1 00:00:03,400 --> 00:00:03,760 Speaker 1: Ruby. 2 00:00:05,640 --> 00:00:08,639 Speaker 2: The views, information, and opinions expressed during this podcast are 3 00:00:08,680 --> 00:00:11,120 Speaker 2: solely those of the individuals involved and do not represent 4 00:00:11,200 --> 00:00:13,320 Speaker 2: those of Into It QuickBooks or any of its cornerstone 5 00:00:13,360 --> 00:00:16,640 Speaker 2: brands or employees. This podcast does not constitute financial, legal, 6 00:00:16,720 --> 00:00:19,479 Speaker 2: or other professional advice or services. No assurance is given 7 00:00:19,480 --> 00:00:22,480 Speaker 2: that the information is comprehensive, accurate, or free of errors, 8 00:00:22,480 --> 00:00:25,560 Speaker 2: and the information presented is for information purposes only. Into 9 00:00:25,600 --> 00:00:28,200 Speaker 2: It QuickBooks does not have any responsibility for updating or 10 00:00:28,200 --> 00:00:31,920 Speaker 2: revising any information presented. Listeners should verify statements before relying 11 00:00:31,960 --> 00:00:38,280 Speaker 2: on them. 12 00:00:38,360 --> 00:00:41,280 Speaker 3: Hey everyone, and welcome to another episode of Mind the 13 00:00:41,320 --> 00:00:44,839 Speaker 3: Business Small Business Success Stories, a podcast brought to you 14 00:00:44,880 --> 00:00:48,640 Speaker 3: by Into It QuickBooks and Ruby's Studio from iHeartMedia. I'm 15 00:00:48,640 --> 00:00:51,879 Speaker 3: Austin Hankwitz, host of the Rich Habits podcast and co 16 00:00:51,960 --> 00:00:55,520 Speaker 3: founder of Wits Ventures. I also make TikTok videos about 17 00:00:55,520 --> 00:00:57,000 Speaker 3: personal finance and investing. 18 00:00:57,440 --> 00:01:00,920 Speaker 2: Janise torres here, author of financially Lit, The Modern Latina's 19 00:01:00,960 --> 00:01:03,240 Speaker 2: Guide to level up your de netto and become financially 20 00:01:03,240 --> 00:01:06,840 Speaker 2: Poleosa and you may also recognize me from the other 21 00:01:06,880 --> 00:01:11,160 Speaker 2: award winning podcast I host called jokierro din Netto. Happy 22 00:01:11,200 --> 00:01:14,440 Speaker 2: to be here, on another fantastic day to talk business. 23 00:01:14,640 --> 00:01:19,080 Speaker 3: Another fantastic day it is. It is a fantastic time 24 00:01:19,240 --> 00:01:22,200 Speaker 3: to talk about scaling your business. And you know, I 25 00:01:22,280 --> 00:01:24,760 Speaker 3: love talking about growth. You can think about a business 26 00:01:24,800 --> 00:01:27,040 Speaker 3: like a plant, right. Some are big, some are small, 27 00:01:27,040 --> 00:01:30,960 Speaker 3: but they all need time and care to grow properly. 28 00:01:31,319 --> 00:01:34,120 Speaker 2: And that is a perfect analogy. So whether you have 29 00:01:34,200 --> 00:01:37,880 Speaker 2: a delicate flower or a robust cactus, you're going to 30 00:01:37,920 --> 00:01:39,840 Speaker 2: want to take care of it and keep it alive 31 00:01:40,000 --> 00:01:43,959 Speaker 2: and thriving. And there's a bunch of strategies that people use. Personally, 32 00:01:44,040 --> 00:01:48,240 Speaker 2: I'm a big fan of streamlining aka simplifying as much 33 00:01:48,240 --> 00:01:51,240 Speaker 2: as you can where you can, and that includes automating 34 00:01:51,320 --> 00:01:55,760 Speaker 2: tasks as well. I have streamlined my financial operations by 35 00:01:55,840 --> 00:01:59,160 Speaker 2: using quick books so that I'm auto categorizing stuff and 36 00:01:59,160 --> 00:02:01,520 Speaker 2: I don't have to go in there manually. And I've 37 00:02:01,560 --> 00:02:05,120 Speaker 2: also taken the opportunity to use AI to automate and 38 00:02:05,480 --> 00:02:08,360 Speaker 2: reduce overhead and enhance my productivity as a business owner. 39 00:02:08,400 --> 00:02:10,320 Speaker 3: How about you, I'm right there with you, Jeni's I 40 00:02:10,360 --> 00:02:14,280 Speaker 3: am both automating and streamlining my own business and those 41 00:02:14,320 --> 00:02:16,960 Speaker 3: are just great points all around. Because QuickBooks is an 42 00:02:17,000 --> 00:02:19,520 Speaker 3: excellent tool for all of that. With your data all 43 00:02:19,560 --> 00:02:23,480 Speaker 3: in one place and confidence that it is actually accurate data, 44 00:02:23,720 --> 00:02:26,080 Speaker 3: you can make smarter decisions about the future of your 45 00:02:26,120 --> 00:02:29,720 Speaker 3: business as you scale. Another important aspect of being able 46 00:02:29,720 --> 00:02:32,280 Speaker 3: to scale your business is making sure that cash flow 47 00:02:32,680 --> 00:02:35,880 Speaker 3: is well managed. Keep track of what you have coming 48 00:02:35,960 --> 00:02:37,960 Speaker 3: in to make sure that your growth doesn't outpace what 49 00:02:38,000 --> 00:02:39,799 Speaker 3: you spend. But you also want to make sure that 50 00:02:39,840 --> 00:02:42,639 Speaker 3: you're not staying stagnant either, So be sure to check 51 00:02:42,639 --> 00:02:44,960 Speaker 3: out QuickBooks to get all of your money in money 52 00:02:45,040 --> 00:02:47,919 Speaker 3: out data in one place, and use AI powered insights 53 00:02:47,960 --> 00:02:52,080 Speaker 3: on your customizable financial reports to help enhance profitability. 