in the
• 49:06
  busiest seasons of your business and frankly, of your life,
• 49:09
  right? Like I've seen people in the
• 49:10
  midst of a launch and they're like, yeah, like, I'm just, I'm
• 49:12
  going to work all weekend. I'm like, I actually would
• 49:14
  really recommend not doing that. If you want to do 1/2 day on
• 49:18
  Saturday, great, but put a cap and a container on it and then
• 49:22
  you need to recharge because guess what?
• 49:23
  On Monday, I need you to come back.
• 49:25
  I need you to kick ass. And you're not going to be able
• 49:27
  to do that if the entire weekend you were also working, working,
• 49:31
  working, working. At some point you got to plug in
• 49:33
  your phone and let it recharge. Same thing for yourself.
• 49:37
  You got to pour into yourself if you want to pour into your
• 49:40
  business. And so people often fight me on
• 49:42
  this one because they believe that there's so much going on in
• 49:44
  their business. Now is not the time to rest.
• 49:46
  Now is not the time that I should be pulling back.
• 49:49
  If anything, it's the perfect time.
• 49:52
  It's the perfect time to plan rest.
• 49:54
  Like I had a client message me recently and she was like, you
• 49:56
  know, Kate, I was going for this launch and I just realized I, I,
• 49:59
  I really have to take the weekends off.
• 50:01
  Like I just can't, I can't work the weekends to do this.
• 50:03
  And I feel like I'm failing and blah, blah, blah.
• 50:06
  I'm like, this is actually the biggest win ever.
• 50:08
  This is the biggest win ever. You're protecting your peace in
• 50:11
  what is considered to be the hardest push season of your
• 50:14
  business. This is a massive win.
• 50:17
  It's a massive win because 7 figure entrepreneurs understand
• 50:21
  that yes, just like all businesses, there's going to be
• 50:23
  seasons and and situations where you have to compromise.
• 50:26
  But there's also in seven figure earners lives and the way that
• 50:30
  they structure and schedule their time.
• 50:31
  They understand that they have to protect themselves.
• 50:36
  They have to protect their energy, their battery, their
• 50:38
  perspective, their mindset, if they're going to win at all.
• 50:41
  Because they really don't look at it as this weekend or this
• 50:44
  week or this month. They look at the way that they
• 50:47
  operate as a practice and an ongoing routine of how they
• 50:51
  approach their life and their business, which is ultimately
• 50:53
  the reason that their process, the way that they look at things
• 50:55
  and do things is different. And so REST is not a matter of
• 51:00
  it being a waste of time, but more Use REST as a resource to
• 51:04
  help you scale. Use REST as an intentional place
• 51:08
  to really help to catapult you to the next level.
• 51:11
  I will be honest, this season in my life is the biggest my
• 51:17
  business has been and I have never slept this much.
• 51:22
  I've never rested this much. I've never been able to go and
• 51:25
  connect with friends this much. I've seen entrepreneurs that I
• 51:30
  work with learn more into REST and double their revenue because
• 51:34
  they're actually coming to their business and coming to solving
• 51:38
  problems with an entirely different level of awareness,
• 51:41
  understanding, clarity, perspective, work efforts that
• 51:46
  they're able to put into it because they're rested.
• 51:48
  So I used to fully, I will tell you, I fully said to a mentor, I
• 51:52
  was like, I see, I see sleep as an inconvenience.
• 51:54
  It was an inconvenience to me because I was like go, go, go,
• 51:56
  go, go. And they never let me hear the
• 51:58
  end of it. But when I had talked about, you
• 52:01
  know, sleep is inconvenience, it's because I, I always felt
• 52:05
  like I was behind. I always felt like I could use
• 52:07
  that time to do XY and Z. When you pour into yourself,
• 52:10
  into your habits, your health, your routines, your filling of
• 52:13
  your cup, you're going to see insane things happen in your
• 52:15
  business. Another thing that I want to
• 52:17
  make sure I share with you is that there are seasons in
• 52:20
  business. OK, so entrepreneurs that are
• 52:22
  are 7 figure and multiple 7 figure earners, they recognize
• 52:25
  that there are seasons in business.
• 52:28
  So by seasons in business, I mean that there's going to be
• 52:32
  winters, OK? There's going to be times where
• 52:35
  it is not a fun type situation. You might find that you're
• 52:39
  struggling for leaves. You might find that your
• 52:41
  marketing is feeling more resistant than ever.
• 52:43
  You might find that you have team members that are leaving
• 52:45
  clients that you're having issues with.
• 52:47
  You may have times where there are really, really, really tough
• 52:50
  experiences in business. You may also have times that are
• 52:53
  not like winter. Instead they're like summer.
• 52:55
  You feel like sales are flowing in.
• 52:56
  Marketing's never been easier. My schedule has never been more
• 52:59
  flow and you're like, everything is just working in alignment for
• 53:03
  me. That's a summer in your
• 53:05
  business. Here's what I want to make sure
• 53:06
  you know, seasons change when you are in summer.
• 53:11
  Winter will come. Also.
• 53:14
  Remember when you were in a winter of your business?
