1 00:00:00,040 --> 00:00:03,520 Hello, welcome, Kirsten to No Rest for the very podcast. 2 00:00:03,520 --> 00:00:06,400 It's so lush to have you here. Thank you for being here. 3 00:00:06,480 --> 00:00:08,400 Thank you so much for having me. I'm looking forward to our 4 00:00:08,400 --> 00:00:10,640 conversation today. I love your podcast. 5 00:00:10,920 --> 00:00:13,480 Oh, thank you. We've already had like we were 6 00:00:13,480 --> 00:00:17,080 both sitting in different virtual rooms in in the online 7 00:00:17,160 --> 00:00:22,120 just looking for it. But so, but the the universe 8 00:00:22,120 --> 00:00:25,560 decided we're recording on Zoom today, which is brilliant and 9 00:00:25,560 --> 00:00:27,960 we're here and we're ready. I'm very excited. 10 00:00:29,280 --> 00:00:31,520 Introduce yourself, Kirsten. What do? 11 00:00:31,520 --> 00:00:33,600 What are you here to do? What's your mission? 12 00:00:34,160 --> 00:00:36,480 How do you help people? So my name is Kirsten Graham 13 00:00:36,480 --> 00:00:37,760 with six figure business coaching. 14 00:00:37,760 --> 00:00:42,000 I'm the co-owner of the company and I guess I would have to say 15 00:00:42,000 --> 00:00:45,400 I'm here to boss people around. Brilliant. 16 00:00:46,920 --> 00:00:49,280 Hello over there that says I'm not bossy. 17 00:00:49,280 --> 00:00:51,600 I have better ideas that my sister-in-law gave me. 18 00:00:52,000 --> 00:00:54,720 Yeah, no, I have always been self-employed and I've always 19 00:00:54,720 --> 00:00:56,720 had team members and, you know, it's staff. 20 00:00:56,720 --> 00:01:01,720 And one of the things I think by purpose here on earth is right 21 00:01:01,720 --> 00:01:05,400 now is to empower other business owners to learn how to delegate 22 00:01:05,400 --> 00:01:08,920 confident confidently for them to learn that we, you know, we 23 00:01:08,920 --> 00:01:12,640 lead people and we manage tasks. And so that I feel like it's my 24 00:01:12,640 --> 00:01:15,360 passion, we help our clients outsource to the Philippines. 25 00:01:15,800 --> 00:01:19,760 And so now after all of these years, it's been 17 years since 26 00:01:19,760 --> 00:01:24,600 we've been outsourcing, I feel like I've seen the impact of how 27 00:01:25,760 --> 00:01:28,400 a virtual assistant over there, working for a really good boss 28 00:01:28,400 --> 00:01:30,520 over here, how it changes their lives. 29 00:01:30,920 --> 00:01:34,160 You know, it gives steady income, it gives them the 30 00:01:34,160 --> 00:01:37,080 opportunity to grow in their, in their job. 31 00:01:37,080 --> 00:01:39,440 It allows them to help provide for their families. 32 00:01:39,720 --> 00:01:41,600 So that's the other side is I have this heart for helping 33 00:01:41,600 --> 00:01:44,520 these people who are hardworking and smart and live on these 34 00:01:44,560 --> 00:01:47,760 islands that just don't have as much opportunity to have them go 35 00:01:47,760 --> 00:01:49,840 to work for someone who treats them really well. 36 00:01:50,160 --> 00:01:53,120 And then they, of course, they help that business owner grow. 37 00:01:54,120 --> 00:01:56,640 I love that. Have you been out to like visit 38 00:01:56,640 --> 00:01:58,320 anybody that you've helped in the Philippines and. 39 00:01:58,880 --> 00:02:01,440 I have not. It is on the list of things to 40 00:02:01,440 --> 00:02:03,440 do. But life gets so busy, you know, 41 00:02:03,480 --> 00:02:07,720 so Judy's, her second child goes out to college, not next year or 42 00:02:07,720 --> 00:02:10,120 the year after. So then her life will slow down 43 00:02:10,120 --> 00:02:11,280 a little bit. And then that's something we 44 00:02:11,280 --> 00:02:13,800 have talked about wanting to do is go over and spend like a 45 00:02:13,800 --> 00:02:17,840 month because, you know, the. The Philippines are 7100 46 00:02:17,840 --> 00:02:20,680 islands. Yeah, but we have team members, 47 00:02:20,680 --> 00:02:22,120 you know, across the entire country. 48 00:02:22,120 --> 00:02:25,440 So it'd be nice to go and spend time and, and see them and yeah, 49 00:02:25,440 --> 00:02:28,640 but it's, it's amazing just to, to get to do what we do. 50 00:02:28,640 --> 00:02:31,000 Even like you were talking about, you were in Riverside and 51 00:02:31,000 --> 00:02:34,160 I was on Zoom waiting. Like this technology did not 52 00:02:34,160 --> 00:02:36,080 exist when we first started outsourcing. 53 00:02:36,400 --> 00:02:38,800 No, it's, it's, it is incredible, isn't it? 54 00:02:39,080 --> 00:02:42,600 If you one of my clients runs a travel company in the 55 00:02:42,600 --> 00:02:47,720 Philippines and does tours and they are incredible and the the 56 00:02:47,720 --> 00:02:50,440 business gives back to the schools. 57 00:02:50,480 --> 00:02:52,800 So the the the profits and the profits going to build the 58 00:02:52,800 --> 00:02:56,440 schools in the Philippines. So if you need any tours. 59 00:02:56,520 --> 00:02:59,800 I will definitely see you. Yeah, what that could happen for 60 00:02:59,800 --> 00:03:02,680 sure. So tell me the business love 61 00:03:02,680 --> 00:03:04,760 story. How did it all begin? 62 00:03:06,320 --> 00:03:09,200 Boy, that's a windy, windy Rd. How much time do we have? 63 00:03:09,200 --> 00:03:11,960 You have as much time. I love a windy Rd. story, it's 64 00:03:11,960 --> 00:03:14,160 my favorite. I wish I had a couple now so I 65 00:03:14,160 --> 00:03:17,600 could just sit. So my background is actually 66 00:03:17,600 --> 00:03:19,640 real estate. I got my real estate license in 67 00:03:19,640 --> 00:03:22,040 the late 80s. We started selling real estate. 68 00:03:22,440 --> 00:03:26,280 I eventually moved to the mortgage side and went on to own 69 00:03:26,280 --> 00:03:28,680 a mortgage company and a title company. 70 00:03:29,160 --> 00:03:30,760 And I love everything about real estate. 71 00:03:30,760 --> 00:03:33,600 I still real estate investing, I still love everything about real 72 00:03:33,600 --> 00:03:37,640 estate, but you know, in order it it, it's definitely a, a 73 00:03:37,640 --> 00:03:39,720 business that keeps you location bound. 74 00:03:40,280 --> 00:03:43,520 And so one of my goals at some point in my life was to be able 75 00:03:43,520 --> 00:03:46,600 to live anywhere. And that all kind of happened by 76 00:03:46,600 --> 00:03:48,360 accident, I guess is the way I would say it. 77 00:03:48,760 --> 00:03:51,640 I did a lot of loans for self-employed people and I was 78 00:03:51,640 --> 00:03:54,680 very involved in networking, you know, B and I the chamber. 79 00:03:54,680 --> 00:03:57,520 So I was always out and about and I would do loans for 80 00:03:57,520 --> 00:04:00,520 self-employed clients and I would see their business tax 81 00:04:00,520 --> 00:04:02,640 returns and their personal tax returns. 82 00:04:02,840 --> 00:04:04,720 That's very intimate. You know, like they're giving 83 00:04:04,720 --> 00:04:07,760 you all of this information. And later they would call and 84 00:04:07,760 --> 00:04:09,560 say, hey, can I take you to lunch and pick your brain? 85 00:04:09,560 --> 00:04:11,760 And I think it was because they just knew that I kind of knew 86 00:04:11,760 --> 00:04:13,240 their numbers and things like that. 87 00:04:13,600 --> 00:04:16,079 So I mentored other entrepreneurs for about a 88 00:04:16,079 --> 00:04:18,320 decade. So I did that and loved doing 89 00:04:18,320 --> 00:04:19,880 it, loved helping other business owners. 90 00:04:20,440 --> 00:04:23,880 And I eventually started taking on business clients in 2007, 91 00:04:23,880 --> 00:04:25,920 which was interesting because we had no idea what was going to 92 00:04:25,920 --> 00:04:29,120 happen in 2008. So I slowly but surely just 93 00:04:29,120 --> 00:04:31,080 started taking on coaching clients. 94 00:04:31,480 --> 00:04:36,640 And again, with no zero plan 0 intention of what? 95 00:04:36,640 --> 00:04:39,200 What did we turn into with just helping people? 96 00:04:39,360 --> 00:04:41,840 And so, you know, our business did survive. 97 00:04:41,840 --> 00:04:44,880 Our mortgage company and title company did survive 2008. 98 00:04:44,880 --> 00:04:46,960 I always say we were thriving. We were surviving. 