680: $60k on the Side With This Niche Virtual Assistant Service

22:17That's exactly it. I can see other people like their eyes are glazing over, but I can see for my wife and I'd be like, yes, that's what we need. This is great. Yeah, people love that kind of content. I always say it's a choose your own adventure. Like we have episodes about ADHD, about meal prepping, about all kinds of other things that are not highly systems oriented and like for the spreadsheet nerds of the world. But I'm always surprised when I see how the trend of episode topics is. And yeah, people love that kind of content. And we also do it in 10 minute snippets. So every episode is only 10 minutes.

22:46And the idea is that my experience as a working parent is like I drop my kids off at school and then I have a 10 minute drive home. I want to be able to listen to something start to finish. So I love your podcast, but it's longer than my walking the dog episode. So I have to like split it up. Yeah, that's going to take you a week back and forth. Yeah, yeah, exactly. Okay, so the podcast is a unique content marketing angle there. I mean, it's a unique business because it doesn't take that many clients, right? We're looking at ranges from$450 to$900 a month on the pricing packages, of course, subject to change, but it doesn't take that many to build a meaningful income here.

23:20Like, can you talk to me about how you thought about the pricing structure, you know, having it in blocks of hour packages versus just straight use it or lose it hours versus, I don't know, like there's different ways you could structure it. Yeah. So we did have people say, oh, I wish I could have something just on demand where I could just say, hey, I need help with this one thing. I found as a business owner that was not a sustainable business model because it creates too much variability in your income. And you're unable to really keep your team happy and staffed with consistent hours, which they're all independent contractors.

23:52And so them having a set number of hours every month so that they can plan their schedule, they can plan their income. That's a really important part of sustainability and something that we offer our team that I think is important because I'm a freelancer myself. I come from this world and I understand how challenging it can be to have a last minute request or a client that's five hours one month and then 50 hours the next month. So we design the packages so that it's more sustainable for our team and also our clients because our clients can budget how much they're going to spend every month on our service.

24:21So, of course, you know, our clients can escalate or deescalate their hours. They can pause. They just have to give us 30 days written notice. But that's so that we're not leaving them in a lurch like in the middle of a project. And so we find that that kind of consistency helps smooth the feeling of chaos of, oh, my God, I got to get all this stuff done. This is a really busy season. And then it drops off when life changes or you go on vacation or whatever. So we want to have that kind of consistency for everybody. I was in a presentation last year and it was one of the most interesting or eye-opening presentations on pricing that I'd ever heard.

24:52And he gave the example of Spotify and Disney Plus and YouTube TV and Spotify, like all of these like streaming services, like how they're all very intentionally priced to be like 1 % or less of your monthly budget. They become a utility where you're just like, well, I'm not going to cancel that. It's 1%. Who cares? It's Netflix, 15 bucks a month. Like who cares? And it's like, whether you watch anything or you didn't, the guy who was presenting ran kind of a an executive assistant matchmaking type of agency where it was like three thousand dollars a month and so he's like our target client is making 30 to 90 thousand dollars a month in their business it's like we want to become a utility for that and our onboarding process is so detailed and in-depth where it's like the switching cost is going to be so high that you're never going to leave us like that's his goal to have zero churn and it was so eye-opening to be that pricing strategy of like how can we position ourselves as a utility, something you would never cancel.

25:45You wouldn't dream of canceling. It's so valuable and so affordable compared to the household income that we're bringing in. It's an essential. We're not turning off the water. It's a utility. We're not turning off hair and it's a utility. Exactly. Yeah. Imagine it's probably similar here, but on the onboarding side, is there anything that you're doing to in a positive way, wrap those tentacles around such that you become so indispensable that nobody's ever leaving? Every client is different, but I will say that we do have a number of clients for whom we do those recurring tasks that need to happen every week.

26:18And that's where we see our house managers becoming knit into the fabric of their life and their daily rhythm and their weekly rhythm of their family. So an example is we have a lot of clients who have variable schedules because they're dual doctors and we have a lot of dual business owners. So two parents, they've got young children at home, and they both have very demanding and often variable schedules. And so our house manager is able to sit down with them and present the schedule for the coming week based on all the kids' activities, everybody's work schedule, where the nanny needs to be, after a care program we've got at school.

