Quarter 3 Review: Laying Bricks for BIG Lead Acquisitions

23:52But what I will say in regards to this was the reason I was able to land this opportunity was because I was in a room with this person and he was watching the way that I was talking, watching the questions I was asking, watching how I was synthesizing. And then he, at the end of the event, had said, hey, can we hop on a call? We hopped on a call. I explained more about what I did, what we offered. And he's like, great. I want to set up a little bit of a strategy, whole ideation process of how we're going to transition to B2C. And so we outlined his brand strategy. We outlined his go-to-market strategy.

24:26And we talked about how much he wanted me to be involved because at the point of us coming into the process, he was already working with a branding agency. And he was so, here's the thing, he was so excited about the new branding. And I was like, dude, this is amazing. It looks great. And it is beautiful, but you haven't identified your ideal client profile. And he's just like, I'm going to leave it very vague. So he said, it's for women. And I was like, right. But the way that you market to a 22 year old, a 32 year old, any 42 year old or a 52 year old, really different styles, aesthetics, references, font type, font size.

25:04Older women prefer larger font. Younger women prefer smaller font. Why? It's easier to read the way that the website navigates. Are you building it for a 50 something? Are you building it for a 20 something? Really different considerations. So while I love the branding, I said, I can't actually adequately assess if the brand is going to be effective because I don't actually know who you're marketing to. And he said, Jasmine, this hurts, but it hurts really good because we could have gone farther down this process and then try to reverse engineer. Like this brand has to fit this person. And what we need to do is we need to pause the whole process.

25:36We need to identify this person and then we need to amend the brand. And I was like, absolutely. And I was so happy to be part of that process. And later on that night, J.D. and I, we have date night once a week. And that was our date night. And so, of course, we're at date night. And instead of looking at each other lovingly and longing into each other's eyes, we're actually talking about business. And I talked to him about the call that I had had and the series of calls and what has been transpiring. And he looked across the table and he said, hey, I'm just really proud of you. And like, that's weird to say out on the podcast, but it also feels really good that your life partner and your business partner is looking across the table and saying like, hey, it's kind of been a gnarly year.

26:15It's been a pretty sucky year with all the good stuff that has been going on. There's been so many hard, hard moments. I think when I look back at the course of my life, my professional life, you know, 2024 is going to be a doozy. It just is. And so much of what we talk about, it just, it's behind closed doors. It's our personal life. It goes on behind the scenes of the business. I'm fortunate enough to create content that shows the outside. But I also just want to bring you into sitting across the table with chips and guacamole. And yes, we had a skinny margarita. And it was just like him acknowledging that he said, you often underestimate how easy you make it look.

26:55And he says, but what you do is really difficult. And you've honed that skill over a decade. and he's like when people see that skill they really value it and he's like I just want to tell you how proud I am for not stopping or not getting in your head around what your power play is and so for anybody who's kind of struggling and maybe you do something and you know you're good at it and maybe you just think like well everybody's good at it I want to pause here and just look across the interwebs and just look at you and tell you that I'm like I'm proud of you good job for stepping into your superpower and great job for making it look easy the people who do it well and make it look easy are truly masters of their craft.

27:33August 5th, we begin personal invites into my mastermind. And don't worry, this is not a plug for the mastermind because by the time this drops, the mastermind will have already been closed. So now you get the tea. So there was one thing that I started noticing. Of all businesses ever created, only 4 % of businesses, 4 % will ever exceed a million dollars. Only 4%. And of that 4%, 0.7 % are female-owned businesses. So 0.7 % of any business ever created was by a woman. 0.7%. We're not even at the whole number mark, right? And so as I was crafting this idea for a mastermind, I knew that my total addressable market, my TAM, was 4 % because I was creating a mastermind for seven-figure entrepreneurs.

