Latest / You're Overqualified Podcast - Career and Leadership Strategies for Women / 122. How to Land Your First Client Before You Even Have a Business

Transcript

122. How to Land Your First Client Before You Even Have a Business · You're Overqualified Podcast - Career and Leadership Strategies for Women

• 0:00
  Hi, I'm Danny Tan and you are here.
• 0:02
  Listen to the podcast of You're Overqualified.
• 0:05
  I am the founder of She Belongs Here and leadership coach.
• 0:08
  And so in these sessions, what we're doing are talking about
• 0:12
  what it means to be a leader in general and when it shows up in
• 0:16
  our businesses and for ourselves within corporate.
• 0:18
  A little bit about me and my background and 1st Gen.
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  I am also Asian Latino, so I'm Puerto Rican, Filipino and
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  Chinese. I'm first into the sense to be
• 0:26
  for United States and also first in the sense to graduate
• 0:28
  College. In my immediate family.
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  I talk a lot about pivots and promotions when it comes to how
• 0:33
  we are typically overqualified but sometimes holding ourselves
• 0:36
  back when it comes to making that next step.
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  I myself have pivoted careers five times, PR, sales,
• 0:41
  merchandising, e-commerce, you name it, all while achieving 11
• 0:43
  promotions in 11 years, which is bananas.
• 0:45
  I went from being a sample coordinator to AVP at a multi
• 0:48
  billion dollar company and I just found my love and passion
• 0:52
  when it came to mentoring, coaching others.
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  And so in my corporate experience, I had so much fun
• 0:57
  when it came to developing, hiring, building teams.
• 1:00
  So I loved that. And then I also volunteered for
• 1:03
  an organization called America Needs You, helping a Persian
• 1:05
  college students get internships, explore their
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  careers. And that's when this whole thing
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  boomed. And so I have been doing
• 1:11
  coaching when it comes to, you know, helping really women,
• 1:15
  especially women of color, professionals in their
• 1:18
  leadership when it came when it comes to getting promoted and
• 1:20
  really stepping into what it is they want to step into because
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  sometimes we don't always have the tools and resources laid out
• 1:24
  in front of us. And so my goal is always to
• 1:27
  resource you, help you to achieve what it is you want to
• 1:29
  achieve. And so let's dive into today's
• 1:32
  session. Today's session is how to land
• 1:34
  your first client before you even have a business.
• 1:37
  Now here is a journey for the clients I typically work with.
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  All of my clients are very driven, motivated, super
• 1:43
  ambitious, and they know what they want like period.
• 1:46
  Like there is no doubt about that.
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  What they usually come in for coaching for is to have a plan,
• 1:51
  a strategy, accountability and a thought partner.
• 1:53
  So when they're coming to me, they're like, listen, I know
• 1:55
  what I want to go for. I know what it is that I need,
• 1:59
  but I need that strategy, that support, that accountability,
• 2:01
  that plan that's going to be customized to me is going to
• 2:03
  help me make this happen. Because either they're very
• 2:06
  multi passionate, they're wearing all the hats and they're
• 2:08
  trying to juggle multiple goals at once and they need someone to
• 2:11
  really help them in this piece. Also, a lot of the times maybe
• 2:13
  this is something that they're breaking into or pursuing for
• 2:16
  the first time. So they're like, Hey, I need
• 2:18
  someone's, you know, support as I tackle this for the first
• 2:21
  time, like can you help me? And they also typically want
• 2:23
  somebody who has the expertise and experience.
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  So when it comes to career leadership development, I got it
• 2:28
  down pat outside of being a manager and building out teams
• 2:32
  to even myself and my career, my trajectory that I had.
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  So a lot of the times that's what happens.
• 2:36
  But here's the thing. So while my clients will come to
• 2:39
  me to talk about either getting their first like leadership
• 2:42
  position or their first like people leader promotion, when
• 2:47
  they come to me for that, since they're so ambitious and driven,
• 2:50
  typically we'll work out there for three to six months and they
• 2:52
  will get their promotion, get what it is that they need and
• 2:55
  that they want from the work that they've done.
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  We create a plan and they get it.
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  But the part that's really interesting that happens is
• 3:00
  since they're so driven and ambitious, they start to realize
• 3:02
  as they go up the ladder, as did I Wait a minute.
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  I feel like I put so much effort, so much work into this
• 3:09
  organization. And, yeah, it's great that I'm
• 3:11
  getting promoted. And now I have, you know, a
• 3:13
  higher salary and a higher title.
