093: From Referrals To Generating Your Own Leads And Clients

Referrals are proof you’ve built something worth talking about, with strong relationships, a solid reputation, and results that speak for themselves. But, relying on them as your primary source of business is often a passive and unreliant approach that probably doesn't suit the client-acquisition season you’re in.

By listening [and taking notes], you’ll learn:

• How to identify what drives your inbound referrals
• Why we don’t want to abandon referrals, but instead couple them with new strategies
• The mindset shift required when trying new marketing methods
• My chosen five ways to start generating leads beyond referrals

We don’t want to leave your growth to chance - let’s combine something great, with something proactive.

Mentioned in this epiosde:

• Episode 83: Established Businesses, These Strategies Are For You - listen here

Enjoy!

For your Complimentary Consultation click here or visit: shannonstone.com.au/consult

Let's Connect on LinkedIn!

If you’d like to work together, book your Complimentary Consultation here.

Transcript

SPEAKER_00 0:05

Have you noticed so much business and marketing content out there is so abstract and airy fairy? Like what they're saying sounds good, but what do you actually need to do? That's where the Good Marketing Good Business Podcast comes in. This is where I share practical strategies to help you grow your service-based business. And in case we haven't met yet, I'm Shannon Stone, award-winning business and marketing consultant. And for the last decade or so, I've been diving in deep with small business owners, helping them to make more sales and get more done in less time. And today's episode is no different. Enjoy. Hey guys, welcome to the podcast. Very excited for this episode today. We are talking about going from referrals to generating your own leads and clients. It's a great conversation we're about to have. There's some excellent steps that I'm going to take us through and really talk about this conversation because I've had a lot of clients and your business, my business, is probably not much different. Where we mostly get our business from referrals, which is a really great method, and we'll talk about that. But also there can be a little bit of a downside to just relying on for referrals. So I want to talk about if this is you, how to kind of go down this path so that your business is built and continues to be built in a really robust way, and that we're not throwing things out that do work and we're not almost like bait switching ourselves into some completely different strategy while forgetting, you know, a method that has really worked for us up until now. So definitely have your pen and paper ready. As always, there is a transcript, but I also like to put this episode on LinkedIn. So if you like a written version, something that's like really easy to scan, if you're maybe like to do both, if you're like me, do check that out. Just look at Shannon Stone on LinkedIn. And the companion article is always titled the same as the episode. So it's very easy to find. Okay, let's jump in. Alright, so I and you and everyone else. We know referrals are great. What

