1 00:00:00,000 --> 00:00:03,349 Are you currently making multi six figures in your business but seem to 2 00:00:03,349 --> 00:00:04,929 never have the cash to show for it? 3 00:00:05,540 --> 00:00:09,070 You know how to make money, but you seem to know even better how to spend it. 4 00:00:09,620 --> 00:00:12,859 Your cash flow systems just are not efficient for you. 5 00:00:12,859 --> 00:00:16,560 You have payment plans for your offer, but you don't know exactly 6 00:00:16,560 --> 00:00:18,090 when you should expect those payments. 7 00:00:18,520 --> 00:00:21,710 You don't know what you must bring in and holistically what is going 8 00:00:21,710 --> 00:00:23,330 out in your business cash flow wise. 9 00:00:23,870 --> 00:00:25,310 You may even have business debt. 10 00:00:25,450 --> 00:00:29,590 You get a pay-in-full client that comes in and you're unsure if you should be paying 11 00:00:29,590 --> 00:00:34,230 off that debt or if you should wait or you don't really know exactly what's going on. 12 00:00:34,730 --> 00:00:38,990 You may even be tempted to do and yet another stripe or payment 13 00:00:39,000 --> 00:00:43,215 processor advance to get you afloat for the next few months. 14 00:00:43,515 --> 00:00:46,075 And as soon as you pay it off, you're tempted all over again. 15 00:00:47,115 --> 00:00:51,004 Or finally, you might even have a five figure tax debt that you have on 16 00:00:51,025 --> 00:00:55,015 payment plan, but you're unsure if you should just knock it out because when 17 00:00:55,015 --> 00:00:59,235 you did last time, six months later, something else came up in your business. 18 00:01:00,084 --> 00:01:03,034 If you have experienced any one of these scenarios, I'm going to tell you that 19 00:01:03,034 --> 00:01:04,644 there is no shame that you are not alone. 20 00:01:04,644 --> 00:01:07,474 There is absolutely a better way to handle your cash and both 21 00:01:07,484 --> 00:01:09,234 your business and personal life. 22 00:01:09,864 --> 00:01:13,164 In this episode, I'm sharing how to create healthy cashflow 23 00:01:13,174 --> 00:01:14,434 in your business and life. 24 00:01:14,624 --> 00:01:15,164 Stay tuned. 25 00:01:15,895 --> 00:01:19,624 This is the Harmonious Wealth Podcast, where we're breaking online business 26 00:01:19,624 --> 00:01:24,695 owners free from chasing every next revenue milestone and instead prioritizing 27 00:01:24,764 --> 00:01:28,874 lifestyle and legacy goals so you can finally have the personal wealth 28 00:01:28,895 --> 00:01:30,535 to show for your business success. 29 00:01:30,864 --> 00:01:35,004 I'm your host, Iyanna Vaughn, fractional CFO and bookkeeper here to guide you. 30 00:01:35,464 --> 00:01:38,065 Now let's start building your financial legacy. 31 00:01:39,292 --> 00:01:40,693 Hello and welcome back. 32 00:01:40,733 --> 00:01:43,343 Welcome back to Episode 2 of Harmonious Wealth. 33 00:01:43,363 --> 00:01:44,893 I am so excited to have you. 34 00:01:45,173 --> 00:01:46,203 I'm feeling better today. 35 00:01:47,872 --> 00:01:49,893 If you know, you know from Episode 1. 36 00:01:50,372 --> 00:01:53,522 But before we get into the, to the episode, I wanted to share 37 00:01:53,522 --> 00:01:57,703 that I will be doing an open house on Friday, April 26th, 12 p. 38 00:01:57,713 --> 00:01:57,873 m. 39 00:01:57,893 --> 00:01:58,383 Eastern. 40 00:01:58,633 --> 00:02:01,363 And it's going to be all about Your Revenue Goals Don't Matter 41 00:02:01,363 --> 00:02:03,963 If You Don't Have the Lifestyle and Legacy Plan to show for it. 42 00:02:04,099 --> 00:02:08,169 I'll be teaching you how to uncover what that legacy goal is, what your life 43 00:02:08,209 --> 00:02:12,979 current immediate lifestyle goals are, so that you can then turn around and create 44 00:02:13,169 --> 00:02:15,179 business revenue goals to show for it. 45 00:02:15,209 --> 00:02:17,899 And I'll be kind of sharing how I can support you long term. 46 00:02:18,340 --> 00:02:21,630 So today I want to talk to you about why your cash isn't 47 00:02:21,630 --> 00:02:23,370 matching up with said revenue. 48 00:02:23,690 --> 00:02:25,630 And it's because of three important things. 49 00:02:25,670 --> 00:02:27,690 The first thing is definitely your mindset. 50 00:02:27,690 --> 00:02:30,890 I know that was That's always going to be the cause, right? 51 00:02:30,980 --> 00:02:34,440 Whatever is in our mind, and whatever is in our heart, whatever is in 52 00:02:34,440 --> 00:02:36,160 our thoughts becomes our reality. 53 00:02:36,590 --> 00:02:40,690 And you might be avoided of your money because you don't, first, maybe you 54 00:02:40,690 --> 00:02:42,040 don't understand what's going on. 55 00:02:42,500 --> 00:02:47,795 But if you do understand, And you're still avoidant because you don't want 56 00:02:47,825 --> 00:02:51,685 to see what's going on and you have that fear and shame around your business. 57 00:02:52,245 --> 00:02:56,805 You might feel like, okay, I don't want to be miserable while still worrying 58 00:02:56,815 --> 00:02:58,575 about it and actually looking at it. 59 00:02:58,595 --> 00:02:59,805 I want to do something about it. 60 00:03:00,960 --> 00:03:05,060 And instead of actually doing something about it to focus on your business growth, 61 00:03:05,090 --> 00:03:09,330 you're kind of acting out of desperation, anxiety, and still avoiding it. 62 00:03:09,370 --> 00:03:13,180 And this is causing you to be in that consistent poverty mindset loop. 63 00:03:13,700 --> 00:03:17,420 And I did a quick Google search on a poverty mindset or the mentality 64 00:03:17,470 --> 00:03:19,220 of someone that is in poverty. 65 00:03:19,480 --> 00:03:23,200 And it is one that is influenced behaviors consistent with the beliefs 66 00:03:23,240 --> 00:03:24,700 that money should not be spent. 67 00:03:25,375 --> 00:03:29,945 Or on the other end, in this case, I see where, or I've even experienced 68 00:03:29,945 --> 00:03:33,355 this, where you might think that this part of your success is a 69 00:03:33,375 --> 00:03:37,415 fluke, so you just want to go ahead and spend it as soon as possible 70 00:03:37,495 --> 00:03:39,065 before it just evaporates from you. 71 00:03:39,755 --> 00:03:42,965 Then you also think that your opportunities are limited, right? 