• 3:14
  But I could be doing this for myself.
• 3:16
  And so a lot of the times my clients who work with me for
• 3:19
  that first three to six months, who then get their promotion,
• 3:22
  move up, get the pancreas, they start to realize, OK, I want to
• 3:25
  start planning for my future. In planning for their future.
• 3:27
  It may be that they want to work for themselves full time and
• 3:30
  they want to build that out now while they have their nine to
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  five to help fund and keep them secure and, and create a plan
• 3:37
  for their future. Or they want to start to do both
• 3:40
  at the same time. Like, hey, I want to build a
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  just a side business in general to bring in some additional
• 3:45
  income and for fun and for creativity.
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  And so a lot of the times that's the next iteration of the
• 3:50
  clients that I work with is building something for
• 3:52
  themselves, either to eventually go into full time because they
• 3:55
  want flexibility and let's say to be able to travel, have
• 3:59
  location independence, OR just be able to be their own boss, be
• 4:03
  able to work from home, who knows.
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  So sometimes there's that piece or the other piece.
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  They just want to build something on the side that's fun
• 4:08
  for them. And So what we do when that does
• 4:11
  happen is they end up working with me for an excited period of
• 4:13
  time for us to focus in on that. But here's the thing that I want
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  you to think about because I'm a big proponent for this.
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  And also something that I lived when I built my business
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  actually also still have my VP job.
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  And so I was doing both for at least two years.
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  I was doing both for two years before I went full time in my
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  business. And so the reason why I did that
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  for myself was said, if you are listening to this and you have
• 4:35
  any similar like background or or thoughts is of this when it
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  comes to finance and security and stability.
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  The thing is, is that I wanted to go really financially secure
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  in order to leave. I had built an entire career.
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  It's not like I just went one day and decided to jump into
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  having a business at an early age.
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  I had built, I don't know, 15 plus career when it came to what
• 4:58
  it is that I do. And so I had built the salary
• 5:01
  that went with that, the retirement plan that went with
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  that, all that good stuff. So I wasn't going to just jump
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  into a business without it feeling secure.
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  And so for me, the steps of having a business for two years
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  and then going into entrepreneurship full time
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  entails, I want to make sure I had, you know, a certain amount
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  of personal savings for my personal expenses, a certain
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  amount of, you know, runway and traction for my business before
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  I went into it. And there's nothing better than
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  being able to show up in your business more securely because
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  you have that foundation of your, of your, of your, your 9
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  to 5, right, your day job. And then when you start to gain
• 5:37
  some traction, then you can go all in.
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  So what this episode is about, if in case I haven't read the
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  title yet, is how to land your first client before you even
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  have a business, how to land your first client before you
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  even have a business. And this is very important to me
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  because, and I myself included, and a lot of entrepreneurs that
• 5:53
  I know as well, a big thing will come up.
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  Well, how can I know that my business is real?
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  How can I make a business if I don't have, you know, clients?
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  What if I picked the wrong business?
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  I need a website, I need the LLC.
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  And these are all valid thoughts, but I want to
• 6:06
  normalize for you the reality of what you can do.
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  So if you feel like I just need to create a website or finish
• 6:12
  it, no, you're good. Just wait.
• 6:14
  If you need to say like I have to wait until my LinkedIn is
• 6:16
  ready, no, you're good. So this is not about preparation
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  when it comes to getting that first client before we could
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  have a business. It is really about not allowing
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  productive procrastination to get in the way.
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  I'm going to say that one more time, Productive
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  procrastination. So you feel like you're being
• 6:33
  productive. You're like, well, I'm building
• 6:35
  a website, I am creating a pitch deck.
• 6:37
  I'm, you know, making my LinkedIn better.
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  If you have been continually taking these quote UN quote like
• 6:43
  little actions that you haven't gone in and done like the big
• 6:47
  stuff, I want you to be really weary if you are essentially
• 6:50
  procrastinating in a productive manner.
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  And I say that with so much love because I have watched like so
• 6:55
  many brilliant overqualified women really spend not even just
• 6:59
  months, but like years where they are trying to build
• 7:03
  something, but they have not made a dollar yet because
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  they're kind of actually scared of doing the actions and the
• 7:08
  items. It's going to move them forward
• 7:09
  to land 1. So what I want you to understand
• 7:11
  is that you're you're free good time, you're free.