Referral Strategy Reflection

SPEAKER_00 2:25

they do is they show that you've let your relationships, your reputation, and your results lead your business, which is an amazing thing. I think it's a real pat on the back. If no one's given you a pat on the back about your ability to generate business through referrals, like let this conversation be that. Even if it's in small quantities as well, a lot of businesses don't require a large volume of clients because they might be on retainer, they're on higher fees and things. So don't discount the fact that you've got referrals in your business as a method. So I just want to kind of acknowledge people that referrals are amazing. They do demonstrate that it's, you know, your relationships are great, your reputation is great, and the results, how you actually help people, is really doing something, it's showing something. It's a very different marketing strategy, if we want to call it that, which yeah, it's a marketing strategy as well. It's very different from being in full, what I guess would call control over your marketing, where you're distributing stuff, publishing stuff, and um anticipating that those will turn into conversions. Now, the downside of referrals is people do often find them to be an inconsistent mechanism to rely on, especially in seasons where you want to generate more business. Like most people, I would find referrals come to them just out of default in a way. They're not really doing too much, they're not going out there and purposely establishing those relationships. Or maybe you have at points in time, but relying on the nature of referrals to meet your revenue goals, meet your client targets, and all these kind of things, it can be a bit of an inconsistent approach. So that's why I often see people say we've just been relying on referrals, but now we've got to do something, we've got to put it into our own hands. How can we do this in a way where we have more control? So you might look at it as it's going from a often passive approach to a more proactive one. Now, when I was preparing this episode, I was like, okay, I know this is a common thing for people. They want to go from referrals to generating their own clients. And I was like, okay, what would I tell people to do? What's like the steps that they should take? And I think like what you're probably wanting and thinking, which you will get that as well. I just started thinking, what are the marketing methods for service-based businesses who have been really relying on referrals to then start, you know, being more proactive about their marketing. But there's actually a couple of steps that are pivotal to helping you with almost like that transition, if we want to call it that. So there's five things that we'll go through today. They're very intentional. I really do uh, or what I don't do is just kind of throw ideas out there. I like to be more intentional and thought about it and think, is this actually gonna work? Is this the true advice I would actually have on this particular topic? So that, because I think I take it seriously. If someone is listening, they're hopefully gonna do something with the ideas that I share. And so I don't want to give you things that are very fluffy, things that you could just Google, but they're not really gonna do anything and kind of give you like the fruit without the seed. All right, so the first step in this transition or this process, I would identify and double down on what has created those inbound referrals so far. So I want us to kind of focus on that referral piece first. So really investigate what has created referrals for you. There's a second part to this, is what about those aspects can you actually control or could you control? So you might say, okay, referrals have come from meeting this person, meeting that person. I went to that event, I I gave a presentation at this thing. You know, I want you to kind of what's the lay of the land when it comes to referrals in your business? What has actually helped you to generate those referrals? And I like people to be really specific with this, like like literally names, like, okay, this client came through that person, and these are the actual pieces. It's because I went to this particular event, or we were doing these particular things, or I spoke on this particular topic, or they were experiencing this particular problem. Like, get really specific about what created those referrals to actually come into your business. So just I would go, my best advice would be go client by client. Where did those come from? Or referral by referral. Even if they didn't convert or they haven't converted yet, that's a lot of amazing data that you have. And so I'd be writing all of that down because what that reveals to you is basically your referral strategy up until now. And whether you've seen it as a strategy or you've been intentional about it as a strategy, that is a proven strategy for your business. It's already generated you clients. What we're doing now is we're revealing what that actually entails. Sometimes results can come in a business without knowing the granular details of it. And often you can't create those granular details going forward. You can only create them when you look back. And so that is what I want you to do. I want you to identify what has this referral strategy looked like in your business and what parts of it can you control? Because if you're gonna start being more intentional about generating your own leads and clients, it really comes down to what are the things you can control, what are the things that you can do, what are the things you can be proactive about. So that is the first step for us to do. And I want to interject here a concept. It's called Concept Framework by Alex Hormosy called More Better New. And it's a really great framework to stick by. It's something I've used for the longest time as well. But he's just put some nice words to it that make it really easy to remember. So how can you do so? Once you've identified, you know, the components of your referral strategy, how can we do more of that? So, how can we do more of those pieces that you start to reveal? Can we go to more of these events? Can we speak to more of these kinds of people? Can we do more of this type of presenting? So, how can we do more? That's the first step. The next step is better. So, more better, new. Can we be better at this? Can I be better at setting up meetings with people, better at setting up events that we're going to present at or network at? The final piece is the new piece, which is what we'll talk about at the end of this point four and five in the five steps I'm going to talk to you about. But it's like we don't want to throw away strategies that work. And people can often throw their hands up and like, yeah, we're not doing that anymore. We're going to go and do this particular strategy or this way of doing business. It's like, which does bring me to step number two, which I've titled Check Yourself. And in that, is like, don't throw the baby

