Today is a special episode where we are celebrating 100 episodes of Entrepreneur Money Stories! We are so thankful for your support in our journey to this point and have no plans of STOPPING any time soon!
We are taking a look back with Danielle Hayden at key lessons from the first 100 episodes. These insights and tips are the top recurring growth tips our expert guests shared, specifically for women-owned small businesses.
We cherry-picked the best of our favorite top episodes in four categories, that are going to help you accelerate your business in the last half of 2023.
These episodes cover essential topics such as reframing your perspective on sales, transforming yourself into an effective CEO, understanding the profound influence of your money mindset on your business and learning how to address it, as well as discovering valuable strategies and best practices for optimizing systems and operations to regain precious time.
In this episode, I also discuss:
- The difference between scummy business and authentic business 8:29
- The mindset shift that has to happen with business owners 11:02
- The importance of SOP’s 14:42
- Emotional spending 26:10
Connect with Danielle:
Read the episode transcript
Welcome to entrepreneur money stories. Today is a really good episode that is near and dear to my heart. We are celebrating 100 episodes, which is absolutely insane to me. We started this project two years ago. We felt like there was a need in the marketplace to open up the conversation around business finances, our money mindset, and really how to lean into the role of CFO in our business. There’s a lot of conversation around CEO, there might be a lot of conversations around money, but not and how it pertains to our business, and how to actually step into being the C. F O of your business, the Chief Financial Officer. So what started as a passion project two years ago, wow, has it become something special. We have gotten such amazing feedback from our clients, from our listeners and our team members, this has become a really valuable resource, and we have no end in sight. We are just getting started. I can’t wait to continue to be a resource for each and every one of you. So thank you for tuning in. Thank you for being here. Welcome to entrepreneur money stories, the podcast that will transform the way you think about business, finances, and money mindset. I’m your host, Danielle Hayden, and I’m thrilled to be here to help you take your business to the next level. On this show, we’re going to explore everything you need to know about managing your business finances, building wealth, and most importantly, developing a healthy money mindset. Throughout the podcast, we’ll share key insights and strategies that you can apply in your daily life as a CEO and business owner from identifying your financial goals to building a solid financial foundation will give you the no BS checkup on your business finances. So get ready to be inspired, motivated and empowered as we dive into the world of business, finances, and money mindset. And today, we are going over our top favorite episodes, we have cherry picked these episodes in four categories. So we have found that all business is done in one of these four categories: sales, operations, CEO and money mindset. So first and foremost, let’s dig into sales and how sales relates to our financial journey and our money mindset.
First up,We have Nikki Roush. Nikki has a passion for helping you, the business owner, see the value in what you’re doing. The more your client pays you, the more serious they are, the better they feel about themselves. So here’s my conversation with
Speaker 2 3:15
Nikki, people value what they pay for. I had a guy say this to me last year, he said, people who pay pay attention. And that is so true. I have tons and tons of examples of that in my own business, when you’re just trying to give everything away for free, and you’re trying to convince people that you have some value. And you’re just doing it by giving, giving, giving, giving, giving. Those people won’t value it because they don’t pay for it. So in order for people to really take action on the things that you provide, you have to charge a reasonable amount, there needs to be some skin in the game for that person to really value it. And you know, I can go back and say, if you look back at what I was charging when I started my business nine years ago, and you look at the people I started working with, and what they got out of it, I was teaching the same things that I’m teaching now, hopefully I’ve gotten better as a teacher but but I was teaching the same things, but I wasn’t charging them very much. They didn’t get a tremendous amount of impact. Because most of them didn’t really implement it. But you look at my clients now. And I have clients that are you know, can I have one session with me and come back and be like, I just closed a $40,000 sale using this technique that you taught me or, you know, I just booked $100,000 In business on a launch or whatever it was, because they pay me more money. They’re more serious about implementing the things that I teach. And because they implement them they get big, big results. This isn’t about me. This is like looking at me, I’m such a big deal. This is about looking at them, because they don’t walk away and be like oh my god I should just pay Nikki more money. No, they walk away and go, look what I just did. How amazing what I just did. And they’re looking at themselves and they feel really good about themselves. And when somebody asks them, how did you do that? They’re not gonna say necessarily like, well, I paid Nikki this amount of money, they’re gonna go, I invested in myself, I learned how to do this and look at what happened. And that’s the money mindset you have to bring to your sales conversation is the impact for the other person and what it’s going to mean to them when they get results.
