Episode 8: Profitable Business Growth with Kim Pollard

From the studios of Fractal Recording, this is the Profit first podcast. Episode number eight. That's it.

Like a robot. Like a robot. Yeah, yeah. Uh huh, uh huh. Uh huh.

Yes. The Profit first podcast. Happy to be here with you. We're back. We are back.

We've made eight episodes.

Yes. It's amazing.

I tried to do Hal, you know, from 2008.

Yes.

Would you like to play or whatever he says? Would you like to play a game or. That's war games.

In stark contrast to our last episode when our guests sang I know certain things.

Yeah. You need all different flavors.

Yeah.

You never know what's coming your way here.

So I'm Chris Curran. I'm the founder here at Fractal Recording.

Which is an awesome studio. And I'm Mike Michalowicz, the author of Profit First.

And this show is all about profit, period.

It's called the Profit first podcast for a reason, because we talk about profit. Any business, anything you do, at the end of the day, profit is all that matters. Yes, you gotta amaze your customers. Yes, you gotta love what you do. But if you're not profitable, you're out of business. And that's why we're talking about it.

That's right. And yeah, folks love listening because they get these little tidbits from these awesome guests we have on about how to make their business more profitable.

And we've turned the corner. We've gotten more compliments from our readers and readers, our listeners than we have complaints.

Well, for the moment.

For the moment. Yeah, yeah, we have.

Yeah, yeah.

It's weighing in our favor.

So we're available as a podcast on itunes and Stitcher, and of course, our website isProfit first podcast.com, all of our previous episodes and stuff like that. So let's talk about our sponsors.

Yeah. So we have nextiva, who's our primary sponsor. If you don't know who they are yet, you are living under a rock. And I hope it's a warm one.

Wake up.

Because nextiva, based out of Scottsdale, Arizona, is, is a voiceover IP provider. I use their phones personally. Before they came, a sponsor, love them. After they became a sponsor, love them even more. Great. Professional voiceover ip. And it's very affordable.

Right. It's like a phone system. Like a business phone system.

Yeah, exactly. It's a business phone system that any business of any size can afford but now compete with the big guys. We also have Fundera.

Yeah.

If you need funding for your business, say you got to buy some capital equipment, you got to make some purchases. You need a loan from the bank, maybe even have to cover payroll. Fundera does that. It's one stop shop. Go to their site and there's no fee. They run the analysis, they find the sources for you, they make the introduction, and you're underway. And there's somebody that pays Fundera somewhere, but you don't.

Yeah. Yeah, that's pretty cool.

Yeah. I hope someone's paying Fundera, otherwise they'll be out of business. And then tsheets also stepped up. They said, what's going on? How come we're not involved? We heard you have a singer on your last episode. And T sheets joined on board. They're a time tracking system. If you have to track time for projects for employees, tsheets.comt as in time sheets.com, they'll hook you up.

And time is money. So tsheets, that's pretty important.

Yeah. So thanks to our sponsors for sponsoring this.

Yeah, thank you to our sponsors. And the links to them will be in the show post and.

Absolutely.

What have you been up to, man?

Oh, my God. I had something I wanted to share with you.

Your haircut. Did you get a haircut? I did. Oh, by the way, remember of the one time, the last time, one episode, I gave you a fractal recording T shirt.

Yeah. I left it here.

No, did you?

Yeah. I can't find it. You gave me a. I'm looking around the studio now. I cannot find it.

No, today I meant to give you that cookie because I had lunch.

That's for me?

Yeah. Oh, bro, I forgot.

Can I eat it now?

See, I'm the worst at giving gifts. First I give. I didn't even know the gift I was going to give.

Sandy with the T shirt.

I gave you a T shirt. That was a double xl.

I know, I know. And it's funny. I was listening to the episode. You go, hey, hey, man, it's a double xl. I said, I don't. I said to you. I go, I don't wear that size. You said, well, maybe your wife does. And then he said, you know, it's a 90.

Yeah, totally is a 90. Total reference. I thought she was, you know.