72 00:03:42,995 --> 00:03:44,935 And taking a risk is dangerous. 73 00:03:45,335 --> 00:03:50,495 Again, on the other hand, you might be, okay, risk is all that I know. 74 00:03:50,495 --> 00:03:56,315 I grew up with all these risks or inadequacies in finances. 75 00:03:56,325 --> 00:03:58,055 So I'm just going to go ahead and try whatever. 76 00:03:58,455 --> 00:04:04,595 And one thing that was relevant for me is I was used to not being 77 00:04:04,595 --> 00:04:06,285 what I termed as rock bottom. 78 00:04:06,325 --> 00:04:11,615 So I would do anything to risk not getting back to that low place that I experienced 79 00:04:11,945 --> 00:04:16,115 and incrementally that rock bottom kind of like a little bit raised only 80 00:04:16,125 --> 00:04:21,685 slightly until I really understood what was really holding me back from getting 81 00:04:21,685 --> 00:04:25,675 to where I need to be in my business and my own money management or cash on 82 00:04:25,675 --> 00:04:27,565 hand for business and personal life. 83 00:04:28,525 --> 00:04:34,725 You also feel the money that you have in your life and business now is exactly what 84 00:04:34,725 --> 00:04:36,932 you're comfortable with most of the time. 85 00:04:36,952 --> 00:04:41,812 Of course, things happen in the market or there are seasons in your business, but 86 00:04:41,812 --> 00:04:44,272 if you are comfortable with making money. 87 00:04:44,292 --> 00:04:48,382 10, 000 or keeping 5, 000 in your bank account, that's kind of like where 88 00:04:48,382 --> 00:04:54,972 you'll have it versus if someone received 100k at the end of the year and then in 89 00:04:54,972 --> 00:04:58,242 their mind they're depleting it because they're thinking, oh this is this 90 00:04:58,242 --> 00:05:00,592 one time opportunity, it's gonna go. 91 00:05:01,100 --> 00:05:06,105 And then on top of this, you're ending up attaching yourself or attaching your own 92 00:05:06,155 --> 00:05:10,075 value to whatever is in your bank account and that is simply not fair to you. 93 00:05:10,555 --> 00:05:13,205 I'm going to be sharing like a bunch of different wealth growth 94 00:05:13,235 --> 00:05:16,785 books, books about money, psychology of money, things like that. 95 00:05:16,785 --> 00:05:21,835 But in this book, The Psychology of Money by Morgan Housel, the 96 00:05:21,845 --> 00:05:26,185 author states exactly like, chapter one, like, we are not crazy. 97 00:05:26,185 --> 00:05:28,265 We just do crazy things with money. 98 00:05:28,715 --> 00:05:33,275 And that's how we can kind of, once we are aware of the crazy 99 00:05:33,275 --> 00:05:34,635 things that we do with money. 100 00:05:34,655 --> 00:05:39,575 We can then move on to the other reasons why we don't see the cash. 101 00:05:39,855 --> 00:05:42,855 And the second reason is because we're not assessing the trends. 102 00:05:43,475 --> 00:05:44,915 Are you looking at your reports? 103 00:05:45,695 --> 00:05:50,245 The reports that you receive or should receive every single month from your 104 00:05:50,245 --> 00:05:54,810 accountant or bookkeeper is your income statement, aka your profit 105 00:05:54,810 --> 00:05:58,840 and loss statement, and it shows your revenue, expenses, net income. 106 00:05:59,490 --> 00:06:03,610 After you should receive your balance sheet, and that shows your assets, 107 00:06:03,610 --> 00:06:07,280 what you own, liabilities, what you owe, what's left over in equity, and 108 00:06:07,280 --> 00:06:08,780 finally your statement of cash flows. 109 00:06:08,780 --> 00:06:12,190 If you're not understanding or seeing your trends, it's really hard to 110 00:06:12,193 --> 00:06:16,033 maintain healthy cashflow because any opportunity that comes up to you, 111 00:06:16,033 --> 00:06:20,183 you don't know how it would impact every single area of your financials. 112 00:06:20,356 --> 00:06:24,806 You're just going off of whim and just by your gut and just making 113 00:06:24,806 --> 00:06:29,499 these decisions willy nilly and it's impacting your cash tremendously. 114 00:06:30,366 --> 00:06:34,916 Usually when I am asking clients or potential clients what they made 115 00:06:34,926 --> 00:06:39,036 in revenue for the past year, they almost always just kind of just 116 00:06:39,036 --> 00:06:44,216 reflect and say, okay, I made 500k, I made 250, 000, I made close to 300k. 117 00:06:44,486 --> 00:06:46,486 They can recall it really quickly. 118 00:06:46,816 --> 00:06:50,226 But then when it comes to like, hey, what did you make in profit? 119 00:06:50,746 --> 00:06:52,046 They're like I would have to check. 120 00:06:52,146 --> 00:06:52,946 Oh, I don't know. 121 00:06:53,161 --> 00:06:57,071 Or it came up as a surprise once they got their tax return, they 122 00:06:57,651 --> 00:07:00,061 knew their business net income. 123 00:07:00,061 --> 00:07:02,561 And now it's on their tax return as business income. 124 00:07:02,931 --> 00:07:05,431 And they figured it out then. 125 00:07:05,921 --> 00:07:09,011 And while I've seen this a lot, I do want. 126 00:07:09,351 --> 00:07:12,031 to say that this should not be the case. 127 00:07:12,911 --> 00:07:16,131 If you're doing your own bookkeeping, try to keep up with it throughout the 128 00:07:16,131 --> 00:07:20,011 year or get someone that can actually support you throughout the year and 129 00:07:20,031 --> 00:07:24,571 also have a tax estimate so that you're not having any tax surprises. 130 00:07:25,181 --> 00:07:30,481 So once we understand your mindset, you're self aware of your habits and how 131 00:07:30,481 --> 00:07:33,371 that impacts your cash on hand, right? 132 00:07:33,631 --> 00:07:35,551 You then look at the trends. 133 00:07:35,611 --> 00:07:41,161 The final reason that you don't have the cash on hand that you desire is because 134 00:07:41,161 --> 00:07:44,101 you don't have a plan for success. 