With so many successful business models, value ladders + strategies we see every day, it's really important to stick to what works FOR YOU! There is no one right way, so let's dive into some possibilities.
In this episode, we're chatting about:
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I'm going to do it this way. And so it's going to be it was like, I'm gonna do it this way, but everybody else is doing it that way. So that must be the way to work. And then I tried those clothes on. And I'm like, that does not fit, so that I had to go back so that people you know, you guys out there listening can absolutely take that lesson with you that if you already know how you want to do it, just do it that way and don't pay any attention to what other people are doing. Are you ready to get your brand seen worldwide, ready to learn the exact strategies that have made millionaires want to know the secret software's I use to save time, energy and keep things running and profitable with the minimal team. It's all here on my show, the visible entrepreneur, I'm your host, Michelle Lewis, founder of visibility vixen, after hitting the top of the charts in France, the UK, Australia, Canada, and Singapore, the visible entrepreneur is back for season four with some of the biggest names in the business. I'm asking them to spill detailed information about what's made them so successful, specifically, their traffic and income generators. That way you can take notes, study the strategy that will work best for you, and see success in your own lead and revenue generation. We're all about honesty here. And I'll never stop working to get you the support you need and pushing you to give back to the planet. After all, entrepreneurs are changing the world. Welcome back to the visible entrepreneur, everyone. Welcome back to the visible entrepreneur, this guest is someone that I have watched for probably two or three years now. And we connected because we were both in the kajabi group. We both run our businesses on kajabi. She was always really helpful, insightful, and the programs that I've taken from her have been really fantastic. And so I couldn't think of anyone better to bring on the show. So Chelsea, welcome. I'm so happy that you're here. Thank you so much. What a great intro. I love that. And yeah, I think we connected in the kajabi group. And, you know, I've watched you and I love all your color theory stuff. And I'm always like, every time I see blue, I'm like I think Michelle Well, I want people to get to know you a little bit better. So will you give them a little bit of a lay of the land of who you are? And what your businesses and who you help? Yeah, absolutely. So I focus on low ticket, that's definitely my jam, I love to provide tons of value at a very affordable rate. I tried high ticket for a long time didn't really work for me. I like a lot of freedom in my business, you know this, which I'm all about the automation and low ticket and also payment plans. I love me some payment plans because then I keep getting those like clockwork. So I'm all about the lunch, stacking all of that, I actually got my start in MLM, and was very, very successful. But I didn't like the way that a lot of the training was happening in the MLM space. And I really tried to train my team of very, like high level corporate strategies, marketing and sales and stuff like that. And so I decided to exit the industry, I basically retired from the industry and started my own business because I just really wanted to help people understand really good high level marketing strategies. Because on social media, it is really easy to get caught up in the gimmicks and the the, you know, the quick wins, like oh my gosh, if I, you know, do this really gimmicky thing I'm, you know, I might get somebody but in the long term, it's damaging. So I really wanted to bring a lot of integrity to the social media space. So that's what kind of got me into the whole course creation situation. What I appreciated about Chelsea is I can't remember what exactly it was, I think it was for the order bump. If you were on a checkout page, she did the did this tutorial video for kajabi. And it was like 22 minutes long, it was so detailed. She even gave the code so that you could have the little box around it like little lines and stuff. And I'm skewering through it and I'm looking through and there was no like call to action. There was no plug. There was no sale. And so having watched Chelsea her just genuine compassion for wanting to help people grow their businesses really came across strong to me. And it's something I've always really admired about you, Chelsea, like I said, I've invested in a couple of your things. They've always been clear into the point and what I appreciate the most about you is that one of my weaknesses can sometimes be that you're creating a course or a program or whatever. And you're, at least for me, I can get so into Okay, I've built it. And then here's the visibility plan, but I don't take enough advantage of the behind the scenes To work and automations. And that's something I've really learned from you. And I'd love to hear like, what was that process for you, especially using kajabi? Like, why did you think, Oh, I can have them in an email sequence when they buy something before