Yeah. And when a double xl, like, that thing was down to my, like, my feet, and it was literally a parachute, I could feel safe jumping out of a plane with that thing.

Right. The amount of fabric contained.

Oh, my God. Like two countries had to sacrifice their entire sheep population for that thing. You know, we got. We got a cool guest today.

Yes.

But before I Introduce the guest. Because I almost forgot. I have something I want to share with you. So put them on mute.

Okay. Let me get the.

If Kim Pollard's listening, you're going on mute.

Yes. All right, she can't hear us.

Now it's your turn to give me a word.

I thought I gave you ruby throated hummingbird.

Yeah. And I gave you a man at work, bro.

Oh.

Oh, my God.

All right. I mean, I'm too. Yeah, you're eating a cookie. Let me think of.

Oh, very good cookie. Pick a word in the room. You got words all over the walls here.

I am gonna say glacier flow.

That's beautiful.

No, because we visited. I visited.

I love it.

Alaska in June, by the way, which was tremendous.

You travel.

That's the. There's no better place in Alaska.

I want to hear about it. Not. Not to interfere with.

Our Colorado is like this big compared to. Compared to. Wow.

Yeah, I want to hear about it.

Yeah. Amazing. All right, all right. So glacier flow.

Yeah, Just how it works. Before you pick her off mute, if you're a new listener, I am now responsible to use that word at some point, awkwardly with the customer and potentially.

As a verb with the guest.

So clearly with the guest. Clearly you were glacier flowing through that one. Something like that. Okay.

And we'll bring it. Yeah. Okay. Here she. Here she go. Well, let's introduce our guests.

Good. And I just put my cookie down because you don't. Don't make an introduction with a cookie in your mouth.

Mid episode. I'm giving you gifts and isn't this awesome?

I know, it's awesome. Thank you, brother. Thank you very much. You know who today's guest is?

Who is it?

It's Kim Pollard, the founder of Bookkeeper Girl, a franchise that just started up recently. Already has 14 folks that have joined the franchise. So Bookkeeper Girl is already a regional play. They have bookkeepers all over the Texas area. She'll give us more details. They're going national. They're shooting to become a public company and they're well underway. This is an early stage big time player. Kim Pollard.

Wow. Welcome to the show, Kim.

Hey, guys. Thanks.

How are you?

I'm doing wonderful.

Are you back in Texas or are you still traveling the world? Where are you today?

No, actually, I'm back in Texas this week. I'll be back on the road next week. So. Yep.

Tell us about. Alright, good. Well, welcome home now leave and go back home to work. Tell us about your franchise a little bit so the folks listening in know what you do.

Yeah. So it was always important for me when I started my business, I had this long term vision that I really wanted to develop this company full of really talented women who could help, you know, change the business world. And so what we've done is develop a program where women can purchase an area and a license fee and then we brand them out with bookkeeper Girl. And we're well on our way to becoming America's bookkeeper through that program. So it's really exciting. We launched nationally a couple of months ago and, you know, it keeps us busy for sure.

There is no national bookkeeping service right now, is there?

Yeah. So what I understand. I'll tell you this, there's nobody like us.

I know that. Right. And there's no one that does interviews with a cookie jam in their mouth either.

Yeah, right, right. Everything we do is authentic and off the wall.

Yeah, I know, but is there some national players, like does H and R Block or those folks do and stuff like that?

You know, there are some national tax firms out there which are great. There are a couple of bookkeeping firms that I think have tried and maybe one or two that are out there. We do not prepare taxes. And so we're teaming up with those tax firms out there. Who do. We feel like we've got a sweet deal going on.

And why girls? Why just women? You mentioned that right. When you're starting now is for women. Women that are doing this. Why not guys?

Yeah. I don't know. I guess mostly because I am a woman. You know, I've been through the struggle of that gut wrenching feeling when you have to call in sick because either you're sick or your child's sick or you want to go to a child's ball game. And it became very important for me. Hey, you know, how can we take our talents and do this in this virtual world that we live in? You know, it's just a win, win for everybody. And I guess my passion was to help. You know, we are mothers out there. We are caretakers, we're volunteers. We're pulled in so many different directions. Not that men aren't, but, you know, I feel like we all, we emotionally connect with each other.

