Brilliant Ideas

#32: How to Land Clients Quickly Using Lidia Axe’s TRUST Framework

• Alyssa Bellisario • Season 1 • Episode 32

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Lidia Axe reveals that the key to landing coaching clients isn't endless social media posting, but leveraging your existing network through her TRUST framework. She shares her three-step process for turning warm leads into paying clients without the pressure of traditional sales tactics.

• The TRUST framework focuses on borrowing trust from your existing network to gain clients quickly
• Cold leads on social media typically require 7-11+ touchpoints before conversion, while warm network leads convert much faster
• A successful sales call should focus on learning about potential clients, not just converting them
• Create a "radical focus" by saying no to most marketing tactics until your client calendar is full
• Solopreneurship requires a support system – business friends, coaches, communities, and sometimes therapists
• Having a bigger "why" beyond financial goals keeps you motivated through tough business periods
• Women entrepreneurs should be careful about comparing themselves to business influencers with different life circumstances
• Practice saying no with the "100 No Challenge" to overcome people-pleasing tendencies
• Every sales call provides valuable market research, even when it doesn't result in a client

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Alyssa:

What if the reason you're stuck isn't a lack of skill, but a business model that no longer serves you? This week, on Brilliant Ideas, I'm joined by Lydia Axe, a powerhouse business coach and the creator of the 30-Day Client Boost Blueprint and the Trust Method. Lydia gets straight into the root of what's holding solopreneurs back, and it's not what you think. Welcome to Brilliant Ideas, the podcast that takes you behind the scenes of some of the most inspiring digital products created by solopreneurs. Just like you, I'm your host, alyssa, a digital product strategist who helps subject matter experts grow their business with online courses, memberships, coaching programs and eBooks. If you're a solopreneur with dreams of packaging your expertise into a profitable digital product, then this is the podcast for you.

Alyssa:

Expect honest conversations of how they started, the obstacles they overcame, lessons learned the hard way, and who face the same fears, doubts and challenges you're experiencing, from unexpected surprises to breakthrough moments and everything in between. Tune in, get inspired and let's spark your next big, brilliant idea. We dive deep into the silent struggle so many women face behind the scenes the self-doubt, the isolation, the burnout and the gut check moment when you wonder if your business still fits your life, whether you're new to the game or five years in and questioning everything. This episode will help you take bold action and build a coaching business that actually sustains you. Let's get into it. Welcome to the show, lydia. Thank you so much for being here.

Lidia:

Yeah, thank you, Alicia. I'm excited to be here.

Alyssa:

Me too, and I noticed that you have quite a bit of experience, you know, going from corporate to becoming a coach and an entrepreneur as well, and so, from what I gather, you help coaches create a thriving, sustainable business, and you have a program, the strategic coach transition program, and it zones in on this client acquisition system. I want to talk a little bit about this. Your client acquisition program or system sorry, teaches coaches how to land clients without posting on social media. I am fascinated by this, so can you tell me more about this approach and how do you how to how to do that? And like what is the framework or system that you use?

Lidia:

Yeah, absolutely so. I call it a DRAST framework. Honestly, it's an acronym and it's simply tap into relationships to get clients fast, right? So, um, as you correctly mentioned, I've been doing it entrepreneurship last 10 years, coaching last eight years plus and I have changed countries, I have changed niches, I had different businesses, I launched, you know, podcasts, I launched digital products.

Lidia:

So I've done many things, many times, and every time I needed to do something, I realized that the fastest way is, you know, either to get clients on your program or either to get one-on-one coaching clients. The fastest way is through your network, right, and each of us has a network. It's starting from family, friends, colleagues at work if you still work, or ex-colleagues, children of parents, of your children's classmates, your neighbors I mean, we're all surrounded by people and the easiest way to start getting clients is to tap into your network and get those clients. And we can get into the specifics. But this is the fastest way, um, because you know, first, because these are are conversations that it doesn't require you, right, any specific extra knowledge that you need, for example, versus creating content on social media, you need to know how to create good content, you need to be familiar with the specific social media. You know there are so many skills and so much time and so much, you know, investment required to be able to become good at it and to be able to start getting clients from it.

