How to Know When to Pivot and Build A High-Performing Team (Part 2)

It's not just you, it's a two way street. So I had to ask her over and over again, like, all right, can we put our phones down? And would you cuddle with me in the corner of the couch during TV time?

Did you say phones or clothes?

Phone. Clothes. I said clothes.

Did you hear clothes?

Could we put our clothes down? That too.

And we're back with another episode of He Said, she Said.

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All right, so this is part two of the three part series where myself and our Elite Level Mastermind entrepreneurs interviewed Lori.

Great.

Like, it was such a good session that we wanted to make it. He said, she said that you guys could listen as well. Now, if you haven't listened to part one, go back and listen to that one from last week. This is part two. And if you like what you hear in here, if you like the type of subjects that we're talking about, then you've got to get your application in for the Elite level mastermind for 2025, because we are officially starting to interview the applicants that qualify. And if you didn't hear last week, really awesome news.

I am now a part of the Mastermind. So I was not mentoring anywhere outside of essentially the podcast. And now I want to be able to work with people who are really serious about their business, and I get to do that with Chris. It's so much fun doing it side by side because we have so much different perspective that we can offer. And also we have both been in completely different businesses, but also together. So whether you are single, whether you have a partner, whether you're building alone, whether you're building together, I really feel like this is an incredible room for.

You to grow this year, and we.

Attribute all of our success to Masterminds.

Yep. So hit pause real quick to go get your application in. If you're going to make more than $500,000 in 2025, you have to be making more than a half a million dollars a year to qualify for this particular mastermind. Most businesses in there are seven and eight figure businesses. So hit pause real quick and go to Chrisharder Me Mastermind. That is Chrisharder Me.

Mastermind.

Get your application in. We'll jump on Zoom and see if you're a great fit. All right, Enjoy the episode. This is part two of the three part series.

Morning, Laurie. So grateful for your grit and tenacity and ability to pivot. That's actually my question for you. When you built an audience and a personal brand and then you pivoted and then you pivoted again and you've actually pivoted several times over the course of the last 10ish plus years. How did you know that the new direction you're going is the direction you want to go? Because you're going to lose a lot of people along the way, but you're also potentially gaining folks along the way. And then my follow up question is with Gloce, how are you going to capitalize on all the network marketing companies that have been getting out of network marketing and you get to bring those people over to you.

You might need to remind me on the follow up. I tend to go down a vortex.

That's great.