they even start something? and etc, etc, etc? Because that really changed the game for me. Yeah, that's right. That's right. I remember we did start talking about the email sequencing that I had set up, I totally forgot about that. So how that started is I'm very passionate about people finishing their courses. And as we know, of course, course completion rates are horrendous, though. They're like, 10% 5%. I don't know it's something horrifying. Yes, I really want people to get results I truly do. But they're not going to get results if they don't get to the content. I also know that I do this all the time. I have unfinished courses, I buy things. And then I forget, and it's not I never go into something, I don't think anybody goes into something thinking, Oh, I'm gonna buy this and not do it. Like Nobody does that. But now I've got four teenagers, and I've got my business. And I'm always building new stuff off of it, right. So I'm just got a lot going on in my head all the time. And I figured my clients do too, right. Like, I know that I'm not the only person with a lot going on. So if I'm struggling, I know they're struggling. And I just thought, Gosh, I wish I bought something, somebody would actually email me and be like, Hey, why don't you do that? Thank you. But I'm probably going to ignore the first one. So I wish that they would like be on me an email because I checked my email every day. Or even texting me, Chelsea, remember, you said you were gonna do this? to do it? Right? Yeah. And I go, well, nobody's doing it for me. But hey, I'm gonna do it for my people. So I took one of my brand new courses that I just made. And I made this very specific and detailed to the course email sequence that prompted them to log in and check it out, like, hey, and I told them the timeline. He it's been a week since you purchased it, and I would love for you to dive in. And then you know, it's been two weeks, hey, it's been 30 whole days, what do you do is a sassy personality as it is. So like, if you're buying my stuff, you know, you can handle a little stuff. So I get a little sassy and females. But what I found is that it works. And people were finishing it. And because of that I got a ton more reviews than I normally would. So I thought I'm gonna make up a sequence like this, that's a little bit more generic that I can just attach on because I have like 20 courses. So I didn't have time to sit there and write these very specific things for each one. So that's how that came about. It was a combination of my own desires of wishing somebody would kick my butt. And just wanting to also make sure that people were actually getting into the content, and it paid off. And I get I totally lose. Oh, I love that. Where do they post the reviews for you. So once they go through the course, at the very end, I have a little thing. So I know you haven't been to the end of the course. Or you would know that. By the end, I the library last module says hey, I'm so glad that you made it through the course I would love for you to do a review. And I just build it right in an assessment. So I don't have to do anything. And I just thought I was constantly collecting. So when I need content, I can just go look at the assessment answers and pull stuff from their beautiful, I do something kind of similar except for me, they fill out the assessment, which I can also use as a testimonial. But I use the feedback on that to like send a gift if they've done all the steps. So it's kind of similar. What I love about this is I do like certificates. Beautiful. And I think that that's fantastic. And what I want people to learn from this because I think it's great to have podcast episodes that you can actually sit down in your laptop while you're listening and implement different changes is that whatever platform you're using, do whatever you can with the automations because I was doing certain things like add a tag, then an email sequence, etc. But I wasn't being as specific as Chelsea has taught me to be. So if you have the flexibility, if you're on a platform, let's say that it's kajabi. And you do have a program or a mastermind or a course or a membership or whatever it is, think about maybe building something before they even start the content to get them into the content and then for the first section, etc because it really does make a big difference sometimes applies for members and they'll be like, I'm so sorry. I haven't logged in yet. I know I've been meaning to that. It's all been automated on my part, but it's good that it gets them like shy. I really need to do this. Mm hmm. Yeah, exactly. And you brought up a good point because I didn't really cover this. But just for, you know, clarity for your listeners is that I don't just stop at, hey, you didn't do the course login, I have another sequence set up to where when they actually log in, it takes them out of that sequence and puts them in a new sequence that says, hey, you made it halfway through the course, what's going on, jump back in, and I put the login link right there in the email, so they can quickly log in and go directly to that middle point. And then with one of my courses, I did it in four points. So hey, you logged in, you did the welcome. But then you stopped what happened, right, like, so they feel very much like