• 53:16
  Summer is coming. The thing that a lot of
• 53:19
  entrepreneurs don't acknowledge is that whatever they're in is
• 53:25
  not going to last forever. If it's going really well, it
• 53:27
  will get hard. So don't bank on it being like
• 53:30
  this forever. The amount of entrepreneurs I
• 53:31
  see get comfortable, like, oh, this is happening, this is
• 53:34
  happening. It's always going to be that
• 53:35
  way. There's always going to be a
• 53:38
  problem on the horizon. So the idea of like, oh, like
• 53:41
  your business is really, really easy right now.
• 53:43
  Guess what your platform you're marketing on, that's the top
• 53:45
  platform you're creating on right now gets deleted.
• 53:49
  Summer's over overnight, right? So the thing that we have to
• 53:53
  keep in mind is that when you're crushing it and it's so flow and
• 53:56
  easy, you can't take your eye off of the fact that it may not
• 54:00
  be like this forever. You may not have this flow.
• 54:02
  And I've seen this time and time again, people get genuinely
• 54:05
  upset with their business when the summer of their business
• 54:08
  doesn't last forever. And they're starting to see the
• 54:10
  colder months come in and winter's on its way.
• 54:13
  And they go, what the heck, Summer felt like this.
• 54:16
  I said, yeah, great. It's not summer anymore.
• 54:18
  And that's because seasons change in your business.
• 54:21
  Now, how long those seasons are is business to business.
• 54:24
  Some people have had a summer for three years.
• 54:28
  Some people have summers for three months.
• 54:30
  But it's important to recognize that your season will change if
• 54:35
  you're having a summer, winter is coming.
• 54:36
  And also, if you're in a really hard season right now, remember,
• 54:39
  it's not going to stay this way forever.
• 54:42
  It's not always going to have to be hard.
• 54:43
  It's not always going to have to be something you struggle with.
• 54:45
  It's not always going to have to be something that you feel like
• 54:49
  you experience resistance with. Like you will at some point see
• 54:53
  a change and see a shift where things start to feel more in
• 54:56
  flow and more in line than ever. That is going to happen.
• 55:00
  That is on the horizon for you. You have to remember that summer
• 55:03
  at some point is coming. Now here's where seasons are
• 55:05
  also impactful. Seasons of business are also
• 55:08
  impactful because every business has seasons that are actually
• 55:11
  like timed to their specific year of business.
• 55:15
  What I mean by this is businesses that are in in
• 55:18
  business for a couple years or more, oftentimes we'll see
• 55:20
  trends of what their winter is. So like some of my clients,
• 55:25
  their winter, their tough month is December.
• 55:27
  For some people, their winter or their tough month is July,
• 55:31
  right? Like for example, the summer for
• 55:33
  some, some businesses say I'm a fitness coach.
• 55:35
  Well, guess what, January 1 as a fitness coach, you, this is your
• 55:38
  prime time, This is your moment to lean in.
• 55:42
  This is your moment to be able to push, push, push and be able
• 55:46
  to realize it's the whole new year, new me.
• 55:48
  A lot of people are desiring to dive into their fitness goals in
• 55:51
  January, and that's something that you can lean into as a
• 55:54
  fitness coach. So when you have and understand
• 55:59
  that there's seasons in business, what you're also going
• 56:01
  to understand by knowing and having that perspective as a
• 56:05
  business owner is that you understand the seasons will
• 56:07
  change and you understand that they're also typically are
• 56:10
  trends of seasons for you. And I kind of think about this
• 56:13
  like people who live in different parts of the world,
• 56:15
  they have different seasons in different months, right?
• 56:17
  Like the the winter in Australia is very different times in the
• 56:21
  sense of when they experience all the things than when they
• 56:23
  might experience it. For example, here in Toronto.
• 56:26
  It's just different. And so we really want to
• 56:28
  remember that business to business when your hard season
• 56:30
  will be will change, but every business does in fact have
• 56:33
  seasons. OK.
• 56:35
  Another belief that I have is that it's never personal.
• 56:39
  It's always business. And this is something that has
• 56:42
  has been a motto of mine to handle situations and not take
• 56:48
  them as an attack on me, but realizing that it really is
• 56:51
  something that's just a disconnect in the business.
• 56:53
  So let's just say A-Team member decides that they're going to
• 56:56
  move on and they're like, well, I can't believe they're leaving
• 56:58
  me. Like I can't believe they're
• 56:59
  leaving me. And, and, and you know, I've
• 57:01
  done this and I've done that and I was like, it's business.
• 57:04
  Your team members leave. That's just what happens.
• 57:06
  Like it's, it's part of the process of business.
• 57:09
  They're not leaving you, they're leaving their position.
• 57:12
  They've decided that this position isn't what they want.
• 57:15
  And they might decide that they've decided to, you know, be
• 57:18
  a stay at home mom. And they've decided that they
• 57:20
  don't want to be working as much as they once did.
• 57:22
  It has nothing to do with you. It has nothing to do with, you
• 57:24
  know, the role wasn't good enough and the income wasn't
• 57:26
  good enough. And I, I did this for them.
• 57:28
  None of that is why they are there or not there.
• 57:32
  All that's happening is that they've just decided to do
• 57:34
  something else. That's not personal.
• 57:35
  It's not has nothing to do with you.
• 57:36
  This is just a reality of business.
• 57:39
  The same thing when it comes to, you know, for example, someone
• 57:42
  who says to me, you know, this client worked for me for two
• 57:44
  years and now they're not renewing.
• 57:46
  And I'm like, you have to realize that's not personal.
