We hear it all the time ‘I’m ready to play bigger’ – but what does that actually mean and what can we do ‘practically’ speaking to start reaching that new level in business?
In this seriously juicy episode we talk about –
- Overcoming the fear of doing things differently and what that actually looks like.
- The practical steps you can take in your business that will support a new level mindset.
- The big mindshifts you need to make in order to achieve market leader status and how to make them!
Book onto my Evolve & Elevate Strategy Session – http://www.jen-hall.com/strategysession
Book a Call with Jen – bit.ly/claritycallpodcast
Download my free Ultimate Guide to Becoming a Market Leader – http://bit.ly/MARKETLEADERGUIDE
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Please note this transcript is machine generated so it is not perfect and should be used for reference only, you will get the best from the podcast by listening to it in it's designed format.
In this episode, I'm sharing the actual practical steps that you can take to start playing bigger in your business and go for that market leadership status.
Welcome to this episode of the experts unrivaled podcast. My name is Jen hall, your business positioning coach, a market leadership experts. And in this episode, we're talking all about playing bigger. Now we hear this term a lot, you know, I'm ready to play bigger. I'm ready to do this. But you know, in actual reality, what does that mean? And how can you play bigger? When we say this term, I feel like we're trying to say we're really kind of fighting against the thing of, I feel small and I don't feel worthy. I don't feel enough. And so for me really, it's about taking those practical steps towards re articulating who you are, rewiring your brain on your worth, and really understanding the practical steps that you can actually take to get you to that next level, you know, around feeling on fire, confident that you really owning your worth and what you stand for.
To me, that is so important in business. Because I see so much of the time that this feeling small, not feeling enough you know, almost feeling like you're at the you're at the bottom rung of the ladder. It really puts you in a very weak position in terms of where you show up to your potential clients, it really puts, it puts you that, and it shows up in every piece of content that you put out there in your energy when you show up on video and when, when you're on audio, it's really important for you to understand your importance, why you're so special, why you're so needed because each and every one of us is important. And it's something that I wrote in my book. We don't talk about enough. Actually I've written a book if you don't know, already called expo rivals, which is where this podcast's name came from.
Actually the book was out first do you know, you can download it on on Kindle or, you know, buy it from Amazon. But in that book, I touch upon something that's really quite close to my heart. And that really makes me feel almost vulnerable thinking back to that time, but where I felt that I was more of a nuisance than I was a help. And I've carried this throughout my entire life from childhood, this feeling that I'm in the way and the, you know, almost it's all for later become was, brings me to tears about it. And I don't know if this resonates anyone else, but that feeling if, you know, almost like the world would be better off without me in it. I, I, I don't have that anymore. Thankfully, like that is completely eradicated. At least I think it is until the next thing triggers it I'm sure.
But as far as I'm aware, you know, I don't carry that with me anymore. I, I really have worked very hard on getting rid of this ridiculous belief that I've been holding for very long time that affected me and held me back for so long. It's so important to remember that you have just as much of a writer to be here than anybody else. Yeah. And that you have just as much value and potential as anybody else. And that the things that you see out there that you compare yourself against where you look her out there and you think, wow, you know, recently I, you know, I've got, I've got a lot of lovely criticism about my podcast around, you know, or gosh, she sounds so articulate. And wow, you know, you come across so well when you speak and you, you really blew people away.
I didn't use to be like this. And in fact, I used to listen to other people's podcasts and look at other people speaking on stage you know, my coaches and I look in all of what they did. It was just like, wow, you're just so articulate. How do you come up with the stuff? How'd you come out with the stuff and how do you know what to say? And I realized it's all down to belief and it's actually a learned skill. It's not something that necessarily comes naturally. It's something that you have to work on and it doesn't necessarily happen overnight either, but it's definitely something that you could work on and actually learn that skill that nobody is like, has this special superwoman Superman ability to just, you know, one day they're just born like this, you know, we have to nurture ourselves and we have to embody that.
And so when you see examples of people, you express in a way that you want to express who have she be and things that you want to take on board, it's so important to actually, rather than use that as kind of a comparison itis actually use that to your advantage and, and almost copy those ways of being really take them on board and yeah, Bodie them yourself. And my partner tells the story all the time. He used to be painfully shy, like seriously shy. And he used to you know, people used to walk in the room, he'd look at shoes. So there's no way he was looking. Anybody in the eye really did feel like that. You know, painfully shy teenager never say be to a goose, just get me out of here. I don't want to speak to anybody type of person acid.