54 00:02:52,280 --> 00:02:52,760 Speaker 1: Now, when it. 55 00:02:52,680 --> 00:02:54,600 Speaker 3: Comes to cash flow management genis I'll tell you what. 56 00:02:54,639 --> 00:02:56,560 Speaker 3: When I was scaling my business, that was one of 57 00:02:56,639 --> 00:02:59,160 Speaker 3: the hardest things because on one side, you're like, Okay, 58 00:02:59,160 --> 00:03:01,720 Speaker 3: I need to hire more pe, I need to invest 59 00:03:01,720 --> 00:03:04,079 Speaker 3: in this new software, I need to go buy this 60 00:03:04,160 --> 00:03:06,400 Speaker 3: new equipment. But okay, wait, when am I going to 61 00:03:06,400 --> 00:03:08,160 Speaker 3: get paid from this client? And I have to you 62 00:03:08,200 --> 00:03:10,800 Speaker 3: know what's that phrase borrow from Peter to pay Paul. 63 00:03:11,000 --> 00:03:12,800 Speaker 3: You don't want to do that when it comes to business. 64 00:03:12,840 --> 00:03:16,320 Speaker 3: So cash flow management is absolutely paramount, and I'm really 65 00:03:16,320 --> 00:03:18,760 Speaker 3: excited to learn more from today's guest, Christy Lee, as 66 00:03:18,760 --> 00:03:19,760 Speaker 3: it relates to cash flow. 67 00:03:19,919 --> 00:03:22,600 Speaker 2: Before we hop into this awesome conversation with Christy, let's 68 00:03:22,600 --> 00:03:24,600 Speaker 2: talk a little bit more about how we've scaled our 69 00:03:24,639 --> 00:03:28,240 Speaker 2: own businesses. So an important thing for me as I 70 00:03:28,360 --> 00:03:32,160 Speaker 2: was transitioning into motherhood this year was putting processes in 71 00:03:32,200 --> 00:03:35,440 Speaker 2: place so that my business could actually earn income without 72 00:03:35,440 --> 00:03:38,480 Speaker 2: my active participation. So I've put some of my offers 73 00:03:38,480 --> 00:03:41,240 Speaker 2: on evergreen status, which basically means that people can buy 74 00:03:41,240 --> 00:03:44,040 Speaker 2: them whenever, wherever, and I don't necessarily have to do 75 00:03:44,080 --> 00:03:46,320 Speaker 2: a hard launch. And that's been really key for me 76 00:03:46,360 --> 00:03:48,640 Speaker 2: to be able to continue to bring in business and 77 00:03:48,760 --> 00:03:51,800 Speaker 2: bring in money without me having to actively teach or 78 00:03:51,880 --> 00:03:54,400 Speaker 2: coach or do anything else inside of the business. So 79 00:03:54,480 --> 00:03:56,640 Speaker 2: I think that's a really important part of scaling, is 80 00:03:56,720 --> 00:03:58,600 Speaker 2: just making sure that not all of the money that 81 00:03:58,640 --> 00:04:02,000 Speaker 2: you're earning has to require you actively participating. 82 00:04:02,080 --> 00:04:04,360 Speaker 3: I love that example, and I'm right there with you 83 00:04:04,400 --> 00:04:07,560 Speaker 3: when it comes to scaling my business specifically, that meant 84 00:04:08,080 --> 00:04:11,200 Speaker 3: different offerings, right, So in the beginning, it was one 85 00:04:11,280 --> 00:04:13,720 Speaker 3: or two ways that my business would generate revenue. Now 86 00:04:13,720 --> 00:04:16,359 Speaker 3: we're up to four or five, and so over the 87 00:04:16,440 --> 00:04:19,160 Speaker 3: last several years now I've been able to say, okay, 88 00:04:19,520 --> 00:04:21,800 Speaker 3: this works now, but how do we begin to diversify 89 00:04:21,960 --> 00:04:24,760 Speaker 3: revenue away from this? You know, if it's the marketing 90 00:04:24,800 --> 00:04:28,440 Speaker 3: budgets of these corporations or whatever it is, diversifying your 91 00:04:28,640 --> 00:04:31,719 Speaker 3: offerings is huge. And then not just that, but also 92 00:04:31,920 --> 00:04:36,120 Speaker 3: understanding how important it is to retain customers and clients. Right, 93 00:04:36,120 --> 00:04:40,360 Speaker 3: we all know customer acquisition takes a long time, sales cycles, 94 00:04:40,520 --> 00:04:43,680 Speaker 3: relationship building, taking people out to lunch, having these meetings, 95 00:04:43,960 --> 00:04:46,640 Speaker 3: you know, talking about packages and services and things like that. 96 00:04:47,000 --> 00:04:50,560 Speaker 3: But once you have a client, retaining them should be easy. 97 00:04:50,760 --> 00:04:53,039 Speaker 3: You're just good at what you do and they keep 98 00:04:53,040 --> 00:04:54,000 Speaker 3: on coming back for more. 99 00:04:54,360 --> 00:04:57,360 Speaker 