• 57:50
  They're not saying, you know, like you're a bad coach or
• 57:53
  you're a bad service or I don't, you know, whatever that the
• 57:55
  thought might be. They've decided in their
• 57:58
  business that they have a different problem they're
• 58:00
  experiencing. They have a different reality
• 58:02
  that they're experiencing. And so because of that, they've
• 58:06
  decided they want to go a different direction.
• 58:08
  It has nothing to do with you. It's their own journey.
• 58:11
  That's just business. People have investments that
• 58:13
  they make and then they look at their cash flow or they look at
• 58:15
  where they're going and their vision of their business and
• 58:18
  they decide to invest somewhere else.
• 58:20
  That's normal. That's part of business.
• 58:22
  So I think what ends up happening in business is, is a
• 58:24
  lot of the times, especially when we are personal brands,
• 58:28
  most importantly when we're personal brands, we feel this
• 58:30
  more than ever. But in general, all businesses
• 58:32
  experience this. When you're a personal brand,
• 58:34
  it's very difficult because you are the face when your marketing
• 58:37
  doesn't do well, you're like, people hate me, they don't like
• 58:40
  me. No, they don't like what you
• 58:43
  said in your marketing, they don't, they don't like your
• 58:45
  message, right. And so like, it just means
• 58:48
  whatever you said didn't land or didn't activate with somebody,
• 58:50
  that doesn't mean they don't like you.
• 58:52
  It just means that they didn't resonate with specifically what
• 58:56
  you were talking about. It's not that they don't like
• 58:58
  you. If someone doesn't buy as a
• 58:59
  result of a sales call, they're like, oh, they don't want to
• 59:01
  work with me. No, there's a certain promise or
• 59:04
  a certain offering that you offered to that person on the
• 59:06
  call or in the DMS or in whatever sales process, and it
• 59:09
  didn't feel like something that they wanted to take action on
• 59:14
  right now. It has nothing to do with you.
• 59:16
  The product or the promise of whatever you talked about might
• 59:18
  not be the perfect fit for them and that's OK.
• 59:22
  One of the things that's really helped me is to realize that
• 59:24
  things that happen in my business or in frankly, like my
• 59:28
  life, sometimes they're just not personal.
• 59:30
  And I try to remove myself from it and realize like this is not
• 59:34
  about me. This is about the process.
• 59:36
  It's not about me. This is about the outcome.
• 59:38
  It's not about me. This is about just the fact this
• 59:40
  is common business practice. These things happen.
• 59:43
  And so like, even for me, like I was working with a coach for a
• 59:46
  long time, I want to say like at least four years, and I ended up
• 59:51
  moving on from that experience with that coach.
• 59:55
  And like I have nothing, no bad energy against that coach.
• 59:58
  I have no bad energy. Like there's nothing personal
• 1:00:00
  had nothing to do with them. It had to do with the fact that
• 1:00:03
  I, I had been here for a long time and I, I wanted to kind of
• 1:00:06
  go to something else and be challenged for the next stage.
• 1:00:08
  And you'll figure out what that looks like for me.
• 1:00:10
  And so because that I just decided that I wanted to, to
• 1:00:13
  move on. Like it had nothing to do with
• 1:00:14
  them. It just had to do with the fact
• 1:00:16
  that I just feel like I need something different.
• 1:00:19
  And I always will support them and I always will acknowledge
• 1:00:21
  how much they were such a big part of my journey.
• 1:00:23
  Like that's always going to be there, but I just decided I want
• 1:00:25
  to go a different direction. So it's not personal, it's
• 1:00:27
  business. Another belief that or a model
• 1:00:31
  or an understanding or a framework that's been really
• 1:00:33
  supportive for me is understanding that all
• 1:00:36
  successful businesses account for different levels of outcome.
• 1:00:40
  They don't assume that everything is either I did it or
• 1:00:43
  I didn't do it, or like there's not a black and white, there's
• 1:00:45
  always a Gray. And what I mean by this, I'm
• 1:00:48
  going to break this down for you.
• 1:00:49
  So if you want to make a note, there's actually something you
• 1:00:50
  can look up on the Internet and it's called the bell curve.
• 1:00:53
  And this was something that really helped me when I was
• 1:00:56
  taught this in my business because the bell curve really
• 1:01:00
  normalizes the fact that there are ratios of things that happen
• 1:01:04
  in business. And this can apply to any
• 1:01:05
  buckets. I'll give you a couple examples.
• 1:01:07
  The bell curve shows you that there's different percentages.
• 1:01:09
  There's the low end, which is like a 10%, you know, average.
• 1:01:13
  There's the high end, which might be a 10% average, and then
• 1:01:15
  you've got the middle or the average in the middle, the
• 1:01:17
  median if you will, that is, you know, the other 80%.
• 1:01:22
  So the Bell Curve helped me and has helped a lot of my clients
• 1:01:26
  because they recognize and they account for the fact that
• 1:01:29
  failure is going to happen, knockout success is going to
• 1:01:33
  happen, but we really need to care about what's in the middle.
• 1:01:35
  And so let's just say, for example, marketing, if you have
• 1:01:38
  some posts in your marketing that you're like, they are just
• 1:01:41
  dying, they're not doing anything.
