1 00:00:00,045 --> 00:00:00,875 Hi, everyone. 2 00:00:00,995 --> 00:00:04,485 Welcome to this week's episode of scaling expertise. 3 00:00:04,545 --> 00:00:08,622 Will we talk to experts who have successfully scaled their businesses 4 00:00:08,815 --> 00:00:13,015 and also help and have tips for you to scale your business? 5 00:00:13,319 --> 00:00:17,715 I'm very excited about this week's guest, Katie Nelson, who is the 6 00:00:17,725 --> 00:00:20,865 founder and CEO of Sales Uprising. 7 00:00:21,105 --> 00:00:22,062 Hi, Katie. 8 00:00:22,142 --> 00:00:22,642 Welcome. 9 00:00:23,382 --> 00:00:23,982 Thank you. 10 00:00:23,982 --> 00:00:24,312 I'm so 11 00:00:24,312 --> 00:00:24,752 excited 12 00:00:24,752 --> 00:00:25,342 to be here. 13 00:00:25,582 --> 00:00:27,802 This is going to be a fantastic conversation. 14 00:00:28,042 --> 00:00:31,482 So before we get started, if you could just let us know who you 15 00:00:31,482 --> 00:00:33,202 serve and how you serve them. 16 00:00:33,562 --> 00:00:37,832 I can tell you that who I serve are the solopreneurs that are 17 00:00:37,832 --> 00:00:41,138 looking to get to their first, second or third seven figures. 18 00:00:41,360 --> 00:00:44,790 So those of us that take our expertise and decide to hit the road. 19 00:00:45,000 --> 00:00:48,803 it's a very bumpy road and we're building the plane as we decide to fly it. 20 00:00:49,003 --> 00:00:54,070 the reason why I do that is because what's in my heart is to serve local communities. 21 00:00:54,307 --> 00:00:57,956 And the money, the river of money that flows through our local communities, 22 00:00:57,956 --> 00:01:02,516 the majority of it comes from our small business community, it's not corporations. 23 00:01:02,526 --> 00:01:03,706 They've got other agendas. 24 00:01:03,926 --> 00:01:05,546 it's for us to watch our own. 25 00:01:05,792 --> 00:01:09,592 So I'm The service based businesses looking to get to their first quarter of a 26 00:01:09,592 --> 00:01:14,132 million on the way to their first, second and third seven figures is my cup of tea. 27 00:01:14,404 --> 00:01:15,146 Fantastic. 28 00:01:15,146 --> 00:01:19,822 And it's never been more important for us to think about community and being 29 00:01:19,832 --> 00:01:24,312 inclusive and making sure we have an economy that works for more of us. 30 00:01:24,571 --> 00:01:27,107 Doing that work is fantastic. 31 00:01:27,107 --> 00:01:28,257 Very happy about that. 32 00:01:28,504 --> 00:01:32,841 So we're going to talk about, scaling, of course, because that is in the 33 00:01:32,841 --> 00:01:34,874 name of the podcast, talk about it. 34 00:01:35,064 --> 00:01:38,994 So one, I want to talk about how you work with your clients to 35 00:01:38,994 --> 00:01:40,654 help them scale their business. 36 00:01:40,929 --> 00:01:42,131 What a great question. 37 00:01:42,272 --> 00:01:44,471 So before I answer that, can I ask you a question? 38 00:01:44,711 --> 00:01:45,431 Sure. 39 00:01:45,561 --> 00:01:46,291 Okay. 40 00:01:46,506 --> 00:01:50,257 Can you give me your definition of scaling? 41 00:01:50,496 --> 00:01:51,017 Ah. 42 00:01:51,587 --> 00:01:52,957 So, to me, scaling 43 00:01:52,957 --> 00:01:59,331 means growing revenue without increasing resources. 44 00:01:59,481 --> 00:02:07,484 either I am not working more to get that, additional income, or I am getting 45 00:02:07,484 --> 00:02:10,334 the same income with fewer resources. 46 00:02:10,654 --> 00:02:12,771 So either way, or both, even better. 47 00:02:13,331 --> 00:02:13,901 Perfect. 48 00:02:13,911 --> 00:02:14,141 Okay. 49 00:02:14,361 --> 00:02:18,647 So the reason why I asked this is because I can't assume which definition you use. 50 00:02:18,647 --> 00:02:21,714 And if you were like any entrepreneur, I know you listen to many, many 51 00:02:21,724 --> 00:02:26,722 podcasts, read a ton of books and The variation always is slightly different, 52 00:02:26,782 --> 00:02:30,312 So one of the ways that I help my clients is to let them understand 53 00:02:30,312 --> 00:02:31,712 where they are in their business. 54 00:02:31,959 --> 00:02:33,606 I'm known as a startup expert. 55 00:02:33,772 --> 00:02:36,616 So anywhere after launch, right? 56 00:02:36,676 --> 00:02:40,066 After you've had your first sales round, you have your first five figures 57 00:02:40,066 --> 00:02:46,111 coming in the door between that and 250 K. Is what we consider to be startup. 58 00:02:46,324 --> 00:02:49,754 for businesses that are looking to get beyond that, the reason why I say that 59 00:02:49,754 --> 00:02:55,517 is because by your definition, you could scale your business from 50 K to 250 K. 60 00:02:55,706 --> 00:02:56,574 I just don't. 61 00:02:56,781 --> 00:02:58,121 Talk about it in those terms. 62 00:02:58,121 --> 00:02:59,731 I talk about scaling your business. 63 00:02:59,731 --> 00:03:03,757 Once you get probably past your quarter of a million to half a million dollars. 64 00:03:03,924 --> 00:03:08,124 but in essence, our definition would be the same because I do believe 65 00:03:08,134 --> 00:03:12,001 that it's growing revenue without increasing your hours, right? 66 00:03:12,001 --> 00:03:13,381 Your output and all of those things. 67 00:03:13,391 --> 00:03:16,551 So one of the ways that I do that is actually teaching my clients 68 00:03:16,551 --> 00:03:18,161 how to leverage their time better. 69 00:03:18,411 --> 00:03:22,261 We absolutely take a look at their pricing and whether or not that's 70 00:03:22,261 --> 00:03:25,941 appropriate and they're doing things like charging what you're worth, which is 71 00:03:25,941 --> 00:03:27,821 actually the name of one of my courses. 72 00:03:28,051 --> 00:03:30,334 and taking a look at their packaging. 73 00:03:30,601 --> 00:03:34,517 as a business owner who's been in sales my whole life, keys to being 74 00:03:34,727 --> 00:03:38,501 even able to get to any kind of scalability are in understanding 75 00:03:38,671 --> 00:03:40,061 the basis of those three things. 76 00:03:40,257 --> 00:03:40,517 Yeah. 77 00:03:40,517 --> 00:03:46,127 And so I think people often confuse I know how to increase my revenue by, working 78 00:03:46,177 --> 00:03:49,591 harder and they consider that a win. 79 00:03:49,781 --> 00:03:50,931 Do you consider that a win? 80 00:03:51,282 --> 00:04:02,819 not the way you say it, I believe in working smarter, not harder, 81 00:04:02,819 --> 00:04:06,149 which is why things like leveraging tools have the ability to help 82 00:04:06,149 --> 00:04:08,909 you grow to a scalable place. 