Next up, we have my conversation with NTP Ruggles. Not only is Annie an amazing, vibrant energy, but she helped us realize that money doesn’t make you greedy. Doing sales doesn’t make you a bad guy, that we have to not only break the stigma of money mindset, but break the Six Sigma sales.
I think there are people that think that money if you hit a certain level in your bank account, you wake up the next day, and you’re just automatically a greedy Butthead, like, congratulations, you’ve earned the magic number that turns you into a jerk, right? And sales is the methodology of accruing money. And therefore is sales, the mechanics that will eventually convert you into that jerk. We think that it is, and that gets constantly reinforced by the pop culture stigma of sales. And also, honestly, by the personal development industry, which I dearly love, and am a part of that tells you, you know, everything is a money mindset issue, which then again, also tells us Well, money must be a really bad thing, if all these people have all these issues about it. So even just the act of talking about it reinforces the fact that we have to fix our relationship with this thing. And so if you don’t have direct money, baggage, or direct selling baggage, or direct money, trauma, or direct sales, trauma, which most of us do from epigenetics, or childhood, or former jobs, or whatever, if you somehow, you know, escaped unscathed from all of that, turn on the TV and watch how people talk about money, and watch how people talk about people that have money, then we look at people with dreams, every single one of your client has a precious baby dream. If they’re growing a business, right, every single one of my clients as a precious baby dress, we take these baby bird dreams. And we look at what we see on TV, or what we see in books or whatever it is about how salespeople respond, and we go, I would never do that to my precious little baby bird. And so what do we do we go, I’m just going to display it
and wait and display it. And wait.
And meanwhile, your prospects go for people that care less about them, but actually ask them, while you and your baby Burgess sit there and wait to be picked, we can do that. But what we can do to compete is sell beautifully. What we can do is say yes, that is a stigma about sales. And that is a stigma about greed. That is not a stigma about money. That is not a great a stigma about actually selling for service.
Last but not least, we have Joe Sanic, Joe helped us understand that the difference between scummy business and authentic business is how you sell authentically.
I thought business people are scummy. Early in college, I had some friends that came to me and they said, Oh, we’re selling this new technology. You’ve got to sell it with us door to door. It’s gonna be amazing. And so I signed up for it and found out it was a vacuum cleaner. And so I sold Oh, you sold the cleaners? Yeah, it was terrible. They taught me how to sell this $3,000 vacuum to people in a trailer and tell them that they were making money off of the deal. It was just scummy. And so for me when I went into the therapy world and counseling world, I thought, well, this is like real work like business people don’t do real work. And you know, that kind of 20 Something mentality of like, I know everything. But then when I started a counseling practice, I realized that learning about marketing for something I cared about, and that I actually believed helping people to make changes in their lives was a totally different way of looking at business. So it didn’t feel scummy. It felt like I just have to inform people that this is out there. Because they didn’t even know my private practice existed. They didn’t know that there was hope for their family. They didn’t know that they could actually have a better life. And so when I discovered that, for me, business is all about just letting people know about things that can help them and doing that in an authentic way and showing up and having the person I am as a business person, be the same person as who I am with my friends. And of course there’s different settings and situations but for the most part to be like the person you hear on the podcast is the same person you’d have a beer with. That, to me, is important that there’s not some sort of weird slime Enos that I kind of turn on to make the business work.
Yeah, being authentic just showing up as you I’d love that. Those were our top three guests that encompass the sales framework in your business, and how we tie sales into a money mindset.
Next up, we have the operations or systems, we have had so many amazing guests over the last 100 episodes, it was hard to pick out just a few to walk through operations and systems. But this clip here from Courtney Elmer was a no brainer. Courtney reminds us that it doesn’t matter what you know, it matters what you do, burnout will happen, and you must be setting yourself up successfully.