Yeah. So you targeted customers who are like you, it sounds like.

Yeah, yeah, we do. We do all, you know, our women, small business owners, we know what they go through and men too. But, you know, being a woman myself, I don't know, I wanted to help these women out of giving them something of their own for them. Not as a mom, not as A grandma. Not as a friend, but for them.

Tell us about a franchise. We got listeners. Everyone listening in wants to improve their business, improve their life, make it more profitable. Franchise sounds like a risky thing. There's been successes like McDonald's, but is it a profitable venture to be in?

Yeah. Well, and I'll tell you with profits first. Very profitable.

I love when people plug me. I love that you just got invited back to six more episodes and I.

Swear that wasn't, that wasn't for you. But, but I'm telling you, it's all in the design of it. It's how creative that you really want to be in your business. Whether you're, you know, McDonald's or, or have a, have a hamburger join on the street corner. You can take that to any version that you want to on the map. It's all in what you want and how bad you want it.

How do you make it profitable from the get go? How are you as the franchisor? Making money?

Yes. So how we make money, we're building awareness for this national brand. We generated a formula method in which, you know, the ladies out there doing the work who own their own bookkeeping firm in their area, they get most of the money. They get the profits off the top from the clients because they're doing the work. They're paying us as you know, to brand them out and to support them. We have a company, Internet that we use called Yammer and you know, we just saw Connect online and, and support each other that way. So they're getting the sales and marketing support, they're getting the administrative support. You know, when you start a business, two things that always, you know, and I've seen it time and time again, the two things businesses struggle with is space and is advertising.

Did you say space first?

Yeah, space. So having a storefront, you know, just because you can write a check to have a storefront doesn't always make sense to do that.

Yeah, it seems like a recurring theme. There's a lot of guests we've had on that say, don't get space from the beginning. It locks you in. So. Okay, so I'm sorry, I'm interrupting you just to share.

Absolutely. Well, no, and I'll chase rabbits with that because part of our national campaign is we are big advocates for co working spaces and for startups. And so bottom line, how we're getting funded on a corporate level is all the clients are bookkeeper girl clients. So they have that security knowing, you know, if their local bookkeeper doesn't work out they can always come to us and they're still going to be taken care of.

I got you. So by being a franchisor, the end customer has more confidence in you because they have alternatives to just one bookkeeper?

Absolutely.

Oh, I never even thought about that.

Yeah. And on the bookkeeper side, you know, we speak spent five or six hundred thousand dollars in branding our brand. They're not having to come up with that. We've already created a digital footprint for them to start with, gaining instant trust from their clients.

Wow, you put a lot of money into it. You're not screwing around at all.

Not at all.

And as a result, your franchisees, they're bringing in. Do you have something to say, Chris? I'm sorry.

Oh, actually, real quick, I just wanted your website. I just want to look at your website as we're talking to you. What's your website?

Bookkeepergirl.com.

He was doing the one finger up in the air kind of clearing his throat type thing, so I want to make sure we got his thing. But you're attracting clients for your franchisees, right? And do they rely on that exclusively? Do you have to do that for them exclusively or do they kind of co market with you?

No, we always encourage for them to co market. You know, we have some bookkeepers who want to come on board to do this part time, some who want to be full time. We, as the company, we never want to turn business away. We stay hungry and there's always somebody who can provide for them. So depending on, you know, how much they want to invest in their own funds, we certainly don't limit them. They can, you know, they can co market with paid advertising, with different forms of advertising in their local areas, but we really put a lot into their launch package so that they're not having to spend those dollars to get launched and get noticed.

How did you get your business glacier flowing so quickly? To use a popular Canadian term? How did you get so many folks on so quickly? You got 14 people. I know you just launched recently. You must be doing marketing on both sides.