83 00:04:09,201 --> 00:04:11,782 So in the way, so no, I don't believe that work. 84 00:04:11,842 --> 00:04:15,182 I believe that in the beginning of your business, working hard is 85 00:04:15,182 --> 00:04:18,712 relatively inherent, depending on the level of success you choose to get to. 86 00:04:18,917 --> 00:04:24,532 And based on what you know about business, not on what you're an expert on. 87 00:04:24,532 --> 00:04:24,812 Right. 88 00:04:24,812 --> 00:04:27,219 So I would come to you to protect. 89 00:04:27,357 --> 00:04:27,867 Everything. 90 00:04:27,867 --> 00:04:30,814 I would come to you to provide me with more assets in terms of my 91 00:04:30,814 --> 00:04:34,341 intellectual property, my copyrights, my trademarks, all of those things, all 92 00:04:34,341 --> 00:04:35,961 of those build assets for my business. 93 00:04:36,174 --> 00:04:38,614 But that's only one piece of being a business owner. 94 00:04:38,834 --> 00:04:43,031 So in the very beginning, it really is just about understanding your market. 95 00:04:43,041 --> 00:04:46,861 It's the simplest of the things, and that's going to be a lot of hard work. 96 00:04:47,361 --> 00:04:47,591 Yes. 97 00:04:48,276 --> 00:04:53,442 The goal is to not have that for the entirety of our business and to grow to a 98 00:04:53,442 --> 00:04:55,922 place where we can give ourselves uplift. 99 00:04:56,074 --> 00:04:58,799 So do I think that working harder is the way to go? 100 00:04:59,169 --> 00:05:00,699 Only for periods of 101 00:05:00,699 --> 00:05:01,059 time. 102 00:05:02,109 --> 00:05:02,899 Absolutely. 103 00:05:03,199 --> 00:05:06,019 So how do your potential clients know they need you? 104 00:05:06,019 --> 00:05:08,439 What are they going through that they go, I need to call Katie? 105 00:05:08,439 --> 00:05:10,419 Ah, they go. 106 00:05:10,669 --> 00:05:11,559 Oh my gosh, I did. 107 00:05:11,559 --> 00:05:12,719 So I was awesome. 108 00:05:12,719 --> 00:05:13,789 I killed it last year. 109 00:05:13,789 --> 00:05:15,179 I made X amount of money. 110 00:05:15,352 --> 00:05:19,322 And then the next or the next year I didn't, and I don't know how to fix it. 111 00:05:20,022 --> 00:05:21,292 Like, I don't know where it all went. 112 00:05:21,486 --> 00:05:25,539 I think people just aren't buying so that is a fundamental challenge and 113 00:05:25,539 --> 00:05:26,819 how you would know you need to me. 114 00:05:27,006 --> 00:05:29,109 Another version of that is. 115 00:05:29,382 --> 00:05:32,886 one of my favorite client success stories, literally came to me and said, 116 00:05:32,886 --> 00:05:34,756 okay, I've had my business for 10 years. 117 00:05:34,756 --> 00:05:35,256 It was great. 118 00:05:35,266 --> 00:05:38,139 I'm ready to do more because my kids are taken care of now. 119 00:05:38,139 --> 00:05:40,566 They're a little bit, they're about to fly away. 120 00:05:40,732 --> 00:05:41,712 but here's the deal. 121 00:05:41,846 --> 00:05:44,666 I've made 185 K for 10 years. 122 00:05:44,852 --> 00:05:45,802 I've tried to make more. 123 00:05:45,802 --> 00:05:48,719 I would have been happy if I made less, but I can't figure 124 00:05:48,719 --> 00:05:50,209 out how to crack the code. 125 00:05:50,239 --> 00:05:51,089 Like, what am I doing? 126 00:05:51,512 --> 00:05:54,432 I only know what I know, I'm open to recognizing now. 127 00:05:54,472 --> 00:05:56,022 I don't know how to get to the next. 128 00:05:56,032 --> 00:05:57,502 that's how you would know you might need to meet. 129 00:05:58,067 --> 00:05:58,557 Yes. 130 00:05:58,724 --> 00:06:02,664 I think that ceiling, happens to a lot of us. 131 00:06:02,664 --> 00:06:03,424 It's happened to me. 132 00:06:03,424 --> 00:06:04,684 It's happened to a lot of us. 133 00:06:04,694 --> 00:06:06,957 Like, how do I get over that hump? 134 00:06:07,164 --> 00:06:11,657 And I found that people who come to me, oftentimes they're 135 00:06:11,777 --> 00:06:13,357 somewhat undifferentiated. 136 00:06:13,487 --> 00:06:16,977 and they want to increase the market by helping more people, you 137 00:06:16,977 --> 00:06:19,977 know, I've got this expertise and I can share it with lots of people. 138 00:06:20,144 --> 00:06:22,104 So what were the problems with that? 139 00:06:22,391 --> 00:06:25,531 So for your listeners, they may think you're completely setting me up, but 140 00:06:25,741 --> 00:06:27,961 please note, she said, undifferentiated. 141 00:06:27,971 --> 00:06:32,554 She didn't say don't have a target market or not niched, which would be the things 142 00:06:32,554 --> 00:06:34,174 you would hear me say all over the place. 143 00:06:34,281 --> 00:06:36,757 But I believe that's exactly what you're talking about, right? 144 00:06:36,997 --> 00:06:38,377 there are three words that. 145 00:06:38,591 --> 00:06:43,051 I try really hard not to use and make me cringe when I hear them out in the 146 00:06:43,051 --> 00:06:48,747 wild, in the business wild, which are anyone like help anyone or just help 147 00:06:48,797 --> 00:06:51,791 anyone, the words, just the words help. 148 00:06:51,987 --> 00:06:56,401 And the words, anyone are not beneficial to the success of your business. 149 00:06:56,577 --> 00:07:00,194 If you are new in business, it may be the most comfortable thing to say. 150 00:07:00,291 --> 00:07:01,111 Wonderful. 151 00:07:01,324 --> 00:07:05,231 No, that, The challenge I would put forward to anyone would be, set yourself 152 00:07:05,231 --> 00:07:09,025 a date and time, you know, if networking is brand new to you, Aaron, take the 153 00:07:09,025 --> 00:07:12,968 hack and go with what's easy for a minute, but put a deadline on how long 154 00:07:12,968 --> 00:07:17,988 you're going to use that, because what the room hears is, They can help anyone. 155 00:07:17,988 --> 00:07:18,538 They don't need me. 156 00:07:18,538 --> 00:07:20,688 I don't know why they're doing targeting marketing, like target 157 00:07:20,688 --> 00:07:25,218 networking, like they can help anyone, Or because they can help anyone. 158 00:07:25,308 --> 00:07:29,128 I cannot literally flip through my mental Rolodex, for anybody who's 159 00:07:29,128 --> 00:07:30,845 younger, my mental list of contacts. 