2026 Candle Business Goal Setting That Actually Works

#032. Here is the free Goal Setting Template: https://www.candlebusinesspro.com/2026goalsetting

We share a transparent look at our numbers, then guide a full 2026 planning workshop across seven life and business areas. The goal is a simple, focused plan you will actually follow, with three SMART goals, clear triggers, and real accountability.

• seven goal areas that support each other
• emotional targets and mindset you want
• one skill that unlocks leverage
• physical habits that protect energy
• relationship rituals for presence
• business focus by channel and role
• hobbies as a reset for creativity
• financial “enough” defined by life needs
• pick three goals from different areas
• make them SMART and time-bound
• first steps, triggers, accountability partners
• why consistency beats constant pivots
• email cadence and stable product lines

Join the Inner Circle before doors close this weekend, grab the candle making course and wholesale course on sale, and download the free worksheet via the link in the email

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Transcript

Welcome & Workshop Setup

SPEAKER_00 0:00

Welcome everyone to the Kindle Business Pro Podcast. I'm your host, Sebastian Garsen. And today I am sharing with you our 2026 Goal Setting Workshop Replay. We hosted this on Friday night of last week. And going through this, you're really going to pull out the seven different key areas that we want to set goals to set us up for success this upcoming season. Hopefully, you will be able to take away a lot of good from this episode. And if you want the worksheet that we did alongside this workshop, you can grab that completely free in the show notes below. Enjoy. So I appreciate all you guys that came earlier to be my uh soundboard on uh making sure that everything is working correctly. So um for all of you that don't know, uh I'm so I'm Sebastian Garznet. Um and Chad is in the chat. He may be popping some links and different things in there. Um Chad is my husband. He is actually the creative brain behind Garznet Vegan Candle Company, which is our candle business that we started uh coming up almost four years ago. Uh I'm gonna have to stop saying three and a half and say almost four years ago. We sold our very first candle on February 26, January 26th of February 26th of almost four years ago now, 2022. Um, and we have kind of we we grew it. We started with we opened it online, sold to our friends and family that way. A couple months later, we were doing wholesale and then we started doing markets. And about six months in, we opened our first brick and mortar store. We ended up opening two more. We have helped other um candle bars open. In fact, there's one in Bull Meet, Indiana that we opened uh for that owner. It was a contract, they paid us, came in, we opened a candle bar for them, we walk away. Um, our focus is on our brand and growing this business, and it just has kind of lost and taken off. We aren't the best designers, we don't make the best candles, we are consistent in everything that we do, and that is we'll talk about that a little bit going through this. Um, anybody can do this, it takes consistency, it takes hard work. Uh, and that's what we're gonna talk about goals tonight. Um, transparency. Let's talk about transparency for a moment. I want to see something here because I do like to um make sure that um you know we're we're all different types of people, and transparency is something that um we have built our candle business pro brand around, is being transparent. And it it's it's more of hey, this is this is our highs, these are our lows, and um you know that's what has helps more people. There's a lot of people that in any field of work that we're in that boast about numbers or um what they are doing or what they're not doing, especially in the can of community. There's a lot of people that'll say they are doing something, and are they? I don't know. We are going to now talk about our numbers really quickly before we shift into talking about your business goals for 2026. And that's what I'm really excited to talk about tonight. But out of the sake of being transparent, I am going to pull our numbers and actually show you. This is what we do every single week inside of the inner circle. And people want to know how to do something, like we just go ahead and do it. We show them our numbers, we show them our space of where it came from. Um, so for uh let's see here. All right, and let's take a look here. And so, just out of being transparent, we make sure I don't end this call whatsoever. Here we go. Um, and you may not be able to see this unless you zoom in or understand how Shopify works. So for 2024 to 2025, so that was not this previous year that we just had, but it was the year before because I want to go off of what we talked about the year before. Um, and our numbers was$492,394. That is what we did from January 1 to January 1. Now, our goal that I made public during our call last year at this time was to do$525,000. I wanted to scale that up a little bit. We were still riding the high of a couple of the projects that we were doing, but out of transparency, I'm going to show you. So we went from doing$492,394 to doing doing this live for you guys, just so you can see just the transparency of it.$491,552. So we are actually down on the year. We are down$2,000 over the year. Um, not terrible, but it's not where we want it to be. And so we can probably talk about some of that as we as we go through. Um, but sake of transparency, every year when I do this, I want to show my numbers so you can see we're still running a candle business, we're still operating, we're not uh, we haven't given up on it. We love what we do. Um, it's it's been really exciting of a journey. So let's talk about this. All right, goal setting. Why do we want to set goals? Well, first, the we all have lots of plans. We we want to do wholesale. We want to do private label, we want to do fundraising, we want to just sell direct to consumers to our website. We want to do markets on the weekend. These are all fantastic ways of having a candle business and running your candle business. It doesn't matter which path you want to go down, you have to have goals. Or we get, we start doing a little of this, we start doing a little of that, we're not focused. And then at the end of the year, you have put in so much work, but you haven't got anything done, right? That's how it is with me. Uh, that's why a couple of years ago I really started to dive into setting goals so that I would always have something to look at. And it drives a lot of what decisions we make in our business to make sure that we are when we kind of start getting overwhelmed with hey, so I should I launch this new candle line? Should I add this new collection? It's let's go back to what our goals are. What was our what is our goals that we set for the year? And is doing this new project aligning with that goal? If my goal is to go, so right now we have about 160 wholesale accounts. If my goal this year is to get to two 250, and then in three or four months from now, I need to look. And if I'm not on track for that, I need to see why. What is it? Am I spending too much time on direct to consumer or doing fundraisers