Julie Xander Reveals Why Most Influencers Burn Out (And How She Didn't)

In this episode of What's Your Story? Julie Werner Xander, known as Lifestyle Jules, shares her journey of redefining aging and embracing vitality at 50.

With a background in exercise physiology, she discusses her transition from fitness to becoming a social media influencer, the challenges of navigating the influencer landscape, and the importance of aligning opportunities with personal values. 

Julie emphasizes the significance of authenticity, the complexities of monetizing her passion, and the evolving nature of influence in today's digital world. In this engaging conversation, the speakers delve into the complexities of business relationships within the aesthetic services industry, the challenges and realities of social media engagement, and personal growth through pivotal life experiences. 

They share anecdotes about navigating public perception, the impact of past relationships, and the importance of authenticity in both personal and professional realms. The discussion culminates in exciting future projects, including a new book and a film role, highlighting the speaker's entrepreneurial spirit and commitment to growth.

Takeaways

+Turning 50 can be the beginning of your strongest chapter.
+Vitality and confidence evolve with age, not expire.
+Julie’s journey into fitness was driven by her desire to overcome childhood insecurities.
+She transitioned from fitness to influencing by leveraging her passion for helping others.
+The influencer landscape has changed dramatically over the years, with increased competition.
+Monetizing passion can be challenging, especially when it conflicts with personal values.
+Authenticity is key in building a connection with followers.
+Julie believes in sharing knowledge freely, despite her complicated relationship with money.
+Filtering opportunities is essential to maintain alignment with personal values.
+Helping businesses and people is a core part of Julie's mission. Navigating business relationships requires clear boundaries and understanding.
Social media can amplify both support and criticism, impacting personal and professional lives.
+Past experiences shape our self-perception and drive personal growth.
+Authenticity in relationships is crucial for building trust and connection.
+Public perception can be influenced by social media interactions and comments.
+It's important to address negative comments with humor and grace.
+Personal growth often stems from moments of vulnerability and self-reflection.
+Maintaining boundaries in personal life can help manage public interest.
+Future projects can be a source of motivation and excitement.
+Embracing one's journey and sharing it can inspire others.

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Mike's Website: mikelindstrom.com
Scott's Website: scottleeseconsulting.com

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Transcript

SPEAKER_02 0:00

Welcome back to What's Your Story, the podcast where we sit down with fascinating people and unpack the experiences that shaped who they are today. I'm Scott Lees, my co-host is Mike Lindstrom, and today's guest is someone who is redefining what aging looks like in the modern world. Julie Werner Zander, better known to many of you online as Lifestyle Jewels, is a fitness and lifestyle creator, wellness advocate, entrepreneur, and mom who is showing people that turning 50 doesn't mean slowing down. It can actually be the beginning of your strongest chapter yet. Through her platform, Lifestyle Jewels, Julie shares everything from fitness routines and nutrition to fashion, wellness, and lifestyle insights, all built around a simple idea. You can look and feel your best at any age if you're intentional about how you live. She's got a background in exercise physiology and a passion for helping others build healthier and more confident lives. Julie's become a voice for people who refuse to let age define what's possible. And her message in this season one, episode 22 of What's Your Story, her message is simple but powerful. Vitality, confidence, and reinvention don't expire at 30 or 40 or even 50. They evolve. So today we're going to talk about her journey, where it started, the lessons she's learned along the way, and how she's helping people everywhere rethink what the next chapter of their life can actually look like. So sit back, relax, enjoy the episode.

SPEAKER_04 1:32

Welcome back to another episode. Mike Lindstrom, that is me, Scott Lee. That is him. Austin, Texas coming in. The Scott's still. Well, we have an awesome guest today. I would just say overall influencer, badass, would be what I would call Julie Xander. So, Julie, I'm so excited to have you on the show. We've known each other from afar, I would call it. Social media does that, right? You know each other on TikTok, Instagram, and I've been watching what you do. I mean, you're doing workouts, you're doing stuff that's promoting local businesses. So to have you come in our studio for 45 minutes and talk about who you are, I'm I'm more intrigued by the curiosity because I just don't know. So the questions were going to come at you are just random, but thanks for coming on.

SPEAKER_00 2:09

Oh my gosh, thanks for having me. And the 10 minutes that we've gotten to talk. I mean, this is just so fun already.

SPEAKER_04 2:14

I love it. So we're gonna have more fun in the next 45 minutes. So we always start with the same question: what's your story? Take us where you want to go for the next five minutes. What's your story?

SPEAKER_00 2:22

It all started back in 1974. So if you do the math, I'm 51, born and raised in Scottsdale. My parents are native New Yorkers, but my dad wandered out to Arizona in like 1967. And so native. And um, I always say you can take the girl out of New York, but you cannot take the New Yorker out of the girl because I was raised by two New Yorkers. So I got the hand gestures, I curse. Um, I've I've always kind of felt like a little bit of a fish out of water here. But you know what? It's it's always worked out for me. It's always been a good thing. I think that's what kind of has has always made me stand out. But uh got really into fitness at a really young age because I was chubby. I was always trying to figure out how to not be chubby. So got really, really into fitness, but I was also really into fashion because my family back in New York was in the fashion business. So that was always really important. And you know what? Fashion doesn't look that cute on you when you're chubby. So I really wanted to look beautiful and clothes. I really wanted to be skinny. My brother's three brothers were awful to me, you know. So, gosh, I just took my my need to be thin, my want to wear beautiful clothes, put those together, and I kind of figured it out and graduated from ASU. I actually started off um double major musical theater and dance. Oh, wow. So I love being on stage. So hence, how did I become an influencer? It was so natural for me. But I realized in college that there are so many talented, talented people. And when you're in high school, you think, oh wow, I'm really good. And then you get to college and you go, wow, I'm really not that good. And but fitness was still really such an important thing to me that I thought, you know what? I don't need a degree. If I'm ever gonna get on stage, I don't need a degree. So maybe I'll go into fitness because I love it so much. So I changed my major to fitness, and I was so good in science. I was like, maybe I should go to medical school. So I wound up graduating exercise physiology pre-med. Thought I was gonna take on the world, I was gonna become a doctor. And, you know, what do they say? We we plan, God laughs.

SPEAKER_04 4:27

Yeah, that's right. So that's right.