• 7:13
  Your first client isn't going to come from building a website and
• 7:17
  your first client isn't necessarily going to come from
• 7:19
  having the most like perfect pitch check.
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  It really isn't. It just come from having a
• 7:23
  conversation and starting with conversations first.
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  That's something that I'm a big, big advocate for.
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  And so this episode for you is for you.
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  If you're like, I'm almost ready to start, but it's been taking
• 7:33
  you a little bit longer than you like to admit.
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  And I want you to, you know, take some of these actions so
• 7:38
  you can one, notice what's going on potentially.
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  And then how can you take some actions?
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  Things that could be like productive, but really are a
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  productive procrastination trap would be something where you're
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  like, Oh, I'm just stuck on choosing my color palette or I'm
• 7:50
  not sure about my copy for my website or, and still designing
• 7:54
  the logo. Like that's all movement without
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  risk. One more time.
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  That's all movement, but it's without risk, right?
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  It's like very safe. I'm hiding behind these things
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  that don't necessarily expose me to somebody else.
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  And so because you were still building, you've never had to
• 8:08
  face the fear of actually like putting yourself out there,
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  right? Because it's the first time.
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  So you haven't put yourself out there in your business, but yet.
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  So that doesn't feel like that vulnerability, that level of
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  exposure hasn't hit yet because you're taking these actions that
• 8:19
  are more so behind the scenes, right?
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  So I just want you to realize that the brand does not
• 8:24
  necessarily get you the client when you're first starting out
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  and you're just trying to get that first client a conversation
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  really is what it is. And so I just don't want you
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  spending months on like infrastructure for a business
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  that has not made any money yet. And so I just want you to think
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  about like, hey, I could just have one conversation with
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  somebody and that could really be something that changes it for
• 8:43
  me of one for me to solidify what kind of business I actually
• 8:46
  like and enjoy. But too, that would be the way I
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  would actually take action towards something that would
• 8:50
  potentially become something. And so it's not about like, oh,
• 8:53
  I'm not ready yet or you're almost ready.
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  Like you have been ready. You are overqualified.
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  So I just want you to realize that what actions are you
• 9:01
  taking? And are these actions in the
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  space of of procrastination or are they actually moving you
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  forward? And so let's go ahead and just
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  think about how it's really about taking the step that's
• 9:10
  brave versus taking the step that's just busy.
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  And so how to get your first client, This is what I want you
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  to think about. Here are like a few steps that
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  you can take to get a client. There's no website required,
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  There's no logo needed, just three things.
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  So the first thing I want you to do is I want you to write down
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  the problem that you want to solve, right?
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  So what is one problem you want to solve?
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  And it's not like something simple, something like very
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  specific and that you're like someone is speaking directly to
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  me. So here are two ways to think
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  about it. Either option one, what is
• 9:40
  something people go to you for? What is something people are
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  always asking? Like hey, like how did you do
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  that? Hey, you're so good at that.
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  So either a common question you are asked for advice or a common
• 9:50
  compliment that you receive. And if you're like, I have 0
• 9:53
  idea, but I want you to text three to five of your friends or
• 9:56
  coworkers and say like, Hey, what do you feel like I'm an
• 10:00
  expert at? Or what do you feel like you
• 10:02
  could go to me for for advice? OK, Once you have a good idea of
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  like what your natural talent is, whether it is from your
• 10:10
  friends giving you saying that this is what you're the best at
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  giving advice on or what they go to you for or old colleagues or
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  you just realize, wait, everyone's always asking me this
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  question. So for example, like everyone's
• 10:19
  always asking me about, you know, ours, everyone's always
• 10:22
  asking me about promotions, all that good stuff.
• 10:26
  Then I want you think about open what is the problem that I could
• 10:28
  solve with that expertise? So think about like, OK, and
• 10:31
  everyone's coming to me for that.
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  What problem are they having that they would need that kind
• 10:36
  of level of expertise? So I want you to get clear on
• 10:39
  what it is you can help with as well as what it is of who you
• 10:43
  would who you would help essentially.
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  So what it is that you're known for that you can help with and
• 10:47
  then who needs that help? Who needs that solution?
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  A lot of the time when we're first starting our business, we
• 10:52
  realize that the person who needs that was us a long time
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  ago and we needed that support or maybe is like an organization
• 10:58
  or a client that we wish we could work with, right?
