148. $550K+ Selling One Offer with Natalie Pelto

When Natalie joined The Profitable Nutritionist Program 2.5 years ago, she was looking to replace her corporate salary and made $7,000 in the first 48 hours. 

That was more than she had ever made in a month, even at the top of her pay scale in healthcare.

Fast-forward 2.5 years, and she has now made over $550,000 selling her ONE core offer. 

How she did it might surprise you...

Luckily, she candidly shares all the details in this episode.

Listen now and Learn: 

• How strategic hiring and delegating (before she was actually ready) has impacted her business growth 
  
  
• The specific things Natalie always does in her marketing to speak to her exact audience
  
  
• The big failures Natalie has experienced in her first 2.5 years of business and how she bounced back
  
  

Enjoy!

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Full Show Notes & Transcription

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Transcript

00:00
Andrea Nordling
Hello, my friend. Welcome back to the profitable nutritionist podcast. I am your host, Andrea Nordling, nutritional therapy practitioner and founder of the profitable nutritionist. Why do I tell you that? Because I just recorded the interview that you are about to hear with Natalie Pelto, who is a client of mine for almost three years. And she reminded me that we need to always be introducing ourselves to our audiences and reminding them of who we are, and not just assuming that they know was part of our in depth conversation about some of the things that have been really instrumental in the huge growth in her company over the last few years. And one of those things, just as we got into the weeds, she was like, you got to keep reminding people. You can't assume that they know. You got to keep reminding people. 

00:44
Andrea Nordling
And this was something that I have coached her on in the past, and she reminded me of it, and I said, you know what? I don't do a great job of introducing myself at the beginning of podcasts, and I'm going to change that right now. So putting it to action immediately. So here's what you are about to hear in this episode. You are going to hear from a very successful holistic nutritionist that is changing the world. I mean that in the most literal sense of the word, with the work that she is doing. And I love everything that we covered in this episode. But specifically, I loved how open and honest Natalie was about how her business felt in the beginning, which was not all that long ago. It's just been a few years, and what the failures have been since then. 

01:24
Andrea Nordling
So Natalie and I actually did an episode 62, called $7,000 in 48 hours, which was the experience she had in first joining the profitable nutritionist program. She made seven k in the first 48 hours. So we talked all about that on that episode. But since then, her business has made a whole lot more money than that, and a lot of things have changed for her. However, some things have stayed very much the same, have not changed at all, which we are going to talk about on this episode, as you can probably tell from the title. Very, very candid conversation here that's also super actionable for any stage of business that you're at. 

01:58
Andrea Nordling
So Natalie was really, I think, very generous with insights about things she wished she knew at the beginning of her business and things that she knows now and what she's looking forward to in the future. So if you want more of Natalie, you gotta be joining the streamline and scale mastermind. I'm gonna tell you right now, applications will be open August 8 to the 16th, and the next round starts in September. So applying for the next round. The September round will happen August 8 to the 16th. You can get all of the details about the mastermind, what's included, how to know if you would be a good fit for that room at the profitablenutritionist.com mastermind. That is also where you will add yourself to the waitlist so that you get notified by email when applications are open and you have a link to apply. 

02:40
Andrea Nordling
Natalie and I went really deep into hiring the different hires that she has made in her business over the last few years, most of them quite recently, and who is supporting her, what that looks like, what the process is, which is something I teach in the mastermind called confident hires framework, which is how to establish criteria and a tracking process, basically for making sure that your hires pay for themselves. They are paying for them. You're not paying for them. What does that look like? How is she putting that into practice? What are the roles? What are the people in her company doing? How is she deciding who to hire next and to ensure their success and onboard them without tearing her own hair out? What does it all look like you are about to hear? 

03:22
Andrea Nordling
And if you want more gems like this and you want more conversations like this, and you want to put yourself in a room of people that are having conversations about hiring and about mindset and about specifically money mindset, how to handle large amounts of money, how to make investments in your business, and how to ensure the success of your clients. You want to be in the mastermind, my friend. The profitablenutritionist.com mastermind. The criteria for applying for the mastermind is that you've already made at least $50,000 in the last year in your business. And ideally, you are at the six figure or multiple six figure level because these are some advanced conversations. We are having an advanced coaching in the mastermind container. But if that is you, and you're like, I need this. I need more of it right now. You absolutely do. 

04:05
Andrea Nordling
Go to the profitablenutritionist.com mastermind and get on the waitlist. All right. In the meantime, let's hear all the goods from Natalie. Okay. Natalie Pelto back on the profitable nutritionist podcast. It has been a year and a half since we last did an interview, and it's time to catch the world up on your business, which is going insanely well, at least from my perspective. What I can't wait to hear, I. 

04:33
Natalie Pelto
Can'T wait to hear the most of the numbers. So maybe the best perspective, maybe. 

04:40
Andrea Nordling
I mean, I kind of think that you're just killing it over here, so I can't wait to talk about it. Before we get into that, hold on a second. I'm pulling up my notes for our session because I actually prepared with some notes this time. I have things I want us to very specifically to talk about. I just did not want to end this episode, be like, oh, my gosh, we should have told everybody about this and this. But I'm going to start with kind of like a pop quiz question for you. Are you ready? 

05:09
Natalie Pelto
Sure. 

05:09
Andrea Nordling
All right. What are you doing right now that is getting you big results that other people aren't doing? 

05:15
Natalie Pelto
What am I? I'm actually. That are not doing. 

05:19
Andrea Nordling
Yeah, this is juicy. What are you doing that other people aren't doing? 

05:24
Natalie Pelto
Well, I can tell you what I am doing now. That what I didn't used to do, that has increased my time or my success, which a lot of people probably don't do, is I set a very clear intention before every task. 

05:37
Andrea Nordling
Oh, okay. Tell us more. 

05:39
Natalie Pelto
So when I did my. I did a little bit of life coaching as well, or high performance coaching, actually, prior. And one of the things that I noticed was that I have a hard time with transitions. And I think that a lot of us business owners do. We get. We either get hyper focused or we're literally getting interrupted every which way and not getting anything done. So every time I, like the challenge was to set an intention before every single task I did so that I would be more effective in that task. And it actually has been a complete game changer. So if I'm going to write, for example, sit with you on a podcast, I take five minutes before to just really set, like, what are my goals with this? 

06:15
Natalie Pelto
And same thing when I'm writing content, same thing when I'm going for a walk or I want to be present with my kids. It's been. It's actually increased success in every part of my life. 

06:24
Andrea Nordling
I love this so much. I mean, I knew I would love your answer, but I really love the specificity of that. Like, just taking a few minutes before each thing we do. Okay. Why am I to adopt that? Huh? Okay, okay. Okay. I love it. Now we have to get into, like, who you are and why are you here? Because everybody hasn't listened to your past episode. So, Natalie, who are you? Why are you here? What do you do? Yeah, let's start there. 

06:52
Natalie Pelto
It's so great that I did all these YouTube videos yesterday. So I am Natalie Palco. 

06:57
Andrea Nordling
She's used to the introduction. 

06:59
Natalie Pelto
Yeah, yeah. And I am the co owner and co founder of Blue Liferx, which is a. Well, I like to call it a wellness initiative and company that focuses on bringing lifestyle medicine to both adults and kids across the world. My expertise is specifically in advanced brain development for kids on the spectrum. And I work with kids with autism and ADHD. Actually, I work with the families so that we can potentially get them from a state of. And I like, I work with severe kids. I work with the ones that don't speak, that don't. That are severely aggressive, that in many cases are told they're gonna be institutionalized later. And so I work with our families to set up health plans and basically lifestyle interventions that give them completely different outcomes. 

