Why the number “1” is the most dangerous number in business. EP #202 - Andrew Fowler of Lux Films

G', day, guys, and welcome to the how to Scale, a video business podcast. This week we are on episode number 202 and I've got one of my clients on the show, Andrew Farla from Lux Films. Now, Lux Films are a specialist event filming company and they've seen enormous change in the event space in the last 18 months. Now, a lot of times you hear stories of businesses that have struggled throughout Covid. Lux Films have done the opposite. They've actually grown 50% doing things differently in an event space that was essentially shut down. But they responded very quickly to the pandemic and how that was impacting their clients and came up with some really cool ways of actually not just sharing with their clients how they could do things better, but actually scaling their business in a time when so many are struggling. Now, Andrew is a client of mine and he's going to talk a bit about his journey in the VP BBA as well. But I promise you, you're going to learn some really exciting insights and I think you can take them away from this and implement them in your own business. So enjoy the show.

Andrew, it's really nice to have you on the podcast.

Tell me, Lux Film or Lux Film, sorry, tell me the story of how that all got started and how you got to where you are today.

Yeah, so we. Hi, everyone. Hi, Dan. Yeah, we started about, about five years ago and basically it's a partnership between myself and two guys that I've worked with for many, many years in the industry, Mark and Gareth. And.

Their kind of background is BBC film theater. And we kind of work together quite a lot in the events world and we just really kind of enjoyed working together as a team. And I think there was a lot of synergy between us in terms of creative ideas, in terms of the kind of work and the kind of clients that we like to work with. So we kind of formed a company about five years or just over five years ago now, and I've been working together with them ever since.

And I guess the last year and a half has been a very interesting time for you because of the pandemic. I mean, you were primarily providing services to the live event space. How did that change and how did you guys pivot to not just survive that, but actually create a kind of new genre?

Yeah, I think it was really, it was really kind of interesting when, when the pandemic kind of started for us because we had, you know, lots of, lots of jobs booked in. I mean, we, we tend to. Our kind of work is global really, and we tend to fly to all sorts of locations. And we had so much work kind of booked into that kind of first and second quarter of. Of last year, and suddenly all of our clients just. Just said, well, we're gonna have to cancel this. You know, we can't. We can't do this now. And there was kind of that moment of like, right, okay, we're gonna have to have a little think here about what we're gonna do and how we can change and how we can kind of keep up with things.

But actually, it was really great because what we found is that the, you know, our clients were still there, their. Their customers were still there, and they needed to communicate. And because everybody was locked down and at home, video really was the only way, you know, the kind of really main way that people could actually communicate and interact.

So actually, for us, it. It ended up being, you know, basically more work for us because we kind of had to basically look at how. How are we going to hold very sort of similar events for our clients, but move them into the online space. And of course, when you go into online, you have to provide so much more than just somebody speaking on a stage. You need to keep an audience engaged for a long time, offer some interaction, offer some really, really good video content. So we just had to move very fast, really, to support our clients and demonstrate to them that we could offer them something.

As good. I think it, you know, in some cases, actually better than the physical events themselves.

Now, when we first started working together, and for anyone listening or watching, Andrew is one of my VBA clients and has been with us about a year now, what were some of the things that prompted you to come and look at a program like that? Because you guys had a pretty successful business, but there were some areas where I think you felt a little bit vulnerable. Tell me about that.

Yeah, I think for us, I think we've been very sort of reliant on kind of one main client, really. I mean, we do work with a number of companies, but we kind of most of our work, a lot of our work was coming through sort of one main client. And I think we were very aware that that's something that we didn't kind of want to be just reliant on really, and, you know, putting all your eggs into one basket and all that we know in business is not always a wise thing. I think also as well, I think I sort of fell into that trap of, you know, we've, you know, what we produce is fantastic. You know, we've got a Good product. You know, there's people out there that like it. We've got a fantastic show reel. You know, we've got a website.