99 00:04:46,960 --> 00:04:51,600 We were not thriving. Yeah, my mom was also terminally 100 00:04:51,600 --> 00:04:53,520 ill with cancer. And so she was at the end of 101 00:04:53,520 --> 00:04:58,120 that battle. And in 2013, I just decided, you 102 00:04:58,120 --> 00:05:00,400 know, I wanted to spend the last six months or so with her. 103 00:05:00,640 --> 00:05:03,600 And so I ended up closing my mortgage company and title 104 00:05:03,600 --> 00:05:05,480 company. And then I had the coaching 105 00:05:05,480 --> 00:05:07,680 practice and I was able to spend time with my mom. 106 00:05:07,680 --> 00:05:09,280 She actually passed away in April. 107 00:05:09,800 --> 00:05:13,840 So I really am glad I took that leap of faith once with her. 108 00:05:14,440 --> 00:05:16,640 But yeah, and then and then from there, it just grew. 109 00:05:16,640 --> 00:05:19,200 Jeannie was actually one of my coaching clients and she is, you 110 00:05:19,200 --> 00:05:21,560 know, she loves marketing and she's brilliant with marketing. 111 00:05:21,880 --> 00:05:26,040 And I was helping her and she, her business grew really 112 00:05:26,040 --> 00:05:27,680 quickly. And this is back. 113 00:05:27,680 --> 00:05:30,600 Oh, my gosh. This is back when Facebook first 114 00:05:30,600 --> 00:05:33,400 had fan pages. Oh, yeah, yeah. 115 00:05:33,400 --> 00:05:35,800 It was back with local businesses, online businesses 116 00:05:35,800 --> 00:05:38,320 knew about, like blogging and e-mail marketing. 117 00:05:38,320 --> 00:05:41,280 This was all very new to local businesses. 118 00:05:41,640 --> 00:05:44,440 So she did some classes to teach business owners, you know, what 119 00:05:44,440 --> 00:05:46,720 is a blog and what is e-mail marketing? 120 00:05:47,200 --> 00:05:50,160 And So what happened after that, after she taught those classes 121 00:05:50,160 --> 00:05:52,000 was she got very busy very quickly. 122 00:05:52,720 --> 00:05:54,440 And at that time, like you didn't really know how to price 123 00:05:54,440 --> 00:05:56,560 the services. So she was probably under 124 00:05:56,560 --> 00:05:59,160 charging. But we went on to, you know, we 125 00:05:59,160 --> 00:06:01,360 went on to talk about outsourcing and I said, would 126 00:06:01,360 --> 00:06:03,480 you be open to outsourcing overseas? 127 00:06:03,920 --> 00:06:05,720 I've never done it, but I read about it. 128 00:06:07,080 --> 00:06:10,280 I will if you'll help me. And I was like, OK, so we had 129 00:06:10,280 --> 00:06:14,400 one on this journey of helping her build her marketing agency 130 00:06:14,720 --> 00:06:17,960 with virtual assistants. And that worked out really, 131 00:06:17,960 --> 00:06:19,920 really well. I continued, you know, my 132 00:06:19,920 --> 00:06:23,160 one-on-one coaching practice and then things have changed a lot, 133 00:06:23,160 --> 00:06:24,880 right? You know, I think back, you 134 00:06:24,880 --> 00:06:28,240 know, 20 years ago someone else really could easily do your 135 00:06:28,240 --> 00:06:30,440 marketing. But now with social media 136 00:06:30,440 --> 00:06:32,280 marketing, we have to show up as ourselves, right? 137 00:06:32,280 --> 00:06:35,080 We have, we have the content. We are the content. 138 00:06:35,240 --> 00:06:38,160 Yes, it made sense for her to shift. 139 00:06:38,200 --> 00:06:41,400 And so that's what we really partnered and I guess we kind of 140 00:06:41,400 --> 00:06:44,440 look at ourselves as marketing and outsourcing specialist. 141 00:06:44,720 --> 00:06:48,120 You know, her emphasis is on marketing and mine is on hiring 142 00:06:48,120 --> 00:06:52,320 and training virtual assistants, providing systems and processes 143 00:06:52,520 --> 00:06:56,240 to lead them by and then helping our clients step into that CEO 144 00:06:56,240 --> 00:06:58,800 role and learn how to manage a virtual team. 145 00:07:00,160 --> 00:07:03,800 Little wise. What you love most about what 146 00:07:03,800 --> 00:07:07,840 you do like with, I mean, obviously you've spoken about 147 00:07:07,840 --> 00:07:12,720 the what you give to the people that are in the agency. 148 00:07:12,720 --> 00:07:15,400 What bit of the work do you love the most? 149 00:07:16,120 --> 00:07:18,720 OK. So what's interesting, Claire, 150 00:07:18,720 --> 00:07:21,000 is we're not a marketing agency and we're not an outsourcing 151 00:07:21,000 --> 00:07:23,960 agency. We are truly coaches and virtual 152 00:07:23,960 --> 00:07:27,720 assistant trainers. So what happens is our clients 153 00:07:27,720 --> 00:07:30,000 actually have the virtual assistant works directly for 154 00:07:30,000 --> 00:07:33,520 them rather than paying an agency for that person. 155 00:07:33,920 --> 00:07:36,080 And strategically, there's a reason for that. 156 00:07:36,640 --> 00:07:41,200 What we have found really early on was when someone takes on a 157 00:07:41,200 --> 00:07:44,320 team member and they're paying them on the 15th and the 30th 158 00:07:44,880 --> 00:07:47,480 and they are, they're the ones who are leading that person. 159 00:07:47,800 --> 00:07:50,960 It shifts everything for them. Things I wasn't expecting to 160 00:07:50,960 --> 00:07:54,560 hear were things like I feel like a real business owner now 161 00:07:54,560 --> 00:07:56,320 that I have my marketing virtual assistant. 162 00:07:56,360 --> 00:07:59,160 Yeah. I had no idea how much I was 163 00:07:59,160 --> 00:08:02,480 beating myself up every day because I couldn't get it all 164 00:08:02,480 --> 00:08:06,160 done And there was just physically no way or, you know, 165 00:08:06,160 --> 00:08:09,440 I didn't realize how isolated and lonely I was in my business. 166 00:08:09,720 --> 00:08:11,880 And now having this virtual assistant that I meet with a 167 00:08:11,880 --> 00:08:15,280 couple of times a week and we're collaborating on my content and 168 00:08:15,280 --> 00:08:18,520 she brings just amazing visuals to all the content that we 169 00:08:18,520 --> 00:08:20,560 create. So we're both very excited about 170 00:08:20,560 --> 00:08:23,080 it and it's giving me a new energy in my business. 171 00:08:23,560 --> 00:08:25,640 And then the other thing that I thought was really powerful was 172 00:08:26,040 --> 00:08:29,280 we'll be a guy, a client. He, he had really big dreams, 173 00:08:29,280 --> 00:08:31,360 right? But what was amazing is he said 174 00:08:31,360 --> 00:08:33,880 after he got her up and running and was really creating the 175 00:08:33,880 --> 00:08:36,960 content, he realized he could build a business 10 times bigger 176 00:08:36,960 --> 00:08:40,360 than he ever imagined. So that's what I love is 177 00:08:40,360 --> 00:08:44,039 empowering business owners to realize you didn't start a 178 00:08:44,039 --> 00:08:48,720 business, to be self-employed, that, you know, to build a 179 00:08:48,720 --> 00:08:50,200 business. And that really is about 180 00:08:50,200 --> 00:08:51,920 leverage. It's about leveraging technology 181 00:08:51,920 --> 00:08:54,400 and automation. It's about leveraging people, 182 00:08:54,400 --> 00:08:57,840 great talent on your team. So I I do love seeing our 183 00:08:57,840 --> 00:08:59,840 clients have those amazing aha moments. 184 00:09:00,320 --> 00:09:02,720 And it is quite a difficult process. 185 00:09:02,720 --> 00:09:03,640 Is it? Well, I'd say it's an 186 00:09:03,640 --> 00:09:07,720 uncomfortable process to understand what you have to let 187 00:09:07,720 --> 00:09:13,280 go of in order to grow. Do you support your clients to 188 00:09:13,280 --> 00:09:16,000 move through that? Because it must be. 189 00:09:16,000 --> 00:09:18,400 Well, I know because I've done it myself, like bringing people 190 00:09:18,400 --> 00:09:22,960 into my team that your business is so important to you. 191 00:09:23,640 --> 00:09:27,920 It gets a bit scary giving it to other people just OK, you can 192 00:09:28,160 --> 00:09:30,120 like let go and. OK, you can do that. 193 00:09:30,200 --> 00:09:32,040 If you want. Right. 194 00:09:32,440 --> 00:09:35,160 Well, I feel like the, I think there's several reasons why 195 00:09:35,160 --> 00:09:37,000 people fail when they try to outsource. 196 00:09:37,000 --> 00:09:39,480 One of the reasons is they don't understand cultural differences. 