Okay, the pivots, how do I bring those people along? How do I know when it's or the right time for me? You guys, I think so many of you, I think we're really alike in here where you'll be going down a path and maybe you've even built it to a successful place. But there's a part of you that knows there's either like another level that you want to tap into because maybe you have, you're not challenged anymore. Is anyone in here just not been challenged anymore? And you're like, I just need something different that's been part of mine. And so I do want to say, like, I'm not just for me. The pivots have made complete sense in my brain. I'm not just going like, oh my God, I want to start a shoe company. And now I want to start a, I don't even know you guys, help me. A candle company. I don't know. For me, I have always built on like who I am and I've kind of seen the natural transitions. So starting in fitness and having a fitness membership and then going into network marketing, which was the food, right? It was like the food, the meal part that I was missing in my fitness stuff where people were Always like, oh, my God, I hate meal prepping, you guys. I sold so many, like, meal guides and everyone failed on them because you, you know, you get a meal guide, you're overwhelmed. It'd be like trying to sell you guys meal guides and be like, stick to these five meals a day. Like, I need them just like this. You'd be like, absolutely not. Like, this is crazy. I'm too busy. So the network marketing piece fit so perfectly because it was like, can you drink a shake or two a day? Easy. That felt so easy for me. So pivoting into, you know, network marketing felt like, this is a no brainer. I can't get this result without this result. And then personal development and transformation and being on stages and books, that was a no brainer because I came to a screeching halt with people who, even if they had the nutrition, even if they had the fitness guide, even if we made it the easiest, they have a worthiness block, they have a I'm not good enough block. They have a something about them doesn't allow them to be successful in either of those places because of some sort of, like, trauma or worthiness issue or whatever it is. So for me, it all felt like I created a natural story whenever I would pivot and share that with people. So I think when you're bringing them along in the pivots, it makes it like a no brainer. Like, oh, I see why. I can understand why you did that. Okay. I was trying to work with people on this and what would happen is there'd always be a block. So what I was finding is my blocks. I was diving into personal development and this is what worked for me. And so I would bring those people naturally with. And you're right, we had, I remember we had built up, like with Nick, just an amazing email list for fitness people. I was like, oh, my God, this is incredible. I love this. And then when we pivoted, like, not too many were interested in personal development. Right. But we did have quite a few who came over to personal development. But I also knew that there is a part of me where I know if I continue down a path doing the same thing that's not giving me energy anymore, it will start to fail because people feel it. I am super. Like, they will. You will know if I am in a room that I don't want to be in. I just, like, can't fake the funk. It's like, you'll see it on my face. And it's just how it is. So for me, I Always knew that it's what I would have to do. And I always trusted that if I followed that version of energy within myself, I always knew that energy is such a magnet. Who knows that in here? Like energy is an actual magnet. They're not. They're not even buying your product. In fact, my friend Aaron King was anybody at Girlfriends in business in here? Okay. Brianne was. Okay. So like I was. I love this, like non crossover. That's great. Okay. Anyhow, so Aaron King just got done with a two year study on energy. So she had all of these doctors, all of these scientists literally study the most successful people, just how they rate their energy and what they do to maintain their energy. And she was talking about how the most successful. The energy scale only goes up to seven. I know, that's weird. It's one through seven. It's not one through ten. It'll mess you up. But the most successful people, no matter what, didn't even matter what they were doing. They could sell widgets, they could sell, you know, clothes, whatever it was. They were always rated a 5 or higher. Like in their life, they would rate themselves that. They would say why? They would say, this is how they maintain it. This is their attitude. This is how they like create the boundaries. So it just really got me to thinking, like, oh my God, you. Anytime you're in that sweet spot, you guys, it doesn't matter what you're selling. Does that make sense? It doesn't matter what you're selling. It's how, how you're saying it and how you're being. So that became the point for me of just like, I think I realized a long time ago. Why does that song come up? It's like I remember long ago. I don't know. All right, people. Bryson, I can't walk in anyone's shadow, okay? But as long as I'm a 5 to 7, it's like insert X, Y and Z product. So if you guys can focus on anything, if your energy is low right now, figure it the F out. Because your business might really, really work once you get back into the energy place. Because I want you guys to think about when you're in the highest level of energy in your life, what's flowing?

Everything.

Everything. Ideas. Creative people are attracted to you like a magnet. So what's more important? Like getting super crazy. Fricking strategy. Which is also important. We need a plan. But we focus so much there where right now I'm like, get me back in the energy. Get me back in the energy. I know what I sell. Like I've known, I've sold energy since the fitness world. I've known it since network marketing. I know it in Gloce. Like Glocee could be any product to anybody. But I have such love behind it and such energy and I believe in it so much that I know that when I get back even more into that place and then my team gets into that place because I'm in that place, it trickles down. So that was the other thing that they found is when these leaders were in a high energy, their whole team was too. When a leader was in a low energy, their whole team was too. And so it is your job when you leave here to just be like, how do I get, how do I get to a place where I'm a five to seven all the time? Like whatever that looks like. And then everything will thrive.

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I have a two part question. One is on a macro and micro level. How do you decide what's worth your time? So that would include everything from like glossy is worth my time to like on a day to day basis. This is worth my time. I'm going to hold part two so you don't have to think.