I'm telling you, we are. We've launched the national campaign in Denton, Texas and you know, just word of mouth with a few PR press releases. We just, you know, these bookkeepers are just, they're contacting us daily saying, hey, you know, how can I join? And granted, we're not taking everybody that contacts us and say, okay, here you go, here's your new bookkeeper girl business. We really take them through a process because we feel like we're building Our foundational team, you know, to be leaders and to be those leaders. So when we reach phase two, that we're ready to go. And. Yeah, so that's how we're doing.

So. And you got to vet people out. Like, you could have a lot of calls. As you're saying, you don't take everyone. I mean, I know they have to be a girl. Sometimes you get, like, one of those smoker voices. You're like, I love the joke.

Hey, although we're thinking about having a bookkeeper girl, a bookkeeper Boy brand.

Really? I don't know if I. You know, this sounds very sexist. I don't know if I want that, like, person. I don't know if I. I feel more confident than Bookkeeper girl. Than bookkeeper boy.

Yeah, the boy. But man is one thing. Boy is.

Yeah, Bookkeeper man maybe.

Maybe like a superhero. Yeah, I'm bookkeeper Man.

Like, there's nothing positive associated with boy. You've towel boy, water boy, whipping boy boy, canteen boy, whipping boy. So interesting. So how do you vet out these folks to make sure that you're bringing on franchisees that are profitable for your business? Good ones?

That's correct. So what we're in search of, we do little campaigns to recruit, you know, women who want to own to start their own bookkeeping business or women who have started their own bookkeeping business and maybe it has not gone so well or they're at that next level, they can't invest anymore, but they have the talent on the board. So we take them through the process just as if they were an employee. We do a thorough process of, you know, is this the right fit or not? They have to have the personality. They have to have the talent. They have to see the national vision and be team players. You know, they need to see their self on television, in the media as part of this huge company and hopefully one day owning stock in their own company.

But what I'm also hearing is it sounds like you're looking for people that have a specific pain, meaning they're great at bookkeeping. They have the talent, but they struggle in an aspect of marketing that you're great at. It sounds like you have a void you're looking to fill for them. Or am I misunderstanding that?

Nope, nope. You're 100% on. A lot of our bookkeepers that come on board, they have such a talent of sitting back behind the desk and doing the book, and they don't want to mess with sales. They want the clients, they want the money, but they don't want to deal with that part of it. They only want to do the work. I hear that so many times. Just let me sit back and do my thing. And so I'm here to say, you know what, Sit back and do your thing. Let me get that work for you. And so that's kind of the niche that we're developing on right now.

But at the same time, it sounds like. But you also want them to have some forward facing thing. You said you want them to get some television or some kind of local exposure. Is that what I'm hearing too?

They do. They need to be ready. So when we, you know, when we. I'll just say when we do make it big, that they're ready to go. They know the story, they believed in the story. They've been through the story themselves. And, you know, we want to bring that to them. But I always want them ready. They need to be my local girl in that area who can attend a chamber of commerce meeting physically so that people aren't just seeing this avatar, but they are truly meeting this dynamic person that's going to be doing their finances.

Now for Bookkeeper Girl to be a successful mega franchise, as you scale up your clients, the franchisees have to be profitable themselves. I mean, this has to be a win for them. How are you ensuring their profitability?

I tell them there is no guarantee. There really is.

No.

Yeah, I guess that's true. Yeah, you're right. Okay, keep going. I'm interrupting.

Yeah, yeah. I mean, that's the fact of life. There's no guarantee we'll have our next breast tomorrow, you know, but one thing that I'm teaching my girls is. And this is not a plug for you, I promise, Mike.

No, no, you can, you can plug.

I'm serious. This is what's worked. We've taken the formula that's worked for us and we tell them this is what's going to work. This is not going to be easy. It's not an easy business just because of the nature of the beast that we deal with, you know, people's money. But we want to take that to a positive thing. So when people think about bookkeeping and they're thinking about their money, they're actually thinking in a positive way. And so we teach them, here's your profits right off the top. Here's what you make off the top. And then you manage that, you know, you manage your budget based on that.

You know, I love that.