28:26It can feel a little daunting. I'm not even going to lie. It felt daunting saying, okay, of the 4 % of people who would even be eligible for this program, how many of them are even in my orbit? How many of them would even invest to join a mastermind that I'm hosting? And so instead of saying, I'm going to struggle with imposter syndrome, I'm simply going to say, well, how much work can you do to cultivate an audience of people who would? That was it. That was it. It was not, this is not going to work or I'm not going to get the amount of people that I want or that I need to make it worth your while.

28:57And we need to have like a good size. Like at minimum, I wanted 10 people at minimum. And I'm like, can we actually do that? And instead of saying, can we actually do that? I simply said, how might we reverse engineer? How might we work backward? And so I started making a list of seven figure entrepreneurs who I knew that I had, like I've been watching them kind of on social. I've been somewhat aware of what it is they do. And I sent an email to everybody personally. So I personalized every single email and we slowly started dripping these emails out over the course of a week. And I said, I would love to talk to you for 20 minutes about a seven figure mastermind that I'm hosting.

29:29Some people didn't respond. Some people said no. And some people said yes. Typical sales cycle. And so one of the things that I had to ask myself as I went into the sales calls was to be grounded in who I am best suited to serve. And talking about it makes me a little bit uncomfortable because I don't wanna ostracize anybody. I know I am most suited and best suited to serve seven and eight figure entrepreneurs. I know that that's my skillset. I know that's where I can put together a strategy that is a crank, that is a lever that really changes the results in somebody's business. Now, if you're watching or listening to this podcast and you're not at seven or eight figures, you're still welcome here.

30:10Please know that. I am just making a personal decision to say, the next version of me, remember being independent? Remember like doing it my own way? This is me doing it my own way. My goal was at minimum, can I get 10, seven or eight figure entrepreneurs in a room, look around each other and say, we were all connected because of Jasmine. We're not here for Jasmine. We're connected because of Jasmine. How might we take our business from 5 million to 9 million? What do we need to do in our business? Where do we go to talk about firing somebody? Where do we go to talk about bonuses? Where do we go to say we had these goals and we completely missed them?

30:46Where do we go when we're saying we had these goals and we're not trending after quarters one, two, or three? Is there anything that we could do in quarter four to rally and make up any sort of differential? Where do you go to have the conversations where so few people ever experience that pressure of building a business that size? I was like, I wanna build that room. and I started sales calls. Now I have to say, I've never been like a ABC, always be closing, let's go. My sales approach has always been, I'm gonna give you information. I'm gonna tell you why I'm doing it and if it's in alignment with you.

31:21Now, here's the thing. You don't watch and listen to this podcast for sales advice. You just really don't because I'm the antithesis of every hard closer. But what I will say is that if you hone in on a message and a desire so deeply, you don't need to push for the sale. You need to present the offer. And I'm very excited because I learned a couple key takeaways. So if you are going into sales and you're like, how do I have a high ticket offer that I want to close on? Well, what I needed to do was simply say that my mastermind was$25 ,000 a seat, period. And somebody was going to say, I can get an ROI on$25 ,000.

31:57Not everybody. Not everybody said yes. but enough people did for me to say, you don't need to sell, you need to make a strong offer. And then the biggest lesson I learned is in the first calls, like, listen, anybody who set up a sales call with me in the beginning of the process, God bless you. I'm sorry, I was just trying to find my feet. I did a lot more talking than I did listening. It was after, so on the first day that we opened the opportunity to set up a sales call, we did five that day. And at the end of that, I had done five calls. Each of them were about 20 minutes. and I'm like, okay, Jasmine, you gotta have a come to Jesus moment.

32:31You talked way too much. Like you need to listen to what they want. And then you need to determine if this is an alignment for them. And so I spoke only where I knew I could offer value. I didn't need to explain what the mastermind was. People who have a seven figure business, they get it. I'd have to get into the details. I had to listen. And then I had to speak only where I knew I would be able to give them value. And then I had to guide their decision. And I say this because I didn't care if somebody said it wasn't in alignment for them. People have a lot of good reasons. There was one person who just opened her fourth property and she said, Jasmine, I literally just put$100 ,000 down on this fourth property.