2: Absolutely, this episode is going to be jam packed with 100 00:04:57,560 --> 00:05:00,680 Speaker 2: growth strategies for your business. So I'm excited for yall 101 00:05:00,680 --> 00:05:01,120 Speaker 2: to tune in. 102 00:05:01,400 --> 00:05:04,360 Speaker 3: Let's do it, Genise. So today's guest comes with a 103 00:05:04,520 --> 00:05:07,760 Speaker 3: lot of passion for her work. Christy Lee was in 104 00:05:07,839 --> 00:05:11,159 Speaker 3: college when a spontaneous desire to take a graphic design 105 00:05:11,240 --> 00:05:14,400 Speaker 3: class planted a seed that would eventually blossom into a 106 00:05:14,440 --> 00:05:18,240 Speaker 3: full blown creative business venture. As Christy leaned into her 107 00:05:18,240 --> 00:05:21,599 Speaker 3: creative side, she fell in love with the diy aspect 108 00:05:21,640 --> 00:05:24,880 Speaker 3: of it and further taught herself using YouTube tutorials in 109 00:05:24,960 --> 00:05:25,920 Speaker 3: Google articles. 110 00:05:26,320 --> 00:05:29,360 Speaker 2: What started as a random interest turned into a career 111 00:05:29,600 --> 00:05:32,279 Speaker 2: as she landed a role as the chief marketing officer 112 00:05:32,400 --> 00:05:36,320 Speaker 2: for prominent e commerce jewelry company. She wore a bunch 113 00:05:36,400 --> 00:05:40,200 Speaker 2: of different hats and created standout campaigns and two successful 114 00:05:40,200 --> 00:05:43,440 Speaker 2: ambassador programs. After making a name for herself in the 115 00:05:43,440 --> 00:05:46,359 Speaker 2: corporate world, she decided to leave it all behind and 116 00:05:46,480 --> 00:05:49,480 Speaker 2: follow her dream of starting her own business, and shortly 117 00:05:49,520 --> 00:05:51,960 Speaker 2: after that, Seventh House Marketing was born. 118 00:05:52,400 --> 00:05:55,720 Speaker 3: Christie's story is unique because she has excelled at scaling 119 00:05:55,800 --> 00:05:58,040 Speaker 3: a historically unscalable business. 120 00:05:58,160 --> 00:05:59,120 Speaker 1: Right, that's right. 121 00:05:59,360 --> 00:06:02,440 Speaker 2: She took an established industry and turned it right on 122 00:06:02,520 --> 00:06:05,920 Speaker 2: its head. She's navigating scaling up and down, and her 123 00:06:05,960 --> 00:06:12,640 Speaker 2: story is absolutely incredible. Let's give a big welcome to 124 00:06:12,720 --> 00:06:13,320 Speaker 2: Christy Lee. 125 00:06:13,520 --> 00:06:16,200 Speaker 3: Christy, thank you so much for joining us on this episode. 126 00:06:16,240 --> 00:06:17,320 Speaker 1: I'm excited to be here. 127 00:06:17,560 --> 00:06:20,480 Speaker 3: Now, before we jump into the nitty gritty, walk everyone 128 00:06:20,520 --> 00:06:22,920 Speaker 3: through what Seventh House Marketing is. 129 00:06:23,600 --> 00:06:26,960 Speaker 4: Yeah, So, Seventh House Marketing is a creative agency. We're 130 00:06:27,000 --> 00:06:31,159 Speaker 4: based in Chicago and we specialize in content creation, social 131 00:06:31,240 --> 00:06:35,560 Speaker 4: media strategy and consulting. We also have our Seventh House Academy, 132 00:06:35,600 --> 00:06:40,200 Speaker 4: which is our educational resources on all things marketing, social media, 133 00:06:40,200 --> 00:06:43,400 Speaker 4: and entrepreneurship. Pretty much telling everyone how we got to 134 00:06:43,400 --> 00:06:46,000 Speaker 4: where we were and giving them resources to do the same. 135 00:06:46,120 --> 00:06:48,320 Speaker 3: Wow, we are going to have a great conversation, is 136 00:06:48,320 --> 00:06:50,200 Speaker 3: what it sounds like. So let's dig in. 137 00:06:50,480 --> 00:06:54,600 Speaker 2: Give us some insight into the origin story of Seventh 138 00:06:54,640 --> 00:06:56,680 Speaker 2: House Marketing. Well, where does the name come from. 139 00:06:56,960 --> 00:07:00,200 Speaker 4: The seventh House in astrology is the house of relationship, 140 00:07:00,680 --> 00:07:04,360 Speaker 4: and that can be you know, romantic relationships, friendships, and 141 00:07:04,440 --> 00:07:08,520 Speaker 4: also business relationships. And something going into this business that 142 00:07:08,600 --> 00:07:11,760 Speaker 4: I really wanted to prioritize and make a parent to 143 00:07:11,880 --> 00:07:14,880 Speaker 4: others is that I really value the relationship that I 144 00:07:14,920 --> 00:07:17,680 Speaker 4: have with my clients. Obviously, we're all in this to 145 00:07:17,840 --> 00:07:21,640 Speaker 4: have a monetarily successful business, but even more important to 146 00:07:21,680 --> 00:07:24,239 Speaker 4: me is being able to do what I'm passionate about 147 00:07:24,280 --> 00:07:27,400 Speaker 4: and really making a difference in my client's businesses. So 148 00:07:27,560 --> 00:07:32,080 Speaker 4: relationships are paramount to me. And