And give them a. We actually give them a budgeting workshop that we ask them what are your goals? Do you want this to be full time? Do you want this to be part time? And based on their answers, we develop this operational budget for them, and then they get, you know, I'm 24, 7 with this. This Bookkeeper Girl is in my blood. And so I know I take personal responsibility. I want their success, I crave their success. And so I'm always thinking of, how can I help them be more profitable in creative ways, you know, and we just, we make great teammates all the way around.

And do you, as the franchisor, do you tell all the franchisees, like, what to charge or do they sort of set their own, like the retail cost?

Well, we're known as a whole, we're known for three things. Affordable online and trustworthy services. And so we want them a part of that affordable piece as far as what Bookkeeper Girl is known for. So having said that, though, we want them a part of that process because, you know, they are the ones that are doing the work and it needs to make sense for them. So I always say this. Every sales lead is unique to its own. So we have a base formula that we start them off with. There's some credentials that can, you know, affect some base prices. But really and truly, we want them to, you know, set their own limits. I mean, we want them to be able to say, this is worth it for me at the end of the day to do this account.

Yeah, but do you run a risk that one account could call Bookkeeper Girl in Denton and another one calls one in Austin and they say, got two different prices?

No, we don't, because everybody is different. You know, we tailor make clients, we tailor make their budgets, their prices based on their budget. And so that's really cool as far as the sales process goes. That's one of the first things that we ask you. What is your budget? What do we have to work with here? So what can we. Here's what we do. We can do everything, but what can you afford and what do you want to pay even if you can't afford it?

I see. So you have some base rates, and then you have. It's almost like a Chinese menu. I'm hearing all these different items, options. I gotcha. So you tell the customer right up front, we don't know the price until we go through what you need and what you can afford, because the more you can afford, the more we can do for you. But if you can afford this much, we can do a smaller set of things that will have high impact, but not Everything.

That's exactly right. I mean, that's one of the first questions that I'm always asked and to develop and to deliver is give me a price list. Well, in our business, we are so authentic and we are so driven to helping each small business that comes on board with us that there is no base price, there is no basic price list that we can print on a flyer and hand out to you.

You know, you've done bookkeeping for so many businesses. Have you found there's some common leak points, if that's the word, or leakage in a business where it's losing money? I mean, like office space, we heard about people get space when they don't need space. But is there other areas that businesses spend money unwisely?

Advertising.

Advertising. Interesting. Our sponsors. Make sure they didn't hear that part.

No, no, no. Definitely hear that part. You've got to be creative in your advertising.

Interesting. So give me more details on this because this is a great point. You know, a lot of businesses think the guy run an ad in the paper. You gotta join all these networking groups, you gotta get on Facebook, and God forbid you're not using Google AdWords. Are they a sponsor?

No.

Okay, good. You know you're in trouble, is that I agree. Okay, so tell me more.

Okay, so I'm very passionate about this subject because I have. I started this company and I have managed this company on a shoestring budget. And it's all about being creative. Every one of my ladies out there that want to come, they come to me and they say, hey, I want to do this ad. It's going to cost me $500. And my jaw drops, right? And I'm like, okay, then you tell me, tell me what three things we're going to have for an ROI on this $500. And so we. We become creative as a team. Fine. It may make sense to write that $500 check, but the value of that $500 check needs to be a value of about a $2,000 value. And so that comes in the creativeness. You know, there's things you can do every time that we advertise and we write a check for advertising. We want online advertising, because our business is about online. We want stories, we want Facebook shout outs. We do creative things, you know, with our clients. We advertise for them for free, just to give them shout outs. It's all about that creative side of the best bang for your buck.

Yeah. And that's where you invest most of your money, right? Because as bookkeeper Girl, as you build the brand, you're promoting the brand. Advertising, I assume. And what I'm hearing is additionally individual clients, you're giving them a little booster shots by advertising for them too.

Absolutely.

And okay, and so you're saying most people advertise, they throw money out the door when you do it. What I'm hearing is you're, you're measuring the return.

A prime example. So the Texas Restaurant association is having their annual event in Dallas this year.

They need a keynote speaker because Chris and I are available. Okay.