• 1:01:43
  You've got that. You've also got the other side,
• 1:01:46
  which is like, Oh my God, this one went viral and it did super,
• 1:01:48
  super well. Both those are going to exist at
• 1:01:51
  all times in your marketing. You're always going to have
• 1:01:53
  things that you post, even I do things that I post that I do not
• 1:01:56
  do well at all. And I'm like, OK.
• 1:01:58
  And so like, it just helps me to understand not every post is
• 1:02:00
  going to crash. On the other hand, we've also
• 1:02:03
  got, you know, the post that we put out and we feel like this
• 1:02:06
  just like completely soared and just, it knocks it out of the
• 1:02:08
  park in the sense of the way that, you know, we posted it,
• 1:02:11
  whatever we did. But I want to know how 80% of
• 1:02:14
  our posts are doing. There's always going to be the
• 1:02:16
  ones that suck. There's always going to be the
• 1:02:17
  ones that do really well. But I want to know what are the
• 1:02:19
  80% of the posts and how are those on average doing?
• 1:02:24
  This also applies to clients. I will talk to people who say,
• 1:02:28
  you know, oh, well, like people in my program are doing really
• 1:02:30
  well. And I was like, what percentage
• 1:02:31
  would you say are crushing it? They're like, well, like, you
• 1:02:36
  know, 10% of my clients are killing it right now.
• 1:02:38
  And I'm like, great. And you probably have like 10%
• 1:02:40
  who are really struggling. And they're like, yeah.
• 1:02:41
  And I'm like, great. I care about the 80 in the
• 1:02:43
  middle. And that's because both those
• 1:02:46
  extremes of really, really doing well and really, really
• 1:02:48
  struggling, those are always going to exist.
• 1:02:52
  And so I don't pour a lot of weight into that.
• 1:02:55
  I recognize I'm going to have difficulty and I'm going to have
• 1:02:58
  crazy. I don't even know how it
• 1:03:00
  happened. Success.
• 1:03:02
  That's always going to be there, right?
• 1:03:04
  It's the same thing in any other situation.
• 1:03:06
  If you are somebody who works out every day, you're going to
• 1:03:08
  have the workouts where you're like, Oh my God, I killed it.
• 1:03:10
  And you're going to have workouts where you're like, I
• 1:03:12
  struggled through that. I did like barely survive that
• 1:03:15
  workout. Those days happen, but you also
• 1:03:19
  know about the random Wednesday you go where you just put in the
• 1:03:21
  reps and it wasn't amazing and it wasn't horrible.
• 1:03:23
  It was just a workout. You go about your day and you go
• 1:03:26
  home and you live on the bell curve.
• 1:03:28
  And understanding this principle and this perspective helped me
• 1:03:33
  to ground into not getting so bought into the extreme of winds
• 1:03:37
  and also not getting so pulled in to the depths of something
• 1:03:40
  that's not working. It helps me to focus on the
• 1:03:43
  median average. It helped me to look at the 80%
• 1:03:46
  of what's happening in my business.
• 1:03:48
  What's that? What does that look like?
• 1:03:51
  Because if I can focus on that, that's the average of what I'm
• 1:03:54
  going to experience. I'm going to have killing it and
• 1:03:56
  I'm going to have them struggling with it.
• 1:03:58
  But I'm always going to want to focus on what is that 80% that I
• 1:04:00
  could really dive into that I can sink my teeth into.
• 1:04:03
  That's the thing I want to I really want to focus on.
• 1:04:06
  Another thing that is a perspective of mine is to be in
• 1:04:10
  it for the mission. OK, So what I mean by this is be
• 1:04:17
  in your business for something bigger than yourself. 7 figure
• 1:04:20
  earners are not connected to the money as their number one thing
• 1:04:23
  anymore because honestly, if they did, they'd be miserable in
• 1:04:26
  their business. They would be somebody who's
• 1:04:28
  massively disconnected in their business.
• 1:04:30
  Be in it for the mission means be in your business for
• 1:04:31
  something bigger than just the bank account.
• 1:04:32
  Be in your business for something bigger than just a
• 1:04:34
  bank account. Be in your business for
• 1:04:35
  something bigger than just a bank account.
• 1:04:37
  Be in your business for something bigger than just a
• 1:04:38
  certain amount of followers. People who have big businesses
• 1:04:40
  realize that they have to buy in and be connected to something
• 1:04:43
  bigger if they're going to have any success of doing this long
• 1:04:45
  term. And so be in it for the mission,
• 1:04:48
  have something bigger than you. Like for me, you know, we know
• 1:04:51
  that less than 3% of female founded businesses hit seven
• 1:04:53
  figures. And like, I want to change that
• 1:04:55
  stat. That's not going to happen this
• 1:04:57
  year. It's not going to happen next
• 1:04:58
  year. It's not going to happen in the
• 1:04:59
  next 10 years. Maybe to the way I want it to
• 1:05:02
  happen in the sense of not the fact that we can't change the
• 1:05:04
  stat more the fact of the level of which we want to change.
• 1:05:06
  It might not happen next year. And that means that I have a
• 1:05:11
  mission that I'm fueled by in my business for probably the next
• 1:05:14
  like 30-40 years. It's a movement.
• 1:05:17
  It's a larger, it's a larger why?
• 1:05:19
  It's a deeper intention, a deeper purpose.
• 1:05:22
  And so I find that the people who struggle in their business
• 1:05:25
  are the people who are very, very fixated on just the outcome
• 1:05:29
  of a certain number or a metric or a goal.