26:50and those kinds of repeatable things are where you see the essentialism of our house management services. Some clients though, they just want us to help them plan their vacation and then work on this project and then help deal with this issue. So it's different for every family, but our goal is to create systems. Sometimes the house manager is at the center of that system and they're the ones making sure it runs smoothly. And sometimes they're just saying, hey, I have this tool, I'm gonna build it for you and you can carry it forward from here if you so choose. So an example would be like our gift tracker.

27:22It's something that a lot of people think about towards the holidays where you wanna know who to send your holiday card to and make sure you don't go over your budget for your annual spend for Christmas gifts or whatever. We actually work with our clients starting at the beginning of the year on the annual gift tracker so that they can make sure they have everybody's birthdays and anniversaries, the important dates, everybody's address if they wanna send a gift, tracking what you sent them last year so you don't send them the same thing and then tracking it against your annual budget. it. So those are the kinds of things that you could have your house manager own for you and to manage on an annual basis, or that we could just build for you and have you take and use in perpetuity if you don't end up working with us again.

27:58Like we don't take it personally, life changes. And if you want to shift your focus to other things, we totally understand that. Yeah. Building kind of a done with you early on, you're going to have to invest some more time upfront to kind of train up this person on your preferences and your household SOPs. But once you have that in place, it becomes less involved on a daily or weekly basis. Yeah. And that's the kind of thing. Those conversations happening early on is like, hey, how far are you willing to drive to the dentist? It's like, I don't want to drive more than 10 minutes to the dentist or any service care provider.

28:30So figuring out what your requirements are, what's important to you, cost, reviews, referrals, anytime you're picking a service provider, when we learn the preferences of our client, that's a very quick conversation we have at the beginning that then is an investment in future because then we can just schedule your biannual cleaning and we can get a rhythm here. When you say you have a need, something's come up. We don't have to ask those questions anymore. We know what your dietary restrictions are so we can make a birthday dinner reservation for your upcoming spouse's birthday or whatever. And that really eliminates that mental load piece because you, as a client, don't feel like you have to be constantly managing and telling this person what to do because they really understand your preferences, your needs, your requirements.

29:09And that's a lot from my background as a project manager is the requirements gathering piece, which you do at the beginning of a project onset because it helps everything run smoothly in the future. Was this set up as an agency from the beginning or was it you using your project management skills to serve the first few clients? Yeah. Okay. So I actually started a project management agency in 2018 and that was just me as a freelance project manager and I was working with real estate and tech companies. And that was where I was freelance. And so when we expanded into the personal side, it was always from an agency model.

29:42So I was never working directly with the clients, although I do work very closely with them and I'm very involved in that relationship. So yes, yes and no, I guess is the answer to that question. You're not anyone's dedicated house manager, right? Somebody on your team is that primary client interface. Exactly. Yes. Okay. How do you think about the pricing in the margins? How do you figure out how much to pay somebody? And you ever have people trying to cut you out of the relationship? And I think there's another layer of complexity when you bring in other people. Yeah, absolutely. People are complex by nature, and that's what makes us beautiful and interesting.

30:19Okay, so one, we have a non-compete in our contract, ironclad contract. Anytime you're working with people, especially friends and neighbors, but anytime you're building a team, you have to have a really good contract. And that governs how we work together, the nature of the relationship, the expectations, and then also what is not allowed, things like soliciting a client to work with them. So we have a non-compete, non-solicitation that protects us there. We try to take really good care of our team and pay a fair market rate, provide upscale training, and also consistency with the workload that matches their lifestyle, their needs.

30:51Recently, we were looking to expand our team. We received over 200 applications for a role. and it's wild because there is so much demand out there for flexible work and the thing that we often think about is oh it's stay-at-home moms who want to be able to work at nap time that is not the case the number one thing that people are looking for in work right now and in their career is flexibility and so we found that we're able to hire fantastic people who are really excited to work with us because we offer that flexibility you can make your own schedule your independent contractor get the work done and communicate with your client and because we're remote it also expands our talent base.

31:26We only hire in the U.S. and we tend to hire people that are house managers, project managers, or former teachers because they tend to have that innate set of skills and also curiosity about people and empathy and interest in growing. So when you're thinking about profitability and margin, it might be clear cut from the outside to say you charge X for this service and then your cost is X for the person that's fulfilling that role. But there's a lot that goes into it behind the scenes. That's kind of the boring stuff that people don't really think about and don't love to think about. And it's the cost of your digital ecosystem, the project management software, the website, the email, the G Suite, all those kinds of things.