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  So once you're clear on your expertise, what you're known for
• 11:04
  and then who you to be helping, right, or who needs that and
• 11:08
  what their problem is, then that will give you a good idea,
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  right? Then I want you to think about
• 11:13
  outreach. And so I want you to think
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  about, OK, now that I have an idea of who I would be helping
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  and how I would help them, right?
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  And what kind of questions they would be asking.
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  OK, now how can I find more of those people?
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  So you're somebody who's looking to work with, you know, in the
• 11:29
  tech space. Maybe there's something that you
• 11:31
  like about tech. Maybe it is something when it
• 11:33
  comes to you're more so, so interested in e-commerce.
• 11:36
  Maybe you're more so interested in the customer experience job.
• 11:39
  Maybe you're more so curious about AI then OK, who can you
• 11:44
  find? What companies or organizations
• 11:46
  can you find who work in that space and who are the founders
• 11:48
  that work there, right? Or people in roles that are
• 11:51
  similar that you're curious about that work or not curious
• 11:53
  about, but people who work there that could potentially be your
• 11:56
  ideal client and just reaching out to them, not to ask them to
• 11:59
  pitch them for what it is that you want to do and offer a
• 12:01
  service in, but just really to learn more about, Hey, I'm just
• 12:04
  trying to help more founders in the e-commerce space.
• 12:08
  And I'm really curious about how to integrate AI into websites.
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  And I'd love to just understand for your e-commerce website,
• 12:16
  like what are the common problems and issues you're
• 12:18
  having? As I do this research.
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  So see, it's like very much like I'm interested in your brand
• 12:23
  because of I'm interested in AI. I want to have a meeting with
• 12:26
  you just understand like what your current issues are as I
• 12:28
  continue to do research in this. That's it.
• 12:30
  You are in the research lane. That is it.
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  And The thing is, is that this curiosity based outreach changes
• 12:36
  so much because versus you being focused on, I'm trying to land a
• 12:39
  client, I'm trying to book something.
• 12:40
  You're just trying to learn more about them and learning more
• 12:43
  about them, right? And what's working for them,
• 12:45
  what problems they have is #1 market research.
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  You understand your business better.
• 12:49
  Number 2, they get to just meet you in a very low stakes way
• 12:52
  versus being like, Oh my gosh, another cold pitch coming in my
• 12:55
  inbox. They're excited to meet you
• 12:57
  because oh, this person's like curious about what it is that
• 12:59
  them doing and they want to know, you know, what's working,
• 13:01
  what's not, and they just want to meet that is coming from a
• 13:03
  place of curiosity. And then, and then you get to
• 13:07
  talk about yourself, introduce yourself.
• 13:08
  They get to know you for who you are and that is so much more
• 13:10
  genuine. And if it goes from there, it
• 13:12
  goes from there. That's what I want you to do
• 13:14
  when it comes to just curity, pure curiosity based outreach.
• 13:17
  I have so many clients that have done this.
• 13:19
  They've ultimately LED them getting clients right.
• 13:21
  So you name it, whether it's in the media space, whether it is
• 13:24
  in the app space, whether it is in the beauty space, I've had
• 13:27
  multiple clients be able to do this as well as myself.
• 13:30
  So this is something you're kind of curious about and you're
• 13:32
  like, come talk to me because we make this happen very easily.
• 13:36
  Now the next piece is how can you use expert networks?
• 13:40
  This is another big thing too. I will always ask my clients,
• 13:43
  you know, not just to like network Willy nilly, but like to
• 13:46
  think about who are the experts in that space and do you have
• 13:49
  community in those spaces? And a lot of times we don't,
• 13:52
  right? A lot of the times we don't have
• 13:53
  that community built in. I have many, many, many a client
• 13:56
  who will say I have zero network.
• 13:58
  And so a lot, all the times they work together is building out
• 14:00
  that network and building out that network will be OK.
• 14:03
  Let's identify who it is that you want to help and what spaces
• 14:06
  are they in, right? Is it a certain kind of
• 14:09
  membership that they're in? Is it a, a certain kind of meet
• 14:11
  up that they join? Is it a, a certain kind of event
• 14:14
  or cons that they have? And then we talk about how to
• 14:16
  get you in there and start to nurture and build relationships.
• 14:19
  So you're exposing yourself to that industry, right?