You know, the work's just going to come in, it's just going to take a few years and suddenly the work is just going to snowball and we're going to be incredibly busy. But actually what you find is that, you know, there's so much going on out there in the world. It's a fast moving place. And actually a lot of the potential people that you could work for are, you know, you've got to get their attention and you've got to get their attention in lots of different ways. And I think for us, I think last year, I think as the picture was changing and as we were actually offering some really good alternatives, I thought we need to kind of take this to the next level and we need to find a way to kind of scale our business to be able to, you know, take on, take on more clients.

And I think, I think for us joining the vba, the kind of, that was really a way to kind of go, okay, we've got all of this, let's find a way to kind of market ourselves, let's find a, you know, what are the tools that we need to be able to kind of make those decisions and drive the business forward.

And I think, you know, I was very aware of you, you, Dan, for sort of, you know, quite a few years really, and listened to the podcast and, and seen some of your posts and things and, and what you were saying was really, really resonating.

And so I think for me it was just a no brainer, really. Just, just to kind of jump in and go, right, let's see what we can do to help us through this changing time. But also, you know, looking at how we can grow the business, you know, over the next, you know, one year, three years, five years, 10 years.

I think that, that what you just said will resonate with a lot of people listening to this where, you know, we, we, we feel like our work is really strong. We have a good set of clients, they know where we are, they'll come to us when they need us. But of course, they don't necessarily always come back when they need you. So, so tell me about some of the things you started to notice when you were in the VBA that you started implementing and how did that impact the outcomes you were looking to achieve for your business?

Yeah, I think, I think the first, I have to say, kind of the, the main thing I really noticed is, is that all the tools were there and, and, and the coaching sessions are, are fantastic and, and actually just being able to share with others in the group is brilliant. But I think the big kind of lesson, and I think it took me a few months to kind of realize this, this is that all of this stuff is there, but you've still got to work really, really hard to implement it and to make it work. And I think that's really been the big lesson for me. And I think over the, really only over the last few months it's really felt like I've ramped up and, and been putting the work in and, and well, I think I have been putting the work maybe a bit longer than that, but I'm seeing the results of that work that I'm putting in. But I think for us, I mean, I think the main thing is just, I would say the number one thing is having that accountability with yourself and others in the group. Having that kind of weekly check in with the coaching. It kind of drives you forward and we're all a little bit competitive so we kind of, you know, let's, let's just keep driving forward in the group. I want to do well. I'm seeing other guys doing some fantastic things and I see something fantastic in the group and I think, yeah, I love that. That would really work for us. And I think it's that, it's that kind of that drive, I think and that accountability, I'd say has been the big thing. I think the other thing for us has just been systemization. So one of the things I've done over the last year is brought, brought on a team, brought on a bigger team of staff because we didn't have any staff in the business before and we started to build systems. So we've started to map out processes for all of the things that we do and that's really streamlined the business. It's allowed me to kind of step away. I've kind of stepped. My kind of background is editing and I've kind of stepped away from that now. I don't, I don't really touch anything editing wise. Now we've got, I've got a full time in house editor now who does all of that. We have a team of freelancers as well. So I've just restructured really lots of the business to.

Be able to grow and develop it, but also to be able to have a better handle on what we are doing for our clients. So I think it's that thing of being able to upsell being able to offer new things to our clients, new resources, moving into kind of different areas. So it's really allowed me to be able to kind of have that kind of. I guess it sounds a bit grand, but that kind of more CEO kind of view of a business, when you can kind of just take a step back and kind of look at what, what you're doing.

Really, I think you, you know, you've, you've really, I think you've been hard on yourself. I think from day one, you started really attacking this stuff. But I think oftentimes when we're, when doing anything new, it feels like there's a lot of resistance, and so we perhaps don't acknowledge or recognize how far we've come. But when I think back to when you first started working together, you had one main client, and now you have several. And, and I also. And something you said a few weeks ago on a weekly whim was like, oh, I kind of found myself this week with a day where I didn't really have anything to do. And I think that's such a, such an alien concept for many. But actually, you know, we were going to record this podcast a couple of weeks ago, but your wife was like, hey, do you want to hang out tomorrow? So you, you took the day off or you went and spent the weekend at the Goodwood Festival of Speed with your kids and, you know, going on holiday soon. And I think I hear this so often in the VBA that, that, that sense of panic goes, that sense of needing to be working all the time changes. How has systemizing your business helped that and how has that helped bringing on of a team?