or private label that I have lost sight of what my goal might be, right? Um, your goals don't have to be big. Everyone is in different seasons of their business. So what's big for me might not be big for you. What's big for you, I might not be able to even imagine, right? Inside the inner circle, we have some brands that are doing a hundred thousand dollars every single month. Like, like that's a goal. I would love to do that, but trajectory-wise, we're just not quite there yet, right? So as we go through this worksheet together, I just want you to know um not everyone's goals are going to be the same. Um, so that's just something to just to keep in mind there as well. So um let's talk about this uh here a little bit here. So everyone can still see me, everyone's audio is still good. Uh, I'm ready to dive into this. So hopefully um if you have any questions, chat will be there to help out. Um, but we are going to dive into um this now. So if you have a sheet in front of you, um, then that is going to help you out a little bit. But no, we're just to talk about. So there are um, first of all, I wouldn't welcome everyone. So uh I have some notes here just to keep us on track because I do get sidetracked a little bit when I get excited about different topics and I want to stay on track for it tonight. I'm not going to let this go uh super uh late um like I do sometimes. Um I did see someone asking about the worksheet. Uh it is in all the emails that I sent that had um the link for this meeting um is there. Um so you'll let it grab that afterwards or you can open it up on another screen if you want. But that that link is in an email. If I dropped it in here and you clicked on it, it'll probably kick you out of the meeting if you left it. So the the worksheet, I want you to take your time doing. You don't have to do it snap. You can do it after this call. Um, you can go back and watch this again and then pause this as you're going through the steps if you would like, but it's really important to fill that out. So I would hope that you can do that. So um let's get into this. Um, the first thing um that I do want to talk about uh tonight as we're going through this, like this is an exercise. So to get the most out of it, you're gonna want to fill out the form. Um, not just to listen and find some hope. I want you to do this for yourself. This is for you, this is for your candle business. Um, this isn't about copying anyone else. This isn't about what is this person doing? Maybe I should be doing that because we're all in different seasons of our candle business. So what's gonna work for me might not work for you, which might work for the next person, right? So just keep that in mind. Um we started out very we started out making candles in our just like everyone. We started in our kitchen and then to our dining room and then to an office, and then we turned our bedroom into an office and our office into a bedroom uh because we needed more space. And we finally got out of the house with our brick and mortar store. So this is really all about setting your goals to design a business that's gonna work for you in 2026. And again, it's not gonna be the same for everyone. So um, it's not about setting perfect goals, either it's really about getting clear on what actually matters for your business. So you might go through this and think, oh wow, I didn't realize this was the goal setting, right? It's it's about business, but it's gonna be about seven different aspects of your life that we are gonna hopefully get clear on uh for you as we're uh setting. So uh let's dive into part one. So I want to talk about your goals holistically, right? So many people are gonna focus just on the business. I want 250 wholesale accounts, I want to get to 5,000 followers on Instagram, I want to sell$250,000. I want to do five fundraisers this year, right? Oftentimes, and I used to be really bad at this, and I still struggle with this. When I look at my goals for the year, I'm just thinking about the business, or I'm just thinking about the financial goal. And we need to look at the other aspects of our life because we need these other areas to work so that our business works really well. And I and I'm just now really starting to kind of learn that the last six months. I I'm really open to talking about that inside the inner circle. We talk about it kind of often of what's going on in our personal lives and where we make improvements here improves our business as well. So there's seven key areas that we're gonna go through. Um, in this first part, I want you to think big, okay? Don't worry about now. Uh I want you to just set big goals. Just think big. Don't don't think about how you're going to achieve these goals, okay? Just think big. Just think, what do you want? That's what this first section is gonna be about. What is it that you want for your goals? Okay. Um, if you're watching this as a replay, feel free to pause this as we go through. Obviously, everyone right here at 8 13 on Friday, January 2nd, is watching this live, so you can't pause it. But if you're watching this a little bit later, um, then you can pause this as we go through. Now, if you have a business partner, you have a stops, you have a life partner, it would be really awesome if you had to them do this exact same exercise that we're going to be doing tonight because you completed, they complete it, you share notes afterwards. If I'm going into business with someone, if you're not doing this by yourself, if you're doing this with someone else, or if you have a partner, um, spouse um that is supporting you on your journey, I would have them fill this out as well because not only is this good for your business, but it's also good for your relationship and making sure that you guys are aligned as you're going on um the journey of trying to achieve some of these goals. Um just something to keep in mind there. I would highly recommend it. And you might learn a little bit more of why as we go through this. So I would do it, I would have them do it, and then you get together and compare because what you're valuing as far as what your values are and what their values are can be completely different. Um, what your hopes and dreams are and theirs, completely different. You might want to do$10,000 in the candle business, and that's exactly what you're hoping for. And they might want$50,000. That might be what they're hoping for. If your business partners and you're off like that, the way that you're gonna earn$10,000 in your candle business or$500,000 or$493,000 in your candle business, it's a whole that's a different business. That's a whole different strategy of how to get there, right? And so you want to make sure that you're aligned. So doing something like this exercise that we're gonna do tonight would be really good to do with business partners, spouses, so on and so forth, uh, so on and so forth. So we're setting goals in seven different areas. Okay. Seven different areas. The first goal that we need to set in our lives and as a goal of what do you want? This is part one, is what do you want in life for 2026? The first thing emotionally. How do you want to feel in 2026? What is it that you felt in 2025 that you want to let go of? What do you want to feel in 2026? Um, what can pull up something here?

