Myo Life

Transcript

Hey, I'm Carmen and welcome to Myo Life. That's short for my Outrageous Life, which is exactly the kind of life I get to live since I found the courage to ditch dental hygiene and build a life I'm bonkers about as a myofunctional therapist and entrepreneur. Here you will find all the things Mayo business and how to build a life that you too are bonkers about. I'm very happy you're here. Shall we dive in. Well, hello, friend, and welcome back to the episode. I just wanted to give you a little bit of heads up that I will be dropping you inside of my second interview with Kelsey one year after she started her business. So if you listened to last week's episode perfect, you're ready for this. If you didn't, you might want to hit pause and go back and watch that so that you're ready for this one. So, without any further delay, let me drop you into hear what Kelsey had to say one year after her business of being a myofunctional therapist. Oh, you know why we're doing this. You know that was the whole point. I know we're a little bit past, but and and at this point you're the only one who has responded. So I hope everybody is so busy living their best myofunctional therapy career. But as I hear from them, I'll add them back in. But cool, okay. So let so I give you the list of questions, kind of to go over, just to guide us, just so you have an idea, like when I go on somebody's podcast or whatever I want to know, like what we're going to talk about. Yeah, full disclosure. We're literally just looked at them in the five minutes before I tried to get on. Make sure that I wasn't asking you like something. That's honestly how I like to do things, if somebody's not bamboozling me, uh, or like bombarding me or something, but whatever, you're fine, these are all things you are going to be able to answer because your lived experience. I'm not asking you anything about Mayo itself or anything like that, where you're just going to be like, oh my gosh, do I have to be able to tell her what percentage is a grade two tongue tie with competition? Okay, so, , so I'm just going to start. So it's been a year, yep, those of you guys watching this I interviewed students, , just to you know, because I only teach the way that I have done it, the only way that has been successful for me, , and I wanted to include other experiences, so I interviewed you guys and now here we are. Can you believe? No, A year later, my bet, I told my best friend that you had contacted me to do this and she was like already, like cause it was a big, very big deal. When it happened the first time I felt and yeah. So she was like, oh my gosh, that's crazy that it's gone by so fast. So yes, yes, , and also this is a total side note but I was in coaching with a student this week and she was having some overwhelm and I said to her I said, well, every time somebody tells me that they have some overwhelm and I don't know, we may get to this in these questions, but every time somebody has some overwhelm I really take it internally. I sit back of, like, what can I do better? Like, for instance, I'm evaluating right now, as we speak, better. Like, for instance, we're I'm evaluating right now, as we speak, a different layout of the program, just because I wanted it nice and pretty. But I I'm looking at something now that has a nice menu bar on the left. So it's not pretty, it's just like, yeah, shows you stage one, here's what's in it, say you know, so you don't have to click around so much. So, anyhow, when somebody is overwhelmed and they're doing the work, they're not just sitting on their laurels. I take it very serious. So I was talking with her because we had done coaching or we had done a study hall, and then we did coaching a few days later, so I had just seen her, you know, like a week before and I said okay, so I've been doing some, thinking about the coaching or the overwhelm, and like, is there anything? what can I do better? Blah, blah, blah. And I said, and I keep, I just keep going back to Kelsey she's going to hate me saying this, but she is proof positive that what I have laid out works. Yeah, and people don't love to hear that, , but I said she did it. She not only came in a month later, she put in, she just hustled, she did, she didn't, she didn't accept the overwhelm, she just rolled up her sleeves and was like okay, I got to do this, , and so I always feel like I'm throwing you under the bus, like that's fine, kelsey did it, but you are also not the first example. In my old program I had a student who same thing. She was like I did the same exact thing that you taught me and I had a paying client, you know, 12 weeks later. So, okay, so with that, it's been a year later. So okay, so with that it's been a year. , what? What has this journey been like for you? I expect it has not been unicorns and pixie dust. No, not so much. , I I think overall has been positive. For sure, I , I think personal life, as you can relate, , has been, there's been a lot of changes and transitions and adjustments in our family and so, , personal life has probably taken a little bit of a front seat, which is, you know, set me back a little bit, bit more than I would have hoped or expected. But, that being said, I definitely like have had momentum. I actually, this month I kind of was like what's happening? Cause it was like an invoice has been paid, an invoice has been paid, an invoice has been paid and I'm like. So now I feel like I'm like, okay, I got this, it's all good, but it felt, you know, I would like get a new client and then it'd be two months and then I get one more and then it'd be another three months and then I get, maybe I had like a sibling pair. So it just was like a slow rollout which I kind of yes, which I kind of expected. But