I think it's really helped because it, it's, it's kind of when you kind of whenever, when you're sort of, everything is sort of reliant on you. So, you know, it's all in your head and you know how it works. You. You actually find the first thing, the hardest lesson I kind of found bringing on a team was, is that you just kind of imagine that they know what you know and you have to kind of get that information over to them. And it's a process. But actually documenting it and systemizing it is just the best way to do it because it's, it's all written down. And what it means is that you bring a new person into the team. They can you just say, here we go. This is how we do this. Here's the document. This is what we do. This is, you know, we use asana, you know, for this aspect or we use, you know, G drive for this aspect or whatever it is. But there's a process there in place and actually that process now works right down to, you know, onboarding a new client in terms of, you know, how we start, how we cost out of production, how we do, you know, from start to finish, basically the whole process, we have the whole thing completely systemized. And that's really just been amazing for me because it's meant, I can kind of step back and give you one example. You know, we now have, you know, a couple of freelance producers which we, which have been fantastic and that we've brought on for a few jobs over the last year. And it's just brilliant because I can just say to them, right, this is what I need you to do. This is a project. Here's your email address, here's the clients, talk to them. And you know, so when I'm away for a week in, in August down in Cornwall, you know, I don't have to worry about it because I've got someone there who can just, just oversee and manage all of that. So I think it's just been really liberating and I think, okay, yes, you have to invest a bit, you have to, you know, you have to factor in some cost of bringing more people in. But actually that time then frees me up to grow to market and to bring in more business. So it's, it's, it's a win, win really.

And I'd love to touch on the marketing side because I think you're someone who, you know, incredible member of our community. You're on every single call, you've always got a lot of value to add, but you're also curious and you're also vulnerable enough to express when you don't know something. And what I've always enjoyed about your involvement in the group, Andrew, is that you're willing to try things you tend not to have a bias towards. Oh, that won't work. You actually go and try it. And I think in terms of marketing, I'd love for you to share some of the things you've done in marketing that have worked, maybe some that haven't worked. But what is working for you in terms of bringing new business in? Because we've seen a reasonable amount of new business come your way.

Yeah, I think one of the big things for me is being LinkedIn. But I think it's been very willing to, well, two things really, to test and try things out. So testing out, messaging to different prospects, I'm trying Different approaches to different prospects. Even when it's felt really, really uncomfortable. You know, I've messaged some pretty top people in some of the biggest companies in, in the world actually with some very kind of tongue in cheek kind of messaging, which is some stuff that you kind of put together in the group. You know, sort of being very nervous to hit the send button, but actually I've got amazing responses from it and, and, and it's been really, really effective.

I think it's also being willing to kind of play the long game on LinkedIn. You know, it can take 18 months to kind of nurture someone on LinkedIn and that's sending them case studies or just letting them know what you're up to, but always asking them questions, you know, what do you think? And is there anything that you need at the moment? And just kind of that nurture side. So that's been really interesting. I've recently been trying some very direct approaches on LinkedIn which has also been very successful as well. So I'd say LinkedIn is a really good platform. But the number one tip I would kind of give is, is, is consistency. And we've kind of, you know, I've actually really struggled to kind of keep a really consistent approach to LinkedIn. So actually I'm now working with a third party who's you know, basically like a virtual assistant who's, who's kind of managing that and, and helping with that. So that's been really, really fantastic.