Lidia:

Again, I'm not saying this is wrong, I'm not saying you should not do this. I'm saying that in the beginning, when you just started out, the number one goal should be get clients fast. I agree, not only it's financially, it's making your business financially sustainable and kind of proves your concept right that your product or your offering or your coaching package is actually what people want. But also you get to practice your skills if this is coaching, and also you get to learn your clients better through those conversations, through coaching, through feedback. And then that feeds into the next stage, which is, you know, could be content, creating content, you know, or public speaking, or YouTube channel, or writing a book, you know, whatever is the next stage? To develop your business, to develop your brand, to develop your, your um, to grow your business. Honestly, you get so much from having real client um that I think this, this is kind of how I did it and I think this is what what I recommend my clients to do.

Alyssa:

I agree with this and you know there is this misconception of networking. We always think that networking is industry related, but not always. I think when you're starting out in a business, that when you tell your friends and family that, hey, I have this new thing that I'm offering family, that, hey, I have this new thing that I'm offering, it could be a really good start to get testimonials and to, as you say, prove concept of your business that what you're offering is it actually works and it gets to a result. Then you can start to expand beyond your friends and family to other industry contacts as you build them up over time. And I really liked what you said about practicing your skills, because we get so overwhelmed thinking that we need to have an industry someone who came from the industry who contacted me directly to do this service. But you actually could use a friend or a friend of a friend in your network to, you know, try out your service at a lower rate and you get paid to really try it out and see if it works. I have done this before in my business and I've actually had a lot of success with it, because once I've been successful the first time, then someone says oh, I also have this friend that I know and then it just kind of snowballs. So I really I really like that.

Alyssa:

Um, but I do agree with using your network because I think that there is the hot and warm leads that we always think. Well, because the thing is with Instagram, like Instagram and Facebook and like posting online. The problem with it is you're dealing with cold leads, people who they like comments, but they're not like your warm or your hottest leads. The warm and hottest leads are really you're the people who are like in your network, who know you, like you, who trust you, who are you know they have some kind of relationship to you. Whereas I think social media, you're posting content to a cold audience, so it takes them a lot longer to get to know you and want to trust you and then contact you. So, as you said, networking is the number one to get clients right away. So, as you said, networking is the number one to get clients right away and then you can start to post content and attracting your cold audience right.

Lidia:

No, absolutely, absolutely. I love what you're saying. So I called my framework trust, not only because it's an acronym, but also because you're borrowing trust from your existing network, from people who you know. Now, absolutely, absolutely right, people buy from you. You know, the hottest leads are people who know, like and trust you. So this factor you know and you can even quantify it right, when it reaches a certain level, people sign up for something from you maybe freebie, maybe you know your newsletter but then, when it reaches even higher level, they're ready to buy from you.

Lidia:

When you're using and obviously on social media, there are so many people you know and it takes time, you know, you read, you listen to marketers. They say seven touch points, 11 touch points. I mean, I think these days even more, because there is a bit of you know, there is a bit of how do I call it? There is a bit of um, how do I call it? Like, uh, people tried something and they didn't. That didn't, they didn't work out. So people, there is this sense of kind of in um, less trust.

Lidia:

I guess right, especially in the digital, I think in the online digital education space, there are a lot of claims that are not substantiated. There are people who claim that you know the product is going to be a magic formula to solve the problem, and then you know it doesn't, because it doesn't exist. But what I want to say? So what you're doing when you're using people, and using in a good way, right, when you, um I need to come up with it with a different name but you're using this, you're boring this trust, this like no, and trust factor. So, um, when you ask them and and then the process is pretty simple, like I can tell it in one, two, three, the three, the one, you just tell, like, exactly like you said, you just tell everyone around you what you do for this digital product, or you know whatever it is that you want to sell, product or service, just start talking about it nonstop, like it should become. You know, hopefully you're passionate about it, hopefully you're doing it because there is some sense of purpose or why behind it.

Lidia:

Usually that's the case with my clients, so it should not be an issue for you to talk about it specifically to people who you know, right, so that part is easy, comfortable, right? And then at the end you don't pitch right. You just ask hey, do you know someone who might benefit from this. Do you know someone who this might be, you know, interesting or this might be useful? Do you know, you know and I don't know? One out of 10 will say, yeah, actually it's me, um, and then you know, two out of 10 will say, yeah, I know someone, and then you ask to put them in touch with you. So if you, if you imagine number of people that you know and I've been creating my master list and I know you know I'm, you know I've been in different capacities. I've been in many um, work in many companies and then working as a, as a solopreneur, entrepreneur, coach, my network, like people who I know you know, different extent, uh, and they know me or above 3000, right.