And then he met this guy rich, who oddly now, like, you know, he's, he's traveled the world yet. He's kind of stayed, stayed back the same hometown. But the school that our daughter goes to he's this guy who I love to talk about as recently. I say recently our daughter's older than his, but his started at the same school. And they've met up now at a different stage in life anyway, to give you some contacts, this guy he met at the gym and he used to look at how confident this guy was. And you know, he saw him like with, with like other girls, I was just like, how he, how he'd just be so confident in front of them. I'm not in a horrible sleazy way, but just how chatty he was, how friendly he was.
And, you know, they're kind of the T attention, how people wanted him in the room because of his energy. And he looked at that and he did exactly that really, rather than comparing himself, he actually looked at these behaviors and started to kind of think, well, I can do that. What's stopping. What's different about me. You know, the only thing that's stopping me is me. I'm I just need to be like, I just need to behave like that. And they will achieve, they will achieve the same sort of outcome I want to achieve because, you know, he didn't want to be shy. He didn't want him to not be in a, you know, have a, have that presence in the room. And now, like if you were to meet Andy, you just, and if you have that, you just wouldn't believe me. As I said this, you know, he's so confident.
Very articulate comes across really, really well. Always gets the speaking gigs right around about that. Just like, Oh, Andy, I'd love for you to speak. You know, people want to be around him. He's very, very engaging all because of embodying the behaviors of the people that he saw and went, wow, I love how they are. And it's not about like you, when I use the word copying, I don't want you to think, like they're copying the words more. It's more about, you know, embodying that mindset, embodying that way of being and you know, really coming to that realization that these people aren't special, that just being them, they're just doing that thing. And there was nothing wrong with you know, surrounding yourself with people like that and really kind of like, you know, vibing off of that energy so that you can emulate the same kinds of things.
There is absolutely no reason if you admire quality in somebody, it means that you can recognize it. And the reason you can recognize it, it's because it's within you. You just need to harness that and really bring that out in yourself. So nobody else is super smash or, you know, it was born with a silver spoon in their mouth, as it, as it were, when it comes to these things, you have to recognize that and realize that you can't be that if you want to be it's just a case of working towards it is a learned skill. It is practice. And it is about being brave because we're doing behaving in ways that we didn't before. We're thinking in different ways. And your brain will like to tell you, you think you are you know, to, to, to behave like this, to think like this, to feel this way, it doesn't like different.
It likes same. And so when we recognize that science, we know that it's going to get uncomfortable and we have to push through that in order to get to that next level. And it will be uncomfortable. And you'll have what my, my dear business friend, Helen Packham taught me about around vulnerability handovers, how, when you put yourself out there and you do these things that are different makes you feel the next day, I'm not gonna lie. Like you start, it's almost like that cringe fast. We were just like, Oh God, I really do that. Did I really say that? And you're your own worst critic. That feeling by the way, way is utterly normal. Yeah. Is totally, totally normal. And so please don't ever feel like that. You should let that vulnerability hangover stop you. It's part of the process, but you have to recognize that no one else felt that way.
The person who's digging in is you. And you've just got it. You got to keep at it. You've got to keep going. You have to keep working on that mindset. Otherwise, you're just going to get put back. But anyway, I wanted to talk to you about the practical steps today. Cause I'm talking a lot about mindset here and what it is about mindset. There are some very practical things that you can do to, to help you up level and get to that next then up to that next stage, just before we go into these practical steps I just want to kind of update you a little, have you been following a recent campaign that we've released over in the adventure travel company? And we were going for the seven figure Mark. And I when I'm recording this, we haven't quite actually hit that yet.
That's not over, we haven't quite got there. But we are hoping to still hit it. We're all we're well on track to hitting it. We're at we're at the 800 Kmart, which was so, so, so proud of. So that's just like, you know, thank you for all of your fingers and toes that have been crossed for, for, for us. We're really, we're really chuffed because as again, it's a, it's, it's, it's a recession, there's a pandemic and we're, you know, that side of the business as a travel company. So we're, we're super proud of the results that, that we've got and that we're hitting this kind of seven figure figure launch. And so, you know, by the time this comes out at the time of the time, you're listening to it, I really, we hope that we would have had, I think to be honest for looking at the conversions, we went on track to actually smash seven figures.