SPEAKER_00 4:29

Fast forward, wound up getting married at 22 and married a guy who was 15 years older than me. So I looked at him and I was like, God, you're old. Yeah, that's a big thing. I mean, here I am, 51. I was like, you're old. So um had three kids really quick, and you know, my husband never wanted me to work. So he's like, just teach aerobics, just keep teaching aerobics. But it wasn't enough for me. I'm this, I've always just been a driver, somebody that likes to do things, stay busy, you know, have an impact on people. Although teaching fitness really does have an impact. Yep. But there was still more for me. So long story short, I wound up realizing, like, oh hey, I could like help all these businesses that I knew, because it's authentically me. If I love something, I just shout it from the rooftop. So I'd be like, hey, you know what? Do my hair and I'll post it on social media. Hey, you know, give me a discount on this outfit and I'll post it. I'll post everything you have in the store. Everybody was always asking me, where do you get this? Where do you go for that? And so it just kind of happened. And it was something I was able to do while still being a full-time mom, taking care of my kids, not impacting my husband who wanted me to not work. And I created this thing, lifestyle jewels. And it's my lifestyle. It's everything that I love.

SPEAKER_04 5:41

How was that? Well, he says, You're not working. Or was it like, eh, I'd rather you not work? Like, what was the tone of that in the marriage, truthfully?

SPEAKER_00 5:47

It was like from a monetary point, always from a monetary point of view, this makes no sense. I wrapped a jewelry line. Like I was always trying to like do things, right? From a monetary point of view, this makes no sense. Or I worked part-time at Newman Marcus, and my mom would do all the heavy lifting. So she would watch my daughter, she would, I mean, to say that he he would contribute nothing because he didn't approve of it, right? So if you're gonna, whatever you're gonna do, you're gonna have to figure out how to do this on your own. It was never a team. Well, that's why we are not married.

SPEAKER_04 6:14

Right, yeah, clearly.

SPEAKER_00 6:16

Yeah.

SPEAKER_04 6:16

From a monetary perspective, I'm gonna use that, by the way. That's good. I'm gonna use that on you. Um monetary perspective, Scott.

SPEAKER_00 6:22

We shouldn't really know what the thing is, is that look, there monet monetizing is a good thing. But sometimes monetizing isn't the most important thing. Sometimes there's just doing something for yourself because it makes you feel good. Whether that's like being on the board of a charity from a monetary point of view, you're not making any money. No, I'm not. But I'm I'm helping people, like I'm spending quality time doing something positive in this world. So there's, but that was completely not important.

SPEAKER_04 6:52

You you got his thing down. You know his quote. That's his voice and everything. I can hear the record in your head.

SPEAKER_00 6:57

It is, which is a bad record. I've I've actually it it's probably it's been something that I have to unwork.

SPEAKER_02 7:03

Yeah, I'm going through my own voice saying, Did I fucking say that again? I I don't know if I I kind of I feel in trouble.

SPEAKER_04 7:08

I don't use that same language pattern, but I do that. I do say stuff like that. Yeah. But having somebody say it to me, like I can't imagine if Monica said, and she's a judge, by the way, so she's not an entrepreneur, she understands entrepreneurship, but she goes, Well, Michael, you know, from a monetary perspective, like I don't even know what I would say to that. I'm like, well, you know what, go be a judge for five.

SPEAKER_02 7:27

You'd go put the bad guys away. I'll take care of the bad. When your kids are super little, yeah, you know, you if let's say you go to Neiman Marcus and you earn whatever you earn, but then you're also spending whatever it is on daycare or somebody watching the kids and all that, and you come out in the red on it. I can logically be that guy and be like, I don't really understand this. But there's a lot more to it than the financial aspect. Like you need to feel fulfilled, you need to be motivated, you want to do something good in the world. I don't want to just sit here and only do this. Like you also have to understand those things. Yeah. You know.

SPEAKER_00 8:01

Well, I think that's where you say, okay, babe, like I get that you need something that's gonna make you feel good in this world, and we're negative dollars by the time we pay for it. Let's think how what could you do? Which lifestyle jewels cost him nothing, yeah, but still there was no support.

SPEAKER_04 8:17

So yeah, it's tough. So who was your first client when you did this whole thing? Like paid client, paid client. Not like I'm gonna go shout through pops got love this salon or trade because she's saying that she got like discounts for stuff or you're talking about like cash, like no, it got paid, got paid, got paid.

SPEAKER_00 8:32

That was a really tough one. I mean, um, you know what a really good one, I was like, dang, I've made it was Barnett and Delaney iCenter.

SPEAKER_05 8:39

Wow.

SPEAKER_00 8:40

They called me to do a full-on thing on it, and I would have had, and think about that too, when we talk about trade, like they would have done, I'd already had LASIK, but I would have had LASIK for free, and then I would have been able to promote the whole thing. Instead, you know, they just paid me to promote what they offered and everything because I'd already had the surgery.

SPEAKER_04 8:56

And it just started going from there.

SPEAKER_00 8:58

Yeah, I mean, I had, you know, tons, it's it's really interesting. It ebbs and flows, and the needs have changed. Um, and and the world of being an influencer has changed so much. So when I started, it was more than 10 years ago. Nobody even knew what an influencer was. It was big, big bloggers and and famous people. And so when I the reason I got introduced to it, because I kind of cut to me being an influencer, but I was working for my brother who has an incredibly huge beauty line, and he put me in charge of the PR firm in New York City. So my job was just to say yes or no. And so they said to us, we really think that you should hire a blogger. We're like, Okay, you listen to your PR firm. Well, for a million dollars, you can hire Pamela Anderson. This is and she's made a re resurgence, right? She's going back up. We're like, we don't have a million dollars. So no problem. For$500,000, you can hire Calista Flockhart, which also makes me laugh. We're like, because now people don't even know who she is. Yeah. I go, again, we don't have$500,000. So we trickle down, we trickle down, we trickle down, we keep on trickling down, we get to a$10,000 budget, which is still a lot of money. Heck yeah,$10,000 for a blogger which nobody's heard of to give us this three-minute video of why she likes these products. And so we say, okay, to$10,000. I get the video, and I'm thinking there's gonna be lights, there's gonna be, it's gonna be. It's her in her bathroom. And this is more than 10 years ago, right? So cell phones were not fabulous.

SPEAKER_04 10:35

Yeah, but they were, but they were workable. You could get a camera, you're gonna pay money for it. Yeah, but if you didn't get it now, you're probably like, Yeah, no, I get it.

