Intuitive Marketing Podcast

#9: Systemize, Delegate, and Grow - Mastering Business Success for Scaling

• Chelsea Fournier + Meg O'Neill • Season 1 • Episode 9

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Unlock the secrets to business growth by mastering systemization and delegation, and learn how to focus on your zone of genius. Join Chelsea, as she shares personal stories and challenges from her careers, illustrating the transformative power of hiring the right team to handle tasks that don't spark joy or require our expertise. Discover how to track tasks, identify areas for automation, and overcome common hiring fears, ultimately creating a strategy that aligns your business goals with personal commitments.

She also breaks down the art of building repeatable business systems that go beyond just choosing the right software. From designing offers to repurposing content, she emphasizes the need for structured processes that streamline operations and facilitate delegation. Gain practical tips on leveraging tools and virtual assistants, along with insights into planning marketing strategies like 90-day plans.

This conversation delves into the intricacies of working with virtual assistants, focusing on clear communication and defined systems to ensure successful collaboration. Tune in for an engaging discussion packed with actionable insights designed to elevate your business.

Ready for Support from Meg & Chelsea?

👉🏼 Looking for the Intuitive Business Community? Visit www.joinibctoday.com for all the details. We're here to help you step into bigger visibility. Bolder opportunities and greater impact with three coaching calls a month, hands on feedback, and a powerful network of like minded women.

👉🏼 We can take a deep dive into your client journey or your visibility strategy and show you exactly what's working, what's not, and how to fix it. Ready for clarity and a plan that actually works book your audit today at www.intuitivebusinessbydesign.com/audit

👉🏼 Explore the services offered by our marketing agency Intuitive Marketing Collective and request a free Discovery Call to explore how we can support your business. Go to www.intuitivemarketingcollective.com

👉🏼 Follow the agency on Instagram to continue to conversation beyond the podcast @intuitivemarketingcollective

Want to connect more with the hosts?

Follow Meg on Instagram @megoneill10

Follow Chelsea on Instagram @intuitivebusinessmentor...

Speaker 1:

How many people would you need to hire to replace all of the roles that you currently play in your business so many of my clients get into then? Embracing the documentation and systemization of everything you don't enjoy doing forever is actually one of your most important job descriptions. Today, I'm going to help you save a buttload of time and money on wasted hiring or thinking that you're doing something wrong.

Speaker 2:

Hey there friends.

Speaker 1:

Welcome to the Intuitive Marketing Podcast, where we ditch the bro marketing BS and bring you big sister vibes instead.

Speaker 2:

I'm Meg and this is Chelsea your new biz besties.

Speaker 1:

We met on TikTok in 2023. Fast forward to now and we have teamed up here to guide you through the wild world of marketing your business with heart and soul.

Speaker 2:

Are you feeling lost or overwhelmed, maybe unsure of your next steps, but you have a big vision of where your coaching, healing, speaking or writing career could be in the next five years, 10 years. Don't worry, we've got your back. We'll help you tap into your intuition, build a brand that lights you up and leverage proven marketing strategies to grow towards a six or even seven figure business in a way that won't make you cringe.

Speaker 1:

We're actually here to help you bring the magic back into your marketing.

Speaker 2:

Because marketing should feel good, not gross.

Speaker 1:

Grab your favorite drink, get comfy and let's get started. Okay, so if you did not catch the last episode, meg and I did a joint episode where we were really talking about hiring and how expansive hiring can be to bring people into your business to be doing the types of things that you don't have to be doing right. We talk a lot in business about zone of genius and, as a business owner, keeping you in your zone of genius as often as possible, as much as high a percentage of your time as possible, being in that zone of genius A you're going to be happier. B you're going to make more money. The challenge as a newer small business owner or one tipping into a state of expansion is really trusting A are you hiring the right things out? B do you know what you actually want done by someone else? Do you need to clarify your strategy? Or is your strategy clear and you just need to like, get it off your plate and have someone else doing it? These are a lot of the questions that people have as they step into expansion. It's kind of like this energy of like I don't have to be the one doing this, but I'm kind of a hot mess. I do it every single week, but I do it a little bit differently every week or I start from scratch every week, Like I can't ask someone else to do this, like nobody else wants to do this, and you're probably right. I want to talk through a story.