07:42
Andrea Nordling
Yes, very different outcomes. I love the way that you say that in such a politically correct way that YouTube will, like, allow you to. I love it. Okay, so Natalie works with families of kids on the spectrum that are the severe cases which she has personal experience with, too. So we have been working together since the end of 2021 when she joined the profitable nutritionist program. Shortly thereafter, I launched the streamline and scale mastermind, and she was in that first group and has been since. So two and a half years in the mastermind. I have watched your business from the very beginning, because when you started in the TPN program in December of 2021, you were just starting your business. And we talked all about that in the last episode. 

08:29
Andrea Nordling
And so I will link to that in the show notes as well, because I forgot to go look at what episode number that was. Actually, I'll pull it up while we're talking so everybody knows that they can go listen to your whole story on that because we did an episode in December ish of 2022. So a year late, like a year later, and said, like, what has happened in last year, which was phenomenal, now it has grown way bigger and way faster, and you have a lot of exciting stuff going on. So this is a catch up episode, but also the nitty gritty from the beginning. They can go back and listen to in episode. I'll find out and tell you in a second. But the short story here is that we have worked together for a long time. 

09:11
Andrea Nordling
So I've been watching and I have some ideas about what I think is responsible for your growth being so tremendous. But I'm wondering about why you think it has grown so fast. Well, I guess that's a leading question, I should say. Do you feel like it's grown so fast. 

09:25
Natalie Pelto
It has. I think that in retrospect of looking at business growth from what we see, I mean, it absolutely has. And it did take quite a bit of mindset work. I mean, there was a lot invested both in my brain and in my knowledge that brought us here. And I do think that there are a few very specific things that have been very pivotal in my growth. One of them being very constrained. I am the known spaghetti thrower. Like, my wall was full of spaghetti, and I never knew what was working, and I often pivoted and shifted. So the profitable, nutritious program was that first step of, oh, I need to take data. 

10:07
Andrea Nordling
What? I gotta actually look at numbers sometimes. What? 

10:12
Natalie Pelto
Yes. And make decisions and not always change my decisions. And I think the biggest thing for me that I think that I constraint was the not changing my offer. 

10:23
Andrea Nordling
Yeah, okay. This is one of the things that I have that I think has contributed to your huge growth, is you created one offer and you've just perfected and iterated and perfected and iterated for years instead of. Natalie never comes to a coaching call saying, I'm thinking about switching. I'm thinking about adding, I'm thinking nothing. Zero drama about it. She's like, I'm just going to keep making this thing better and selling more of it. I'm going to keep making this better and selling more of it. And that was number two on my list of why I think you've had incredible success. So talk about that a little bit. Why has that been possible for you? 

10:55
Natalie Pelto
I think there was a time I just had to be told, to be honest. And then it just made more. It made so much sense to me at how much my mind would play around with these different little ideas sometimes. And then I would start these different little ideas like so many of us do. And very quickly, I realized that I was still just always leading myself back to a similar version of what I already had. And I was just trying almost to make it so that it molded to the public. But the truth was, is that it already was molding to the public as is. So, yeah, so very quickly, honestly, I just was like, this is it. 

11:32
Natalie Pelto
Like, I'm just deciding every time I would catch myself like, oh, but that looks like, you know, they're doing this, especially because I have a big presence on social media. And I would see, like, my fellow practitioners offering very similar, not similar programs, but, like, diversity of programs. And then I thought, oh, my gosh, it must be so exhausting to post about that all the time, to always. 

11:53
Andrea Nordling
Have something different to be talking about. Yes, yes. 

11:56
Natalie Pelto
And it really made it clear to my people and my niche and my. That I wasn't going anywhere. I think that was really clear. And in a world of, like, my niche is very, like the. The autism life is very unstable, very PTSD, very trauma based. And so when you have someone who's like, I'm going to be there and this is going to be how it is, and anything that's going to happen is just going to grow and get better in that same space that is safe. It feels really good for people. 

12:24
Andrea Nordling
Yeah. They trust you. They trust that you're going to keep showing up in the same way that they expect. And it's just going to improve. It's not going to change. 

12:30
Natalie Pelto
And I don't think that it's just my niche. I think that most people who are looking for health and wellness, they've tried a lot of different avenues in the maybe medical field, and so they need something that is more in that safe space. Like they're looking for somebody consistent that's gonna be there for more than ten minutes per appointment. 

12:49
Andrea Nordling
Yeah. And telling people that, I mean, they'll see it, they'll feel it, but also, are we telling people that? Because we just assume. I think a lot of times that people understand that what we do is different. It's like. But have we told them it's different because maybe they don't know that. I think you do a great job of telling people why this is different. 

13:08
Natalie Pelto
Yeah. So I think I've done your. The client copy quite a few times. At the beginning, through the journey, it was all about my story and what I had seen successfully in a few one ones and then successfully in maybe other people's stories that I was hearing online, because my journey was we overcame severe non verbal autism at six, which is pretty late in the game, as they say, and my son no longer has a diagnosis. So we did a lot of work, but there was only my experience that I could share from at the very beginning, and that had to be enough. But as that experience grew, my ability to share other people's stories and choosing to do that, I think that's where we lose track as business owners in the health and wellness field. 

13:53
Natalie Pelto
We repeat it once or we say it once or twice, and then we feel kind of like, well, that's it. They should know. 

14:00
Andrea Nordling
Yeah. And so they've already heard that. No, they haven't. Yeah. 

14:04
Natalie Pelto
One of the big things I think you always said was like, how are you talking to the people who are already in your orbit, but also the people who are just coming into your orbitz. And you worded a bit differently. But that's always how I realized, like, okay, I need to be talking consistently, not just to the people who are already here that I already. That I feel know this, but to all the people who are just coming in. And I repeat myself constantly. 

14:28
Andrea Nordling
Yeah, constantly. And that's when we know we're doing it right. I caught myself like a couple months ago. I realized that on my podcast. On this podcast, I don't introduce myself each episode. And I could, like, I could see that thought. I'm like, oh, yeah. Like, I can see my mindset. There is that they've already listened to so many episodes, but that's actually not true. There's new people coming all of the time. We forget that we need the reminder to give reminders. So this is all of our reminder from Natalie to be constantly saying the same things because the people haven't heard it. 

14:59
Andrea Nordling
I think it's so funny that you say that because I talk about your story all the time and I just assume, like, sometimes I'll think that I'm like, people have heard that Natalee made $7,000 in her 1st 48 hours in the TPN program. Like, everybody knows that and they don't know that. I have an ad running right now that's like 7001st 48 hours. It gets a lot of people clicking on it. That is so, first of all, so juicy, so compelling. And people don't know. They don't know. They don't remember. And it's our job to just keep talking about what is possible and how exciting to plant the seed of what is possible for people. That's all of our job. I think you do an excellent job of that. 

15:40
Natalie Pelto
Thank you. 

15:41
Andrea Nordling
Yeah, you really do. You really do. 

15:42
Natalie Pelto
Mission is everything. No, I totally agree. And I think that it also, what's really cool about being in the space that I'm at is I work with a lot of moms who are exhausted and they actually often, and this is the same thing for business owners. We need to be told things multiple times, but not just multiple times, worded like multiple different ways so that it sticks. Like some, like, it's not like things that I knew even when I started in the mastermind. Sometimes we say or we work on again. I'm like, I see it so differently now. I almost like, it's almost like I got it then a little bit, but now I really get it. And who knows how that's going to look next year? 

16:18
Andrea Nordling
Oh, that's such a great point. Because our brains and our understanding is different. We change. It's not. It's not, like, fixed. It's plastic. It's changing. It's molding. So we receive things differently at different times and understand it differently at different stages. Such a great reminder. Okay, so I pulled up the podcast episode just for anybody that wants to know, where do they go? Listen to Natalie's entire story. It is episode 62, which is titled seven K in 48 hours with Natalie Paltrow. So go to episode 62. 

16:49
Natalie Pelto
It's funny because now that has, like, happened. Like, we've. We've passed that. 