160 00:07:32,120 --> 00:07:33,180 I 161 00:07:33,760 --> 00:07:35,720 still hear the word Rolodex in the wild, it just, 162 00:07:36,320 --> 00:07:38,540 I don't know if they know what it means, but I definitely hear it. 163 00:07:38,690 --> 00:07:41,210 Well, and that's the thing, I actually used to have one, right? 164 00:07:41,230 --> 00:07:44,150 So that's literally my mental Rolodex, where you flip it all 165 00:07:44,150 --> 00:07:45,790 and you get to your Z, oh my gosh. 166 00:07:45,820 --> 00:07:49,470 Okay, so you know, you're going through your list of contacts and going, oh, 167 00:07:49,840 --> 00:07:54,700 they just said the words that let me know I have an introduction for them. 168 00:07:55,005 --> 00:07:55,255 Right? 169 00:07:55,255 --> 00:07:58,971 So being unspecified is not helpful at all. 170 00:07:59,201 --> 00:08:01,451 how I describe it is like a dartboard. 171 00:08:01,667 --> 00:08:05,847 the most points on any dartboard are the tiniest spot. 172 00:08:06,767 --> 00:08:09,207 that's where things really start getting going for you. 173 00:08:09,207 --> 00:08:13,351 This is what, this would be considered the wind beneath your wings is being 174 00:08:13,421 --> 00:08:16,441 as targeted as you possibly can. 175 00:08:16,652 --> 00:08:17,762 to get to your success. 176 00:08:17,996 --> 00:08:23,976 Well, how have you applied these rules and these, suggestions to your business? 177 00:08:24,066 --> 00:08:28,839 Obviously, I'm sure you're on your second, third or fourth, seven figures. 178 00:08:29,061 --> 00:08:32,239 So tell us about, well, I guess there's only three, but, how 179 00:08:32,339 --> 00:08:33,629 have you scaled your business? 180 00:08:33,939 --> 00:08:35,039 where did you start? 181 00:08:35,779 --> 00:08:36,899 How'd you get to where you are today? 182 00:08:37,102 --> 00:08:37,522 Okay. 183 00:08:37,522 --> 00:08:39,122 So that story is a little bit longer. 184 00:08:39,122 --> 00:08:41,452 How I started was two businesses ago. 185 00:08:43,332 --> 00:08:45,089 So I'm a third time business owner. 186 00:08:45,362 --> 00:08:50,349 and the first two businesses were in a completely different market. 187 00:08:50,359 --> 00:08:55,756 So they were also services based, but I co owned two professional services and 188 00:08:55,756 --> 00:09:00,508 staffing companies, that serviced small to mid sized government contractors. 189 00:09:00,737 --> 00:09:07,327 And how I scaled those businesses is much different than how I scaled this one. 190 00:09:07,377 --> 00:09:09,647 because I chose to have a different business model. 191 00:09:09,812 --> 00:09:13,247 When I first started Sales Uprising, I have no problem selling, Aaron. 192 00:09:13,473 --> 00:09:15,840 I don't know if that, comes across at all. 193 00:09:16,037 --> 00:09:17,587 the name of my company is Sales Uprising. 194 00:09:17,627 --> 00:09:19,137 Everybody needs to go get one. 195 00:09:19,388 --> 00:09:23,968 so selling has never, that's absolutely my expertise, but my genius zone is allowing 196 00:09:23,968 --> 00:09:27,862 business owners to understand how sales, is their friend and how they can do it 197 00:09:27,862 --> 00:09:29,272 to the betterment of their business. 198 00:09:29,272 --> 00:09:30,462 That's my superpower. 199 00:09:30,633 --> 00:09:32,693 How I scaled my business was. 200 00:09:32,978 --> 00:09:34,308 Through failure. 201 00:09:34,398 --> 00:09:35,958 I know that sounds crazy. 202 00:09:36,158 --> 00:09:41,508 but very early on within the first six months of my business, I had clients 203 00:09:41,508 --> 00:09:45,988 and I was, I felt so good because, you know, I had just come out of owning 204 00:09:45,988 --> 00:09:49,578 a business that I had generated a 6 million run rate in under three years. 205 00:09:49,888 --> 00:09:53,972 And so I was extremely nervous about what was this going to look like Was my 206 00:09:53,972 --> 00:09:56,242 network going to be able to follow me? 207 00:09:56,322 --> 00:09:57,872 Was I going to have to start all over? 208 00:09:57,872 --> 00:09:59,232 Or am I just too old for that? 209 00:09:59,242 --> 00:10:00,842 So many doubts and all of these things. 210 00:10:00,842 --> 00:10:02,612 And, it turns out I made deals. 211 00:10:02,782 --> 00:10:05,472 And then I did the math and I'm like, I don't understand 212 00:10:05,472 --> 00:10:06,732 why my math isn't mapping. 213 00:10:06,792 --> 00:10:10,252 I am going to have to work until I'm 90 to make my first hundred K. 214 00:10:10,422 --> 00:10:10,862 Okay. 215 00:10:10,862 --> 00:10:12,262 So my prices are off. 216 00:10:12,312 --> 00:10:13,432 So that's my first. 217 00:10:13,605 --> 00:10:15,435 And I'd already owned a business, right? 218 00:10:15,435 --> 00:10:19,785 So I say this because each individual business and each individual service 219 00:10:19,785 --> 00:10:23,785 based business, if the service offering and potentially target 220 00:10:23,785 --> 00:10:27,405 market are different, it will also look different and how you need to 221 00:10:27,405 --> 00:10:29,401 go about it, is in a different lens. 222 00:10:29,615 --> 00:10:32,832 So I scaled my business through a lot of, mistakes early on. 223 00:10:33,053 --> 00:10:36,145 I immediately, bit off all my fingernails. 224 00:10:36,427 --> 00:10:40,137 figuratively and spent what I thought was exorbitant amounts 225 00:10:40,137 --> 00:10:41,587 of money on a business coach. 226 00:10:41,807 --> 00:10:44,647 and it turns out it was the best investment I ever made. 227 00:10:44,793 --> 00:10:47,310 Made so much money in that first year I didn't even notice 228 00:10:47,310 --> 00:10:48,980 that exorbitant investment. 229 00:10:49,153 --> 00:10:52,210 And I just, honestly, That first year of business. 230 00:10:52,210 --> 00:10:54,410 Let me say, yep, I don't know everything. 231 00:10:54,550 --> 00:10:56,810 Like I've done this before and I don't know everything. 232 00:10:56,810 --> 00:10:58,290 So teach me your ways. 233 00:10:58,320 --> 00:11:00,950 Oh world, you know, I'm in this new space. 234 00:11:00,960 --> 00:11:01,750 Teach me everything. 235 00:11:02,180 --> 00:11:02,560 Yeah. 236 00:11:02,780 --> 00:11:03,030 Yeah. 237 00:11:03,040 --> 00:11:04,790 Reaching out for help is super important. 