135 00:07:45,201 --> 00:07:49,191 We think about sales, profit, what you pay yourself, and then your 136 00:07:49,191 --> 00:07:51,321 cash, but you should be flipping it. 137 00:07:51,976 --> 00:07:56,266 and think of what you should be paying yourself, what your profit should be, and 138 00:07:56,266 --> 00:07:58,156 what then what your revenue should be. 139 00:07:59,436 --> 00:08:03,336 So then you can have the adequate cash on hand to support all those things. 140 00:08:04,186 --> 00:08:08,716 So immediately after figuring out how do you serve humanity, how do you 141 00:08:08,716 --> 00:08:12,516 serve God's children through integrity, by providing a service, a product, 142 00:08:12,556 --> 00:08:16,416 any of those things, you should be thinking about how can your business 143 00:08:16,996 --> 00:08:19,146 satisfy your personal wealth goals. 144 00:08:19,706 --> 00:08:25,406 So that you can feel that excitement for your business or 145 00:08:25,546 --> 00:08:30,166 have that grit to continue in your business when things get rough. 146 00:08:30,941 --> 00:08:33,461 So first you need to understand what you must pay yourself. 147 00:08:33,661 --> 00:08:37,461 And that involves figuring out above and beyond comfortability 148 00:08:38,041 --> 00:08:39,441 and just paying your bills. 149 00:08:39,751 --> 00:08:43,201 But moving beyond of like, okay, what would it look like to 150 00:08:43,201 --> 00:08:46,171 consistently pay debt, consistently save, consistently invest? 151 00:08:46,791 --> 00:08:49,841 After you figure out that number, then you're able to go and say, okay, this is 152 00:08:49,841 --> 00:08:51,581 what I must pay myself and my business. 153 00:08:51,768 --> 00:08:55,638 And realistically, how can I execute this in the next 12 months? 154 00:08:56,221 --> 00:08:59,211 Once you understand what you must pay yourself, then you're like, 155 00:08:59,211 --> 00:09:03,361 okay, let me add a buffer so that I can keep and retain profit in 156 00:09:03,361 --> 00:09:06,081 my business to have adequate cash. 157 00:09:06,871 --> 00:09:12,691 So that might mean if I wanted to pay myself $100K then that means 158 00:09:12,881 --> 00:09:18,511 my business and profit must have at least $150K or more in profit. 159 00:09:18,921 --> 00:09:19,841 And that I know. 160 00:09:20,361 --> 00:09:25,541 If it's $150K in profit to have that buffer of $50K in profit left 161 00:09:25,541 --> 00:09:29,081 over, then I know, okay, my business wants to make $300K in revenue. 162 00:09:30,061 --> 00:09:35,341 So when it comes to planning out your profit, of course there are different 163 00:09:35,341 --> 00:09:36,991 years in business where things change. 164 00:09:37,411 --> 00:09:41,661 However, you can look at the trends and see, okay, how is your team 165 00:09:41,661 --> 00:09:43,131 affecting your profitability? 166 00:09:43,521 --> 00:09:48,521 Are they able to execute on your behalf so that you can feel confident that 167 00:09:48,521 --> 00:09:52,721 you're able to only work on things that can generate you more revenue 168 00:09:53,301 --> 00:09:58,251 or are you having to go in and hover over your team or do corrections? 169 00:09:58,251 --> 00:09:59,921 Or are you the only person on your team? 170 00:10:01,201 --> 00:10:04,081 Do you have guidelines on what you should be spending on 171 00:10:04,081 --> 00:10:05,611 different areas of your business? 172 00:10:05,721 --> 00:10:11,341 Because if not, then you can have a best guess, but sometimes it might not 173 00:10:11,341 --> 00:10:13,361 be the right outcome for your business. 174 00:10:14,021 --> 00:10:18,231 And finally, when it comes to investing in your different programs and courses 175 00:10:18,231 --> 00:10:24,281 and softwares and things of that nature, you might feel that, okay, this is just 176 00:10:24,291 --> 00:10:29,721 something that I want to invest in, but you're not committed to actually executing 177 00:10:29,721 --> 00:10:35,381 on it to then get the value or return of that investment in your business. 178 00:10:35,581 --> 00:10:38,271 When you have a plan for success for profit, you're able to 179 00:10:38,271 --> 00:10:39,601 eliminate all those things. 180 00:10:40,401 --> 00:10:46,271 Also with debt, because we have a cushion of your profit, you then can 181 00:10:46,301 --> 00:10:52,121 use or utilize your debt because you created a cushion to have enough profit. 182 00:10:52,581 --> 00:10:58,351 Now you also have some funds to pay off your debt and have adequate cash flow. 183 00:10:58,941 --> 00:11:03,201 So creating a plan for success is going to be extremely important when you tie 184 00:11:03,201 --> 00:11:07,721 in your mindset, look at your trends, and then create a plan for success. 185 00:11:08,151 --> 00:11:11,451 Then you're able to create harmony in both your business and personal life. 186 00:11:11,951 --> 00:11:15,971 With our profit planning intensive clients as well as our CFO clients 187 00:11:16,011 --> 00:11:17,491 have a four step framework. 188 00:11:17,791 --> 00:11:23,926 The first step is to create a legacy plan and that is to really uncover What your 189 00:11:23,946 --> 00:11:28,606 goals are, what your immediate lifestyle goals are, what your long term goals are, 190 00:11:28,626 --> 00:11:30,396 where do you want your life to be at 60? 191 00:11:30,416 --> 00:11:32,476 What do you want to retire with things of that nature? 192 00:11:32,956 --> 00:11:36,526 And then we want to assess the trends for you or with you so that 193 00:11:36,526 --> 00:11:37,966 you understand what's going on. 194 00:11:38,466 --> 00:11:41,166 And then we're gonna, we're gonna understand what the gap is between your 195 00:11:41,166 --> 00:11:42,866 legacy and where you are right now. 196 00:11:43,216 --> 00:11:47,821 And we're gonna help you create immediate, casual, gaps, fill in those immediate 197 00:11:47,821 --> 00:11:52,761 cashflow gaps, and then create a profit plan for you so that you understand where 198 00:11:52,761 --> 00:11:58,631 you must be to hit that plan of success to pay yourself a profit and your revenue so 199 00:11:58,631 --> 00:12:00,371 that you can have adequate cash on hand. 200 00:12:01,001 --> 00:12:06,821 Now, when it comes to highlighting the gaps, what's really important is having 201 00:12:07,201 --> 00:12:09,878 a cashflow forecast on a weekly basis. 