SPEAKER_00 10:42

Yeah, yeah, like it wasn't a professional, it was her little crappy cell phone in the bathroom, going, Oh my gosh, you guys, you're just gonna love this product. And I I get the video and I go, Okay, she just made$10,000 and I'm getting$2,200 a month to travel around the country and do the work I'm doing. And she just got$10,000 in three minutes.

SPEAKER_03 11:04

Yep. I go ding ding ding.

SPEAKER_00 11:06

Ding ding ding. I'm like, and I'm like, okay, I have a degree, I have aging skin. What does this girl know about? My skin feels so good. Okay, have three kids. It's so great. I'm like, have three kids, age a little bit, and then tell me about how soft and tight your skin is. So I thought, uh, okay, like, so what does she have? She has a following. How does she get a f I could get a following? I'm like, I was born and raised here. I worked in fitness, I worked in fashion, I have my degree. I have I know all these people. I have kids. I have their parents or my friend. So I thought, okay, I can do this. But it it's so at that point, people were looking at me like, what is she doing? I would hear all this chatter, like she's such a narcissist. She posts pictures of herself all day. Now, if you aren't posting pictures of yourself and your product and your business all day long, right? You're losing. Everybody has to be, everybody is an influencer, which is it's hard. So from the start, it was really hard because everybody's like, What is she doing? And then it got going, and people were like, Oh, dang, she's really smart. And it was like hot commodity. Then it got to everybody's an influencer, everybody says they can get you, you know, and and they're all shooting, you know, they're all liars, right? They're not all liars, but they're well, a lot of people are pretending. They're pretending, right?

SPEAKER_02 12:18

Yeah. And just because you have a following doesn't mean you actually can influence buying decisions. That's a big thing. That's a big thing.

SPEAKER_00 12:25

And then you have, so now, and then you're like, okay, well, I could pay her. So it just goes back to the whole Pamela Anderson and Cliss Flo Flockart. How much money do you have? How much money do you want to spend? And then you're like, okay, so I could pay Julie X amount of dollars, but I could get this new influencer over here. She's free. I don't have to pay her at all. And she's gonna put it out there for me for free. So what do I I could give it to all the young influencers that are trying to get paid that aren't getting paid? I could give it to thousands of them, and all I have to do is give them the product and they'll do it for free. And why, why pay Julie? So so then there was there was that. Now it's coming back to people going, all right, it's the quality, not the quantity. And it's it's kind of changing again, but it keeps changing. But no matter what, what's really changed and it's really hard with influencing is everybody's an influencer.

SPEAKER_02 13:15

So you're competitive, you're proud of competition than ever. It's definitely everybody's a competitor now.

SPEAKER_00 13:20

Everybody's a competitor. And I mean, there was this is years ago. There, I don't I haven't looked it up lately. There were a hundred million posts a day. How many posts are going up every single day? How are you seen? Even if your content is amazing, yeah, how do you how are you seen?

SPEAKER_02 13:37

You also I don't know if you experience this, but you also can drive yourself mad trying to predict the algorithm. Yes, Mr. Algo, Mr. Algo. And because it changes all the time on every single platform, and you lose your mind trying to be like, okay, I have to do this at 9 a.m. on Instagram but 10 30 on TikTok. Do you do you think about that? Or do you just say screw it? I'm I'm just saying. Oh, listen.

SPEAKER_00 14:06

And listen, uh there would be a day where Instagram would go down or we'd want to pull my hair out.

SPEAKER_02 14:13

And now I'm just like now if it goes down, I'm like, oh thank God. I don't have to day off from this.

SPEAKER_00 14:22

Everybody's going through the same thing. I'm gonna sit back and relax. Yeah, it's tough. It's tough. It's a it's when anybody ever asks, so Julie, what would you tell somebody about becoming an influencer? I go, don't. You know, it's it does it never shuts down. It's 22 minutes.

SPEAKER_02 14:38

You have to temper that advice with the other advice of you better build a fucking following in a brand and then never.

SPEAKER_00 14:44

No, you're right.

SPEAKER_02 14:46

I I understand both sides of it. And it's difficult to navigate, tough thing.

SPEAKER_00 14:50

Well, you know, being a hundred percent influencer, that's for those people that think I'm going to become a you know full-time influencer, that's a lot of work. But you're absolutely right. Every single person, no matter what your career is or what you're doing, you have you truly need to have a presence on social media.

SPEAKER_04 15:10

It's stressful.

SPEAKER_00 15:10

Yeah.

SPEAKER_04 15:11

Right? Yeah. Do you ever have a day where like eff it? I'm not I'm not touching anything today. Seriously.

SPEAKER_00 15:16

Um deep down, yes, but I still probably are you addicted? No, definitely not. No.

SPEAKER_04 15:23

Because that's a thing.

SPEAKER_00 15:24

Oh, for sure.

SPEAKER_02 15:25

The difference between being addicted and needing a paycheck to I I can look at it as like I gotta go to work today. Right.

SPEAKER_00 15:33

I was at a point You're right, but I think uh there was a point where I thought if I don't post today, people are gonna forget me.

SPEAKER_01 15:41

Yeah. Mm-hmm.

SPEAKER_00 15:43

And that's not true.

unknown 15:44

Right.

SPEAKER_01 15:45

It depends how long you can go between.

SPEAKER_00 15:46

Right.

SPEAKER_01 15:47

Yeah, no, if you go long enough, people could can't forget.

SPEAKER_00 15:50

But listen, if I went on vacation for two weeks and I didn't post, maybe if I did, maybe two weeks, people would be like, did she die?

SPEAKER_04 15:57

Well, you do well, you've you brought that on yourself. That's about I would think that. I would because you I follow you and I'm like, hmm, well, that's been like five days. That's weird. Oh, oh, she must I would say, oh, she must be on vacation. No, two weeks, I'm thinking, hmm, she got a job, did what happened? What happened? And I'm not like religious. I mean, you have people that are like you're a quarter, how many people? Yeah, quarter of a million.

SPEAKER_02 16:19

Yeah, that's a lot you manage that a little bit though, potentially. You could like do a video or something and say, I'm gonna be out of here for the next like week or two. Yeah, right. You can also schedule things. Like you can we could go produce a bunch of content right now, schedule it out. So but we're actually offline.

SPEAKER_00 16:36

It winds up being what I I still even out of town, I will still post every day, but it winds up being so much less than what I do, like so scaled down. Like, here's one video a day. The stories might not be there, right? The but it's it's still enough.