33:14I have to build out the team. I have to get my operators. I would love to be part of the mastermind, but now is not the time. And so she's like, can I join the next one? I was like, I love this. I love, there was another person I spoke to. She's from Australia. And she was like, Jasmine, the calls that you host will be at 2 a.m. my time. I will still say yes. Then she said, Jasmine, I will have to be coming from Australia to America twice in eight months. And she's like, still, I agree to that. She's like, but here's the thing. I co-parent with my ex-husband and it's just too much travel. He can't take care of the kids for that prolonged period of time.

33:48She's like, so for now, my answer is no. But the next time I want to be included in it. my job was not to bring the kids with you, get your mom. Like it was not that. It was to guide the decision and make sure they were in alignment, but also know that in the future, I've always believed it's never a no. It's just a not right now. And that's the approach and energy that I have. Okay, so it's like, you guys are listening to this and you're like, Jasmine, your sales process is just to make an offer, to listen, to speak where there's adding value and guide the decision, even if the decision is not favorable.

34:19Absolutely, there you go. I mean, hey, it works for some people. it worked for me. I'm so excited with how things have transpired for the mastermind. We're going to get to that in a second. August 9th, two days later, I go to VCon. Gary Vaynerchuk has a conference called VCon, and it was in Los Angeles. And I have to tell you, y 'all know, like I'm an introvert. I don't really like to be in large places with a lot of people. I am 100 % get lost in the crowd kind of girl. I am the kind of girl who holds up the back walls. I'm never in the center. I'm never like the, Hey, air guns networking with our glasses of wine, never in a million years.

34:55But again, part of the mastermind that I'm part of with Gary Vaynerchuk, they had a meta party for all of the sponsors. And so one, I've never been to a meta party. And I was just like, that sounds cool. So in LA going to, Oh, actually I should probably say we're in Hollywood. It sounds a lot cooler. We're in Hollywood. We get up to a rooftop. We're at the meta party. And here's the thing. I used to be very embarrassed because I did an Irish exit. I got back to the hotel and my husband says like, wow, you're back early. And he said, how are you able to say goodbye to everybody? And I said, I didn't.

35:27I did an Irish exit. And he's like, what are you doing? She's like, you can't just leave these parties where people are graciously hosting you and just leave without being noticed. Until, until I saw a social professional, yes, that is his name, a social professional say that Irish exits are totally acceptable in 2024. Why? Because when people leave a party early, they're actually a disruption. And so in my mind, I totally got away with it. Oh, but I got to back up because there's a little part of the story that, listen, I don't know if you all believe in God. I do. I call them God wings. I'm at this party and I'm just not very good at mixing.

36:05It just is what it is. I'm not that great. I'm not even a big drinker. So I have like soda water and some lime and I'm just walking and I'm like, okay, I don't know how to introduce myself to people. I don't want to jump into conversations. And so then what I did was I was just making content. I was making content at the event. And then I was like, you know, my time has come. I'm going to get my Uber. I'm going to go back to the hotel. So I'm slinking out the side of the party and there is a booth and picture like an L-shaped booth. And there in the L-shaped booth, my eyes turn over to a guy who's sitting there and then we make eye contact.

36:34And the guy who I made eye contact with was none other than Gary freaking Vaynerchuk. We look at each other and then immediately I turn my eyes. I'm like, okay. I was like, you saw Gary. Gary saw you. Keep walking. It's totally fine. It's totally fine. Gary stands up, leans over the table, gives me a hug. Listen, listen. I died. I was like, bear bear, we spoke like two weeks ago on our one-on-one. He's like, Jasmine, how are you doing? I just kind of died. I spoke to his chief of staff. She's been so accommodating through this whole process. And I thought to myself, see, Jasmine, this is why you Irish exit, baby.