202 00:12:11,333 --> 00:12:12,123 Yes, weekly. 203 00:12:13,183 --> 00:12:17,276 Because things, so much things happen in between the weeks of your business within 204 00:12:17,276 --> 00:12:23,436 a month that if you make a decision to purchase something big ticket it will 205 00:12:23,446 --> 00:12:29,146 affect your July in a particular week when you are ready to run payroll and 206 00:12:29,146 --> 00:12:31,056 you're figuring out what's going on. 207 00:12:31,314 --> 00:12:35,294 So, with a weekly cashflow forecast, you're able to assess 208 00:12:35,354 --> 00:12:36,874 those cashflow leaks immediately. 209 00:12:36,914 --> 00:12:40,084 And in 30 days with working with our clients, we're able to help them create 210 00:12:40,084 --> 00:12:44,434 healthy and predictable cashflow for both their business and personal finances. 211 00:12:45,014 --> 00:12:49,129 With that, you'll be able to prioritize where your cash will go and no longer 212 00:12:49,159 --> 00:12:53,799 be caught up with figuring out the cash deficit loop that you consistently find 213 00:12:53,799 --> 00:12:56,499 yourself in and avoid cashflow surprises. 214 00:12:57,069 --> 00:13:01,749 And finally, when we work together, you'll become more neutral about your money and 215 00:13:01,839 --> 00:13:03,579 help you make better business decisions. 216 00:13:03,589 --> 00:13:07,479 And on top of that, we help you create a tax strategy so that with increased 217 00:13:07,499 --> 00:13:11,049 profits, chances are it is going to be an increased tax liability. 218 00:13:11,049 --> 00:13:14,619 So with a tax strategy, we help you legally reduce your tax liability 219 00:13:14,879 --> 00:13:17,729 and be able to help you save for those taxes throughout the year 220 00:13:17,729 --> 00:13:23,799 and As along with reducing your tax liability with your plan for profit. 221 00:13:23,899 --> 00:13:25,579 So if you want to know a little bit more stay tuned 222 00:13:26,383 --> 00:13:31,593 Now let's get a little deeper into why you are avoiding your money. 223 00:13:32,813 --> 00:13:35,633 Raise your hand if you're great at making money. 224 00:13:36,163 --> 00:13:40,663 Keep it raised if you aren't the best at keeping your money. 225 00:13:41,793 --> 00:13:42,103 Yeah. 226 00:13:42,583 --> 00:13:46,073 I think we all could agree that making and keeping are definitely 227 00:13:46,133 --> 00:13:50,993 different habits, different skill sets, different mindsets entirely. 228 00:13:51,573 --> 00:13:59,018 I know when you try to make more money You're creating like cash injection 229 00:13:59,048 --> 00:14:01,588 strategies, which are tremendously great. 230 00:14:02,058 --> 00:14:06,948 However, it's not great for long term because you're reactive and it's not 231 00:14:06,948 --> 00:14:10,368 necessarily a conducive strategy to assessing like, okay, what is the root 232 00:14:10,398 --> 00:14:12,648 cause of me not having this cash on hand? 233 00:14:12,648 --> 00:14:17,458 Because if I do this cash injection strategy and something comes up 234 00:14:17,848 --> 00:14:21,908 three months later, or even two weeks later, I'm back in the same place. 235 00:14:22,388 --> 00:14:27,223 When I said before that we place our value and what's in our bank account 236 00:14:27,273 --> 00:14:33,553 that shows up in so many areas of our life, especially if you are a person 237 00:14:33,553 --> 00:14:38,173 of color, a woman, a black woman, grew up in poverty or around it. 238 00:14:38,483 --> 00:14:43,843 There's also an essence of if I appear like I'm okay, 239 00:14:44,253 --> 00:14:45,603 then I will be treated well. 240 00:14:45,643 --> 00:14:49,483 Like literally if I appear to look good, people will treat me good. 241 00:14:50,233 --> 00:14:55,493 And that creates an essence of subconsciously trying to put your value 242 00:14:55,503 --> 00:14:59,403 and material things like your bank account, what you have on, what your 243 00:14:59,403 --> 00:15:01,053 house looks like, what you're driving. 244 00:15:01,533 --> 00:15:05,763 And that is the consequence of no matter what you do, you're never satisfied. 245 00:15:06,848 --> 00:15:10,718 And then turns into why you avoid your money because at the end of the 246 00:15:10,718 --> 00:15:14,648 day when the door is closed or when you're about to go to bed, you know 247 00:15:14,658 --> 00:15:16,418 what's really going on with your money. 248 00:15:16,808 --> 00:15:20,838 And that is causing extreme turmoil within yourself. 249 00:15:21,278 --> 00:15:25,308 And when we start to detach from the materialistic while still being 250 00:15:25,308 --> 00:15:29,758 committed to wanting wealth for your life in the real, in real time, 251 00:15:29,788 --> 00:15:33,938 you're not as attached or you're trying to detach from material things. 252 00:15:34,588 --> 00:15:38,578 Another thing that I've seen when it comes to your anxiety and money and 253 00:15:38,578 --> 00:15:42,888 why you're avoiding it is to counteract that you're, you're being told to 254 00:15:42,888 --> 00:15:44,698 price with your, what you're worth. 255 00:15:45,118 --> 00:15:49,008 And to me, even when I first heard it years ago, I was like, that doesn't sound. 256 00:15:50,388 --> 00:15:55,118 Right to me, because what you're worth, you're invaluable on a personal level, 257 00:15:55,168 --> 00:15:58,178 but your service, that's up for debate. 258 00:15:58,588 --> 00:16:02,018 I don't believe that you're pricing what you're worth personally, but you're 259 00:16:02,018 --> 00:16:03,718 pricing what you're offering is worth. 260 00:16:04,248 --> 00:16:06,918 Whenever you're pricing what you're worth and you're raising your rates 261 00:16:07,308 --> 00:16:10,988 blindly, you're then met with no sales. 262 00:16:11,408 --> 00:16:16,668 You're met with no results at times and desperately decreasing your prices 263 00:16:16,668 --> 00:16:20,818 because you're like having a fluctuation of like increase to decrease because 264 00:16:20,818 --> 00:16:22,868 you're literally reacting to people. 