238 00:11:04,900 --> 00:11:09,460 if you are the expert and whatever you do, leadership, development, whatever it is. 239 00:11:09,760 --> 00:11:13,720 There's an expert who knows how to grow your business and help you do that. 240 00:11:13,888 --> 00:11:14,983 And we love expertise. 241 00:11:14,983 --> 00:11:15,753 We believe in it. 242 00:11:15,773 --> 00:11:18,903 We believe in staying in our lane and letting experts 243 00:11:18,903 --> 00:11:20,503 help us do what they do best. 244 00:11:20,665 --> 00:11:22,613 So that makes a ton of sense to me. 245 00:11:22,748 --> 00:11:25,427 So when people worry about a lot of people, you know, they have 246 00:11:25,427 --> 00:11:29,423 this, maybe it's their signature offer, that it's high ticket. 247 00:11:29,423 --> 00:11:29,463 It's. 248 00:11:29,973 --> 00:11:34,503 highly customized, and they worry about that scaling is going to, 249 00:11:34,653 --> 00:11:37,660 devalue that high ticket offer. 250 00:11:37,660 --> 00:11:43,828 Do you have any ideas about how they can feel better about, scaling is 251 00:11:44,068 --> 00:11:48,218 going to devalue their high ticket offer? 252 00:11:48,435 --> 00:11:49,775 What's the mechanism for that? 253 00:11:51,240 --> 00:11:55,907 Well, if I stop, being highly, customized and I'm not doing something 254 00:11:55,907 --> 00:12:00,987 specific for each client, like how can I scale my premier service? 255 00:12:01,267 --> 00:12:02,067 Ah, 256 00:12:02,400 --> 00:12:03,220 okay. 257 00:12:03,470 --> 00:12:06,520 So personalization and high touch. 258 00:12:06,980 --> 00:12:08,840 is another way to say what Aaron's talking about, I think. 259 00:12:08,840 --> 00:12:09,170 Yeah. 260 00:12:09,175 --> 00:12:09,675 Mm-hmm . Yeah. 261 00:12:09,800 --> 00:12:10,790 You know I heard that right? 262 00:12:10,820 --> 00:12:11,120 Okay. 263 00:12:11,150 --> 00:12:11,300 Yeah. 264 00:12:11,467 --> 00:12:15,097 the answer to this question lies in each business owner's revenue, 265 00:12:15,097 --> 00:12:17,197 goals, and vision for their business. 266 00:12:17,380 --> 00:12:19,810 the answer to this question is going to look different if you're like, 267 00:12:19,840 --> 00:12:21,790 I wanna get to 250 K and I'm good. 268 00:12:21,967 --> 00:12:25,507 Mm-hmm . Or I wanna get to half a million and see if I wanna go further. 269 00:12:25,667 --> 00:12:28,947 Mm-hmm . The answer requires context of understanding what you 270 00:12:28,947 --> 00:12:31,077 want as a business owner first. 271 00:12:32,303 --> 00:12:37,047 And if we take away that context at its most basic and where we 272 00:12:37,047 --> 00:12:40,077 can average it out where there's a median that my answer will apply to 273 00:12:40,087 --> 00:12:42,943 both scenarios, It doesn't have to. 274 00:12:43,123 --> 00:12:45,153 I understand the feeling of that. 275 00:12:45,305 --> 00:12:46,697 Feelings aren't facts. 276 00:12:46,912 --> 00:12:51,003 And as long as you are going with the concept of your private time 277 00:12:51,033 --> 00:12:56,229 is the most expensive time that you sell, you're in the right lane 278 00:12:56,249 --> 00:12:57,249 to get to where you want to be. 279 00:12:58,184 --> 00:12:58,874 Absolutely. 280 00:12:59,238 --> 00:13:01,524 when we first start, we don't know. 281 00:13:01,751 --> 00:13:05,541 I can find who I think might be my competition, see if they've posted 282 00:13:05,541 --> 00:13:08,841 their rates online so I can try and do some of my own little market research, 283 00:13:09,094 --> 00:13:13,748 decide if those hourly rates are my cup of tea and if I think I can sell it. 284 00:13:14,056 --> 00:13:14,946 that's really important. 285 00:13:15,496 --> 00:13:15,706 Yes. 286 00:13:16,296 --> 00:13:16,586 Yes. 287 00:13:18,976 --> 00:13:22,506 if I'm comfortable at a hundred bucks an hour, great, go get a couple 288 00:13:22,506 --> 00:13:23,496 of those deals under your belt. 289 00:13:23,556 --> 00:13:26,306 the business you do in your first couple of years of business is 290 00:13:26,306 --> 00:13:27,846 not the business that you do. 291 00:13:28,009 --> 00:13:31,036 If you have a growth mindset and you're willing to learn the lessons, it's not 292 00:13:31,036 --> 00:13:33,966 the business that you do in your third and fourth and fifth year of business. 293 00:13:34,386 --> 00:13:34,756 Right. 294 00:13:35,056 --> 00:13:36,206 So it's okay. 295 00:13:36,349 --> 00:13:39,886 Give yourself some grace in the beginning to really, really hammer 296 00:13:39,886 --> 00:13:41,513 at home, somewhere in the middle. 297 00:13:41,783 --> 00:13:41,943 Yeah. 298 00:13:41,943 --> 00:13:43,863 There's two things you said that I want to respond to. 299 00:13:44,086 --> 00:13:48,229 One is that things will mature the, you you start with that, I can help 300 00:13:48,229 --> 00:13:51,602 anybody and everybody, but then you'll start to see like there's this 301 00:13:51,612 --> 00:13:54,356 specific type of client that I have the best results with or that I like 302 00:13:54,356 --> 00:13:58,049 working with the most, or that's the most profitable, whatever it may be. 303 00:13:58,216 --> 00:14:01,702 And then you start drilling in on that, client. 304 00:14:01,732 --> 00:14:05,762 And that is one way as we keep working with that same client 305 00:14:05,762 --> 00:14:10,006 with similar needs that we become more efficient and can get better. 306 00:14:10,239 --> 00:14:13,216 And then the other thing that you said was that the most 307 00:14:13,216 --> 00:14:15,016 valuable resource is your time. 308 00:14:15,212 --> 00:14:18,592 when we are the founders of our businesses, like we are the most 309 00:14:18,592 --> 00:14:19,862 expensive resource in there. 310 00:14:19,872 --> 00:14:21,792 If you're looking at it from a, Cost of goods. 311 00:14:22,152 --> 00:14:22,382 Right. 312 00:14:22,382 --> 00:14:23,632 A straight perspective. 313 00:14:23,932 --> 00:14:24,152 Yes. 314 00:14:24,562 --> 00:14:26,272 We are the most expensive resource. 315 00:14:26,562 --> 00:14:32,519 And so we can also build scale through less expensive human resources, right? 316 00:14:32,519 --> 00:14:33,479 It doesn't include 317 00:14:33,479 --> 00:14:35,289 us. 318 00:14:35,289 --> 00:14:39,379 What Aaron said, less expensive human resources, which is less than you. 319 00:14:39,569 --> 00:14:43,342 So if you're newer in business, you wear all the hats like an E Myth, right? 320 00:14:43,342 --> 00:14:45,452 You're the technician, the manager and the CEO. 321 00:14:45,699 --> 00:14:46,969 Beautiful analogy. 