I'm really talking to them, because it's so detailed where it is. So if I only had one, one or two courses, I would absolutely go through each one and do a very detailed sequence. And even though they might not even get all the emails, because if they're coming in and out of the sequences, because they're doing four or five things at one time, they might not even get all emails, but they're they're very personalized, because you'll be talking to them exactly the point that they are in the program. So now you can get the better. Exactly figuring out how to connect with them. And I know the other thing that we both do and love are Jeff's and I know that you teach how to make Jeff's you've done a bunch of different ones. And what I love about that is that's another touch too. I remember when no one was doing Jeff's and emails, and it was me and you and like one other person, at least whose lists I was on. And I thought like, this is such a good way to get someone to a see your face beat have a good time. And now you tend to be known for your jobs. I see people in your comment threads, and they drop your gems. I think that was such a cool thing. Yeah, I know, I get messages almost daily, hey, I was in a garage sale group and somebody you know, put your gift on there, I think Yep. I know. Other people say, Jeff, is tomato tomato. Yeah. Yeah, that's a lot of fun. I think it's important to, you know, when people are writing or when they're reading your writing, they are projecting their mood into what you're saying. So for me, particularly, especially because I am so dark and sassy all the time, it's important for me to throw the gift in there with Jeff. So that they can see that it's a playful tone that I'm being silly or sarcastic or having fun with it. So they don't accidentally project any sort of meanness or anything like that, because I do cut to the chase blot and I am very much a no fluff kind of person. So the gifts help illustrate my also, you know, playful approach to it as well. So for me, it was really important to set the tone, you know, they give the vibe, you can absolutely change the vibe of the whole email. And they're just fun to look at. They're just they're so fun. And it breaks things up, it makes a little more visual, you don't have to do all this formatting in your emails, you can drop a GIF and leave it at that if you want to. So I think that that's great. So now let's move into talking a little bit of the meat and potatoes of your business. Can you tell me currently what your traffic generators are and what your income generators are. So my traffic generator, for sure is my group. That's the biggest one, it actually was my profile for many years. And then I just created a group and started focusing my time on there. I mean, I really think that where you focus your time, that's what's going to drive your traffic. So if you focus on emails, you're going to get traffic from emails, you know what I mean? So right now I'm focusing on my group and I actually want to kind of shift back to my profile so I'm kind of like in the process of deciding what that's gonna look like but yeah, traffic for sure comes from my group and my facebook group Yeah, and what's that called? That's called epic woman awesome epic II I or II period period if you have to actually put it in there won't come up. Because it actually stands for you know, each letter has its own thing which is extraordinary, powerful. Incredible. and confident. That's it. It's been a while since I had to remember all that. So um, yeah, so my group and then the my biggest moneymakers are always consistently Well, there's two. And I like to bounce between them. I do when I say low ticket. I mean, some low ticket folks low like how low can you go? Like, let's get out the limbo rod and I'm going to see how low I can go. One time I just got this idea. I thought, what if I put out a course for $1? Like, what if I just did that? Like how crazy would that be like, Oh my goodness, that ended up generating? Probably right off the bat of generating like three grand and then now by now it's double or triple that because of order bumps and upsells So you, you know, you can get them in for that low cost have another course it's like $3. So I, I love to have like these really low cost offers, and they are legit courses that I could literally charge, you know, hundreds of dollars for. So, you know, it's like just punching people in the face with massive value. Yes, no. And they figure, hey, if I got this for $1 Imagine if I paid her 47 or I paid her 97. Right. So that's a really fun moneymaker for me. I love it. Because it's so easy to market. So easy dollar course anybody will, you know, anybody will do that. And then to get on my email list, it's like, I just can't stop winning. Michelle, I just can't stop. And then the other one is for sure. A higher ticket? Well, for me, it's higher ticket, probably in the range of like, 150 to $200 on a six month payment plan. People eat those up, because it's so easy to commit to, you know, 20 bucks a month, 30 bucks a month. So easy. I just make it incredibly easy for people to pay me like that's what I want. And I offer things that insane value. Like I have the software right now that I offer for 17 a month. Similar software, like you can legit go check it