Speaker 1:

I actually joined a mastermind I'm recording this in November. I joined about this time last year and one of the first tasks that my friend Brittany the woman leading the group wanted us to do early on into the onboarding was to take an entire week and track every single task that we were doing and how long it was taking us in our business. I'm a former lawyer here. I resisted the shit out of that, and why I resisted it is if you don't know, as a lawyer, you have to track your time in six minute increments. Every six minutes needs to be billed to a client. Are you going to the bathroom? You can't bill that. Are you doing some research? Oh, you can bill that. Are you drafting a contract? You can bill that.

Speaker 1:

I was horrible at tracking my time as a lawyer. I did not want to put myself through the exercise of tracking every task and the amount of time I was dedicating to it. So I'm going to be honest, I didn't 100% do the task, but in that week I really saw the benefit of starting to tune into the types of tasks that I was doing, creating a little running tally list which is the homework that we gave in the last episode of having a list of tasks that you would desire to get off of your plate, and I was really looking at how I was spending my peak creative work hours. Right, I work part-time, many of my clients work part-time, many have day jobs or homeschooling uh, family dynamics that take up a big chunk of time. And so, whatever amount of time you can carve out to be in quote, unquote business mode, it's like, okay, I need to be doing the things that really move the needle forward, you know, okay, I need to be doing the things that really move the needle forward, you know. And so I really started to see, even over the next couple of weeks, the resistance I felt to saying, okay, these tasks that I'm noticing are taking up a lot of time. How can I systematize, automate, delegate, get this off my plate or make it take less time? And I was resisting it because I was in a state of just launching the agency, the intuitive marketing collective, and so I felt like I had to be doing everything, because everything was new and nothing had been done in a an amount of re like repetition, that I could say, oh, this is exactly how I want it done, this is working. Now Someone else needs to do it.

Speaker 1:

I wasn't there and so it was kind of like back in newbie vibe, newbie energy of being like I know I can't do all of these roles, but which ones do I get off my plate and which tasks do I feel like are worthwhile enough to pay someone else to do it, to release me, to go do other things that hopefully will earn more money, right, like that's the big hope. Even if you think about, like when I was a lawyer, hiring an assistant we're going to talk about that, but hiring an assistant if you're more of like a solo practitioner as an attorney, hiring an assistant, you're going to be like, okay, these things I can train my assistant to do these tasks, but if I'm not using my time I was spending on that to go either generate more clients or work on client work that I can bill at a higher rate, like what's the point other than having someone lovely who I enjoy working with in my office, right? And so you know we talked about creating this list of things that you would like to get off of your plate, but what I have found is that just hiring someone who enjoys the types of tasks that you want to get off your plate is not really the whole answer. It's how you hire and delegate and train that is going to make the difference between it being a great hire and a return on your investment or a sunk cost that you regret. And then the end of the year you're accounting and you're bookkeeping and you're like, oh, why did I hire that online business manager? I was not ready for that, right. So I do want to talk a little bit about when I was practicing law, just because I think it's a really concrete example.

Speaker 1:

I was at a big law firm in Portland Maine, where I'm originally from Maine, if you didn't know that fun fact about Chelsea and I went to law school in Portland Maine and I was offered a job at prestigious law firm that's still up and running there, and as I was being onboarded and trained, I was given advice by a partner I was in the corporate division and by a partner that I really respected and I took to heart and I implement into my business to this day. So I want you to picture like little Chelsea Fournier maybe 120 pounds, soaking wet, fresh out of law school and banana Republic suit and nine West pumps walking into my penthouse office feeling like I am totally the shit and I was assigned a legal assistant to help me be productive and get my work done. So it was myself and then another associate and another partner all three of us like pooled time to assign work to this one assistant. Now, I had never delegated to anyone in my life. In fact, I was the one who would proudly take on all of the tasks in a group project and carry the weight to completion, even if it killed me.

Speaker 1:

So the advice that was given by this partner was to never delegate something to Morgan until I was proficient enough in the work that I could quality check it and help point out errors or guide improvement. So it was basically like hey, chelsea, don't give your assistant things that you haven't learned well enough to know if she's doing it right your name. At the end of the day, you're the lawyer signing off on this. You can't blame and say oh my gosh, my assistant made that mistake. That is no longer an excuse. You have to only delegate things that you know how to quality control, train her on, check what she's doing, even if she's done this a thousand times because she's been here way longer than you. Okay, and that was really, really helpful advice, because at the time I was a brand new lawyer. They teach you they do not teach you, how to be a lawyer in law school, and so I felt like I knew nothing well enough to check anything because it was all so new.