SPEAKER_04 16:51

What's your rules for posting? Okay, so I'm gonna be real here because that's how I roll.

SPEAKER_05 16:55

Okay.

SPEAKER_04 16:56

I've seen your butt.

SPEAKER_05 16:57

Oh, yeah.

SPEAKER_04 16:58

I've seen your body. I was not expecting that. No, she does. She'll be sitting there doing like the well, you can talk about it, the firming up or whatever, and she'll do the angle where you can see her like doing the the clinicians behind, and you can see her like in a thong live, dude, live, like shooting a video. Like she doesn't care. She puts herself out there. So, what are the rules on that? Like, you've you put yourself out there, girlfriend. I mean, let's be real.

SPEAKER_00 17:20

Yeah.

SPEAKER_04 17:20

What are the rules? Like, where's your where's your guardrails or not?

SPEAKER_00 17:23

My guardrails are don't get kicked off Instagram.

SPEAKER_04 17:27

So you push the envelope?

SPEAKER_00 17:29

Yeah, yeah, of course.

SPEAKER_04 17:30

Really?

SPEAKER_00 17:30

Sex sells.

SPEAKER_04 17:32

I know, but I'm I know that, but I'm saying that there's that part of the brand where you're like, okay, we're because you want people to take your share.

SPEAKER_00 17:39

Yeah, but yes, but but okay, yeah.

SPEAKER_04 17:41

Which they do. I do that's right. I think you do it tastefully, by the way.

SPEAKER_00 17:44

Yeah. Well, I think that's the thing. Um, well, first of all, I think my body is just it's a fit-looking body. So it doesn't, it doesn't look, I don't look like a playbook.

SPEAKER_04 17:54

That's another way of saying I'm hot. She's being humble. You are, you're hot, you're you have a good body. So you're using that as as as part of the marketing of the brand because you the things that you do, massage, salon, uh, the all the things that are peptides, whatever, that's that's part of your branding, is your body, right?

SPEAKER_02 18:12

Well, you can't you can't hawk those things if you're overweight, right? Exactly. You're chubby.

SPEAKER_00 18:17

Like you're well, you could be right, like you could be on your journey. You could be on a chubby journey saying I'm trying to, right, and show that. But why would somebody really listen to me if I weren't really doing something exceptional? Like people, right? People take it seriously because it's like, okay, she's 51, she's had three kids, she's sharing everything that she's done to get here. There's no there's no mystery here. I've had my boobs done, I had a lift, I had a tummy tuck. Um, that's the only plastic. I haven't had any cosmetics or but that's gonna happen. Facelift is coming. But I but I share all of it because I feel like, you know, and I I talked about this on my own little podcast, that, you know, uh J-Lo, it's not your olive oil and your skincare. Like she looks great. I don't want to take away from that, but like, do you know how much good she could do if she actually shared that yes, with my I have all this money, I'm blessed to have all this money, and I've done XYZ. I didn't just wake up looking like this. And and so I'm presenting everything as there's this that you can do, there's this that you can do.

SPEAKER_02 19:27

And I want to be really just being real and authentic about it.

SPEAKER_00 19:30

Just real and authentic about it. And and it and it goes so much further than me saying, I did this butt treatment and she rubbed my butt with this thing. And like, I'm just gonna show it. And yeah, I'm gonna show the little bit of cellulite that I have and you know, show the treatment. It gets it grabs sex cells, right? And and it grabs attention. It's not even the sex part of it, it's just it's you're not expecting that.

SPEAKER_04 19:52

Shock value.

SPEAKER_00 19:54

You know, it's it grabs their attention to the they go, she really doing that. What the hell is she doing now? Right. And I I I love that. I I want that. So, you know, if it's if it's going to help my followers, if it's gonna grab their attention, if it's gonna help the the company that I'm promoting to watch it, because again, everything it's so oversaturated. Yeah, how am I gonna get you to stop and look at what I'm doing today?

SPEAKER_05 20:20

Yep.

SPEAKER_00 20:21

So yeah, a little shock value is good. And then again, to show my body and be like, this is why you want to listen to me, because I'm I'm telling you what I'm doing, and then maybe you want to get on board with that that this is the doctor that I'm using to do this peptide. And yes, I'm on a microdosing of GLP1.

SPEAKER_04 20:39

And yes, this treatment helped the little bit of cellulite, and you know, I I do know some influencers that and I mean this in all seriousness, not to be it's not pornography, that have now the whole OnlyFans because they've built such a following that people want to hear what you have to say. So you block people and say, look, I'm gonna give this part for free, but this part you have to pay for. I'm giving some really good information here that you have to pay for. Have you ever thought about going down that path of saying we got to go full subscription? The free people are gonna get this, but the people who really get the good stuff of who you are and this and the advice that you give, they're gonna be VIPs and they're gonna get this. Have you ever gone that way?

SPEAKER_00 21:15

So so let's just talk about that from a monetary point of view.

SPEAKER_04 21:17

Yeah, correct, correct, correct. You're killing me. I'm gonna use that. It's in my head now.

SPEAKER_00 21:25

From a monetary point of view, I have learned to hate money. Like hate it. Like I don't want it, like I don't want to talk about money. I I I I probably need to go to some theor serious therapy about it. Um I hate receiving money from people. I don't like it. I don't like taking money from people. I feel like when I do everything I do, I want to share because I have it to share and I don't like charging for it.

unknown 21:51

Really?

SPEAKER_00 21:51

Yeah. Wow. So I have a terrible relationship with money. So I feel like I just want to share everything. Like that I teach a workout. I used to when COVID hit, I taught seven days a week online for free.

SPEAKER_04 22:04

That's amazing. You should come hang out with us for a weekend. You'll make money. You'll get you'll we'll change your belief about money in a minute.

SPEAKER_00 22:10

You'll just be like, she's charging X amount of dollars.

SPEAKER_04 22:12

Yeah, it'll only take an hour to handle that part. Oh, we'll handle that part. Perfect.

SPEAKER_00 22:15

You guys can make it.

SPEAKER_04 22:16

We'll monetize you actually.

SPEAKER_00 22:17

You're hired. I will hire. Like, I literally, that's what I mean.

SPEAKER_02 22:20

There is there is a lot of truth though to the to the philosophy of the best way to make a bunch of money is to give away all of your secrets for free. Yeah. It's just so it's possible.

SPEAKER_00 22:31

I'm waiting for that moment.