32:03Insurance, that's a huge cost that we bear. And that's something that if you're working with an individual providing the service, they might not have that insurance. And so that's something that we bring the benefit of that. And then we also do background checks. Anytime we're onboarding somebody, we're investing a ton of money by paying them for their training so that they come fully trained and ready to hit the ground running. So there's a lot more that goes into it other than just the hourly rate coming out of the hourly service that we charge. Yeah. I mean, you got to have some margin to play with there.

32:32So if you're selling time at$45 an hour and turning around and paying a team member 25 or 30, like in between is like, like you said, all of that other overhead, plus hopefully some profit margin at the end of the day too. Yeah, exactly. But that's some of the risk that you bear as a business owner that you just have to be comfortable with is, okay, I'm going to invest in my business with this new infrastructure or this rebrand or this partnership, whatever it may be, understanding it may not pay off, but I'm bearing that risk instead of my team. And that's something that I protect them from. They never have to worry about getting paid.

33:02I'm always going to pay them. If a client doesn't pay, that's my problem. Yes. So you have some level of consistency and setting it up for recurring billing versus the, you know, pay as you go on demand, you know, ramp up your hours here, ramp up your hours there. Harder to do. Yeah. When we actually first started, I was building the business off of the infrastructure that I had totally bootstrapped for my project management agency. And it was literally just a series of spreadsheets and manual bank transfers and, you know, not paper invoices, but basically the equivalent of that. And I brought a bookkeeper in and I was explaining to her how our system worked and how I basically duplicated it for hair and house management.

33:39And at the end of the walkthrough, she goes, is there a reason you do it this way? And I was like, that's the nicest possible way you could tell me of saying my system is terrible. So she really helped me understand that if you're going to scale your business, you have to be able to eliminate as much manual steps from your workflow as possible. Anytime you're automating something, you're not just saving yourself time and money, but you're also eliminating opportunities for human error. So we now have a software that automatically bills our clients every month when their invoices due. And it sends us a notification and charges a late fee if they don't pay on time, et cetera, et cetera.

34:12That is such a huge time savings because it's not just about sending the invoices. It's about making sure that they get paid, chasing people down for money, all those kinds of things. So as soon as we were able to automate that. Yeah. What tool is that? So we use HoneyBook for recurring payments. And then we use QuickBooks for our bookkeeping, because there's a lot of things you have to assign hours to each client in QuickBooks to be able to assess profitability by client. And then anytime we do like a special project, we have to make sure that we're tracking everything to its category to be able to really assess which vertical is paying and which is a drain.

34:42Having those systems made a big difference. Also, we use it for sending contracts. That makes a big difference. It's just been a game changer for us because when you're scaling, you have to think, okay, this is fine when I have this number of clients? What happens when we double next year? And that's exactly what happened to us is our business has doubled every year. It actually grew much more our second year because the first year was so short, but our business has doubled. And so I'm thinking, okay, what are we going to do next year? This is going to be a problem. Yeah. What's going to break at each tier?

35:10Yeah, exactly. Is HoneyBook the project management tool as well? We actually use Asana as our project management tool. I love Asana. It is something that a lot of project managers are familiar with, but it's not used as much in the personal space. Of all the project management tools, I found it to be the one that pairs the accessibility so anybody can learn it with basically no tutorial. So our clients find it really easy to navigate, but it also has a little bit more complexity and features than a to-do list has. So we recommend it for all of our clients. And they have a free version. So I've actually done a lot of sessions with people who say, hey, I want to know how you use it for your clients, for your family.

35:46And I'll walk them through it. They'll set it up on their own, and they never become a client of ours. And that's something that I'm happy to do because it's such a game changer system. And I can testify as a client, I have a house manager. You can talk to my husband. The difference that this has made in our relationship, Asana and our house manager, is just enormous. Yeah, I use it for work stuff, but never, never thought about using it. I mean, it would be easy enough to create another sub project. But like, yeah, you could easily use it as a personal project management tool tool. Yeah, absolutely.

36:13It's got all the things you need, deadlines, dependencies, comments. You click the button and you get the confetti that says that the project is done, all that dopamine. Anything else, tools and tech-wise? Yeah, so we have spreadsheets that we use. Those are hosted on Google Drive and then we sell them on Etsy. And the spreadsheets are really great because once you build the template once, you're able to distribute it really easily and economically. So they're free and available for all of our current clients. And then we sell it on Etsy. And that's something that's been a really interesting journey because there's so many people out there saying how to do it right.