16:54
Andrea Nordling
Oh, yeah, yeah. For sure. So that episode was about when Natalie started her business, and she, I mean, we could just recap quickly. She lost her job in healthcare one day. She joined the TPN program. She watched a few videos, put them to work, realized, oh, my gosh, I could charge so much more than I thought was possible. I'm paraphrasing for you. You can step in at any point. She did two consult calls. She closed them both, $7,000 in her 1st 48 hours. And she sent me an email that made me ball in a public parking lot when I read it that said, seven k my 1st 48 hours. This was a great decision. And I just, like, cried like a baby in a parking lot. So I will never forget it. 

17:32
Andrea Nordling
And we talked all about that in episode 62 so people can go listen to, like, what that was and what that, like, what happened. But the first year in your business, you made a whole lot of money. You helped a lot of people. Did you happen to pull any numbers on this? Because we need to catch people up on what's happened in recent years. 

17:48
Natalie Pelto
Yeah, well, the numbers were. Well, they're rough numbers. Yes, yes, of course I have those numbers. I don't think you ever forget your first year in business anyways, because I went from being like, the caregiver or the breadwinner and the caregiver to now the same version of that, but in a different. My first goal after leaving the hospital was, I think that when we ended the last podcast and just to kind of pick up from there was that I wanted to one day make the same amount as the CEO at the hospital. That was going to be my version of, like, that makes me feel good and everything, all my decisions were absolutely, you know, in the right direction. But my first year, I wanted to just match my income. And so that is actually when we. 

18:32
Natalie Pelto
It all came down to, it was what I did in my first year. 

18:37
Andrea Nordling
You sure did. 

18:38
Natalie Pelto
Which was huge, because I had. I was at the, like, I had been 21 years in healthcare at the top of my pay scale. So that was extremely helpful in my. In our business, and. And I had a. I have a physician business partner who believed in us building this business, and that was also amazing to have that person that was just very supportive. My husband was supportive people in your life. Like, I just did a YouTube video on, you know, those five people that you hang out with are going to literally be either pushing you to success or potentially pulling you from success. And that I was very privileged to be surrounded by people who believed in everything I could do now, number wise, after that. So our second year, we again continued our growth. And I think that at the end of. 

19:25
Natalie Pelto
So at the end of last December, because we're now. We're going into six months after that, what we pulled was we had, because I know in the mastermind, we make these big goals, and I did not hit my goal. So I was. I didn't even. But you know what? I didn't even poo on myself at all. I was just so happy that we just were continuously seeing these families come in and seeing changes. It was almost like I was building the belief even more so in my brand, in my. In my ability to help these kids and. But, yeah, we still. We still brought it up. I believe if my numbers were right. 

19:57
Andrea Nordling
I made it to 160 in 2022. Yes, yes. 

20:02
Natalie Pelto
And then. And then this year, we've already, like, in the first three months. 

20:07
Andrea Nordling
No, wait, would that have been 2023? 

20:10
Natalie Pelto
So, yeah, 23. 

20:11
Andrea Nordling
Okay. 

20:12
Natalie Pelto
And now moving into 2024 in the first three months alone that we did, I almost surpassed that. 

20:19
Andrea Nordling
Yes. 

20:20
Natalie Pelto
And now going into the numbers of what we are at, I think that the last time I posted in our group, I was at 280 for the. 

20:28
Andrea Nordling
280 for the year today. Yeah. So we do revenue tracking inside the mastermind for a couple of reasons, because we forget, like, how far we've come if we aren't diligently tracking. So that is something that I'm a huge proponent of, is looking at your numbers, being comfortable with your numbers, and not making them mean anything about you as a person, good or bad. So we do a lot of coaching on the mindset around the numbers, but we do track the numbers. So that is how, when Natalie said at the beginning, she's like, well, you see the numbers. So you, like, see what's going on? And I'm like, I do see the numbers and I'm so proud of you. I'm so happy because you really don't make the numbers mean anything about you. From what I see as your coach, you really truly don't. 

21:07
Andrea Nordling
You're like, this is a data point. Are we on track for the goal? Are we ahead of the goal? I think you set your goal for 2024 to be three hundred k and you've made that in the first half of the year, which very exciting because things are really have snowballed and are growing very quickly in your business. It's super exciting because ultimately that means you are helping so many families. There is so much good that is happening in your community. They're supporting each other. You're hiring a lot of people in your company to further help your people which we're going to talk all about. It's just, it's very exciting. Those numbers don't mean like, oh my gosh, you're so amazing. Of course you are. 

21:47
Andrea Nordling
But it's like that is an indication of the level of impact that your continued just compounding consistency over and over, doing the things over and showing up and selling the same offer and making the offer better. Like, that's an indication of how that is paying off. And I just think it's so fun to watch. 

22:03
Natalie Pelto
So, so happy we have 100 families in our community and so that to me is absolutely mind blowing that there are 100 families that are coming to calls and getting the support and going through the program. It really, it makes me very hopeful for our future. I mean, I think when I state that my mission and vision is literally to see or normalize our kids going from that severity to independent putting their gifts out to the world because I see like in these kids, every single one that comes in the potential that we saw in our son. And if you saw him now, it's. 

22:40
Andrea Nordling
Like, I have seen him, I would never know. You'd never know. 

22:43
Natalie Pelto
Yeah. And academically, socially, you know, he has like a million friends. All the things that would be labeled as this condition, you know, he doesn't have the suffering portions of it and I think that's the most important portion to talk about is just like his. I just want that for everybody. And like looking at, I don't think that people really understand the statistics right now and I think in the health and wellness world we're seeing that more and more. Like, I'm sure you have a lot of people joining the TPN, where they're seeing, you know, a lot of families coming in for help that have kids on the spectrum. And these numbers, like, if you look at California, are like one in 21. 

23:16
Andrea Nordling
It's just so sad. So sad. Yeah. I am hopeful that people are searching out solutions instead of, like, how do I just live the baseline? Like, how do I just deal with this? 

23:32
Natalie Pelto
Half of the experts used to tell us that this is it, and now we have new half of the experts. I always say, pick your experts, because now this is changing even in the mainstream. I was at a conference and two slides that came up were looking at pollution in air quality as causation for autism. I was like, what? It's happening. It's happening. 

23:53
Andrea Nordling
Yeah. 

23:54
Natalie Pelto
Okay, so let's. 

23:55
Andrea Nordling
Let's go down this rabbit hole a little bit. So you are going to conferences. You are speaking in front of big audiences. You're doing a lot of really cool stuff, I think because of your willingness to just, like, keep going and you just keep talking about it. And these opportunities are coming, and you're not changing your niche every day. You're not changing your offer ever. It's. You're just a, like, doing. Staying focused and just doing the things that is really paying off in a big way for you. Some people listening to this will be like, oh, my gosh, I would love to be invited to speak on a panel in Dubai. Other people are like, can you please make sure that I never have to speak on a panel in Dubai? 

24:33
Natalie Pelto
We want to talk about why I even spoke on that panel in Dubai. 

24:37
Andrea Nordling
We do, we do. We do. People want to hear about it. So this is really exciting. These are opportunities that you're taking advantage of, which is also contributing to people finding out about what you do. 

24:48
Natalie Pelto
Yeah. So speaking opportunities are definitely big for me. And, I mean, I know that some people don't love to be on a stage. I love, love the energy that I get from just educating and just seeing, like, the light. For me, it's the light bulbs that go off, especially with this topic, when I see physicians, like, that makes so much sense. I didn't understand, but now I. Now I get it. 

25:10
Andrea Nordling
Yeah. 

25:10
Natalie Pelto
Now I see why this makes sense. And so what I did was I got her. I actually received a invitation to Dubai to not participate, but to attend the international conference for autism and neurodivergent or not neurodivergent, but neurodevelopmental disorders. And I was like, but wait a minute. I would be much better as a speaker. There and so my reply was, I feel like I would be a really excellent speaker. I gave just, like, a very short version of my story, and they messaged me back with the. They said, we do have a. Some spots left. Would you like to come and speak? And so it was that simple. 