265 00:16:23,571 --> 00:16:26,191 Something that I've done in the past is like, because I work with money, I'm 266 00:16:26,191 --> 00:16:30,341 assuming that they, I want to be more cognizant of what they're spending on me. 267 00:16:30,841 --> 00:16:31,981 And that did nothing for me. 268 00:16:32,001 --> 00:16:33,771 I underpriced for so long. 269 00:16:34,361 --> 00:16:37,711 When I raised my rates, I was afraid to share, right. 270 00:16:38,231 --> 00:16:41,581 And kept clients on their current rate. 271 00:16:41,951 --> 00:16:43,151 And then it was kind of a mess. 272 00:16:43,278 --> 00:16:46,938 It takes sometimes you getting support from an outsider to say, 273 00:16:46,938 --> 00:16:48,598 okay, let's stop the madness. 274 00:16:48,848 --> 00:16:51,658 Let's just price where you need to price, give everyone one 275 00:16:51,658 --> 00:16:54,798 price and then move on from there. 276 00:16:55,518 --> 00:17:00,998 Another thing that I've seen is you might have, I love a good affirmation song. 277 00:17:01,028 --> 00:17:07,418 I love affirmations, but when you're blindly affirming yourself without 278 00:17:07,468 --> 00:17:10,448 changing your habits throughout the day, there's going to be a little voice in 279 00:17:10,448 --> 00:17:11,808 your head saying like, that's not true. 280 00:17:11,808 --> 00:17:12,558 That's a lie. 281 00:17:13,098 --> 00:17:16,118 And the affirmations tend to get empty. 282 00:17:16,988 --> 00:17:19,748 There was this affirmations album that I would listen to all the time. 283 00:17:20,358 --> 00:17:22,798 And at the time I felt, it felt good, right? 284 00:17:23,578 --> 00:17:26,788 But was I really practicing what the affirmations were saying, or was 285 00:17:26,788 --> 00:17:28,448 I just feeling good in the moment? 286 00:17:29,058 --> 00:17:32,258 versus actually committing myself to improving my habits. 287 00:17:32,258 --> 00:17:39,578 And the consequence of not actively enhancing or improving your habits 288 00:17:40,058 --> 00:17:42,608 is you're going to self sabotage. 289 00:17:42,988 --> 00:17:45,698 Because as soon as you get the cash in, you'll spend it. 290 00:17:46,058 --> 00:17:49,078 Mentally, if you're comfortable with a thousand dollars in your bank and 291 00:17:49,078 --> 00:17:52,358 nothing more, as soon as you get more, you're going to spend it to get it down. 292 00:17:52,614 --> 00:17:56,334 If you're used to having 10k in your business and then at the end of the 293 00:17:56,334 --> 00:18:00,634 year, you get a deposit for like a hundred thousand because you had 294 00:18:00,774 --> 00:18:03,814 a few pay in full clients come in. 295 00:18:04,294 --> 00:18:06,854 You're going to go right back down to 10, 000 because you're going 296 00:18:06,854 --> 00:18:12,844 to find something to deplete your cash on hand and your business. 297 00:18:13,434 --> 00:18:15,964 I'm reading this book again, it's called the let me look it up. 298 00:18:17,074 --> 00:18:20,834 It's called The Secret of the Millionaire Mind by T. 299 00:18:20,834 --> 00:18:21,524 Harv Ecker. 300 00:18:22,144 --> 00:18:25,954 And as I was listening to it, he was talking about his wife. 301 00:18:27,044 --> 00:18:31,394 She was just used to asking for money and she spent exactly what she asked for. 302 00:18:31,394 --> 00:18:35,994 And when she asked for a hundred, she'll spend exactly a hundred. 303 00:18:35,994 --> 00:18:38,574 So the same deal when it comes to earning your money, when you 304 00:18:38,584 --> 00:18:41,174 earn a hundred thousand, you're going to spend a hundred thousand. 305 00:18:41,684 --> 00:18:45,594 When you want to pay yourself more, you're going to spend more versus 306 00:18:46,194 --> 00:18:47,984 saving it for your future self. 307 00:18:48,779 --> 00:18:53,619 So my approach when working with clients who have, one, issues 308 00:18:53,629 --> 00:18:56,429 with their relationship with money or even going further with money 309 00:18:56,429 --> 00:19:01,169 trauma, we're going to have I want to reassure them that I will not judge. 310 00:19:02,089 --> 00:19:06,499 I'm not a therapist, but I will not judge you and I will hold your hand 311 00:19:06,499 --> 00:19:11,469 along the way to the point where I can show you exactly what's going on. 312 00:19:11,529 --> 00:19:15,859 And if you're feeling like you're having a reaction to your money or 313 00:19:15,859 --> 00:19:18,769 having a trauma response, definitely leaning towards your therapist. 314 00:19:19,119 --> 00:19:23,049 I'll also share like some Bible verses that have helped me in the past. 315 00:19:23,449 --> 00:19:27,829 And I'll honestly, just quite frankly, pray for my clients, pray before every 316 00:19:27,829 --> 00:19:32,259 experience, every interaction so that I can be the best that I can be to 317 00:19:32,259 --> 00:19:34,019 provide whatever service I need to. 318 00:19:34,589 --> 00:19:38,369 Once we have that conversation of reassurance that you will not be judged 319 00:19:38,599 --> 00:19:42,109 and that we can move forward, what I do with my clients is help them understand 320 00:19:42,109 --> 00:19:46,399 their immediate lifestyle goals and that can be like going to family vacation, 321 00:19:46,399 --> 00:19:50,539 that can be like paying off 10k in debt, that can be getting a new car, that can 322 00:19:50,539 --> 00:19:52,349 be buying your home, anything like that. 323 00:19:52,819 --> 00:19:56,119 We kind of assess where you're immediate and when I think of immediate, I 324 00:19:56,149 --> 00:19:57,379 think within the next 12 months. 325 00:19:57,939 --> 00:20:02,429 With something that you were thinking that took years, maybe we, what can 326 00:20:02,429 --> 00:20:03,779 we do within the next 12 months? 327 00:20:03,799 --> 00:20:07,259 What can we do in the next three months, one month to figure out how 328 00:20:07,259 --> 00:20:12,859 you can immediately feel the impact positively from your business. 