Yeah. So bottom line, you know, I've been, I work with, with their marketing guy who's contacted me every year. Hey, would you, you know, do you want to be a part of this? You want to be a part of this? And every year I've said no this year, because we have a bookkeeper girl in Dallas, I've taken that to her and said, hey, you know, I think this would make a great launch party for you. Don't just. Let's not just have a basic ribbon thing with the chamber. Let's have your launch party at our booth at the Texas Restaurant Association. That's smart. Our venue are all the restaurants in Texas. Right. Not only in Texas, but nationally, because a lot of those attendees are going to be partners who are part of our. Part of franchise restaurants. So. So we didn't just write the check for the booth. We. I actually went back and forth with them for about a week and we came up with a plan that they're actually going to do a campaign for us just by having a booth.

So smart.

Creative.

Creative, but huge marketing, no extra cost, right?

Yeah. Right. And it's all a win, win for everybody.

You complete me, Kim Pollard. Just want you to know that.

Wow.

Yeah. No, that's pretty freaking genius. Kim, last question for you. Can you sing the last car? We're making. We're making our last caller literally sing everything.

Yes.

Now here's the last question for you. Profitability, looking back from to starting your business, which is it's a brand new franchise. You're growing at this glacier rate. Anything you change to further enhance your own profitability.

Yes. What I would change the fact that when times are good, I will still always be frugal. In the beginning, I grow at rates that were very successful rates. But you know what? When money's in the bank and you're kind of rocking along and you're going along just hungry, I encourage every small business owner, stay hungry, stay hungry, because the hungrier you are, you're going to Keep delivering at the rate and at the speeds that you need to deliver at to ensure future service.

I love it. Now I gotta ask you this, my last question to my last question. How do you stay hungry? You got money sitting in the bank. How do you stay hungry?

Kim, you stay hungry and you keep that money outside of your rim. You know, put it in a different bank account. Put it in a bank account. That's hard to get to.

Okay, so get, get the money out of sight and stay hungry outside.

It's psychological, you know, I mean, everybody. There's not a small business owner that I know that does not log into their bank account, look at their balance. I don't care how good their.

It's totally true.

See, she's saying bank account, right? She's saying stay hungry. And here you are eating a cookie.

I know half the interview I was eating a cookie. I know. If that was out of sight, I wouldn't be. It's a good point. It's a good point. Delicious chocolate chip, double dipped, extra butter. I know the inside of a cookie. Kim, it's an honor to have you on the show where we got bookkeepers listening in right now. They should be part of Bookkeeper Girl. Where do they go to learn more and sign up or be.

Yeah, so they can go to our website, bookkeepergirl.com or they can personally email me at K. Kim, bookkeepergirl.com you have the time to.

Because you're. You get dozens of inquiries every day. You. You've time to address.

This is, this is a question that's always asked. I want to hand pick these. I don't want to turn this over to an admin. Administrative duty. I want to be the one to hear passion, their excitement. I want to be the one to guarantee them that they have me in their corner.

Love it. I love it. All right, guys, email Kim sender, go to her website, send her chocolate chip cookies or send them to me.

There you go, Kim.

Thanks for being on.

Thank you, Kim.

Hey, you're welcome. Hey, I just want to add one more thing.

Yeah.

My favorite women business owners is Danny Johnson.

Okay?

So for all the women business owners out there, go, go Google Danny Johnson. Look her up and, and take, take her to heart because she's, she's one that's come from everything and she's still and so hungry all the time.

Just so our listeners know that's not us fading you out. Your phone is like zapping and dying. So, Danny Johnson, you said yes, Danny Johnson. All right, thanks, Kim.

Thank you. Kim.

All right, we'll see you.

Have a great day.

All right, Peace out.

You know, in the Emmys, when they. They grab the microphone and the music starts playing or you're off, you're like, one more thing.

Yeah, yeah.

I want to promote Danny Johnson. It kind of felt like that. And then I think our listener thought that you were intentionally dropping the line.

Right.

That was herself?

Yeah. No, no, not at all.