So on the next episode, I'll give you another proper update as to where we got to. However, if you want to find out the inner workings of these campaigns that we're putting into place, how we've actually stepped up to play even bigger than we have already been playing because new level, new devil, we're always pushing forward. Yes, we run market leading companies, but at the same time you know, it's, it's about being pioneering, keeping pushing forward, going bigger, going better than before. And you know, that that won't change for us. It's an obligated to do that. We, we raise the bar high and then we raise it again and again and again because that's how we keep progressing, how we keep growing, how we keep moving. And so if you want to find out a bit more about the inner workings behind those campaigns and my process for becoming a market leader from where you are right now, to the things that you can put in place to very quickly get huge growth and get huge reputation within your market.
And then you want to be getting all, if you're listening to this early enough there is actually tonight on the 15th, there is a strategy session if an elevate strategy session that you could pick to that 20 pounds you can click the link in the show notes to become to that. So there's a couple of spaces left. So if you're quick enough and it's not already fully booked, you can jump in on that. Otherwise I've just released another date for August. So do get yourself onto that link, the evolve and elevate strategy sessions to go and get yourself booked onto these spaces. Spaces are limited. I like to keep them in intimate and small. I don't like tons and tons of people because I like to find out as much as I can about you and your business and allow time enough time to for questions.
So if you want to get in that and you want to start looking at pain bigger than do get yourself booked onto that that strategy session is in the show notes. So anyway, the first thing is I kind of want to mention here is a practical step is about not getting caught up in the fame. So, you know, we look at other people out there who were kind of Facebook, famous, LinkedIn, famous engagement, famous. If you want to just give a generic time where they're getting all of the likes, they're getting all of the shares and all of the comments and we post something out and maybe we get two or three likes. And that starts to make us feel tiny, small. Like we don't exist like neighbors listening to us, and it's just not true. People are listening and watching all of the time.
And I'm going to be a bit controversial here. A lot of the time where we see people who have consistent engagement, having to look at the names, they tend to be the same people, the same supporters that are coming on and giving that little comment of support. Now that isn't growing a business for me, that is vanity metrics. And what I want to say is it's really lovely that people support in any one of the same names that common support me. Honestly, please do not think that I'm not unbelievably grateful because I genuinely am. It's really nice. And obviously the more engagement you have, the higher the reach will be. But what I'm telling you is, is the real truth of the matter is that, you know, there are some posts that I put out there that don't get very much engagement at all, but getting really, really high conversion rate of people coming through into my funnel.
You know, they're more intent on actually getting in and putting in their details on the website and they learn about liking or commenting on my pace because they want the information. They're not there to necessarily support me. They're there because they want to know more about what I'm talking about. And that's totally fine. So just stop getting so heads up on vanity metrics and numbers and how many people you've got in your group, or how many people engage with your posts. It isn't all about the engagement. You know, the, the, the monetary stuff doesn't necessarily mean engagement. And the only way, the only thing really that proves that your market leader is judging by your customers and the people who rave about you. Absolutely. And also that your bottom line and the people who buy from you and the money that you get, those are the numbers that you want to be looking at is how much money is your, is your business getting all people, putting their money where their mouth is, or are they just commenting to be nice because yes, it's lovely.
Yeah. We didn't want these people to stop. Thank you very much. But at the same time, is it actually growing your business? Monetarily, is it financially benefiting? And again, I've probably repeated for the last four or five episodes, but I just really want to hammer in that engagement is great. Engagement helps you to increase your reach and it creates that kind of FOMO and that attention. Absolutely. But it doesn't necessarily mean anything to being a market leader. Facebook famous, Instagram, famous, LinkedIn, famous, whatever it is, doesn't necessarily equal money. And it doesn't necessarily equal market leadership status. You know, a lot of these people who have those, you know, that, that posse how perhaps large memberships they've got you know, a large group of supporters, they're a big networker. You get these people who are natural networkers. Tracy Smolinski, who's the owner of, in shapers who are hugely supportive.