also I was like, okay, once I have like a decent month, then I, you know, in my mind, I was like then it's going to be more consistent, which this month has shown me. I'm like woohoo riding the top of the rollercoaster, but now now planning for, you know, a dip again. So it's definitely you know my motivation with networking and that kind of stuff has been difficult, just because finding the energy a and the time with all the craziness going on. So also, excuses, partly, I know, but I've definitely still had I mean, I'm still getting clients. I have, , I think I'm up to 18. , which I feel good about this not being my. I'm not doing it five days a week, you know, , I'm still doing some hygiene, unfortunately, , but uh, like it's right now it's enough for me to like supplement what I wanted to supplement. Bills are getting paid, I'm doing, I'm doing the thing. So, , I feel good about it. And, like tomorrow, my Friday is full, which we'll probably get to this when we talk about boundaries, but I don't want to work on Friday until 5.00 PM, , but that's how it has been happening here and there. Okay, Well, and sometimes you know boundaries but also bills you know, and it's just, it's so hard because you can have five different business coaches and they're all going to tell you something different. One of my business coaches, , currently I'm in marketing course and he's a billionaire, not a millionaire, and he is just like you sacrifice If that's no family time. No, this, no that, no this, no that. And I'm like, yeah, no, if I can get you know. But then he's like it's 90 days, you're only doing it for nine and I'm like I don't know. So I think we're just we're in like a season of life where life is a lot and then, but I like see the we're coming. You know we've been in like a financial rebuilding and catch up period and but then there's, like you know, my husband has a new career and it's just been a lot of things , and so the transition of all of it has felt like a lot, but it's. We're getting into a routine now, so awesome, yeah. And also I will say I have not heard. You know, when you said excuses, yes, even on a coaching call this morning, I was like nobody likes your excuses, but you you know, but you also have not been coming to me saying hey, I'm overwhelmed, I'm not getting any business, blah, blah, blah. Yeah. Like you know what you need to be doing, and that's always my first question when I'm coaching is like, okay, what are you doing? Like, show me the money, show me the money, okay. So next question what fears did you have and what have you had to overcome, or how did you overcome them in this past year? I mean, I think the main fear is, like, am I going to be able to retire from hygiene? Am I going to be able to pay the bills that I'm responsible for? And like, build, like, as you talk about, build your own thing that you have control of, that is yours, that nobody can take away from you, like, I guess just some like a lot of imposter syndrome and that kind of goes up and down too. , and just like, am I going to be able to pay back the investment that I invested in this program, because it's significant, you know? , and but, like you said, when I started the program I was so determined and I had just powered through, I kind of didn't even give myself time to like sit down and think about that much. So then, all of a sudden, like my business was set up. Did I pause? Okay, you pause for a second. , my business was set up. And then it was like, okay, now you have to go and do this. So I kind of I did work ahead in the program a bit because I was just I wanted to go for it. , so, you know, I got all of my like, my acuity, my scheduling, my bookkeeping, all of that stuff set up even before a lot of the lessons that you did, , because I was just ready to go. But then after that I kind of was like, okay, well, I did all this work. And you know, in a little, a little bit of me was like, okay, everybody, come on, like let's, let's come on over, yeah, yeah, but I but you talk about that a lot that it is not field of dreams, and so I was like, okay, like got to post on social media, got to do this, got to do that and slowly, like I mean I've gotten a couple of clients from Instagram and , which just kind of blew my mind when it said, you know, on my little intake thing, it's like heard about you from Instagram. I'm like, oh my gosh, I got to somebody. , so yeah, I think just the fear of like not being successful overall was my the biggest thing. Like who, who am I that thinks that I can do this? Like I am a dental hygienist and I've never wanted to own a business, I've never thought I would be a business owner. I don't know anything about business, , but then to just your support through the initial program, but then to just your support through the initial program. And then I mean I constantly refer back to lessons. I mean you know well, maybe not constantly, but often, especially with the business stuff, because I'm just like I know she talked about that, but what did she say? So I go and find it and then it kind of like re-motivates me and even some of the lessons, things that I maybe didn't feel as knowledge, that I didn't feel as confident on, like if I do a free assessment and they ask me a question that I, you know I knew enough to like answer but I wanted like more clarification, I go back and then even just like watching one lesson totally re-motivates me to like, yes, this is what I want to be doing and this, I'm in the right place, and all that kind of stuff. So, yeah, that there is some comfort in hygiene because you have a license. It's not changing, you know, it's just, it's it's easy and it's comfortable. Yeah, you said something and my money brain came on because you said I have 18 