We're kind of, I'm kind of experimenting a bit with Google Google Advertising. It's, I haven't quite got that right yet. I haven't quite got my, my messaging right on Google and, and we're just actually working on an ebook at the moment which we're going to put out there, you know, with, with Google Advertising as, as basically a way to, I think just a different approach really rather than just sending them to our website, actually giving them some value and some content and, and also giving us an opportunity to, to, to capture their contact details and things. So that's something we're, we're kind of trying out. And yeah, I mean I think we do stuff across different social platforms. I think Instagram has been quite good for us in the event space. It's quite popular. Facebook probably less so for us, but we haven't completely closed it.

But yeah, I'm, I'm, for me, I feel like we're, we've got so much more to do on the marketing. I feel like I'm really just kind of starting out. Although I've been doing stuff for a while, I feel like there's a lot more testing and a lot more trying and things to do with our marketing. But I'm actually really starting to enjoy it. You know, to start with, it was just like, oh, you know, marketing. I just, what am I doing?

You know?

But actually now I think because I've seen results, it feels a bit more comfortable. It feels that you feel a bit braver to want to try things out. And I think that's, you know, actually given me a little bit of an appetite for it. And it kind of comes a little bit of a bug because you think, great, if I. If this. That worked, let's try this and see if that works, you know?

Yeah. Yeah, I love it. Well, you know, marketing is like. We talk about the marketing Parthenon. The idea being that the pillars of a Parthenon are the support blocks that hold up your overall marketing and generate interest in your business. And I think what typically happens is most filmmakers rely on word of mouth. It's like, oh, I don't do any marketing. I just do word of mouth. But then what's happening is that kind of more freelancer mindset of, well, as long as we win some work and we're all busy, then good, that's great. But actually, what you've managed to do is come in and think about how can you scale and take away some of the risk of being single core client dependent? How can you systemize that? How can you bring in some more clients and then use that extra revenue to hire a team, which removes you from the editing, removes you from the production management, which then allows you time and space to basically be head of business development. And I think what's really cool about the journey that you're on is you've seen some very specific wins and you've reinvested them in creating more time and space for you, which is now giving you the point, I guess, the opportunity to be a marketer and really embrace it. And I think that's really cool because you're now focused on how can we get consistent leads and opportunities coming into Lux Films. And I'd love to know what your. What your partners think of this because, you know, you. You joined the program, I kind of as part of a partnership. The guy. The guys are kind of off doing the production. What have they noticed since you've been in the vba?

Yeah, I think they. They what? They've kind of really noticed. And I think, actually, I think there's a lot of pride there from them because they, they've, you know, rightly so. They've always, always been very passionate about the product that we produce. And actually, I think that's really important for us is that we have a really, really high standard and a really, really good product. And they are really passionate about that. And I think they've always wanted that, always felt that product is so strong. And actually we want to get it out there to more people because, you know, we really love and enjoy what we do. And actually we want other people to share in that experience and we want to, we want to work with companies and we want to make films that, you know and do events with them that are successful with them. And that's kind of, that's kind of the bug. That's what you really kind of enjoy. And that's why we're in this business. So I think for them it's just been really a really exciting journey because we have, you know, over what could have been a very difficult year, you know, we've done some really amazing things and we've started to work with some new, really exciting clients. I think for them, they just feel very kind of proud. And actually, I think it's, I think it's kind of that recognition that, yeah, actually we're starting to get noticed now. And actually, you know, we are getting our products out to new people. So I think for them it's, it's, it's. It's been really, really exciting.

And then talk to me about, you know, some of the work you're doing. You have something you call hybrid events. For anyone who's not familiar with what a hybrid event is, can you maybe talk a little bit about that and, and a bit about your process and how that's been received by your. Your clients?