• 1:05:32
  And for me, I'm really like, I want, I want someone to have a
• 1:05:37
  deeper why? I want you to have a reason to
• 1:05:39
  get out of bed in the morning. That has nothing to do with a
• 1:05:41
  bank account. I want you to have a reason to
• 1:05:42
  get out of bed in the morning. That's got nothing with how
• 1:05:44
  you're posted from yesterday. Like it's, it's bigger than
• 1:05:48
  that. It's bigger than that.
• 1:05:50
  And if you don't have a bigger why, when you face any aspect of
• 1:05:54
  adversity, you're going to have everything in your body say, I
• 1:05:57
  don't want to do this. But that's also because your
• 1:06:00
  perspective and your marker of success was built on achieving
• 1:06:04
  blank rather than realizing that this is just that achievement or
• 1:06:09
  that milestone was just a step toward the ultimate thing we're
• 1:06:12
  trying to do. Like for me, every year is just
• 1:06:15
  a step toward where it is that I'm going to be going in the
• 1:06:18
  next 1020 years. Like we're not done at this
• 1:06:20
  milestone. We're not done at this amount of
• 1:06:22
  followers. We're not done at this platform.
• 1:06:23
  We're not done at, you know, this many subscribers.
• 1:06:26
  We're never done, but these are just progress and momentum
• 1:06:30
  toward the big thing that we're doing.
• 1:06:31
  And so when you root in that you have this expectation of a
• 1:06:34
  movement of change, not just a kind of check the box.
• 1:06:37
  We achieved blank. A big motto of mine, a big motto
• 1:06:42
  of mine is you don't get to complain about it if you're not
• 1:06:45
  going to do anything about it. And I know that this is hard to
• 1:06:49
  hear and I it's hard for me to hear.
• 1:06:50
  I have people I tell people in my world, I told someone
• 1:06:55
  extremely close to me. I said, hey, this is a goal that
• 1:06:58
  I'm trying to work toward. This is something I'm trying to
• 1:07:00
  achieve. And so I need you to do me a
• 1:07:01
  favor and like, yeah, what's up? Like I need you every time I
• 1:07:05
  complain about this to say, hey, don't complain about it if
• 1:07:08
  you're not going to do something about it.
• 1:07:11
  The amount of people that I see who complain about their sales
• 1:07:15
  but don't sell is mind boggling. And you know who you are, if you
• 1:07:20
  were trying to be like, oh, I want to make more sales.
• 1:07:21
  I want to make more sales. Great.
• 1:07:22
  How much did you sell this week? You know the answer to that.
• 1:07:26
  You know the answer to that. If you want to be fit and you
• 1:07:29
  want to have the best strength or the best endurance, guess
• 1:07:32
  what was the last time you went to the gym?
• 1:07:36
  If you want to have the best relationship and be super
• 1:07:39
  connected to your partner and you want to have the best
• 1:07:42
  dynamic between the two, when was the last time that you
• 1:07:45
  actually connected and decided to go out, put your phone away
• 1:07:48
  and actually prioritize each other in your communication and
• 1:07:52
  not say, oh, we're going to watch TV as our way of
• 1:07:54
  connecting, right? Like we need to have a hard
• 1:07:56
  conversation with ourselves, which is if we're going to say
• 1:07:59
  we want something, then we have to go, do we have to go do it?
• 1:08:04
  And so my rule with entrepreneurs that I work with
• 1:08:08
  is you don't get to complain about it if you're not doing
• 1:08:10
  anything to fix it because it means the absence of action was
• 1:08:16
  your decision. You by not doing anything, are
• 1:08:19
  actively choosing to stay the same.
• 1:08:22
  So do not complain to me when you end up being like, I just
• 1:08:25
  don't understand why I'm not making change.
• 1:08:27
  I do. And you do you know exactly why
• 1:08:29
  you're saying the same. You know exactly why you're not
• 1:08:31
  seeing movement in XYZ goal. It's not a surprise you and I
• 1:08:35
  both though. And honestly, my thing as a
• 1:08:37
  coach is I often times don't need to tell you.
• 1:08:40
  If someone says to me I want to make more sales, one of the
• 1:08:42
  first questions I ask is so have you been selling?
• 1:08:46
  And they're like, I know. And I'm like, what do I always
• 1:08:52
  say? You don't get to complain about
• 1:08:55
  it because you're deciding for it to happen.
• 1:09:00
  You don't get to complain about it if you're not going to do
• 1:09:02
  something about it. And I even ask my peers, my
• 1:09:06
  people around me to help me to integrate this belief in this
• 1:09:09
  perspective because I recognize how powerful it is for us to
• 1:09:12
  have people who call us on our stuff, who challenge us and help
• 1:09:16
  us to realize that we are someone who keeps saying and
• 1:09:19
  saying and saying, it's not about what you say.
• 1:09:20
  It's a matter of what you do. And so if you're saying you want
• 1:09:23
  a bigger business, start acting like it.
• 1:09:25
  If you say you want to have more sales, start acting like it.
• 1:09:27
  If you say you want to have a better body or a different
• 1:09:30
  strength or mindset, start acting like it.
• 1:09:31
  If you say you don't want to be burnt out anymore and feel
• 1:09:33
  constantly stressed about money, start acting like it.