She's one of those people, you know, she's grown her inspirational women of the world group with with Dawn Evans who was another great networker, they've grown their groups. So like over 3000 virtually what feels like overnight, like it not overnight, but it's, it's extremely quickly because they're huge, huge networkers. And they're absolutely great at that. But again, it doesn't, that's, that's great that that's happened for them, but it doesn't always, I've got no idea about how much money they make or anything like that. But my point is that doesn't necessarily still me, even though they put all these people, it doesn't necessarily mean that people are going to buy from me just because you have numbers, there's more work to do than just getting likes. The, just getting engagement shares and growing your group. There is far more to the process than just people.
And it's ensuring that you're getting in front of the right people. I'd rather you be in front of the right group, then being, getting tons of likes and shares randomness. You want to be making sure that you're, pre-qualifying those people coming through your funnel. And that might mean that you'll get less engagement, but you'll get more money out at the end of it. So, anyway, that's my big practical steps. Stop focusing on vanity metrics and start focusing on getting the, getting in front of the right people and understanding that there's more to the process than just this front end fame. And, and the front end fame means absolutely nothing to your bottom line. It's important to pull that apart. And just because you're not getting that engagement, or you're not growing your group as quickly as those there's fantastic networkers out there, you know, you come into my group, I think I've got maybe like 360 people in that.
It's not very much, but I'm pleased to say my, my business is booming. You know, a lot of my ideal clients don't actually hang out in Facebook groups. So again, you have to think about, you know, who's your ideal client? What did the majority of them do? Do they hang out with Facebook groups or actually, are they listening to your podcast? You have, most of my ideal clients are actually, you know, listening to my podcast. It's just the way they consume. I'm not saying not everybody, you know, doesn't go in a group, but you know, [inaudible] of the mr. Podcast. So you have to really think about how they conceive and be smart about it is that if trying to compete against those out there, who are generating a ton of people over in the Facebook group, is that the right strategy for you and your business?
Maybe not. And if so, say what, let them do what they do. Let them, let them grow their group and make the money, make their money that way. Great. That's fantastic. That's fantastic for them, but what's right for you and your business. What are you going to do? How are you? You can admit your money and your ideal client. We'll dictate that to a certain extent that they will decide, you know, I can see me in this way. So in essence, you're going to give me content in the way that I want to consume it, that I'm not going to be listening to it. So you have to be smart about it, business savvy, what makes sense? They go with the numbers, let go of what everyone else is up to and just stay in your lane and focus and let the, let the bottom line numbers at the financial numbers speak more than the event.
The metrics you say playing bigger for me is really about not being, being afraid to not do well. Everyone else is doing to play bigger, too, letting go or anything, everything else that's in, that's the norm. And actually focusing in, on being strategic. [inaudible] About how you're going to grow your business and make your money. You know, that's, that's playing bigger, you know, stop focusing on all that other stuff and start focusing in on, on real strategy. The next thing that I want to talk about, it's something I talk about a lot around building this high value mindset. So just to get this number one thing out of the way and I feel like maybe I could do like a one, two, three, and everyone will shout the word, but the first thing around building a high value mindset is about becoming the, you ready for it.
The specialist specialize in something soon as you start to specialize and you actually do that properly, you automatically become an expert in that area. Do you know, just through the sheer act of doing and really focusing and honing in. And you can really understand when you specialize, you can get really clear on the impact that you have on those that you serve until you specialize. It's very difficult to measure your, your results measure, the impact that you give. So it's really important to do that first and foremost, when you specialize, you can actually start to see, okay, this is the impact I'm having on somebody's life, business, relationship, finances, health, whatever it is that you do for somebody. But you can really narrow that down and go, okay. So when this thing is fixed or when they finally get this result that they're after this very specific result, this very specific problem, once they finally do that, that it's going to impact all of these other areas and you can really kind of drill it right back, almost like as a Sherlock Holmes, mind palace to find out exactly why fixing this thing or why getting, getting them to this place is going to finally impacts all these other areas of their life.
And that's when you can start to feel like, Oh wow, she would do make a difference. Actually, I am really needed because if, if, if I don't help do that, this, these are the consequences, you know, they're going to be in exactly the same place. It's the same time next year, or perhaps even worse. Maybe it's not about staying in the same place. Maybe they'll go backwards. Maybe the problem will get worse. Like, I don't know what it is that you do and what the reality of the situation is, but for a lot of industries, if they don't get your particular thing, right. You know, things could get a lot worse. You know, so it's really important to think about all of those things and the consequences of the not using you, of not working with you, you know, and that sometimes that can really performant your ballet.
