Kelly Roach: Scale Your Business Without Sacrificing Your Life | Entrepreneurship | YAPClassic

24:18Because I would say you have to have as strong of a team at home as you do in the office. And that's rule number one. I've actually recorded a bunch of podcasts about it because so many women, they say they want to have a family and they want to have a business, but then they don't set themselves up at home with the right support system to make that viable. Like I'll hear from women that are like, and I'm still cleaning the kitchen. at 10 o 'clock at night and I'm doing dishes and I'm doing laundry and I'm doing this. And it's like, no, like if you want to be a CEO, if you want to be paid like a CEO, you need to act like one.

24:53And that means that you need to have support at home. Now, not everyone is going to have a spouse. For me, Billy and I made the decision. He's home full-time. So he is literally like, he runs our home. He manages our vendors. He is driving Madison to school and picking her up every day. Like we have a system, but we also have help. And not everybody has that with their spouse where their spouse is going to be home. Not everybody's spouse wants to be home. Not everybody's spouse is able to be home. That's okay. But you have to staff at home, right? So it's either going to be you and your spouse and then added help, or it's going to be you and a lot of added help knowing that both you and your spouse are going to be out in the workforce, right?

25:33And so I actually put together a training for my clients on this showing, you know, it's a 40 to 60 hour a week set of responsibilities at home that either need to be divided between you and your spouse on top of your full-time jobs, or you need to get help to do it. And I think the reason why it's so hard for so many women is they have guilt or shame, or they don't believe that they're worthy or deserving of having the support and help that they need at home to manage those other things so that they can build their business. And then what happens is they're just burning the candle at both ends and they can't meet the needs either place.

26:15They can't meet the needs in the home. They can't meet the needs in the office. And then they have no time for their relationship with their children, with their husband, and then everything kind of like implodes, right? So I know this is a really long answer to your question. It's a topic that I'm really, really passionate about. I think that... I think it's becoming more and more important. I think a lot of women are single now because of this. This is what's happening. And I have been speaking more and more and more about this because I think there's a lot of unrealistic expectations that need to be broken down both in business and at home in order to make it viable.

26:50And I also think that you have to understand that like every moment that you spend at home, like cleaning, doing dishes, doing laundry, doing like tasks that someone can be doing for you, that's a moment that you're not spending with your spouse, with your children. That is so, so, so precious. And so I think everybody thinks about in business when you're building a team, if someone can do it better, faster, and cheaper than you can, you should get help. But you need to think about your team in the office and your team at home. And you have to make sense out of this equation. It's a mathematical equation.

27:26There's only a set number of hours each day prioritizing family means that you need to accommodate for that all the way down and pull that all the way through. So I think it's one being with a person that's going to support you and going to be like all in on that. And being clear on your roles in the family, I think is huge. Like it's huge. And I think the more that women can be empowered to be clear about that when they're getting into a relationship, they're going to be set up for success for the long term, right? And then I think the other part of it is just the evolution of women at work is much earlier in its historical trajectory than men.

28:10And so there's a massive dynamic change that's happened in the last 20 years of now a lot of women being the bread earners, the breadwinners, There's a lot of women that are working outside of the home. But what's happened is, although the evolution of women at work has changed, the evolution of women at home has not in a lot of instances. And that's our responsibility. That's not someone's job to come in and do for us. We have to take the bull by the horns and say, like, I'm going to lead the family in this way. And that means I'm going to need support and help, you know, in these other areas.

28:46And I think we need to like speak about that, right? And encourage women to like give themselves that gift of freedom to be able to make millions of dollars and put their family first and have the support so that they're not burning themselves out, you know, in the process of doing that.

29:03Hala Taha:What's up, young and profiters? One thing I learned from building my own business is that the scariest part of starting is definitely not coming up with the idea. That's the fun, imaginative part. The scary part is realizing, okay, now I actually need a way to sell this. When I built my online store for Yap Academy, I didn't want to spend weeks figuring out how to code websites, how to figure out payments and all that technical stuff. I didn't want to hire for that either. That's why Shopify made so much sense for me. You can get your store up and running in just a few steps, just a couple of days.

29:35Hala Taha:And if you ever get stuck, Sidekick AI can guide you along the way. I'm also obsessed with ShopPay because once somebody is ready to buy, you don't want any friction getting in their way. ShopPay lets them pay in easy installments, and it's one of the reasons why the buying experience on Shopify feels so seamless. If you're ready to hear of your first sale today, head over to shopify.com slash profiting to start your free trial today. That's right. Start your free trial at shopify.com slash profiting. That's shopify.com slash profiting. Yeah, fam, one of the most exciting things happening in our business is that we're building Yap Media HQ right here in Austin, the podcast capital of the world.