Okay. That's pretty cool. I loved her energy.

Great energy.

And I love the Texas accent. You know, of all accents, I. I personally like the Southern accent, but the Southern twang of, like, Alabama, Georgia, I don't like as much as the mid central southern Texas accent.

Right.

Yeah.

You ever hear a Danish accent?

No. Is that. Did you just do it?

No, I can't do it, but I've been to Denmark a few times, and the Danes, this is the way they talk. It's so smooth.

Really?

Yeah.

You know, most people are partial to the Australian and British accents. I will take a Texas accent over the British Australians up there.

So you voted for Ross Perot then, is what you're saying? Oh, I totally did.

I thought he was the hottest guy I ever saw.

My life physically.

Yeah, physically. I didn't even listen to his accent.

Oh, God.

Dude, what'd you learn? Why do I keep saying dude? It's like, so 80s, right? Hey, Chris, what'd you learn?

Home cake? What did you learn? Well, I learned, well, the way she chooses her franchisees, I liked it. She checks out their talent level, their personality. She sees that they have the same vision. And she has a whole system for onboarding these people, which I really like.

And she's looking to see that they have a pain, that they don't have something that she can offer. So she makes sure she matches both sides of the puzzle pieces.

Right. And one of the things she said, the two biggest problems for businesses is space and advertising.

Yeah. So a few people have said space already, right?

Yeah.

No one said advertising. She said the first out of all of episodes, all eight. She's the first to say advertising.

Yeah.

And that's a massive cost, and you can't measure it. And therefore, we spend more at it because we're like, oh, it must be working. Maybe I have to do it more.

Right. Or you're doing something, then you don't know what return it's giving, but everyone else is doing the same thing and you're afraid to pull it back.

Yeah. There is one proven best form of advertising. Do you know what it is?

Those airplanes on the beach that drag the sign.

The Profit first podcast. The profit efforts. Are we advertising here? Huge returns.

Wow.

Yeah.

Just skyrocketing.

Skyrocketing returns. Another thing she said was, when times are good, you have to be frugal.

Very nice.

Very true. So hard to do. So obvious. So easy. So freaking hard to do. So she said, remove the temptation, Put in another account.

You know what? I think one thing my wife does. I think my wife is, like, secretly taking some little bit of money at a time and putting it somewhere else.

I hope so, because if you think she's doing that, but she's not, you're up for a real bad surprise.

I've joked with her and she's like, you just keep doing what you're doing.

Okay. Yeah, you got a good wife there.

Yeah. By the way, the story she told about one of her franchisees having her launch party at this big conference and also working with the conference organizers to get even more promotion out of it. Yeah, genius.

Genius, Right? So think about all those people that are coming to that conference already. They're unwittingly attending your launch party. Wow. Lots of people. And some of those people will want to get boozed up with you at your launch. Kim Pollard, man, love her.

Kim Pollard.

Okay.

Great episode. Thanks, Mike.

Hey, don't hold that music nice and quiet because I want to know how people find out more about you.

Yes. Well, you can find more about me and fractal recording@factal recording.com helping people all over the world host their own podcast.

This podcast has been done at Fractal and other people can, too. And if you want to find out more about what's going on with what Kim signed up with us and other folks. Thank you. No secret here. I'm bringing all my friends. I want them to get some exposure, but I want them to share their secrets. Profit first professionals dot com.

That's it.

Don't misspell that. Don't put Profit Second Professionals. It's a porn site. It's a porn site.

Oh, my God.

Profit second Professionals.

There you go. So this has been great. So you can listen to all our other shows on our website. You know what our website is, right? Profit first podcast dot com.

And you can come to our studio and watch a live recording and maybe get a free cookie.

There you go. If you're in North Jersey, I mean, email, Mike.

Email. Email me through the Profit first podcast website. Cookies are waiting for you. And oversized. I mean, really oversized T shirts.

I gotta buy more. That was the last one. So thanks, everybody, for listening. Check out all our previous episodes. And good job with the glacier flow, by the way. Oh, nice.

Brazo, amigos.

See you all next, Sam.