I remember when I first taught it started taking sales calls and I would get a note I'd instantly this quiet, but no, yeah, you can't say no, because if you say no, then all of this other stuff will happen. You need, you need me to pet me, fix this. And it would always like supercharge this fire in my belly where I was like, Oh my gosh, you know, I need to play bigger. I need to learn to articulate myself back. So I need to get, you know, to that next level, because if I don't, all of these people are going to be missing out. Like what, what is wrong with the Aspen was giving us a big slap on the face to say for God's sake, go get yourself together because these people are missing out on your genius. And sometimes it takes that rejection to get that far in your belly.
But once you got it, you hold it, you hold that fire. Because you need it to really push yourself forward. So, you know, use rejection to, to fire you forward and to realize actually these people are missing out. Do you see it as a Oh, well, you know, they've rejected me. You know, they've, they've rejected the result that you could get them. And they're really like, now it just, it bugs me. If someone is on a call and they're not quite getting it, I'm just like, Oh gosh, like, clearly you need to struggle a little bit longer before you realize that you're going to need to get this sorted. And sometimes that's what it takes for people. They have to go away and struggle and then they go, well, gosh. Right. Okay. Yeah. Okay. I'm ready now. So people, people need to struggle to be ready.
I want to have to get somebody who is not quite at the end of their taboo yet. They're still like, yeah, I'm just going to figure it out for myself. I'm like, okay then, and then I look back to all of the years of struggle that I went through before I finally bit the bullet and got help myself. And I'm just like, Oh, please don't do that. Please don't go through that. And sometimes there was no warning people, but Hey, ho, it's a bit like talking to your mother, isn't it? And they're like, no, you shouldn't should shouldn't have done that. And you're like, well, I know. And she's like, I told you so, and you were like, yes, I know, thank you very much. Sometimes it's just the way it goes. But specializing really helps you to dig in. And it also really helps your conversions as well because people see you as an expert.
They see you as a specialist and you're able to help them understand, again, like I said, that Sherlock Holmes pathway to the root cause of what's going on for them. And they can specifically make logical routes to going, right. That's why I'm seeing this result time and time again, instead of the result that I want, that's why it's not working. That's why I'm still in the same place. That's why, when I tried the other thing, it didn't work. You can really help them understand better and help them to come to a better decision to move forward when you specialize. So that there's many reasons why you should specialize, but those are those. Those are few, therefore you, but yeah, the impact is huge. Understanding the impact that you have on somebody's life, business, health, relationship, money, whatever it is, when you can understand that, that really makes you feel like, wow, I make a difference here.
You know, and you can actually just take that belief around being a nuisance about not being about being a pain or having to like coming from this position of begging for business, instead of being the one that people go that people go to, you know, really hone in on that, that special ability that you have and learn to articulate it, you know, come up with this new MBD, some new city you MBA. I keep talking about your unique magic bullet, you know, look at these different things. So productization is another great practical step to help you start to separate almost yourself. Sometimes you need to do this, separate yourself from your business to actually look at here's the product. Here's how it helps because you know that the times when you've made maybe done a course or a program or bought something from somebody else, Oh my gosh, this is fantastic.
And suddenly you become the biggest advocate of that business. And if that product and you start going out there and you start selling it for them you know, why can't we do that for ourselves? And sometimes the best way we could do that is by separating it. Because sometimes we, we started be the worst critic. We started looking at ourselves when you product ties, when you extract your signature system, when you extract the USP and product ties that in to be an actual thing, we can start to go out there and go, well, this is separate for me. You can start to sell it. Sometimes they're not easier because you're not setting yourself now setting a mechanism that is actually so having people on a much bigger level, and then you can go and tie it back to yourself and go, well, actually, I create that.
That's incredible. And look at the results it's getting. Then you can start to take some credit for that and then help that to build you to the next level. But productization is another really good way of helping you to play bigger because you're not tying it back directly, back to yourself. And also recognizing that it's something I had to work really hard on is recognizing that actually the amount of money, you know, I make for my business, this is something that I had to get to grips with. In some of the earlier stages, the money I made in my business is no direct corridor has no direct correlation between my ability to help somebody and my self worth. It has zero to do with it. I, I was reminded. Yeah, but I wonder if my video is not a memory that pops up in Facebook today around that whole 20 pound note that you know, is 20 pounds worth, 20 pounds.