Lidia:

But I worked in big companies and I, you know, I was a director. So, okay, maybe your network is 300, but still imagine that each of these 300 people knows another 300. Right, even, let's take the very, very conservative numbers. So multiply that. This is your reach and this is, again, you can call it warm reach. So this, you know, 90,000, um, calculate, I think, 90,000 people.

Lidia:

This is your warm, potentially warm, reach, because when people recommend you, people who know you recommend you, you know immediately, you know the stranger from the internet. Immediately, you know they give you some sort of characteristic, right, they say, oh, my friend Lydia, you know she's, um, she's doing this cool thing. I think you might be interested. Do you have time to talk to her? Cause? That's the step two, right, remember step one talk to everybody you know, uh, either in in real life or online, through messaging, and the more you can do, the better, right, the faster you want to go, the more of those messages you need to send. Then get those contacts, so get those leads, ask them to connect you to people who are your potential clients, your ideal potential, ideal clients.

Lidia:

And then the next step is get them on a call. Get them on a call. I know a lot of people try to avoid um getting on the call because they think it's scary. It's a sales call, um, and it is scary and it is awkward and it might be uncomfortable. I actually think coaches, um, if they just change the way they think about it, can be best salespeople, because selling is very similar to coaching listen more, ask more questions, speak less, create space, space, create transformation, you know, anyway.

Lidia:

So number three get them on the call without expectations that you're going to convert them into client. Get them on a call with the idea to learn about them. Get into their head. What are their goals, what are their goals, what are their dreams? Ask them to describe the problem how they see it in their own words this is gold.

Lidia:

This is what you're going to use for your marketing. This is what you're going to use for your content. This is what you're going to use for you know, copy on the sales page, podcast topics Like this is it? This is gold? And then, if you convert them into clients, that's a bonus, that's a total bonus and that's it. You know it. It actually way simpler than people think if they just look at it a little bit different and if they stop hiding behind their screens and the posts and the messaging and understand that the way to get clients is to get to talk to them yes, I agree with this because you know, we see online the influencers who are like people just dm me and they want to work with me.

Alyssa:

I know for a fact that in the early stages of their business they have to get on a call. They just don't tell you that and it's what's funny about that. You know, 90% of my business is client referral based. For a really long time, it was all clients referrals and it was great because I didn't have to do any kind of marketing only if I really really wanted to, which is great, and that's how I think it should be. Is, you know, it's just kind of marketing Only if I really really wanted to, which is great, and that's how I think it should be.

Alyssa:

Is, you know, it's just kind of that, as I mentioned, that snowball effect of you know somebody, then you do, you know you work with that person. That person knows two other people and it just it and it just creates this. Like people bring you leads without you even asking them. I do that, too for other people as well. Like if I know somebody who can do a bit, can do a service for somebody that I know, I will happily refer them out, and so this is like a really great and reliable, sustainable client acquisition system, and I also just want to mention something about going back to system. And I also just want to mention something about going back to the sales call.

Alyssa:

Everybody thinks that a sales call is the scary thing, but I also think that if you're in the beginning stages of your business having sales calls, think of it as like practice calls. Like when I first started my business, I treated them as a practice call. So if I screwed up, it was okay, Like it was like whatever, Like I'm not in, I'm not putting too much pressure on myself to make the sale, because I learn from something from every sales or every sales call. You know, and if I do get a great, if I don't, it's no big deal. Yeah, yeah, so, um, so even if you don't sell anything, not a big deal you just you'll learn something and you'll get better at it as you go along with the next person.

Alyssa:

Now the business owners who are heavily, or the coaches who are heavily focused on creating their client acquisition system for their business. Naturally, where their focus goes, their energy flows, but that also doesn't really leave a lot of room for managing everything else in your business. So how do you maintain a healthy balance between tasks that you need to do, like attracting and landing clients, versus other marketing related tasks that are also very time consuming as well, Right, Um, I know it's a big question.

Lidia:

Yeah, well, it's a very valid question, right and again, often, because I work with coaches who are just starting out majority of them still work, so they have their job, maybe part-time, maybe even full-time and then kind of on the side, they try to build a coaching business to the level that would allow them to leave their job and I think it's actually not a bad idea. Honestly, I support it. I did it differently. I just burned the boats, you know, burned the bridges, whatever jumped and believed that my wings will grow. Now that's really risky and that creates that tension during the sales calls and that creates that desperation that people can smell. You know that you are desperate to get them, to convert them into clients. I say the worst type of coach is a desperate coach, coach who really needs that client. Again, people can smell that you focused on the conversion versus on conversation, on building relationship.