SPEAKER_02 22:32

It's possible unconsciously, subconsciously, that you have learned that you just help people and do all this stuff and the good stuff comes. And I believe that. Uh we were just talking this morning. So I then just focusing on the monetary perspective. Yeah.

SPEAKER_04 22:47

It's true though. It's 100% true.

SPEAKER_02 22:49

I get yelled at all the time for doing stuff for free and not monitoring. You yelled at me.

SPEAKER_04 22:52

Well, in a in a in a way, but I'm a shared point of view.

SPEAKER_00 22:56

Yeah.

SPEAKER_04 22:56

We'll talk about that from a monetary point of view later. Um, I work for Tony Robbins for three years after law school. So Tony's my mentor. Tony, every year, he's he's it starts today, actually. Every year he does a free event. Three hours, Thursday, Friday, Saturday. And uh, all the people around him were like, Tony, you're he didn't start doing this during COVID. They're like, Tony, you're nuts. Like, do you know if we could charge like five bucks? Do you know how much money you can make? Yeah, right. He's like, Nope. Absolutely not. I'm gonna do it for F and free. And no, and when you go sign up, by the way, he gets you for like a dollar to donate for a day. I did it all. And by the way, at the end of it, it was 135 bucks. I got the VIP thing, I got the dollar donation for the food. But it's six at six and a half hours of Tony Robbins live. Right. I know what he charged. I sold that stuff, thousands of dollars. Yeah, so to me, it's free, right? But it comes back. But he wasn't always like that. He was always, you know, hey, how do we monetize the coaching? How do we monetize, you know, the competitive edge? So somewhere along the line, I worked when he was 38 years old. Now he's a billionaire in his 60s. He's all about that. Give back, give back, give back. So there's truth in that. So if you just find that shift, right? Where you're like, okay, I think it's happening. 51, maybe it's by the time when's your birthday?

SPEAKER_00 24:04

November.

SPEAKER_04 24:05

What's your birthday? What day?

SPEAKER_00 24:06

27th.

SPEAKER_04 24:06

Oh, I'm 22nd.

SPEAKER_00 24:07

So close. Very close. So we but are you, yeah.

SPEAKER_04 24:10

I'm on the cusp. Yeah, I'm on the cusp. Yeah. So maybe by your birthday, it starts to happen. And you're thinking, okay, all that giving I've getting is to get. But you've been, but you haven't led with that. I watch your stuff. You're not, that's not you, man. Like you're just a giver, right?

SPEAKER_00 24:24

I am. I am. It's it's probably my best quality and my worst quality.

SPEAKER_02 24:28

Yeah.

SPEAKER_00 24:29

At the same time.

SPEAKER_02 24:29

I appreciate that. How do you how do you filter at this point in time? How do you filter who to work with and who not to work with? Because you certain threshold and opportunities come and you could say yes to everything and make more or spread yourself too thin. You have to learn how to say no. What is the filtering lens of like how and when do I say no to certain things?

SPEAKER_00 24:52

Right. Well, one, I stay in alignment with who I am. So if it doesn't feel good, because it's not about money, we already learned that from a monetary point of view. Well, um, so but you're right. I mean, there are so many good, I just I love helping businesses and people. So if it aligns with what I'm doing and I I like the business and it doesn't compete with other businesses. So part of it is because I have created so many businesses that I work with, unless there is something different that they're offering, you know, there is a med spa on every single corner. And I get an email from every new med spa opening. We'd love to have all of them. No, I have an exclusive with my med spa. That's it.

SPEAKER_04 25:33

Yeah, you have to keep that true though. You have to keep that.

SPEAKER_00 25:36

Well, the thing is too, is that this was years ago. Um, I had one med spa who I hadn't really, we hadn't really developed an exclusive yet. And another med spa came to me, and so I wanted to check in with her and say, you know, we haven't really had like this exclusive thing yet. And this other med spa, and I'm trying to grow and they're in Gilbert and you're in Scottsdale, like somebody in Gilbert isn't gonna drive all the way to Scottsdale. I mean, they could right, they could. Somebody in Scottsdale is probably not gonna drive all the way to Gilbert. So can I do something with them? And she said, No, if you do something with them, we're out. And I was like, why? It's not even competing. And she said, she had a really good point though. She goes, listen, if I'm doing Botox on your face and I'm doing filler on your face, and then you go to Gilbert and she does it. Now all of a sudden you look weird, who did what?

SPEAKER_04 26:24

Well, that's a good point. That's a good point.

SPEAKER_00 26:26

Right. And you know, a lot of these things.

SPEAKER_02 26:29

Yeah, that's true.

SPEAKER_00 26:31

Right. And a lot of these things, some of these things don't show up till later, and then you've kind of muddied the water, and all of a sudden people are like, God, you're looking kind of weird. Like, what happened? Right? Like, so no, there's there's no question mark. If you like the way I look, garish metasthetics, there's the plug for them. Yeah, that's where I go. I love them, they are incredible and they make sure that I look great. And if we're having like, if we're like, something's, you know, maybe you need a little lift here or whatever, they're the ones doing it. It's not getting all muddied. And so she was 100% right. And but the funny thing is I said, Oh, well, if that's the way you feel feel, Sayanara. And I went to the other, this is funny, I just remembered this as we're talking about it. So I said, you know what? I need to grow my business. I need to work with every med spawn. I mean, not really, but so I went to this other business and they did some filler under my eye. And it literally looked like I had pillows sitting under my eye that day. And the the the owner of the other med spa that I had said goodbye to, she sent me a message and she goes, Julie, it's looking like she didn't do it right. And I said, Oh no, no, no. It's just, it's just swollen. It's just she just did it. It's just swollen. It'll go. No, I literally had pillows under my eyes. So I put my ta tail between my legs. I called back the med spot owner that I just said goodbye to, and I said, Will you fix it? And so I went, I went in and she fixed it. She was she was very lovely to me about it. And she only she did charge me, but she only charged me the cost of the product to dissolve it. And I I left with complete black eyes because it just she it's you put in, you have to put product in that absolutely dissolves it all. Right. And then she goes, Okay, in a month we'll we'll fix it again. And that was it. And I was with her for years and years and years.