then in the Seventh House, 149 00:07:32,240 --> 00:07:35,720 Speaker 4: each house is assigned in astrology sign, So if you 150 00:07:35,800 --> 00:07:39,560 Speaker 4: know your monthly birth sign, I'm a Libra and the 151 00:07:39,640 --> 00:07:42,960 Speaker 4: seventh House is assigned to Libra, So I thought that 152 00:07:43,040 --> 00:07:45,880 Speaker 4: was a good little coincidence there. And I also was 153 00:07:45,920 --> 00:07:47,680 Speaker 4: born on the seventh of the month and it's my 154 00:07:47,760 --> 00:07:50,840 Speaker 4: lucky number. So lots of small coincidences. I guess you 155 00:07:50,880 --> 00:07:53,920 Speaker 4: can't say there's a super deep meaning. But I am 156 00:07:54,480 --> 00:07:57,480 Speaker 4: a very big believer in fate and signs and things 157 00:07:57,520 --> 00:07:58,560 Speaker 4: like that, so I thought it. 158 00:07:58,480 --> 00:07:58,840 Speaker 1: Was a fit. 159 00:07:59,480 --> 00:08:02,800 Speaker 2: I mean, it sounds like you manifested a super successful business. 160 00:08:02,840 --> 00:08:05,880 Speaker 2: So we'll take all the astrology tips you got. 161 00:08:05,720 --> 00:08:10,440 Speaker 4: To send me your birthday time place, and I'll do 162 00:08:10,560 --> 00:08:11,520 Speaker 4: all your astrology. 163 00:08:11,720 --> 00:08:14,760 Speaker 2: You got it. I love it for it, all right. 164 00:08:14,800 --> 00:08:18,040 Speaker 2: So we all have that first moment as founders where 165 00:08:18,080 --> 00:08:21,040 Speaker 2: we're like, uh, I think this is working. For me. 166 00:08:21,720 --> 00:08:24,960 Speaker 2: That was actually launching my first course and making twenty 167 00:08:25,000 --> 00:08:27,840 Speaker 2: five thousand dollars in five days. I was like, oh, 168 00:08:28,000 --> 00:08:30,840 Speaker 2: I think this is working. So what was that first 169 00:08:30,840 --> 00:08:31,640 Speaker 2: big win for you? 170 00:08:32,000 --> 00:08:35,400 Speaker 4: I think my biggest win this year has been bringing 171 00:08:35,400 --> 00:08:38,160 Speaker 4: on a full time employee. I think there has been 172 00:08:38,160 --> 00:08:40,440 Speaker 4: so much growth that has happened prior to that, but 173 00:08:40,920 --> 00:08:43,680 Speaker 4: it's hard to see when it's just you doing the work. 174 00:08:43,840 --> 00:08:45,600 Speaker 4: But when I was able to bring on my full 175 00:08:45,600 --> 00:08:48,160 Speaker 4: time girl who has been with me for almost a 176 00:08:48,240 --> 00:08:48,640 Speaker 4: year now. 177 00:08:48,760 --> 00:08:49,600 Speaker 1: Shout out Olivia. 178 00:08:49,920 --> 00:08:53,760 Speaker 4: She really allowed me to change the lens in how 179 00:08:53,760 --> 00:08:56,240 Speaker 4: I look at the business and think, Okay, this is 180 00:08:56,520 --> 00:08:59,600 Speaker 4: becoming something that's more than me and something that I 181 00:08:59,600 --> 00:09:01,160 Speaker 4: can grow and to be something massive. 182 00:09:01,800 --> 00:09:04,880 Speaker 3: So something that I find really inspirational about your story 183 00:09:05,040 --> 00:09:08,640 Speaker 3: is that you were absolutely excelling in your corporate job, 184 00:09:08,880 --> 00:09:11,679 Speaker 3: which might actually make people feel complacent and want to 185 00:09:11,720 --> 00:09:14,280 Speaker 3: stay put, but at you, you still went out and 186 00:09:14,360 --> 00:09:16,880 Speaker 3: carved out your dreams. So tell us a little bit 187 00:09:16,920 --> 00:09:19,679 Speaker 3: about how you made that decision going from wait, I'm 188 00:09:19,720 --> 00:09:22,000 Speaker 3: doing pretty good in my career two, No, I'm going 189 00:09:22,040 --> 00:09:24,400 Speaker 3: to go follow my dreams with Seventh House Marketing. 190 00:09:24,600 --> 00:09:27,760 Speaker 4: So I've always been in kind of the entrepreneurial mindset, 191 00:09:27,920 --> 00:09:31,280 Speaker 4: but I also loved being creative in the marketing. 192 00:09:30,960 --> 00:09:31,440 Speaker 1: Side of it. 193 00:09:31,559 --> 00:09:35,040 Speaker 4: So I guess post grad, I went the corporate route 194 00:09:35,080 --> 00:09:39,880 Speaker 4: and I got a job freelance graphic designing and contract work. 195 00:09:40,360 --> 00:09:43,000 Speaker 4: From there, I was brought on corporate in my position, 196 00:09:43,160 --> 00:09:46,640 Speaker 4: and I had an interesting story because I started out 197 00:09:46,679 --> 00:09:50,280 Speaker 4: as a contract per project graphic designer and I left 198 00:09:50,320 --> 00:09:53,920 Speaker 4: the company as chief marketing officer. So I had a 199 00:09:53,920 --> 00:09:56,920 Speaker 4: lot of growth within that three years. Learned a ton, 200 00:09:57,240 --> 00:10:00,040 Speaker 4: but I also always knew that I wanted to do 201 00:10:00,240 --> 00:10:03,240 Speaker 4: my own