197 00:09:39,880 --> 00:09:42,480 So we coach for both the virtual assistant and our clients and 198 00:09:42,480 --> 00:09:45,920 cultural differences, most business owners never create 199 00:09:45,920 --> 00:09:48,920 standard operating procedures or workflows, so they don't 200 00:09:48,920 --> 00:09:51,080 document how they want things done. 201 00:09:51,080 --> 00:09:52,800 So that makes it very hard to delegate. 202 00:09:53,480 --> 00:09:55,000 And then there's a lot of frustration. 203 00:09:55,000 --> 00:09:57,800 You know, you always hear, oh, if I have to spend as much time 204 00:09:57,800 --> 00:09:59,440 training them, I'll just do it myself. 205 00:09:59,600 --> 00:10:01,720 Yeah. You know, and, and so and I 206 00:10:01,720 --> 00:10:04,040 think that's so sad. And, and I get that because when 207 00:10:04,040 --> 00:10:05,720 we first started outsourcing, there were times when we 208 00:10:05,720 --> 00:10:09,000 definitely wanted to give up right, a little bit too, to give 209 00:10:09,000 --> 00:10:10,640 up. So I like to say if it could be 210 00:10:10,640 --> 00:10:13,480 done wrong, we, he did it wrong probably more than once. 211 00:10:13,880 --> 00:10:16,960 But what we really focus on is map marketing, outsourcing. 212 00:10:16,960 --> 00:10:21,680 And the reason for that is the clients that we work with, a lot 213 00:10:21,680 --> 00:10:23,400 of them are not super tech savvy. 214 00:10:23,760 --> 00:10:26,160 So they're really happy to have a virtual assistant that will 215 00:10:26,160 --> 00:10:29,640 take care of their video editing and their audio editing and all 216 00:10:29,640 --> 00:10:32,480 of their graphic design and their social media management 217 00:10:32,480 --> 00:10:35,680 and their e-mail marketing. So a lot of them really don't 218 00:10:35,680 --> 00:10:37,880 have a problem handing that off because it's things they 219 00:10:37,880 --> 00:10:41,760 generally don't like doing. And then the clients who do love 220 00:10:41,760 --> 00:10:45,000 posting on social media, we explain to them like that, don't 221 00:10:45,000 --> 00:10:46,960 you don't have to stop doing the posting that you're currently 222 00:10:46,960 --> 00:10:48,840 doing. We just want to help you 223 00:10:48,840 --> 00:10:52,480 integrate an Evergreen marketing strategy into your content, 224 00:10:52,480 --> 00:10:54,680 where you're creating content that's going to work for you 225 00:10:55,120 --> 00:10:57,480 years and years and years. And that's SEO rich. 226 00:10:57,480 --> 00:10:59,120 So people will actually find you. 227 00:10:59,440 --> 00:11:03,240 So it, it really is interesting that most of our clients are 228 00:11:03,240 --> 00:11:07,760 happy to delegate the things. I, I do feel like a lot of 229 00:11:07,760 --> 00:11:09,320 business owners, you know, they have this thing. 230 00:11:09,320 --> 00:11:12,400 Well, I need to know how to do it, to tell them how to do it. 231 00:11:13,440 --> 00:11:16,360 And I don't need, I've never logged into our Canva account. 232 00:11:16,840 --> 00:11:20,920 I don't need to know how to edit a video to tell someone who 233 00:11:20,920 --> 00:11:23,120 knows how to edit a video what I like and dislike. 234 00:11:23,640 --> 00:11:25,400 You know, I love that transition. 235 00:11:25,720 --> 00:11:28,080 I don't like that transition because it's too fast or it's 236 00:11:28,080 --> 00:11:31,160 too jerky. And that's to that my style or, 237 00:11:31,160 --> 00:11:34,000 you know, hear my brand colors stay on brand with my colors. 238 00:11:34,280 --> 00:11:37,080 You know, Oh my gosh, that you did a great job on the video. 239 00:11:37,080 --> 00:11:40,760 But that piece of B roll that you chose had a lot of men in 240 00:11:40,760 --> 00:11:42,720 suits, so they looked more corporate. 241 00:11:43,040 --> 00:11:46,160 Most of our clients are women and the men that we do work 242 00:11:46,160 --> 00:11:47,480 with, they're not going to be wearing suits. 243 00:11:47,480 --> 00:11:49,160 They're generally business owners, so they're going to be 244 00:11:49,160 --> 00:11:53,360 more casual. So fine images or B roll that 245 00:11:53,360 --> 00:11:56,880 has, you know, maybe 20 to 30% men and the rest women. 246 00:11:57,200 --> 00:12:00,440 So I can coach someone on what I want my content to look like 247 00:12:00,440 --> 00:12:02,160 without needing to know how to do it. 248 00:12:02,440 --> 00:12:03,840 And I think that's the difference in being an 249 00:12:03,840 --> 00:12:05,320 entrepreneur and being a business owner. 250 00:12:05,920 --> 00:12:07,960 I think as an entrepreneur, you have a vision and you have the 251 00:12:07,960 --> 00:12:09,360 ability to communicate that vision. 252 00:12:09,880 --> 00:12:11,840 And I think sometimes when you just start a business and you're 253 00:12:11,840 --> 00:12:15,960 afraid to let go of anything, it's really you're more of a 254 00:12:15,960 --> 00:12:18,520 self-employed person. And I think that's a, that's a 255 00:12:18,520 --> 00:12:21,600 challenge we all have to challenge ourselves with is you, 256 00:12:21,600 --> 00:12:24,480 did I start this to do everything myself forever? 257 00:12:24,800 --> 00:12:27,160 Or did I start this to really grow a business? 258 00:12:27,160 --> 00:12:30,040 And and that requires growing ourselves and being 259 00:12:30,320 --> 00:12:34,400 uncomfortable delegating. Have you read the book The E 260 00:12:34,400 --> 00:12:37,600 Miss? But yeah, that's what it 261 00:12:37,600 --> 00:12:40,720 reminded me because of being when you're in either 262 00:12:40,720 --> 00:12:45,520 entrepreneur, manager or technician role and I love that 263 00:12:45,680 --> 00:12:48,000 it. And when he talks about the the 264 00:12:48,000 --> 00:12:51,120 manager role, it you have created a business to be 265 00:12:51,120 --> 00:12:54,400 employed by it and what comes with that. 266 00:12:54,400 --> 00:13:00,680 And when you actually step back and you can see that actually 267 00:13:00,680 --> 00:13:04,520 potentially you're doing that out of fear and not embracing 268 00:13:04,520 --> 00:13:10,160 your zoner genius because you, the expectations and the busy 269 00:13:10,160 --> 00:13:14,320 work that you are keeping hold of when you don't need to is 270 00:13:14,320 --> 00:13:16,960 stopping your growth. Yes, yes. 271 00:13:17,400 --> 00:13:19,600 And again and again. I think it's scary because when 272 00:13:19,680 --> 00:13:21,680 most people start a business, they have to do everything 273 00:13:21,680 --> 00:13:23,640 they're doing their own, keep doing all of their own 274 00:13:23,640 --> 00:13:26,880 technology. But if you think about like, I 275 00:13:26,880 --> 00:13:29,400 love coaching and I love doing podcast interviews. 276 00:13:29,400 --> 00:13:31,840 And luckily I can just spend most of my days talking to 277 00:13:31,840 --> 00:13:34,960 people about our programs or interviewing people for our 278 00:13:34,960 --> 00:13:38,400 podcast or being interviewed. So I could just spend most of my 279 00:13:38,400 --> 00:13:41,680 time doing what I love doing. And that keeps me really excited 280 00:13:41,680 --> 00:13:44,000 about the business. It's how I can serve people the 281 00:13:44,000 --> 00:13:47,480 best by doing what I do really well and what I love doing and 282 00:13:47,920 --> 00:13:50,040 then having other people. That's I think that's the other 283 00:13:50,040 --> 00:13:53,760 side of it is our clients realize that even though they 284 00:13:53,760 --> 00:13:55,880 don't like doing something, we we think if we don't like doing 285 00:13:55,880 --> 00:13:57,720 something, what else doesn't like it, right. 286 00:13:58,040 --> 00:14:00,920 But with the hiring virtual assistants and they see these, 287 00:14:01,280 --> 00:14:04,120 you know, people light up about the excitement of the video that 288 00:14:04,120 --> 00:14:07,160 they've edited or the graphics that they found or the designs 289 00:14:07,160 --> 00:14:09,040 that they created for social media posts. 