SPEAKER_02 14:41

Um, so yeah, what do you want to feel?

Emotional & Intellectual Goals

Physical Health And Energy Habits

Relationship Goals And Presence

Business Goals And Role Design

Hobbies, Rest, And Recharging

SPEAKER_00 14:48

When you sit down to work in your candle business, what are the feelings that you want to have when you're doing that? Oftentimes we get so burnt out that we it's it's not fun anymore, right? Are you doing this for fun? If you're doing this for fun, you want to make sure that you're keeping it on. If you're turning into a business, you're really trying to scale it up. So you're gonna have some, you're you're gonna start experiencing some burnout, some some days of animosity towards your own business, um, you know, having some conflicting emotions about your business that you're gonna have to work through. But in 2026, what do you want to have? Uh, what mindset do you want to have in 2026? These are all really important things to think about. Um, what are your values? Um, and what uh what do you choose and how you choose to do it? What values are you going to make sure stay with you throughout every decision that you make in your business this year? Often we start getting pulled in different directions to do different things. And when we go back and look at what what I call our North Star, your North Star should be that two or three sentences that is your brand. It's like your mission and your values and your why all put into one thing that's your North Star. And you start getting pulled in every different direction, you're starting to work on these different projects. You've got to look at your North Star once a month and say, is what I'm working on aligning with that, right? Um and it's super important to make sure that your emotions stay um stay really well with that, okay? So what do you want to be emotionally in 2026? Just write those down, put those on your spreadsheet, okay? Uh we're gonna go back to the next step after after we get to these seven, we'll move on to the next step. Is that way number one? So for me, I'll I'll talk about my goals as we go through this as well, just to kind of share as an example. For me, so so for me, I want to I want to find peace, I want to find some joy in 2026. 2025 for me felt really heavy. A lot going on in the world, um, a lot of unknowns. Um, and so that can weigh heavy, right? Um, Chad and I, we uh uh moved. Uh we moved in, you know, moving can be stressful. Um, we hired more staff, we had to let some go. I just want to find a little bit more peace from the outside world, right? So not necessarily a business. Business was fine, but I just need to find a little bit more peace there uh in in in in 2026. That's something I'm opening for, and I think a lot of people are uh as well. All right. Now, number two, intellectual. What intellectual goals do you have for 2026? Now, this is gonna be what do you want to learn? What skill do you want to master? Where do you want to get stronger, right? Are you wanting to um learn how to do Canva in and out so that you are your own graphic designer and creating your social media post? For me, I want to I want to become a better public speaker. I started doing YouTube a little over a year ago just to get myself on camera. I don't like being on camera. I don't like nowadays it's okay. And I think being uh heroin in the inner circle has kind of helped me. That means every single week on a Tuesday, I show up live day and answer questions and help people out. And that has helped me on camera. Um, but in 2026, I really want to actually intentionally work on my public speaking, and I want to work on my storytelling. So those are two things for me, just as an example, throwing it out there that I want to work on in 2026. But what can what do you want to learn? What skill do you want so that you can be a better business owner as well, right? Do you want to learn social media more? Do you want to learn how to build your own Shopify store? We do all that, we do a lot of these workshops because these are the people that these are the things that people want you learn to be a stronger business owner. It's what we do inside the editor circle and what kind of leads us to doing these specific uh workshops. So put that down. But number two, intellectual. What do you want to learn? You want to learn QuickBooks? Oh my God. I would love for someone to make it easier for me. I hate QuickBooks, but I don't want to learn it. That's the thing. I don't want to learn it. Uh, we'll have our bookkeeper handle all that. I I know my limitations. I don't want to learn that. So think about what do you want to learn? Um, and again, you guys can throw some of these into the chat if you want. Um, I did see uh Lisa just uh heard me talking about public speaking and recommended Toastmasters. If I thought I could get have the time to do Toastmasters, I'd be all about it. But I'm not sure I can commit to the time uh of that, but I know it's fantastic for public speak. So number three, number three uh area that we need to focus on is your physical, your physical goals. Um, we all know when you feel better, you do better. That's just that's what it is. It's why we even if it's a day off, sometimes we want to get dressed in the morning and spend a little time and effort, and it just makes you feel better, right? Even if you're not leaving the house, you gotta get up. It was it was a whole work from home thing, right? Um, so where do you want? to or how do you want to where do you want your energy to be uh for 2026? How do you physically want to fill? Um what habits if you work did more physical um would reflect in your business? Um this can be a big one for a lot of us. Usually for a lot of people they have a physical goal that is like their number one goal um that they set every year and they'll go and get a gym membership and then by the end of January we've kind of um you know teetered out of that and gone away. One of the it's one of the goals for me um because I did have high levels of stress in our business through almost like October even I threw there. So it took a toll on me physically I had gained a decent amount of weight um and I wasn't under it wasn't under control. I was stressed eating this year or 2025 I was stressed eating um I was eating really poorly I still don't eat great but I'm just trying to I'm trying to not eat ice cream every night let's be honest anyone anyone in the op in inner circle uh knows I that was my nightly routine I ate ice cream every single night um depending on the day it would be one scoop or three scoops right and so I put on ice cream rate all year I finally had that um middle of November and said I've got to get this under control so that's just for me so um yeah like I said this year I worked crazy long hours um which took its toll on me and it didn't help that I was reacting in the way physically that I was uh so I'm getting that under control now going the right way but send yourself a goal and when that could be anything right it doesn't mean you have to go and qualify and run America it's just what do you want physically and if you're a perfect physical shape and all that just keep going just keep doing you're doing great keep going so that is an area that we want to focus on though is having physical goals. Number four it's going to be your relational goals what relationship goals do you want to have this year so what is going to how do you want your relationships to fill in 2026? Were they a certain way in 2025 that you don't like and that you want to change um we often just let things happen um which is really just kind of missing out on the opportunity to grow intentionally right we get into a routine Chad and I I we get into a routine we work we get some food we get to the couch if we have an hour or so and then I go to bed at like nine o'clock it'll stay up for a couple hours watching his shows um and so for relationally I want to have a strong relationship there being more present in 2020 uh six um we always get wrapped up in our phones right um and then it's you know we're working from our phones we are we're there with our spouse or our family members that we want to be with but maybe not in the way we should um just being physically present isn't necessarily present um so hopefully uh that's something for me as an example so royal disturbs um I would recommend it's the beginning of the year um this is a total side note from this workshop but I think that kind of uh you know I'm here in Indiana right now because we have a family issue going on uh in my family um and I think it's a good time to beginning of the year it's a fresh year to reach out to some of those people that we haven't had as much conversation with as maybe we we would have hoped to um time gets away from all of us and we all get busy and really when you're growing your candle business you really get away from some of these other things that we look back on and say maybe I should have spent more time with this than that. And so I would challenge you all just to you know this weekend reach out to five people you know one of the things that a mentor of mine said that he does is he would go into his phone scroll to go to your text messages scroll to the very bottom who are the bottom five people in your cell phone message those five people check in on them how are you doing how's like it's been a while we haven't talked um I hope all is well right that's it check in with those five people if you can do that again next month with whoever's now on the bottom of your text message list eventually you're going to really start getting into communication with people again so I would just challenge you all to do that. One of the things about relationships where we don't check in with the goals of relationships, you do that almost every single day inside your business, right? Every single day I wake up I go into Shopify I make sure I I look at the orders that we may have got overnight, right? Uh to see and kind of plan out the day. I want to know what we did. I check our bank