out $47 a month, no matter which way you slice it. Everybody's like 4747. I'm like 17. Haha, no, you know, I'm like, I'm like the Payless shoes of the online course space, I'm like, I will be doing volume. You know, people are like, I make it up in volume, and allows me to serve a lot more people because it's so accessible. And I will also throw in because so many people immediately go, Oh, you're gonna get low quality clients. No, actually don't actually have some of the best clients in the world that are so appreciative, that, that I do things at a very accessible price. So if you're out there thinking, well, I don't know if I want to go low ticket because I might attract bad clients. Listen, y'all can attract bad clients, it's your energy, it's your vibe, if you want to attract bad clients, and you're gonna attract bad clients, I simply unavailable to attract that client. So it's very rare that I get even on the low ticket end. Anybody who's causing problems, it's very rare. And I do a lot of volume, a lot of volume. So if I was gonna get crap, people, I would definitely notice that trend. But for the most part, it's really good people, you just got to, you just got to expect that, you know, you just got to manifest that part of it. That's fantastic. And I love that you do things a little bit differently than other people, even people we've had on the show, because there is no one right way. But there is a right way for you. So something that you do that's a little bit different is that you haven't and correct me if I'm wrong, maybe you did with MLM or whatever. But it doesn't seem like there's been a lot of Let me try to make my business like so. And so there's been more what do i know i? Did you I tell you a little bit about it. How did you get to this, then? No, I started out with a fabulous program, I still have it, I need to really bust it out of the boat. It was a weight loss program. And I was selling it for like 500. And so I started looking at how everybody else is doing because I wanted to scale I wanted to reach more people. So I started looking at how everybody else was doing it. So I got into these groups, and all of a sudden, like, Oh, I need to make it high ticket. So I went in there and like completely revamped the whole course, put all these extra things into it. And I was like, okay, 997 or 1597, or whatever it was. And now because the price is a little bit higher, now I'm getting now I'm driving people to a webinar, now I'm getting on a phone call with them and selling them on the thing. You know, now people are a little bit easier and throwing down that kind of money just through seeing some posts. But this was a couple years ago, and people were still a little iffy about that kind of money. So at least in my world, so I was getting on the phone with them. And I was calling them was great. I was making decent money, it was fine. But I was glued to that darn calendar and that darn schedule. I don't want no schedule. I might not want schedules. I mean, I struggle with them. Well, you saw when I you know like, I'm like my hair's not done and I'm not ready. So it's, you know, a lot of the way that I built my business is absolutely for me that works for me because I want ease I don't want to have to have to deal with the phone calls and the schedules and all that totally a personal choice, right. And I I love how other people do business and so the way that I do business now I was absolutely born trying to do it other people's way and hating it and hating it and then kind of having to figure out what is my way What does work for me. And so you know, I definitely did not come out of the gate like Well, I'm gonna do it this way. And this was gonna be it was like I'm gonna do it this way. But everybody else is doing it that way. So that must be the way to work and then I tried those clothes on. That does not fit so that I had to go back so that people you know you guys out there listening to Absolutely take that lesson with you that if you already know how you want to do it, just do it that way, and don't pay any attention to what other people are doing. Don't make my mistake. All of our mistake. I mean, I've made that mistake too. And you sometimes I used to feel like I had to invest in this program or this mentorship or whatever, to reach this level of success. I felt like I could not do it on my own. And my own resources, I almost felt like I had to have that third party involved. It's taken me a long time to step out of that and go, No, if this doesn't work for me, I'm not going to do it that way. And I'm going to build the way I think it's gonna work. And sometimes you don't, and most of the time, I don't. But the thing that I need somebody for is I used to think that I needed somebody to tell me how to do my business. But now I'm like, No, I don't need I already know how to do things. I need somebody to kind of kick my butt and make sure I'm doing it like that's where I would personally need help. Right. But then people hire me, because they're super motivated, they have the energy to get up, but they aren't sure where to vote. So I'm like, I help them figure out where to go. So yeah, it's amazing how at the end of the day, we all have a piece to the puzzle. And then we just got to find each other so we can, you know, work