30:20Hala Taha:And we are hiring like crazy in Austin. We've got five open positions based in Austin alone. And I don't have a lot of time to think about hiring. I'm building studios, I'm building an office. There's so much going on. And I don't have a recruitment agency that I work with. I feel like they're so expensive. I trust, indeed, sponsor jobs. I don't want to post up a job on multiple job sites. I don't have time for that either. I want to reach the right people with the right skills, the right specifications, and the right location. Indeed Sponsored Jobs allows me to do that. Indeed Sponsored Jobs gives your posts more visibility, helps you connect with quality candidates, and the best part is you only pay for results.

31:01Hala Taha:Spend less time searching and more time actually interviewing candidates who check all of your boxes. Less stress, less time, more results. When you need the right person to cut through the chaos, this is a job for Indeed Sponsored Jobs. And listeners of this show will get a$75 sponsored job credit to help give your job the premium status it deserves at Indeed.com slash podcast. Just go to Indeed.com slash podcast right now and support our show by saying you heard about Indeed on this podcast. Indeed.com slash podcast. Terms and conditions apply. Need a hiring hero? This is a job for Indeed Sponsored Jobs.

31:38Hala Taha:Hey, Young and Profiters, let's talk about that moment when your business starts growing beyond your wildest dreams. You go from working solo to managing a team, serving clients, and balancing the systems that keep your lights on. I really felt that shift as Young and Profiting grew from side hustle to the media company that it is today, Yap Media. Suddenly, reliable connectivity is no longer just a nice to have. It's become essential to keeping everything moving smoothly. That's why I wanna put you guys onto AT &T Business. Think of AT &T Business as your go-to for reliable business connectivity.

32:12Hala Taha:They help your team, devices, systems, and day-to-day operations stay connected so you can focus on the important stuff, serving your clients and growing your company. You work way too hard to let a shaky signal slow down your momentum. Give your business the rock-solid foundation it needs with AT &T Business so you can step into your CEO energy. Powered by AT &T Business. built to work. Get AT &T business at business.att.com. So yeah, and I'm seeing a lot of these really successful female entrepreneurs, like Jenna Kutcher is another example. Her husband is a stay at home dad now. So what was that conversation like with your husband?

32:53Hala Taha:Like, did he have to quit his career and like just basically so, you know, those roles? Yeah, tell me. Yeah, it's so interesting. So yeah, so we were both working corporate jobs when we met and started dating. And then when we started talking about a family, this is like before we were engaged, before we were married, before we had Madison, we both had decided that we did not want to put our children in daycare. So we made the decision before we like moved forward with our family that we didn't want to put our children in daycare, that we wanted to like fully raise them ourselves and that we wanted to make sure that our core focus was on family and building a life together, right?

33:32And then during that time, I started my business. The business started to take off. I became really passionate about the work. And, you know, Billy was working his corporate job and he was like, you know, this isn't like the passion of my life. Like, you know, like it was just, and so it just made sense for us because we already knew what we wanted. And what we wanted was to both be home. We wanted to both be working out of the home. We wanted to be both able to put our family first and be able to really put a focus on our children, our family, as our family grew. And it just made sense. And I'm really lucky.

34:04And I do say, like, I am privileged because I have a husband that was willing to embrace his role becoming full-time focus on our family, our home, Madison, you know, the things that are needed. And it's a big job and it's a lot. I think as business owners, we think we do a lot. I think a lot of times people that have never been home full-time don't realize like how significant and how heavy that responsibility is too, because you are also feeling all the things that your partner or your spouse are going through, but you can't do anything about it.

34:41Hala Taha:Right? So, yeah. Yeah. So, so we were really lucky in that way because it was a very just natural evolution for us. And it just fit in with kind of our life plan, which was we wanted freedom. We wanted to be able to travel. We wanted to be able to be home with our children. We wanted to be able to prioritize family. And I knew the reason that I wanted to build this business was not just to make a difference and be of service, but also so that those other family goals could be met. Because in corporate, I was traveling all the time. I was on planes and trains and I was away and I was managing 17 branches.

35:14So I had that experience of what it looks like to be out in the world like that.