accounts making sure that the right amounts got deposited and any bills that had any pay went out correctly we are checking and focusing so much on our business also let's try to check it on our relationships a little bit more. So that's what I would encourage you to do in 2026. So um again my goals just as an example is that I want to be I want to spend more time actually being present in my relationship and with my family my dog um less time working on the phone and more family time. This can be simple as walks with the dogs also doing date night just to put our homes down things like that. So those are my uh goals for 2026 number five the number five area of seven that we need to concentrate on is going to now be the one we all typically start with when we talk about our goals and that is our business goals what are your business goals for 2026 what are your business goals and feel free to throw any of those into the chat uh what are your business goals um what do you want your candle business to look like do you want to go all in with candle um uh wholesale you want to go all in with wholesale do you want to do private label incorporate gifting do you want to do fundraising you want to grow your business from X to Y like what is your business goal and again you can think think big we're not talking about how to get there yet we're just thinking about what are those goals what would you like to see in 2026 with my elbow uh let's see here all right so how do you want to spend your time inside of your business so not just what your business goals are but what are you what it what do you want to do in your business right I want my business to scale I want to get to that 200 250 wholesale accounts this year I get we're at like 160 now so it's quite a big jump to get to 250 I'm thinking realistically we can do 225 but what do I want to do in my business also I I want to actually back out from some of that and maybe hire someone to do different areas right we have now um hire an operations manager uh for our business this is like if Chad is having an affair he is with Michelle that she is our operations manager they are texting each other all day she is fantastic if anyone show we just did like a team outing uh for a holiday party with them and we went back bowling and uh she was there right between me and Chad she's fantastic and so we hired her to take a lot of that stuff off of our plate right take off the scheduling off of my plate take off the approving of payroll um help chat out with the store organization ultimately we hired her to manage our employees our staff um and so that we had a streamline of communication right so your business goals isn't just what do you want your business to do but what do you want to do inside of your business right because if you have a$100,000 candle business and you your life is a five out of 10 you can turn that into an eight out of a 10 and still just do a hundred the same$100,000 if you enjoy it a lot more. Enjoy what you like to do I don't like creating things inside of Canva and posting on social media. I don't like doing that input chat doesn't mind doing it so she does it right so that makes my business goals for myself better that I'm not the one doing it that someone else is doing it you know and that means I can take on other areas so it might just be a matter of re-delegating. Now I know a lot of us especially if we're just starting like we are everything totally get that but in a perfect world what would your business look like in 2026 after we're doing four and five taking a sip here and then we'll get into six and seven and then we'll go on to the next step here. So hopefully you guys are all uh well here have you seen those smart water commercials with Jennifer Aniston that was a great I wish she would I know she has like one show um that's I think on Apple that's fantastic um I haven't watched in like a year but anyway I just realized I was drinking that smart water she talks about again I'm in a hotel so I I wouldn't typically drink bottle water in a plastic bottle like that but I'm not at home to use the filters we have gone through just a recap so far where we're at number one goals emotional how do you want to feel in 2026? Number two is going to be intellectual what do you want to learn and how are you going to learn those goals okay uh number three it's your physical goals you gotta we if you are feel feeling physically better you're gonna be able to work better it's just those things just go together. Number four is relational goals. What relationships do you want to um build upon or improve upon in 2026 number five we just talked about is our business goals. Number six is your hobbies now most people don't have goals when it comes to hobbies but the reason why we want to have goals pertaining to our hobbies is because oftentimes we lose our hobbies. Often right now I can't tell you of a hobby that I have right right now I can't since we started our candle business we haven't really had hobbies because candle making was our hobby candle making was what we started with we enjoyed it it was fun it's still fun but it's a different kind of fun it's not fun getting off work for nine to five going into our candle studio and making candles like that's not going to the shop and making candles isn't as fun anymore right it used to be a hobby is no longer a hobby it's now a business so we need to look at what can be a hobby because you've got to have that why are we doing all of this why do we want to have a business why we want to enjoy life too so we've got to make sure that we have hobbies outside of the business right now you still love your candle business as a hobby that's fantastic but once it's more leaning business and less hobby make sure that you you replace that with something else whether that's crochet painting golfing um whatever it might be find something that you have a hobby that you can dedicate time occasionally to you have that thing to always look forward to you've got to um you've got to have hobbies uh it's just a way of recharging right we've actually we do have a hobby it's we've been going on these cruises we we we we we go on a cruise it's really enjoyable we can unwind we can recharge um but we we can't do that every week right um so my goals um is to spend more time outside going on more walks hikes kayaking the whole reason a little backstory here the whole reason that we moved to Michigan was for the water because during COVID we bought kayaks we're in Indian we were in Indianapolis we bought kayaks because everyone said you got to buy all these outdoor things we bought kayaks and we bought a treadmill and we went kayaking twice we loved it but there's no water in Indiana we we we went on this river that's pop door in Indiana and then a big lake and that was it so we're like let's go to Michigan with all kinds of water we went up there fell in love with the area just up and moved because we were working remote with our nine to five jobs up and moved to Hollow Michigan um with our kayaks and have not gone kayaking since oh no we did go we went kayaking one time we did we we went up to traverse city and we went kayaking then um we we just ran out of time we bought bicycles we love to just ride bicycles around downtown to dinner things like that grew really close to the city center um or town center I should say but since we started our candle business it's consumed so much of our life um you're super fortunate of being able to make a life doing this but we have the last two years we have aired up our bike tires and then by the end of the summer they are flat again and we never rode the bike so this year we are doing that I promise we are doing that um once the snow melts it's so cold right now. So uh those are my goals or hobbies for this year. And then the final goal we need to look at and set is going to be your financial goal. What are your financial goals for your business? What does enough look like to you what is enough? Now sure we can all just throw it out there oh I said think big so I know we could all just say yeah let's just if if I sell a million dollars I'll be happy well of course okay but what is your financial goals? Because as I mentioned earlier if you want to do$10,000 this year or you want to do a hundred thousand or you want to do one million those are all very different types of businesses and all different ways of achieving those so write down what that goal is and make sure it's a number that supports your life and not your ego right like what number makes sense are you trying to go full time if so um where you're trying to leave another role what what's that number going to be are you okay with taking a say you make$50,000 at your job are you okay with making forty thousand dollars in candle making are you willing to take a 20% pay cut to have a candle business think about that. You know if you want to get out of that role so much maybe you are um just think about what your financial goals are again they're gonna they're gonna be very completely different um for everyone and there's gonna be different paths that you're gonna go down to to accomplish that. So um I do want to someone said here Stacy said her goal um or I see there's a whole conversation going oh Chandra's here Chandra Rubio is fantastic. Check out Meet Meet Candles big shout out to Chandra for being here tonight uh miss shoot. I know we need to connect on something um during office hours um close I know but I see they're talking about napping napping is my hobby I have a hobby I nap. When I can get a nap I get a nap. But usually it just ends up be just actually going to bed at nine o'clock at night. That's really what it is because I can't get naps in anymore. But man, I love napping. Okay now I'm really excited about this and we should just start a whole business on napping because it looks like there's a lot of interest in this. So okay here is a million dollar business idea for all of you that are here create an entire niche of candles around napping because clearly there are lots of