Thank you so much. You can see how this works. I think I already forgot your part two. Sorry about that. Okay, so I would say that the deciding came from being so terrible at it. I was so bad at it for a long time. I do think it's important that we kind of have those years of yes to figure out what that looks like. That is going to take our time. But now, once you're clear, I think you kind of know your priorities in life pretty much or with your business. But there are things I really need to think about extra sometimes. And the things I need to think about and put a little more thought into are like the group events or like live events or attending different, different things with people. Right. I have to think more about those because immediately I typically always want to say no because that's the thing that drains my energy the fastest. So I am in a place of, like I said, trying to stay at like a five to seven. And if I go into rooms with a lot of people, I can drain really fast. But sometimes when I go into rooms with a lot of people, what it does is all of a sudden it sells a lot of my product, which takes away from a lot of time that I might have to spend on social media trying to perfect a reel that can get more eyeballs. So I'm in the place of going, okay, that drains me the fastest. But it's also the fastest, like converting for a mastermind, like filling a mastermind or filling a program or filling a whatever. Because I've learned that in person is one of the fastest ways to get your name out there, get your podcast out there, get your product out there. Like, when you're in a room with people who are also in rooms, like, it tends to just. Something happens. I don't know what it is. Are you guys way more likely, obviously, to talk about the people in this room and recommend their names? When it comes to big people that you meet for speaking or for a brand deal or for, you should meet this person, they're incredible. Like, so I have to really think about, you know, energy spent versus result down the road. And that's where I get a little bit messed up, is because it's easy for me to want to preserve energy, but I realize that sometimes I'm just making life harder for myself down the road.

What about on a macro level? Like, how do you decide what live events are going to have enough financial payoff to be worth it to do? How did you decide that Gloce was the product that you're going to spend years working on?

Sometimes we're wrong.

Yeah, sometimes we're wrong. Honestly, you guys have heard we're not doing the Dinner series anymore because that was such a high production for us and so much energy for. Not the value that we hope for the energy expenditure. What has helped us is we kind of. We. We put our number for the year that we would like to make, and then we talk about what does that energy expenditure look like. And we have to be realistic because we know it's going to be. Some things are going to be a lot of energy. But, like, for Dinner Series, we thought that that was. We just thought it was going to be different. And even though we loved it, it was way too much production, way too much energy for not the number we wanted. So numbers have. You have to, like, pick your numbers for the year that's been really helpful. And go, where. Where is this all going to come from? How is my energy going to be around these things? Right down to, you know, when we're talking about an event, I'm like, okay, let me think about how I feel around that. The event is one day, but how many days through the year is that actually? And how is the band, like, the energy bandwidth on how it affects all of my other things? So we sit down and really, really look at that. And that's. That's how we get to those decisions every time.

And then my second part of the question, even though that was like a part B, is how do you find great people to hire? What are your best tips for finding amazing people to hire?

I mean, honestly, I feel like I have a little secret weapon. Jackie Coke, Nick's girlfriend back there. I use her all of the time. And because of how she is, I would say Jackie runs a good 5 to 7 energy at all times. Like, she just is. And so I feel like I've found. I mean, I found my favorite person in the whole world through her. I've found another person that I really liked through her. I feel like just even. Even sometimes when I find other people, I give them to her first or she helps me vet people. So that's been really helpful. Or I also, I asked for a lot of referrals. That's what I've been doing. So when this new team came on, I plant seeds for referrals all the time with companies that I would like to be like. So one of my people came through. You guys know what Clear STEM is? So Clear stem. I had her speak at Girlfriends in Business last year, and she spoke twice. And they're. I believe they were projected to hit million this year. Last year they were making. And I was like, who's on your team? Who you got?

Are you grow?

Oh, you're growing really fast. That must mean that you need different team. Who's your starter team? Like? So I'm always like, asking them, hey, was there someone you worked with at this level? Because really successful people have people that they've moved on to. But for me, her starter person is like a freaking fantasy person for us, you know? So that's a really good thing to do is to go to the big people and be like, hey, is there anyone that was prior on your team who might be great for this level? And so many people are fractional now that a lot of those people, I didn't think that they'd be available, but a lot of people have Been available because they're like, oh yeah, I love taking five to seven clients because now I'm fractional and I can just really move the needle on exactly what I do instead of sitting all day trying to figure something else out to do. And, you know, it's worked really well. Love it.