35:21Hala Taha:And I was like, I'm never going to be able to have a relationship with my husband or my daughter in the way that I want to if I don't rearrange these chess pieces, right? So yeah, I think life design is really important. I think that we forget, you know, we dream so much about the goals that we want to have in our business or we dream about the income that we want to make or, you know, people have dreams of things that they want to accomplish. And I think a lot of times what people forget is like life design. Like you get to design your life, but you have to be thoughtful and intentional and spend hours thinking and talking about what you want life to look like.

36:03And I think that sometimes we forget we have so much power. We have so much power to create change in our lives and to make things look how we want them to look. And sometimes how we want them to look looks really different from where we're sitting. Maybe someone listening to this podcast today is like, you're talking about all these things, Kelly, but like, I don't have that support system and I don't have this and I don't have that and I fully understand that. And so you're being called to consider what is a new decision that needs to be made? What is that next step in courage that you need to make that takes you from saying, I don't have that support.

36:39I don't have that potential. I don't have that structure. I don't have that in place. It's not possible to me to making a decision that will begin to make that possible for you. Just like my day on the lunch line where I was like, never again. Yeah. Never again. And we all have the opportunity every time something happens in our life, maybe for you, it's listening to this podcast today to be like, what am I tolerating? Because what we tolerate, we perpetuate, right? And sometimes it's just a little pattern interrupt that we're like, I'm going to make a different decision. Right.

37:14Hala Taha:One more question for you on this family approach to business. Yeah. Men like to provide and it's like their nature to provide. I feel like when they don't have purpose or they're not providing, they can get really insecure and like feel like they're not contributing. So I have a couple of questions on this. Like, does your husband have equity in your business? Is he actually working in your business or is he completely like separated from the business. Yeah, that was another thing that we talked a lot about and that we've been very definitive about. He does not work in the business. He's on the payroll as a risk consultant because I will bring him in if I have a very specific situation that comes up that I want unbiased, you know, feedback on where I don't want someone that has an agenda outside of our family.

38:01But he does not work at all in the business. And that has been another life-changing decision. Life-changing decision. Because I don't want to sit at dinner every night after I worked all day long and talk all night long about the business, right? So what happens so many times is this idea of working together sounds very romantic and wonderful and amazing. And would it be great to have extra set of hands in my business? Sure. But do I want to take my marriage and turn it into a business partnership, on my side, no thank you. There are lots of people that do this that would say the exact opposite, that work in their business together.

38:42They love it. It's great for them. They wouldn't have it any other way. On my side, I'm like, heck no. I want my marriage to be about our life. I want my marriage to be about our relationship. When we're sitting and having dinner, I just want to talk to Madison about her day. I want to be focused on what we're doing, what we're creating as a family. And so that was another definitive decision that we made that he's not in the business. And that's why. I mean, he certainly could be. And he's more than capable. And I'm sure he asks me all the time. He's like, do you want me to come in? And I'm like, no.

39:17Like, I'm so happy with our life dynamic that I would never want to mess with that just to get a little further ahead in the business.

39:25Hala Taha:Okay. I do have one last question on this because it's so interesting. Do you think two entrepreneurs can make it work? Or do you feel like that's tough? I mean, I'm never going to say never, right? Because I'm sure there's always examples of everything. Just like when we talk about marketing, right? It's like, it all works. You can find an example of every single marketing strategy that works. I'm sure you can find an example of two entrepreneurs that work. What I will say is that the divorce rate is climbing and climbing and climbing for a reason. And when you don't have time together as a couple to talk, to dream, to focus on your life, to focus on your children, to be emotionally available for each other, to be present.

40:14Because you know, Hala, you know what it's like. I know. When you run a company, it is so hard to switch that off. It is so hard to switch that off. Now, imagine both people in the relationship are carrying that burden with them from the moment that they wake up in the morning until the moment that their head hits the pillow. I mean, it's not surprising why that doesn't work in a lot of instances. So again, am I like against that? No. I actually have a couple of clients of ours that do very, very well that either work together or both have businesses. So it's not like a philosophical difference.

40:51For me, it's experiential. Like, what do you want your life designed to be? For me, I would never want to be in a relationship with another entrepreneur because it would be very difficult for us to create space that was pure, that was just ours. You know what I mean?

41:09Hala Taha:Yeah, I love this. I love that we had this conversation. I feel like it's such a hot topic. I want to shift into talking about customers, getting customers, launching, selling, all that kind of stuff. So a lot of my listeners are on the younger side. I've got listeners of all ages, but a lot of them are not entrepreneurs yet wanting to be entrepreneurs. And I've heard you say lately that you feel like the space is like really shifting, like the marketplace in general is shifting. What customers want is shifting. Can you give us some insight on that? Yeah. I mean, I love what I see happening in the market.