290 00:14:09,480 --> 00:14:12,520 It's exciting to know that you're employing someone else to 291 00:14:12,520 --> 00:14:15,520 work in their unique genius and you're giving them an 292 00:14:15,520 --> 00:14:18,520 opportunity to bring what they, you know, their great gifts to 293 00:14:18,520 --> 00:14:20,600 the world. So I think once they understand 294 00:14:20,600 --> 00:14:25,920 that, it changes everything. Yeah, yeah, that's and that is 295 00:14:25,920 --> 00:14:29,080 so incredibly correct because I know when I were used to 296 00:14:29,080 --> 00:14:31,960 outsource things to my view when she first joined the team, when 297 00:14:31,960 --> 00:14:34,840 I first hired her and she would love to do the things. 298 00:14:34,840 --> 00:14:38,480 I just, Oh my God, just so tedious. 299 00:14:39,520 --> 00:14:43,280 But it is also just recognising your zoner genius and embracing 300 00:14:43,280 --> 00:14:44,960 it, isn't it? I just love that. 301 00:14:45,160 --> 00:14:49,320 And when I know when you started, So when you started on 302 00:14:49,320 --> 00:14:54,120 your social media journey, how did you transition? 303 00:14:54,120 --> 00:14:57,960 Because because obviously your other business was born in a a 304 00:14:57,960 --> 00:15:01,240 time when it was, I mean, I know my first business, Instagram 305 00:15:01,240 --> 00:15:04,480 didn't exist. It just, it just didn't happen. 306 00:15:04,480 --> 00:15:07,440 It was me going out and, you know, selling and stuff. 307 00:15:08,040 --> 00:15:12,120 How did you transition yourself from that old model to the more 308 00:15:12,120 --> 00:15:16,240 modern model? So because Jeannie was one of my 309 00:15:16,240 --> 00:15:20,560 coaching clients in 2006 and seven, she actually encouraged 310 00:15:20,560 --> 00:15:23,280 me to start creating YouTube videos for my mortgage company, 311 00:15:23,280 --> 00:15:28,480 which we saw brilliant. And yes, and to be honest, my 312 00:15:28,480 --> 00:15:33,440 very first video was done out of complete frustration because I 313 00:15:33,440 --> 00:15:37,000 would talk to a client and I would say, hey, Claire, you 314 00:15:37,000 --> 00:15:41,000 know, I need your, your last two W twos and I need, you know, 315 00:15:41,520 --> 00:15:44,200 three months of bank statements and I need all the pages 316 00:15:44,200 --> 00:15:46,240 because, you know, the underwriter doesn't know that 317 00:15:46,240 --> 00:15:48,960 page 7 is blank. And I would go through and give 318 00:15:48,960 --> 00:15:51,280 you this very detailed list and conversation. 319 00:15:51,560 --> 00:15:54,000 And then I would e-mail you a checklist again, kind of that 320 00:15:54,000 --> 00:15:56,720 detailed conversation. And then when people bring back 321 00:15:56,720 --> 00:15:59,400 their loan documents, they would bring back partial documents, 322 00:15:59,400 --> 00:16:00,440 right? They wouldn't bring everything 323 00:16:00,440 --> 00:16:03,520 in, and that meant my processors had to chase them. 324 00:16:03,680 --> 00:16:05,640 It also made them feel like the. Yeah. 325 00:16:05,640 --> 00:16:07,760 And even though we asked for in the beginning, it makes them 326 00:16:07,760 --> 00:16:10,360 feel like you're asking for more and more stuff when really 327 00:16:10,360 --> 00:16:13,120 you're just chasing them to get what you originally asked for. 328 00:16:13,560 --> 00:16:17,400 So my first video was so cheesy. It was like, I need your W twos, 329 00:16:17,400 --> 00:16:19,920 and W twos popped up because I didn't in turn at the time that 330 00:16:19,920 --> 00:16:21,040 you could figure out how to do that. 331 00:16:21,360 --> 00:16:23,160 And I need your bank statements All. 332 00:16:23,200 --> 00:16:25,720 Yeah, three months of bank statements, all pages. 333 00:16:25,920 --> 00:16:28,280 And here's why, guys, you know, I know you look at that page 7 334 00:16:28,280 --> 00:16:30,480 and it's empty. It has nothing on it. 335 00:16:30,680 --> 00:16:34,240 But at the bottom it says, you know, 7 of, you know, one of 336 00:16:34,240 --> 00:16:36,960 seven, seven of seven. So the underwriter knows that 337 00:16:36,960 --> 00:16:39,040 there's another page that you didn't give them. 338 00:16:39,280 --> 00:16:42,280 And they don't know that sitting on page 7 isn't a, you know, 339 00:16:42,320 --> 00:16:44,920 $1,000,000 loan that, you know, right. 340 00:16:44,920 --> 00:16:47,800 They don't know that. So it's so we've kind of had fun 341 00:16:47,800 --> 00:16:49,480 with that. But what happened was our 342 00:16:49,480 --> 00:16:52,000 document rate went up. So we started having the 343 00:16:52,000 --> 00:16:54,440 conversation with the client and sending them the checklist in 344 00:16:54,440 --> 00:16:57,160 the video. We they came back with documents 345 00:16:57,640 --> 00:16:59,360 and then we just started creating more videos. 346 00:16:59,360 --> 00:17:02,560 And I think this is where when you talk about a content 347 00:17:02,560 --> 00:17:05,240 journey, like I, you know, I'm not a person that lives out 348 00:17:05,240 --> 00:17:06,599 loud, right? So you're not going to see 349 00:17:06,599 --> 00:17:10,000 pictures of what I'm eating or, you know, be hanging out on the 350 00:17:10,000 --> 00:17:12,680 beach very often or whatever. I can usually try to share 351 00:17:12,680 --> 00:17:15,240 things, but that's just not me. I'm not a live out loud person, 352 00:17:15,760 --> 00:17:18,760 but I love educating people and I love helping people. 353 00:17:19,200 --> 00:17:22,640 So a lot of our content was things like what's the 354 00:17:22,640 --> 00:17:24,839 difference in appraisal and a home inspection? 355 00:17:25,200 --> 00:17:27,839 Well, that's a great question if you're new to real estate. 356 00:17:28,400 --> 00:17:33,000 We did things like interviewing attorneys on things like what is 357 00:17:33,000 --> 00:17:35,840 the 1031 exchange and how can someone use this to grow their 358 00:17:35,840 --> 00:17:38,440 wealth? So we did just a lot of topics, 359 00:17:38,720 --> 00:17:42,320 but what was fun was my dog was often in the videos, you know, 360 00:17:42,400 --> 00:17:44,760 there was different loan officers creating content. 361 00:17:45,120 --> 00:17:47,280 And this is when the light bulb went off. 362 00:17:47,280 --> 00:17:51,120 It was like, have you ever had that aha moment? 363 00:17:51,120 --> 00:17:53,640 You're kind of like, this is freaking amazing and weird at 364 00:17:53,640 --> 00:17:55,800 the same time. Yeah. 365 00:17:56,360 --> 00:17:59,040 I would have a client come in and, and they're so familiar 366 00:17:59,040 --> 00:18:00,080 with me. They're like, oh, hey. 367 00:18:00,080 --> 00:18:02,520 And they're asking about my dog and, and I'm. 368 00:18:02,520 --> 00:18:03,880 I'm thinking, how do I know them? 369 00:18:03,880 --> 00:18:05,520 Where did I meet them? Oh my gosh. 370 00:18:05,880 --> 00:18:07,040 Yeah. I'm racing through my mom. 371 00:18:07,480 --> 00:18:10,520 You understand? You're like, oh, how are you? 372 00:18:10,520 --> 00:18:12,800 And you're like, like, you only start sweaty. 373 00:18:12,880 --> 00:18:18,920 She like, so I'd never met them. They just watched our video. 374 00:18:19,040 --> 00:18:22,000 Yeah, that was when the big light bulb went off. 375 00:18:22,000 --> 00:18:25,560 It's like, Oh my gosh. You know, it's so it it has the 376 00:18:25,560 --> 00:18:29,480 same power, you know, of, of you and I are not in person. 377 00:18:29,480 --> 00:18:31,160 We're halfway around the world apart. 378 00:18:31,520 --> 00:18:33,640 But by the time we finish this conversation, I'm sure we'll 379 00:18:33,640 --> 00:18:35,520 chat again. We're going to know each other 380 00:18:35,520 --> 00:18:38,640 fairly well and feel, you know, I'd be comfortable referring to 381 00:18:38,640 --> 00:18:40,680 your business. And you don't want to get to get 382 00:18:40,720 --> 00:18:43,080 invite you to our podcast. You get to know people even 383 00:18:43,080 --> 00:18:44,320 though you're out in the same room with them. 384 00:18:44,800 --> 00:18:48,000 And that was when I really understood the power of video. 