You guys questions are awesome, by the way.

These are great questions.

Part two. All these network marketing companies have recently exited the space in the last few months. Last year. Whatever. What key areas is Glocee going to do to be able to help some of those people that just lost their livelihood and they can be confident joining your team?

Well, I have a running list on my iPhone of women that I've seen who've had really terrible things happen recently. But I'm like, hey you, maybe we can swoop in here and help create some income. Now we don't. Glocee doesn't necessarily have like the average order basket that we can like get close to replacing what they have. Yet once we get a bigger product suite, we can pay people a lot more, obviously because they're selling one product. So what I'm doing right now is as soon as I can get back into my zone of genius too, which this is in the next couple weeks where I can start reaching out to people. I am keeping a list of women that I'm seeing and just seeing if I can whitelist with them. So literally that's kind of the thing is like, hey, we have. You could be an affiliate which makes, it makes money. But I know what these women are used to making. So like a white listing would be better for them because they get to eat what they kill. So that is whatever comes through there, they're gonna get a great percentage of that, which should be pretty exciting to a lot of them because it won't take a lot of effort on their part to start. Start seeing that. So that's what we're going to do because I think it'll be like an added value to whatever they're doing. And, and the, the cool thing about right now is even if some people go to another network marketing company because we are just a, a product and it's an affiliate based, it's not typically a conflict of, of interest for those people usually. So it's exciting. It's a really hard, sad time. But it's also exciting because I do think what's happening is what you guys aren't seeing is a lot of these companies are capitalizing on that and getting those girls back paid. Like, so it's it's exciting. What have been kind of the keys to your success for both you and Chris around selling out events and like, what are the things that are like must that you think people should do to like maintain that? Oh my goodness, this is such a great question around events. I feel like I want to do event intervention for people. When I see people just decide to have an event and it doesn't fill in their disappointed, I'm like, oh my gosh. Like, I know why you're disappointed. But I have to tell you, the years that go into filling an event, the only people I would say do an event out of the blue is if you really, you know, you've got a really great audience or you've had a membership or maybe you have a Die Hard, Die Hard podcast where you've sold like you've sold them product before or something. You know, you have buyers in your, your audience. I think for, for events. If you're gonna do events and starting to learn how to sell them out is start with a small, start with a small event. There's nothing wrong with a small event. They're super smart and they're way more profitable. You guys, like big events are really, really tough to make profitable. A lot of times a big event is not a profit center. In fact, the last few events of people that I've known this year have lost a lot of money. Even events you've seen for years. And so you have to either have a plan to sell out of the back end or it has to be like a brand play. Like it has to be like wanting to put your brand on the map. Like, or you're selling sponsorship spots and you're really good at that. Because by the way, if you think you're gonna have an event and sell a sponsorship spot, most people work all year to try to get one and they don't get one. So it can be a challenge. You need to almost work with like a professional or someone who's really putting full time effort into that. But for selling an event out, start with a small event, selling it out and get. People wanna see testimonials. They wanna know if the event is worth it. We're now in a time where there's so many events. I know ladies talk back and forth. Like even before girlfriends in business, most people will come up to me and say, yeah, I asked my friend how it was and I even had someone go, I didn't know how this was going to be from the outside because I thought it was going to Be a bunch of bitches. That's what she said. I was like, okay, cool. But she asked a ton of people who went and she was like, I'm so glad that I came. Like, you need that. You need the small events to get all of the testimonials, to get the footage, to get the, you know, get your manychat set up. That's how we sell a lot of things. Like start getting that audience. Well, I wish I knew the percentage of people that converted into events, like how many you need on a list in order to convert. Do you know Nick at all? Is that like a normal conversion rate kind of. For events overall, typically there's about 2%.