What I see happening most often anyway, is that you know, a lot of the students that come to us, they come to us with a great vision for their business, they know what they want, they’re pretty clear on their mission, and maybe they haven’t dialed it in as much as they could. But we work with them to get there. And they know the impact that they’re here in the world to make. They’re frustrated, because they are so bogged down in the day to day of their business, that they feel that they are not leading the business in any way. They’re not guiding it forward. They’re just constantly putting out fires and trying to keep the business afloat. This is a common situation, we see this all the time. And so that frustration comes into play. They know, as a visionary, that they need to have systems, but systems are in their zone of genius. And so there’s that resistance, and they’re like, I know I need systems, but I don’t want to be the person to put them in place. And I don’t have time to figure all that out. Because I’m over here just trying to keep the business going. And so it can be a real catch 22 for people. And it can be a very frustrating point of frustration that will eventually lead to burnout. Because your time, your effort and your energy are all limited resources. Right now you might be trying to grow your business with time, energy and effort, how much time you can put in, how much energy you can put in how much effort you put in. But inevitably, and everyone’s capacity is different, I don’t care how much capacity you have, I don’t care if you’re the only person on the planet that could just go longer than the rest of us, eventually, you will reach a point where you will crash and burn. Because time, energy and effort are limited. There always have been and always will be. So it’s not about learning how to manage the time we have or how to manage our energy or how to figure out, you know, my expending too much effort and you know, what should I be focusing on in my business, it’s about learning how to leverage the time we have leverage the energy you have, leverage the effort, because if you’re trying to build your business on limited resources, your business will always be limited, your growth will always be capped, your income will always be kept. And so really, it’s a mindset shift that has to happen there. That by slowing down to put these systems in place, maybe it takes you let’s say a year, let’s say this is my year of systems in my business. And maybe it’s uncomfortable. And maybe it’s not you putting them in place, maybe you have someone on your team helping you implement that can help a lot. But let’s say you give it a year. And that the systems that you slow down and put in place over that year, the return that it will give you, it’s actually really hard to measure. While it is an upfront cost of your time, right or an investment of your time to slow down and figure out a process and get a system in place. It’s much easier when someone hands you the system. It’s like plug and play this, tweak it, edit it for your business, here’s how to do it. And that’s what we do for our students. By getting those in place, you are saving time for yourself on the back and you’re freeing that up in your business. Next time
what was our conversation with Gordon on episode 48. Gordon says once you start you’ll be obsessed. It’s so addicting to slim down your processes. And he touches on the importance of integration. This is so important when we start to look at systems and finance frameworks. Yeah, I hear a lot of reluctance from our clients and other small business owners that I’ve put a lot of time and energy and money into my existing software. And I want to keep it because I don’t want to lose all that time. But I think what we forget is that the time that we’re putting into managing it, because it’s a system that no longer fits the size of our business.
Yeah, yeah. And you know, this was a little sort of eating our own dog food where we’re telling our customers to have unique, light cloud based tools to run your business. We sort of thought, well, we should do that too. Once you start doing that, by the way, and making that shift and I think most large enterprises have begun that journey, you’re like, Duh, of course. And we started doing it with everything. And we are really trying to shed all of our old systems that were many of them outdated, you know, decades old, and move to these new lightweight, cloud based systems. And it’s been terrific, we’re not quite all the way done with that journey, there’s still some of the old baggage, you know, sometimes you may have an old system that’s running an old product, and the old product is about to die, okay, you’re not going to move to a new system when you know that product is about to be extinct. So there are times where it’s just not worth that effort. But anything folks, you know, future oriented, you’ve got to be moving to this new, lighter weight. And again, that’s very similar to the message we give our customers. I do want to say a word or two, just while we’re on the topic. So for our customers, in some cases, they’re moving from an existing software to something like thrive. In many cases, they’re moving from paper and pen.
This is a like a Google Sheet, I’m picturing a Google sheet or some,
Some of them are working on paper calendars. Some of them are working on Google Sheet. Some of them may be have like a couple of these points, solution tools, like I have an email tool, or I have an accounting tool, or I have other tools, and they’re starting to realize like these five or six tools I’m using, they don’t talk to each other, they don’t integrate it’s become a kind of a cluster, I can’t manage it. And here’s this one system that does it all for me.
On Episode 52, we share our experience on the furtherance of continuity in your business by using SOPs, as well as other opportunities to get sales or money when you aren’t able to generate revenue. I cannot stress the importance of SOPs enough. But here’s this clip from Episode 52.
Yeah, if you know that your leave is going to be quite extended. So two weeks, three weeks in longer, you may have to train a team member to take over those sales duties for you. If you’re talking Oh, vacation, that’s maybe a week long or so I find that some clients just don’t take sales calls at all and take the hit to the business.