37:06This is why you slink out of the side of the parties because you're going to meet people on the way out there. JD and I had planned to do the event together the entire time. Things kind of changed with our daughter. And so we did all of Friday together and then he had back home on Saturday morning. And so I did the event from Saturday and Sunday solo, which is fine. But again, I'm an introvert and slightly awkward in very large groups of people. And so I was there. And remember how I told you in the quarter to Lane Bricks episode, I was at a Cody Sanchez event. I sat across from a girl named Catalina and she and I connected.

37:39She invited me on her podcast. She started following me on social media. And then on social media, I said, Oh, Hey, I'm going to VCon. Well, she decided to take her entire marketing team to Los Angeles for VCon. So she was there and she's, I was doing like stories when I was there and she sent me a DM and she was like, Hey, I'm here in LA. And so I was totally by myself. And I said, can I crash your lunch? I had nobody to eat with for lunch. And I just crashed her lunch. So shout out to Catalina and her marketing crew for inviting me so generously to have lunch with them. And so remember how I said the focus on quarter three was building those connections?

38:11It was uncomfortable for me to invite myself to their party. It was, but I did it because I wanted those connections to flourish. On that note, I created a vlog from the Gary Vaynerchuk VCon event that you could check out on YouTube as well. Okay. That same weekend, there was a dinner at Catch. Now I say Catch, I had no idea, but this is the famous Kardashian catch. This is where Khloe swears by the fish. I don't watch the Kardashians. I don't know, but that's what everybody was saying. Like, oh, Khloe loves this fish. And this is Kim's favorite. And I was like, listen, just please get me a glass of champagne and please get me some grilled fish.

38:47And then the world is fine if I have those two things. And so it was Saturday night and the dinner didn't start, I think until like eight o 'clock and Gary was supposed to come to the dinner. But I legitimately hand to heaven was like, there's just no way this guy's coming to dinner because this event was so long. He must be so exhausted. And then it was like 930, 945. And he rolls in and everybody's shocked. And we're all sitting at tables and he's generously starts talking about the event, what he wanted for then. He thanked everybody there at Vive for showing up. And then our host, Andrea had said, Hey, does anybody have questions for Gary?

39:21And no lie. It was probably silent for two or three seconds. And everyone's looking around and being like, Gary's exhausted. Like, we're not going to ask this guy questions right now. And then I raised my hand and I said, I don't have a question. I just want to say thank you. Thank you for showing up. He gave a keynote opening session on Friday. And what he did is he debuted the next version of vFriends. Now, if you're not familiar with vFriends, it was like an NFT project that he dropped back in 2020. I had invested in that project. I'm a part of the project. I just wanted to see how this guy was rolling in the Web3 world.

39:55What he did was they changed so much of how Web3 was adopted. Now, whether or not like the NFT bros are still in existence, I do believe that Web3 is 100 % the future. I just wanted to watch on. So part of that project was him debuting cartoons as part of the NFTs. And over the years, they've iterated many times. And as he gave his keynote, they were flashing 2020, 2021, 2022, 2023. and what I saw in that video was pure perseverance. What I saw was a builder who, despite negative feedback or toxicity on Discord, he continues to build. And so I raised my hand and I said, hey, I just want to thank you for showing up as a builder and encouraging us to persevere because business is hard and you are a walking embodiment of how we should show up.

40:49And he said, hey, I want to say thank you for saying that because after he gave his keynote speech, he went into Discord. Discord's just a community. Just think about this as like a message chat area. All of these people who had bought NFTs. And Gary had said that when he went into Discord, people were really negative about it. They were saying, look, he doesn't even believe in the project. He's given up on the project. And he says, there's two types of people, builders and non-builders. And builders see another builder build despite how hard it is and they appreciate it. And the non-builders sit on the edges and they judge.

41:21He's like, I build for the builders. Hot dang, I build for the builders. Yes, you do, son. Yes, you do. All right, so you can check out that vlog on my YouTube channel. Now we're on August 18th. I went to a mastermind in Laguna Beach. I was there with Amy Porterfield, Dr. Gabrielle Lyon, Jamie Kern-Lima, Lori Harder, Lindsay Schwartz, and Jen Gottlieb. We've made a commitment to each other to show up. We meet every six months. And we started this event. Now, normally what we do, and here's the thing. I often talk about masterminds, And it's not like this mystic thing. It's like, you know, like skulls and bones.