Of your audience ready to buy, so. And events are probably harder because there's more friction.

There are so many challenges to business that I don't want starting to be one of them for you.

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There's more friction. There's more like, you're going to have to get there and you're going to have to stay and you have to leave the fam and all of those things. So when you think about 2% and you're building a list, you know, a lot of these people that we know who did a big event who were disappointed. It's like, maybe they had 500 people on their list but wanted to fill 500 or 700. I'm like, you have to think of those numbers and be ready for those numbers. So, you know, in an event, selling an event out, you know, when you look at Lindsey Schwartz's event, who she wasn't even on social media for three months and sold out 800 people this last year, which is insane. When I asked people how they heard about it, it was because their friend attended before. They had all, like, the community was selling her event this year. And so I think this was year seven or eight. Does anybody remember? I'm not sure which year it is for her, where people are like, oh, my God, you just selling this out. And, you know, you hear these people like, I'm going to do a big event. I'm like, this was eight years. This is how this happened. And you're either in the events game or you're kind of not. Like, you have to be really committed to it. Like, Chris and I are extremely committed to events and masterminds. It's how we run our business. It's why we're psychotic about, like, the room and, you know, having rules, boundaries. The way that you guys all connect and the way that you meet is because we need you to have a great experience. We really need you to, like, because this is what we love to do. We don't want you to leave without having a great experience, a great result, a great connection. And so when you're new in events, you forget about all those things. You think you can just put a pretty room up and people are going to have a good time. Hell, no. Like, that's. That's not how it works. You really have to focus on from the second they pull up, what is their experience like in the hotel? How are they feeling? Are they feeling welcome at the welcome reception? Are they. Are you making sure nobody is getting stuck in the corner, having a bad time, like, like, with their own story in their head and then leaving without you getting a chance to talk to them or making sure they've, like, gotten facilitated into some form of group with something to do. So I think when you're doing events, you have to think about the customer experience from, like, how hard is it to get from the airport to the hotel? What does it look like when they're at, you know, Chris and I would love to.

Is it a town worth flying to?

Is it a town worth flying?

25% of your event is. Is going to fill. Because they also want to go to Orlando. They also want to go to Las Vegas. They also want to go to Orange County. So if you hosted in Cleveland, you just created an uphill battle for yourself. Sorry, Cleveland?

Yeah. Does that help? Okay, good.

My question is, all right, female entrepreneurs, we spend a lot of time in our masculine. And yesterday on the boat, Chris was talking about how in your relationship you really kind of, you know, like, move more into your feminine energy. And so I'm wondering, is it important to you to have a partnership that allows you to be in your feminine? If so, why? And what does that give to you?

I do think it's really important, but I think we had to work on it. Like, we really had to work on what does that look like? Because I wasn't. I didn't lean super feminine, to be honest. Like, I didn't actually. I wasn't like a cuddler at all. And I wasn't a huge. Like, I wasn't super affectionate.

I'm.