41:43I've seen a massive shift in buying mentality like in the last 90 days. You know, we onboarded almost 200 clients in the last two months. And what we're seeing and what we're hearing is that the currency of integrity has just exploded. included. And what I mean by that is, you know, I think when we were in a big expansion cycle, people were just so focused on like, what can this person do for me? What can I get? What's the outcome? You know, all of those things, which is fine, right? And, you know, if you have a great product or a great service, like, cool, you know? But what I keep hearing from people over and over again is like, I trust you.

42:30I trust your organization. I believe in the values that you share about. A lot of people have been coming to us and saying, and we sell obviously high ticket, you know, so people are spending 30, 50,$80 ,000 when they're joining, you know, a lot of my products. And they're saying, you know, you have been so outspoken and truthful about the dynamics of what's happening in the market and the shifts and the changes. And you were one of the only people that was really sharing like, Like, here are the things like we don't know yet. And these are the things that we're doing testing on. And these are the things that we need to explore.

43:04So that's why I say the currency of integrity. I think that people are making decisions much more through the lens of values now. And they're looking for people and organizations to partner with that they genuinely feel reflect the values that matter to them. and that there's a congruence and an alignment in that beyond just a product or a service or the outcome that you can get from it. I think also what's happened is there's been just a huge, there's been a big collapse of trust in the market because over the last year, obviously, you know, we saw 2023, there were more business closures than, you know, the last, I don't even know, probably 10 years.

43:53If you look at the chart of business closures, it's a hockey stick to the

43:57Hala Taha:moon. And that is continuing in the first quarter of the year as well. And, you know, I think that there's been a lot of trust lost because a lot of business owners have started doing really like frantic and fast pivots. And some of it, business closure, some of its programs being shut down, some of its complete business changes, niche changes, focus changes, very, I'll call it like erratic behavior. And, you know, and like no judgment because listen, like the last couple of years were hard, you know what I mean? So like I get it. Like I'm not judging anyone. Everyone is doing their best in that given moment, right?

44:41And different people have different levels of business expertise and capability and all of that. So it is what it is. But when you ask me, what is happening in the market from a buyer mindset, from a buyer inclination, they're watching this erratic behavior from so many people that when they see brands that are really focused on continuity, trust building, consistency, core messaging, values, and they feel like they know what to expect from a brand, they feel a lot safer investing in the brand. And so I'm seeing my businesses, I feel like, you know, we've had great years in the past, We've had bad years, good years.

45:25I've been through every season and cycle of business. I've been in business since 2012 for myself. I feel like this year, we're just seeing all the ships rise already just a couple months in as kind of like payback for that consistency that they saw from us of unwavering focus and diligence and customer-centric behavior over the last year as things were getting so insane and crazy. We were like, nope, we're here. Like, we're here.

45:52Hala Taha:We're steady. We're consistent. Um, so did that answer your question? Yeah, definitely. And, and another piece of this that I'd love for you to touch on is this element of people wanting more intimacy, wanting to actually speak to the companies that they might work with or the people that they might work with and not just like relying on this like automation of technology that so many people are relying on. Oh my God, it's massive. I mean, I could do a whole, we could do a whole show about this all because it's so fascinating. And this goes back to conviction marketing, you know, And conviction marketing will always be the core of that methodology of self-trust and be willing to zig when everybody else sags.

46:31You know, starting in 2023, we saw this explosion of people leveraging AI, starting to do their content through AI. They're firing their copywriter because they want to use AI. And everybody wants to over-digitize, automate, you know, whatever. But what's happening is customers are voting with their dollars to say, I don't want that. I want to work with a person. I want to speak with a member of the team. I want to have a relationship with my service provider. And so it's really, really interesting because, especially in the space that I'm in, right, like a lot of my peers and competitors immediately pivoted in 2023 to launching, leveraging AI, writing copy using AI, like everything my competitors were doing.

47:17And I was out here screaming like, no, like it's about the human-centric approach. It's about the relationship. And we're seeing that in the growth of my businesses. So, you know, I think there's a time and place for automation. I have a Black Belt Six Sigma that runs the operations, you know, for my largest company. And so we will leverage technology and automation on the back end of repetitive tasks where it doesn't take away from the human-centric focus of the business and the brand. But I think people should really move with caution around that because people are sick of dialing into a system.