thing in marketing. I wasn't sure exactly what 202 00:10:03,280 --> 00:10:06,400 Speaker 4: that would look like, but I kind of had a 203 00:10:06,480 --> 00:10:09,160 Speaker 4: dream to do something creative and start some sort of 204 00:10:09,200 --> 00:10:11,679 Speaker 4: creative agency. And I actually thought I would start it 205 00:10:11,760 --> 00:10:14,680 Speaker 4: right out of college, but didn't end up being my path. 206 00:10:14,800 --> 00:10:18,439 Speaker 4: Wanted to explore other things before that. And then yeah, 207 00:10:18,480 --> 00:10:21,439 Speaker 4: once I was kind of ready to make the leap, 208 00:10:21,559 --> 00:10:25,280 Speaker 4: I made a jump and then I started something Tel's marketing. 209 00:10:25,679 --> 00:10:26,479 Speaker 1: That's fantastic. 210 00:10:26,720 --> 00:10:28,640 Speaker 2: I actually came out of the corporate world too, so 211 00:10:29,000 --> 00:10:32,160 Speaker 2: props to you for getting out and building your own business. 212 00:10:32,280 --> 00:10:35,720 Speaker 2: First off, I'm curious for you how much planning went 213 00:10:35,800 --> 00:10:39,160 Speaker 2: into you making the transition from your corporate role into 214 00:10:39,200 --> 00:10:40,880 Speaker 2: now launching Seventh Thouse Marketing. 215 00:10:41,080 --> 00:10:44,199 Speaker 4: Yeah, so initially I thought that I wanted to plan 216 00:10:44,320 --> 00:10:46,360 Speaker 4: for six to twelve months while I was at my 217 00:10:46,400 --> 00:10:48,920 Speaker 4: corporate job and kind of prep But like I said, 218 00:10:49,000 --> 00:10:51,160 Speaker 4: an opportunity came and it felt like the right time, 219 00:10:51,240 --> 00:10:53,520 Speaker 4: so I made the leap. I took about a month 220 00:10:53,600 --> 00:10:57,560 Speaker 4: or two to really just prep the bare bones foundation 221 00:10:57,760 --> 00:11:00,520 Speaker 4: of what I needed in order to launch, just get 222 00:11:00,559 --> 00:11:03,680 Speaker 4: it live. I feel like that's also something that a 223 00:11:03,720 --> 00:11:05,360 Speaker 4: lot of people think that you need to do, is 224 00:11:05,520 --> 00:11:09,480 Speaker 4: make it perfect for launch. But for me, I knew 225 00:11:09,520 --> 00:11:12,000 Speaker 4: I just needed to get it live and then it 226 00:11:12,000 --> 00:11:15,280 Speaker 4: would adapt and I would have a billion iterations from there, 227 00:11:15,320 --> 00:11:18,160 Speaker 4: but it really just needed to exist in order to 228 00:11:18,360 --> 00:11:21,360 Speaker 4: be good. So I would say I took that month 229 00:11:21,440 --> 00:11:25,520 Speaker 4: or two to do the branding, build out, strategy, content, 230 00:11:26,280 --> 00:11:29,920 Speaker 4: build out my packages, and it has changed so much 231 00:11:30,080 --> 00:11:30,560 Speaker 4: since then. 232 00:11:31,080 --> 00:11:33,000 Speaker 2: One of the things too, that we have to wrap 233 00:11:33,040 --> 00:11:35,880 Speaker 2: our heads around once you're out here running your own 234 00:11:35,880 --> 00:11:38,440 Speaker 2: business is that huge learning curve that comes from just 235 00:11:38,480 --> 00:11:41,800 Speaker 2: having one job in the corporate world having all the jobs. Right, 236 00:11:41,880 --> 00:11:44,480 Speaker 2: so you went from creative designer to now wearing all 237 00:11:44,480 --> 00:11:47,360 Speaker 2: the hats. You're now bookkeeping, payroll, taxes, all that stuff. 238 00:11:47,559 --> 00:11:49,480 Speaker 2: Can you talk to me about how quick Books has 239 00:11:49,520 --> 00:11:50,800 Speaker 2: helped you with that transition. 240 00:11:51,320 --> 00:11:51,640 Speaker 1: Yeah. 241 00:11:51,720 --> 00:11:54,520 Speaker 4: So, I'm going to be completely honest. I'm not the 242 00:11:54,559 --> 00:11:58,640 Speaker 4: most like financially savvy numbers person. That's why I'm on 243 00:11:58,679 --> 00:12:01,640 Speaker 4: the creative side. Obviously, I leave that to the professionals. 244 00:12:02,320 --> 00:12:06,000 Speaker 4: I have an amazing accounting team of bookkeepers and tax 245 00:12:06,040 --> 00:12:09,680 Speaker 4: accountants that really helped me with all things related to 246 00:12:09,720 --> 00:12:11,040 Speaker 4: the financials of the business. 247 00:12:11,600 --> 00:12:15,280 Speaker 1: So they use QuickBooks to keep track of all our books. 248 00:12:15,280 --> 00:12:19,280 Speaker 4: But I will say that it QuickBooks has really allowed 249 00:12:19,280 --> 00:12:21,720 Speaker 4: me to see our numbers in our books in such 250 00:12:21,760 --> 00:12:26,600 Speaker 4: a digestible, organized, easy to understand way that even a 251 00:12:26,679 --> 00:12:29,640 Speaker 4: creative like me really is able to feel like I 252 00:12:29,720 --> 00:12:32,520 Speaker 4: have agency over where the financials are in our business 253 00:12:32,600 --> 00:12:33,920 Speaker 4: and what the strategy is there. 