Words of affirmation. I'm literally like, you sit there 10ft away and tell me why I'm amazing. Like, that's like my fantasy. And he's like, let's cuddle. And I'm like, oh, God. Okay, now I love it. Now I love it because I just don't think that I. I just don't think that I realized, like, I didn't even invite that into my life, so I had to, like, try it on. And I think that it was a conversation. Cause we've. You guys, in order to be together and do what we do, like, there's been. We have three conversations a day about our relationship and how it, like, works in the business. Like, somehow I bet we're having a conversation three times a day around how we need to, like, do something together or support one of us together or something I'm struggling with. Or something he's struggling with. So I think that what happened for me is actually during the pivot from light pink to glossy, I was having, I think I was really close to like, a nervous breakdown, like, for sure. And so I just noticed that my body just needed, like, I needed a safe space to just like, cry and let go. And so I started really leaning into, like, what would this look like if I just laid here or was held? Like, I think it started because at like 2 or 3am I would wake him up in the middle of the night and be like, will you just hold me? I feel like you could. Like, I need to regulate my nervous system. Like, I need to sync up. And so that's kind of how that started. I did not realize how much, like, Vanessa and Xander are going to love this. Like, how much just laying in physical touch changes your relationship. Just laying in someone's arms, syncing up and touching and making that like 20 to 30 minute practice every single day, whether it's during TV time or before you go to bed or praying together. That has, like, softened me. That one thing has softened me so much I can't even tell you, like, because all of a sudden your body just starts to like, come down. And so I realize how huge that is now that I'm just stepping into such a bigger game of how important it is to have a space as a woman, to feel like you can, like, give it to someone else for a minute. Like, take this. Like, I just gotta, like, let it all go. And so for me, that. That has been really, really huge. But like I said, it was learned, it was talked about. So I think even asking for something like that is huge. Like, even just saying what you need. Like, hey, I think I need some sort of space during the day or a couple times a week where I can completely, like, let go, whatever that looks like. Maybe while we're watching tv, could you just. I know this is so weird, but could you play with my hair for 15 minutes? Like, life changing. Yeah.

I'd add to that. It's a. It's not just you, it's a two way street. So I had to ask her over and over again, like, all right, can we put our phones down and would you cuddle with me in the corner of the couch during TV time?

Did you say phones or clothes?

Phone clothes. I said clothes.

Did you hear clothes?

Could we put our clothes down? That too. We have naked TV time, so it's.

Way too busy of a street.

So while.

While, of course, you know, when you ask the question from a perspective of a woman, hey, what can I do to be in my feminine more? You also need somebody around you that's going to help to reinforce that goal and ask for you to be feminine and create opportunities for you to do so as well.

Right now, in my business, I'm at an unbelievable point where I'm ready for the next, the next like, level of it. And I find myself at it at a point where the goal of this business is to build a predictable engine that can be either sold or run without me. And at the same time, the goal for me is to understand that my personal brand can also drive sales there. But by me having the personal brand driving sales, it can take away from the engine being predictable on its own. So my question is, how would you build your personal brand in a way that can set you up for the next thing and still drive sales, but also build your business in a way that doesn't rely just on your personal brand? Where would you put the dollars and how would you do it?

This is so good. Do you want to be fully out of that business or what if somebody put you sharing on your personal brand kind of on autopilot, so you just knew what you had to record, but they ran that part too.

Okay, so I have someone who does that, who does that. But I need to get to the next level of like, I believe I'm a superstar.

So do I. Yeah, yeah.

And I believe that my audience doesn't reflect the ability that I have to make the impact I want in the world. And I know that it's going to get there, but I'm looking to expedite that acceleration. I have the people that tell me what to record or whatever at a low level. It's not necessarily probably a level that could be. But the superstar doesn't. Isn't represented in real life other than to the people that know me. And I'm very, very grateful for those people already and the people in this room. But I'm ready for the world to be introduced, you know, at the same time of being focused on the business and making sure that that grows as well. Right.

You know, I look at all the brands who are even about, like, about to sell right now. I'm thinking of one in particular where they have, like, the person, the founder is still a part of it. I'm thinking of. I don't know if they've sold yet, like, glossier. Who has? Is it Mariana Hewitt? Like, they don't do much in the company anymore, but their face is still required. And these are like, huge businesses that are, you know, they're selling for potentially billions of dollars. And so they still are requiring a bit of the face because of how it was created. Not much, but you might have to get to a place of knowing, like, hey, that's okay. This might actually sell or be a thing, but I might still be like the person who's kind of just leading that charge a little bit. But it might actually only be an hour of my time, a week or even a month. Who knows what that looks like? So I would say maybe coming to a place of knowing that, especially if that brand is really growing, I think there's a big reason it's growing is because people still like seeing the person. So that could be part of it. And I, I actually could be totally wrong with this, but from all the companies that I know are getting to a place who had the founder, even though the founder isn't necessarily a big part of it anymore, they're the most important part for the brand. So maybe knowing, like, okay, you know what, we're just going to, like, really dial this back, but make sure I'm still within it while I go kind of like, do this other thing. Is that helpful?