Check Yourself

SPEAKER_00 10:09

out with the bathwater. If this has worked for your business really strongly up until now, understand that that is really powerful and we don't want to get rid of it. So that's important. If you want to start taking leads and clients into your own hands, referrals are actually part of that. And so that's why step one is really important: revealing those details and those granular moments that create those referrals for you. And that's why it kind of leads us into this second part. Don't throw the baby out with the bath water. Make sure that we are not forgetting about referrals. We want to start getting intentional about referrals. And the whole goal of this episode is to build a really robust marketing strategy all round for your business, not to just give you something new and forget about something that has actually already been working for you year on year. Part of point two with this whole check yourself type of thing, it's almost like these are the honest conversations I think more people need to have with themselves or that I'll have with clients as well. It's understanding that you're about to do something new. So you've had referrals going on, you've probably had some marketing happening, but that hasn't really been your most reliant source for generating clients. So you need to understand you are about to do something new, and that's a new undertaking. It's going to take time, it's going to take time and refinements to perform and perform in different ways. So you've got to understand it's quite an experiment to introduce other things, and they're probably going to work and generate clients for you in different ways. So if you're getting clients through referrals, they're probably the easiest clients you're ever going to convert. If you're getting clients or leads from other sources, say from doing newsletters or social media marketing or whatever the other marketing methods are, those people that come from there, they don't have that warmth. They don't have that connection. They don't have always, they don't always have that trust that would come from a referral channel. So you need to understand, it's like we're playing a different game here. Yes, it's all in the field of marketing, but it's like no two marketing methods are built the same and are there, they're not going to perform the same either. So you have to understand they're going to perform in different ways. And so it's almost like we need to know the field we're about to enter into. And that's why I really reiterate that we don't want to get rid of referrals altogether. It's important we do want to keep those. Um, but just know that there's some other factors at play as we start to try some new things in our business. The final piece I want to say on point two, with like check yourself, is that doing marketing different ways, it I said it could in my notes, but I was like, it definitely will reveal gaps in your business and in your customer journey. So when you generally get referrals, you know, it's like book a call, we'll have a chat. Um, and then you know, it's a really easy conversion. It's a really easy just conversation that you have with someone. And, you know, then you tell them about your your prices and your packages and how you can help. And, you know, and and also that customer that you're speaking to there at that point, uh that lead potential customer, they're so ready to buy. So they just need to hear a few of the right things from you, really connect with you, make sure that, you know, all the I's are dotted, the T's across, that type of thing. Very easy to convert. But when you're generating clients from a different stream, you know, they might need a bit more of a thought-out customer journey from you. They might need to enter into your world a bit more, they need to maybe receive some emails from you, they need to receive that trust and those case studies from you. There's a bit more in the journey that's required. So it's not a don't let any of this deter you because you would have pieces of this already in place. This is allowing you to tighten up a lot of those pieces going on in your business. So you might need to introduce a, I don't know, like a diagnostic call, for example, or some type of pre-call, I don't know, whatever it is, like some type of lead magnet in order to help those people develop into warmer leads. So that can be automated stuff online, it can be phone calls that you have with people, could be group stuff like masterclasses and webinars, which still work. There's so many different ways out there that you can market your business. But I just want you to understand different ways, different methods and streams of marketing will generate clients in different ways, and it can can and will reveal gaps in your business that do need attention. So looking at that, just that lead customer journey before they actually become clients. How do we really warm them up? How do we really demonstrate that we can really help and support them? And so don't use any of that as a hindrance. Yes, it is the dream. Chat to someone, great conversation, love to help them, they happily sign up to work with you. That's not always going to work for it's not always going to work for the quantity of business that you are looking for. And that's probably why you're listening to this episode. So we don't want to get rid of referrals, but as we are preparing to double down on new types of marketing and really make that a little bit more solidified in our business so that we have the power and control to generate leads and clients more consistency through our own endeavors. It's important to be aware of these things that we're talking about here. Okay, cool. That was a big one. So let's hop into step number three, and then four and five are really quite tactical when it comes to some marketing ideas that I have for you. We can't do that without laying the foreground. So number three is the last bit in it, and that is to make space for new

Make Space

SPEAKER_00 16:22

ways. So, this I mean like actual space in your calendar. You know, if you're going to start generating your own leads and clients, and that could be you as the business owner and the driver of your business, that could be your team, that could be outsourcing it. It doesn't matter which of those three that you do, it's going to take more minutes and time and hours that you haven't actually been applying in your business. So if anything is, if you want anything to work, you have to give it the space. And so you need to actually carve out time in your calendar to work on these things. It's like people somehow think we can just say we're gonna do this, or yes, we want to go from referrals to generating our own leads and clients, whatever way that looks, but not really allocate the time to doing it. And great quote that fits this. It's like by failing to prepare, you're preparing to fail, Benjamin Franklin. So it's like if you're going to do more and new and better marketing methods, like coupled in with referrals that you've already got going on, you've got to make time for it. If you don't make time for it, it's like it's really like wishing and hoping it's gonna happen. Let's be not passive, let's be proactive. And I think it's quite a both a mindset shift, but a behavior shift for business owners. And it's really a big reason why their marketing just never gets off the ground because they won't make both that mindset and behavior shift of like if we want to do different types of marketing, if we want to go to more whatever it is, how are you creating that space in your business? How are you allocating that time to make sure it's going to happen on a weekly and consistent basis? So step number three is to make space for those new ways. Otherwise, we're just wishing, hoping, and it's never gonna happen. And then, you know, you kind of just stay in the same spot year after year. This year's gonna be the same as next year, as it was last year. And I don't think that's what you want. So it's important for me to highlight that for all of us that you have to make the space in your calendar. Is it, you know, every Monday morning is like marketing your marketing session or you know, a full day on a Friday, like what does that look like for you? But just make it happen so then the rest of it has somewhere to actually be worked on. Okay, number four and five is really where we're starting to look at some of those tactical marketing pieces. So if we step back a little second, because we've been very on that strategy, high level talking about all of this. If we step back and come back to what we're talking about, which is going from referrals to generating your own leads and clients, we're not getting rid of referrals as a strategy because it has worked really well. Step number one, probably identified some very purposeful actions you can start to do. So, as we get to part four of this today, I want you to refine your existing