together and get it all done. Exactly. So now I want to hit on something that you've been doing, it seems like on the side, but I don't know if it's in your planner in your ladder, and you can tell me, but you are doing some Human Design readings. And I want to know, like, how did you get into that? How did that help you? And how are you finding like lead to help other people with that? Yeah, absolutely. So when I was an MLM anybody who knows me from that era, and I was always really big on color personalities, and discovering who people are because I learned very, very early on in sales cuz even though it was MLM it still failed, like at the bottom, you know, the bottom lines, but it's still sales. So I was always trying to figure out, how can I talk to people in the way that they want to be taught to because I did notice very early on that, you know, you have to if you present something one way to one person and key and do it the same way to the next person, it doesn't always fly. And even being behind the chair as a hairdresser. I know that a large part of that was sales, I had to upsell them into hair color, I had to sell them the product on the shelf. And I noticed that sometimes if I just grabbed the product off the shelf and said, here's what you need, they would buy it and leave and sometimes that would really bother people because I had a very much like this what you need go buy it kind of attitude instead of taking a second educating them, right. So I learned these things very early on even before MLM. But learning about people's personalities really helped me take it to the next level. So with the color personalities, just for example, like if I if I can quickly assess them talking to a red personality, I know I need to focus on what's in it for them. Like that's the bottom line. What's in it for them blue personalities, how much fun Are we going to have doing it yellow personalities? how's it gonna help other people, great personalities, facts, just the facts, no stories, no, no BS, just straight up facts. So when you start learning how to talk to people like that, it just makes the whole process so much easier and more fun. And we you know, it works like you're going to actually close sales that way. So when I first started hearing about human design, it's so funny because I was like, Okay, yeah, let me just go read my astrology in vogue. Hahaha, like, whatever. Sure. And at that time, it was actually really deep into Myers Briggs and I love Myers Briggs. for personal development, I don't so much love for sale. And I know a lot of people do want to do for sales. But the problem is, is oftentimes in a sales conversation, you it's, it's really difficult to figure out what the whole 16 personalities somebody somebody is. So I still always teach and go back to the color personalities, because for sales and marketing, that is still the quickest way that you're going to assess somebody's needs and how they want to be talked to. So it was really deep into into the 16 personalities or Myers Briggs, just for personal development purposes. Because I just love to understand myself better because when I understand myself better, then I'm more peace and I can actually serve other people better. So it's a win win for everybody. And the Myers Briggs was sort of leaving some things unanswered for me, you know, as far as why I do things the way that I do and also how people react to me because that's another thing that has been a constant theme in my life. I'm very polarizing. Just my presence is polarizing. So if I walk into a room, it's almost like the wind. See, either you love me or you hate me, and it's an instant thing that people do. Yeah. And I just never really understood like why it was like that. So Looking into human design answered that and there's a lot of things in human design that are, you know, that was covered by like my knowledge of the Myers Briggs situation. And so it's just like one more way to help people understand themselves. And when you understand yourself, your business goes better, you can serve your clients better. I mean, it's great that we want to understand other people. But if you don't understand yourself and your own triggers and your own traumas, and how you were born into this world, your aura, your energy, all that stuff, you're going to be constantly just lost, you're just going to be lost in your gut. And that's when you also run the risk of trying to be like everybody else, and trying to do what everybody else is doing. Because you don't know yourself, you don't even understand your own darn genius. So Human Design really filled in the gaps in so many ways. And I loved it, because it was simple. It was straightforward. And it was all encompassing, I feel like there's so many gaps in Myers Briggs, even in color personalities. You know, as far as for yourself, it's very surface level. And I really wanted to go down deeper. And when you learn about your, like, Human Design gives you your destiny tells you where you've been, where you're going, what things to focus on. So it's really helped my clients understand what they should be monetizing. Because so often, we're monetizing the wrong thing. We really are. And I've learned that too, you know, I, for a while I was monetizing some really wrong things for me. And now