41:54And we chant and drink each other's like Kool-Aid blood. Not at all. We actually just have hot seats and we talk about business. And we get down to the dirty reel of it. But this time around, now we've gotten together now a few times. Like we're friends personally and professionally. And so we started there. We're all sitting there. We're hanging out. And then I said, is there any chance that we could just get like really real right now? Because I'm not my best self. I'm actually struggling and I openly talked about my struggle with depression and I was like it's just hard right now it's just hard right now and so I shared that and then other people just started talking about real life stuff like we got real real and halfway through I stopped the conversation because it was just heavy it's a lot we all deal with so much stuff that nobody sees online and so then I had said oh in high school my friends and I we got together it was during Christmas.

42:50We're sitting around. We're all having a hard time. It's our senior year. We're going in different directions. Some of the schools that we just didn't get into or scholarship or family issues. And there was, we'd made brownies that night and there was one brownie left in the tin. And we're all sitting around. We're having these conversations and we made a game, sick and distorted game, but it was a game. Nevertheless, we said the person with the saddest story, the hardest moment right now that they're going through, they win the brownie. And so then I explained like the brownie story to all of the women there.

43:15And then we started competing for a brownie. Like who's going to have the heart? Who is having the hardest year? Boom, you get the brownie. But what we ended up doing after that is like, we just got real. It started us on a real thing. It's like, how do we balance our life? How do we balance our aspirations? How do we show up as a hundred percent ourselves? And how do we play a much bigger game in flow, in joy, in peace? How do we love the build? So we had hot seats and these are just times, like we just set a timer. You come in with a situation, you come in with a perspective, you come in with a hurdle and you say, this is how I see it.

43:43And then everybody sits there and we just ask questions. We ask for numbers. We ask for feedback, data. We propose different ways of looking at it. Those things are fully transformative. And I love them because I learn from hearing other people talk about somebody else's business. So that's why we have hot seats in my mastermind as well. Now we're at August 26th. Y 'all don't worry. We're rounding this mother out. Austin, we did podcasting at the end of the month. And I think that when I look back at the year, I feel really proud that I took two initiatives in the podcast. I had guest co-hosting days where I brought in a co-host and they curated the guests that we interviewed on that one day.

44:19And I also started podcasting in different cities. I said that 2024 was the year of the podcast. I said I was doubling down on the podcast. We don't monetize the podcast. It was a very considerable investment this year to do it, but this was the year I became obsessed with it. So we ended the last out of state podcast recording in August of 26. I went to Austin. I had incredible guests. I cannot wait to share. And in addition to that, I had podcast recording on August 21st in Hollywood to really attract an LA based audience. And then we went to Austin and what was unexpected. And this is just me being real is in August, I went from being in a highly successful mastermind.

45:08These people are freaking incredible to interviewing highly successful eight figure business owners in Hollywood to five days later flying to Austin and interviewing highly successful entrepreneurs. And I will tell you on social media, it looked freaking cool. And it was, but what I didn't expect to happen was having so much condensed time around really freaking successful people, it kind of did a number. I was like, what's going on? I came back from Austin. I worked for a few days and we went into the holiday weekend and I was like, what is coming up for me? And what was coming up for me so distinctly because I had a therapy session, shout out to Dr.

45:50Leah, was it was a condensed amount of time that made me feel I wasn't moving as fast as I wanted to. I wasn't as big as I thought I could be. That the pressures of building the business became very comparative. And normally, I don't really struggle with that. But being around condensed so much freaking growth and success, fully condensed, a full-on undiluted, hundred-proof shot of pure, glorious success, I thought to myself, I am nowhere near where I want to be. And so if you're watching and listening and you have that sensation of where you are, not where you want to be, I'm going to pause and I'm going to tell you some of the work that I did around that.