254 00:12:34,320 --> 00:12:35,959 Speaker 1: So definitely important. 255 00:12:36,000 --> 00:12:39,000 Speaker 4: And I'm also such a believer in strong systems, whether 256 00:12:39,040 --> 00:12:41,480 Speaker 4: that be on the financial side, on the marketing side. 257 00:12:41,720 --> 00:12:45,560 Speaker 4: Really just building strong foundational systems is really important and 258 00:12:45,640 --> 00:12:48,439 Speaker 4: QuickBooks has definitely allowed us to do that absolutely. 259 00:12:48,480 --> 00:12:50,640 Speaker 2: I hear from a lot of business owners. You know, 260 00:12:50,720 --> 00:12:53,720 Speaker 2: I'm not good at math, so the financial stuff stresses 261 00:12:53,760 --> 00:12:55,800 Speaker 2: me out. And it has nothing to do with Matthew All. 262 00:12:55,840 --> 00:12:59,360 Speaker 2: It's all about the systems. And QuickBooks has business tools, 263 00:12:59,440 --> 00:13:03,200 Speaker 2: third party migrations, AI agents. You can get all of 264 00:13:03,240 --> 00:13:06,040 Speaker 2: the information that you need all in one customized dashboard, 265 00:13:06,120 --> 00:13:08,240 Speaker 2: so it really takes the guesswork out of it. And 266 00:13:08,280 --> 00:13:10,960 Speaker 2: I think this is also a good reminder, based on 267 00:13:10,960 --> 00:13:13,000 Speaker 2: what you just shared with us, Christy, that you don't 268 00:13:13,040 --> 00:13:16,000 Speaker 2: need to necessarily do everything in the business right. There 269 00:13:16,040 --> 00:13:18,160 Speaker 2: are tools, there are people that you can bring on 270 00:13:18,720 --> 00:13:20,720 Speaker 2: so that you can stay in your creative zone of 271 00:13:20,760 --> 00:13:22,440 Speaker 2: genius and help the business grow. 272 00:13:22,559 --> 00:13:26,560 Speaker 3: Definitely, something you mentioned that I think every entrepreneur needs 273 00:13:26,559 --> 00:13:29,120 Speaker 3: to take to heart is it doesn't have to be perfect. 274 00:13:29,200 --> 00:13:30,600 Speaker 3: You just have to put it out there and then 275 00:13:30,679 --> 00:13:32,400 Speaker 3: once it's out there, you can iterate on it. You 276 00:13:32,440 --> 00:13:35,120 Speaker 3: can make it better, you can make it perfect. So 277 00:13:35,720 --> 00:13:39,160 Speaker 3: talk to me now about putting yourself out there via 278 00:13:39,200 --> 00:13:42,360 Speaker 3: seventh House marketing and then scaling that business over time. 279 00:13:42,400 --> 00:13:45,080 Speaker 3: How you navigated the different types of services. How did 280 00:13:45,080 --> 00:13:47,520 Speaker 3: you come up with different types of packages and different 281 00:13:47,520 --> 00:13:49,520 Speaker 3: ways that you're able to scale your business over time. 282 00:13:49,840 --> 00:13:52,480 Speaker 4: Yeah, I guess I'll start by saying, I am very 283 00:13:52,559 --> 00:13:55,000 Speaker 4: much someone who is open to learning all the time, 284 00:13:55,040 --> 00:13:56,839 Speaker 4: and I'm never going to be a person who acts 285 00:13:56,840 --> 00:14:00,320 Speaker 4: like I know everything, So, you know, learning going from 286 00:14:00,480 --> 00:14:02,960 Speaker 4: a corporate role to then being a business owner and 287 00:14:03,040 --> 00:14:05,760 Speaker 4: having to be responsible for all these different areas of 288 00:14:05,760 --> 00:14:06,320 Speaker 4: the business. 289 00:14:06,720 --> 00:14:08,040 Speaker 1: Google was my best friend. 290 00:14:08,120 --> 00:14:09,840 Speaker 4: A lot of the things that you just kind of 291 00:14:09,840 --> 00:14:12,800 Speaker 4: have to figure out along the way. I found a 292 00:14:12,800 --> 00:14:14,640 Speaker 4: way to just do it even if I had no 293 00:14:14,720 --> 00:14:18,439 Speaker 4: idea how to start. I also believe in adapting along 294 00:14:18,440 --> 00:14:22,560 Speaker 4: the way, consistently adapting to what your consumers want and 295 00:14:22,880 --> 00:14:26,880 Speaker 4: what works. So we actually started as a full service 296 00:14:27,120 --> 00:14:31,560 Speaker 4: influencer website, graphic design, social media, pretty much anything related 297 00:14:31,600 --> 00:14:34,840 Speaker 4: to digital marketing we offered. And then over time I 298 00:14:34,920 --> 00:14:39,000 Speaker 4: realized that our hero service was really content creation, social 299 00:14:39,080 --> 00:14:43,000 Speaker 4: media and consulting, and that's what most of our customers 300 00:14:43,040 --> 00:14:45,560 Speaker 4: were gravitating towards and what we turned out to be 301 00:14:45,600 --> 00:14:49,240 Speaker 4: really good at. So I actually pivoted to then focus 302 00:14:49,360 --> 00:14:52,240 Speaker 4: on the organic social side with the content and the 303 00:14:52,240 --> 00:14:55,720 Speaker 4: social media and the consulting there because that's what our 304 00:14:55,760 --> 00:14:59,600 Speaker 4: consumers really loved. And that also allowed me to scale 305 00:14:59,720 --> 00:15:02,680 Speaker 4: at a very quick rate because I was leaning into 306 00:15:02,720 --> 00:15:05,560 Speaker 4: the things that not only we were great at, but 307 00:15:06,520 --> 00:15:08,880 Speaker 4: our customers wanted as well. So that allowed us to 308 00:15:08,880 --> 00:15:12,560 Speaker 4: bring our packages from you know, small monthly retainers to 309 00:15:12,920 --> 00:15:16,840 Speaker 4: these larger packages that allow us to work with huge brands. 