25:50
Andrea Nordling
I just. It was that simple. Just imagine how simple it could be. I love it. 

25:56
Natalie Pelto
And you wonder how easy it is. So I don't even think I have talked about. I just received this invitation three days ago, actually, so I know I haven't been in the mastermind to talk about it, but I was asked to go speak again this year. It's in Orlando. Oh, he's. 

26:08
Andrea Nordling
Shorter flight, shorter flight. 

26:10
Natalie Pelto
And once you've asked once, it actually can travel into different opportunities and different opportunities. When people see you speak like, they just really roller. Like, it's just like a domino effect. 

26:21
Andrea Nordling
Yeah. And you're speaking specifically to physicians at this conference, correct. 

26:25
Natalie Pelto
It's a combination. Physicians and families. Yeah. Professionals and families. 

26:28
Andrea Nordling
Okay. Well, I remember, I mean, we definitely coached on this because you have not always felt as confident as you do right now in speaking in front of physicians. Yes. Physicians specifically have, you know, account could potentially have differing perspectives than yours, is what we're going to say with that. So what do you think has helped you get to the point now where you feel so comfortable doing that? 

26:54
Natalie Pelto
I think that what has helped is actually doing it more. Yeah, I remember. So I was also invited to speak just at a luncheon at, like, what we call grand round for a neurodevelopmental team in one of the bigger cities that I live in, which that was very stressful for me. But the truth is that I just had to be okay with doing it and letting it be imperfect. And the truth is that I realized very quickly that many of these physicians had kids. They came into this field wanting to help, and many of them are lacking tools in their toolbox, and they were welcome to ask questions. Their questions were very valid and often, like, directed towards their own kids. 

27:34
Natalie Pelto
When I was teaching and educating about, let's just say, picky eating or overcoming, you know, a specific transition, and I realized that they're just people. And I think that once that. And I had read that in Brene Brown's book before. It doesn't matter, though. If you read it's not really until you see their own vulnerability that you. You really just realize we're all just people. 

27:54
Andrea Nordling
Yeah. That's the repetition. Like, you receive things differently at a different. At a different point when you were ready to see that you did. Oh, that's so good. Okay, so, yeah, you're talking in front of groups of people that have the potential to refer clients to you. You're starting conversations in communities that are, I mean, that, like, the ripple effect of that is so huge. Just, it's big. It's really big. And I think for anybody listening to this, what I would love for them to hear in this episode is that we all have that capacity and at some level, we can all do that to the level of our comfort. But I don't think that you are always as comfortable with it either as you are now. 

28:29
Andrea Nordling
So let's just be open to the fact that, like, we can change our capacity to be seen and to be heard and to be a leader also changes over time. And that's super exciting to think about. 

28:40
Natalie Pelto
Yeah. I think at the beginning of the mastermind, even, like, I know that, like, your approach is always, like, through email marketing, but I, like, I have a multi, like, I kind of every which way and because I was that spaghetti thrower, but I never thought there would be a day where I would get to go to conferences and people would actually know who I was and actually love my story and say, I've implemented what you've taught me for free. And I literally see so much change in my child. Like, I was like, wow, like, where are you from? And she was, oh, I'm in the UK. And so this ripple effect is worldwide. 

29:16
Andrea Nordling
It's so big. It's so big. Which is, I mean, it's just like, I pinch myself every day. It's so cool to watch you do this. Okay, so I, I want to change gears a little bit. I do have some other things I want us to talk about because I have. One, two, three. Okay. Three things that I think that you do really well that have also contributed to your success. And we're going to get back to those, but before we do, I want to know what are some of the things that have been just epic fails for you that you, off the top of your head? 

29:48
Andrea Nordling
Because I feel like we do this and I'm certainly guilty of it, of talking about the things that work and to be like, oh, my gosh, and like, my business doubles every year or what, just like, these big numbers and make it seem like it never sucked along the way and make it seem like it all, the plan was the perfect plan and it all came together perfectly. And I just feel so good all the time and it's so great. Well, that's not true. So let's talk about some of the things that have sucked. 

30:13
Natalie Pelto
Yeah. Well, I mean, my first launch sucked. It was so bad. It was so bad that not a person signed up. I had worked, like, diligently for hours and days to write all this email. 

30:22
Andrea Nordling
Oh, weeks. Let's just be honest. Weeks. Yeah. 

30:26
Natalie Pelto
I was devastated. And I remember thinking like this, like, do I want to quit? I was like, no, but I'm like, this has to better. Like, I can't do this. And I just look now and think that, wow, if I would have quit on my first launch, like, imagine how many people would have. Like, I wouldn't even have in my circle in my life now. And, yeah. So, for sure, my first launch was an epic. It wasn't even an epic fail. It was a learning experience. 

30:53
Andrea Nordling
It was. 

30:53
Natalie Pelto
I, like, I look at them all as learning experience. And right now, I'm at the point, after that one, I changed everything for me. I needed a big fail. I feel like we all need a big fail to decide, and it's really the decision that comes after where you decide you either are going to fail as often as possible to, you know, learn more or you're going to quit. 

31:13
Andrea Nordling
Yeah. 

31:14
Natalie Pelto
And so I made that decision, and that was it. So every fail after has just been one more, like, tick of, okay, I learned something. What's the next one? For example, another fail was, how many of my webinars did I screw up? 

31:28
Andrea Nordling
Natalie had a streak of tech issues on her webinar that we just needed to wait for her to fix the problems. 

31:37
Natalie Pelto
Like, no sound. One slide that stayed for 2 hours. One person stayed on for 2 hours one slide of my webinar. 

31:44
Andrea Nordling
And you didn't know that the slides weren't turning right. 

31:48
Natalie Pelto
So, yes, lots of trial and error in the webinar, lots of email copy that. I look back and I look, I was like, oh, I can see why that failed. A lot of looking back, a lot of having to be okay. Why didn't this work when I thought it would? Like, I was sure it was going to work. And I was privileged that all my hires to this day are doing really are amazing. I love all of them, but I know that is an area that I was always concerned that would potentially, and I know we all go through this eventually, but so far, my hires for people who have helped me have all been at knock on wood unicorns, the horse, the unicorn that, you know. 

32:29
Andrea Nordling
All of the components of the unicorn put together. Yeah. Okay, let's talk about that a little bit, because we, this is something that we coach on a lot. In the mastermind container in particular is how do we systematically bring people on to support our businesses, take the 80% off of our plate that we don't want to and shouldn't be spending our time on. So we can focus on the 20%. That is our zone of genius that we love, that we want. Want, like, ideally, our whole calendar to be full of the 20%. So we have to start offloading the 80%, figuring out what that is, and teaching people how to do it so that they are confident in their capacity to do the thing and that we are confident in that capacity as well. And there's, like, a systematic way to do that. 

33:07
Andrea Nordling
I think you've done it really well. So let's talk about who you hired first and, like, kind of the. The different roles that you've hired for people that you brought on to support your clients and your business, because I just. I think you've done this well, and I'm sure that there's many fails along the way. We could, like, also touch on those, like, the things that just did not pan out. But big picture, you have people helping you do a lot of things, and it is working. So let's talk about it. 

33:33
Natalie Pelto
Yes, we have a team, I think I'd say, in total of five now. And so my first hire was a va, and he's amazing. And what I struggled with was to hand off top. So he. I remember, like, at the beginning, because I do, like, I did use upwork at the beginning, and. 

33:52
Andrea Nordling
And that's a software to find contractors domestic and overseas. Yeah. 

33:57
Natalie Pelto
And so it's in her Rolodex. And so I started this journey of. Okay. And I would see, like, his, like, what he would make, and it would be like, you know, $2 a week here, you know, $5. Just literally, that's how little. 

34:09
Andrea Nordling
Yes. Our dollars go very, very far overseas. And so when you see that someone is charging you $2 a week and you realize there's a lot of other things they could be doing for a few more dollars, you get very motivated. 