clients concerned about earning my investment in the program. I'm bad at math, but unless you're doing free clients, you have more than earned what you paid for the program. I mean, I don't know the prices. But you know, because that's me, I don't, I don't want to meddle in your prices. Some of the students are setting really, really low prices and that's fear there. There, they haven't found that value. You know, like I teach you guys, like we are not Walmart, we are Bloomingdale's baby and you know you don't find that great pair of jeans for your butt at Walmart. You, you find them somewhere else. Yep, . But the value and and knowing like hey, I'm bringing value to the table and I'm okay if you can't afford my services, because then you know somebody else is coming on, you can't accept if your hands are full type of situation, you said, said that and I was like wait, I don't know why she's charging, but 18 clients, she should be good she should even even . So I told myself first 10 clients would be discounts. So I did my very first one was 40 or 50%, which yikes . And then I did three, 40%. I have my first 10 clients written on a sticky note on my bulletin board, by the way, that I plan on keeping forever , 40% for four clients, 30%, 40%, because a few of those were people that I had talked to like in hygiene when I was first starting and I was like I'll honor this if you ever come to me. And then they did. And I was like honor this if you ever come to me. And then they did and I was like so I honored it, but , yeah, now we're down to yeah, okay, good yeah, and everybody's all over the board. , I believe. Haley took her first client full pay, full pay, Yep, Yep. You know so. It was just like , but that's work, that's stuff we'll continue to work on. I myself work on it with my business mentors, you know so. Yeah, okay. So my next one what have your results been versus what you had for realistic expectations? And I say realistic expectations because a lot of students do like they want to. I mean, I made $35,000 the first seven months, you know May to December, , and then six figures. So a lot of people are just like that is their expectation. But I also was working three days a week, three 12 hour, you know long days, but I had four days. I didn't have children, you know some of that stuff. So let's talk about your results versus kind of what your realistic expectations were. What did you have? What did you have? So, , first of all, when I got into, like when I started the program, I was I was already working part-time hygiene, just that for our life, like in our little kids and everything. So, basically, my, I just need to cover what I already was making with hygiene, , so it's not like I need a 40 hour a week, you know, to make what I need to make . So I really just wanted to cover so I could quit doing hygiene that I was doing two to three days a week at the time. So I definitely think that had I been trying to cover a much larger sum financial responsibility, I would have done more, but I didn't have to. And I have done more, but you know I did, I didn't have to, and I have my kids with me a lot of the time all day, you know. So it just wasn't that, that wasn't a piece. I'm lucky in that way that I didn't need a 40 hour replacement kind of situation. . So, but I definitely expected, like my goal was by the end of 2023, to be done with hygiene, , and I'm pretty close, like I probably could be. But we're again, we're just trying to pay some things off. And then we had another wrench thrown in life, like a few weeks ago. So, , again, as you can relate to, as you can relate to, so we are definitely what was the question? What On track for your results of leave and height, or your I would. Yes, I'm on track for my results. Yes, yes, and, but like, realistically, I think I thought I would be more consistent at this point, like with what I was bringing in. And again, I think I probably would be more consistent Were I able to dedicate a bit more time to like networking and stuff. , but I'm still happy with where I'm at. Yeah, and that's good, and it's an opportunity cost. This is with me. It's funny because I have taken a lot of time off this summer and I will continue to take a lot of time off. And so then it's like oh, I'm not, you know, I'm not earning as much money, but it it's the opportunity cost. If you don't work, if you don't market, if you don't this, you don't that, then it doesn't come in. But then I go and laugh because you know I've already got a $20,000 a month. Scott's like what is going? on. You cut out for a second. Did I cut out again? Oh, you're back, okay. Second, did I cut out again? Oh, you're back, okay, that's weird. , so, anyhow, but that's that's like self-inflicted, and there is an opportunity cost. So you're finding comfort in what you're earning with what you're doing. , it would probably be different if you were a single mom trying to put beanie weenies on the table, , you know. So that's good, and I'm glad that you're happy with where you're at. How have you gotten in your way? Oh, I mean definitely the imposter syndrome. Again, every single time an invoice gets paid, I'm like what, what? Like? Are you sure you know? And then my husband is like you know what you're doing? Like why are you acting like this? You know, I'm just like it's just shot. I mean the the first two invoices that got paid, and they paid in full, I just like bald. And he was like, are you okay? And I was like I just can't believe. Like people like, and I love it, like I love this, I'm passionate about it. So the fact that I feel like I'm portraying, that I do know what I'm talking about and I, , and then people do want to work with me, like people are connecting with me, that is like exciting. But