Refine Existing Marketing

SPEAKER_00 19:35

marketing and business development and start producing it consistently. So sometimes I will use marketing and business development activity interchangeably, like that terminology. But you know, reaching out to people, doing outbound things, these can be forms of marketing that are really like business development, contacting past clients, nurturing them, taking clients out for lunch, client hampers, gifts, all these kind of things. All of this is like marketing business development interchangeably. But I want you to refine your marketing and produce it consistently. So whatever your marketing looks like up until now, it's like, oh yeah, we do have an email list, but we just email them randomly, or you know, we post on social here and there, that type of thing. We'll go to an event here and there, like whatever comes up. You need to start doing it more consistently and refine it. So give yourself a moment to, and this is why making space for new ways, step three, is really important because this is where like the rubber starts to hit the road. It's like, what are we gonna do in that time we've just carved out in the calendar? And part of that is you're gonna do your marketing and you're gonna do it consistently, but not just consistently. You're gonna do it better than how you did it before, coming back to that Alex Hormosy concept, more better, new. So, like we weren't throwing away referrals as a strategy, we're not gonna throw away any existing marketing that you've done, maybe a little bit sporadically, a little bit here and there. You want to get really clear on that and you want to start doing it really consistently. It's often the small tweaks that make the biggest difference. And I will stand by that forever and ever. I've seen that so much with businesses. It's like, yeah, sure, we can do a whole new strategy and a whole new marketing plan. But I've seen actually way better success when we just do the things at work and we do them on purpose, intentionally, make those small tweaks and do them consistently over and over again. It's like, I know, I get it. Doing the mundane stuff, like it starts to become mundane. A lot of people don't want to do their marketing. Kind of like a whole conversation in itself of how can you make your marketing fun? How can you make it really aligned for you? I think the previous episode we touched on that. But yeah, marketing. Marketing's got to happen. We got to get your business known by the right people that you're going to work with. And this is just one of those pieces in the in the business puzzle that you have to do. Okay, the fifth and final step, if you're going from generating from you know, referrals to generating your own leads and clients, this is what I would have said if we just spent the episode on what particular strategies should we be doing in our business to go from that point A to point B. And while there's so many different marketing methods out there, these are the five that I think would be best to do, especially for businesses who have relied on referrals, which is a great thing. We said it's been your relationships, your reputation, and your results that have helped to lead your business. Now we're just going to introduce some new marketing methods. So