329 00:20:13,489 --> 00:20:17,169 So the next thing when it comes to why you don't have cash in your business, 330 00:20:17,179 --> 00:20:20,849 I want to talk a little bit more about why you haven't been assessing 331 00:20:20,889 --> 00:20:25,069 your numbers, the common thing is people don't look at their reports. 332 00:20:25,379 --> 00:20:29,529 We talked about You know what you must receive in your reports. 333 00:20:30,109 --> 00:20:32,819 That is your income statement your balance sheet and your statement 334 00:20:32,819 --> 00:20:37,119 of cash flows, and even if you do receive , those reports, if you're not 335 00:20:37,119 --> 00:20:41,349 meeting with your accountant or your bookkeeper, you're not going to look 336 00:20:41,349 --> 00:20:43,019 at it, even if you did receive it. 337 00:20:43,879 --> 00:20:49,779 And 1 of the things that I want us to break the cycle of is not have or not 338 00:20:49,779 --> 00:20:53,789 needing someone with you to look at your numbers, especially if someone 339 00:20:54,289 --> 00:20:58,919 has helped you understand, what's going on, or you can have like a video. 340 00:20:59,599 --> 00:21:03,049 on one screen, your report on the other screen, write some notes. 341 00:21:03,479 --> 00:21:06,739 And if you have any questions, definitely relay it to your accountant. 342 00:21:07,119 --> 00:21:08,229 That's what I would suggest. 343 00:21:08,739 --> 00:21:12,509 When it comes to your reports, maybe you're just looking at revenue, but then 344 00:21:12,509 --> 00:21:14,289 you have no idea what your profit is. 345 00:21:15,019 --> 00:21:18,769 And when it comes to bookkeeping, entrepreneurs are typically 346 00:21:18,769 --> 00:21:20,229 behind in their bookkeeping. 347 00:21:20,639 --> 00:21:24,769 So they just go off their dashboard and say, okay, yeah, 348 00:21:24,769 --> 00:21:25,749 I made this for the month. 349 00:21:26,159 --> 00:21:29,059 Or they maybe made a little bit more. 350 00:21:29,409 --> 00:21:32,109 Or they have different ways that they're processing their income. 351 00:21:32,619 --> 00:21:35,659 So they're just adding that PayPal and Stripe and just and Shopify, 352 00:21:35,689 --> 00:21:36,969 maybe and calling it a day. 353 00:21:37,519 --> 00:21:42,119 And for a client for, if you're making six figures in your business, it is non 354 00:21:42,129 --> 00:21:46,439 negotiable to look at your trends because we need to assess those trends so that we 355 00:21:46,439 --> 00:21:48,989 can be able to file our taxes, buy a home. 356 00:21:49,559 --> 00:21:53,319 And so that you can understand what you need to do throughout the year before 357 00:21:53,319 --> 00:21:55,619 tax season comes through a tax strategy. 358 00:21:56,259 --> 00:21:59,559 When you avoid looking at your numbers, looking at your trends, looking at 359 00:21:59,569 --> 00:22:03,449 your reporting, you don't know exactly what's going on in your business. 360 00:22:04,129 --> 00:22:09,199 You see consistent net losses potentially for that particular month, 361 00:22:09,219 --> 00:22:14,789 but then you're deceived by a positive profit for the year or quarter. 362 00:22:15,394 --> 00:22:19,714 You also think, okay, my profit was pretty good for this year or this quarter, but 363 00:22:19,714 --> 00:22:22,414 then why doesn't my cash look the same? 364 00:22:22,994 --> 00:22:26,774 So you're going to assume that your profit is similar to 365 00:22:26,774 --> 00:22:28,454 cashflow, but that's different. 366 00:22:28,834 --> 00:22:33,024 So cashflow, I'm going to do a quick synopsis is first cash starts with 367 00:22:33,024 --> 00:22:34,654 your beginning bank balance, right? 368 00:22:35,104 --> 00:22:37,514 And then anything that comes in is your revenue. 369 00:22:37,854 --> 00:22:41,374 And then you have like what you contributed to your business. 370 00:22:41,394 --> 00:22:46,024 So say if you contributed 10, 000 from your personal put it into your business 371 00:22:46,024 --> 00:22:48,374 and then reinvest in your business. 372 00:22:48,414 --> 00:22:51,374 Those are all the things that come in and cash in your business. 373 00:22:51,384 --> 00:22:53,654 So we have your beginning bank balance. 374 00:22:53,919 --> 00:22:56,749 All the cash that came in minus all the cash that came out. 375 00:22:56,789 --> 00:22:59,089 So it came out in your business could be your expenses. 376 00:22:59,879 --> 00:23:03,389 It then is your debt that you're paying off to like your credit card bill. 377 00:23:03,419 --> 00:23:05,269 And then it also was you paying yourself. 378 00:23:05,769 --> 00:23:11,249 So what a misconception is all the cash that went out was just your expenses, 379 00:23:11,249 --> 00:23:15,809 but you don't take into account what you've been paying yourself, which if 380 00:23:15,809 --> 00:23:21,579 depending on your tax structure, you can pay yourself from the balance sheet 381 00:23:21,599 --> 00:23:23,389 and equity, which is what's left over. 382 00:23:23,679 --> 00:23:28,469 Or if you are an S Corp and you are now an employee of your 383 00:23:28,469 --> 00:23:31,369 company, you are an expense. 384 00:23:32,129 --> 00:23:38,119 So my approach is helping our clients create a financial system from the start. 385 00:23:38,399 --> 00:23:42,429 So when we have our onboarding for intensives, we help you set up your 386 00:23:42,429 --> 00:23:45,779 accounting software, if you don't have one already, or if you do get you caught up 387 00:23:46,269 --> 00:23:48,079 and then we're going to give you a report. 388 00:23:48,159 --> 00:23:49,759 It's called a money education session. 389 00:23:50,039 --> 00:23:52,449 And that's when we will help you understand what's going on 390 00:23:52,449 --> 00:23:56,729 in your trends and also helping you understand a tax estimate. 391 00:23:58,149 --> 00:24:02,249 That is going to help you understand how we can move to the next 392 00:24:02,249 --> 00:24:03,849 step of planning for success. 393 00:24:04,239 --> 00:24:08,729 And after we've done the money education session, we then follow up. 394 00:24:08,819 --> 00:24:11,949 If you're going to go to a book as a bookkeeping client or CFO 395 00:24:11,949 --> 00:24:15,279 client, you'll get your report every second Thursday of the month. 