SPEAKER_04 28:23

So at the very end, you got to plug everything. Oh, I'm gonna go. We do rapid fire at the very end. Oh, boy. So I'm gonna go, okay, hair, nails, yeah, skin. So at the end, just be thinking it's coming, it's coming. Um, so uh social media. I want to hit this real quick because we ask this a lot of people, especially of note, uh, haters, people who hate commenting. Do you read the comments? Do you care? Do you engage? What's your belief about that? And then the second question is what's the weirdest thing you got? Because we hear the women get the whole, hey, show me your feet. We want to see your feet. That's a weird thing, apparently, that guys ask for. I don't, I don't care. But what give me like the hater stuff, and then what are the weird ones that you do?

SPEAKER_00 28:56

Okay, so yeah, gosh, the hater stuff. So I have a couple one hater recently, I I called out JLo for her not being transparent about what she does. And so this woman messaged and she says, you know, can't you just stop, you know, can't women just stop hating on other women, especially with hair extensions like that? I go, okay, okay, so you're calling me out for for talking negatively about another woman, but you're responding to me with a negative. I said it's like, what? Yes, I have hair extensions and I promote them. So everybody in this world knows that I have hair extensions. Um but anyways, and so that part it and so, anyways, I I said lol, but you just called me out. And she goes, it doesn't feel good, does it? And I just makes me laugh, actually. Thank you.

SPEAKER_04 29:52

That's lol. That's what I mean.

SPEAKER_00 29:55

That was, I mean, it just honestly made me laugh. So that was one. And another one is I have men all day long who feel that they have the right to uh interject about how I'm running my life with dating or whatever.

SPEAKER_04 30:09

So give me an example.

SPEAKER_00 30:10

So this man has been a follower of mine for 10 years, at least. And you know, you you're you have I don't know, you have a following. So you have followers that do engage, right? I've never met this person ever, but he clearly feels like he knows me. So I broke up with my boyfriend last May and I was single for eight months, which if I met a guy the next month, none of your business, right? But I didn't. I really truly was dating for eight months until I met my new guy that you asked me about. And we probably dated for a month and we were long distance, so it accelerated quickly because now we're not going on a date, we're going on a weekend, right? So and we're long distance, so we talk so much all day long, every day, because we're not seeing each other. I think we don't take it for granted quite as much. We we really anyways, but none of his business. So I probably a month after we're you know together, I started posting him and I get this message saying, you know, not that it's my I don't even think he said not that it's my business. He goes, I just really care about you, but this was quick. And not just that you're dating somebody, but that you know, his post was striking because he made a really nice post. We were on vacation and he posted pictures of us and he goes, That was just striking. I mean, if you think that this is gonna make your parents think more of him. Okay, well, my parents have already met him in person. So a post was not the love bombing that he needed to do for my parents.

SPEAKER_02 31:42

So interesting. But I'm like people, man. It's it's odd enough when somebody that you know in real life that you're around all the time, yeah, decides to comment on like your grieving process of how you move through stranger. Like stranger. Stranger. Yeah, but he really cares about me. But he he thinks he knows you. He thinks he knows me. I I meet people for the first time, and and they're like, Oh my god, I feel like I know everything about you, and they'll ask me stuff. I'm like, I don't know you at all. Yeah, dude. I get grabbed in the airport sometimes. Yeah, like I don't know. Who the fuck is who you are?

SPEAKER_00 32:13

I know it's I know I know they feel like they know everything about you.

SPEAKER_04 32:17

Social media does that though. You're you because you put yourself out there. Yeah. So you're inviting that part of it. Yeah. That part of it.

SPEAKER_00 32:22

I'm not saying really bothered me. The the woman about my hair extensions, I was like, Yeah. But it it did bother me. I I I don't know, I guess, but I'm like, he doesn't know me. He doesn't know my relationship, he has no clue, but it does make you go, gosh, is he love bombing? No, no, he's not loving baby.

SPEAKER_04 32:42

So if I pulled up your phone right now and scrolled through your DMs, how many DMs do you get a day where it's like, hey, babe, what's up? No, you know what? Let's go on a date.

SPEAKER_00 32:52

No, now, especially now, which is one reason why I do post my boyfriend.

SPEAKER_02 32:57

Because a little bit of a filter, a little bit of a wall.

SPEAKER_00 33:01

So when you talk about boundaries, there's my boundary.

SPEAKER_02 33:04

Yeah.

SPEAKER_00 33:04

Like I have a boyfriend, here he is, back off. I think people, uh, because I've been doing this.

SPEAKER_02 33:11

By the way, that is the opposite of approach of a lot of female influencers. Yeah. A lot of female. The whole debate thing. Yes. Yeah, that's true. They should kind of leave a veil up of I'm over people or whatever. Ambiguity. Because I think it pulls you in more.

SPEAKER_00 33:27

I I don't I don't I don't want fake followers.

SPEAKER_02 33:29

I commend you for that. I do.

SPEAKER_00 33:30

I absolutely so the so though I am showing bearing all, not all, uh I think people respect the fact that I'm like, listen, I am more than happy to talk about my body and how I got it, and I feel comfortable with that, and I'm fun and I'm light, but I'm also I'm a businesswoman, um, I'm a family woman, I am monogamous. I, you know, yeah, I I think the most important thing in life is having that special person to share your life with.

SPEAKER_04 34:00

Yeah.

SPEAKER_00 34:01

So I love working and being busy and helping people, but at the end of the day, what is life if you don't have somebody to come home and share it with?

SPEAKER_04 34:08

Yeah, companionship. I've always talked about that. I don't care if it's even friendship, companionship. You want to have a partner, a friend, a buddy. I mean, if lonely people, I I breaks my heart. I have friends that I grew up with. Uh, they're lonely people. They don't have even friends. Like, they push us away. I'm like, buddy, come out to Phoenix, come hang out. Nope, I'm good. It's a lonely life, is it's not going places good. You know this. I gotta go back. This is we're gonna get vulnerable here. Okay, this is a big thing. I teach this, and Scott knows this whole concept of nothing in life means anything except for the meaning you give it. Okay, that's a concept. And usually that stuff happens when you're younger. Between five and twelve, things happen that you remember vividly. So when I meet people who because you brought it up, you said I was chubby, and I had brothers that were kind of brutal. Give me what was the moment? We call it a moment of truth that happened between five and twelve. You remember it vividly. Someone said something, it was on the stage, it was your brother, it was your mom. That you're like, all right, that's it. This whole chubby thing. It like, but it impacted you in a way at that moment where you're like, I'm going the other way. When I get older, I'm gonna be fit. I'm gonna and you're doing it. What was the moment? What was your moment of truth?