Introduce New Ways

SPEAKER_00 22:55

the first one that I would do 2026, like this is like state of the world, I would do a newsletter. So an email, even a physical newsletter. Like don't forget the offline activities that you actually send to clients and leads and people on your list. So the first would definitely be a newsletter and commit to it on whatever cadence is achievable for you on a consistent basis. If it's monthly, let it be monthly. Like any, I always like to match people's marketing efforts to their goals. So like some people might say, oh, what about every second month or every quarter? It's like I I would almost start to question. That's when I would come back to what is your goal? And if if it's okay for your goal to just send them quarterly, then sure, go for it. But yeah, that's when I'd really kind of start to open up that conversation. But yeah, the first one, definitely a newsletter. I would be doing a newsletter digitally and offline if you've got capability for that. Benefits to both. Digitally, you've got all the data, you know who's opening things, you can see who's clicking on things, and that gives you the business development opportunity to then follow up with those people personally, people that click on particular links inside your newsletters. The offline side, very tangible, stands out. Your open rates probably gonna be pretty strong. So there's benefits to both. The second new marketing method, and you've probably done a lot of these, but how can we do them really intentionally, really consistently, so that it's like if you want consistent clients, shouldn't your marketing be consistent as well? So keep that in mind as you're thinking what are those new ways we want to introduce into our business. The second one is case studies and reviews. So this is really powerful for those for everyone listening to this because you've been generating clients through referrals, which says so much for the great work that you do. So we want to start profiling your clients that you've done great work with. You know, pick your top three and start there. Create a project for yourself where we are curating some case studies of clients we want to profile. And with that project, start generating more of those reviews, even LinkedIn recommendations from your clients. You know, that social proof is really, really important and a really important touch point in the customer journey as well. The third marketing method I would recommend people do is networking and events. And I want there's a couple of things I want to say on this, is like I don't like I think generic networking really does work, going to you know, people that are hosting regular networking events and you know, just gatherings of business owners or your target market. I think those ones do work, but also think of like what other kind of networking can you do? It's in the realm of referrals where, you know, quality conversations, meeting people in person or even online. Like I remember networking really built my business from day one. And then my daughter was sick for a whole school term. She missed school for three months, and I was like, oh my god, like I can't go to these networking events. What's gonna happen to my business? Because obviously the priority was to care for my daughter, and so I started networking online. Basically, I took the same principles and started doing that online, and then that opened me up to a whole new world of new strategies, not just for me, but for my clients as well. But I was able to figure it out how did it work first? And it wasn't even my intention. It's like I I said you can't connect the dots moving forward, but you can when you look back, which is why looking back is really important. But on this networking and events, I wanted to share, I had a client who just did events amazingly, and I think we can often think way too small. Uh, you know, we can just get in our head and forget about just the whole world that is out there. But this client was like, they were just thinking big right from day one. They were earlier business, only been in business a couple of years, but they just wanted to hit the ground running and started, they would have booths at expos that were relevant to their industry. It's like not just going to your generic networking events. It's like, no, we're really gonna put our stamp on things. We're gonna have a booth. And what worked great for them is the foot traffic at these expos were their target market. So that was excellent. So they could run with that part of the strategy, but so were every other, not every other booth holder, but lots of them, a significant amount of it where they could do networking with the other storeholders, which when you do things like conferences and expos, there is a lot of opportunity to connect with your peers there, basically. So I plant this in here for you to think about other ways you could be marketing your business, getting it out there, and also like getting out of our own way, out of our own head, and just seeing what else is out there for you to grow your business. If you do it really intentionally, I think you'll be really pleasantly, I don't want to say surprise, but like all the good stuff will definitely come. Okay, two more that I want to share. So we've said newsletters, case studies and reviews, networking and events. The fourth category that I have for you is targeted connections. So if you think about who, and like I spend a whole significant amount of time on really with clients, really working out who are you actually targeting? Because if you spend that time discovering who they are, where they are, how to find them, where they are in you know that buying cycle, who we need to target, where are those people that are more so ready to buy, where are they more hanging out? What are those conversations we need to have? If you do more of that, that does so much of the heavy lifting when it then comes to distributing your marketing in front of them or connecting in front of them. So it's very powerful that targeted connection. So if you can spend some time really identifying who they are, where they are, some of those things I mentioned. One very good strategy, kind of in this realm that I've noted down is lumpy mail. So if you know who you're targeting, can you send them something in the mail, something that really stands out? And I think, especially in service-based businesses, we don't often do things like this, which is why it will stand out. It's very much a like in in the day, it was like PR boxes. Now it's a lot of the influencer marketing stuff where influencers, which are generally not technique that service businesses will use, but just take the idea from it, the strategy from it, and that is sending lumpy mail. So if there's like, okay, here's like the our hot hundred people that we would love to work with, what is something really valuable, something that could really stand out that I can send to them that will get us noticed by these people? I've heard of people like sending even like a plant with a little postcard of would love looking forward to helping your business grow. And then there's like, I don't know, they might send an article with it, or if you've published a book or a really good ebook or lead magnet, can you get that printed and send that off to them with like something in the box as well? You know, let your ideas run wild as far as what you can send to people. And you know me, I come back to the quality over quantity. So this is a really quality type of strategy you can deploy. And if it's a hundred people that you slowly start to work through, or it's a thousand people, or it's ten people, like start with what is relevant for you, what matches your particular goals. Okay, the last strategy I have for you if you're introducing new ways, and I know this is not going to be super new for you, you've probably done it, but I want you to do it in a new way, and that is social media. So using social media as a really intentional touch point, I feel like you can kind of go two ways with it. Like you can do full-blown social media strategy, or you can do it as touch points. It's like one part of it's like a supporting action, supporting marketing method in your marketing mix that you do. And I will refer you to another episode that I've done, which is episode 83, which shares a whole range of strategies for established business owners. And if you are getting referrals, there you are an established business. You know, you're someone that people trust, and there's a lot of wealth of information in that episode, episode 83, that you can then apply to social media. It's like using social media to have a presence as a touch point. But I want every post to basically really lift its weight for you. Are you gonna get a whole stream of clients coming from it? No, probably not, but it's going to act as a really powerful signal in your marketing mix. It's like if you didn't have that, it's like one of the wheels have fallen off. So using social media in touch point way to have a presence, to have a support, a supportive strategy in your marketing mix is really important because and it and it does vary depending on the nature of your business as well. But people do go and check your Facebook page or your LinkedIn page, or they might click on your Facebook reviews. They just want to see, is this person active? Is this business active and relevant? You know, are they just posting a Christmas post every three years? So it doesn't have to be an everyday thing or even a five-day-a-week thing, like even two posts a week that are very intentional, that add a wheel to the mix of your marketing, I think is really important. So you've probably definitely done social media, but I would listen to episode 83 because it'll give you more of the messaging tactics that you can start using so that every post actually does say something and can really support the rest of the marketing that you've got going. Okay, so they are, it's like a double five list that I shared with you. The overall five list that I shared was firstly identifying double down on referrals. The second was just a very honest conversation about checking yourself. Number three was making space for new