385 00:18:48,680 --> 00:18:52,360 And so when it comes to helping our clients, you know, get 386 00:18:52,360 --> 00:18:56,280 confident on camera, most of our clients are amazing at what they 387 00:18:56,280 --> 00:18:58,440 do, and they're passionate about what they do. 388 00:18:58,840 --> 00:19:02,320 And they could talk and educate people all day long, but they 389 00:19:02,320 --> 00:19:04,480 don't want to live out loud. You know, a lot of them, they're 390 00:19:04,480 --> 00:19:07,400 just not their thing. But they are very willing to 391 00:19:07,400 --> 00:19:10,720 create great, valuable content. And that's what we focus on. 392 00:19:11,280 --> 00:19:14,680 And so when you're coaching them through that process of the 393 00:19:14,680 --> 00:19:19,760 difference between living out loud and social media, what kind 394 00:19:19,760 --> 00:19:24,440 of mindset reframes are you trying to get them to embody in 395 00:19:24,440 --> 00:19:26,120 order for them to move forward with that? 396 00:19:27,200 --> 00:19:29,160 Yeah, so it's a great question. We work with a lot of coaches, 397 00:19:29,160 --> 00:19:31,040 but we also work with a lot of real estate agents. 398 00:19:31,040 --> 00:19:34,440 So it's real estate's my background, you know, I have the 399 00:19:34,440 --> 00:19:36,800 ability to help them with their topics and titles and tags and 400 00:19:36,800 --> 00:19:38,120 descriptions and things like that. 401 00:19:38,560 --> 00:19:41,720 So it was interesting because I met with a real estate agent 402 00:19:41,720 --> 00:19:46,240 yesterday and we were talking about, you know, our program and 403 00:19:46,240 --> 00:19:48,480 I met her in person, but she lives here in Sarasota, FL. 404 00:19:49,000 --> 00:19:52,360 And she pulls up her phone and she starts showing me like the 405 00:19:52,360 --> 00:19:55,400 content of this other real estate agent that just bugs her, 406 00:19:55,400 --> 00:19:56,600 right? It just bugs her. 407 00:19:56,920 --> 00:19:59,840 And you know, the person's probably 10-15 years younger 408 00:19:59,920 --> 00:20:03,480 than us. And she, there was nothing wrong 409 00:20:03,480 --> 00:20:05,480 with her content, right? Nothing wrong with it. 410 00:20:05,800 --> 00:20:08,720 It was just not. What my client will be 411 00:20:08,720 --> 00:20:10,720 comfortable doing. And it's not something she is 412 00:20:10,720 --> 00:20:12,440 drawn to. And it's. 413 00:20:12,600 --> 00:20:14,080 Well, you don't. We don't have to criticize what 414 00:20:14,080 --> 00:20:16,000 other people do. That's probably working really 415 00:20:16,000 --> 00:20:19,120 well for her. But it doesn't mean that's the 416 00:20:19,120 --> 00:20:20,720 type of content you have to create. 417 00:20:21,200 --> 00:20:23,720 And so I think sometimes it's that fear, you know, and I think 418 00:20:23,720 --> 00:20:27,040 we all know someone in our industry who's on social media 419 00:20:27,040 --> 00:20:28,760 that it makes you cringe every time you see them. 420 00:20:29,000 --> 00:20:30,600 Yeah. Somebody, right? 421 00:20:30,720 --> 00:20:33,520 Yeah. But you know, you, you form your 422 00:20:33,520 --> 00:20:35,680 own path. And again, so like I said, we 423 00:20:35,680 --> 00:20:37,560 really help our clients understand that when you're 424 00:20:37,560 --> 00:20:41,520 creating Evergreen content for YouTube with keywords, you want 425 00:20:41,520 --> 00:20:43,160 to create content that is valuable. 426 00:20:43,160 --> 00:20:46,200 Someone finds you because they're living in Michigan and 427 00:20:46,200 --> 00:20:47,800 they're thinking about moving to Florida. 428 00:20:48,080 --> 00:20:50,480 You want to give them so much information and you want to 429 00:20:50,480 --> 00:20:53,520 educate them that when they when they reach out to book a call 430 00:20:53,520 --> 00:20:55,640 with you, they feel like they already know you. 431 00:20:56,000 --> 00:20:59,080 And most importantly, they like and trust you because you were 432 00:20:59,080 --> 00:21:02,400 their trusted advisor and you never asked for anything from 433 00:21:02,400 --> 00:21:04,720 them other than saying, hey, if I can help you, give me a call 434 00:21:05,200 --> 00:21:08,800 and value and appreciate that you gave, gave, gave to them. 435 00:21:09,040 --> 00:21:12,440 Now they want to work with you. They want to have you to sell 436 00:21:12,440 --> 00:21:14,760 them a house. So it's very powerful. 437 00:21:16,400 --> 00:21:21,560 I think it's, I feel that definition of living out loud. 438 00:21:21,680 --> 00:21:24,760 I love that because all that identity, because I feel like 439 00:21:24,760 --> 00:21:30,440 I'm the same, but it's when I'm showing up, I am still me. 440 00:21:30,600 --> 00:21:33,840 I'm just work me. I'm like, you know, that that 441 00:21:33,840 --> 00:21:39,160 sort of not it's not an avatar because it is who I am, but it's 442 00:21:40,120 --> 00:21:42,720 not the person I am. Like at the weekend, you know, 443 00:21:42,880 --> 00:21:45,920 at the weekend I wear my glasses, wear hair up on my head 444 00:21:46,200 --> 00:21:49,240 and I'm, you know, I'm mum and wife and getting things done. 445 00:21:49,840 --> 00:21:53,760 But not like this is I'm just a completely different mindset for 446 00:21:53,760 --> 00:21:55,360 it. So when I'm like this, Oh yeah, 447 00:21:55,360 --> 00:21:57,160 definitely. But you're right. 448 00:21:57,160 --> 00:22:00,000 Like you don't have to share every single moment of your life 449 00:22:00,120 --> 00:22:03,600 to get people to trust you. Right. 450 00:22:04,040 --> 00:22:05,840 Yeah. And I think, you know, Jeanie, I 451 00:22:05,840 --> 00:22:08,560 always joke like, so we wish, we wish we were funny, but we're 452 00:22:08,560 --> 00:22:11,800 not. So, you know, so it's really, 453 00:22:11,800 --> 00:22:13,640 you know, we always joke about different things about like, oh, 454 00:22:13,640 --> 00:22:17,200 I wish you were this like very casual, like in a funny way. 455 00:22:17,480 --> 00:22:20,880 But you have to bring who you are to your content. 456 00:22:21,000 --> 00:22:22,920 Yeah. So I little dog and I'll 457 00:22:22,920 --> 00:22:25,480 sometimes show pictures of her running on the beach or, you 458 00:22:25,480 --> 00:22:28,000 know, last night I was at a real estate event, their holiday 459 00:22:28,000 --> 00:22:30,120 party for the Association of Realtors. 460 00:22:30,360 --> 00:22:32,680 And I will probably post a picture later today about that. 461 00:22:33,040 --> 00:22:36,920 So I don't mind posting some things about what I'm doing, but 462 00:22:36,920 --> 00:22:39,960 I just, I don't think like, I I look at people when they're out 463 00:22:40,280 --> 00:22:41,840 and they're constantly taking these. 464 00:22:42,560 --> 00:22:44,480 I I feel like I like to be more of the moment. 465 00:22:44,720 --> 00:22:46,760 You know, if I'm having dinner with you, I'm having dinner with 466 00:22:46,760 --> 00:22:47,560 you. Yeah. 467 00:22:47,560 --> 00:22:50,640 I'm not going to be on my phone. Now, if you said to me, you 468 00:22:50,640 --> 00:22:51,840 know. Hey, Kirsten, you know, my son, 469 00:22:51,840 --> 00:22:53,000 he's what, 6? Is that right? 470 00:22:53,000 --> 00:22:56,560 Yeah. Yeah. 471 00:22:56,920 --> 00:22:59,640 So they thinking, OK, well, he's at the sitter tonight, but he 472 00:22:59,640 --> 00:23:01,480 wasn't feeling well. So I want to keep my phone here 473 00:23:01,480 --> 00:23:02,640 just in case. Yeah. 474 00:23:02,640 --> 00:23:04,360 Right. That makes sense to me. 475 00:23:04,360 --> 00:23:05,280 Right. You've got a child. 476 00:23:05,280 --> 00:23:07,440 You may have to leave dinner because you know he's not well. 477 00:23:07,760 --> 00:23:10,840 So there are reasons why people need to have their phone 478 00:23:10,840 --> 00:23:14,600 accessible, but I don't. I just don't enjoy being with 479 00:23:14,600 --> 00:23:16,520 people that the entire time you're with them, they want to 480 00:23:16,760 --> 00:23:18,640 take selfies or selfies with you. 481 00:23:19,080 --> 00:23:21,640 Absolutely. When I'm out, I never take any 482 00:23:21,640 --> 00:23:23,920 photos. It's been, I turned 40 in a 483 00:23:23,920 --> 00:23:26,840 couple of weeks. And so all of my best friends, 484 00:23:26,840 --> 00:23:29,840 they were all turning 40. So we've all got these parties 485 00:23:29,840 --> 00:23:32,360 and events. And then I'm like, I haven't 486 00:23:32,360 --> 00:23:34,760 taken any photos. I don't even know where my phone 487 00:23:34,760 --> 00:23:40,120 is when I'm done, you know, And at the weekend, I very often 488 00:23:40,120 --> 00:23:44,280 just turn it off, right? And I I love that because I feel 489 00:23:44,560 --> 00:23:48,160 my phone, I'm going into that world of Narnia, go and do my 490 00:23:48,160 --> 00:23:50,400 business thing, go and help all these people. 