310 00:15:16,920 --> 00:15:17,760 Speaker 3: That's incredible. 311 00:15:18,040 --> 00:15:20,600 Speaker 2: What were some signs that you saw that made you 312 00:15:20,680 --> 00:15:23,680 Speaker 2: realize you needed to change your services in order to 313 00:15:23,760 --> 00:15:25,440 Speaker 2: grow your business, because I think this happens for a 314 00:15:25,480 --> 00:15:28,240 Speaker 2: lot of entrepreneurs. They hit like that income cap, they 315 00:15:28,480 --> 00:15:31,320 Speaker 2: reach a point where they can no longer serve any 316 00:15:31,360 --> 00:15:33,920 Speaker 2: more clients. You know, they've kind of maxed out their capacity, 317 00:15:33,920 --> 00:15:36,000 Speaker 2: and so the only option is to, you know, either 318 00:15:36,080 --> 00:15:38,840 Speaker 2: raise your prices, change your packages, and things like that. 319 00:15:38,880 --> 00:15:40,920 Speaker 2: So take us behind the scenes of like, where were 320 00:15:40,920 --> 00:15:43,760 Speaker 2: those first signs or symptoms that you realized, Okay, we 321 00:15:43,800 --> 00:15:45,400 Speaker 2: need to change the business model here. 322 00:15:45,440 --> 00:15:48,920 Speaker 4: Potentially we were fully at capacity for all of our services, 323 00:15:49,080 --> 00:15:51,800 Speaker 4: and I feel like there's two routes you can go. 324 00:15:52,000 --> 00:15:55,000 Speaker 4: You can hire more people or you can raise prices. 325 00:15:55,160 --> 00:15:57,880 Speaker 4: And I decided to do both. Started out on a 326 00:15:57,920 --> 00:16:01,880 Speaker 4: small scale, so shifting a few packages, not raising prices 327 00:16:02,400 --> 00:16:05,680 Speaker 4: you know, a ton, but also shifting a few of 328 00:16:05,720 --> 00:16:08,640 Speaker 4: the services as well, the individual offerings that were in 329 00:16:08,760 --> 00:16:12,960 Speaker 4: each service, packaging, and I also started by hiring interns. 330 00:16:13,040 --> 00:16:15,480 Speaker 4: I didn't dive right into full time, which is actually 331 00:16:15,560 --> 00:16:19,480 Speaker 4: something that I would recommend to start by hiring interns 332 00:16:19,520 --> 00:16:20,480 Speaker 4: and part time people. 333 00:16:21,000 --> 00:16:21,880 Speaker 1: If it fits for your. 334 00:16:21,800 --> 00:16:24,320 Speaker 4: Business, then don't just dive in right away if it's 335 00:16:24,320 --> 00:16:28,440 Speaker 4: not needed. So what I did was packaging, and then 336 00:16:28,480 --> 00:16:31,480 Speaker 4: I also started by hiring interns, which then led to 337 00:16:31,640 --> 00:16:34,800 Speaker 4: part time employees, and now I have full time employees 338 00:16:34,840 --> 00:16:35,480 Speaker 4: on my team too. 339 00:16:35,920 --> 00:16:39,600 Speaker 2: So when Seventh House started, you had smaller accounts, you 340 00:16:39,600 --> 00:16:42,160 Speaker 2: did a lot of the day to day social media management, 341 00:16:42,560 --> 00:16:44,920 Speaker 2: and now as your clients have grown, you've had to 342 00:16:44,920 --> 00:16:48,040 Speaker 2: pivot away from kind of the stuff that made you famous, right, 343 00:16:48,200 --> 00:16:51,000 Speaker 2: So how do you deal with that transition when you're 344 00:16:51,000 --> 00:16:53,200 Speaker 2: telling clients, oh, you know, we're not going to be 345 00:16:53,200 --> 00:16:57,720 Speaker 2: offering these services anymore, or prices are going up, but 346 00:16:57,800 --> 00:16:59,760 Speaker 2: you're able to help them like see that change in 347 00:16:59,760 --> 00:17:01,360 Speaker 2: st DA on right, Because I think that's a big 348 00:17:01,400 --> 00:17:03,800 Speaker 2: fear for a lot of people when they are thinking 349 00:17:03,840 --> 00:17:08,160 Speaker 2: about repackaging their offers. Increasing prices is potentially losing clients. 