• 1:09:37
  That's a hard one. It's one of the harder ones.
• 1:09:40
  It's not a softer skill, but it's probably one of the most
• 1:09:44
  impactful because when we have to actually realize that we
• 1:09:47
  don't get to ruminate in the story because that's really
• 1:09:48
  what's happening. When you when you allow yourself
• 1:09:52
  to whine about things and you have other people around you who
• 1:09:55
  will let you to whine, they're not challenging you to your
• 1:09:58
  highest potential. They're not challenging you to
• 1:10:00
  your highest good. So you just circle on like, oh,
• 1:10:03
  poor me, this thing happening and ruminating and ruminating
• 1:10:06
  and ruminating on the problem. And I am the first to challenge
• 1:10:10
  myself to bring people in my environment that say, Hey,
• 1:10:14
  you've talked to me for the last X amount of days or weeks about
• 1:10:17
  this and I've held space for you.
• 1:10:18
  But now you got to stop whining about it unless you're going to
• 1:10:22
  do something about it. So another belief you may
• 1:10:29
  sometimes need to kill who you were to become what you want to
• 1:10:32
  be. And this was one that I had to
• 1:10:36
  do. I had a call with one of my
• 1:10:38
  mentors and we had talked about I, I, I remember I was like, I
• 1:10:44
  think probably multiple 6 figures in business at that
• 1:10:46
  point. And we had talked about, you
• 1:10:48
  know, growing the business and kind of going to the next stage.
• 1:10:49
  And I was like, yeah, you know, I just don't know, like, I don't
• 1:10:51
  know these things, right. Like I was just like a server
• 1:10:53
  who got lucky. And he was like, whoa, whoa,
• 1:10:54
  whoa, whoa, whoa, whoa. What did you just say?
• 1:10:57
  And I was like, yeah, like, I don't know how to do these
• 1:10:59
  things. He's like, know the other part,
• 1:11:01
  I'm like, well, I'm just like a server who got lucky.
• 1:11:04
  And he's like, that's your problem.
• 1:11:06
  I'm like, OK. And he's like, your problem is
• 1:11:09
  you still see yourself as a server who got lucky.
• 1:11:13
  You don't see yourself as entrepreneur, business owner.
• 1:11:15
  So it makes sense that your business is not growing because
• 1:11:17
  you don't even see yourself as an entrepreneur.
• 1:11:19
  You see yourself still in the last job or profession that you
• 1:11:23
  have, even though you've been in business for two plus years now.
• 1:11:27
  And I was like, and I just realized that like, if I'm going
• 1:11:37
  to be something I have to kill the way I once did things if
• 1:11:41
  they're not serving me, not just doing it to not just kill it off
• 1:11:44
  to kill it off, but kill it if it's not serving me.
• 1:11:46
  Like I had people that I was around who were not people that
• 1:11:50
  were gonna help me grow. I had to let relationships go
• 1:11:53
  because they were not things helping me to go where I wanted
• 1:11:55
  to go in life. I had to kill off ways and
• 1:12:00
  habits that I had of watching Netflix and binging Netflix as a
• 1:12:04
  way of numbing my brain and realize that I could pour into
• 1:12:07
  myself and make myself feel better than just numbing if I
• 1:12:10
  wanted to get to the next level of my business.
• 1:12:13
  I had certain ways that I was doing things and certain
• 1:12:16
  perspectives that I had and certain habits that I had that
• 1:12:18
  if I didn't change those, those were the things that were the
• 1:12:21
  the weights around my ankle that were causing my business to not
• 1:12:25
  scale. It was really at the end of the
• 1:12:28
  day, I had to let go to Createspace for what was
• 1:12:32
  supposed to be as the next thing.
• 1:12:35
  And a lot of the time people carry so much of perspectives,
• 1:12:41
  habits, beliefs, patterns of behavior, people in their their
• 1:12:44
  environment, decisions they've made, whatever might be.
• 1:12:47
  And they hold so much of that that it really keeps them
• 1:12:50
  weighted down. And I felt so much resistance
• 1:12:56
  initially to letting go of that because if I let go of the old
• 1:13:00
  identity of who I was, it meant that I had to fully embody who I
• 1:13:03
  was going to be. And that was scary.
• 1:13:07
  That was scary, scary, scary because it meant that I didn't
• 1:13:10
  know who that person was, right? Like I didn't know her as well.
• 1:13:13
  I knew how I'd been. I knew I'd been a server.
• 1:13:15
  I knew I'd spent this way. I knew I'd these kinds of people
• 1:13:18
  around me. And you had these conversations
• 1:13:19
  around me like this is who I was.
• 1:13:21
  This is how I was, how I was, you know, brought up.
• 1:13:24
  This is the reality that I had had until now.
• 1:13:26
  Like I know this, this is comfy for me.
• 1:13:29
  But that was also the sign that I need to leave that because
• 1:13:32
  it's where I was comfortable, not where I was going to create
• 1:13:35
  the reality that I want. And the hard part is doing that.
• 1:13:42
  There's a lot of guilt around that.
• 1:13:43
  There's a lot of shame about outgrowing certain conversations
• 1:13:46
  or people or friends or jobs or whatever it might be.
• 1:13:50
  We feel weird about it because we're like, that's what I've
• 1:13:53
  always done. But just because you've always
• 1:13:55
  done it doesn't mean you need to continue to do it.