then I'm also like I want to be able to deliver and it's just like gets overwhelming. You know, , but I am very confident in my knowledge. So I just have to be reminded of that sometimes. And, , definitely, time management, I mean, that is probably the biggest you know, it's funny to say that because I was thinking, you know, with our, our August launch coming up, I was like, you know, I don't know Cause last week, last time we did this for the first time something called my week, so I did less. Yeah, so it was just a lesson. So it was basically an introduction to people like will I like this? How do I like 8,000, 10,000, $12,000 is a lot to invest If I don't even know if I'm going to like it. So the whole point is to teach them a nugget like open mouth breathing is bad. Go talk about your, you know that type of stuff. And then wait, where was I going with this? What did we say before that? I was talking about my time management, oh, time management. And I said I was thinking today, I wonder if doing a workshop on time management would be way better, because these hygienists are just like I don't know what I do with my time. So, , that's a biggie, yeah, , okay. Well, I think you paused again. Hold on. Oh, there you're back. , I mean I look back at which off my husband hadn't started his new job yet. But I look back at the time when I started the program and in those first couple months I mean I would like throw my kids in bed and like get on my computer and do a lesson and like I mean, basically there my house was dirty for like two full months because I didn't do anything but the program. , and then I was like, okay, the toilets need to be scrubbed at this point. So this is getting gross. , but I do look back at that period and I'm like, okay, the toilets need to be scrubbed at this point, so this is getting gross. , but I do look back at that period and I'm like I don't know how I did all that in the period of time that I did Like it was a lot getting through, built my own website, you know, set up all the processes, like I'm just like, how did I do that? , I again did let some other things fall to the side, but you know, I was still a wife and I was still a mom and I was still working hygiene three days a week, , and yeah, so I'm like I know that I can get back to prioritizing things. I just got to move around, yeah, yeah. , and that that was exactly what I did. I mean, , I couldn't stop. And I always joke about this and I've told you guys about it. Whenever Scott went to the bathroom, I was hoping he was going poop. He was like you. Why do you always tell that story? And that funny thing is is now is like I have my office and he doesn't have one, so his bathroom is his office and he will just sit in there, like, just sit, and I'm like do your legs go to sleep? Okay, I think that is good Okay, boundaries. So what? boundaries have you had to set and have you followed them? Sounds like no, no, no no, no, not really one that I was really, I think, the most other than the time, which is certainly a boundary to be set, but I was really just working in in dentistry. I, you know, you're really aware of people who are like, oh well, I need a five o'clock and on a Thursday and that's all I can do. You know, and I just remember we're like this is when we're open. You know, our hours changed in the office that I was at forever and we're like, well, they're like, oh, you're not working until six anymore and we were like, nope, like we changed our schedule. We all have little kids now. Like we, just we, that's not what we're doing anymore, and so I would always like revisit that. So I knew how I am and that I would try to cater to people, and that is kind of what I've done, which is why, like every other Friday, I'm working until five, because people are like, oh well, friday's really worked best for us, but we can't do it until after school and , so I've definitely catered to that. But I talked to the doctor that I primarily refers like most of my clients are from him and he was like if they have to pull their. They have to pull their kids out of school to go to the doctor and to the dentist and if they need to come, facetime you for 30 minutes in the parking lot during lunch, like that's what they're going to have to do, and I was like, okay, well, I'm happy for that support from him, because I wasn't sure, you know. I was like, yes, I want you to keep sending me people, but I don't have any more afternoon spots, you know, because I have to go pick my kids up too. So, yeah, I need to be better about setting boundaries with clients and I've been pretty lax on like the going past the six months for phase one because you know, which was totally their fault, not mine, , things like that. So definitely need to just be a little more stern in my some those particular boundaries. And then of course all my personal stuff is mostly time yeah. , I mean, we all have boundary things. I go through no matter what, , what, learn what earning level I'm out I have myself had. In fact, I will tell Scott I must be ready to level up because I'm getting my bitch on and he's like and it's like, nope, no nonsense. And it's typically then when I just like hit a new, you know it's like okay, okay, or just think there'll be an influx of things. Yeah. That hour thing, like I currently and I don't know if you know this or not, but this year I changed my hours up. So one week I work a Thursday and a Friday. The following Monday and Tuesday I work and then I'm off for eight days. Good for you. So I have 10 days off every 14 days. They get a one to six or a 1030 to 330. Now I and the reason that I have that is so that if I have somebody on the other side of the world I can accommodate the hours with that. Scott hates the 6 PM. He also likes