396 00:24:16,354 --> 00:24:21,284 So that you can receive your finances timely along with the tax estimate. 397 00:24:21,294 --> 00:24:25,254 Then every quarter you will meet with one of our accountants who will work with 398 00:24:25,254 --> 00:24:29,154 you to kind of help you understand even more where your trends are and help you 399 00:24:29,154 --> 00:24:30,854 accomplish those goals that you have. 400 00:24:30,904 --> 00:24:33,774 And then every quarter you'll be able to meet with your accountant. 401 00:24:34,724 --> 00:24:38,864 as a bookkeeping client or meet with your client, your accountant 402 00:24:38,874 --> 00:24:41,094 every single month as a CFO client. 403 00:24:41,464 --> 00:24:45,094 Either way, you'll be able to understand where your trends are and you'll be 404 00:24:45,124 --> 00:24:50,624 able to understand what goals, the goals that we've set in the beginning 405 00:24:50,654 --> 00:24:55,124 of our time together and how they are actualizing throughout the year. 406 00:24:56,824 --> 00:25:02,104 So what this means is during each quarterly call or each monthly call, We 407 00:25:02,124 --> 00:25:04,704 review your month as a journal entry. 408 00:25:04,734 --> 00:25:06,374 I like to ask clients, how was this month? 409 00:25:06,774 --> 00:25:11,014 Usually they feel like, okay, it's already next month because we're 410 00:25:11,014 --> 00:25:12,834 already deep into the, into the month. 411 00:25:13,254 --> 00:25:14,634 We help them understand. 412 00:25:14,634 --> 00:25:15,004 Okay. 413 00:25:15,034 --> 00:25:18,444 So your goal for the last quarter or last month was X, Y, and Z. 414 00:25:19,484 --> 00:25:23,734 Here's how we seen it be accomplished in your finances. 415 00:25:23,794 --> 00:25:27,184 And then we we're going to help you create new goals for that next month. 416 00:25:27,714 --> 00:25:32,144 Quarter or the next month and Then each month or quarter will help 417 00:25:32,144 --> 00:25:38,224 you create a tax estimate during the call so then you'll be able to Not 418 00:25:38,224 --> 00:25:40,034 go into tax season with a surprise. 419 00:25:40,054 --> 00:25:43,784 So say for instance if you were coming in It's April now. 420 00:25:43,854 --> 00:25:48,534 So if you were coming in as a intensive client in April We'll say, 421 00:25:48,534 --> 00:25:53,134 okay, let's hook you up with 1 of our referrals or CPAs who will do your 422 00:25:53,134 --> 00:25:56,104 tax preparation and we will create. 423 00:25:57,104 --> 00:26:00,184 We'll do a project within the month to clean up your bookkeeping. 424 00:26:00,594 --> 00:26:04,094 We'll give you your money education session so that your 425 00:26:04,354 --> 00:26:08,204 tax accountant is able to execute your, your taxes on your behalf. 426 00:26:08,504 --> 00:26:12,884 So while we don't do taxes, we will refer you to a CPA that'll take care of you. 427 00:26:13,294 --> 00:26:17,114 They'll be able to get invited to the portal without any issues and we'll be 428 00:26:17,114 --> 00:26:22,254 able to create tax exports for them so that they can create the tax preparation. 429 00:26:22,794 --> 00:26:26,154 But mind you, you will receive tax estimates each and every month. 430 00:26:26,154 --> 00:26:30,694 So whenever your tax accountant has completed your tax return, it should line 431 00:26:30,694 --> 00:26:35,744 up pretty similarly to what the estimates are, but it will be extremely important 432 00:26:35,754 --> 00:26:40,554 to receive your prior year tax return so that we can get your personal taxes really 433 00:26:40,554 --> 00:26:45,084 close to the estimates that we have, mostly based off of your business income. 434 00:26:45,859 --> 00:26:49,639 The third reason why you don't have the cash on hand that you desire as a multi 435 00:26:49,639 --> 00:26:53,559 six figure business owner is because don't yet have a plan for success or 436 00:26:53,559 --> 00:26:54,889 you haven't defined it for yourself. 437 00:26:54,889 --> 00:26:59,929 So, when it comes to people making more revenue alone, they don't 438 00:26:59,939 --> 00:27:04,299 plan to have like, how can I plan for the cash on hand that I have? 439 00:27:04,339 --> 00:27:06,509 That's never been a sentence that I've heard. 440 00:27:07,029 --> 00:27:08,279 And I want us to change that. 441 00:27:08,279 --> 00:27:11,399 Like how can we not only get the revenue that we desire, but also have 442 00:27:11,399 --> 00:27:15,809 the cash that we desire or that we need to not only survive, but to thrive. 443 00:27:16,949 --> 00:27:20,949 The reasons why this happens is because it's really typical to avoid this 444 00:27:20,949 --> 00:27:23,669 planning because you hate the term budget. 445 00:27:23,719 --> 00:27:26,489 You have not identified what success means to you. 446 00:27:26,509 --> 00:27:31,179 A lot of times we, as entrepreneurs, we don't look past 12, 12 months. 447 00:27:31,713 --> 00:27:35,153 We're looking a quarter ahead, a month ahead at times. 448 00:27:35,673 --> 00:27:38,523 And when you don't have a plan for the next three years, you 449 00:27:38,523 --> 00:27:39,763 will perpetually make mistakes. 450 00:27:39,778 --> 00:27:44,508 You might even overestimate or underestimate your own business. 451 00:27:45,138 --> 00:27:50,978 And when we underestimate how quickly our businesses grow, we are not 452 00:27:51,058 --> 00:27:56,748 prepared for when we make 300, 000 and then next year making a million. 453 00:27:56,838 --> 00:28:00,053 When you don't plan for that success, your taxes go up. 454 00:28:01,083 --> 00:28:03,833 Along with other things can be a nightmare. 455 00:28:04,623 --> 00:28:09,413 What's even worse is when you're at the counter that you're working with, they 456 00:28:09,443 --> 00:28:11,103 assume that you're going to stay the same. 457 00:28:11,113 --> 00:28:12,003 You're going to stay small. 458 00:28:12,003 --> 00:28:15,413 You're going to be the same profit every year. 459 00:28:15,933 --> 00:28:19,393 And they're not proactive and really planning for taxes throughout 460 00:28:19,393 --> 00:28:23,498 the year because you're in the mindset of scaling your business. 