34:24
Natalie Pelto
And so that has exponentially gone up a lot now. 

34:27
Andrea Nordling
Yes. 

34:28
Natalie Pelto
And so at first, it was handing off these little tasks that I found very difficult. And I know that Andrea, and, like, she'll probably laugh when I say this. It was, like, my biggest one that I hated was actually uploading my videos. 

34:38
Andrea Nordling
I was just gonna say it. I was just going to bring it up because you said things that were difficult. And it's like, uploading call replays is not difficult, but it's something about it is, right? Like remembering to do it, doing it on time. Like, it's just the repetitive stuff like that somebody else can do. 

34:55
Natalie Pelto
Yeah. The downloading, the uploading, the opening and logging into zoom, logging into things is not my thing. 

35:02
Andrea Nordling
Let's minimize that as much as possible. 

35:05
Natalie Pelto
So, yeah, so that was one of the big areas. And so those were some of the first things that I started to give up and then my next hire, which were like back end tasks, like, I found someone who loved. That's all they wanted to do. That's all they wanted. Hold on. 

35:17
Andrea Nordling
Before we move on to back and test, like, what are the other things that this virtual assistant does now? We started with call replays and some little things, but do you want to just like, give a hit list of some other stuff? 

35:27
Natalie Pelto
So I have a community in circle. I love my community in circle. And so he is a circle expert. So he manages the back end work, not creation of anything in the community. He focuses on putting up specific posts that I've created at specific times, whether it's like my testimonials, whether it's my fulfillment posts, or he also creates all the workflows that we have there. I don't know if, I don't know if mighty networks has that, but it's like creating almost like an automated version of something that's going to help my people. When they come in, they get like a first touch right away, so that look at me giving the thumbs up. 

36:03
Natalie Pelto
They get a first touch right away so that I can really make sure that my people, my members that are coming into my community are feeling really supported and that they know exactly where to go from the beginning. Now he also helps me with data entry, which I would never have done. Like, he sends me all of the open rates for my emails and all of like on a beautiful little spreadsheet every Friday. So when I actually remember to open it, I know exactly how my launches have done. Everything is very organized. Like, he's a go getter. So find someone. He's a go getter. He will make his own task list based on some of the, like, random requests I send them through. Slack right now he's uploading YouTube videos for me. Does not do editing. That's not his thing and that's totally fine. 

36:48
Natalie Pelto
But he's actually doing all the things that I really would be not a good use of my time. 

36:53
Andrea Nordling
But these are largely recurring tasks that he has his own process for, like, doing them over and over again. And you're confident it's getting done because you guys have worked together for a while, you trust him, and it's. It's not even in your world to think about uploading call replays anymore. 

37:12
Natalie Pelto
No. And he just. And he's great. He reminds me. He reminds me when I have not done something. 

37:18
Andrea Nordling
Yes. Well done. Okay, so next hire for you was what? 

37:22
Natalie Pelto
So I did, like, I did read a little bit of Stacey Schultz, I think her book well oiled. 

37:29
Andrea Nordling
Oh, Stacey Tushell. Yeah. Yep, yep. Well oiled operations. Yep. 

37:32
Natalie Pelto
Yeah. And so. So I hired for sales, and to my very big surprise, my sales increased exponentially before they even started. So I quickly realized that my next hire should have. Well, I don't like the should word, but would have been better as a community manager where we could have more touch or a success coach of some sort. 

37:57
Andrea Nordling
Yeah. So I had selling so much that then the bottleneck quickly became fulfilling in the program and making sure people weren't slipping through the cracks. 

38:05
Natalie Pelto
Yeah. And onboarding. And, like, the time. It's like a wave. Everything in business of what I've learned in the last two years, especially, is it's a wave of change, and you just always have to be adaptable that when that wave comes back up and sucks in more of your time, to remember that there's really only 20% of what you should be or what is better for you to be doing and make sure that other 80%, you have someone that is there. And so when that wave comes, if you're resistant to the process of hiring, it gets a little harder, and it definitely shows in the deliverables. So, for me, we focused on delivery. I hired a community success coach. She is absolutely beyond any wildest dream that I could have ever imagined. She has completely, like, brought so much value. 

38:51
Natalie Pelto
Like, I kind of feel that she alone is worth the $5,000 of my program. 

38:57
Andrea Nordling
Yes. Oh, such a win. Yes. 

39:00
Natalie Pelto
And I have not added any increase in price. So I think that she is absolutely phenomenal. And she. She was a game changer for the success of my. Of my community. 

39:10
Andrea Nordling
Yeah. Which ultimately makes it frees you up to, like. I mean, just, I know that feeling of knowing my people are supported, somebody is there for them, answering their questions like they are so well taken care of, and it frees you up to go do more marketing, to go do more sales, to go do other areas. Maybe it's not doing any of those things. Maybe it just frees you up to just go to yoga every single day or whatever it is that you want to be doing with your time. 

39:38
Andrea Nordling
You have the peace of mind to do that because you know that your people are taking care of and then you go sell so much more powerfully and your marketing is so much better when you know that, like, just having this customer success coach what you just said is worth $5,000 in the program, like your conviction in that makes you sell at such a higher level. So I think a lot of people would be surprised at how proud, profitable it is to hire somebody to support your clients because that isn't directly selling, that isn't directly bringing in money, but indirectly it brings in a lot of money. 

40:07
Natalie Pelto
It does. And like, the connection that she makes with the individuals coming in, the type of support, like, she loves that and she loves like, you know, it's a lot of the two. I forget the other book that we've read in the mastermind. I don't forget the book, but I like, I forget the name. 

40:21
Andrea Nordling
Well, I just happen to have it right here you audio so they can't see it, but it's ten x is easier than two x is the name of the book. Excellent book. Highly recommend. 

40:30
Natalie Pelto
Definitely. And so that really, that book had a huge impact in my decisions with this specific hire and what she does. Like, she loves, like, she, if I asked her, like, what do you love to do? And she loves creating the content, she loves creating recipes, she loves talking to people. So that has been a huge blessing. She's really organized as well. So, so then the next person that I hired, well, actually we hired another success coach where I noticed, like, because the high focus is with delivery now that we had a new salesperson come in and our sales were very consistent throughout the months. 

41:04
Andrea Nordling
Let's talk a little bit about your sales person quick. Like how is that person selling? People are going to be very curious about what does that mean? 

41:11
Natalie Pelto
So they book my phone calls for me. They have conversations even in my messages. Like they are in a very big way connecting with more people. With outreach. They're like going out and finding like, I have a pretty big presence on Instagram, but it have to be, Instagram could be like on any really social media platform. And they connect with people. Like, they bring in people who they know are going to be a good fit for the program and then they talk to them and then they will book, they generally book a phone call with me so that I could do a sales call sometimes, and sometimes they don't have to. Sometimes, like, they watch the webinar and they're sold and then they just join into the program. 

41:50
Andrea Nordling
Yeah. So good. So good. There's so many different ways to do this. I know I would, if I was listening to this podcast, I would want to know, like, oh, my gosh, that's an option. Somebody could be in my DM's and be answering questions and pre filtering the right people, selling the ones that are ready, and then just sending me the ones that I need to talk to. And that's just so efficient. 

42:10
Natalie Pelto
I like a person. So there's a lot of programs right now or like, courses that will teach you how to create, like, super long. And this is another option that people can have is like a super long many chats DM sequence. I feel it's. It's still lacking. I like a human touch, and my salesperson is actually, like, the perfect person for us. They have their own health success story. They are 100% believing in what we do, and that makes such a big difference. It's just my team came to us at exactly the right time, the right people, so we're quite happy with that. 

42:45
Andrea Nordling
Totally. And he's very successful at what he does. So he brings in a lot of clients. So then you guys had to hire more fulfillment and customer success people and co. Because the clients are just flooding in. So. 