Yeah. And I think this is a great place. You know, any longtime listener has heard me talk about SOPs, standard operating procedures, we put this into place a kickstart. So when you book a discovery, call a kickstart you might get Kelsie or I. And when we first transitioned this, this role, we had to do it through standard operating procedures and documenting this really helped us as an entire organization, who are we? What do we do? How do we do it and get with our marketing team and make sure that we are all speaking the same language? So I cannot talk about the SOPs enough, especially as you’re thinking about taking any type of leave in your business, what resources can you leave those team members so that they can fill your shoes, right? And maybe even fill your shoes, you know, better? Right? Not just not just temporarily fill them but exceed your, your expectations. So give them that guide so that they know where they’re going. In terms of service? I think we’ve seen some of our clients who say I’m the number one service provider, but how can I still bring revenue into my business? And so we’ve seen clients create courses or online programs are way to continue to service their clients temporarily. Are there any other considerations to consider Kelsey, when thinking about removing the business owners revenue from the business?
Yeah. So you really need to sit down and think about what are the effects of the business without me. So if you are a main revenue generator for your business, I would highly suggest sitting down during the planning process and taking out that revenue and seeing what’s leftover. And then after that, what are your average monthly expenses? And then what is that number after that? If it is a negative number, will the business not be able to run its own without you. If so, then it’s time to look for maybe an open line of credit to get the business by without you during this time.
Now the next component of a successful business, and a successful business owner is knowing the importance of being the CEO and knowing your numbers, or being the CFO, Chief Financial Officer in your business. So once we have our sales dialed in our operations and systems rocking and rolling, we need to lean into being the CEO. So next up is episode 84 where we highlight the financial snapshot and why you need to see the loss and wins as areas of reflection to notice why the trend is happening. We can’t just look at the information they actually have to digest. Most importantly, analyzing it and analyzing it includes asking why the trend is happening. When I look at it we call them narratives, so all of our clients at the end of the month get all their financial reports, and we give them a highlight reel or a narrative. So it’s basically just pointing out to them in a simple way, okay, business owner, these are the numbers that you need to pay attention to, here are some of the fluctuations that need your attention. And when I look at the way we do our narratives, and when we’re working with our team, one thing that we talked about is, if we have a loss, we need to look at why right, so this is the number that you use to gauge all of your other decisions. So if you’re trending towards a loss, or you have a loss, it is an opportunity for you as the CEO to understand why you have the loss. And if you are profitable, one time out, like celebrate, right, so we need to celebrate first. And then we need to reflect on what’s working. So in the months that are really profitable. Is this a fluke? This is the timing of an invoice, is this a trend that we can expect to continue to replicate itself, and therefore we can pay ourselves more, we can pay our team more, we can start to add on staff members. So both directions whether it’s a profit or a loss, it’s an opportunity to reflect on. Is this a fluke, right? Is this a one time situation? Or is it a trend and we need to start to spot it,
Recognizing those trends is really important? Because you can, if you notice that hey, over the last six months, my net profit has really started to increase. What did I do differently in those six months that I can really hone in on?
Next up on episode 63. When you aren’t constantly growing, there is a pivotal moment to define your role in the business. We don’t want you to miss out on your pivotable moment and how you’re going to define your role as a business owner. So tune in to this clip from Episode 63. as your business grows, everything else grows with it. You have more team members, more subscriptions, and overall more responsibilities. This is the time that we encourage our clients to start spending more time outside of their business. And looking at the key performance indicators, reviewing weekly dashboards, reviewing monthly financials and all the other essentials that fall into the CFOs wheelhouse. This is the time for consistent analysis. Because we are consistently growing. This is also where it gets harder to main, maintain profitability. So it’s important that you’re still working on your business, you’re hitting your goals, and you continue to have the desired lifestyle style, work life balance, and the ability to keep tabs on your business. I’m going to share a really important strategy that we see entrepreneurs use at this stage. Now if you’re listening to this podcast, and you have not hit the stage, yet, you are at such a benefit, because you get to ask yourself these questions before you get to this growth. The question is, what role will you have in your business? Now this runs on a spectrum. But will you continue to work with your clients? Or do you want to lead your team, we hear from our clients all the time,I am passionate about my craft.