Yes, I think hybrid is really the kind of the next phase that we're kind of going into now with events. And essentially it's, it's where you, you know, a company will want to try and get as many people as it can get to a venue, but it may be that they can just get the people in that particular country or that particular region to that event. So they're going to be, you know, a lot more scale back. You're going to be sort of, you know, into a few hundred people, maybe in a conference room, but then they're going to have, you know, the rest of their market online and actually potentially a lot more the people that wouldn't have come to the event before because it's you know, they physically couldn't have got a big enough venue or the cost of flying people there. All of those things are suddenly out the picture now. And actually they can get a much, much larger audience online and there's a lot of opportunities to generate revenue doing that. But actually what we're looking at doing is saying, well, what is a hybrid event? It shouldn't just be cameras filming a stage, because actually, for the audience at home, that isn't going to be very engaging and it's going to get a bit lost and they're going to feel a bit distant. It's actually thinking a little bit more like, you know, if you watch the tennis or the football, you know, you'll go to the match, but then in half time it will cut to a studio and you've got some presenters and some contributors there and they're talking about what's just happened and they're talking directly down the lens to the audience at home. They're putting some nice content in, some videos, some stings and graphics and music. So it's kind of looking at how when you say hybrid, it's. It's catering for the audience that are there in the venue and. But it's also catering for the audience at home and giving them a bit of the event experience, but also remembering that they need something in a more kind of TV format, kind of down the lens. So that's kind of where hybrid is going. And I can actually see, you know, kind of beyond pandemic and restrictions of pandemic. This is a format that will be here to stay because it's. At the end of the day, you know, we've got to think about the planet, we've got to be flying less, we got to be, you know, just, just our carbon footprint of, you know, putting on a physical event. You know, there's a lot of, you know, there's a lot of infrastructure that has to be put in. And actually, I think, I think moving forward, it's. It's, you know, it's thinking smart now for events and I. So I think hybrid is. Is I'm really exciting, actually, and, And I think. I feel. It feels great to be part of something that's actually quite new, but I think that's, you know, going to be there, going to be here to stay.

Well, I think you guys as well are really pioneering a new genre and I think what's interesting as well is, you know, and it wouldn't be appropriate to talk about budgets, but I know from the conversations we've had these are significant multi, some cases six figure budgets. And are you, are you noticing that these companies that would normally have spent maybe half a million to a million on an event in a physical space are still spending a considerable amount of money because they're not having to necessarily hire big venues, not having to fly thousands of people in. Are you seeing that there's. I guess what I'm getting at is I'm observing there's a lot of budget available because they want to do it properly. Is that something you're seeing and how is that working out for you in terms of what you're able to then do?

Absolutely, yeah, there definitely is, there are good budgets out there. And I think the really interesting thing is, is that, yeah, these companies will have money allocated for their events though, you know, quite sizable budgets because yeah, to, you know, to hire an arena or a conference venue to get people there, hotels is considerable. So they're willing to kind of take some of that budget. But actually I think for them the other kind of good selling point for them is it's not necessarily as much budget as it would be to put physical event on. So it's still a very good budget for us to be able to bring in, you know, very, very high quality. And, and actually what we do is, you know, one, one event, virtual event we did recently we were able to hire a really, really decent film studio in London. We brought in some very, very top people. We brought in a producer who normally work, a couple of producers actually normally work on BBC Strictly Come Dancing. We've got a director, you know, he does the, the, the BAFTA ceremony. He does lot, lots of live television. So we were able to bring in a really, really kind of high end team to produce something that, that, you know, was as, was as good as sort of primetime tv. And I think that's really powerful because I think what these clients are seeing is, you know, that it's, it's disappointing that they can't have their events, but actually let's give them, let's give our customers something different but let's give them something, you know, arguably even better actually because it's, it's a different experience and I think sometimes doing something fresh, it kind of opens up people's minds to new ideas and new concepts. So yeah, from a budget perspective it's been great because it's enabled us to do some really, really high quality things. But actually I still think it's good value for the clients as well.

Yeah, and, and also I think one of the things You've been really good at is, is, is building case study material and building behind the scenes. You've produced some really quite incredible, you know, promotional content for Lux Films. And I think that's one of the things about, you know, thinking like a marketer, thinking like business development.