42:57
Natalie Pelto
Yeah, and then I found the areas in the deliverables where I can see that my clients need more support in. And so we found specialists in that area that believed in the same, like, lifestyle medicine principles that we do. And we brought in people who had compassionate coaching, people who could work on nervous system regulation, specific things that I wasn't as strong and I do not want to learn. And this was really constraint for me in my business. As a person who has eight certifications in, you know, nutrition and also background in healthcare, I know how easy it is to be like, well, I just need to know a little more. I just need this extra certification so I could teach this. 

43:37
Natalie Pelto
And I have really learned that constraining myself in the sense that there is someone out there who can do this way better than me, who will not need to wear multiple hats, who will literally pour their passion into my people. They're going to be the person for my people. 

43:54
Andrea Nordling
And I think that this is what stops so many people from hiring, is they think, well, I need to go learn it first, so then I can go teach it to someone. And I don't have the time, I don't have the bandwidth or I don't have the desire. And really, that's one way you can do it that way, but then you're always going to be the bottleneck. And the better way, the faster way is hire somebody that knows way more than you do. They're way better at this already, and they could teach everybody something if you wanted to learn. Maybe you don't. 

44:19
Natalie Pelto
Yeah. Like, our new coach is so amazing. Like, like, we go to her calls just so that we can get the benefits. 

44:26
Andrea Nordling
So good. So good. And what, like, just what a dream for your clients. Their results are. I mean, they speak for themselves, but I think it's so motivating and inspiring to watch your story and your, watch your business grow, because it wasn't like that. The first version of your program did not have multiple support coaches, and it did not have multiple automations and systems and check ins and, like, extra. So it didn't have that. It was just you. You just started very imperfectly, and you had a launch that did not go well the first time, and you kept going and, like, look where you are now, and I can't even wait for our next episode. 

45:01
Natalie Pelto
It's okay to cry at your first failed launch, too, by the way. 

45:04
Andrea Nordling
It is okay to cry at your first failed lunch. Of course. Of course. That definitely happened. I mean, I sure did. And I've had those, too. And I should be. I really know that I should be a lot more transparent about things I failed. I've had launches that had zero people watching, zero people buying all of the worst case scenarios, whatever they are, tech wise, money wise, I've had all of those things happen. So whatever the worst case thing is where your brain thinks, oh, my gosh, if that happened, that would be the worst thing. Just let it happen. And then you realize you didn't die and you get to keep going, and then you're not scared of it anymore. 

45:37
Natalie Pelto
You get to make that decision. I quit or I don't quit. 

45:39
Andrea Nordling
Yeah, I quit, or I don't quit. And aren't you so glad you didn't quit? Oh, so exciting. Okay, so you have lots of people helping you now. What are you finding is surprising about that, about being a leader of a team and not doing everything yourself? Do you have any insights there? 

45:57
Natalie Pelto
Yeah, I think that my biggest challenge was actually to have our first team meeting. This was kind of interesting to be able to sit in a meeting, you know, lead a meeting and talk to these wonderful people and ask them basically the same questions. That I asked myself in the mastermind, and we go through each area of delivery or marketing or sales and we say, well, what is going well? Like, and so we break it down with, you know, data. And then of course, we're always making things better. And what I've noticed that was really surprising is how much better and quicker things move with them there. 

46:37
Natalie Pelto
I would not have had the bandwidth to even think about how to clean up my community, how to make it more simple, how to make it simple, very easy and sustainable for people to come in and know where to go or who to talk to. Whereas when you have multiple people who are there literally with their expertise in there with so many fantastic ideas, it's actually kind of mind blowing to think back that like, some of these people have better ideas than I ever did. 

47:02
Andrea Nordling
Yeah, for sure. Like, I didn't know that was possible. Great, let's do that. 

47:07
Natalie Pelto
So that it, that is, that has been my biggest surprise is just the amount of changes we've been able to implement. It's sometimes, and it's not that it's a lot of changes that happen very quickly. We do constrain, again, always constrain too many changes at once. But what we do is we take some of those biggest ideas, the ones that we feel are going to have the biggest impact, but some of these I would have never had on my own. 

47:29
Andrea Nordling
Yeah, yeah, of course. So what, like, what could you imagine somebody being concerned about hiring about? Like, what can you imagine that they, their objection would be and what would you say to that? 

47:41
Natalie Pelto
So the first thing, so I think my first objection is like everybody else's is I can just do it and I can probably do it just fine myself. And I want to say to that someone out there wants to do that thing that you really don't want to do and they're probably not going to cost what you think they are going to cost. 

47:58
Andrea Nordling
Yes. Yeah. 

48:00
Natalie Pelto
So, and I think that, and that's where I was not effective and efficient at, let's just say, uploading videos like replays, whereas, like, my va can do that in like, not even an 8th of the time that I could do that. 

48:12
Andrea Nordling
Yeah. Has a system for it. Has a plan. Never misses a be. 

48:16
Natalie Pelto
My thoughts were, it's gonna cost me what I cost. 

48:20
Andrea Nordling
Yeah. 

48:20
Natalie Pelto
No, and it's not, that isn't the way that it is because they're so much more efficient. They could do so much more and they enjoy it. So that would be my first is like, that's where there's a lot of resistance at the beginning is like, I can just still do this. I can just. And then, like, you're working twelve hour days, 16 hours days. Once you get to those 16 hours days, like, three times in a row, three days in a row, you are burning out. You are actually slower. You are slowing down your growth, not just in time, but you're slowing it down in efficiency. Like, you're. You're having this multi impact. That's negative. 

48:50
Andrea Nordling
Yeah, totally. 

48:51
Natalie Pelto
And so that's something to think about. And then the second thing that I would probably say is that the fear of not being able to pay them. 

48:59
Andrea Nordling
Yeah. It's, I think, the biggest thing, for sure. Yeah. 

49:02
Natalie Pelto
Yeah. 

49:02
Andrea Nordling
So how do you get over that? 

49:05
Natalie Pelto
You just have to believe that each of these people are paying for themselves, even though I don't talk to my team members that way. Like, we call them team members because they're honestly such absolutely magical individuals that they're part of a team. But they do like, to me, when I want to bring someone in, I look at the ways that they would be able to pay for themselves, whether it's like opening up time for me, whether it's creating more value for program where I could charge more or more people come in just because of that value. And that is how I hire right now. And I think that's been really a game changer to realize that every month has been okay. Like, it is scary. I'm not gonna lie. You're never not gonna be scared. 

49:48
Natalie Pelto
At the beginning of every month when I'm like, okay, I know that there's revenue coming in still. Even from last month, I still have that fear. It's just normal. You just do it anyways. 

49:56
Andrea Nordling
You just do it anyway because there isn't a day in your business where you wake up and you're like, oh, well, today I have nothing to do. There's nothing on my calendar. So now I have the time and the space to go hire people and onboard them. And the bank account is so full. Like, I don't even know what I'm going to do with all this money. So that's the perfect time to hire. That day will never come, either of those things. You're only going to keep getting busier. You're only going to keep growing your expenses as your business gets bigger. And so, like, you got to get over it sooner rather than later. I say, like, hire right away. 

50:32
Andrea Nordling
Have somebody start doing especially the mundane, like, tech stuff that you don't like to do just have somebody start doing that 5 hours a week in the beginning, which the dollar goes so far overseas that kind of an investment would. Could be like $20 a week, actually, just start doing that, because then you learn the process of communicating your expectations to people and your processes to people. You start getting the support. You realize you don't have to do all the things that you don't like to do anymore. And you also realize, I can figure out how to pay for this person. They're paying for themselves. I can count on myself to be resourceful. I can do it. 

51:06
Andrea Nordling
And then your confidence in yourself grows over time, so that when you get to the level of business that Natalie's at, where you're writing really big checks every month, paying people, you know, I got this. We got this. We're a team. We're like, we can sustain this, because you certainly wouldn't want to jump in to the level that you're at right now without having built your tolerance along the way for, oh, my gosh, no. 