lavish vacations and you know like, so I always remind him of like he's like. I hate to be, have to be quiet, like whatever, and typically those are all existing clients, so I'm not somebody new. So oftentimes I'm like in a tank top, my hair's piled on my head. You know, I dress up for new clients or or people that I haven't met. So, , sometimes I am flexible, but remember, I'm seeing, well, in a phase one is a little tighter schedule. Yeah, I'm a little more loosey goosey of, like you know, three weeks, , but they know they start to learn those hours and then, , , sometimes they will reach out to me asking for something different. But I'm with him like, nope, these are the hours, , and blame it on what you will. I mean I always say like, hey, you know, it's speaking season, it's this season, it's Carmen's season, it's holiday. You know like I'm telling clients now I'm off most of September. I, you know like that's just how it is. As far as going past the six month on on phase one or even comprehensive, depends on the client how good they have been. But because I have been taking a lot of time off, and if somebody says, oh, I couldn't get into your schedule for three weeks, that's fine, I'm not going to beat them up over the fact that they go a little bit past you. And I will tell them that, hey, I will not beat you up over you going past your six months If it's my fault you know I do try and just remember that flexibility with those clients. , I had a cornea scratch earlier this year and it like went me out for two days I could not open my eyes. I was like Stevie Wonder no, sorry to do this. I think there was another time I had a migraine I get one migraine a year typically and it was, you know, client day. So those boundaries, , I've had to do boundaries of not texting with my clients because they want to text me and tell me they you know, like, hey, I'm not gonna be there, which is funny because you were texting me and I'm fine with that. but but I did have to finally tell, like some clients hey, I don't do business in my texts, yeah, , , I need a legal record and email because it gets put into your chart, that kind of stuff. So I think boundaries are the hardest. And also you're. you're enjoying a very positive boundary of having some abundance, having some flexibility, you know that kind of stuff, and that's that's good stress you know, so it's just . I do go through seasons of where those boundaries kind of, and then it's like Nope, got to get those. So maybe I'm ready to level up. , okay, so how have you followed through on your 90 day priority? So, for anybody watching this, I talk about, , you know time management and 90 day essential priorities, so that's like your targets, which, what are you hitting today? What you're hitting today is going to build on to next week. You know that kind of stuff, not just willy nilly picking something that doesn't matter. So, , how, how do you do with that? How are, how are you following through with your priorities? . So I think. I had like initially said marketing what is it selling? And maybe it was say that again. Was it your website or did you Maybe? Oh, email list yeah, still haven't done my email list because, partly because I haven't, I'm having, I'm having a hard time like figuring out how to do it and again, haven't really had the time to sit down and just like hash it out. So that's still there. And then with the marketing, I mean I am using temping as an opportunity to network because I just if I'm going to a new office I take a packet of stuff and to every single office and then, kid you not like 99% of offices are like do you need a job? , and I'm like sure Don't. cause I another one, and this is what I do, and some of them are like, oh, crickets. And then some of them are like, oh, that's cool, like, so you do that all virtually. And I'm like, yeah, and they're like, oh, who all do you help? And I'm like, well, let me give you my envelope and it'll explain everything that I do, so that I guess I'm like I'm not going and doing lunch and learns and stuff right now, but I'm the, I'm kind of half-assing it, I guess, in an easy way. And then, yeah, website, no. And then the selling I mean, I'm, I feel like I'm getting clients, so I'm doing a decent job at that. At least I did, though I just uh, earlier I revisited the your phrase, I, I can help you, and I was like, oh, forgot about that, I need to be, I need to be using that again, cause I just kind of felt fell off. But yes, so good, and there's and there's always growth in this. You know, like more , like more consistency you know, that I again have the same thing and I pay people very dearly to tell me what to do and then I don't do it. , but it's, and part of the downfall of that is because I kept saying, well, I built a multiple six figure company without your or your help and that kind of stuff. So it really . Also, it comes back sometimes to the boss. Yeah. , so yeah, priorities, targets, like they're the bane of my existence. I think for me. I always just like I'm a type A plus personality, so I want to get something done and marketing is not a done. Yeah. Yeah, that's true, it's nonstop. It's nonstop, you know. I mean we're doing media and content creation and stuff for other. You know business solution type stuff for other, for other companies, and it's just like more, more, more, more, more. You know, it's like, okay, I check off the thing for today, but there's more, there's more, there's looking down the road, there's one. I'm going to be closed. I still have to have material. , that email list is very important. You'll hear me like, in some of the stuff we're going to ramp up, more is going to really be more email, because you don't own Instagram, you don't own those contacts, you