Tell me about that process. You know, because you've, you've actually invested by hiring people to come to an event and just shoot behind the scenes for you. Have you had any resistance from clients over that and how has that then helped you to win more work?

Yeah, I mean, firstly we've had no resistance from clients and in fact they really like it because it's, you know, they, that's something that they can use as well. So they'd love to have a kind of behind the scenes and I think, you know, they're proud of the event and they want to be able to show their market. Look, this is what we did. This was, this was how we put this piece together. So I think they've really enjoyed it as well.

I think for us, you know, we're a video production company so if we can't use video to market ourselves, then you know what, we're basically not believing in the products that we produce. So I think for us it's, you know, video is, yeah, I mean that's for us video is the number one way that you can market and showcase your business. So we just really enjoyed putting those videos together because I think, you know, number one it showcases what we can do for you in terms of the event. But also number two, it shows how we can put a video together. So that also demonstrates what we can do and I think it just helps people to really understand and I think, you know, in this fast paced world if you've just got something that's a really a minute video on social media, it's going to get a bit more engage, engagement than you know, if I write a blog post that's going to take someone four minutes to read. So I think the video is just, you know, I think it's. Yeah, I mean why wouldn't we really use video? And I've even started putting myself on some of those videos just kind of talking about what we do as a business. And that was something very uncomfortable for me because it's kind of not something that I've had a lot of experience of doing.

But I think it's, I think it's good to kind of, you know, because at the end of the end of the day people buy from people and I think you Kind of got to put yourself out there and show who you are and show that, you know, you're actually, you know, not, not that scary and you know, that you're approachable. So, so yeah, I, I kind of get quite excited about, you know, these little case studies and you know, what's the next one going to be like and what can we do next time? Yeah.

So then of course you're then building this library of great content which is informative, it's engaging, the clients like it and then you're able to then tell more of a story and that's just going to naturally reach out. And I think you're very quickly becoming, if not already the go to company. In fact, I think just recently you said you started partnering with some organizations to do some cool sort of produced events that will I think accelerate and elevate you even more in the market.

Yeah, absolutely. Yeah. So we're really excited actually because we partner with a, with a basically media company who produce a lot of online public, but they have a number of online platforms for the events industry showcasing companies, but also just event industry news really. And they have some, also some physical publications and then over the year they hold, you know, a number, well the, the number one event exposure at Excel in London as well as award ceremonies. So yeah, we've kind of entered a partnership with their them whereby we're going to get some, some case studies and some ads and things across their platform. But also we're going to produce some highlights videos and some video content for them over the year as well. And then we're going to showcase ourselves at next year at the event production show with a, with a trade stand. So yeah, for us it's really exciting because that's, you know, that's the marketplace that we work in, that's our niche and we're kind of right in there now with some of those kind of key players in that marketplace. And it's kind of really funny to think, you know, where we were a year ago and where we are now and sometimes you kind of kind of pinch yourself that actually, yeah, we've really, actually made a lot of progress in a lot of areas and hit a lot of the targets that we really, really wanted to hit a lot earlier than we kind of.

And I mean, you know, and you don't have to talk about figures, but you've also, your business has grown, right? I mean, how much, how much have you say you've grown? Percentage in the last 12 months in terms of revenue and that kind of Thing.

Yeah, I mean, I think we're kind of, we're seeing sort of, I think we're seeing basically 50, about sort of 50% growth last year, and we're seeing that this year as well, if I think probably will be a bit more this year, actually, the way that things are going. So we are, I think we'll be kind of ahead of the goals that we set in terms of where the business is going from a growth perspective. And, you know, that's, that's even with bringing on, bringing on more people, you know, and investing more in marketing, you know, we're still, we're seeing a better return.

At the end of it. So it's, you know, it's very much not the case that if you invest, you know, financially into your business, actually the business is more likely to grow than not. I think if we hadn't, and I think actually thinking about our, you know, the years of growth before that, I would say that we were pretty flat, really, every year.