SPEAKER_00 35:15

Oh, well, okay. Probably wow. This was probably the worst night for me, like ever, was middle school. I was so awkward in middle school. I really didn't have any friends. I was really not cute, and I had a really big crush on a guy, and we had our middle school dance, and I was so excited and I went, and I was hoping he would ask me to dance, and he didn't.

SPEAKER_04 35:38

Wow.

SPEAKER_00 35:39

And I just went home and I cried and I cried and I cried and I cried, and I wouldn't open the door for my mom. I wouldn't talk to my mom. I didn't tell her a word. But I think, you know, that was definitely I think the boy situation, because no guy ever looked at me. In fact, I mean, I really didn't. My first boyfriend wasn't until well, okay. No, my first boyfriend was my junior year in high school. First kiss was my junior year in high school. That's pretty late.

SPEAKER_04 36:00

Yeah. Well, in this day and age, kids are doing it later, but in our age, you're right. We're doing a lot of stuff a lot younger. That's absolutely true. Well, so what was the what was the thing that what was the self-talk when you had that moment of truth where you're like, okay.

SPEAKER_00 36:12

I don't know. I think it was always going on. Like I always I never fit in with the cute popular girls ever. And I always wanted to be a cute popular girl, and I wasn't. And I was, I don't know. I think I always just sat back going, how am I gonna be the cute popular girl? Which I still never was. I just, you know, but but I just became my own me that you know now I can go back. You know, I look at everybody I grew up with and I'm like, Yeah, okay.

SPEAKER_04 36:39

Now hold on, then we go there. So let's fast forward. So the I always like the revenge thing. So you've been to I'm making this up 10-year reunion, 15-year reunion, something where somebody were like, whoa. And you had that moment of like, yeah, you motherfucker. Guess what? I remember junior year. You said this. Do you have any of those?

SPEAKER_00 36:58

You know what? No, okay, I I'll I have one. But the funny thing is now with Facebook starting, like I remember when Facebook started, we were talking about my name, it's Julie Werner Xander on Facebook because I was trying to reunite with my high school friends and they didn't know my married name. But now it's like you never lose touch, right? And especially being from Scottsdale and still in Scottsdale, everybody sees me. So at this point, you know, 35 years later, it's like, you know, it's just Julie. She who knew? Who knew she? Sure. I'm sure all those guys were like, gosh darn it.

SPEAKER_02 37:34

Like I don't think people have the foresight in middle school to be like, I wonder what high school high school.

SPEAKER_04 37:40

We had we had a we had a gal um tenure reunion that the tenure reunion. My shout out to my buddy Paul Sheeley. Paul married her, and she came to our uh tenure. She was a runner in high school. She was popular, kind of on the fringe, popular crowd. She was just very focused on herself. And she's a runner across country, and she showed up to the tenure reunion, and our whole friendship group was like, damn, where'd she come from? And our buddy Paul is like the not like the suave guy, but he's so real. He's stayed in our hometown, Modesto. They end up getting married, and they have beautiful kids. And if they if you would have picked the nine or ten guys that were over there wooing over her, I wouldn't have picked Paul. I mean, I'm bro, you know this, I've already told you this. Um, but it happens. Good job.

SPEAKER_03 38:25

Paul, it's above its average exactly.

SPEAKER_04 38:27

Paul, you did outbunt the coverage, my man. I love you both. I was at your wedding, I was in your wedding, and that was awesome. So, but I I know those things, I know those people that when you see, and it goes the other way. You know people that were super popular, and they're in jail or whatever. You know what I'm saying?

SPEAKER_00 38:42

But I did have a guy, uh, so I teach aerobics at the village. And which one are you at? DC Rams.

SPEAKER_04 38:48

Okay, I'm at Camelbacks.

SPEAKER_00 38:49

Yeah, and I I was uh I was this is years ago, and there was a guy playing basketball, and I'm like, that guy looks really familiar. And I kept seeing it, and I kept thinking, God, he looks really familiar. Then I realized that we had gone on like three dates when I was a freshman in college, and uh, and he ghosted me. He ghosted me.

SPEAKER_04 39:11

Did he recognize you?

SPEAKER_00 39:12

And uh so probably a year goes by. I mean, this is at this point years ago. He I ran into him outside of the village one day, and he came up to me and he goes, He goes, You really look good.

SPEAKER_03 39:25

I love those stories. Yeah, I uh I screwed that one out of the ball then. I love those stories. Those are my favorite.

SPEAKER_00 39:31

So that was the one that that was the one I was like, yeah, because he kind of broke my heart. Like, you know, in college, you like meet the guy, and you're like, you know, three dates in and then ghost people back then.

SPEAKER_04 39:43

I never ghosted. I never I didn't I never ghosted back then. I still don't. Ghosting is my biggest pet peeve. What's your biggest pet peeve?

SPEAKER_00 39:50

Oh, dishonesty. Dishonesty, yeah. Just be freaking honest. Yeah, just a hundred percent. Yeah, no matter what. I mean, I I think listen, little white lies, there's reasons why you might say something, you know, like liar liar, right? The movie. Like there are times when being a little bit discreet, uh, you know, and well, from a monetary perspective, it sometimes helps the I'm telling kids. But even but even right, like even if I were to turn down a business, right? And maybe my reasoning is you might not tell them your product sucks.

SPEAKER_02 40:20

You might just be like, it's not other arrangements in that category.

SPEAKER_00 40:25

So I don't think hurting people's feelings is is the uh is the approach, but I think being sh simple and so instead of ghosting, right? Just saying, listen, it was really great meeting you. I don't think it's a fit.

SPEAKER_04 40:40

That's great. It could be you're used that one? The the fit? I so Gary Tucher was a member at the church, and we went to uh PVMC, where some kids went to preschool, and we had a business board and I hosted it, and it was Gary Tucher, Phil Francis from uh Pet PetSmart PF. Uh yeah, there's a big lineup of people, and I said, Well, the question was, what's the toughest thing you have to do is CEO? Because they're all CEOs. Firing. And they all went around the horn about how they do it. And that's where I ripped that off. It's they would sit down and say, you know what, Julie? It's just not a good fit. And it and it's so vague, it's so ambiguously vague, but I've used it, dude. It works. I don't like it.

SPEAKER_00 41:15

Well, what would you say?