people that like napping um and so start an entire niche around napping um all right we are going to go on to step two uh of this uh goal planning we have talked about the seven things emotional intellectual physical relational business hobbies and financial these are the seven different types of goals that we need to have um I saw someone asking about it um in the chat here just real quick um in one of that the Christmas yeah so we had a Christmas sale that ended but we have the sale this weekend every time I do a workshop I always put everything on sale so the candle making course is 50 bucks off the wholesale course is a hundred and then you can join the inner circle before the doors close um this weekend because we're gonna close the doors and only open it up once a month so it's just FYI and what do you get that are here I'll put it in an email but if anyone's interested feel free to grab that stuff uh while it's on sale because then it'll go off sale and it's not going to be on sale for a while. So just being clear there. All right number two. So number one part one was defining what all of these seven goals are going to be part two we need to add something to those. So you got your goals things that you're thinking about doing but we need to get some clarity here okay so the clarity um is going to come up my so I can go through what mine are going to be as well here. All right so we need to answer this question for all of the goals that you wrote down that feel pretty important you have to I need you to finish this sentence I want to insert goal so that you can insert your response I want to insert goal so that insert response while we're talking about napping a perfect example would be I want to nap more so that I can not have to go to bed at nine o'clock every day that's a goal and a reasonable reason of why we're trying to understand our why why is it we want these goals why do you want why do I want to have 225 wholesale accounts this coming year right well I want 225 wholesale accounts this year so that my foundational support of my business is more solid right um we have our direct we have our direct consumers um we we sell online we run and we have a brick and mortar store we do lots of private label um but I want my wholesale foundation to be stronger and that's going to make me feel better about how solid our business is right um we are in the airports uh I'm wanting to get into more airports um rally house we've been with them now for about two years Years. Um, we're in like 45 of their locations across the country. That account is just okay. It's not, it's not paying bills. Um, so I want something, I want to get into another business that has locations like that, so that if that account goes away, I have something else to build upon, right? Um, so those so we all need to answer the why behind all of those goals. And that's where we need to, if you have a business partner or spouse, have them do this as well. Because you may both have the same goal, but different values of why that's your goal. You might want me and Chad, that's here tonight. We might both want to profit$600,000. You're excuse me, just to sell. So we did$491,000 this year. So next year, we both might want to do$600,000 total. But why do you want to do it, Chad, versus why I want to do it? I might want to do it so that I can buy a nicer car. I want to drive a nicer car. Chad might want to do it because he wants to put more money away for retirements. This would be a much more reasonable reason. But this is why if you have a business partner or a spouse that's not even in the candle business, doing this exercise with them because it's important. You know, we can both say, yes, let's get to a$600,000 in sales, or let's go from selling$2,000 this year if we're brand new, to let's say let's sell$5,000 next year. Okay, why? What's gonna happen if we do that? Is it, you know, when we first started, we wanted to make enough money that allow us to go on like true date nights a month. That was our hobby. All right, when we start this candle business, it's going to allow us to go on two date nights without even thinking about it. And just that we can go eat wherever we want. I can buy the appetizers, the dessert, whatever we want. I want to go on two date nights a month. That is outside of us just paying our normal bills or the nine to five jobs. That's gonna just keep going steady. But if we do the candles on the side, as long as we make, I think it was like 300 bucks or something, we can get up true date nights a month. We go to dinner, we go to a movie, we can go go-karting, whatever it might be. That's what we started with. You know, four years later, it's you know, we we moved up in the world, right? Now Chad goes to Starbucks every day, like sometimes twice a day. Like that's the kind of revenue we're bringing in here. I'm teasing for the most part. Uh, but you you see what I mean, right? Seeing why we want that's probably that is probably Chad's goals. I want to go from 500,000 in revenue to 600,000 in revenue so that I can go to Starbucks three times a day. Like that might be what his goal is. So, all right, a long uh worded answer there, but that is why you want to understand the why behind your goals. Why is it that you want to do five fundraisers this year? Why is it if you understand the why behind all of your goals, it's gonna be a lot easier. Like if your goal or reaching out to people that you haven't talked to in a long time is because you feel bad, that's not really the goal. You know, so you want to think of something a strong reason. Like if that's if that's the if that's the reason why, then maybe that's not as important of a goal if it's just because you feel bad, right? Or if you want to make six figures in your candle business because you feel like six figures is the the next status symbol, right? Um, if you can figure out what your why is, maybe you'll find some things that maybe aren't quite as important. Because when we're looking at all seven different categories, we're gonna only be able to really target in on a few of those, right? So just something to think about there. So um the next part here. So go through all of the goals that you're setting and thinking about and figure out answering that question. I want goal so that what's your why? Oftentimes in an inner circle, that's just something we talk about often when people are like, oh, I'm trying to do this, and it's just we we go back to what's your why? If you don't understand, if you don't know the direction you want to go with your branding, you don't know which direction you want to go with putting out new candles, if you don't know your direction, um, or you're lost, or you feel confused, always ask yourself, what's my why? Why am I doing this? Why do I want to do this? If you answer that pretty clearly, then that should give you a lot of answers for the direction you're running. So, all right, we've gone back through, you have um answered this. Let me give just a couple of examples of the so that just a couple more of these here for you that I had that I had written out before this. Is one of them would be if for the physical, you want to run a marathon, right? If you want to run a marathon, well, why do you want to run a marathon? And it might be just that I want to finish the marathon so that I can prove to myself that I've overcome physical health issues, right? Um, for me, I don't want to run, I don't want to run a marathon. I would have a zero desire. I mean, but a lot of people, that is a goal for them, right? Or is it they because they want to put the 26.2 circle on the back of their car? Or is it because they've been trying for so long and they finally were able to run that full marathon, right? What is your one? Another one would be I want to go on date nights, which is very true. I want to go on date nights so that we have time with just us and no distractions, uh, so that we can dream together so we can really talk about everything outside of our business. If you have kids, leave them at home, leave them with the neighbors, you know. Why do you want to go on date nets? You know, things like that, so that you can reach net. Um, one of my big goals for 2026 is I want to learn short form video. I want to learn short form video so that we can post more interesting and engaging social media posts, right? Um, I'm not good at it. I'm not good at it whatsoever, but you're going to get good at it. So um, because I'm going to make the it's going to be a top priority for me that I have set out. I've talked to chat about this for a bit. Like that is a goal uh this year for me. So um understanding your why behind there, right? Now, part three, you've got our goals. We have got our whys behind them. So now we kind of know what's maybe more important than others. Part three is we want to choose three. I want you to choose three of your goals. So you probably have a dozen goals listed out. I want you to choose three of them. Only three of those goals. Um, and I want them to be from different categories. So I don't want you to pick two of your three goals for your business. I only want one from a specific category. So if you pick one from business, then you've got to find one from the other six areas that we just talked about. So three goals from three completely different areas. Um, focus on just them. So when you focus, that's gonna create the momentum. If you have too many goals, it's just gonna create noise. So we can hope that it achieve more, but really just focus on the three. Okay. So just focus on the three. Now, if you're if you're looking, you can if you already written them out, just circle those three. Just circle those three, put a check mark next to them, or just remember to go back and do this later. You just want to focus on three goals for this next step. Let me take a drink and knock out that next stuff here real quick. Hopefully you guys are enjoying this. Hopefully, this isn't uh uh hopefully you guys will put in the work on it and that it'll be uh setting you up for 126 successful.