322 00:14:46,989 --> 00:14:49,539 and let's just pay attention to that really, really quickly. 323 00:14:49,539 --> 00:14:52,432 For those of you who are like, I currently have a full time job, but I really 324 00:14:52,432 --> 00:14:53,852 want to make my side gig the thing. 325 00:14:53,852 --> 00:14:55,822 And I've done my side gig forever and I think it could work, but I 326 00:14:55,832 --> 00:14:56,742 don't know how to make it happen. 327 00:14:56,965 --> 00:15:02,732 Look, if you hold three jobs, pay yourself for three jobs, as a business owner, you 328 00:15:02,732 --> 00:15:06,842 go into business saying, you know what, if I just make the same as I made in my 329 00:15:06,842 --> 00:15:09,412 paycheck, you're thinking about it wrong. 330 00:15:09,469 --> 00:15:10,059 Yes. 331 00:15:10,994 --> 00:15:15,174 Immediately engineered a challenge into the growth of your business, 332 00:15:15,590 --> 00:15:20,527 because the only reason why you can get paid that amount in that way is 333 00:15:20,527 --> 00:15:23,117 because it's somebody else's cost, 334 00:15:23,217 --> 00:15:26,217 Somebody else holds the cost of your seat as an employee. 335 00:15:26,637 --> 00:15:30,707 So now you're doubling your cost because you're your employee. 336 00:15:30,917 --> 00:15:31,367 Yes. 337 00:15:32,497 --> 00:15:35,980 I believe that is one of the hardest mindset shifts. 338 00:15:36,195 --> 00:15:38,085 for people, ex corporate people. 339 00:15:38,374 --> 00:15:40,275 100%. Like, I match my salary. 340 00:15:40,315 --> 00:15:41,765 I'm doing good. 341 00:15:42,070 --> 00:15:45,197 And, or maybe they get a little more, and what they're not understanding 342 00:15:45,197 --> 00:15:47,080 how much their costs have increased. 343 00:15:47,270 --> 00:15:50,840 If in your audience, you really see like, Katie, this is like the hardest thing. 344 00:15:50,990 --> 00:15:53,904 There's a couple of hacks that I give people for them to understand it. 345 00:15:54,124 --> 00:15:57,380 One, is your business costs money. 346 00:15:57,500 --> 00:15:58,510 Like it's a baby bird. 347 00:15:58,510 --> 00:16:01,830 It needs to be fed, but it costs, you have taxes. 348 00:16:02,090 --> 00:16:05,110 And I am not talking about whether or not you are an sole proprietor 349 00:16:05,150 --> 00:16:08,300 LLC, S Corp, B Corp, C Corp taxes. 350 00:16:09,320 --> 00:16:11,100 It applies across the board. 351 00:16:11,294 --> 00:16:14,924 you can fiddle with it with your bookkeeper and CPA as much as 352 00:16:14,924 --> 00:16:16,664 you want, but it's still owed. 353 00:16:16,907 --> 00:16:19,417 So those are automatically extracted. 354 00:16:19,620 --> 00:16:21,937 So you're thinking, okay, I make a hundred K. 355 00:16:22,120 --> 00:16:23,189 Minus my taxes. 356 00:16:23,269 --> 00:16:25,019 I net 84k. 357 00:16:25,210 --> 00:16:28,509 So if my business makes 84k, you see where that's wrong? 358 00:16:28,849 --> 00:16:30,219 where's your taxes taken out? 359 00:16:30,639 --> 00:16:34,519 Much less the cost of your computer or your phone or anything else. 360 00:16:34,745 --> 00:16:36,565 And you now have three jobs. 361 00:16:36,665 --> 00:16:36,925 That's 362 00:16:37,325 --> 00:16:38,075 exactly right. 363 00:16:38,075 --> 00:16:38,515 Yes. 364 00:16:39,935 --> 00:16:41,105 That's the most fun. 365 00:16:41,345 --> 00:16:43,895 So let's get back to scaling your business for a second. 366 00:16:44,122 --> 00:16:47,376 So you mentioned my favorite words, intellectual property. 367 00:16:47,591 --> 00:16:50,653 What do you, how do you think about intellectual property in your business? 368 00:16:50,936 --> 00:16:54,476 Did you always understand its importance or is that something that you had to 369 00:16:54,476 --> 00:16:58,243 learn the hard way and how, what part does it play in your business now? 370 00:16:58,483 --> 00:17:02,736 I love that you asked me this question so that I can give all intellectual 371 00:17:02,736 --> 00:17:04,356 property lawyers their due. 372 00:17:05,176 --> 00:17:07,606 At least the ones who understand the importance of small business. 373 00:17:07,903 --> 00:17:09,480 in the beginning of my business. 374 00:17:09,640 --> 00:17:13,395 Because that portion of my vision wasn't clear, having intellectual 375 00:17:13,395 --> 00:17:16,875 property assets and copyrights wasn't necessarily what I was thinking about. 376 00:17:17,030 --> 00:17:17,711 Let's be clear. 377 00:17:17,801 --> 00:17:20,321 and I don't tell my people it's necessary to think about it. 378 00:17:20,321 --> 00:17:23,201 There's no reason to spend that money if you don't know that you can sell. 379 00:17:23,398 --> 00:17:24,278 there really isn't. 380 00:17:24,492 --> 00:17:27,524 Why would you spend the money and then hold your breath for a year? 381 00:17:27,524 --> 00:17:32,168 Because people, when you work, to make sure that your IP is protected and 382 00:17:32,358 --> 00:17:35,968 nobody can help this, but the USPTO, it's going to take at least a year. 383 00:17:36,788 --> 00:17:41,801 it takes a maturity to use a word that you've put out there to understand 384 00:17:41,801 --> 00:17:43,701 how IP can work for your business. 385 00:17:43,711 --> 00:17:45,601 And I would tell you that regardless of how small a 386 00:17:45,601 --> 00:17:47,241 business you are, IP is important. 387 00:17:47,406 --> 00:17:49,471 It is literally an asset. 388 00:17:49,686 --> 00:17:52,524 Now, you may never choose to use that as an asset. 389 00:17:52,684 --> 00:17:54,454 in the same way that your home is an asset. 390 00:17:54,454 --> 00:17:57,958 Mm-hmm . You may never choose to sell your house for profit and then 391 00:17:58,193 --> 00:17:59,964 flip that profit into something else. 392 00:17:59,964 --> 00:18:03,751 In the same way that you won't use your trademark asset to go 393 00:18:03,751 --> 00:18:07,351 to your m and a and look for an early exit or whatever the case is. 394 00:18:07,578 --> 00:18:08,988 but it is an asset. 395 00:18:09,018 --> 00:18:09,768 It really does. 396 00:18:10,248 --> 00:18:14,838 In a way that your website doesn't do it, your copy doesn't do it, your podcast 397 00:18:14,848 --> 00:18:20,704 doesn't do it, it says, I'm a real boy, to borrow a phrase from Pinocchio, I 398 00:18:20,774 --> 00:18:26,321 understand one, my importance as this business's importance, it's probably 399 00:18:26,381 --> 00:18:31,521 One of the first places where you will separate potentially your business from 400 00:18:31,521 --> 00:18:34,648 you as the CEO or founder right now. 401 00:18:34,994 --> 00:18:36,414 did right by my own business. 