• 14:22
  And that again is no pitch, no proposal, no website, just being
• 14:25
  able to take the time to gather the knowledge and bring in more
• 14:29
  knowledge and meet people. And this is the fastest way
• 14:32
  because you're able to just introduce yourself, talk about
• 14:34
  yourself, learn about them, and then that brings that connection
• 14:38
  together. People want to work with people
• 14:39
  because of relationships, right? Like there are so many different
• 14:42
  coaches out there. People are not picking me
• 14:44
  because I have like the most perfect marketing.
• 14:46
  They're picking me because they get to meet me, understand me
• 14:49
  and connect to me. So same thing with my one of my
• 14:51
  clients who she works in the marketing space.
• 14:53
  She gets it done right? Like when people talk to her,
• 14:56
  they learn about her expertise and her experience.
• 14:58
  They want to work with with her. And she doesn't have like a
• 15:01
  fancy website or anything crazy like that.
• 15:03
  And which is bananas because I looked at what she does.
• 15:05
  I was like, you have really nothing.
• 15:07
  But she has built her relationships just by reaching
• 15:09
  out and talking. And that as is as a woman that
• 15:12
  is an immigrant in the United States.
• 15:13
  So listen, if she can move here by herself and make it happen, I
• 15:16
  believe in you to do it too. So just know that I really want
• 15:19
  you to think about it doesn't have to be about pitching
• 15:22
  something about being in genuine.
• 15:23
  It's about understanding what it is you've got that you can help
• 15:26
  with, who it is you want to help and how you want to help them
• 15:29
  understanding what their problems and challenges are,
• 15:31
  being able to identify where are they currently?
• 15:34
  Do they go to certain member membership groups?
• 15:37
  Do they go to certain events? They go to conferences and
• 15:39
  putting yourself there and not pitching yourself, but just
• 15:41
  introducing yourself and what is your why, why are you doing this
• 15:44
  work? Who are you?
• 15:45
  How do you help? That's the biggest entry point
• 15:47
  or to make it happen. Just to create some, you know,
• 15:50
  visibility on yourself. And again, I'm I'm going to
• 15:52
  challenge like that is the way to take a brave action right
• 15:56
  steps forward. We can live in a research and
• 15:59
  and procrastination all day, but that's not going to do anything
• 16:02
  for you. And you have been so
• 16:05
  overqualified for so long and the things it is that you want
• 16:07
  to do that we start to think that we have to have everything
• 16:10
  perfect and it's not just on you.
• 16:12
  That's like a societal thing. But let's break it right And we
• 16:15
  break it by taking that step forward.
• 16:16
  So I just want you to know that you don't have to like burn
• 16:18
  everything down to land your first client and you don't have
• 16:21
  to have an entire business built out.
• 16:22
  So land your first client. You don't have to have an LLC or
• 16:25
  a website or a logo or any of that stuff.
• 16:27
  You can go ahead and just start by one point.
• 16:30
  You might have that client and love it and go all in, or you
• 16:33
  might have that client. I'm like, I want to like pivot
• 16:35
  to what it is that I do, but it's just about taking that
• 16:37
  first step for sure. And so I have, I have a client
• 16:41
  who still to this day has no website whatsoever, has gone
• 16:45
  through just building out relationships from past
• 16:48
  corporations that she worked with and just reaching out to
• 16:50
  them as well, just putting herself out there.
• 16:52
  I have another client who I was pushing like, I want you to join
• 16:55
  a very niche, like a membership. So that way you can meet people
• 16:58
  who are really, really close in your industry doing what it is
• 17:00
  that you do. The moment of her joining just
• 17:02
  have to do anything. People actually reach out to her
• 17:04
  to learn about her, which is amazing.
• 17:06
  And so just knowing that you have to be able to find your
• 17:08
  thing and then everything evolves and you can builds it.
• 17:11
  So I have had clients who we work together and they find a
• 17:14
  special Co working space, which leads to opportunities or they
• 17:16
  find a special membership that helps them find opportunities.
• 17:19
  They are able to reconnect and with some past connections and
• 17:22
  they're able to create opportunities.
• 17:23
  It is super possible and you can do it without all those crazy
• 17:26
  things. And So what I want you to
• 17:28
  realize is that this is what changes when you have your first
• 17:30
  client. It's not that like, Oh my gosh,
• 17:33
  I have all the money in the world now.
• 17:34
  It's when you land your first client.
• 17:36
  It's that OK, yeah, the money is great.