SPEAKER_01 48:58

We'll talk about the rest of that here in just a second.

SPEAKER_02 49:08

Shout out to everyone here.

SPEAKER_00 49:09

Betsy's here, Jill's here, Eulena, Steve. Real quick, show of hands. Who here is in the inner circle? To say you can just say yes or throw an emoji up there. Who here tonight is in the inner circle? I just want to see what kind of show up we've got uh from people uh here tonight. They'll give me time to get another drink.

SPEAKER_01 49:40

Amazing.

Financial Targets And “Enough”

SPEAKER_00 49:41

If y'all showed up tonight, yeah, Wendy's here, Stephanie's here, Joe, NT is here, Chandra. Okay, awesome. Yai's here. Awesome, cool. Um, I I I just love that you guys show up. I appreciate you all so much. Um, so um yeah, and anyone that's not in an inner circle, come join us. Um, it's it's a great time. These these people are okay, I trust. Uh trust me, they're all okay. So, all right, we have our three. We have our three goals, right? Now we need to turn these into SMART goals. And if you've done this exercise before, it might be a recap for you, but a SMART goal is something that's kind of taken over um uh as a way of uh putting your goals into action. Okay. So SMART is an acronym, okay? And the email that I sent out yesterday about this workshop tonight, I it it had it listed at the top there, so you can go back and check that out. I'll also include it, it's in the on the sheet there in front of you. And SMART's an acronym. The S is specific. So those three goals that you have decided on for 2026 that you're gonna work on first, get specific. That's the yes. Get very specific in exactly what the goal is. It has to be um this water, um, it has to be a measurable goal. Okay, so it can't just be I want to feel happy in 2026. Okay, like that's and if it if you chose a um emotion, an emotional goal, um it has to be something that's measurable. Sure, there there can kind of be ways to measure that. Sure, you have check-ins with yourself, get a journal, talk about that, but doing a measurable goal of okay, I want to get to 225 wholesale accounts. Okay, so how am I gonna do that? How can I measure that? That that I can easily measure. If my goal is to get to a specific financial number, I can measure that. Um, there's a lot of different measurables when it comes to the actual sales side of our business. But so just in general, uh the SMART being an acronym, S is specific, N is measurable, A is achievable. It has to be in the realm of a possibility, okay? So like I'll never be an astronaut, right? Uh, I'll never be a sports star, right? I'm 43 years old, middle-aged guy, I'm 5'11. Um, I'll never be a pro basketball player, right? Like the goal has to be achievable. So keep that in mind. That's a. And then R is it's relevant. Um, it has to be something that aligns with your broader values. Is it relevant to your life? Um, sometimes we'll have financial goals that aren't really relevant to everything else that we need. So maybe we need to adjust those goals to where it makes more sense, maybe more attainable. Um, and then it's gonna be a little bit more relevant. Um, why do I want to get to 225 whole silicon? We talked about the relevance in that, so that it would be something that would give my business a more solid foundation. So relevance would be one. And then the last one is gonna be key, which is time bound. This is where you need to set a time, and this is where force function comes into play. Um, we need to set time frames of when we are going to achieve these goals that we just set. If I want to get to 225 wholesale accounts, what is the time frame? I want to do that by the end of the year. Okay, so let me break that down. If I want to get half of those before July 1st and the other after that, what is a time-bound goal for whatever the goal that you chose is going to be? Um, if it's the relationships and you're wanting to do date night once a month, okay. When are you gonna start that? Let's start that in January. Okay. Then let's start that. Let's that that's the time-bound goal. So you're gonna set that as your goal. That is when you are saying, I'm gonna get this done by. So um think about what those are gonna be. So here's a couple of the examples that I just put together just very quickly. I want to cross over 225 wholesale accounts in 2026. I want to weigh 170 pounds by April 1st. I want to revamp my email marketing system by February 1st. Uh, we have a uh email marketing workshop inside of the inner circle that uh a lot of people get a lot of good out of, but I want to even revamp my own um so that I can do it for myself and then share it with everyone else. But so that's my goal that I'm going to get done this month. Um, Chad wants to take on a lot of the email stuff. Uh and so we're gonna work on that together of revamping uh our emails that go out to our customers. Um, and we're gonna build that together. So my goal for that is gonna be February 1st. If Chad is just now hearing this for the first time, then maybe um, what the heck? We got to get together on this. But um, and then I just talked about a moment ago about a short form video that I really want to lean into in our business. And so I'm gonna start a 30-day short form challenge where I'm gonna post, or we as a business are going to post every single day for 30 days. Um, and I want to start that within the next two weeks. So those are my challenges, those are my goals for 2026, and those are the ones that I'm setting. So one of them is a goal for the end of the year, one of them is by April 1st, and then one I'm gonna be starting here in two weeks, and I'm gonna have 30 days of consistent posting of videos. So some goals are outcomes, right? There's an outcome that we can measure. Some goals are habits, habits that we want to form. Both of these count. If your goal is to go on a walk through night three, that's a goal that becomes a habit. That's fantastic. That is a goal. I don't want you to discount that as not something that you have to go from here to there. Forming a habit is fantastic. So good for you if you want to do something like that. Um now, this is where most people are gonna stop. We have defined our seven areas, we have defined our why behind those seven areas. We have picked three of those goals to make our main goals. We have turned them into smart goals, and which is again, it's gonna be they gotta be specific, they gotta be measurable, they have to be achievable, they have to be relevant, and they've got to be time-bound, right? To be a smart goal. This is where most people are going to stop. Say, okay, this is great. I'm gonna go work on all of this stuff. But the magic really happens, I think, in the next step. This is where it's helped me personally. It's gonna be in these next steps.

SPEAKER_02 56:57

So part five is set your first steps to obtain these goals.