402 00:18:36,414 --> 00:18:38,114 I have my little are right. 403 00:18:38,114 --> 00:18:42,418 I love my little are, It means registered trademark people registered, you can 404 00:18:42,418 --> 00:18:47,078 have just letting you know, I say that because I had to learn that I 405 00:18:47,128 --> 00:18:51,728 didn't know, of course I've seen it on my Doritos bag every day I live, 406 00:18:52,088 --> 00:18:53,638 but I didn't know what that meant. 407 00:18:54,144 --> 00:18:57,684 and it's one of the things I'm just so proud of that I took a chance on. 408 00:18:57,788 --> 00:18:59,668 You want to talk about something I really didn't know. 409 00:19:00,398 --> 00:19:04,509 and it feels great when you can put forward your argument on paper to 410 00:19:04,509 --> 00:19:09,239 say, these are the things, this is why I am different we talk about 411 00:19:09,239 --> 00:19:13,389 value differentiators a lot in business, especially in marketing 412 00:19:13,399 --> 00:19:16,249 and sales functions, on the backend. 413 00:19:16,739 --> 00:19:21,409 IP and your trademark are your value differentiators. 414 00:19:21,469 --> 00:19:21,829 Yes. 415 00:19:22,069 --> 00:19:24,219 I'm going to agree and disagree with you. 416 00:19:24,289 --> 00:19:24,829 Oh, yay. 417 00:19:24,919 --> 00:19:25,199 Tell me. 418 00:19:26,139 --> 00:19:29,689 so we have the trademarks and the trademark like sales 419 00:19:29,699 --> 00:19:36,622 uprising or McDonald's or FedEx that tells the consumer who is 420 00:19:36,622 --> 00:19:38,132 providing that good or service. 421 00:19:38,566 --> 00:19:43,428 But the good or service itself is not protected by trademark. 422 00:19:43,602 --> 00:19:49,201 So when I am an expert and I am creating a training program, that 423 00:19:49,201 --> 00:19:52,794 training program is protected through copyright laws and through 424 00:19:52,794 --> 00:19:57,724 copyright registration and copyrights attached at the moment of creation. 425 00:19:57,724 --> 00:20:02,233 When I create an original work, And I put it, you know, I make my slideshow. 426 00:20:02,283 --> 00:20:03,023 I have my workbooks. 427 00:20:03,603 --> 00:20:05,533 I have, my training materials. 428 00:20:05,776 --> 00:20:11,379 I created a copyrightable asset that I have exclusive rights to that nobody else 429 00:20:11,379 --> 00:20:14,009 can copy or use without my permission. 430 00:20:14,239 --> 00:20:16,966 And that is something that we're doing every day. 431 00:20:17,166 --> 00:20:20,586 We're creating something right here as we record this podcast. 432 00:20:20,851 --> 00:20:22,053 We do it every day. 433 00:20:22,053 --> 00:20:24,043 We, post on LinkedIn. 434 00:20:24,293 --> 00:20:30,043 We do it every time we, have some sort of, interview that is recorded, And so 435 00:20:30,223 --> 00:20:33,804 when we are working with our clients say, if you're using your intellect, 436 00:20:33,804 --> 00:20:35,164 you're creating intellectual property. 437 00:20:35,530 --> 00:20:39,551 So if you're working with your client as the expert and you're 438 00:20:39,551 --> 00:20:43,131 working with them, then you're creating intellectual property. 439 00:20:43,361 --> 00:20:47,161 The question to me, what I like to ask is who owns that though? 440 00:20:47,520 --> 00:20:49,498 Do you own it or do they own it? 441 00:20:49,734 --> 00:20:53,354 And so that's where we need to be mindful about making sure if 442 00:20:53,354 --> 00:20:57,524 we want to create our own assets, that we can continue to leverage. 443 00:20:57,690 --> 00:20:59,441 We need to make sure that we own them. 444 00:20:59,739 --> 00:21:01,955 And so it's a hundred percent. 445 00:21:02,195 --> 00:21:07,599 Is as you said, like how you become known because you become known by the results 446 00:21:07,599 --> 00:21:11,055 you provide to your clients and you provide those results because you have 447 00:21:11,105 --> 00:21:14,915 effective materials, effective training, effective workshops, things like that. 448 00:21:15,115 --> 00:21:19,015 so yes to trademarks and trademarks are definitely more expensive. 449 00:21:19,234 --> 00:21:24,145 So that is why I agree that you should wait to make the investment in your 450 00:21:24,145 --> 00:21:27,625 trademark until you absolutely know who you are, because I will say I have 451 00:21:27,625 --> 00:21:31,453 personally wasted money on trademarks that I thought this is genius. 452 00:21:31,453 --> 00:21:32,073 I love this. 453 00:21:32,381 --> 00:21:34,783 And then okay, that's not what I'm going to do now. 454 00:21:34,980 --> 00:21:38,846 So, yeah, making sure you know what you're going to do, but your 455 00:21:38,846 --> 00:21:42,743 copyrights you know those Don't require registration for protection. 456 00:21:42,953 --> 00:21:45,793 although there are reasons to, of course, to register them. 457 00:21:45,933 --> 00:21:46,363 If you want to, 458 00:21:46,583 --> 00:21:47,823 can I ask you a question really quick? 459 00:21:47,863 --> 00:21:48,693 Absolutely. 460 00:21:48,803 --> 00:21:50,853 Because I didn't hear any disagreement in what you said. 461 00:21:52,036 --> 00:21:54,700 And the reason why I didn't is because you'll note, all I did was 462 00:21:54,700 --> 00:21:58,533 talk about trademarks, I didn't even talk about copyrights because, and I 463 00:21:58,743 --> 00:22:02,363 didn't realize it until you started talking about it for me, copyrights 464 00:22:02,363 --> 00:22:04,163 are the easiest part to understand. 465 00:22:04,601 --> 00:22:08,631 And probably because they don't require a lawyer until they do. 466 00:22:08,921 --> 00:22:13,871 so of course, when we create a PowerPoint or now a Canva, like whatever it is, 467 00:22:14,128 --> 00:22:17,328 it's going to have your copyright protection on it, the name of your 468 00:22:17,328 --> 00:22:19,035 company, like all of those things. 469 00:22:19,095 --> 00:22:23,231 So for me, that's in a matter of course, and I didn't learn that. 470 00:22:23,500 --> 00:22:26,700 And as a business owner, I learned that as a business development 471 00:22:26,700 --> 00:22:30,000 person in a company who was making presentations for my clients. 