36:48And it's been something like a fun challenge that for us and our team to be able to learn how to do that. But I like that we are able to offer something that's more affordable to people who can't use our services as an hourly service. More with Hannah in just a moment, including those digital download sales. cool example of selling your entrepreneurial sawdust, plus our creative strategy to pitch Heron to business clients as an employee benefit. Coming up right after this. Are you still overpaying for wireless? It's time to say yes to saying no. At our partner, Mint Mobile, their favorite word is no.

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39:17Just go to Indeed.com slash Side Hustle Show right now and support our show by saying you heard about Indeed on this podcast. indeed.com slash side hustle show. Terms and conditions apply. Hiring Indeed is all you need. I was going to ask, you mentioned these digital sales, digital product sales, and I was like, I don't see them on the website anywhere. Where do I go to buy these things? There's a little shopping cart icon, but I was like, where do I go? But selling them on Etsy. So they're on Etsy. We're going to transfer them over to the website as well, because I know that we lose potential customers when they don't see them on the website, but that's a work in progress because we're doing a rebrand right now.

39:53We've got a dozen or so up there and they're just the ones that are most commonly used. We have another 20 or so that we haven't published yet. So we're just kind of releasing them incrementally. What a creative example of selling the entrepreneurial sawdust. Like, look, we made this stuff anyways for clients or we made this for our own internal processes, but like it would be valuable to other people. We had Cody Berman from Gold City Ventures as like exactly how he recommended starting out. Like you can do the keyword research, but like you probably already have something that you're using in your own personal life in your business that you might be able to squeeze out some incremental revenue, reach a new audience for.

40:25Yeah, exactly. And something that Cody said, actually, is people are paying for convenience. And so like you and I get excited about spreadsheets. That's not for everybody. But even the people that want to build a spreadsheet, they want it to be fully customizable. Sometimes they also don't have the time or desire or were able to bring a spreadsheet that offers things that they wouldn't have thought about before. So I'll give an example. The process of choosing a new school for your child is obscenely complex where I live. We live in Florida. And so we have charter schools and magnet schools and public schools and private schools.

40:54And so for the past two years, my husband and I have toured almost 20 schools looking at different options for our children. And it's just too much information to be able to keep in a list format. So we designed a spreadsheet that would allow us to be able to compare across different factors, like is lunch included, driving distance from the house, total tuition costs, all those kinds of things. And then that was one of those, I think other people would benefit from this aha moments for us. Totally. Yeah, I like that example. One of the interesting sections of the site, curious if you could speak to this, is the team benefits section, trying to sell this service.

41:27It sounds like rather than a business to consumer business now going B2B and like, how can we sign up companies and corporations to say, hey, look, as an employee benefit of working here, you also have access to hair and house management. We have had a number of conversations with employers that want to bring us on to be able to offer this as a benefit or as an incentive for their team. Because especially in environments where you've got high demand jobs for people that are in a growth moment of their career, but they also have kids at home and particularly women, there's a huge demand for these kinds of services.

42:02And if you take the example of like a law firm, any minute that your lawyer is spending planning their kid's birthday party while they're late night at the office, well, that's time they could have been billing to your clients making money. So this is a benefit that for the bottom line, a lot of employers see. But then from a more empathetic perspective, reducing stress, attracting more diverse talent and being able to retain people when they go through these busy phases of their lives by having company benefits like this can be a real game changer. So that's our B2B reach. And I would love to see it take off because it's gotten really positive response.

42:36Any takers on it so far? Yes. An electrical supply company, actually. Not the one that you would think. That was our very first B2B client. And they said, yeah, we want to offer this because we think that it will improve employee satisfaction. and it will reduce turnover. And I think it was really successful. So I'd love to see it reach a little further, but there's definitely the challenge of the price point for a business being able to, you know, you have a 10 person executive team and you bring this service in. Well, our monthly services times 10, that's a pretty big line item. So one of the things that we've been exploring with some companies is how to do like hours sharing, basically where they buy a pool of hours that a pool of employees can all tap from.

43:13Yeah, I was gonna ask how you would structure that, sell multiple seats because not everybody's going to take advantage of it. And it's like, you know, are they going to ask for a bulk discount? Yeah, you have to offer that. Another thing that people have done is buy a few gift certificates to use as rewards and to use as employee incentives. Oh, this goes to our employee of the month or recognition because you've been working so hard or we know you're going through a tough season or something like that. So that's another way that we've been able to work with companies. I like that angle. I like the selling your sawdust angle.