know, and they're not a contact unless you can contact them, and so that's, that's that email. So, okay, We've already talked about where you get off track. I don't think we need to beat that Time. Time is the biggie, Okay. So this is the these. Before I get to these, let's. I added one more when you talked about it. Are you using my own money? And the reason that I ask is because you've got money coming in. You know, like I preach, you got to use it from the beginning. , I think it was Haley who recently was like oh, I finally did my own money Cause I was so scared, Like people. People are mad at math, Like they are mad at their own financial stuff, Like I don't choose to get your nails done every week and I don't choose to eat McDonald's every day. You know that kind of stuff, so . So tell me about that. What are you doing? Profit first? Are you doing my own money? Yes, a thousand percent. I could not, I could not, I could not stay organized without both. It feels so good. It feels so good. I mean, literally yesterday was my admin day, cause, you know, I only do one now. , everything sits, I don't think about it, I don't, you know nothing. , and then I just and it was funny because then I went to the nursery yesterday and got $200 worth of hanging baskets and Scott's like we're saving money, we're buying another house, and I said I just got a thousand dollar bonus today and he was like I said and I've had a $20,000 paycheck, and he's like you know so. So let's talk a little bit, because the fact that did you start from the beginning, from the or very early on, money that you've made. Did you do it? Oh, yeah, yeah. So you've got, you've got. You know all of that. Okay. So I think now I've paid the first two times, I I went ahead and paid quarterly taxes, even when I didn't have to, because I wanted the practice. , it was like $200, but I was like I'm doing it and I, but I just I just paid in like a thousand, which I was like but I had the money and surplus sitting there to pay them and I just was like, okay, bye, and it was never in my. You know, it was in my tax account. It was not in my money that I have access to for personal reasons, , and then in my profits uh account. I haven't decided what I want to do with that yet, but last time it paid for a girl's trip. So that is the fun, like. I swear, my business was already successful when I started, when Profit First. And it is one of the things that, like, that tab is open every single day. I just and I keep adding to it because I'm very savvy with the spreadsheet, so I keep adding to things, you know, because I have some digital products Now I can put those in there so I can see those numbers coming in. Products Now I can put those in there so I can see those numbers coming in, and . But there is just something about the peace of mind of the finance stuff. I mean, just like you know, since it's the end of June, it's the end of quarter two, and I took, I got a thousand dollar bonus. It's one of the smaller bonuses, that, , but it's a bonus. Am I? Am I cutting out again, Do you see? me. Yeah, I see you. Sorry if that's my internet. I think okay, you're moving. Yeah. So the other thing and this is kind of funny but one year maybe last year or the year before, you know cause I make my estimated payments and because I'm never a hundred percent sure, , because you've got your business write-offs and that kind of stuff, I will just do like 10,000, 15,000, whatever. Well, I had to laugh because one year I forgot that I had made like some big payment I think it was actually only 5,000. And then all of a sudden I get a check from the IRS that I had overpaid my taxes by $5,000. Like, yeah, yeah. So there is just something I don't love paying taxes just like the next person, especially when our tax dollars are abused for the most part, but just knowing that it's there going to my income account, because my money goes to my income account, which is kind of like the catch all and that's pay myself a paycheck out of there. You know, it's always nice to see that and my finance team takes and invest some and then I'm like, oh, there's money in there again yeah, because this you know, because I'm earning. So yeah, I added that at the bottom when you this you know cause I'm earning . so yeah, I added up that at the bottom when you were talking about money Cause I was like, is she doing it? , and Haley said it wasn't bad. You know, a lot of people just don't like to see those numbers. I'm a numbers person, Like show me what, like when I have to, and I've trimmed some of my expenses, so I don't think I'm at 17,000 anymore. Maybe I'm at 12,000 a month, , and and a lot of people are like there's no way. Yeah, I mean I'm 12,000, 10,000 over this month you know so far. So I just love the spreadsheet and the and I would. I am not a spreadsheet person, so I would have never had something like that myself, and I would be very overwhelmed with managing things. But it's nice, populates for you. You, you did make a copy, right. Yep. So that if you mess it up, cause you will at some point. Or , oh, here is just , what I did one year I accidentally before I had made a copy, uh, cause I just take that spreadsheet and then I copy and I make another sheet and then I go clear all the information out of it. So now I've got a 2024 magic dashboard or whatever. But I had one year where I cleared the numbers before I re, or I cleared part of them. So I don't a hundred percent know. You know, like what was there? So yeah, and I just love looking like oh, oh, you know, but business is a cycle, you know, it's an up and down, up and down, and if you're following that system, you know at some point you get. No, I mean they get bigger and bigger paychecks, but I mean I think I pay myself four