Action Step

SPEAKER_00 33:58

ways. So that's really making space in your calendar. Number four is refining your existing marketing activity. And number five is introducing new marketing ways, which may not be entirely new, but it's like we really want to be consistent at these things. And the ones I suggested was newsletter, case studies and reviews, networking and events, targeted connections, including lumpy mail and social media. And, you know, going from referrals, if we start to summarize this and sum it all up, going from referrals to then generating your own leads and clients, it is a very smart business move. And I think it's a very necessary one as a lot of people are feeling kind of like those economic pinches. It's like it's if you've heard of like the trust recession, it's taking people longer to, you know, work with people, especially those more high-ticket businesses. There's a lot more complexity delaying people saying yes or considering other options or utilizing AI. You know, there's so much that should demonstrate to you it's really important to put the power of your business in your own hands and go from a passive approach to a proactive one. And also do not discredit the place referrals has in your business. So make sure you follow those instructions and then combine it with other smart, healthy strategies for your business. Okay, I feel like that was like so much and lots of strategy, but lots of tactics as well that you can actually take away and do something with. I think it's probably we really need the companion article for this. We want those written instructions of these steps. And keep in mind, you know, that concept of more, better, new. It's like, how can we do more of the same thing? How can we do more of what works in referrals? How can we do more of what works in our existing marketing? Once we've done that, how can we do it better? It's like, what are those incremental changes that we can do? Is it like better events? Is it better subject lines on your emails? Like just those small incremental changes are really helpful. And all of that more and better comes before doing anything new. Otherwise, every time you do something new, like you'd probably know, like no one ever sticks with it. It's like your business is not gonna be like if we be real, real, real, it's not gonna be a viral hit generally. And so sometimes people take that same approach with their marketing. It's like if I just jump on this new thing, maybe it'll blow up in a really great way. But it just doesn't like we don't have con much control over that. Double down on the things that we do have control over, and you know, ensure that our success happens on purpose, like one step at a time, one very intentional strategy and reflection and looking back so we can look forward in a really slow but steady way, and they're the ways that will really super power your business moving forward. So, action step. If you took anything from all of this, I would start with step number one. That's doubling down on referrals first, taking the pieces from that, seeing what you can control, and then slowly start to work through the other steps. If I can help you in any way, I definitely would love to. So there's a couple of ways that I can help you. This year, 2026, I'm doing more in-person um experiences with business owners. So the main one I'm doing is the business boardroom in Brisbane and in Melbourne. If you take a look at Shannonstone.com.au forward slash boardroom, it'll have the current dates on there and an application form that you can fill out. So take a look at that. If you're after more of like, you know, I I don't know what type of help I'm looking for, I just know I do need help in my business. Just book a call with me. So visit shannonstone.com.au forward slash consult and you'll be able to book a call. We can have a chat, figure out where your business is at, if it's something I can help you with, if it's not, that's okay too. But the links for both of these will be in the description. Otherwise, send me a message on LinkedIn if you get lost with any of that or don't want to go digging, finding things, you can always send me a message there as well. Anyway, I hope you found this episode really useful and helpful, and I'm looking forward to hearing how you find this. It's really good to get feedback on particular episodes or strategies, even just the podcast in general. So I really do appreciate the feedback that comes in, and you are always welcome to leave a review as well wherever you're listening. Anyway, I hope you have an amazing week, and I'll chat to you real soon. Hey, thanks for listening. If you found this episode useful, I'd love for you to send it to a friend. The best podcasts I have found have all been recommended to me. 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