43:42What are you already creating? what are the byproducts of your business how can you go sell those and is there a way to go up market is there a way to find like the you know we've called them lead fountains in the past well it's like hey you know if these demanding workplaces you don't want to offer this as an employee benefit it's like okay now i can make one sale maybe at a slight discount but it's a lot easier than trying to make 10 individual sales and hopefully they have the budget and they see the value in it to keep it recurring maybe the churn is lower just trying to go if there's a B2B angle in what you're doing.

44:13And on that note, too, beyond the B2B, we're also working on a course for potential house managers. So people that want to start their own house management business would be able to learn from our lessons learned and our information that we've been able to gather over the past year and a half of this business. Yeah, what worked, what didn't, what do clients really value? Yeah, exactly. Because people have come to us and said, how did you even do this? And it's like, I don't have enough time to tell you. It's literally many, many hours. So working on developing a course that people can start this in their community.

44:43I think there is such a huge need. And I think there is so much interest and desire for people to provide this service. And I understand that our reaches always can be limited. And so I would love to help other people be able to start this themselves. You've still got the main project management agency. We'll call that the day job. We'll call that the full-time hustle. Where are your hours going as it relates to the house management business? The hours fluctuate a lot. And I think that this is something any business owner will recognize. And sometimes it feels like it has no rhyme or reason. But I discovered early on that it was too much workload for me to be able to be the only person in the hot seat making all the calls.

45:23I brought in an operations manager. She was my first hire. I mentioned her early. She's fantastic. She sits in this role that is really coaching and supporting and nurturing our house managers. And then I do much more of the sales and marketing side. And so I'm going out there building the relationships, bringing the clients in, and then she's able to keep the wheels turning on a daily basis. And then she also helps develop things like our spreadsheets and our house manager course. I have an amazing team. I'm not going to lie. Like that's the secret. I think that people often say to me, like people in my personal life, like, I don't know how you do it all.

45:55And I don't know how you have the time to do this. And the answer is I have a team and I had to eat my own dog food. And I had to realize that I couldn't just build a team of people that helped other people optimize their time. I also had to recognize to do it myself. And so I have a house manager. I have an operations manager. I have a podcast manager. Like I have a website builder. I have people that are in my corner on my team. We work together. They're committed to the mission. And that makes a huge difference. And I had to recognize early on that it's not about telling somebody what to do and delegating.

46:25It's about bringing somebody in that really feels empowered to speak up and make suggestions and make a change to strategic priorities, to work with you on setting those strategic priorities, but then also somebody who can really take it across the finish line maybe better than you ever could. I have to recognize everyone on my team is better at what they do than I ever would be. And that's why I hired them. Yeah, that's the dream scenario. It's like, well, that's why I'm bringing you on because I suck at this. I need somebody who's at least as good or better than me. And that's how we can level up the whole operation.

46:58in here. Yeah, you focus on your zone of genius. You focus on what you're good at, what's important to you, what you enjoy. This entire conversation, this is the same one I have with my clients. I say, what is important to you? How do you spend your time? And one of the questions we ask them is, like, how do you spend your weekend? Because a lot of times that's where we learn about how they're appropriating their time and what they'd rather be doing. Like a lot of times our clients will say, I am spending my weekends doing laundry and I don't know what to do because it feels like more work to have to take it to the laundromat for like a fluff and fold service.

47:26And I'm like, okay, great. Let's hire somebody to come in your home, do your laundry, fold it and put it away in everybody's drawer so that you can go out and enjoy your weekend. You could do something that's more meaningful to you. So laundry is not your zone of genius. It stresses you out. You'd rather be doing something else. Let's think intentionally about how we want to spend our free time here because it is limited. It is precious. Yeah. I remember an ad, maybe it was on the homepage of a landscaping company and that was the headline, get your Saturdays back. And it was like, we're not, we're not selling, cutting your grass.

47:54We're selling you your Saturday back. I was like, oh, that's a great line. Yeah, that's what you, we talked about the beginning of the show. You said, what are the ultra wealthy people using their money for? And it's to buy back their time. And we're bringing that in a more affordable way to people. Now you're a few years into this. Anything you would do differently starting over? Any big surprises along the way? Oh my God. Every business has surprises. You launch and it's this moment and you're scared. You think, how are people going to receive it? And then you think, okay, I got it dialed in.