• 1:13:59
  Just because you could stay that way doesn't mean you should stay
• 1:14:02
  that way, and that the choice is yours whether you decide to keep
• 1:14:07
  that or kill that. So is Kate the server part of my
• 1:14:10
  journey? 100%.
• 1:14:12
  I would even be here if I wasn't a server who saw an event, who
• 1:14:16
  went to the event, and who committed to a program and dove
• 1:14:18
  into this like I wouldn't be where I am today like that.
• 1:14:21
  I had to have those phases. Those chapters are part of my
• 1:14:24
  book. But the thing to remember is
• 1:14:28
  that there are chapters after that.
• 1:14:30
  The chapters didn't stop at Kate as a server, so we can't keep
• 1:14:35
  focusing on Chapter 2 when right now we're in the process of
• 1:14:38
  writing Chapter 20. OK, the last one I'm going to
• 1:14:41
  leave you with is how you feel in your business is not who you
• 1:14:47
  are. And this was something that I
• 1:14:52
  still, I will say, like I feel like I constantly still have as
• 1:14:54
  a practice right now, because I think there's times where
• 1:14:58
  sometimes we feel things or we're doing things and we're
• 1:15:01
  like, that's who I am. So like I, I even talked to an
• 1:15:04
  entrepreneur yesterday and she was like, you know, like I'm,
• 1:15:06
  I'm not a, I'm not a planner and I'm like, I'm not somebody who's
• 1:15:08
  like very type A and I'm not structured.
• 1:15:10
  I'm not this. And I was like, whoa, whoa,
• 1:15:12
  whoa. Can we chill on the labels?
• 1:15:14
  Think how many labels you just listen to your voice note back
• 1:15:17
  and look and count how many labels you just gave yourself.
• 1:15:20
  I'm not creative. I'm not good with numbers, I'm
• 1:15:23
  not good with this. I can't do this.
• 1:15:25
  I'm not like that. I'm not wired that way.
• 1:15:27
  I don't do blank and what ends up happening is when we put
• 1:15:32
  ourselves in these boxes, we basically then end up filtering
• 1:15:37
  our external environment to only feed us what we want to see.
• 1:15:41
  And so I'll share one of mine. One of the things I realized was
• 1:15:44
  I am somebody who is pretty typically in the trends of how
• 1:15:50
  they operate, very masculine energy and what I like my peers
• 1:15:54
  and everybody always jokes about it like you're, you're like just
• 1:15:55
  such a bro in the way that you love marketing and strategy and
• 1:15:58
  structure and all these things. And what I've recognized is that
• 1:16:06
  that's something I love, but it's not who I am.
• 1:16:09
  And so because I was so strict on stepping into the masculine
• 1:16:13
  and by the way, if you're like masculine, feminine, what the
• 1:16:15
  heck are you talking about? We had an epic episode, and I
• 1:16:17
  mean an epic episode with George Bryant going over the different
• 1:16:20
  sides of masculine feminine. Highly recommend listening to
• 1:16:22
  that if you haven't or watching that.
• 1:16:25
  But when I started to realize I'm burying my masculine, I'm
• 1:16:28
  burying my masculine, it became like an identity for me that
• 1:16:31
  allowed me to hide in it that didn't cause me to have to tap
• 1:16:34
  into the feminine. And it meant that I was like,
• 1:16:38
  oh, but I tell people, I, I let people know that like, this is
• 1:16:41
  what I do and this is what I do. And I, I was constantly putting
• 1:16:43
  out these labels of who I was because it kept me from having
• 1:16:46
  to actually embody the other side.
• 1:16:49
  And so I realized that this was like a self self place label
• 1:16:53
  that I was putting on myself to further box myself in in a
• 1:16:56
  certain area. And so even when I see people
• 1:16:59
  who are like, oh, I'm not good with numbers or I'm not good
• 1:17:00
  with strategy. A great quote in another episode
• 1:17:03
  by TJ, he had talked about these questions was, you know, when
• 1:17:07
  did you decide that? When did you decide that you're
• 1:17:11
  not good with numbers? When did you decide that you're
• 1:17:13
  somebody who's not good with strategy?
• 1:17:14
  When did you decide that you're not consistent?
• 1:17:15
  When did you decide that business is hard for you?
• 1:17:17
  When did you decide anything? So I, I really am somebody when
• 1:17:22
  I think about being, you know, A7 figure earner, it's about
• 1:17:25
  looking at how I feel doesn't mean I am not or how experienced
• 1:17:30
  something doesn't mean I am not. And I try to be very conscious
• 1:17:33
  and still, as I said, a work in practice for me.
• 1:17:35
  But I try to be really conscious about adding labels because I
• 1:17:37
  recognize when I add labels to myself, it means I'm further
• 1:17:40
  digging the hole of me staying and whatever it is I'm labeling.
• 1:17:43
  So if I say I'm a perfectionist, it further means that I am
• 1:17:47
  basically stating that to be who I am, which means that it's
• 1:17:50
  going to further make me embody that belief.
• 1:17:55
  It's going to further make me embody that to be true.