51:28
Natalie Pelto
I can't even imagine even just, like, being able to talk to someone and, like, tell them what to do. Like, you become much more efficient with how, like, I think I used to write, like, paragraphs on what I needed to do that could have been condensed into just a few very short form sentences. They understand data, like, especially Vas, and people who work in that field. They don't need a big explanation. Like, they've never done it. 

51:50
Andrea Nordling
Yeah. Like, they do it way, way better. And if you're honest with your team that you want them to tell you where they see areas where they could grab more stuff, and, like, if they have permission to do that, they will. And they'll be like, why are. I was just thinking about this. So Natalie knows Raven. Raven's the director of operations here at TPN, and she started as a very part time online business manager, like, ObM Va, she very part time. And I was super neurotic and weird about giving her tasks because I thought, I'm like, this just takes forever for me to explain how to do this. It's easier for me to just do it, like, later. We'll get to that. Because I just was. 

52:27
Andrea Nordling
I was at capacity, and my brain didn't want to slow down to get her on board, and she was very sympathetic to my neuroses for a while until we got to a point where we had a report, and she was like, listen, she didn't say it in this patronizing way, but she basically said, listen, that's so cute how you keep doing these things. And I have a process that is so much better and I'm just going to take that and I'm just going to handle it. And you just never think about it. Which made me realize, oh, my gosh, if we wait around for me to be ready or if we wait around for me to train you on how to do it, and you already know how to do this way better than me. 

53:01
Andrea Nordling
Like, how am I, how was I not seeing that? We're going to be waiting forever? 

53:04
Natalie Pelto
So we've both learned that same experiences. Like, oh, how come you're not using this website instead of that one? And I was like, I don't know. 

53:13
Andrea Nordling
Because this is what I did. I don't know. 

53:15
Natalie Pelto
And then he's like, it's all done now. Like five minutes later. It took me like two days, of course. 

53:20
Andrea Nordling
Okay, it's all done. You'll get a bill for $1.25 later. 

53:26
Natalie Pelto
It's been amazing. And we're actually even gonna hire. Like, we're already ready to hire at the end of the summer. Summer summers are very special for me. So I lost a lot of summers with my kids because of healthcare and now I get to enjoy them. So our next hire is happening in September, but they are. 

53:43
Andrea Nordling
Yeah, you're protecting your summertime, which I love that for you. I love that for all of us that we get to do that as business owners. We get to decide do. I would just want to pull back. I get to. I love it. Your version of pulling back, though, is different than most people. Okay. So that was going to be my next question is what are some of the next hires coming your way? And I just love that we can have this candid conversation for everybody that's just wondering. 

54:07
Andrea Nordling
Like, I know we're kind of, like, throwing some terms around and stuff, but this is something that we coach on a lot in the mastermind and we talk a lot about is, like, onboarding and setting KPI's and what are the metrics that you track to make sure that whoever you hire is paying for themselves and what, like, how do you run the cadence of meetings and, like, job posting templates, that kind of stuff? This is. This is like, really where we get in the weeds. So I love to hear what your plan is moving forward on. Like, what are your. Some of your next ones. 

54:32
Natalie Pelto
So for sure, we will probably have more success coaches coming in within, I'm hoping the next year, specifically my OBM is my next position coming in. That's a huge one for me. I'm at that stage where you were just talking about, like, how do I just give all that up? So I. One of the best ways to actually do this, right, is to track your time. So my goals over the summer are to take at least one to two days, a busy day and a not so busy day, and track all the tasks that I'm doing. Doing and just really seeing, like, is this. Is this the value, like, valuable time? Yes, and I don't think it is. And then building out our. I'm lucky I already know who my OPM is going to be. 

55:13
Natalie Pelto
So we'll be building out this position together and focusing on making sure that we're both, you know, in a good place and happy. 

55:20
Andrea Nordling
Yeah. So that person is going to take, like, a lot of responsibility off your plate, I would imagine, for some of the recurring tasks that you're still doing. 

55:27
Natalie Pelto
Hiring no more. I don't want to do that anymore. 

55:30
Andrea Nordling
Yeah. And that's what I was going to say. I'm probably helping with managing. Managing the team that is there. Yeah. 

55:34
Natalie Pelto
Oh, yes, she is. It's lovely if you can find someone who knows your niche, your business. And I just happen to have, like, the perfect candidate who is. Actually knows exactly my niche, knows exactly what to expect, knows the program inside and out. So for myself, like, it's just. It absolutely makes so much sense. 

55:56
Andrea Nordling
Okay, so this is a great point. I didn't know were going to go here, but let's talk about it a little bit. You obviously are telling people what, like, what your needs are in your business, you're having conversations about it, and then lo and behold, they come out of the woodwork and they're already there. So great reminder for everybody to talk about it. I've been doing this recently as well, talking about, like, well, yeah, these are some of the next hires we're making. And I'm having a similar experience where people, like, I never knew that this was something they were interested in or they know somebody that, like, that's their specialty and they happen to kind of already be in my orbit. I had no idea. And we're kind of organically having some of those same situations. So that's a great reminder. 

56:34
Natalie Pelto
Yeah, it is. You just have to ask. I've learned. I think maybe that's, like, the one. Like, maybe that's not the number one thing you have that you had on my list of what business. But the first, I think that one of the things I just. I did ask a lot. 

56:46
Andrea Nordling
You did ask a lot. Yeah, you just. You talk about what you're doing. Okay, here is what's on the list. Let's, like, land this plane with some of these things. I see as your coach now for two and a half years, going on three years, I see you evaluating constantly. I think you are a master at evaluating and actually looking back at your past evaluations and informing your decisions for what you're going to do next. And I really think this is the boring work that most people skip, and you really do it. And I truly feel like that's a huge catalyst for your growth. 

57:19
Natalie Pelto
Can I share something on that? I did not know at the beginning of the mastermind how to evaluate. 

57:23
Andrea Nordling
Perfect. 

57:24
Natalie Pelto
I literally had to be told what to do and how to do this, and I was nothing. It is a top behavior, so don't feel like you need to be a strategist on this. It just literally was something that I had to carve the time out 15 minutes after a connection call, 15 minutes after my, like, or at least like half a day for after launch. Like, I had to book it in. 

57:47
Andrea Nordling
Put it in the calendar, and make sure you do it. Yes. 

57:50
Natalie Pelto
And now it happens. Now it happens on the fly in my head, like, it becomes a very simple task. But at the beginning, it was. I just want people to know that. That it was not easy. It wasn't something that we naturally do. No. I also carried over to my clients. 

58:06
Andrea Nordling
Exactly where I was going to go next. So let's talk about it. How so now? 

58:11
Natalie Pelto
So one of the pieces that I do see definitely in the autism world is, especially in picky eating is like throwing. They're all spaghetti throwers. And with the world really becoming more mainstream and understanding that autism outcomes can have, like, autism can have different outcomes that are so much more beneficial for these kids. There's so many hands in this pot. And when I say there's so many hands in this pot, there is like a million and one ways that you can treat this one thing in autism, whether it's candida, whatever, it's like a health, an underlying health condition, and people will do them all. They're just like us business owners. Like, I literally could see my own journey both in autism and also in my business as I'm watching these poor. 

58:55
Andrea Nordling
Families stay up every single thing at. 

58:58
Natalie Pelto
03:00 in the morning, and they're throwing spaghetti at the wall. 

59:01
Andrea Nordling
Yeah. 

59:01
Natalie Pelto
And so I taught them this evaluation process and their breath out of relief to know that a symptom is attached to, like, that we can monitor their symptoms without waiting for blood work, without waiting for testing, they literally are taking a consistent tweaking action that makes their results that much faster because they don't have these, like, big lags and delays. 