48:20Let's do this. Let's hit the ground running. And you're going to iterate and iterate and iterate every step of the way. And you're going to pivot all the time. And I think that staying flexible, being committed to the problem, not just the solution, is critical. And then also, I feel like understanding that it will grow. It will expand if you continue to invest in it. And so there were moments at the beginning that felt very dire where I was like, I don't know. Am I losing faith? Is this a thing? It never goes as fast as you want it to. You know, the stories of like, oh, we sold out our product in 10 minutes with this one viral TikTok.

48:54That's not the nature of our business, and that's totally fine. But I would say for me, having a team and also my husband cheerleading and reminding me there's going to be sunny days on the dark days, that's what gets you through those tough times and those moments where I feel like I was losing faith. So I think if I could go back and do it differently, it would be to have a little more patience and to know that success is a moving target and just incremental growth is really the name of the game. And that's also what makes it more sustainable. That's right. Try and get a little bit better each and every day.

49:27So HeronHouseManagement.com, where are you taking this thing? What's next? I have big goals and I have big hopes and I have big dreams. If we could continue to do what we do now at a larger scale, we would be successful. I think that there's more out there for us, and I'm excited to uncover it as we go and as we learn more about the problems, the solutions that we could offer. I have visions of moving into products. I have visions of helping other people start their own version of this business. I have visions of more content generating, more conversations that we're having with people about what's, you know, a valuable use of time and what's equitable at home and reimagining what's possible when it comes to how you deal with your mental load and your stress.

50:11So I think there's big things on the horizon. I feel optimistic. Well, I'm excited to see where you take it. Again, heronhousemanagement.com. dot com. Check Hannah out over there. Let's wrap this thing up with your number one tip for Side Hustle Nation. Just keep going. They say the hardest part is starting. I disagree. The hardest part is to just keep going. The moment of start is so exhilarating and exciting. And it's sometimes where you press the button or you cut the ribbon or you open the doors. But it takes showing up every day for your business to grow and to succeed. And it means showing up on the dark days.

50:41And it means showing up on the days where you feel like it could be your last. But if you keep going, I feel confident that your business will continue to grow. Sometimes you have to find ways to fall in love with it again, but that's like anything. It's a long-term investment. You may pivot, you may change directions, but if you keep going, it will come back to you, everything you invest. Yeah. It's funny looking at some of the people from a decade ago on the podcast and the ones that have had that persistence to stick with it. And it's like, yeah, just start. Probably the most common piece of advice.

51:14But after that, you got to stay started. You got to keep it going. You got to be consistent with it. Absolutely. A couple of takeaways for me before we wrap. Number one, I love this idea of niche selection. And, you know, the world's only as competitive as you make it. If you can describe the problem better than your customer even can, they're naturally going to assume you have the solution. I forget who is responsible for that quota, but it's absolutely true. And you can kind of niche down to be a market of one where it's like, yeah, there's these virtual assistant agencies, but nobody is specializing in this specific area.

51:45We could take something that is something that wealthy people are spending money on. How do we make it more attainable, more affordable as a business idea generating framework? And the other thing was to set client expectations from the start was like, it's not going to be me. It's not gonna be Hannah, but trust me, like we've hired the best in the business. They're going to take great care of you and avoiding from the very get-go kind of the freelance trap of trading time for money and selling your skills directly, you know, probably helps if you have some level of skills and expertise in the business that you're starting, but like not tying yourself and setting the expectation that like you are gonna be the one picking up the phone when the client calls.

52:24Like, I know we're gonna have a team member handle that. So I think that was super smart. So again, Heron House Management, Hannah's been awesome. The Side Hustle Show, as you know, as a listener just had its 12th birthday. And so if you're tuning into this, Whether it's your first time or you've been here since episode one, I appreciate you spending some time with us in your earbuds today. If you are newer to the show and you want to dig a little bit deeper, you can actually get a personalized playlist of some of our greatest hits episodes. All you got to do is answer a few short multiple choice questions at hustle.show.

52:55And it'll spit back out this eight to ten episode playlist of some of our favorite, most effective episodes based on those answers. Totally free. You can do it on your phone. Again, hustle that show for that. Big thanks to Hannah for sharing her insight. Thanks again to our sponsors for helping make this content free for everyone. SideHustleNation.com slash deals is where you'll find all the offers from the sponsors in one place. Thank you for supporting those advertisers. That is it for me. Thank you so much for tuning in. If you're finding value in the show, the greatest compliment is to share it with a friend.

53:25So fire off that text message to that person in your life who might be a perfect fit for a business like this. until next time let's go out there and make something happen and i'll catch you in the next edition of the side hustle show hustle on