I love working with my clients. I don’t want to stop that role. I want to be boots on the ground. I want to be working with my clients. However, as the team grows, we have to have accountability, development and training for those team members. So who is going to pour into your team as you’re working with your clients? Again, there’s lots of gray area in between. But as we start to understand what you want your role to be, we can start to position other people around you to help you maintain the role that you want in your business. All right. Now, as a CEO, we know that we have to take a step, step backwards and look at the larger perspective, right the big picture. Imagine yourself as an eagle flying over the meadow. How do we get that big, that big picture? Well, using percentages are an opportunity to pull back and really see things from a big perspective. It allows you to take a strategic approach instead of mindset org dot. Here’s our clip from Episode 60 on how to gain a larger perspective. Now, as a business owner, it can be really easy to get stuck on looking at the dollar amount. We have one client who sleeps seeing an increase of $1,000 here $1,000 There in their gross profit. Oh Over time, however, when we made it as a percentage, we could see that that $1,000, although it sounded like a lot of money in their head, was actually a very small percentage over time. So by using percentages, we’re actually able to pull back as the CEO of our business. And I’m looking at it from a higher level. So you’ll always hear me talk about percentages, because it’s an opportunity to pull back when I was working in corporate, I almost never used dollar changes, when I was speaking to the CEO, or to our board of directors, because it brought us into the weeds, right, we were starting to look at really small dollar amounts. And when we pulled back and looked at things as a percentage of income or percent change, it enabled us to look at it from a higher picture, a higher level bird’s eye so that we’re only looking at the high numbers, the high the high percentage changes. And as a business owner, there’s a lot of mindset work that goes on here, right, we hear us talking about this podcast all the time about the mindset work involved in owning a business. Now, if you are constantly looking at the dollar changes, rather than percentage, we can get really hung up. Because sometimes in our personal lives, we’re not spending as much money, right, we don’t have those big changes, we don’t have those expenses that are going out, we’re usually spending more money in our business life. And so if you catch us off guard when we see these changes, but when we look at it as a percentage of our revenue, or percent change over time, it can be an easier pill to swallow, if you will.
Next up is the money mindset. And if you ask me, this is probably the most important piece of the puzzle, we can have sales in our business, we can have operations that are dialed in and streamlined, we can know that we need to step into the role of our CEO, we might even be receiving a monthly snapshot of our numbers. But if we don’t work on our money mindset, we will never be able to actually use the information, we’ll never be able to actually make any changes in our business. So here’s our clip from Episode 85. These are the things that contribute to emotional spending, and the top sources and misconceptions about emotional spending. Oh, is this a good one? It’s not what you think, folks, right? We’ve all learned as we were learning how to market our business to create a sense of excitement, right? To create a sense of scarcity, where if you don’t sign up, now, you might get left out. And so our own marketing turns on us. And we then emotionally spend so that we’re not left out, right? And because we’re so excited about that opportunity. Does that make sense?
That definitely makes sense. And I know I am very guilty of shiny object syndrome, of always wanting to move on to the next best thing and not necessarily move on. But you just you always want all of the things I think, you know, personally, sometimes I’m guilty of thinking that if I can just buy the next best thing that it’ll fix all my problems. And, you know, plot twist, it doesn’t, it’s not going to fix all of your problems. So I think that shiny object syndrome is and it’s not what you normally think of as emotional spending. So I really liked the way that you put that. So I
i think you make a good point that what we normally think of as emotional spending is, I feel down in the dumps, right? I’m, I’m sad. And I want to spend money to try to solve my problem or boost my mood. So that’s kind of point number three, right that our third category is that we’re spending money out of sadness, right? Maybe we maybe lost a key employee or contractor vendor, we’re sad, professionally, or maybe something’s happened personally, right. So things that are happening in our personal life can really contribute to things professionally. So if there’s something that’s going on, maybe you’re struggling with your kids struggling with your spouse going through a divorce, you’re trying to change a personal habit that’s not working, maybe loss within your family, this is going to create sadness, and it’s not like you show up to your business and shut that off. So you could have a general sense of sadness in which you are emotionally spending to get through that type of mood as well. That we have fear, fears when we throw money at the problem and we use purchases as a distraction. So rather than acknowledging the fact that we are fearful, and that we need to map out what specifically we need to do in order to overcome that fear. And I see this a lot right now, this year, specifically, as there’s talk about a recession or an economic downturn, we did a whole episode on what to do during an economic downturn that we’ll link in the show notes. And one of the main things that we talked about was working on your money mindset, right? Because if you start feeling fear, you might start spending money out of fear, right? Because you aren’t sure what you need in your business. And so you’re spending in order to cope with that emotion. Whereas if you could take a step back and understand, what am I afraid of?