Yeah. And, you know, if you look at Kaylee with Clear Stem, Brandon Cohen Liquid iv, Jake Cassidy with Movement, with all these, all these companies, you know, their. Their face involved. And I, and I still plan to be fully involved in that, in that standpoint. To clarify a little bit, it's like when we're working to grow the business on a predictable engine, right? There's. There's that avenue, right? Like, it could still be my face. It could still be me doing the videos, me being in the camera. Like, I love that stuff. I'm very good at that stuff.

Got it.

But then on the flip side is if we're running the traffic through me for the business and it generates those leads and sales, phenomenal for the business. But at the same time, how am I growing the personal Brand that can then have the organic appeal that you guys have to drive those people directly to your events or to.

Without you're saying, how do I grow it without me it all going through me?

Or how do I split the budget to focus on business revenue versus personal brand? And the reason I asked for such a deep clarification is because there's a. There was a company in our space that was one of the leaders, and they pretty much it all up. And it was because their new CEO started funneling all the business money to his personal brand.

Oh, God.

And it caused them to fire, like, 85% of their workforce.

Okay, so I understand this question.

So I'm trying to build personal brand at a high level to set me up for what's next and drive sales and also set the business up from a predictable.

It's knowing you'll have to work with a really good. Like, how do you get your other leads, ads or a variety of. Okay, you'll have to know your, like, what your marketing budget is. Yeah, obviously, you know, like, what your leads cost. You'll have to just know what those other leads cost in order to get them and be like, what is your marketing budget for the year? And what are you, like, a really good person who maybe is like, I could see that if you took this money over here because this is where we're doing the best outside of your brand, like, allocating more money to the one thing that's working over there. So we're trying to figure out. Because we're dealing with the same thing, our brands running the most people, but, like, that's not sustainable. And we're already starting to see, like, it's slowing down because we've tapped out that first layer of people. So it's, you know, now we can, like, run ads to our people because we went through all organic, but now we have to figure out what. Where is the other place that we're really gonna like, what is the budget we're gonna allocate to this spot? Cause we have to figure that out too. We're in a place of. Of like, how do we figure out a sustainable brand? Or what's our. What are our projections going to be? Like, we don't know any of that yet. So we're kind of in the same place of going, okay, what's coming through personal brand? How much are we going to spend over here? And how. How much do we need to spend over here if we want to hit our goal? Knowing how much it costs to acquire a customer, like, what's working the best. So it's like knowing your. I'm sure you already know this, but like knowing your marketing budget and just allocating it to the best thing that's not you. And then like learning that really well.

I want to add to this too. You are too early in growing both of them to separate them and see them as two separate budgets. But who cares if $1 spent grows both at the same time right now? Because you're not going to be. I know who you're talking about. That guy. And you're not going to allow all the shift to go to you nothing towards your company. So I think it's premature to separate out the budgets and say, how do I grow these two things into big things on half of what each budget should be. Instead of killing two birds with one.

Stone, I would really think about how you can get more out of the customers that you're getting through. You so really thinking of like, you know, all of the people that you have brought in, if that's your number one thing right now, like, how could you get something that feels more predictable as either like a second product or referral structure from the people that you bring into. Like, I just always try to think about the value of the customer you already have is insane. So I don't know. I know you're probably already doing that, but just wanted to throw that in.

And this is important for everyone here. So I'll give you one very tactical idea. If you took your marketing budget and stuff splitting in half, said, I'm going to buy my way onto a few very large podcasts. The side effect is you're going to grow your personal brand insanely because you're on that great big podcast without talking about yourself. So in that case, you're killing two birds with one stone. Why split up the budget? Put it all towards where you can put yourself in front of mass audiences and they'll follow you because you did such a eloquent job of talking about your business.