47:55They're sick of tech where they can't get a human. They're frustrated by spending money and making buying decisions and then not being able to access support. And they're making decisions differently, it's not like they're just getting frustrated and then they're continuing to buy that way. They're getting frustrated and then they're making a different buying decision. So this is just a massive opportunity because, you know, you and I have had this conversation, Hala, you know, obviously with what you're doing with the podcast agency, you know, brand building is like the most valuable thing that an entrepreneur or business owner can focus on, which is why what you do is so important and so powerful.

48:35And I've been talking so much lately about the tortoise and the hare, right? Because I think that a lot of what's happening in the market right now is there's this like huge separation happening of the people that choose the fast, easy button, and they're really struggling. And then there's the people that chose the slow and steady wins the race. And from my view, and I'm seeing it with my own customers as well, I mean, they're exploding right now. And what's happening is I think that slow and steady wins the race approach, it's translating to the market. And people, like I said, they're voting with their dollars.

49:12You know, that's the kind of service provider they want to work with, you know?

49:16Hala Taha:Totally. I'm so aligned with everything that you're saying. And by the way, guys, I know that Kelly touched on conviction marketing. We did a whole hour-long episode, episode number 155. Go check that out. I highly, highly recommend it. also recommend Conviction Marketing, the book. So we have about 10 minutes left or a little less than 10 minutes. And speaking of this, like having more of a client facing approach, actually having two-way communication, you've got this live launch method, which I know incorporates a lot of that. Can you give us like a high level of what that is? Yeah. So, you know, I've been teaching a live launch since 2018.

49:50I wrote a book on it, Trademark the Methodology. It became kind of common vernacular in the online marketing space, but a lot of people have learned it from someone other than me. And so there is the live launch. And I just want to clarify that. And if you're interested, you guys can, you know, look up my brand and get the book and all of those things. But the live launch method, going back to what you were asking me earlier about sales, is really about taking this heart of leading by giving, serving, teaching, really focusing on connecting with your marketing, your audience, leveraging the power of intuition, two-way communication.

50:27And it's creating these virtual live experiences that move people through an awareness shift. They get information, education, inspiration, contextualization, implementation, and then ultimately you make an invitation. And it's a process and a system that you bring people through that allows them to get to a yes. And it doesn't require any high-pressure selling tactics. It doesn't require any slick crazy, weird, you know, pressure-filled marketing tactics. It's just leading people to come to the conclusion that, yes, like this is experience, the result, and the team that I want to partner with.

51:08And so there's a lot that goes into the way that we teach the method. And I actually just did a full update, nine hours of teaching on all the updates because the market has shifted, right? The market has shifted. Buyer mentality has shifted. So we made a lot of changes to the way that we teach the strategy for 2024. But I do do those workshops periodically. There's going to be another one in April that people can come and learn for free the method. But I would say definitely, you know, if you're listening to the show and you don't have a one-to-many selling mechanism that is working in your business yet, the live lunch is a great methodology to explore, especially if, you know, similar to Hala and I, you really want a methodology that is service-based, that focuses on inspiring, educating, empowering, and inviting in a meaningful way that feels really good both ways.

52:02And, you know, we tend to teach people to use the live launch method with, you know, high-ticket products, but you can also use it with mid-ticket. Some people use it with low-ticket. So there's lots of different formats and platforms that you can deliver it on. Yeah.

52:16Hala Taha:And from my understanding, like you said, it's like these live workshops. I'm having so much success with webinars. So I can't even imagine what like a more, it sounds like a more concerted effort around like many webinars, right? I can even imagine the results. So I can't wait to join that free session that you have. And I'd love for you to come back on and promote it before that happens so that we can really talk deep about that. Oh, I would do that. Oh, I would so love that. I would so love that. Yeah, and that's what I would say. Like, this is the thing. It's like taking what you do in a webinar and it's just like exploding it, like 10X, 100X, because it's taking those same principles, except the only difference is, is from a psychological standpoint, people need seven to nine hours to engage with your brand to really go through the whole no like trust buy process.

53:04So all it's doing is condensing the buying cycle down. So maybe instead of someone attending three webinars, you know, maybe they'll need less than that. But it also, my favorite thing about the live launch is that it really allows you to position your business as a category of one. Because you design your launch ones and you do launch cycles over and over again. So what that allows you to do is you become known, you become the go-to for that thing. So what I love about the live launch, because people are always asking me like, do you do them paid? Do you do them for free? I always do them for free.