But that's because we weren't doing anything to scale. We weren't doing any marketing. So it's just really mind blowing actually, that it works.

I mean, I mean, it's, it's, it's, it's great to hear and I think there is always a sense of surprise. And look, you know, I, I, I'm, I think the people that are in the VBA are exceptional human beings, very driven and quietly successful business people who, who happen to run video production companies. But I'd love to get your perspective on, you know, there must be a lot of people listening to the show who, who haven't even got to that point where they feel they could even want to talk about doing something like the vba because maybe there's a fear or a reticence. What would you say to someone who's perhaps sitting on the fence who's like, I keep hearing this vba, keep hearing these people coming on the show, and they're pretty cool and they like, they keep having all the success and maybe there's something holding them back from stepping into that unknown. What would you say to them about the process of doing something like the VBA coaching program?

Yeah, I mean, I would say don't hesitate because I hesitated probably for a couple of years, really. And actually if I hadn't done, we'd be, you know, we'd be in a much different place. But I guess I was kind of believe that there's a time and a place for everything, but I wouldn't hesitate. And I think you know, sometimes you hesitate. There are reasons why we hesitate, and that might be the cost. But I would say for us on that, you know, within the first. I think the first call, I think you shared with us some different ways of quoting and costing for jobs.

Which we. Which we applied straight away. And actually, I think we basically paid for a year's worth of the VBA overnight, basically more than paid for. So I think financially, you know, you as. And as I was saying before, in terms of investing, you know, I think the only things we'd really invested in as a business was equipment. And actually, you know, it's kind of silly really, when you think about it, because that's really just one small aspect of what we do is using the equipment. And actually, it's really good to invest in yourself and training is just a fantastic way to do that. And look, I mean, we don't all have the answers. And I think what I like about the VBA is that you've gone away and done all the research, you've got all the information there, but you've tailored it to our kind of businesses, to video businesses. And I think that saved me so much time of having to go and scrabble around and find all of that information. And also, if I'm stuck on something, I can give you a shout or give the group a shout and say, you know, what you think of this or how do I do this? And I think, you know, you're just not anyone thinking of hesitating to join. I just think you're not going to suddenly join and think, this is rubbish. And my business, this isn't going to help my business, it's going to accelerate your business. And I think it's, you know, it's tough. You know, you've got. You've got to be willing to accept that when you come in, you're going to have to do the work. You know, the work doesn't just happen.

But. But, yeah, you won't regret it.

And tell me, just as we wrap up, what. What is. What is the thing that. What do you feel is the most viable aspect of being in the vbe?

I think probably, if I really kind of reflect on it, I think probably just that level of accountability so that having to kind of come to the group every week and say, this is what I'm doing this week, and then come at the end of the week and say, this is what I've achieved and this is what worked.

I think that is a fantastic thing because I think it just gives you that drive. And also we do, obviously we set our goals and our intentions each quarter in terms of what we're going to do, setting our top. So setting the things that we're going to do that are going to grow the business over that quarter. So having that focus and having to go right at the end of that, I need to see that. I've hit all of these and made these work.

I think that's probably the most valuable thing. I think obviously the resources and everything are brilliant and they are the tools to do it. But actually you're not going to do it if you don't have that planning and that strategic side and that accountability. So I think for me, that has just been fantastic.

And there's some good banter as well. Hey.

Oh, there's very good banter. Yeah.

Well, Andrea, it's been so good to talk to you. I'm so excited for where Lux is going to go next because in the space of a year, you've kind of gone up 50% like that. That is a phenomenal amount of growth. But you've built such a foundation that that will continue. And I'm just so excited to share the journey with you. So thank you so much for coming on and sharing your story with us today.

Thank you. It's been a pleasure.

Hey, guys, thanks for watching. I hope you got a huge amount of value from that episode. If you're looking for additional support or resources to support your business journey, then head over to danlenny.com where you can get a whole heap of other resources, free downloads, and access all the other episodes in this series. Be sure to subscribe and I'll see you next time.