Okay, so what the heck is a money mindset? Where in the hell did it come from? This is a deep rooted topic. So back on all the way back on Episode 23, we defined where Money money money mindset came from, and the types of money mindset, this is going to help us identify where it came from, without judgment, what type we fall in, and then how we can get out of our money mindset, or how we can heal our money mindset so we can achieve success. So where does your money mindset come from? Where did these repeating patterns start? Most of our, our beliefs are deeply ingrained, they come from childhood experiences, some experiences that you might not even remember, there might be comments or language or tones around money from your immediate family, aunts and uncles, grandparents, maybe your school environment, your neighbors, your friends, parents, these really can’t extend when you look back into your childhood. So if you’re raised in an environment of scarcity, you might take on that mentality into adulthood. So a scarcity environment might look something like, money doesn’t grow on trees. Are you kidding me, we can’t afford that. We’re not buying that. Those are the types of comments that would have been made in a scarcity environment. If you grew up in an environment of generosity, and financial security, you may have an abundance mentality. However, just because you grew up in that type of environment does not mean that you’re going to bring that environment into adulthood. Actually, what I’ve found from interviewing entrepreneurs is that sometimes our experiences in childhood make us react completely opposite. So in that type of environment, you might hear phrases like, it’s only money, you can always make more, we’re so lucky to have everything that we need. Maybe there was a traumatic event, this might be in childhood or your young adulthood, there might be things like a job loss, death, or divorce. These types of extreme environments can cause you know, being very frugal with your money, or spending. Maybe your parents argued about money, or there was a feeling of tension around paying bills. All of those early experiences with your money and lessons taught by your family and the habits of people around you. All affects how you think about money. All right, our last clip, we are taking it all the way back to the beginning. With my dear friend Katie cross, we need to stop the limiting beliefs within your niche. This episode was one of my favorite episodes. Here’s my conversation with Katie, all about money mindset. How did your money mindset help or encourage you to make this decision?
I don’t think I had actually tackled my money mindset until I started the ghostwriting company, unless you’re talking about scarcity. I think scarcity is a rampant mindset issue in the creative world. Right, we hear about the starving artist, authors like there’s I’ve never actually encountered this in real life. But there is an idea out there where people think authors should be like starving artists. You know, like, we think that if you’re doing some creative endeavor, you shouldn’t be making money for it like money is a villain or something. Jeff Goins has a book about starving artists that’s really interesting. So I think there’s those concepts out there. And I think I bought into them a little bit. But I had more of a scarcity money man mindset mentality, and that’s like, well, books just don’t make money. Money doesn’t come to me, I can never make this work. There’s never any money, I can never make enough. Those were kind of the thoughts in my head. And then as I went into the entrepreneurial world, and I learned about money, mindset issues and how to work through those and tackle your money. story. I started actually questioning Well, what do I believe about money and how can I make it better? So the ghostwriting? Because I was charging like $20,000 a project, right? This wasn’t like a small change for most people. And I was working sometimes with like, multimillion dollar companies and or people that were so influential, we had to sign NDAs you know, it was like, people would, quote unquote, big money. So I had to really start normalizing large amounts of money and giving myself permission to say, Well, money is just money, right? Like money is energy, it comes, it goes, it’s here. It’s there. Like, money isn’t a good guy or bad guy. It just is. And once I started really challenging my concepts around money, then I just became more familiar with big numbers and, and how to generalize, cashflow, and how to really pay attention to my numbers.
All right, I hope you enjoyed today’s episode. This has been so much fun going down memory lane listening to hold the amazing gas and content that we’ve had on the show over the last two, two years. I encourage you to really think through how these four key aspects work together to set you up for success. And if there’s an area in your business that you really need to dial in, and get help, I encourage you to listen to the full episode so that you can receive all the information that you need to overcome that hurdle. And to become the most successful business owner that you can be. I believe in you and I can’t tell you how much I thank you from the bottom of my heart for continuing to tune in week after week. We are committing to another year of entrepreneur money stories. We have so many amazing guests lined up and tons of topic that I cannot wait to bring to your ear. If you have anything that you need. Don’t forget we are here for you. You can book a call at Tech started counting inc.com/book a call or send us a DM on Instagram at kick started counting. Alright, don’t forget to like and subscribe so you don’t miss out on any of the new content coming your way.