Speaker 1:

But as I started having repetitive tasks or things that I felt proficient in or I got really great feedback on, I started to look for ways I could systematize and delegate pieces so that me and my assistant we could work together as a team. Now, if I'm honest, my assistant probably saved my ass more times than I know. She was excellent and really had my back to learn the ropes for the department that I was working in. I am so grateful for her and that was a huge blessing. But it also taught me to look for opportunities of where I want to involve others in my work and then to create systems that I can teach someone else and check their work.

Speaker 1:

So now, whenever I'm doing something in my business, if it's something I know I will do more than once, I am immediately looking for ways to streamline. And what I say is I try to make future Chelsea a little bit happier so that I have an easier time in the future to do that same task a second time, a 20th time, a 200th time and, honestly, if it's something that I don't enjoy doing but I just know has to get done, that is outside of my zone of genius. I'm looking for how I can systematize it quickly enough to delegate it before the 20th time, like I need to do it well enough, clearly enough to understand what I'm asking someone else to do, but then I'm going to try to move through to that phase of delegation as quickly as possible. So what are some things you can be doing to create a system in your business? And I actually want to back up for just a hot second, because systems this term can be, it can encompass so many different things.

Speaker 1:

What I want to point out is that systems is not the same as software. Your systems in your business may utilize software, but just signing up for a subscription to Kajabi or HubSpot or Canva it does not inherently come with a system. It's how you as an entrepreneur, as the leader of your business, begin to use software to create workflows that can be repeatable. That then begins to create the basis for systems. So what are some of the things that you can create a system around? You could have a system of how you design your offers. Maybe first you figure out the title and then you work on the visual elements in Canva and then you figure out the pricing. Or maybe you have market research as a part of that. Maybe you do a beta test. Having a repeatable system of how you design and bring new offers to market can be incredibly beneficial, especially if you're multi-passionate and have a lot of ideas and things you want to bring to market. A second area would be actually launching offers or promotions. A launch system. If you really enjoy selling on the backend of workshops and you envision yourself doing three, four, five workshops a year, make that as simple as possible so that by the time you finish the first workshop, you are like 90% of the way there of being ready for your next workshop.

Speaker 1:

Another system can be creating and repurposing content getting really clear on which social media platforms you're creating content for how you're going to repurpose it. Are you going to use repurposing software? Are you going to have a virtual assistant? Are you going to have an SOP, a standard operating procedure written down, step-by-step, of how you take your Instagram post and put it up onto LinkedIn and then take the LinkedIn post and turn it into an email newsletter, like seeing how things can be circular and documenting it, publishing podcast episodes. So this is something I personally dedicated, personally dedicated, uh, within our agency, uh, megan, I kind of like divvy up who's doing what tasks, and I said for episode or sorry, for season one of this podcast, the intuitive marketing podcast. For season one, which is 12 episodes, I will edit, publish and put up the blog posts for season one, just so we can like work out all of the kinks, make sure it's working how we want. I'll document it so that for next season, we can train one of our VAs in house to be doing this going forward. Okay, so that was like one of the things that I was like I know I'm I can do this for 12. I probably could start delegating already, if I'm honest, but I'm just like, okay, I'll finish this season Tracking collaborations, you know, designing an air table or a click up or a spreadsheet, and maybe having a virtual assistant who can come in and help you follow up with people or have tasks associated with thanking people who come onto your podcast or come into your membership to present, tracking and supporting relationships and collaborations.

Speaker 1:

You can have a system around that, systems around sales processes. You know, thinking through, okay, you have maybe maybe people have to fill out an application and when they fill out an application, there's an automation bringing them an email that has your calendar and maybe in the calendar there's some follow-up emails that help to qualify them or send them some information on how you like to work with people. Maybe, after the sales call, you have a certain system of how you prepare a proposal or what links you send to people If they're ready to start working with you. That's all a system of what your sales process is, your marketing efforts in general. So something that we do, uh, meg and I, we offer 90 day marketing plans and creating a 90 day marketing plan to really look at the marketing efforts you're going to be putting out in all of your platforms, what offers you're going to be highlighting when, like, creating that is a system and it's something that sometimes people will hire us for one 90 day marketing plan, have that as a template and then be able to, you know, take their own stab at doing the next 90 days. Or maybe they hire us, um, because it went so well, who knows? But having an actual plan for your marketing efforts and a system of how you're tracking what's happening is incredibly valuable as a business owner. And it could even if you're like, oh my gosh, these all sound amazing, but I don't even know where to start.