Step Two: Define Your Why

SPEAKER_00 57:07

What is the very first step that you need to take to achieve that goal? If you want to start having more date nights, then just set that first uh date night. If you want to achieve, if you want to start a wholesale business, get your first wholesale account. Now, if you don't know the first step, the first step is to learn. There's so many things that we want to do, but we don't know how. Right? Um, if you are going to go without copy tomorrow, then leave your credit card at home, whatever your goal is. Very simple stuff to take, but you've got to take your very, very first step. Now, if you don't know the first step, we have to learn. Here's a big, big key for achieving any goals. And think about who might you reach out to to get help with your next step? Depending on what your next step is, who can you reach out to to help you get that? Is it a mentor that you have? Is it like the inner circle and coming hanging out with these other candle makers where like every Monday we do an accountability post where we're this is what I'm gonna do this week, this is what we're on. Um, do you have a friend? Uh, do you have another candle maker that you've chatted with in some of these Facebook groups? Find that accountability buddy. I mean that was a term we used when I was in the army 20 years ago, accountability buddy buddy. No, battle buddy is what we call it back. Find an accountability buddy, no matter who that is, that's gonna help keep you accountable. I would recommend a mentor, I'd recommend someone that's done what you're looking to do because they're gonna be help, they're gonna be able to help guide you in the right direction, right? They might not have all the answers, but as long as they know a little bit more than what you do at the moment, you're gonna be able to learn something from them. So I'd highly recommend that. So uh especially in the canoe community, uh, there's a lot of really good people. I know the community I hang out with. If you guys are here tonight, you're probably good people because you know we we've chatted before or vested on social media or something. So you know, don't hesitate to reach out. You can you can reach out, and if we have the time, we always like to respond. So um you don't need to have the entire plan figured out, you just need to take the next step. If I wanted to train for a marathon, which I do not, I don't have to use this as an example. I had a zero desire to ever do something like that. But if I wanted to, if that was my goal, my first step would be register for a marathon in November, October, right? That would be the first step because now I've got a time down, and then I'm gonna start working on all the steps before that. But now I've declared this is what I'm doing, right? So take the first steps. Find someone to help you. Um, this part six here is where we break it down into two different things: the triggers and the accountability. So the triggers is going to be what will remind you to act? What is going to remind you to take that action so that in three months from now, you look back at this and you're like, oh shoot, I haven't done anything when it comes to that goal. What triggers can you do right now to get you started on the goals that you've set? What are those triggers? What can you put in place right now to support your future you? Uh, some examples would be um calendar blocking, um, right? Block off times in your calendar. Time blocking is something that I'm a big proponent of. I love doing it, it keeps me steady um during the week. Uh, for those that are in the inner circle, uh, especially the newer ones, under resources, we actually, the time block sheet I use is right there for you. You can open it up and use it as you're out. Um, there's a time block sheet out there for you um to use. Um counter blocking is a great example of a trigger because then it's on your calendar, you're gonna get a reminder, you're gonna get an alarm uh to tell you to do the thing, the goal. Um, checking in with someone, message someone, uh, connect with someone. If if you are wanting to um, you know, get better photography for your candle photos. If you want to have better photos for your website and for social media, reach out to that photographer, friend of yours that you've been meaning to and say, hey, can you help? Can you can can you teach me the tricks? You know, and let's uh let's barter, let's let's swap this for that. You know, those are things, take the next step. A lot of it is we have to learn something, right? So you can get on to YouTube and start uh following a couple product photographers if you're wanting to learn from them on how to do better photography, right? You can teach that yourself. It's just gonna take the effort. So maybe go ahead and start doing that. Um, set a weekly routine. Okay, I'm gonna go on walks every Monday, Wednesday, Friday. That's my weekly routine. Uh, I that is gonna be the trigger, right? Um, if you want to learn to play an instrument, put that instrument in front of your television or in the hallway so that you see it all the time, right? Just so that you see it all the time, it's to remind you it's gonna be that trigger that you, oh, this is part of my goal. I I want to do this for a reason, right? Um, you know, with kids, when if you have kids and it's like, oh, you know what, like I we're we're trying to figure out this, like, hey, you gotta brush your teeth every night before bed. Where are kids' toothbrushes at, right? They're like right there on the scene, it's got the stuff that's ready for them. And it's to trigger them, hey, you've got to do this before you go to bed, right? Um, and so it's what is a trigger, okay? Um, if you want to stay off your phone and just be more present, set an alarm. One of the things I mentioned is one of my goals is gonna be to stay off my phone a little bit more. Um, when we're having our family time in the kind of winding down, um, stay off your phone, okay? So then even if I have to set an alarm to tell me, hey, get off your phone. This is family time for 30 minutes and don't pick it back up, right? Do what you got to do to start achieving your goals. And they're gonna become habits for you. So take the first step, whatever that's gonna be. Um, you're setting yourself up for your future self to be better, and that's to be a lot of motivation there. The next thing, there's a trigger, and then there's the accountability. So, accountability is gonna be a person, okay? That is who can support you, who is going to hold you accountable without judgment. Um, I would recommend picking a different person for each goal, right? Um, not the same person for all of your goals. Pick someone different that you're checking in with, that you're having accountability, because if you end up slipping up and kind of getting behind on one of the goals, you still got two other things here. But having some person that you can check in and do this with is going to help you, you know, and it could just be phone a friend that they can be across the country. And if you say, you know what, this is a goal that I'm really working on, and I'd love to talk to you about it because I know that this is I want to become a better baker. I want to start baking more often so that people don't want to throw my cookies away when I take them to Christmas next year. Okay, so you want to be a better baker. So, all right, every Friday night, I my goal is I'm gonna make something and see how it turns out. Okay. I'm gonna call up someone that I know is a good baker and say, hey, this is what my goal is. Maybe you can give me some tips, some tricks, and this is what my plan is. So hold me accountable for this, right? Um, we'll help you build your relationships too by having these goals and having someone holding you accountable as well. So think about who you can hold accountable. That's what we do inside the inner circle. We have our accountability Monday where it's like a it's a threat. I post what I'm gonna be accountable for, and people post, hey, this is where we're gonna get done this week in our business. Um let's see here.

SPEAKER_02 1:05:49

Um see here. I've got a little screen and a big screen at home.