I'm kind of like shifting that as well. So yeah, Human Design is super, super powerful for self development, I don't recommend that you get into it to try to figure out what other people are so that you can sell to them better. Because, you know, you've got to be able to assess people and read people right away. And Human Design is definitely something where you can take a little guess, but you it's not Yeah, it's not really going to work, but for self development, so that you can be a better business person. It's absolutely incredible. Fantastic. I think it's so interesting that there's so many ways that you can assess and analyze and figure out things about yourself, whether it be Myers Briggs, or human design, or the enneagram, or whatever. I mean, I remember learning from a real estate tycoon, and he talked about you know, who you're selling to, and it was those four types that line up very similar to the colors that you were talking about. Also, it's just really interesting, really fascinating stuff. And I think it's always a good thing to do for personal development and for sale. So I think that's wonderful. So walk me through a little bit of what your current value ladder looks like you said, you have the $1 course, I think you said there was a $7. But what's that journey that you'd like to take your customer on, if they're coming to you for the first time. So actually, I don't currently have a true value letter. It's never, it's never spoken to me, I will kind of it's a little bit more on my radar now. But I've always, not always, that's not true. But after I learned my lesson to not do what everybody else is doing, I just started really going a lot more by my gut, and my and what I what, what I wanted to do what I wanted to do, and that was going my group give massive value, and then provide, you know, a level of paid solution. And it's all very fragmented. A lot of people will do like, like, I think of the way that I do it more like a buffet, instead of a step, step, step up, it's more like a buffet, take what you need, leave the rest behind. Because, again, a lot of things that I've built come from my own frustrations in the industry. And I was very frustrated with coming into coaching. And it's like, I already know sales and marketing. But maybe I just want to know ads. I already know this, this and this, but I just want to know this piece. And I was consistently being tried to get the are being sold into these programs that were you know, six 710 $1,000 that had everything in it. And I'm like, I'm not paying 10k to learn the one little piece. I'm sorry, I'm just not doing it. Yeah. And so I thought why isn't anybody out there just giving all the pieces and letting people take what they need. This is ridiculous. Now a lot of people are but at that time was was not as common and they just wanted to get the whole thing. So that's when they had the you know, the trip that freebie and then the tripwire and then the this and they've kind of built you up to this or the webinar that led to whatever. So they had all you know, that was their way of doing it, which is great. It works. It still works for a lot of people and it's a great way to do things. But it just was frustrating for me because I was like I don't need the whole thing. I'm already established. I already had a lot of knowledge and a lot of skills. I just needed some fine tuning. So that's why I was like you know what, I'm not gonna create this big Huge package and force people to buy all the things when they only need this one little piece. And it's funny because a lot of people will think, oh, but then they're just getting that one little piece. And that's all they get. And I think a lot of people out there, they're so skeptical, because I'll just go straight shoot, there's a lot of crap coaching out there, and a lot of short courses and a lot of crap information. So there's a lot of skeptics out there now, because they have been ripped off. And so I think when you offer things in bits and pieces, people will eventually buy it all. I have so many clients that have bought everything, and they don't even ask anymore. They're like, I don't care what it is take my money, I don't care, I'm buying, you know, so they buy, you know, so they end up buying the stuff. So the customer who comes in and is like, well, I'm afraid to spend this much money with this person, I'm afraid to spend $500 on a course. Well, before you know it, they've spent $500 with me 4797 27 $1, you know, and then they buy the $97 upsell, and eventually they spend the money with me anyways. So it's like that psychological thing. They're afraid department the full 500. But at the end of the day, they're doing it anyway. Yeah, so So that's my, that's my, that's my value ladder. And I think it's great. It's like, it's almost like a value circle. And I don't think that there's anything wrong with that. Because like we've been talking about this whole time catering to your needs is so important. So there may be people listening right now that are like, yeah, I want something that is more of that buffet style. So it's exciting for them to learn from someone like you that that is absolutely tangible. So in terms of your free group, is it growing by people are recommending other people into the group? Are you doing that