Speaker 1:

Even something as simple as your email newsletter creation, you know, maybe it's having a system, meaning in your email system you have developed a template of what you like your newsletter to look like, so every time you can clone it or duplicate it, have your starting point. It's going to have your signature, your little image. You don't have to start from scratch each time. Maybe you have a Google doc that just says, um, you know, like, how I write my newsletter. Maybe you have a little outline of how you typically do it. Maybe there's certain resources you like to click over to every time you write your newsletter, like, I always go to subjectlinecom to check my subject lines and make sure that they are scoring high on the open ability. You know, maybe you have that linked there. Maybe there's some copywriting tips you've picked up along the way that you want to make sure you're looking at each time you write a newsletter. Maybe there's a little checklist of what you like to just double check before you send it out. Maybe it's like check the audience Is it sending to the right tags? Is it going out at 8 am? You know, like little things like this, just documenting so that, whether it's you doing it on repeat, makes it easier, faster, smoother, or it starts to get to a place where you could say you know what, if I wrote the copy of this, somebody else could do this for me.

Speaker 1:

So I wanted to share just a little story of a previous mastermind I was in back in 2016, where it was a four-figure investment I don't know, maybe it was like $6,000. I forget. It was like business owners who were pretty serious about really scaling and launching courses and using the launch method that the woman who was running the mastermind used, and so part of the method was actually having us set aside a budget for how much we would spend on virtual assistant to support us in the launch. For many of us we had never hired a virtual assistant or had, and hadn't had, great experience. And so, you know, there's what 40 of us maybe in the mastermind and so several, maybe dozens of us who were actually like, hey, we're doing this, you know.

Speaker 1:

And what I started to hear a couple of weeks in, after the virtual assistant, like hiring training was several of my mastermind sisters showing up and saying I don't know what I'm doing wrong. I have hired three separate virtual assistants in the past three weeks. Each one of them does not get what I want them to do, or, like, I have them do a test project and it's not what I asked them to do. They are not clear on what I need them to do. And the woman, mel, who was running that mastermind, said are they not clear on what you wanted them to do, or are you not clear on what you want them to do? And that's just a nicer, maybe like succinct, way of saying what the partner said to me as a brand new associate, like if you're not clear on what you want someone to do and you can't step by step train them through it, you can't expect someone brand new to your business to hop in and be like oh my gosh, I see what you're doing, let me improve it, let me create your system. Let me document what you're doing. Like that's probably two separate people someone to help you create systems, if it's not something you're willing to do, versus someone stepping in to just be a doer and implementer, like a virtual assistant. Most of them are so amazing at what they do they may find true joy in some of the tasks that you're like I would rather stab my eyeball with a pen than do this task and they're like what I love doing, that Tell me what to do and I'll do it for you. How do you like it done? And if you don't know how to answer that question, how do you like it done? Then that's where you're going to have a lot of banging your head against a wall, saying like I don't know. Chelsea and Meg said I should start hiring some people. So I've started hiring people and they are not working. Yeah, maybe you hired a dud or two, I don't know. But the common denominator is you and how you're hiring clearly delegating, automating, reviewing their work, giving feedback, making sure they have what they need to do their work, that kind of thing. So what are? Some simple things. You can begin to actually create systems so that when you hire it can go well.

Speaker 1:

I'm going to give I think it's like six little bullet points. If you're a note taker, I just like to give that all a heads up. So the first is to set an intention around something you want to delegate. So you want to be specific. You want to think through if this was on a job description and this was one task, what would it be? Or if I was using Asana or Trello or Notion or any like project management things, what would this be? If you are saying I just want to delegate all of my admin stuff, a, that's not a specific task. It's going to be super overwhelming for you to figure it out. But what? What if you said I want to delegate on a weekly basis?