Lidia:

Again, let's come back to that outcome of the sales call. Again, coaching is, for example, coaching is very personal, personal relationship. You become partners. Right, a client and a coach are partners. So even if you don't convert client, you start a relationship with them If you are fully present during that call, if you are genuinely curious, if you're asking the right questions, if you're creating, if you're helping. You know you helping client, as a minimum, to formulate what is the goal, what is the problem, and helping them understand what they've tried, what works, what didn't work. So they get a ton of value out of this call if you are focused on on on the right, the right things, and that could be, if not a sale, but beginning of a wonderful, many years to come relationship, right?

Lidia:

So now back to your, to your question. Sorry I get a little bit derailed, but your question Sorry I get a little bit derailed, but your question was about time management. So, again, my clients often are very tight on time, right? So the only solution is being focused. I'm a big proponent of focus, and focused mean you have to say no to majority of things. So instead of posting five times a week, I suggest post one time a week, again, in the beginning, just you know, maybe not post at all, right?

Lidia:

If you chose this, you know this, uh, outreach method, filling, filling in your calendar or filling, you know, you know getting clients through this method then this is the method until you get your calendar full, until you reach your goal, then you reconsider, then you may add other channels, Then you may again, why would you be able to do that? Well, you get your calendar full, you get clients, you get revenues. Then you maybe can hire, you know, buy some tools or hire a VA or hire someone to help you with some administrative tasks. So I think, to be able to reach your goals, you need a radical focus and you need to be brutally, um, brutally, saying no to to many things. That um, that a lot of people telling you that you must do.

Alyssa:

I like that, you know, and there is always conflicting information out there that say you should be doing this or that and it gets very confusing very easily. But I like what you said about saying no to a lot of things. But I find that even with my listeners here is, the issue is that there is a internal people-pleasing element where they feel like, or they feel obligated even to say yes, because why would they turn down a potential opportunity? But you know it's like. My argument is that if it doesn't feel in alignment or something that you are super excited about, that you know. I mean you kind of have to weigh your pros and cons, but if it's going to drain you mentally and burn you out, I would say no to it.

Lidia:

Right, yeah, it's, it's. It's a big topic by itself, like the the ability to say no and ability to accept no. I actually think it's two sides of the same coin. So I tell people who struggle with saying no, I would be very inclined to say they probably struggle with accepting rejections, rejections. So learning how to say no is going to help you with receiving rejections and vice versa. Right, so people, pleasing is real. I think all of us, all of us have it. It's just different. All of us have it. It's just different extent, I guess, because we are social creatures, because being accepted is part of the survival mechanism that is embedded in us, so we just have to understand it, that it's normal. We have to accept it and assess. You know to what extent each of us and again, the extent is different.

Lidia:

And then my recipe was just practice, practice, practice, practice and make it fun. Right, I learned a hundred things, no challenge. So basically, just print out. You know you can find on the internet print out. And I'm a I'm a digit, not digital paper paper tracker. I love paper tracker because it's visual and you can put it on your desk, you can put it on your fridge, you know, whatever, whatever you are, just print out a hundred dots or a hundred stars, a hundred something on an A4 and make it a fun goal to say a hundred no's.

Lidia:

Just look for opportunities to say no. It could be no to buying something. It could be no. For example, you know I love buying, so for me it's like oh great, great opportunity. I love buying books, I love buying courses because I love learning, you know. Um. So, okay, fine, great opportunity to say no to new purchases. Now, if you have a problem, say no to meetings, calls you know some going out, you know something like requests from other people. Again, say, you know, make it, make it a fun challenge to collect a hundred no's.

Alyssa:

That's really good advice and something that you know it's easy to just do and practice. And so you know, just going back to I was mentioning my listeners. You know many of them are solopreneurs who are a one-woman show or they have a very lean team and some of the common struggles that come up are things like they doubt their expertise. Sometimes they don't feel like they're good enough for the industry that they're in, or they feel awkward or salesy when marketing themselves, or that they worry too much about charging too much or too little, or they're experiencing kind of extreme isolation or burnout. And so my advice or I'm actually looking for you for advice what do you have to say as a successful solopreneur and you've, you know you've built a very successful business. What wisdom can you pass along to someone who might be experiencing these not so good days and how to rebound from that and not give up?