472 00:22:30,836 --> 00:22:33,636 So that's probably why I didn't mention it, but I do have a 473 00:22:33,646 --> 00:22:35,566 deeper question for you about it. 474 00:22:35,776 --> 00:22:37,296 At what point? 475 00:22:37,543 --> 00:22:41,528 So just to let you know, We could really get deep into it because I 476 00:22:41,528 --> 00:22:45,581 also have a sub licensed product, which requires all of its own things, 477 00:22:46,131 --> 00:22:46,971 uh, legally. 478 00:22:47,221 --> 00:22:51,591 And when we talk about scaling, it's definitely a mechanism that one can use. 479 00:22:51,798 --> 00:22:53,218 with that being said. 480 00:22:53,460 --> 00:22:56,520 I'm looking to get to my first 250 K, I have presentations made. 481 00:22:56,520 --> 00:22:59,753 I have education and training in all of these things. 482 00:22:59,783 --> 00:23:03,256 At what point should I really think to myself, I need to get 483 00:23:03,256 --> 00:23:06,466 this all to my lawyers straight away so that it can go through some 484 00:23:06,466 --> 00:23:08,506 kind of copyright registration? 485 00:23:08,793 --> 00:23:09,213 Yeah. 486 00:23:09,273 --> 00:23:14,256 Well, we want to make sure that it is registered before we are going 487 00:23:14,256 --> 00:23:16,340 to license it to third parties now. 488 00:23:16,340 --> 00:23:17,300 100%, yes. 489 00:23:17,305 --> 00:23:18,950 My, my general recommendation. 490 00:23:19,131 --> 00:23:23,163 Is that we register for copyright protection are moneymakers. 491 00:23:23,163 --> 00:23:27,276 I just use the term moneymakers again, we're creating content all day, every 492 00:23:27,276 --> 00:23:30,286 day, almost all of us puts out new content every day, and we're not 493 00:23:30,286 --> 00:23:31,963 going to register all that stuff. 494 00:23:32,116 --> 00:23:37,363 But the things that you would hire a lawyer to, defend an 495 00:23:37,363 --> 00:23:42,283 infringement or to prosecute an infringement, that stuff, register it. 496 00:23:42,470 --> 00:23:46,666 And so when it's, what we register is the Final form. 497 00:23:46,666 --> 00:23:47,746 So make sure it's in final form. 498 00:23:47,796 --> 00:23:50,650 If you have a draft of something that's not ready yet, don't register that. 499 00:23:50,833 --> 00:23:54,173 Register the thing that you want to, protect against 500 00:23:54,173 --> 00:23:55,653 infringement from third parties. 501 00:23:55,943 --> 00:23:57,623 And that would be my recommendation. 502 00:23:57,990 --> 00:24:01,606 Can I just give maybe a couple people in your audience, like 503 00:24:01,606 --> 00:24:04,196 the exact example of what you're talking about, at least in my way. 504 00:24:04,706 --> 00:24:04,946 Yes. 505 00:24:04,946 --> 00:24:05,346 Okay. 506 00:24:05,346 --> 00:24:09,703 So if me now, people, if you are a coach or course creator, what 507 00:24:09,733 --> 00:24:12,473 Aaron just said, and thank you so much for answering this question. 508 00:24:12,483 --> 00:24:17,256 Cause I never thought to ask before, when you have sold enough to know 509 00:24:17,286 --> 00:24:22,129 exactly what your target market needs and you were about to use. 510 00:24:22,300 --> 00:24:28,341 Programs as a way to scale your business in an effort to leverage your time Prior 511 00:24:28,341 --> 00:24:33,061 to going out and selling that take the final form of those programs which will 512 00:24:33,071 --> 00:24:38,971 have been created through the actual delivery to said clients previously So now 513 00:24:38,971 --> 00:24:40,801 you know exactly what your people need. 514 00:24:40,801 --> 00:24:43,708 You know, the exact, timing that they need to receive it. 515 00:24:43,708 --> 00:24:46,838 You know, what's going to hit them and hit them hard to their best interest, right? 516 00:24:47,046 --> 00:24:50,004 It is at the moment that you choose to go bigger with that, 517 00:24:50,054 --> 00:24:51,364 that you need to call Aaron. 518 00:24:51,814 --> 00:24:52,134 Yes. 519 00:24:52,759 --> 00:24:53,569 Did I get it right? 520 00:24:53,684 --> 00:24:54,513 You're perfect. 521 00:24:56,163 --> 00:24:57,533 I did not pay her for that. 522 00:24:57,723 --> 00:24:58,023 Yeah. 523 00:24:58,303 --> 00:24:59,253 Yes, absolutely. 524 00:24:59,253 --> 00:25:00,333 That's a hundred percent. 525 00:25:00,561 --> 00:25:03,163 I love the way that you put it in those terms. 526 00:25:03,335 --> 00:25:03,805 like that. 527 00:25:03,855 --> 00:25:04,185 Yes. 528 00:25:04,475 --> 00:25:07,935 Well, this is, you know, this is an amazing key piece to the thing 529 00:25:07,945 --> 00:25:10,958 because I teach people literally when you say, Katie, how do you 530 00:25:10,958 --> 00:25:12,088 work with your clients to scale? 531 00:25:12,307 --> 00:25:14,598 We do work on the creation of these things. 532 00:25:14,773 --> 00:25:18,282 There is so much time and effort that goes into creating them 533 00:25:18,282 --> 00:25:19,812 before they should get to you. 534 00:25:20,032 --> 00:25:20,282 Yes, 535 00:25:20,445 --> 00:25:20,835 right. 536 00:25:21,075 --> 00:25:25,658 or any lawyer because it can be expensive to do it over and over and over again, I 537 00:25:25,658 --> 00:25:30,478 would think that the expense and effort of that in and of itself would be exhausting. 538 00:25:31,138 --> 00:25:31,568 It's a toll. 539 00:25:31,568 --> 00:25:32,228 It's a cost. 540 00:25:32,398 --> 00:25:33,788 I do have another follow up question though. 541 00:25:33,921 --> 00:25:36,988 Once I have final forms and I get them to you, is it like a 542 00:25:36,988 --> 00:25:38,528 trademark where it takes a year? 543 00:25:38,788 --> 00:25:39,378 No, 544 00:25:39,378 --> 00:25:41,148 it is, fairly simple. 545 00:25:41,158 --> 00:25:41,738 It takes a while. 546 00:25:41,738 --> 00:25:42,868 I did one recently. 547 00:25:42,868 --> 00:25:45,925 I'm trying to remember exactly how long it took from the time we've 548 00:25:45,925 --> 00:25:47,895 registered till I got the copyright. 549 00:25:48,163 --> 00:25:49,883 Registration certificate. 550 00:25:50,096 --> 00:25:51,596 I want to, it was no more than two months. 551 00:25:51,596 --> 00:25:52,276 I can't remember exactly. 