Speaker 1:

Checking my calendar and making sure that I do not have more than five sessions booked because I get burned out. Communicating with the people who are booked to make sure they have a form I want them to fill out before my session. Super simple, super clear. One aspect of calendar management Making sure you don't have more than five sessions how is someone going to be able to do that? And communicating with the people who have booked already. In and of itself, it might sound like a small task. You know how to do it. By rote memory, each of those is going to have little like oh okay, well, if they're going to get into my calendar, how do I grant them access? Am I going to set up a password vault? Do they need my password? Can I just send them a screenshot on a weekly basis, like how are you going to communicate about your calendar? If you do want them communicating with your clients, how do you want them to do that? Do you want them to do it through an email address that you own? Do you want them to do it through their email address and copy you Like? Do you see that even with just the small little task, there's going to be a lot of decisions about how you want things done?

Speaker 1:

The second area that you can really bring focus to is naming functions. If you are using Dropbox or Google Drive or a cloud-based system so that you can have documents shared within your system with yourself on different machines and with a virtual assistant or an online business manager, really, thinking through the naming functions, how would you search for this thing? Do you always like to have the client's name in the name of something. Do you like to have the date? If yes, what is the um like? How do you like that written out? Is it like day, day, month, month, year, year, year, year like numbers? Do you like to type it out? These little decisions will help you be able to find things and also be able to help your virtual assistant or whoever's stepping into some of your systems, be able to find things. So I am a little bit of a like consistency queen on how I name things and I often will name, name the document and then at the end, like if I think I would typically search something slightly different, I'll also put like underscore and then an alternative version of what I might search. That's going to help you.

Speaker 1:

The next area to bring focus is to create a template of anything that you're working on repetitively, so you have a starting point. So, just like I was talking about the email template, maybe every time you go to write an email newsletter right now, you're going into your system and to content editor or visual editor and loading in the picture of you at the bottom and putting a header and like maybe you're doing that every time. Okay, can you make a template? Spend 20 minutes making one that you don't have any copy in, so and then call it template in your system and go clone it every time. Or if you often make a similar type of carousel post every Thursday sharing a story about how you got into your business, make a template and name it something that makes sense in your Canva file and maybe even like link it over into a spreadsheet of all the templates in Canva that you keep so you can easily click over um. Other things you can create a template on, like if you do energy healings and after every session you send out um out session notes to clients, then have a template of you know, like a Google doc where it's like first name, last name, colon, you know, areas of energy that we worked on, chakras, that we worked on care notes for between now and next session. Have a little template so you can just copy and paste that into an email and just like put in their information right. So anything that you can be creating templates on is going to be helpful.

Speaker 1:

The fourth area of focus is to start recording yourself doing tasks that you would like to delegate. There are lots of different recording softwares. I use loom also descript for different reasons. In my business. Loom L-o-m you can do up to five minute videos for free. So if you're doing like short tasks that you can record yourself and just you sound crazy at first, be like hi, I'm just recording myself sending out my email newsletter so that you can see the step-by-step on exactly what I do and how I like it done. You might not have someone that you've hired yet, so you sound a little crazy talking to this fictitious person you're going to hire. But you will thank yourself when you do hire someone and then you watch it back and you're like oh yeah, this is how I still do it. Cool, erica. Hey, I just hired you to do my email newsletters. Can you look at my last three newsletter examples, watch this training, then do a draft of how you would do it based on what you see that I can look at and I'll give you feedback. Boom, you're able to train that person.

Speaker 1:

The fifth area of focus is to start learning how to write down steps and try to follow them the next time you do the task. So if you're not quite ready to hire something out, maybe you record yourself and then maybe what's nice in loom is you can actually use some of their AI features to take the transcript and turn it into step-by-step instructions Super cool. Or you could go through with ChachiBT, or you could just like manually type up steps. You could have a folder of SOPs is what we would typically call them standard operating procedures and maybe you have one for writing weekly newsletter list, and at the top of the document you've got the loom video and then you've got some examples and then, step by step, you write out the steps.

Speaker 1:

Now what I like to do is write. You know, like maybe the first week I do this, maybe I don't capture all of the steps as clearly as I could, maybe I'm in a rush, but then next week when I go to do that task, I'm going to pull up the document and try to follow it step-by-step to see if it's clear enough. Now I have the history and the knowledge of my business and I need to put myself in the seat of if I was brand new into understanding what Chelsea wanted. Would this be clear enough? You know what I didn't really explain X, y or Z. Let me add a screenshot showing what to click on there. Okay, cool, I'll try it again next week, and so I will actually train myself through some of the systems.