from your profile into your group? How are you getting those leads? It started out with me just telling everybody about it. I already had a following. So you know, because I built everything on my profile. So people were very happy to go into the group. Funny enough, I actually keep my group very small. It's about 1500 people. And I like to keep it around there. So I'm constantly like, Hey, if you're not participating, and commenting, whatever, you get the boot, so I'm constantly removing people. And then I get invited into other people's groups. And then I you know, and so I get people from that. I've never run any ads to it or anything like that. never done any freebies. It's all just kind of word of mouth, either coming out of my mouth, or sometimes I'll do like little giveaways, you know, if you add friends, but I stopped doing that, to be honest with you, because it just gets the wrong crowd there. Yeah. You know, they're not really they don't know me, they're not invested in me. So usually, I found the best people are when I'm in somebody else's group. And I shout out my group, because if they see me and they like my style, and go to my group from there, then they're invested in me and my message and what I'm doing. Absolutely. Well, thank you so much for all of this. It's just been such an awesome interview. And I would love to know just for anyone out there is there any parting advice that you have any wisdom, anything that you want to share? Be yourself that said at the end of the day, just learn to be yourself and learn that you are not going to make everybody happy, you are just not going to so just suck it up, Buttercup, and be yourself. I just had a conversation with somebody this morning, who messaged me and was like, I just love how you just say it. Like you just say it and you don't give a crap. You just say what needs to be said because it's your truth. And I love that about you. And I wish I could do that. And I'm like, What do you mean wish? Do it, there's nothing stopping you. And the big fear was losing clients. And that's a huge fear of loss. And we could probably do a whole podcast episode just on that subject alone, because it's so deep. But yeah, get over that fear. Because at the end of the day, it's only going to do you a disservice. And I got to the point where I was like afraid to say things for the same reason. And then I was like, it's not worth it anymore. It's not worth it for me to keep myself in a box to make other people happy. So I'm just gonna let it fly. And I'll tell you what, for every client that I did lose, which was a handful, there's a handful of people that you know, oh my goodness, I cannot like she's kind of nonsense, you know, it's like, I don't want you in my world anyways. So I lost a few people. But I've gained so many more, so many more that just appreciate the straight, no fluff kind of vibe I've got. So yeah, that would be my parting my parting wisdom is just be yourself. Do it now. Because the bigger you get, the scarier it's going to be. So do it now rip that band aid off, be yourself Say what you want to say because at the end of the day, you know what, it's not going to be any fun to take all your opinions through ride with you let them out. It's going to cost you more internally not to do that. And I think that you're going to find so many more that are in allegiance with you like Chelsea said, and if you need inspiration, here's my homework assignment for you. So if you're listening to this podcast, I will Want you to do an Instagram story with a beat yourself post whatever it may be whatever opinion you have, and I want you to tag me and Chelsea and we would love to see it. love to see you speaking your truth. And if you're feeling like you need a little bit of courage, you want to see a little bit of this in action, I am going to link Chelsea's profiles below so that you can go over watch her feel inspired by her. I will also put her buffet of items underneath so that you can look and see if anything she offers would be a good fit for you. She's someone I wanted to bring into your sphere, because I think she's just a fantastic woman. And I like to highlight voices in this industry that are true, that are authentic, that are helpful. And Chelsea, I think you're one of those people. So thank you for being on my show. I really appreciate you. It's gonna be so much fun for people to hear this episode to connect with you to be inspired by you. And we're gonna be brought in by me and Lee. Emotional you know, it's okay. It's fine with me. I'm not everyone's cup of tea either. Alright, so stay tuned for another episode of the visible entrepreneur coming up next week. That's going to be an episode with me and then we will have a guest the following week. Thanks for being here, Chelsea, we appreciate you. And looking forward to everyone from this episode that gets to connect with you. I hope you love this episode as much as I did. Now, we're all about building a tribe here as the visible entrepreneur, so be sure to subscribe, leave a five star review and then head on over to the Facebook group. It's a great place where you can practice your video, live stream and really enjoy the community that we have built. In the meantime, I'll see you in the next episode. Now get out there and get more visible