552 00:25:52,276 --> 00:25:52,626 I have to look. 553 00:25:52,946 --> 00:25:53,196 Okay. 554 00:25:53,376 --> 00:25:53,736 So no 555 00:25:53,736 --> 00:25:57,076 general generalities, like I say a year so that everybody has a really good 556 00:25:57,076 --> 00:26:01,093 idea that when they hire you, you're not going to, it's not this slap dash. 557 00:26:01,113 --> 00:26:02,123 They get a gold. 558 00:26:02,341 --> 00:26:05,120 Our circle, like it has a really long governmental process. 559 00:26:05,120 --> 00:26:08,250 It's got to go to, and that doesn't even include if somebody fights it. 560 00:26:10,975 --> 00:26:13,288 And that is one of the distinctions between copyright registration 561 00:26:13,318 --> 00:26:16,108 and trademark registration because you don't have that whole process. 562 00:26:16,335 --> 00:26:16,668 Because 563 00:26:16,668 --> 00:26:17,778 you own it as you, 564 00:26:17,788 --> 00:26:18,168 right? 565 00:26:18,178 --> 00:26:21,018 As soon as you create it, you own it, assuming you didn't 566 00:26:21,018 --> 00:26:22,508 copy anybody, you own it. 567 00:26:22,718 --> 00:26:25,048 and you didn't use AI, but that's another conversation. 568 00:26:25,748 --> 00:26:26,108 Oh, please 569 00:26:26,108 --> 00:26:27,108 don't make me have that conversation. 570 00:26:27,996 --> 00:26:31,416 can you and I plan to do this again in like six months when I'm more 571 00:26:31,476 --> 00:26:36,636 educated on the law side of that and all know all the questions I should ask? 572 00:26:36,636 --> 00:26:39,336 Well, 573 00:26:39,336 --> 00:26:39,916 wait a minute. 574 00:26:40,406 --> 00:26:41,426 This is my podcast. 575 00:26:41,666 --> 00:26:41,936 Oh, 576 00:26:44,346 --> 00:26:44,756 fantastic. 577 00:26:45,096 --> 00:26:45,676 Heard. 578 00:26:45,970 --> 00:26:48,000 Yes, we can have that conversation anytime. 579 00:26:48,000 --> 00:26:49,480 I love to talk about that too. 580 00:26:49,730 --> 00:26:50,320 Oh my gosh. 581 00:26:50,320 --> 00:26:52,230 This has been so fantastic, Katie. 582 00:26:52,470 --> 00:26:53,340 A plus guess. 583 00:26:53,360 --> 00:26:56,510 I gotta tell you, this has made it so much fun and so informative. 584 00:26:56,510 --> 00:27:00,250 I know everyone got a ton of value from this episode. 585 00:27:00,250 --> 00:27:01,180 Thank you so much. 586 00:27:01,368 --> 00:27:04,446 So I want to talk about what's coming up new for you. 587 00:27:04,456 --> 00:27:07,763 Something that we want to tell the audience about that they should 588 00:27:07,763 --> 00:27:07,813 check out. 589 00:27:07,813 --> 00:27:08,803 New for me. 590 00:27:08,843 --> 00:27:09,683 Oh, new. 591 00:27:09,938 --> 00:27:12,588 so audience, I'm going to tell you the reason why I'm like, 592 00:27:12,598 --> 00:27:13,728 what is she talking about? 593 00:27:13,728 --> 00:27:15,748 Why is Katie so taken aback by new? 594 00:27:15,968 --> 00:27:19,938 one of the ways to scale your business is to get it right and keep doing it 595 00:27:19,958 --> 00:27:22,678 until it's honed to a fine, fine point. 596 00:27:22,968 --> 00:27:25,248 As an entrepreneur, we have tons of new ideas. 597 00:27:25,446 --> 00:27:28,608 They literally go in a new ideas box on the corner of my desk and I 598 00:27:28,618 --> 00:27:32,725 review them once a year I already have planned the success of my year. 599 00:27:32,725 --> 00:27:36,851 So, as far as new, I think one of the things I talk to people about is. 600 00:27:37,096 --> 00:27:38,916 What was old is new again. 601 00:27:39,183 --> 00:27:44,676 So I'm going to go back live in person, for the first time to hold masterclasses 602 00:27:44,746 --> 00:27:45,936 for the past couple of years. 603 00:27:45,956 --> 00:27:47,206 I cannot wait to do it. 604 00:27:47,226 --> 00:27:48,566 I do four of them a year. 605 00:27:48,696 --> 00:27:49,736 Oh, fantastic. 606 00:27:49,836 --> 00:27:53,076 go around the country so that different people can get access to you or, 607 00:27:53,126 --> 00:27:56,656 oh, no, they all need to fly here to the top of the world. 608 00:27:57,206 --> 00:28:02,166 no, the new part of doing new and old is that they will probably be hybrid. 609 00:28:02,242 --> 00:28:06,130 and then of course I've picked a new location for my strategic 610 00:28:06,130 --> 00:28:07,120 business planning retreat. 611 00:28:07,120 --> 00:28:08,700 That'll be in Colorado this year. 612 00:28:08,856 --> 00:28:12,566 I host a strategic business planning retreat for business owners every year. 613 00:28:12,753 --> 00:28:14,103 it's some of the most important 614 00:28:14,163 --> 00:28:17,346 CEO time we can give ourselves and somehow it always falls to 615 00:28:17,346 --> 00:28:19,816 the bottom of the task list and we look at it sometime in February. 616 00:28:21,646 --> 00:28:26,183 am as guilty as anyone about the old working in the business 617 00:28:26,183 --> 00:28:27,593 instead of on the business thing. 618 00:28:27,593 --> 00:28:29,203 So yes, so easy. 619 00:28:29,356 --> 00:28:33,686 Well, we'll make sure we put, if you have the details about that, we'll make 620 00:28:33,686 --> 00:28:38,040 sure we get that into the show notes as well as where they can find you now. 621 00:28:38,060 --> 00:28:40,210 Where should people find more Katie? 622 00:28:40,411 --> 00:28:44,718 if they want to find more Katie and giggle, go to YouTube at Sales Uprising. 623 00:28:44,718 --> 00:28:47,071 I have what I would call short clips. 624 00:28:47,161 --> 00:28:51,171 it's a series called Feed the Fire because cash flow is oxygen 625 00:28:51,171 --> 00:28:52,371 for the fire of your business. 626 00:28:52,528 --> 00:28:53,948 So we're looking to feed the fire. 627 00:28:53,968 --> 00:28:57,298 They're about one and a half to two and a half minute clips of me being like, 628 00:28:57,308 --> 00:28:58,868 okay, I know this is how you think. 629 00:28:58,991 --> 00:29:01,745 And that's how this is antithetical to the growth of your business. 630 00:29:01,905 --> 00:29:03,881 So they're just little quick hit tips. 631 00:29:04,078 --> 00:29:06,601 and that's great way to continue to get to know me. 632 00:29:06,911 --> 00:29:07,571 Fantastic. 633 00:29:07,571 --> 00:29:09,571 We will have that in the share notes as well. 634 00:29:09,761 --> 00:29:10,948 Well, thank you again, Katie. 635 00:29:10,958 --> 00:29:15,008 It has been an absolute pleasure to have you on and we will have to do this again. 636 00:29:15,241 --> 00:29:16,561 I look forward to it. 637 00:29:16,601 --> 00:29:17,291 Thank you.