461 00:28:23,738 --> 00:28:26,818 You don't have a financial professional to work on your business 462 00:28:26,818 --> 00:28:28,018 and help you with your future. 463 00:28:28,408 --> 00:28:30,528 You're looking at your business from a rear view mirror. 464 00:28:30,868 --> 00:28:34,288 So in accounting, we're looking backwards, but with finance, we're looking forward. 465 00:28:34,318 --> 00:28:37,628 So whenever you're looking or you're looking at your 466 00:28:37,628 --> 00:28:38,948 trends, it already happened. 467 00:28:39,878 --> 00:28:42,378 You can't change what already happened, but you can change the 468 00:28:42,378 --> 00:28:47,188 future by looking and planning for success for your, your finances. 469 00:28:48,153 --> 00:28:53,193 When you don't have someone working with you intimately with your finances, 470 00:28:53,493 --> 00:28:59,388 who sees the whole picture, there's a lack of preparation for when things 471 00:28:59,428 --> 00:29:02,418 do go well or expand in your business. 472 00:29:02,958 --> 00:29:06,798 And then you're faced with depleting those profits within the same 473 00:29:06,828 --> 00:29:09,348 year as you've, as you're growing. 474 00:29:10,328 --> 00:29:14,378 So with our clients, we'd like to counteract those 475 00:29:14,388 --> 00:29:16,638 ways by planning for profit. 476 00:29:17,118 --> 00:29:21,678 We not only help you plan for profit for the next 12 months, but over the 477 00:29:21,678 --> 00:29:27,668 next three years, there was a client where we did a profit plan in 2021. 478 00:29:28,238 --> 00:29:33,538 And I, I accurately predicted her 2023 income. 479 00:29:34,048 --> 00:29:38,808 And it was because I made us, I looked at her trends, looked at where 480 00:29:38,808 --> 00:29:42,158 she's been growing these past few years, looked at what her goals were. 481 00:29:42,458 --> 00:29:45,418 And then I said, okay, by 2023, you should be making. 482 00:29:46,053 --> 00:29:48,453 More than 2 million, almost 3 million in your business. 483 00:29:48,453 --> 00:29:49,923 And that's exactly what she made. 484 00:29:50,433 --> 00:29:54,483 So when you have someone that can help you create a plan for profit 485 00:29:54,963 --> 00:30:00,033 beyond the 12 months, you're able to get a pulse of what your, a pulse 486 00:30:00,103 --> 00:30:02,163 of what your future goals will be. 487 00:30:02,633 --> 00:30:07,953 So with this client, we were able to go and look at what she's been with. 488 00:30:07,983 --> 00:30:11,523 We're like, okay, 2023, we're coming to an end. 489 00:30:11,573 --> 00:30:15,193 We uncovered that yes, we were on the track to hit and surpass 490 00:30:15,333 --> 00:30:16,953 the goal that we initially set. 491 00:30:17,493 --> 00:30:22,213 And we look back at her lifestyle goals that we've set and some of her 492 00:30:22,213 --> 00:30:25,313 legacy goals, and we noticed that she was able to accomplish them. 493 00:30:25,663 --> 00:30:30,593 So going back to the profit plan, it allows you to see the gaps between 494 00:30:30,733 --> 00:30:32,933 where you are and where you want to be. 495 00:30:33,343 --> 00:30:36,793 And we're able to provide that for you. 496 00:30:37,423 --> 00:30:41,333 So let me know in the comments below, what's your number one reason why 497 00:30:41,333 --> 00:30:44,083 you don't have the cash on hand in your business that you desire? 498 00:30:44,693 --> 00:30:45,753 Is it your mindset? 499 00:30:45,963 --> 00:30:47,183 One, your mindset. 500 00:30:47,363 --> 00:30:49,223 Two, you're not assessing your trends. 501 00:30:49,233 --> 00:30:51,403 Or three, you don't have a plan for success. 502 00:30:51,913 --> 00:30:53,673 Or is it four, all of the above? 503 00:30:53,673 --> 00:30:55,698 Let me know in the comments if you're watching on YouTube. 504 00:30:55,698 --> 00:30:59,668 So we just went through three reasons why you don't have the cash on hand 505 00:30:59,668 --> 00:31:02,878 in your business, despite being a multi six figure business owner. 506 00:31:03,408 --> 00:31:07,108 If you're ready to take control of your cash flow, I recommend you purchase 507 00:31:07,148 --> 00:31:11,088 the Harmonious Cash Flow Planner so that you can have control of your 508 00:31:11,088 --> 00:31:13,818 business and personal finances today. 509 00:31:13,818 --> 00:31:16,968 To ensure you have something to show for your business success, it's imperative 510 00:31:16,968 --> 00:31:19,518 that you create a plan for success. 511 00:31:20,318 --> 00:31:24,478 And your cash, make sure you're maintaining profit in your business 512 00:31:24,898 --> 00:31:28,678 and that you're paying yourself well consistently with my harmonious 513 00:31:28,688 --> 00:31:32,178 cashflow planner, you'll be able to map out your cashflow monthly for 514 00:31:32,178 --> 00:31:37,678 the entire year, save payoff debt and much more visit lovely financials. 515 00:31:37,818 --> 00:31:39,498 com slash cashflow to get started. 516 00:31:40,178 --> 00:31:43,438 If you're a woman growing your business and family and want better cash on 517 00:31:43,438 --> 00:31:47,568 hand in your business to build personal wealth and to create a legacy, subscribe 518 00:31:47,608 --> 00:31:50,918 either on YouTube or wherever you listen to your favorite podcasts. 519 00:31:50,918 --> 00:31:54,838 I'm on a mission to help 100 women reach at least 1 million in net 520 00:31:54,838 --> 00:31:58,558 worth to create generational wealth and break generational curses. 521 00:31:59,068 --> 00:32:02,958 If this aligns with you, I'd love for you to be a part of this community and tune 522 00:32:02,958 --> 00:32:04,898 into more episodes of Harmonious Wealth. 523 00:32:05,888 --> 00:32:09,038 Hey there girlfriend, if you're ready to finally have the lifestyle 524 00:32:09,038 --> 00:32:12,538 and legacy to show for your business success, I would love for you to 525 00:32:12,538 --> 00:32:16,328 click that subscribe button on your favorite podcast app or YouTube.