491 00:23:50,600 --> 00:23:53,600 And then I turn it off, recharge, come back out on a 492 00:23:53,600 --> 00:23:55,360 Monday, you know, and I love that. 493 00:23:55,720 --> 00:24:00,520 Do you feel that that where you where people struggle with those 494 00:24:00,520 --> 00:24:02,320 kinds of things? That's coming from imposting, 495 00:24:02,320 --> 00:24:06,920 you know, we that comparison. Itis that some of us find us in 496 00:24:07,040 --> 00:24:11,080 ourselves in which I feel can be completely healed. 497 00:24:11,320 --> 00:24:15,560 Definitely like you can get over that, but that feeling of 498 00:24:15,560 --> 00:24:18,640 discomfort and getting yourself out of your comfort zone as you 499 00:24:18,640 --> 00:24:23,520 learn new things for you now you've been self-employed for, 500 00:24:23,520 --> 00:24:26,440 you know, majority of your life, your whole life. 501 00:24:27,160 --> 00:24:30,680 And that I just love that that you, you know that you stepped 502 00:24:30,680 --> 00:24:32,320 into that. I'm like this, this is a bit of 503 00:24:32,320 --> 00:24:34,640 me. I'm going to stay in this mode. 504 00:24:35,360 --> 00:24:41,520 How does doubt and those thoughts still appear for you? 505 00:24:41,520 --> 00:24:45,000 Or is it something that? Yeah, I think you're always 506 00:24:45,000 --> 00:24:47,440 going to have impostor syndrome to a certain extent, right? 507 00:24:47,600 --> 00:24:50,760 I I just think that's part of being normal. 508 00:24:50,760 --> 00:24:53,320 It's, it's a fear, right? We all have fear of rejection. 509 00:24:53,320 --> 00:24:55,960 We have fear of failure. You know it. 510 00:24:56,040 --> 00:24:57,440 It's. Kind of a success. 511 00:24:57,480 --> 00:24:58,120 Bring it. Yeah. 512 00:24:58,120 --> 00:25:00,240 If I don't bring in business, I don't eat kind of thing, right. 513 00:25:00,240 --> 00:25:02,880 Like there's a lot of pressure there at times. 514 00:25:03,320 --> 00:25:07,160 But I I think that the number one thing that I think helps us 515 00:25:07,160 --> 00:25:10,280 and our clients get over that is do you really have a heart to 516 00:25:10,280 --> 00:25:13,840 serve people and accepting the fact that the way I look on 517 00:25:13,840 --> 00:25:15,800 camera is the way I look in person. 518 00:25:15,800 --> 00:25:18,920 Like my hair's really flat today, right. 519 00:25:19,320 --> 00:25:24,440 But a few days ago, then if we meet in person, like I talk with 520 00:25:24,440 --> 00:25:28,200 my hands, my grade says, I would love to see you sit on your 521 00:25:28,200 --> 00:25:30,080 hands to see if you have a conversation. 522 00:25:30,080 --> 00:25:32,720 I don't think it could happen. Yeah. 523 00:25:32,720 --> 00:25:35,680 But if you you know, you're going to see the I'm the same 524 00:25:35,680 --> 00:25:36,800 person. Yeah. 525 00:25:37,040 --> 00:25:39,440 That's what I think people have to accept and it and it's really 526 00:25:39,440 --> 00:25:41,720 hard. A couple of the women that I 527 00:25:41,720 --> 00:25:44,640 were with yesterday are are a little bit older than I and a 528 00:25:44,640 --> 00:25:46,160 little bit heavier than I am, right? 529 00:25:46,360 --> 00:25:49,400 And so that was what they were talking about is how hard it is 530 00:25:50,280 --> 00:25:53,520 to get comfortable on camera when you feel, you know, you're 531 00:25:53,520 --> 00:25:57,160 overweight, you don't feel good about yourself and you know it 532 00:25:57,200 --> 00:26:01,280 it. But again, it goes down to the 533 00:26:01,280 --> 00:26:04,240 majority of the people you work with may be overweight, right? 534 00:26:04,640 --> 00:26:07,240 I know it sounds kind of crazy, but, you know, yes, you may work 535 00:26:07,240 --> 00:26:09,560 with some really fit and healthy people, but the average American 536 00:26:09,560 --> 00:26:12,520 is overweight. Sometimes that person's moving 537 00:26:12,520 --> 00:26:15,400 to Florida and they see this real estate agent who's their 538 00:26:15,400 --> 00:26:17,560 age and maybe a little bit overweight like they are. 539 00:26:17,920 --> 00:26:22,000 They may connect with you more. There's a lid for every pot. 540 00:26:22,360 --> 00:26:25,320 And so showing up is yourself and accepting who you are and 541 00:26:25,320 --> 00:26:27,560 where you are. You know, and I think, you know, 542 00:26:27,560 --> 00:26:31,600 a lot of times, have you ever watched a show that has, you 543 00:26:31,600 --> 00:26:34,640 know, maybe a new actress on it and the show gets more and more 544 00:26:34,640 --> 00:26:36,720 popular and then you see them get so thin they're almost 545 00:26:36,720 --> 00:26:39,520 anorexic? Yeah, right. 546 00:26:40,040 --> 00:26:44,320 Recently to some, I was watching the the two like actresses from 547 00:26:44,320 --> 00:26:46,720 Wicked where they're doing the show. 548 00:26:46,720 --> 00:26:49,960 Like you can see them losing weight doing all of the media. 549 00:26:51,680 --> 00:26:53,320 Yeah. And so, you know, women 550 00:26:53,320 --> 00:26:55,480 obviously have a lot of pressure to look good. 551 00:26:55,680 --> 00:26:59,080 And but at the end of the day, unless you plan on really 552 00:26:59,080 --> 00:27:01,280 getting serious and losing weight, like in the next six 553 00:27:01,280 --> 00:27:04,200 months, so you can show up on camera, just show up as who you 554 00:27:04,200 --> 00:27:06,160 are now. You're going to attract clients 555 00:27:06,160 --> 00:27:10,440 Who are your ideal clients. You know, somebody who wants to 556 00:27:10,440 --> 00:27:13,240 work with a, you know, real estate agent that's 25 years 557 00:27:13,240 --> 00:27:15,760 old, you know, this skinny and has a million selfies. 558 00:27:16,000 --> 00:27:18,880 That's not your client anyway. They're going to find that real 559 00:27:18,880 --> 00:27:20,840 estate agent and work with them and it's going to be a great 560 00:27:20,840 --> 00:27:23,160 fit. So I think it's it's also just 561 00:27:23,160 --> 00:27:25,120 having a heart to serve. I think you really, really, 562 00:27:25,120 --> 00:27:28,960 truly want to help people. Then you'll do whatever it takes 563 00:27:28,960 --> 00:27:32,040 to get in front of them. Yes, exactly. 564 00:27:32,320 --> 00:27:34,600 It's two things. From what you were saying is 565 00:27:34,600 --> 00:27:38,680 one, it's this pressure as well that the outside of you is the 566 00:27:38,680 --> 00:27:41,280 thing that Makes You Beautiful when it's actually your mind and 567 00:27:41,280 --> 00:27:43,200 your heart. Like that's what really Makes 568 00:27:43,200 --> 00:27:45,920 You Beautiful and that we all have human faces. 569 00:27:46,160 --> 00:27:48,640 There was a point of view when I would not show up. 570 00:27:48,640 --> 00:27:52,200 If I did show up without any makeup on, I would say, sorry, I 571 00:27:52,200 --> 00:27:55,160 haven't got any makeup on. And I corrected myself. 572 00:27:55,440 --> 00:27:58,760 It was a few years back and I just thought, no, this is my 573 00:27:58,760 --> 00:28:01,760 human face. Why am I apologizing for my 574 00:28:01,760 --> 00:28:04,960 lovely face that does all these beautiful things for me? 575 00:28:05,200 --> 00:28:07,600 The poor face, like getting beaten up if you don't. 576 00:28:07,600 --> 00:28:10,880 It's just helping me to smile and helping me to see. 577 00:28:11,120 --> 00:28:14,440 But another thing is that it's not even about us. 578 00:28:14,760 --> 00:28:18,720 No one actually cares about us, what we look like, what you 579 00:28:18,800 --> 00:28:23,600 know, as long as when they are listening or watching us, it 580 00:28:23,600 --> 00:28:26,520 makes them feel good. Whether that is inspiration, 581 00:28:26,520 --> 00:28:30,120 motivation, you know, education, all of those things. 582 00:28:30,280 --> 00:28:34,000 If they're watching and they have a feeling that's what they 583 00:28:34,000 --> 00:28:36,480 buy into. It's got it's not nothing to do 584 00:28:36,480 --> 00:28:38,960 with what you look like. Exactly. 