or 5,000 a month, that all of the money goes to my income account, but I only get so much of it, you know, yeah, and it's just nice to be able to look in that account and go. I have a year before you know, and that's kind of what. I did this summer, with all this other stuff coming on in the family and with my daughter, I was like I got, I'm fine, you know, and then all of a sudden it's like exams and people and clients and people that I did exams on months ago and you're like it's crazy, I love it, yeah. So let's wrap up with a couple. So this one is what has your man experience working with me? You know I'm going to use this for marketing, right? Oh gosh. Promotion folks. No, it's not. I wish it were, but it is. Oh gosh, you're great and your program is so. I mean, I know you said that you're revamping some things, but I feel like I was super happy with the layout. I mean, obviously the knowledge is important, but then do the gold, because just the swipe files and like the spreadsheets and the things, I would not trip the Trello boards. I. That's what keeps me. When I have like five exams in one day, it would all of a sudden that happened to me and I was so overwhelmed with like, did I send that? Like back to back, I was like, did I send that person a quote? Did I send that person their report? Did I? I mean, I don't know what I would do if I didn't have. I would have everything written on sticky notes and be losing them all over the place. , so yes, like the support and cheerleadership. I say leadership and mentorship, but I like cheerleadership better. Yeah, no, you're a really good cheerleader, , through the process and, like I also, I also really connected. The reason that I chose you was because I felt like I connected with your personality and your story and so that has made this, I guess, easy for me, because you are very upfront in all your stuff. I think it would be obvious to people you are. You're not necessarily you're kind of a tough love person, Like you said. Like when people come to you and they're like this isn't working and I know that I need that, , I, but you're positive about it. You're not like, well, you know, you're not like demeaning or anything like that. It's all very like well, let's make a plan, let's do these three things between now and next time. Let's figure out how to move the needle forward rather than kind of staying where we're at and I think most hygienic, like if most of the people that are doing your program are hygienists where we are all type a and we need just more. We need structure and I feel like you've give that in a really quality way and just the value oh, you're frozen, hold on Shoot. The value of again the value of just all the extras that you get, like just give again lives, all the swipe files, like the reports, all of those things. I can't even imagine how much time that took you and the amount of time that saved me. And I don't have the time. I wouldn't. I would not have the clients that I have if I were still having to write all of that stuff up Like there's just no way. I love that and you gave me goosebumps because and that was one of the things you know, even in my business, coaching and you know, at some point you'll have business coaches, you know where, where it's like charge more, bring so much value to the table. , and the same thing. What's interesting and what I have been telling a lot of people who I'm meeting, who are interested in the program, cause they're like, because we are, I am changing it and raising the price and that kind of stuff and adding more stuff to it you know, like website in a weekend like, hey, here's how you you know some of this stuff. So, and and we're of course we'll put that in the other end and your current program more. So I want to just I wanted it aesthetically to just be so easy to be like oh my gosh, here's all the lessons, that kind of stuff. But value and the thing that is really interesting, when I talk to clients or students and they're like man, that's a lot of money. I just don't know if I'm worth a 10 or $12,000 investment. But you're going to be talking to clients and telling them my fee is $5,000 for a year. You better get over their objections, you know, and not about money, that kind of stuff. So I love and I receive those kind words of like all this stuff in there, because I mean, I just constantly make a note of like, oh, somebody had trouble with this, okay, I got to make this resource and I got to make this. But also it's hard because, like sometimes you got to do something for yourself too. Yeah, totally Okay, what do I do? How do I make this easier? , but that value you know we. You may have already told your clients if you do not value this, you're not going to do the work. And that's what I tell students. Like, if you don't do the work, you don't get results. You don't sell me a program, you don't sell your. You know, you don't help me get another hygienist in the program. Like, your success is my or other people seeing your set of success is my biggest sale. So, and uh, and somebody emailed me recently, a friend of yours, somebody was oh, yeah, yeah, and I just saw her message. So, , but thank you for that. , she's not looking at this hygiene Academy, but, , but still, that's why I, I, I want to over deliver for you guys, so that you were like hey, this is the only course. , also, I want my course to stand out a little bit more than just the Mayo stuff, like that business stuff. And for those hygienists who don't, I mean, let's, let's just face it, hygienists don't know how to run a business, most of them. So, okay, last question why would you I think you kind of touched on this. But why would you recommend the program to others? Now you said gold, that you know that's a no. Why