Speaker 1:

If I'm not in a rush to hire someone and get something delegated, I will kind of like develop the process until I'm ready, so that then I'm like okay, I'm pretty confident that someone who does this type of work, enjoys doing this type of work, speaks this lingo, could look at these three examples, watch this video, look at the checklist and be able to do this, and I can give them a paid test project and they would be able to give me a draft and then I can look at it and give it feedback.

Speaker 1:

That those are really the six ways, that kind of like focus areas, and some of these are some of these are skill sets. Like it's not like you're just magically born a good delegator or not. Some of these things are like I don't know how to make a template. Should I invest some time learning how to make templates? Yes, should I invest a little bit of time talking through how to record myself and effectively train on screen share? Yes, that is a valuable skill as the owner of a business, right? So once you begin to systematize enough things in your business, you can finally get back to being in your zone of genius more and more, and the hard truth is that no one can do this for you, or at least they can't just hand it over to you.

Speaker 1:

If you hire a systems consultant, they have to really get to know your starting point. That's why hiring like a consultant to come in and review everything you're doing and create systems will be a pretty penny, because they're going to have to come in and basically learn all of your business, look for areas of improvement, document and systematize and do all of these things that I just talked through and then basically present it to you and make sure it's going to achieve what you want and is communicated in a way that you want. So having someone outside come in to do that it's possible, but it will come in a pretty penny. So that's why these are very highly valued skills as a CEO, as a business owner, to start to learn how to do this, because what you're doing is custom. So the more you can start exploring some of these skills on your own, the more empowered you become to envision what it looks like to actually scale beyond your current capacity.

Speaker 1:

So the homework for this week, if you're kind of like catching the jive lately. Each week we give a little piece of homework. They kind of build on each other to prepare you for sustainable expansion in your business. So for this week, it would be to look at one task or very small set of tasks that you would like to delegate and begin to look at how you could turn it into a repeatable system. Would it be clear to someone someone else new into your business exactly what you wanted done? Could you hand it over to someone and grant them access to what is needed? Have the naming, make sense, have written and visual instructions and the ability to review their work and make sure it's done how you want?

Speaker 1:

If not, this is something that is so critical for expansion, and so we talk about this often inside of the intuitive business community. In fact, this week I'll be recording a full debrief of the launch system that we used for our most recent launch that brought in 35 workshop students and 19 new paying members into our community. So if you're not inside the community yet and want to explore having conversations like this to help get you to that next level in business, grab a spot, check out the launch debrief in the classroom and come to our next group coaching call with ideas of what you want to create a system around, because I'd be happy to guide you. And really with that, you know that homework in mind to guide you. And really with that, you know that homework in mind, even if it's one small task, it's also the development of these skills and these habits that is what's going to shift you into a different tier, I would say, of leadership in your business. That is so valuable and so critical for that expansion of your business to the next level that we probably can assume, if you're listening to this podcast, that you are desiring to achieve. So that's a wrap on another episode of the intuitive marketing podcast. I hope this episode inspires you to think about the legwork you can start putting in now to allow for sustainable expansion and not get caught up in hiring VA after VA thinking that they're all bad. Instead, I want you to be the rockstar client that every virtual assistant wants to have and they're like oh my gosh, you're so easy to work with. You tell me exactly what you need. This is a great relationship. I want that for you. Now remember your marketing should feel as good as it looks. So ditch the hustle, trust your intuition and create a business that truly aligns with your soul.

Speaker 1:

Next week we will be a little bit off cadence.

Speaker 1:

You're going to get one more week without Meg, so if you're missing her, go follow her.

Speaker 1:

She runs our intuitive marketing agency Instagram so you can go see her in the stories perhaps, if you're, if you need a little hit of Meg. But I'm actually going to be bringing on a joint conversation between myself and our lead generation expert for our agency, so Christopher Sill, the owner of Website Heroes, and I will be sitting down and talking about what it really looks like for service-based business owners to leverage search engine optimization and paid advertising to expand their audience and generate high quality and targeted leads for their business. So if you've been feeling like relying on organic social media and traffic to your site from referrals is just not cutting it and bringing in the consistency of leads that you desire, make sure to tune in. Next week you will walk away with a very approachable understanding of whether search engine optimization or paid ads could be a good fit for your business as you expand. So I hope you're able to tune in and, as always, come say hello at intuitive marketing collective on Instagram, where Meg and I can chat with you about the episode.