585 00:28:38,960 --> 00:28:42,080 And, and I think that especially when it comes to real estate, I 586 00:28:42,080 --> 00:28:44,520 keep bringing up that topic, but you know, a lot of times when 587 00:28:44,520 --> 00:28:47,160 you're creating content around real estate, you're talking 588 00:28:47,160 --> 00:28:49,360 about the lifestyle. You're talking about this gated 589 00:28:49,360 --> 00:28:51,800 golf community and what it's like to live at this golf 590 00:28:51,800 --> 00:28:55,480 community that has very active clubhouse and tennis courts and 591 00:28:55,480 --> 00:28:57,560 pickleball. So you're talking about the 592 00:28:57,560 --> 00:29:01,600 lifestyle and the activities. And so if someone you know, is 593 00:29:01,800 --> 00:29:04,960 your age and maybe again, a little bit out of shape and they 594 00:29:04,960 --> 00:29:07,160 see you talking about all these activities and maybe you say, 595 00:29:07,160 --> 00:29:08,640 yeah, I play pickleball twice a week. 596 00:29:08,640 --> 00:29:11,040 You know, they think, wow, that person's doing it, I can do it 597 00:29:11,040 --> 00:29:14,600 too and move there and live my best life and be active and be 598 00:29:14,600 --> 00:29:17,360 outside, you know, because, again, that person really isn't 599 00:29:17,360 --> 00:29:19,600 thinking about you on a conscious level. 600 00:29:19,840 --> 00:29:23,400 But subconsciously that thought might happen again. 601 00:29:23,400 --> 00:29:24,640 It wouldn't be conscious, I don't believe. 602 00:29:24,640 --> 00:29:25,880 I think it would be subconscious. 603 00:29:25,880 --> 00:29:27,440 Yeah. But what you're signaling to 604 00:29:27,440 --> 00:29:29,840 them and what you're telling them is I have this beautiful 605 00:29:29,840 --> 00:29:32,440 life, and if you want to move here, you can have this life, 606 00:29:32,440 --> 00:29:33,520 too. Yeah. 607 00:29:33,520 --> 00:29:34,720 And so. Yeah. 608 00:29:35,680 --> 00:29:38,760 And that's the that is the power of marketing that what you're 609 00:29:38,840 --> 00:29:40,880 creating. This is scenario that you'll 610 00:29:40,880 --> 00:29:46,120 dream by a client customer, you know, can input themselves into 611 00:29:46,120 --> 00:29:49,320 it and imagine themselves there. And if you can get that and 612 00:29:49,320 --> 00:29:52,000 they're feeling good, right, money's coming in. 613 00:29:52,720 --> 00:29:57,120 So with your success that you must have had so many success 614 00:29:57,120 --> 00:30:01,040 stories of working with people. What's your favorite without 615 00:30:01,160 --> 00:30:04,960 having a favorite client, but your favorite success story that 616 00:30:04,960 --> 00:30:08,960 where your business has really made a a lasting transformation? 617 00:30:10,960 --> 00:30:13,120 OK, so and we'll stay on the theme of real estate and then 618 00:30:13,120 --> 00:30:16,360 we'll switch over to Coaches Co. So we worked with a real estate 619 00:30:16,360 --> 00:30:19,960 agent who's had a YouTube channel for about two years and 620 00:30:19,960 --> 00:30:22,240 her videos are great. She just hadn't gotten any 621 00:30:22,240 --> 00:30:24,800 traction on it. She reached out to us. 622 00:30:24,800 --> 00:30:27,560 It was either five or six weeks after having her virtual 623 00:30:27,560 --> 00:30:30,200 assistant. She had three people reach out 624 00:30:30,200 --> 00:30:33,760 to her who found her on YouTube. Two of them came to look at 625 00:30:33,760 --> 00:30:36,040 properties with her and one of them went under contract. 626 00:30:36,320 --> 00:30:39,080 Wow. That's the power of SEO, search 627 00:30:39,080 --> 00:30:42,880 engine optimization, that's the power of having someone do all 628 00:30:42,880 --> 00:30:46,600 the things on your videos to get them to show up when people are 629 00:30:46,600 --> 00:30:48,880 looking. So that was really powerful. 630 00:30:49,160 --> 00:30:51,760 We also work with a lot of coaches and consultants and one 631 00:30:51,760 --> 00:30:54,160 of our coaches is erectile dysfunction coach. 632 00:30:54,760 --> 00:30:58,680 And so very niche industry, very unique topic. 633 00:30:59,320 --> 00:31:05,360 She was, you know, she's beautiful, but like everybody 634 00:31:05,360 --> 00:31:06,960 else, she was a little self-conscious about getting on 635 00:31:06,960 --> 00:31:12,120 camera initially. So within about, I want to say 636 00:31:12,120 --> 00:31:16,200 the second month of having her virtual assistant and everything 637 00:31:16,200 --> 00:31:18,680 up and running, she doubled her business. 638 00:31:18,760 --> 00:31:20,440 And by the third month, she thought she was going to triple 639 00:31:20,440 --> 00:31:23,040 her business. So that that blew my mind 640 00:31:23,040 --> 00:31:24,760 because that's, that's, that's unusual, right? 641 00:31:24,760 --> 00:31:28,000 It's very unusual for that to happen so quickly, and I want to 642 00:31:28,000 --> 00:31:30,680 explain why it happened. She had a very large e-mail 643 00:31:30,680 --> 00:31:32,640 list. And what people don't realize is 644 00:31:32,640 --> 00:31:36,080 when you create a video, you know, an Evergreen video, you 645 00:31:36,080 --> 00:31:38,960 now have this amazing piece of content that you can use in a 646 00:31:38,960 --> 00:31:40,920 lot of different ways. You can break it up for social 647 00:31:40,920 --> 00:31:43,680 media. You can have AI rewrite it as a 648 00:31:43,680 --> 00:31:45,720 blog post. There's all kinds of things. 649 00:31:46,120 --> 00:31:48,600 But one of the things we really encourage our clients to do is 650 00:31:48,600 --> 00:31:52,200 send out their video to their e-mail list and make sure the 651 00:31:52,200 --> 00:31:54,520 subject line that they know that there's a video in there. 652 00:31:54,520 --> 00:31:56,840 So whether you put the little red dot or you put video in 653 00:31:56,840 --> 00:32:00,840 parentheses, so your open rate will go up, promise you people 654 00:32:00,840 --> 00:32:03,200 will open your e-mail, emails, you'll see your open rate go up 655 00:32:03,640 --> 00:32:05,560 and then they'll watch your watch your videos. 656 00:32:05,840 --> 00:32:09,120 So for her, I don't necessarily think it was new people finding 657 00:32:09,120 --> 00:32:12,040 her right away off of YouTube. I think what happened was she 658 00:32:12,040 --> 00:32:13,920 had had people on her e-mail list. 659 00:32:14,280 --> 00:32:17,240 If she'd been communicating with them for a long time, you'd be a 660 00:32:17,240 --> 00:32:19,880 texting copy, write, write an e-mail. 661 00:32:20,560 --> 00:32:23,480 But when she put those videos in and that person got to hear her 662 00:32:23,480 --> 00:32:26,240 talk and talk about what she does and how she does it and why 663 00:32:26,240 --> 00:32:29,000 she does it right. So that's where I think most of 664 00:32:29,000 --> 00:32:30,600 her business initially came from. 665 00:32:31,000 --> 00:32:34,240 But you know, again, if you are having, you know, trouble in 666 00:32:34,240 --> 00:32:36,880 that department and maybe you're married and you're stressed, let 667 00:32:36,880 --> 00:32:38,440 me get late night searching that topic. 668 00:32:38,440 --> 00:32:41,680 And if you find her video and you're very likely to reach out 669 00:32:41,680 --> 00:32:44,760 want to work with her. So for, for different people, 670 00:32:44,760 --> 00:32:50,000 you know, the success of the confidence one, once they 671 00:32:50,000 --> 00:32:52,880 actually start creating videos and they see their, what their 672 00:32:52,880 --> 00:32:55,960 virtual assistant can do with editing, their confidence goes 673 00:32:55,960 --> 00:32:57,360 up. We haven't, we have so many 674 00:32:57,360 --> 00:33:00,160 people that say, Oh my gosh, I've recorded this video four 675 00:33:00,160 --> 00:33:02,160 times. And I finally just, I just 676 00:33:02,160 --> 00:33:04,240 decided to give it to my virtual assistant and just start the 677 00:33:04,240 --> 00:33:06,440 whole process. And then they get that video 678 00:33:06,440 --> 00:33:09,840 back and all the UMS are out and all the mistakes are out. 679 00:33:09,840 --> 00:33:12,800 And B rolls in it and images are in it and they're like, Oh my 680 00:33:12,800 --> 00:33:14,520 gosh, it looks so good. Like, this is something I'm 681 00:33:14,520 --> 00:33:15,800 proud of. Yeah. 682 00:33:15,840 --> 00:33:18,200 I feel like that's a huge win for a lot of people is when 683 00:33:18,200 --> 00:33:20,760 they, you know, they realize that having this, this magic 684 00:33:20,760 --> 00:33:23,520 wand of a virtual assistant in the background making your 685 00:33:23,520 --> 00:33:26,600 content look good is huge. And then the other thing is, too 686 00:33:26,600 --> 00:33:30,480 just seeing them step into that power of being the CEO and 687 00:33:30,480 --> 00:33:34,000 understanding that they can delegate to someone who gets to 688 00:33:34,000 --> 00:33:37,600 do what they love doing. And it's a win win for everyone. 