59:24
Andrea Nordling
And it's not rocket science. It's just being willing to do the evaluating. Just, let's just keep our brain back to, like, let's evaluate. Let's evaluate instead of scrap all of it. Start over. None of it's working. Let's do something new. Oh, my gosh. How terrible does that feel? Okay, so that's number one on the list is I see you evaluating constantly and not just evaluating and then being like, well, that's it. It. For a lunch, for example, you'll do a very comprehensive evaluation of your launch, and then you will use the what I'm going to do differently portion, and you will actually do it differently the next lunch. And you look back at it, and I just think you're such a great model of that. 

01:00:01
Andrea Nordling
I think you coach yourself and you're willing to get coached, and I think that those are two things that are also big contributors to your success. I'm sure I've been at least a small part of that in helping coach you because we have worked together for a long time. But I think really, you coaching yourself is the biggest thing here because you really are examining your thoughts and asking yourself, like, why am I doing that? Or why am I avoiding that? Like, let's dig a little bit deeper. And I watch you do this, and I think you just do a great job of coaching yourself. 

01:00:33
Natalie Pelto
Thank you. It's an effort. Well, it was an effort. It's getting better now. I could at least do it, like, not on paper every day. Now it's like, why did I think that? Why was my, why was I believing that? 

01:00:46
Andrea Nordling
I don't want to believe that anymore, as we all do love it. And then you're not changing your offer. Huge. Like, huge. I want everybody to hear that. We got to circle back to it again. Not changing your offer even when it wasn't working, even when you were doubting yourself, even when you thought there's probably a better way, there really isn't. So let's just keep going on this. This one's already going. Let's just keep going on this offer. I love that. And then the last thing is that you follow your three year plan and you keep evaluating based on what your bigger goals are. So I like, we kind of use that as a north star in the mastermind. Like, what are the bigger goals like, what does this look like in the future at a bigger level? 

01:01:21
Andrea Nordling
And then we work backwards on, well, how can we start today and this quarter working towards that bigger goal, which, like, you really do, and you put that process to work, and that's why you're exceeding your goals now. 

01:01:33
Natalie Pelto
Right now, I'm looking at it every week. 

01:01:34
Andrea Nordling
That's so good. 

01:01:35
Natalie Pelto
Yeah. When I do my team meetings, it's a good. Because I have to pull those numbers anyways. I'm also looking at. At. It's a good. It's so easy for us to get distracted, like, to the shiny new thing that everybody else is doing. Oh, Menichats came in. Let's bring that in. Oh, this is happening. Let's bring that in. But if it's not, like. Like part of that three month plan. Now, I've really learned that constraint is so powerful. 

01:01:59
Andrea Nordling
Yeah. Makes so much more money when you don't try to do all the things we say. Constraint equals cash for sure. And saying no is hard. 

01:02:09
Natalie Pelto
It is a lot. I don't say no, though. I just say, well, not right now. 

01:02:12
Andrea Nordling
Right now. Yeah. Yeah. That's a great point. It doesn't have to be no. It's like, not right now. And here's when we're going to reevaluate that. Like, we're not even going to think about that for six months. 

01:02:22
Natalie Pelto
Yeah. My brain likes to have it, like, scheduled for later. 

01:02:25
Andrea Nordling
Yeah. 

01:02:25
Natalie Pelto
Versus no. It's like, okay, not right now. Okay. I can handle that. I could just not think about it until then. 

01:02:30
Andrea Nordling
Just not think about it for six months, and six months comes, and then you look back at that idea, like, terrible one. Glad we didn't do that. 

01:02:37
Natalie Pelto
So that would have been a 16 hours day. 

01:02:40
Andrea Nordling
Yeah. Yeah, exactly. Okay, so I covered everything I wanted to say, but is there anything that you wanted to make sure that we covered that we didn't talk about? 

01:02:49
Natalie Pelto
I think that just if you have the opportunity to get a coach to make sure that you are consistently having someone challenge your thoughts, I think there's nothing more valuable than that. But I also like it in a group setting. I'm not gonna lie. I'm a group. Like, now that I also run a group program, I feel that I would prefer group settings to see that connection that you build with other people is completely life changing. So the more that you can have someone challenge you consistently, the better it is. 

01:03:18
Andrea Nordling
Yeah, I totally agree with that. I agree. Okay. Like I said, I'm very much looking forward to our next update. It is so fun watching your videos business just explode and, like, just echoing everything we said. The ripple effect of that for your family, for all of the families. 

01:03:36
Natalie Pelto
Yeah. 

01:03:36
Andrea Nordling
So glad you didn't quit after that. 

01:03:40
Natalie Pelto
Yeah, and, like, I'll piggyback off the last thing I said, too. That's kind of important about group work is, like, just making sure you're in that successful room. Right. Like, joining the TPN was hard for me at the time. I had spent, like, my life savings of leaving the hospital, so it was really helpful to not be in the a space where people were not supportive. 

01:03:59
Andrea Nordling
Yeah. 

01:03:59
Natalie Pelto
And, like, having, like, people consistently showing me success around me. That is what I also see in my own group coaching program. 

01:04:08
Andrea Nordling
Yeah. 

01:04:09
Natalie Pelto
That's what I see with my kids. They have each other and they are moving. 

01:04:14
Andrea Nordling
Yeah, that's. 

01:04:15
Natalie Pelto
It's magical, I think. 

01:04:16
Andrea Nordling
I mean, that is true for all of our clients. I would say for sure, for anyone listening, when you put yourself in a room of people that are ahead of you're going to get to that point so much faster. And I think a lot of us want to stay kind of like big fish in a small pond. We want to be like, I don't want to get into that advanced room until I'm really ready. I kind of like it here. Like, where I'm like, I'm very comfortable. I know what I'm doing. And I would push you, like, get into the advanced room, put yourself in advanced rooms. Whether it's the profitable nutritionist program, whether it's the mastermind or a completely different program, someone else, like, who cares? But put yourself in the advanced room. Put yourself with people. 

01:04:55
Andrea Nordling
Like, I think about it as with working out, if I was training for a marathon, I'm not doing that. I have no intention of doing that. But if I was, I would want to run with people that were better than me. I wouldn't want to run with people that, like, are at my level because then that. No, I would want to be, you know, training with people that have already done it, that can help me, give me pointers. I don't know. Okay. So, Natalie, how do people find you? Where do the. Where are all the places that you are on the Internet? 

01:05:19
Natalie Pelto
So I am. Well, I am on YouTube. It's Blueliferx. And that just because I was working on that. But mostly I am on Instagram. My handle is spectrum. And I also have a website. It's ww dot blueliferx.com. And those are all. Everything is linked in there. It's a pretty simple site that they gave. 

01:05:38
Andrea Nordling
Yeah, we will have all of that linked up in the show notes for sure. So who are the types of clients that people should send a your way? People that are listening here, and they're like, those are not the clients I want to work with. I want to send them to Natalie. Who are those people? 

01:05:51
Natalie Pelto
Exactly? And, I mean, it's no different than me having adults that come to see me with abdominal or different. You know, I'm like, oh, I know some people for you, but for me, who I like, my people, the people that I serve are families with children on the severe side of the spectrum. They can come in high functioning as well. Any. Any child who has basically a learning disability, who needs brain development support, and families that are suffering where oftentimes, like best, this is the scenario that I see, is where a parent has been. The child is so severe that the parent has had to stop working almost. And, like, they're at the point where schools are no longer accepting them. These are generally the kids that I can see change very quickly within the program based on the framework that we have. 

01:06:36
Natalie Pelto
And also, of course, any. Again, any child that needs brain development support. Right now, we're seeing things like, in classrooms. About half of the classroom have ieps and different. Different learning needs. Anybody would actually do well within the program for that. 

01:06:49
Andrea Nordling
Great. Okay. We'll have everything linked up in the show notes. Send all of the people to Natalie. If you don't serve them yourself, she will take very good care of them. Thank you, friend, for coming and doing an episode. Can't wait till we do the next one. 

01:07:01
Natalie Pelto
Yes. 

01:07:02
Andrea Nordling
All right.