• 17:39
  I was paid for my service, but it's who you become in that
• 17:42
  moment. You stop being someone who is
• 17:44
  thinking about consulting or thinking about building a
• 17:47
  business. You've built a business, right?
• 17:49
  That's an identity shift that is so important.
• 17:51
  Identity shift does not happen from building like one small
• 17:54
  thing. It comes from having someone
• 17:56
  who's paying you and exchanging, you know, money for a service
• 17:59
  and for what you know. And once that happens, it starts
• 18:02
  to trickle in of like, OK, what do I want my brand to be?
• 18:05
  OK? What do I want my offers to be?
• 18:06
  OK? What do I want to price?
• 18:08
  And that becomes so much easier to build because you now are
• 18:10
  building from evidence, not hope not, you know, scenario ABCD.
• 18:15
  You're building from actual evidence and you're doing it
• 18:18
  from living it. So when someone's like, I want
• 18:20
  to build an entire an onboarding workflow, I'm like, you haven't
• 18:24
  had a client go through. So you need to you can outline
• 18:28
  it, sure, but you're never going to know if you like it or not
• 18:30
  until you get a client. And so once you get a client
• 18:32
  come in, you'll know what your boundaries are, what you are
• 18:34
  comfortable with, but you're not.
• 18:35
  I have one client who we were working on her contract, right,
• 18:38
  her contract for with some of these big major corporation
• 18:41
  she's working with. And I said to her like, it's OK,
• 18:43
  you have version A of your contract and every single time
• 18:46
  something happens, that is a new clause in the contract, right?
• 18:48
  Of you know, what you need in order to feel comfortable when
• 18:51
  you're working, whether that is the the reply times you're
• 18:54
  comfortable with, with the format that you're comfortable
• 18:56
  with, you know, with the kind of materials you need in order to
• 18:58
  get started. So, but now, you know, because
• 19:00
  you had people go through the cycle.
• 19:01
  So don't get stuck on having everything perfect in a tide
• 19:05
  bow. Get somebody in who's paying you
• 19:07
  so you can have the evidence that this is possible.
• 19:09
  And so I know you're ready and I know you're over waiting like
• 19:13
  for months and years. Do I get started?
• 19:15
  Do I get started? Like if you have that just in
• 19:19
  tinkling that you want to build something, book a call.
• 19:22
  Like why not? The call is free.
• 19:24
  You get to meet me and we get to meet each other and we get to
• 19:26
  have fun. So I would say go to
• 19:28
  dannytan.com, that's DA mitan.com and book a discovery
• 19:32
  call. You go to contact and you go
• 19:33
  ahead and you book a call with me and it's a 60 minute call.
• 19:37
  And in the course of that call for 30 minutes or so, we are
• 19:40
  going through and understanding like what are your goals?
• 19:43
  What is it that you want to do? What is it that you're not sure
• 19:45
  about? And then I'm creating a custom
• 19:47
  plan for you of what it's like to work together.
• 19:48
  And we can work together for the length of either three or six
• 19:51
  months, depending on your goal. I'll always see your
• 19:52
  recommendation, but ultimately the choice is yours.
• 19:55
  And that's the beautiful thing. You can stop living in like
• 19:57
  procrastination or what it shoulda coulda and actually take
• 20:01
  action towards what it is that you want and in a time that is
• 20:04
  absolutely. Bananas when it comes to what's
• 20:07
  going on in the world. There's nothing better than be
• 20:09
  able to take more control in your life of what it is you want
• 20:12
  to do, where you want to do it, who you want to do it with than
• 20:14
  starting the idea of building your business.
• 20:16
  And it's totally cool to have a nine to five and to have your
• 20:19
  day job. But it's even better to know
• 20:20
  that you can build something on the side.
• 20:22
  And that could always be your backup plan.
• 20:23
  It's something you want to go into or that you want to have
• 20:25
  fun with or you want to explore. And I think it's the most
• 20:27
  amazing thing to have the ability and the skill to
• 20:30
  understand how to build a business.
• 20:31
  I think that's an amazing skill set to have an experience to
• 20:34
  have. So whether you decide to have it
• 20:36
  for three months, six months, no months, you know, at least you
• 20:38
  tried it out once. I think that's way more
• 20:40
  important and impactful for what is you can do.
• 20:42
  So I tell you, come with a call, we'll talk about a plan to get
• 20:47
  you your first client and all you need is a conversation.
• 20:49
  So I will catch you in the next episode and I will talk to you
• 20:53
  soon.