53:37And the reason I do them for free is I wanna focus on people getting so much value from interacting with my brand that every person that experienced that live launch, they're either gonna be a customer, be a future customer, or they're gonna be an ambassador that tells someone else that ends up becoming a customer, right? So there's a lot of value beyond just the sales transaction in the experience that you're creating.

54:02Hala Taha:I can completely understand. I feel like for somebody like me, I've got like podcasts to trust me with, all this social proof. Like I'm already dominating my field. So it makes sense that somebody can go to an hour long webinar and convert a high ticket offer. But for somebody who doesn't have that, you need to like warm them up. Same reason why I feel like I personally hate paid ads. I don't know, do you suggest doing paid ads for lead generation for any of this or is it all organic? I do both, I do both. So we just finished a launch in January and we did a mix. We did a little bit of paid advertising, a lot of organic.

54:38So we do a mix. And I think like advertising plays a role, right? And it has its place. I love organic. I think the degree to which you can build that rapport and engagement with your audience is huge, right? And then I think, you know, advertising is a way that you can enhance it even further. But I think, like, especially for someone listening to this show, if you're earlier on in the process, like, you want to start building your brand, building your audience, building your rapport. And you should start by doing it organic. and then maybe down the line, you'll expand, you know, and build upon that.

55:14Hala Taha:Okay, one last question, then we're gonna have to close this out. How do you suggest that we price our offer? Oh gosh, that's such a good question. That is a complex question. So here's the thing, right? The thing is, is when someone invests in one of your product services or programs, you want what they spend to feel really insignificant in comparison to the outcome that they achieve. right? So you want to think about what do you want to invest in this product in order to maximize the potential for transformation result or outcome that it can create, right? And so I always lean on the high end.

55:57I always recommend that people price in like the 75th percentile of like the span because when you look at any product, any market, there's a low end and there's a high in, right? I always say there's Walmart, there's Louis Vuitton, right? You can be the kind of brand that you want to be. You can place yourself where you want to be. What I tell to people all the time is that a lot of people underprice their business and then they think that they'll get more business because of it. And a lot of times what that does is it actually mispositions you in the market because now you're looking like a novice, right?

56:29You're not looking like you're the best in the world at what you do. So it's a complex conversation because I think that it depends on the outcome that people get. It depends on, for example, when I price my products, I'm looking at how do I want to staff this product? And what is that investment from me going to require to staff this product in a way that we can way over deliver for clients? So there's a big difference between if you're doing a digital product that doesn't require any human touch, no interaction, no anything, versus if you're staffing a high product where there's actually client delivery.

57:09And so your strategy has to be very different depending upon the outcome, the client experience, the results that you want them to be able to get, and what you need to spend in order to make sure that that product is exceptional.

57:22Hala Taha:Okay, well, I want to be super respectful of your time. Kelly, I'd love for you to come back to have like a very like sales, the live launch focus before that launch. So let's coordinate that. Okay. So what is one actionable thing our young and profiters can do today to become more profiting tomorrow? Oh, well, I would say get on podcasts, right? Come talk to Hala, figure out how you can get on more podcasts. I mean, I think that there is, there's nothing, let's put it this way. There is nothing more beneficial or valuable to do with your time than build brand. Because brand always supersedes a single sale.

58:02Brand will help you make multiple sales, whereas a single sale is just a transaction. So take action by either starting your own podcast, getting on other people's, or ideally both. Ideally both, growing your show and going on other people's. And it's a great way to get clear on articulating your message, which is going to then translate into your sales, your marketing, your growth strategy, all of those other things. The more that you speak about what you believe and about what you teach and about what you want to serve on, the easier it's going to become to sell it. Okay.

58:34Hala Taha:And my last question, and you can be super short because I know you got to go. What is your secret to profiting in life?

58:42Hala Taha:Can be anything. It's just staying focused. You know, I think the biggest thing is like get clear on what you really, really, really want and say no to everything that isn't that. So good. That's it. Kelly, you've been amazing. Thank you so much for your time. Where can everybody learn more about you and all of your programs? Yeah, I would definitely say check out the Kelly Roach Show. That's my favorite place to serve and teach and give. So the Kelly Roach Show. And then connect with me. Connect with me on Facebook, Kelly Roach or Instagram, Kelly Roach Official. Awesome. Well, we can't wait to have you back.

59:17Thank you so much. Thanks for having me.