SPEAKER_02 41:17

When I'm firing somebody, no, it just anything like she doesn't like the product. I would say, I would say, you know what, I've got so many different things going on right now. I have a million projects, I'm stretched super thin. Now is just not the right time for me. But you're lying because you don't like the product. I'm white lying.

SPEAKER_04 41:34

See, you so but so you're being dishonest.

SPEAKER_02 41:36

She can tell me if I'm being dishonest.

SPEAKER_01 41:38

But what I'm also saying is okay.

SPEAKER_02 41:39

But what I'm also saying is, but let me refer you to a couple other people.

SPEAKER_04 41:43

I usually give a couple names of people that are. That's good. I I I I hear you, bro. I'm just saying, I think the whole I like the vagary of it's just not a good fit. Because I people walk away nuts. They're like, what the hell do you mean it's not a good fit? What are you? Do you don't like me? I I just said it's not a good fit. You could make it mean whatever you want. I'm just telling you it's not a good fit. But I don't have to go down though. I don't like your product, I don't like your company, I don't like your personal brand.

SPEAKER_00 42:05

You're not getting in bed, you have bad. Yeah, yeah.

SPEAKER_04 42:07

I mean, come on, let's talk about your sex life. Let's be real. I love it. All right, so let's let's talk about that. So rapid fire, you can do the rapid fire. So let's talk about hair.

SPEAKER_00 42:18

Extension envy. Hair extensions.

SPEAKER_04 42:21

All right, all right. Massage.

SPEAKER_00 42:23

Ooh, massage active body works. Best massage anywhere.

SPEAKER_04 42:27

Makeup.

SPEAKER_00 42:28

Oh, Claudio Riaz.

SPEAKER_04 42:29

40 shop.

SPEAKER_00 42:30

Where do I shop for clothes?

SPEAKER_04 42:31

Yeah.

SPEAKER_00 42:32

Revolve or Allison Olivia?

SPEAKER_04 42:34

I thought you were gonna say Amazon.

SPEAKER_00 42:36

Oh gosh, Amazon too.

SPEAKER_04 42:38

Are you an Amazon chick?

SPEAKER_00 42:40

Walmart delivery.

SPEAKER_04 42:41

Oh, Walmart. Wow. I would not have guessed it.

SPEAKER_00 42:46

Walmart delivery.

SPEAKER_04 42:47

All right. Nails?

SPEAKER_00 42:49

Fancy nails.

SPEAKER_04 42:50

Fancy nails. So uh now here's a question though. Do you in these verticals or categories? Do you do you have I call it we call it the dry erase board? Do you have like your dry erase board? You're like, oh, I don't have a person in this category or this category, like your prospects that you need to go get categories that you don't have right now.

SPEAKER_00 43:05

So from a monetary point of view.

SPEAKER_04 43:09

That's gotta be the name of the episode. I know. I'm gonna bring that in pretty well for sure.

SPEAKER_00 43:13

I don't go after anybody.

SPEAKER_04 43:15

Okay.

SPEAKER_00 43:15

I don't go after anybody.

SPEAKER_02 43:18

Love it.

SPEAKER_00 43:18

Uh why? Because from a monetary point of view, uh I want people to love what I do. Yeah. So I'm on this show today because you saw what I do and you love it. Absolutely. I like it. It's a fit. I love it to some extent. Anyways, um because social media is is unique. And at this point, 10 years in, people understand it better. However, their expectations are ridiculous for a lot of businesses. Like, you know, I'm gonna pay you to do this, but I need, you know, 30 people to walk in the door tomorrow. I'm like, oh, it's not gonna happen. And so people that see what I do, appreciate what I do, if they're liking. It, watching it, and learning from it, they know that it's going to do the same for their business and they understand it it's a long process, it's not immediate. Trying to explain that to somebody who's who's never watched me or seen how this works, they don't get it. Doesn't have to be always disappointed.

SPEAKER_02 44:16

Yeah. Those are the those are the type of clients that you say no to. That's like that's bad money.

SPEAKER_00 44:21

Oh, right.

SPEAKER_02 44:22

That's no adoption, true.

SPEAKER_00 44:23

Yeah, you hate that, right? Because then you show up and you do your best and they're like, it didn't work. You're like, ah I literally told you that one video of mine is not going to have people knocking down your door. You have to build trust.

SPEAKER_02 44:35

You know, and you have to explain to some people, I don't control the algorithm. I might get a thousand views, I might get a million views. I have no idea. Mr. Algo. We need at least this many. Okay, well, what do you want from me? I don't control it.

SPEAKER_04 44:49

We the best Mr. Algo. We talk about Mr. Algo all the time. Every day we talk about. I just showed him a post that I put on Facebook the day, and he's like, What? How'd that get that many? I'm like, I have no clue. Yeah. No clue. I could do the most contributory, God-given thing, and it gets like two or three hundred. And you do something that's really random, but there's something in the image, people are like, oh my God, that's 800, 900. I'm like, what the hell? Something is looking at this image. So there's no beating Mr. Algo. Same thing. All right. So you have you told me the other day, and I don't want to give anything away. What can't you tell us about your projects before we get out? What do you got coming up? You got some stuff coming up. I do. All right, so let's share.

SPEAKER_00 45:24

Okay, for the new year, I am going to be in a book. It's an entrepreneur's book of women. It's called Six Figure Chicks. So I have a chapter in that book kind of talking about, you know, how this all happened for me and what I've learned. And then, second of all, as I told you, I was double major in musical theater and dance. I'm going to be in a movie.

SPEAKER_04 45:46

All of the same year, man. Isn't that great?

SPEAKER_00 45:48

Starting off in January.

SPEAKER_04 45:49

I love it.

SPEAKER_00 45:50

So it's called Underneath the Glittery Moon, and we're filming at the end of February and March.

SPEAKER_04 45:56

Love it.

SPEAKER_00 45:56

And I have a speaking role, and it's going to be really funny.

SPEAKER_04 46:01

How do people find you? You're on almost everything. TikTok tells us website. What do you want?

SPEAKER_00 46:04

Lifestylejewels.com, Lifestyle Jewels on Instagram, TikTok, Facebook, YouTube. Uh if you if you search Lifestyle Jewels, J U L E S, you will find me.

SPEAKER_04 46:15

Cool. Awesome. Thank you so much for coming on. You'll appreciate it. Thank you. Another episode of the can, Julie Xander. Mike Lynch. That is me, Mike Lynch. Julie Xander. Thanks for coming in. See you on the next episode. What's your story?