Lidia:

Oh, that's a. That's a pretty, pretty big topic for me. So, first of all, I have four children. Some of them have well, they three of them grown up now, but you know, they were small once and I was building my businesses while they were small. We had to move countries twice and then right now we're in Israel, which is in war. So you know keeping and it's a story, you know I want to say funny, but I don't think it's that funny story.

Lidia:

Last week I was doing a webinar on icf international coaching week for 50 people. Right, it's a one-hour webinar about my trust framework, how to get clients for coaches. Great, amazing, I'm so excited to teach it. You know, people are here and then, right in the middle, there is the missile error alert. Right in the middle of it, um, and I had to you know, I apologize, I put it on pause. Um, this is the bomb room, you know, in the bomb room. So my whole family had to go in the bomb room and then 10 minutes later, we continued.

Lidia:

But and everybody was very supportive, the people on the webinar were very supportive, they kind of expressed their admiration how I could just go back and continue as if nothing happened. So I know, I think the two about being resilient and being able to go through difficult times and still find time, find energy to build my business. So so a few things. One, there needs to be a bigger. Why, right? And the bigger why is, you know, you build a new business because it's your ambition, because you want to be financially independent.

Lidia:

I don't know, because you want to be flexible. It's all good reasons, but there needs to be something more. There needs to be something else outside you, your family. Why are you doing this? I'm doing what I'm doing. I'm helping coaches build sustainable businesses because I'm super frustrated to see many coaches fail at building business. They're great coaches but they don't have enough clients so they give up or they have to go back to corporate job and kind of coach here and there. So I don't like it. You know I'm on the mission to help more coaches be financially sustainable and therefore I believe coaches will create a ripple effect. Right, because coaches will help other people be better in the relationship, be healthier, you know, find their purpose. So this why brings me back after this year to continue this webinar? Not the money, not the financial, you know. Not the flexibility, not the ambition. Is this bigger? Why? Because it's not just about me. It's a better world that I want to create for my children to live in.

Lidia:

Now, the second thing that you mentioned, that is easy to get into your head the frustration, the burnout, the overthinking, imposter syndrome. I mean, you name it right. There are one million struggles or obstacles that we face as a solopreneur, especially as women. I think women have more of this self-reflection, um kind of thing, so don't my. My second advice is don't stay uh with this, with this situation, by yourself. You need to have support, um and there's. There are various ways and you know, pick one that is comfortable to you.

Lidia:

But I have two friends that I speak pretty much every other day. They also solopreneur. So we speak the same language, we have the similar ambitions, we understand each right and I know that whenever things get tough, I get into my head. I don't know how much to charge, what product to launch, whether to do webinar launch or to do I don't know challenge launch. You know I can. I can get stuck and stay there forever, but instead I have people. I built deliberately a network of people who I can, I can ask for help, I can ask for support I can just talk to, I can vent, I can complain, I can cry, I can laugh, I can vent, I can complain, I can cry, I can laugh, I can celebrate. I don't think solopreneurship is a viable solution unless you have that support network. So I have two friends and I have a business coach. So and um and I um and I have a therapist. You know I go in and out, you know, during some difficult period again. Um, you know that, yeah, that's it.

Lidia:

And I'm also part of online communities. Um, they're more online communities. They're more topic specific. For example, you know, I was, I was very, I was learning how to do Facebook ads meta ads, like more. I wanted to learn more about it for me, for my clients, so I became part of the online community about meta ads and I know that whenever I get stuck, whenever I have a question about this topic, I go there and there are a lot of communities out there. But I think again, solopreneurship doesn't work unless, like I said, you've built an infrastructure to help and support.

Alyssa:

That's really wonderful insight and I think that can speak on so many levels. Whether you're new or seasoned pro, like I feel like no one is really immune to that self-doubt or that isolation, but there are ways, solutions to fix that. It's really funny actually that you say you know, you talk about support system and the bigger why? Because you know, in my business right now even I was just speaking to a past mentor of mine and I said to him you know, like I felt because my children are very, you know, my children are very young right now and so I'm growing my business and I'm right now I'm just like in the thick of motherhood and growing my business and so it's very, very challenging. I didn't even I did not expect how challenging it would be with the demands of children versus my business, and so it is so eye opening and I think the best advice that I did get was to create a support system so that I could be with my kids and then also work on my business and have some support around that, and then creating the systems in my business to make so that my business feels supported and I'm not just abandoning it completely, because I totally thought about that.