would you recommend? it. Oh gosh, I just, I mean, especially, especially if you are wanting to build your own, your own empire, as you say, and you know, not building someone else's dreams, but building your own. , the sheer, just like well-roundedness of how the program is designed and how much you get out of it. Again, even if it's like spreadsheets and swipe files, , and just the support from you, and even I mean I still text with . H've texted with probably three or four people in my cohort every now and then, like we're asking each other questions still. So, just like bouncing off of people that are sort of in your same I don't know somewhat your same timeline is really helpful, yeah, and I don't, you know, maybe other programs have that, I don't know, but I just felt like we were all very comfortable in our little group. , and how just, I guess, how you kind of encourage everybody to support each other. Yeah, yeah, and that is one thing I want to make sure that you know, like you don't have one-on-one time with me anymore, but that that coaching is still there. So like when you have questions, that kind of stuff, absolutely, because again it all comes back to you've got to take the information, you've got to apply the knowledge, and that's why I want the digital lounge, because you guys can have convert. I only know my way. You know like that's the thing is. I tell people like I have nearly a $2 million business. I only know one way. You know where it's worked. Yeah, or people are using their programs or other. You know like I can only I only have an interest in learning the things that I'm going to use, so yeah, like I recently talked to someone else who has been doing my own longer than me, but it's just starting. She's been doing it in an office and just starting to like explore, doing things on her own and she used like a different you know cause with you teach acuity and 17 hats which I've been really happy with. I have no reason to do anything else, but she uses one of the ones that does all that and the like video platform is in in there and all of that which, like for a second I was like oh should. I be doing that. And then I was like no, like this is working for me. I'm happy with this. I don't feel any need to go and rock my boat, you know, , but like that works for her, and that's what she started with, so that's what she's comfortable with. So yeah, yeah. There's always other options. There is always other options. I'm really married to hats. , I did discontinue acuity moved it right into 17 hats, because where I was fat I was trimming like and that was the thing. As abundance comes, you find, like I have, I have gone full circle of just buying this stupidest stuff. I have bought hundreds and hundreds of dollars in stuff and software and technology and stuff that I'm not even using, and so when I decided, when Acuity raised their prices and I knew 17 hats now it's not as perfect as Acuity, there have been just a couple learning curves, but once everybody's in. How often do I have, you know, I only have to deal with it once and then they know. And it's all a time zone because it displays as one o'clock. It doesn't say one o'clock mountain time, it's just automatically telling them that it is mountain time. So once I discovered that, after several customer interviews, you know like you know, then I'm able to have a note there like hey, I know you got to choose your time zone when making your appointment. So if they chose 3 PM, Eastern standard time, they get a reminder or their display tells them 1 PM. So I just typed in there, like you got to see what was available, your time, it's going to show you my time below. So now we've got that over with. And also I'm trying to train people. I don't know about you, but in hygiene, like people expect reminders when I make an appointment, put it on the damn calendar. Yeah. If I make an appointment with Carmen at three o'clock, it goes on my calendar. I don't necessarily need a reminder. Yeah. Everybody. I tell all of my doctors, dentists, like, don't remind me, I'm here, I make an appointment. I put it on my calendar. So that's been the. So if you ever get to a point where you're wanting to cost, cut , as I, I just I want to use 17 hats to the max and that has been really my own complaint. Well, there you have it. A little bit about Kelsey's journey. I just absolutely love her energy and her spunk. Now, remember, she has been in business now for a few years and I am sure that she is just knocking it out of the park because that's the kind of beautiful human that she is. One more thing before I let you go is I wanted to just clear up a couple things. In the interview, kelsey talks about going gold or the gold level program, and I wanted to comment on that so there's no confusion. So back in the day when we were recording the Ditch Hygiene Academy, there were three levels. There was the bronze, silver and gold, and basically it was just how long you had access to the program and what you had access to. And now the gold is the only thing that I offer. What I found is everybody always enrolled in the gold. I had one student who enrolled in bronze and then she eventually said, hey, I want to get in on the gold. And so I just simplified it and made sure that everybody who enrolls in the Ditch Hygiene Academy gets every tool, every resource, every additional training, every bit of coaching, help, life coaching, all of that stuff. So if you go searching, you are not going to find anything about going gold. So I hope that clears it up. That is it, my friend, thank you, thank you. Thank you so much for being here with me and hanging out. I so appreciate you. I will be back soon with another episode and some more myofunctional therapy business goodness.