689 00:33:37,640 --> 00:33:40,880 So I think those are the wins. It's just that type of thing. 690 00:33:41,320 --> 00:33:42,880 I love that. I love those stories. 691 00:33:42,880 --> 00:33:46,240 I mean, the the coach, the erectile dysfunction code, that 692 00:33:46,240 --> 00:33:52,640 must been so significant because it's such a vulnerable topic and 693 00:33:52,640 --> 00:33:54,800 you're breaking down those barriers. 694 00:33:54,800 --> 00:33:57,680 And I mean, this is this helps with every business, but it's 695 00:33:57,680 --> 00:34:00,480 specifically for that niche where you're breaking down the 696 00:34:00,480 --> 00:34:04,160 barriers where they like feeling so self-conscious. 697 00:34:04,160 --> 00:34:07,240 Maybe they haven't got the bandwidth to even read, but they 698 00:34:07,240 --> 00:34:09,199 could watch a video. It's right. 699 00:34:09,199 --> 00:34:12,920 It's so much easier for your mind to just click and watch, 700 00:34:12,960 --> 00:34:15,719 and we will program to do that. So I love that. 701 00:34:15,719 --> 00:34:18,520 That's so powerful. Well, I don't know if you've 702 00:34:18,520 --> 00:34:20,400 noticed. You know, obviously Google owns 703 00:34:20,400 --> 00:34:21,600 YouTube. Yeah. 704 00:34:21,600 --> 00:34:25,639 And YouTube had start adding chapters to our videos, which 705 00:34:25,639 --> 00:34:28,320 kind of tells you what, Mark, you know what you're talking 706 00:34:28,320 --> 00:34:30,159 about at each section of your video. 707 00:34:30,560 --> 00:34:33,360 And the reason they did that is because Google serves up more 708 00:34:33,360 --> 00:34:35,480 and more videos now. I don't know when the last time 709 00:34:35,480 --> 00:34:38,000 you did a Google search was. And all of a sudden, after all 710 00:34:38,000 --> 00:34:40,239 the sponsored ads, up came videos. 711 00:34:40,239 --> 00:34:42,480 Yeah, so there's a couple of reasons for that. 712 00:34:42,480 --> 00:34:46,679 The first reason is YouTube and Google are both ads platform 713 00:34:46,679 --> 00:34:49,639 where they make money from ads. And Google knows that you'll 714 00:34:49,639 --> 00:34:52,000 stay on a video longer than you will on an article. 715 00:34:52,360 --> 00:34:54,600 So it makes sense for them to send you to YouTube where 716 00:34:54,600 --> 00:34:55,880 they're going to make more ad money. 717 00:34:56,560 --> 00:34:58,880 So that's put chapters in. So I don't know if you've ever 718 00:34:58,880 --> 00:35:01,680 noticed, but sometimes if you click on the video, it takes you 719 00:35:01,680 --> 00:35:04,800 to the part of the video that answers the question you can 720 00:35:04,800 --> 00:35:07,000 type into the search bar. So I think the way the 721 00:35:07,000 --> 00:35:09,760 technology's changing is incredibly powerful as well. 722 00:35:10,360 --> 00:35:13,800 And that is a very good tip for my videos because the SEO needs 723 00:35:13,800 --> 00:35:17,280 to be in the chapters too. They, I mean, my chapters are 724 00:35:17,680 --> 00:35:21,200 there, but am I weaving in enough SEO? 725 00:35:21,200 --> 00:35:23,640 I'm down an SEO rabbit hole at the moment. 726 00:35:23,960 --> 00:35:28,680 I'm calling it my NASA mode so that I need the to every tiny 727 00:35:28,680 --> 00:35:32,120 little little thing to do with SEO. 728 00:35:32,200 --> 00:35:36,360 I'm tightening up. I've oh, Kirsten, I've loved 729 00:35:36,640 --> 00:35:40,200 chatting to you today. It's been absolutely glorious. 730 00:35:40,520 --> 00:35:41,360 Thank. You. 731 00:35:42,200 --> 00:35:44,000 What? What am I saying? 732 00:35:44,000 --> 00:35:46,640 I was just feeling so grateful. Then I lost my train of thought. 733 00:35:47,320 --> 00:35:50,360 Where can people find you before I ask you the 10 year question? 734 00:35:51,160 --> 00:35:54,320 So I have a free gift for your audience. 735 00:35:54,320 --> 00:35:57,480 It's called Double income with a marketing virtual assistant, and 736 00:35:57,480 --> 00:36:01,320 you can get that at Outsourcing for bosses.com, Outsman for 737 00:36:01,320 --> 00:36:04,520 bosses.com. I will definitely put that 738 00:36:04,920 --> 00:36:08,080 outsources in for bossing.com. I'll put that in the show notes. 739 00:36:08,080 --> 00:36:10,280 That's really, really lovely of you. 740 00:36:10,880 --> 00:36:13,520 Do you hang out on Instagram or anything like that? 741 00:36:14,160 --> 00:36:17,440 I really don't. I'm to now on Instagram, but I 742 00:36:17,440 --> 00:36:18,720 really don't hang out on Instagram. 743 00:36:19,040 --> 00:36:21,080 I'm probably more on LinkedIn than anything else. 744 00:36:21,200 --> 00:36:26,240 OK, cool. So what do you wish you had 745 00:36:26,240 --> 00:36:28,560 known 10 years ago that you know now? 746 00:36:33,920 --> 00:36:36,720 So again, we work with a lot of coaches and consultants. 747 00:36:36,720 --> 00:36:41,360 And when I moved from Virginia to Florida and I had stopped, 748 00:36:41,360 --> 00:36:43,640 you know, obviously it wasn't in the mortgage business, which was 749 00:36:43,640 --> 00:36:47,600 again, a very local business and I was actually coaching. 750 00:36:48,000 --> 00:36:52,480 I really leaned into being in the online space, probably to my 751 00:36:52,480 --> 00:36:57,760 detriment because I could spend all day in Zoom creating 752 00:36:57,760 --> 00:37:00,520 content, those types of things, having meetings online. 753 00:37:00,840 --> 00:37:03,480 And I think I really missed out on getting out and networking 754 00:37:04,240 --> 00:37:07,960 and meeting people, but also helping local businesses. 755 00:37:08,560 --> 00:37:11,840 So I decided a few years ago, really after COVID, my life 756 00:37:11,840 --> 00:37:13,560 didn't change during COVID because I was not going up 757 00:37:13,560 --> 00:37:15,160 anyway. I was mostly inside working. 758 00:37:15,600 --> 00:37:18,720 But I ended up deciding that I just wanted to get out and do 759 00:37:18,720 --> 00:37:20,680 more things, to join chambers, get involved in female 760 00:37:20,680 --> 00:37:22,880 networking groups and doing some more charity work. 761 00:37:23,360 --> 00:37:25,680 And what's been impactful is that we've picked up so much 762 00:37:25,680 --> 00:37:29,240 local business and sometimes we forget that there are people in 763 00:37:29,240 --> 00:37:31,720 our own backyard that really need our help, they really need 764 00:37:31,720 --> 00:37:35,720 our service because sometimes we get so sucked into being online. 765 00:37:36,000 --> 00:37:38,720 So one of the things I talked with coaches about is, yes, you 766 00:37:38,720 --> 00:37:41,600 want to create Evergreen content, but if you live in a 767 00:37:41,600 --> 00:37:45,160 halfway decent sized city, there's $1,000,000 of revenue in 768 00:37:45,160 --> 00:37:47,400 your own backyard. Just go talk to people. 769 00:37:50,000 --> 00:37:52,600 Oh yeah, the power of conversation. 770 00:37:52,600 --> 00:37:56,280 I love it. Thank you so much, Kirsten. 771 00:37:56,280 --> 00:37:58,200 This has been absolutely wonderful. 772 00:37:58,240 --> 00:38:01,120 Thanks so much for being here. Thank you for having me, I 773 00:38:01,120 --> 00:38:04,160 really enjoyed our conversation. Thank you, We do a pretend 774 00:38:04,160 --> 00:38:08,360 goodbye. Thank you so much for listening 775 00:38:08,360 --> 00:38:11,760 to the No Rest for the Vivid podcast, written, produced and 776 00:38:11,760 --> 00:38:15,640 hosted by Claire Hill. And music has been composed by 777 00:38:15,640 --> 00:38:16,920 my brother Phil Vick.