Alyssa:

But it does. It does give you some. It does give you some insight. You know to think about what is your bigger, why and what is your purpose beyond, just like the you know the money and the you know the you know your kids and your future. It's like what is the purpose and how is that going to trickle and how are you going to help people, help more people, and I love what you said about that. And so this leaves me with my last question for you where can my listeners find and connect with you online?

Lidia:

Yeah, absolutely Before. Before I get there, I do want to comment. Maybe let's call it a bonus, a bonus advice. It took me a while. I'm very ambitious, you know, you can guess right. I mean I became a director in PwC, executive, fba, you know. Then business, kids. I wanted it all right Now.

Lidia:

When I started my business, it took me a while to realize that I cannot go with the kids, with the family, with other circumstances and being a woman myself, up because I should go and do a hundred messages per day, you know, like outreach messages, or I should be able to write a post every day on on, you know, x or Twitter. I should be able, like he can do it. Why can't I do it? And, yeah, it took some friends, some mentors, some coaches to understand that I will never be able to do that. So be careful.

Lidia:

I guess the bonus advice like be careful, who are your role models? Be careful, who are your role models? Be careful, who are your examples? These bloggers, you know, influencers. I love Alex Hermosi, yeah, but he's single, not single, he's married, but he doesn't have kids and he's a man. I can't, I can't again. I love his, his, his frameworks and his advice, but I have to translate it and that's what I do. So let's, let's, um, let's give it as a bonus because, again, it it just freed, freed me, freed me from so much expectation, from so so many uh, beating, beating myself up it is, it does and it and when you compare that comparison trap, because I was looking online, thinking, why am I, why can't I make this work?

Alyssa:

and also I, I went through a transition period because when you had your business for so long and you go through the stages of identity, like first it was, you know, I got certified as an online business manager and then I was I didn't have kids at the time, I wasn't married, so it was everything was really easy to just get my business started.

Alyssa:

But then, as soon as I got married and then had kids, I could start to see the decline of like oh, wow, like I have to work even harder to get the same result as someone who doesn't have kids or, you know, isn't in a relationship. They have so much more time to dedicate. But I now have to be more strategic with my time. And so now, you know, with all of my family obligations and all of the things that require demanding of all of my time, I have to think about, ok, well, what? How can I make this work and sustainable? But also to not give myself, to also give myself grace and patience, because I don't think that everybody gets it figured out while the kids are young, like I feel like this is a progress that you do over time and you know, that's really kind of where I'm at right now, where it's like I'm just taking my time, not rushing into it, and just enjoying the adventure.

Lidia:

Right, absolutely no. That's a great, that's a great attitude. And yeah, I think we need more, more voices who normalize the slow, the, you know, more feminine way of growing a business, you know, if I can call it that For sure. Now back to your question where folks can find me. Linkedin is probably the best place. I hang out there pretty much every day. Probably there will be links in the show notes.

Lidia:

So and yeah, and then my website getitdonecoachingcom, you know you can find my newsletter and my digital products and my coaching programs all there insight into your story, your strategies and everything you've shared today.

Alyssa:

I've learned so much about you know making sure that you have. You know you talk about your bigger why and you know that you have that support system and that you get away from that people pleasing attitude and go for more of the. You know do that hundred, no challenge. I thought that was so unique and so um. I'm sure my listeners have learned so much for today. So thank you.

Lidia:

Thank you. Thank you, it was a pleasure.

Alyssa:

Yeah, and so for everyone listening. Thank you so much for tuning in All of Lydia's show notes. Lydia's links are in the show notes of this episode. Make sure to check them out. If you did love this episode and you want to share your thoughts, please message me on Instagram. My handle is Alyssa Valseri OBM on Instagram. The link is in the show notes as well, and I would love to hear your thoughts of what you got from this episode. Thanks again for listening and I'll see you next time on another brilliant idea. Thanks for tuning into this episode of Brilliant Ideas. If you love the show, be sure to leave a review and follow me on Instagram for even more insider tips and inspiration. Ready to bring your next big, brilliant idea to life? Visit AlyssaVelsercom for resources, guidance and everything you need to start creating something amazing.