• 1:18:00
  And so I want to make sure I don't go on a three hour tangent
• 1:18:03
  here for you. We may need to do a Part 2 to
• 1:18:05
  this one day, but these are some of the beliefs in the mottos
• 1:18:09
  that I myself have found to be a massive catalyst in my growth
• 1:18:14
  and are also things that I teach my clients and that I help them
• 1:18:18
  to embody. Because we we realize that being
• 1:18:22
  a more successful business owner than you're going to be today,
• 1:18:26
  there's strategy pieces to it for sure, For sure.
• 1:18:29
  There's no question there's always going to be refinements
• 1:18:30
  to the strategy of how you do things.
• 1:18:32
  How I do Business Today is very different than how I did
• 1:18:33
  business in my first year of business.
• 1:18:35
  But the thing that I will say is there's a lot more about who you
• 1:18:40
  are right now that is actually the cap going back to again and
• 1:18:43
  you being the lid of your business.
• 1:18:44
  Who you are right now is also much more a cap around your
• 1:18:48
  business than maybe potentially anything else is.
• 1:18:51
  And so I really want to use as an invitation for you to go
• 1:18:54
  through some of these principles we discussed to go through some
• 1:18:57
  of these perspectives and say, where can I be better?
• 1:18:59
  Where can I, you know, not label myself?
• 1:19:02
  Where can I tune more into my mission?
• 1:19:04
  You know, where can I maybe let go of pieces that I'm still
• 1:19:08
  hanging on to that are causing me to be here?
• 1:19:10
  Where can I get more curious? Where can I maybe put more
• 1:19:13
  intentional rest? How can I embody more selling
• 1:19:16
  and embodying more serving in my day-to-day?
• 1:19:18
  How can I change my relationship with problems?
• 1:19:21
  Maybe what can I do to kind of lean into my business and better
• 1:19:23
  understand the seasons I'm experiencing?
• 1:19:25
  What are things I might be taking personally right now that
• 1:19:29
  I really just need to recognize are part of business?
• 1:19:32
  What are opportunities maybe that have come my way that I
• 1:19:35
  have not taken in the belief that I wasn't ready?
• 1:19:37
  How am I making decisions in some aspects that are not rooted
• 1:19:40
  in data and all rooted in emotion?
• 1:19:42
  And what would I say my reputation is in my business or
• 1:19:45
  the people that have worked with me, right?
• 1:19:48
  Ask yourself some of those questions.
• 1:19:50
  And again, are these all of them?
• 1:19:52
  No, as I said, it would probably be a three hour, a three hour
• 1:19:54
  show at least. But this is to get the, the, the
• 1:19:57
  pages rolling. And I want to, you know, say
• 1:19:59
  like I hit 7 figures in the 1st 18 months of business.
• 1:20:03
  And the reason I share that is really has nothing to do with
• 1:20:06
  me, but more a matter of it being a testament to the fact of
• 1:20:09
  how much you can choose to grow if you make that choice, if you
• 1:20:14
  choose. That you're going to expand and
• 1:20:16
  you choose That you're going to grow your business and you
• 1:20:18
  choose. You're going to rapidly scale
• 1:20:20
  and you're choosing that you're going to hit 7 figures or
• 1:20:23
  multiple 7 figures or whatever it might be that choice.
• 1:20:27
  When you fully embody that and decide that to be true, and you
• 1:20:31
  take some of these principles and start to put them into
• 1:20:32
  practice and really start to work on them, you'll see things
• 1:20:35
  change in your life and you're going to see things change in
• 1:20:37
  your business. And so like this process, I want
• 1:20:41
  to note as well, doesn't have to happen over like three to five
• 1:20:43
  years. This could mean in the next 12
• 1:20:45
  months by you really deciding that this is who you're going to
• 1:20:47
  be, that you see a totally different reality.
• 1:20:49
  And I would hazard to guess that would be the case.
• 1:20:52
  But it really comes with #1 acknowledging it, but then also
• 1:20:56
  to putting it into practice to say, how can we embody us as
• 1:20:59
  much as possible to let the results that are connected to
• 1:21:02
  this start to happen? So remembering that if you want
• 1:21:05
  to become a 7 figure business, you got to start acting like one
• 1:21:09
  now. You don't wait until you hit
• 1:21:11
  seven figures to start embodying what it means to be a 7 figure
• 1:21:14
  business owner. 7 figures happens inside of you much
• 1:21:18
  quicker than it's going to happen in your bank account.
• 1:21:21
  It starts with you. 7 figures happens inside of you before it
• 1:21:24
  ever happens in your bank account.
• 1:21:27
  So I hope today was something that gave you some light bulbs.
• 1:21:31
  I would love to know if there's anything that really resonated
• 1:21:33
  with you, anything that you're like, whoo, that was the line
• 1:21:35
  that I needed. I'm going to take that and roll
• 1:21:36
  with it. And as always, I want to say a
• 1:21:38
  massive, massive thank you. I love to end these end these
• 1:21:40
  shows with some massive gratitude for you.
• 1:21:42
  I appreciate you and I hope that everything that you have had and
• 1:21:46
  listened today maybe kind of allowed some pieces to land or
• 1:21:49
  some pieces to shift for you. And so I cannot wait to see how
• 1:21:54
  this change changes the outcome in your business, how this
• 1:21:57
  changes the outcomes in your life because I know for a fact
• 1:21:59
  it has massively changed mine. So all of that to say, my
• 1:22:02
  friends, thank you so, so much for listening or watching, and
• 1:22:05
  we will see you next week. And, as always, stay ambitious.