Pick Three And Make Them SMART

SPEAKER_00 1:05:55

I've got a couple here. All right. So how so pick someone, a mentor, someone that understands, someone that has gone through what you've gone through, put yourself with them, uh, connect with them, set what your goals are going to be so they can keep you accountable. Um, and then set a time, whether it's hey, um, at this time every week or every month, um, it can be through a text, it can be through a phone call. You can share an app. If you're doing a fitness goal, you can just share that through an app nowadays, right? So you can everyone knows what the other person's doing. It's crazy how so much stuff is technology um driven these days. So hopefully this has all come together for a lot of you. Hopefully, this has been beneficial um for you. Uh go through seven different categories, pick a goal for 2026. It doesn't have to be major, it's just something to that we want to stick to that we're gonna be proud of next year when we all come back together and say, Yeah, I I got two out of those three done. Fantastic. If you get three out of three done, you have a whole list of other goals. As soon as you get one done, start working on another one, right? We created a bunch of goals. We should have over a dozen goals at the end of this. We pick the top three to focus on. If you achieve one of those, start working on the next one. If you hit your physical goal, fantastic. Start working on that relationship goal. If you get your financial goal, create another financial goal. If you if I hit you under a 25 wholesale accounts, which is my goal, um, then I want to do this much more private labeling. We've been really fortunate to do some cool private labels. We um, depending on where you're at, um, they are the music you listen to. We have done private labels for uh just most recently is Grammy award-winning Cassius Clay. We did candles for him. We did uh candles for a band called Cannons, uh, a little older school. Um, we've done a few different musical acts. We've done podcasts now. I wanted to do more of that because that's fun stuff for me. But we got to reach out, we got to get those accounts. Um one of the things that we do in one of our workshops is a private label. Um, I want to grow that. That sounds big of a moneymaker. Some of those really pop off and do really well, but usually they're all like limited edition type of products for them to where they buy a specific amount, right? Um, but they're fun. That's where I enjoy doing those. I like seeing my posts shared by someone. Um, you know, that we had the honor of making candles for. So that's one of my goals. I'll I'll add that to a goal if I hit some of these other goals that are gonna be more important to our business, right? Um just keep uh keep that in mind. Now, I wanted to end with talking about what has been our number one goal or our number one reason for success, um, that I truly believe has been our number one reason that we've been able to be successful over you know the past four years and build a business that we're proud of. Show up. That's it. You've got to show up. You've got to show up for your customers. Your customers is what is hopefully paying your bills. You just gotta show up. So when we first started, like I said earlier, being a candlepreneur, starting a candle business can get kind of lonely, right? One of the driving forces behind why we started candle business pro was to have a community of people because it can be pretty lonely being an entrepreneur of anything. So I reached out to a few people just that we made friends with online. Someone was really nice and they answered one of my questions, one of the chats, because I used to be asking all kinds of questions about wax. We if there is a mistake that can happen, we've done it, right? So we created kind of a little group, right? And like we chatted uh often. Um and the there's one other candle maker of that original group that is still doing candles. The rest of them are. We got someone that just got out of it. They ended up not enjoying it. Um, they we have uh a friend that um they're all friends. I I consider them all friends still. Uh they're just not the candle space anymore, but they would give up. Um, we have one that just it just didn't work out. They wanted to, their nine to five was too driving too much pressure, and that's the direction they wanted to go uh for stability. Totally understand that. There's no problem with that. Um, we have another friend that they were just kind of all over the place. They did a little bit of this, then they tried making these kind of candles, and then they tried to do this new collection, and they pivoted way too much. One thing that we haven't done is we stayed the course and we just keep showing up. Consistency has been so key to our business. I we often see where we uh see uh we're chasing the next thing. These suppliers are coming out with these seasonal scents all the time, we're buying them, and then we try to build a candle business around these scents, and they discontinue them, and then they come out with these new vessels, and then they discontinue them. And so you're all over the place, and then your customers are gonna be really confused. The one thing all of you here tonight can make this candle. All of you here can make a candle that now in four years we've sold$170,000 in this one candle. Um, for anyone can do that. You just gotta show up and you have to just keep going. Show up every day for your customers, have your communication down with them, have your niche, have these, have your niche, have your target audience, and just continue to show up through social media, through email, whatever the way that you're gonna connect with your customers, just continue to show up. It's gonna eventually pay off for you. I promise you this. I was looking earlier because one of the things that I almost stopped doing when we first started was emails. Emails, anyone in the inner circle, I talk about this all the time. Emails are such a big deal for us, our business, right? Anytime I send an email out to our list now, we know we're gonna get a decent amount of orders in. Um it pays off. It's it's definitely worth it, uh, especially long term. As you're today was our um, I know some people probably here in the group are on our email list. Like, you got an email today talking about our candle of the month. We release our candle of the month for our subscription box on the first Friday of every month, which happens to be today, those emails go out, we get the orders that come in. It's it's a fantastic circle, right? Now, I what I brought this up is when we first started doing emails, it took 17 emails before we got a sort. 17 emails before someone on that email list actually bought something from that email. I could have given up after five, seven, ten, fifteen emails. You could have given up. You just gotta keep going. Same thing with social media posts. You can post something on social media and no one's gonna like it, no one's gonna like it. You know, it's it's keep showing up, keep putting in the work. You're gonna get better and better and better. You can go to my Facebook or excuse me, my YouTube channel that we started a year and a half ago. I go back and I watch those videos and I cringe. I don't necessarily know if I got any better, but I at least know I'm more comfortable. And so for me, that's a win. And the only reason is because I keep doing it every single week now. So I would encourage all of you keep showing up and don't pivot. Your business. This is something I had heard from one of the mentors that I'm in a mastermind with, and they said, your business should be boring. Your business should be boring. Don't try to throw excitement into your business. When you try to get excited in your business, that's when you start going in different directions. Keep your business boring. Find your foundational sense, create a line around that, and just focus on that. If I've had this candle line out for three months and there's not any traction with it, why in the heck am I going to want a fall line of candles or a Christmas line of candles, assuming that's gonna do it? Make what you've got work and then throw in a little bit of creativity every now and again, right? That's why we do our candle of the month every month. That we can jack and be creative and come out with a new uh proprietary blend, right? Every single month. But the rest of our business is pretty boring. All of you in the inner circle know every our fall line of candles and our winter line of candles, we've had for every year now. We've never changed it. Keep your business boring, keep showing up over and over again because your customers need to know who you are. Don't change your path uh too often. Uh, you're gonna be doing great. So um thank you all so much for um being here tonight. I greatly appreciate it. Uh, this one actually wrapped up on time. Last year we went the entire two hours because I go off on a tangent, which is one of the goals that I had of um staying on track and hopefully I've done that. Um, if anyone has any questions, you can always reach out to us. Uh again, if anyone here did want to grab our candle making course or our wholesale course or join the inner circle, like this will be the week you can do it. Um, just all and stuff. And I'll I'll go with that in an email out to you all. But honestly, hopefully you found value in this. Uh, the worksheet is still out there. So if you didn't get the worksheet, go back to the email that you clicked on to come here tonight. And there'll be another link for the um for the for the worksheet there. And then you can go back and watch this. I'll send this out as a replay. Um, and it'll live, I think, for 24 hours. Uh maybe it'll be quite it'll be at least 24 hours uh for you that you can click on if you want to go back in and take your time and pause and all of this. But um thank you all so much for being here. I appreciate you. Um, if you have any questions, you know how to reach us. So um have a fantastic weekend and um best of 2026 to all of you. Anyone that's in the inner circle, I will see you on Tuesday uh coming up for Office Hours. So have a fantastic week, everyone. Take care.