46:37I celebrated. I celebrated. I changed the timeline into saying, oh, you and you and you and you, you're an expander to me. You're showing me how big my future can be. You're showing me how small I am currently dreaming. I celebrate your success as if it is my own because I get to step into that. When I am in alignment and when things are ready, I am celebrating you so that I can celebrate me. I also wanted to take a time to tell myself that if I was prepared for the thing I wanted, I would have it. If I was prepared for the thing that I wanted, I would have it. If I do not have it, I am not prepared.

47:25So my whole focus after that has been, what do I need to do to prepare for the level of success that I want? That is my advice. I'll share my reels with you. At the end of August, we started publicly promoting the mastermind publicly. And we started putting it on social. I was doing a bunch of interviews. And I have to say, now that we have closed registration, the group of people on the inside of this mastermind are absolutely freaking incredible. Like I look at them and I think, oh, wow, these people are going to be the people that you do life with for the next eight months. You are going to carefully and cherish every goal that they put in front of everybody.

48:08And collectively, we're going to say, this is not about me and it's not about you. This is about us. How are we all going to achieve our independent goal together? How can we pull on our connections? How we pull on our resources? How do we pull on our collective knowledge to get to where we want to go? I cannot wait to share about this experience and upcoming podcast once we have some time to distill, once I do more interviews, once I dig into their businesses and talk about the journey that they are on. And September 8th, I went to Santa Fe, New Mexico as part of a mastermind. And Santa Fe, New Mexico, the space that we went to, his name is Chip Connelly, and he is one of the founders of Airbnb.

48:44And he creates these beautiful health and wellness centers around the United States. He even has one in Mexico. And when we go there, we land and just everything is different. I am talking about like the earth feels different. Now, I know I'm like a beach girl. I'm in Newport Beach. I was a city girl born and raised in LA. And so it's like, people are like, oh, what do you mean, Jasmine? I'm like, I'm not really in nature ever. So when I get to New Mexico and we drive forever from the airport and everything's like red and orange and deep dusty, and we see just like different types of plants and we go into this beautiful kind of like terracotta, adobe style venue.

49:23And all it was, was about changing the person you were. You can, it was impossible to leave that site, to leave that event the same way I was when I had walked in. I flew back to LA from New Mexico and I felt like I was literally vibrating differently. September 22nd, we decided to celebrate my 19th year anniversary. So I took a nine day break from social media, from work, from Slack, from my computer, from my phone. My husband, my daughter, and I flew to Cabo. And it's a place where we get to go and create our version of home away from home. And it is a place to regroup, to figure out who we are as a family, and to look at the next, hopefully, 19 glorious years of being married.

50:12I married up. I married out of my league. Like, please do not convince me otherwise. Like, I know I'm a good wife, but that man is just, literally, he walks on water. He doesn't go to the beach when he swims. He just levitates the whole time. I know, like, lightning is going to strike. At the end of the month, I had a leadership retreat with my team. It was just like a few of us gathered together to really cast a vision for what 2025 looks like, get us aligned with our vision, get us aligned with our values, and get us aligned with our goals. We also sat down and hashed out every financial report to do projections so that we're fully prepared for what 2025 is going to bring us.

50:46And yes, we did that in September to better prepare us for quarter one of 2025. Y 'all, if you are still here at the end of laying bricks, quarter three episode, God bless in it. I mentioned I'm going to be linking to quarter one and quarter two. I will also be linking to the vlogs that I had created on the events that I had experienced that I spoke about in quarter three. I want to say thank you. And yeah, like I'm out here just like bearing my soul, getting all awkward and it's okay. As long as we're doing it together. If you can send me a direct message, If you could post this on social stories, that would be great because then I know, hey, maybe I should continue to create content that people are resonating with and sharing and liking.

51:30It is always an honor and a privilege. And as you lay your bricks, be sure to go deep and to go wide with what it is you're Because if you want to build a tall building, your foundation needs to be set and fully intact. And that is what these episodes are all about. Thank you. A thousand times over.