You crumple it up, it's still worth 20 pounds. And it's true with yourself. You know, you are worth what you want worth. And you have incredible skills and experience and, and things that you have that can help people, huge value that doesn't go away just because somebody doesn't buy it. And that's really, really important to remember. So when you're feeling sad about your business numbers and the fact that you're not financially getting what you want in, it has zero to do with your worth. And your expertise is absolute, is zero. You know, the way to making money is around how you market and articulate yourself. If that's something you need help with, then hello, I'm here to help. By the way, I need to sort that in order to get it, but it's an easy fix and it's got nothing to do with you.
It's all to do with, again, a learned habit, a learned thing, finding the language. When you find the language, you can, you, you can start to sell what you do better. And again, that isn't necessarily anything to do with you being awful person rubbish of what you do. It's purely something you just need to learn and then you'll learn it. And then what wonderful things will happen. Simple as that. So stop feeling bad about what's not going on because there's nothing to do with you as a person. You know, you still, you were still in invaluable. You are still an expert. You still know your staff just because someone is buying it. So understanding that will really, really help you to start pushing yourself forward. So being brave about letting go of the vanity metrics, and even now I'm saying, let's go with a financial income that you perhaps you're not getting right now.
Doesn't take away from you being exceptional. Okay? So don't be afraid to do less. Don't be afraid to move away from the norm. Don't be afraid to be more strategic and start to do things differently to what you're currently seeing, because what's being publicized out. There isn't necessarily always the reality of the situation and understand that it takes the same energy to sell something at 10 pounds, 10 P ten thousand ten million. It really doesn't make a difference. So recognize that as well, that if you're holding back your prices because of, you know, fear of is going to be harder to sell at a higher ticket level, your product is worth what it's worth price it based upon its worth. And then look at who you're selling it to make sure that that's a perfect match, because if it's not a perfect match, that's the reason why it's not selling because you're perhaps selling it to the wrong people.
Or perhaps you've created a unicorn product that actually doesn't match anyone specifically. Because what you need to do is start with the person who are you serving, what do they need help with? And how much is that with that? I create that product great, that program, that course, whatever it is around that, and then sell it to them, but it's worth what it's worth, you know? And the bigger, the problem and the bigger the outcome, the bigger the ambition, the more people are willing to pay for it was remember that. So then you start taking away money from your pricing because your fear, your fear of people not spending it, it takes the same energy. The only difference is you get a more serious and more committed buyer at a higher end and people with bigger problems, bigger ambitions at higher ends, that's who we're looking at, but your ideal client will tend to determine how much they're going to pay because of how much they're feeling that pain and how much it's worth labs to get out there.
So think about it from that perspective, just because someone's new also doesn't mean that they're not feeling the pain. You know, they, they, they, perhaps some people want fast accelerated progress. So there, there are gray areas in this as well. But start to think about these practical elements, start thinking about productizing, stop specializing, start really jotting down that impact that you have on people's lives and start thinking about your pricing differently than remember that you are worth so much. You have so much value to give you an ever evolving human being. Who's learning, progressing, moving forward all of the time and momentum is building. If you're in this industry and you have your own business, particularly as a coach or consultant, you automatically have this kind of progressive growth mindset where you're constantly learning new things that you will then pass onto your clients, which inevitably means that your pricing will go up.
And the fact that people aren't buying right now, if people aren't liking your things, if people aren't sharing, it means absolutely zero to your potential, your potential, your worth, and your value is still that staring you in the face. So never forget that. The only difference between where you are right now and that market leader, title, where people recognize you for what you are, is all down to your marketing and your articulation. That's it. So when we think about it like that, that stopped being so down on yourself, it stopped talking so negatively and let's start practically playing bigger, seeing our own worth, putting yourself out there and stop comparing yourself to everything else that's going on. So there we go. There's my ranty episode that I really hope has helped. A lot of you out there who are feeling less than feeling small, to start stepping up and playing bigger in your business.
And like I said, if you'd like to join that evolve and elevate strategy session, getting that quick, if you're listening to it early enough, you can get on there tonight. If there's spaces left, if not, there's another day open in August. So get yourself booked on. And if you want to skip straight to the part where you can talk to me and I can help you with moving up to that next level, where I can help you get to that market leader level, then just book a call with me, both an extra in the show notes. And I really look forward to seeing