350 00:17:08,200 --> 00:17:11,640 Speaker 2: So how do you manage those relationships to help them 351 00:17:11,680 --> 00:17:15,440 Speaker 2: understand like you're actually getting more for your money versus 352 00:17:15,600 --> 00:17:16,400 Speaker 2: you got to pay more. 353 00:17:16,560 --> 00:17:20,040 Speaker 4: Definitely, Yeah, customer experience has always been top for me. 354 00:17:20,840 --> 00:17:23,879 Speaker 4: I feel like our agency is any unique position because 355 00:17:23,920 --> 00:17:27,480 Speaker 4: we're a boutique agency, but we also operate on a 356 00:17:27,520 --> 00:17:29,919 Speaker 4: high level and we the quality of work that we 357 00:17:29,960 --> 00:17:32,959 Speaker 4: put out is up there with some of the big agencies. 358 00:17:33,400 --> 00:17:37,359 Speaker 4: So I think customer service and really making sure our 359 00:17:37,359 --> 00:17:40,439 Speaker 4: clients are happy and giving one on one kind of 360 00:17:40,440 --> 00:17:43,639 Speaker 4: attention is really important to me. So when we were 361 00:17:43,640 --> 00:17:46,760 Speaker 4: making that transition, it was definitely a slower transition, you know, 362 00:17:46,960 --> 00:17:50,240 Speaker 4: step by step, not it didn't change overnight. But something 363 00:17:50,280 --> 00:17:53,360 Speaker 4: that I communicated to them is, you know, one full 364 00:17:53,400 --> 00:17:56,560 Speaker 4: transparency of what they're getting with these price changes and 365 00:17:56,600 --> 00:17:59,600 Speaker 4: these packaging changes, and also, like you said, saying that 366 00:17:59,600 --> 00:18:02,080 Speaker 4: it would be in their favor because for a lot 367 00:18:02,119 --> 00:18:04,720 Speaker 4: of my clients in the past, before we had switched 368 00:18:04,800 --> 00:18:09,360 Speaker 4: our packaging structure, they were monthly social media management clients, 369 00:18:09,359 --> 00:18:12,439 Speaker 4: which meant we managed all of their social media platforms 370 00:18:12,480 --> 00:18:15,280 Speaker 4: in addition to creating the content and doing the strategy. 371 00:18:16,080 --> 00:18:19,359 Speaker 4: Since we have shifted our packages, we now focus more 372 00:18:19,440 --> 00:18:22,439 Speaker 4: on the strategy side and the content creation side and 373 00:18:22,480 --> 00:18:25,080 Speaker 4: not so much of the management portion, which meant they 374 00:18:25,080 --> 00:18:29,200 Speaker 4: would be able to get more work for essentially less 375 00:18:29,240 --> 00:18:31,720 Speaker 4: money because they would then be able to bring someone 376 00:18:32,040 --> 00:18:34,520 Speaker 4: in house. They could hire an intern, they could you know, 377 00:18:34,720 --> 00:18:37,360 Speaker 4: use one of their employees to simply post the content, 378 00:18:37,440 --> 00:18:39,919 Speaker 4: but we would provide everything else, so all they have 379 00:18:40,000 --> 00:18:42,000 Speaker 4: to do is copy and paste it and have it 380 00:18:42,040 --> 00:18:44,640 Speaker 4: go live. So a lot of them actually responded really 381 00:18:44,640 --> 00:18:46,040 Speaker 4: well to that because they knew it would be in 382 00:18:46,119 --> 00:18:46,560 Speaker 4: their favor. 383 00:18:47,280 --> 00:18:49,720 Speaker 2: How scary was it to make these changes, you know, 384 00:18:49,760 --> 00:18:52,320 Speaker 2: because it's never easy to make a pivot in the business. 385 00:18:52,359 --> 00:18:54,600 Speaker 2: You never have one hundred percent guarantee that it's going 386 00:18:54,640 --> 00:18:57,480 Speaker 2: to be a good idea. Tell me about the mindset 387 00:18:57,480 --> 00:18:59,440 Speaker 2: stuff that you had to navigate when you were making 388 00:18:59,480 --> 00:19:02,400 Speaker 2: these chain and also how did you weigh out those 389 00:19:02,440 --> 00:19:03,320 Speaker 2: pros and cons? 390 00:19:03,600 --> 00:19:06,119 Speaker 4: Yeah, I mean it was definitely scary. I knew the 391 00:19:06,240 --> 00:19:10,639 Speaker 4: changes were necessary, but it is scary to kind of 392 00:19:10,680 --> 00:19:15,119 Speaker 4: put yourself at a certain dollar value and wonder, you know, 393 00:19:15,320 --> 00:19:17,480 Speaker 4: is am I worth this much? Are the Is my 394 00:19:17,640 --> 00:19:20,800 Speaker 4: work worth this much to people? But I did know 395 00:19:20,880 --> 00:19:23,040 Speaker 4: that it was necessary and I knew that we had 396 00:19:23,080 --> 00:19:26,560 Speaker 4: to do it, but it was scary to think, you know, 397 00:19:26,640 --> 00:19:27,720 Speaker 4: will people want to pay this? 398 00:19:27,840 --> 00:19:29,000 Speaker 1: Will people think it's worth it? 399 00:19:29,080 --> 00:19:30,960 Speaker 4: I always want to make sure that people are getting 400 00:19:30,960 --> 00:19:33,560 Speaker 4: their money's worth and they feel very satisfied and happy 401 00:19:33,560 --> 00:19:36,560 Speaker 4: with the work that we provide, So that was definitely 402 00:19:36,600 --> 00:19:39,119 Speaker 4: a concern of mine. I think definitely one of the 403 00:19:39,119 --> 00:19:41,960 Speaker 4: pros and cons that I weighed was do I want 404 00:19:42,160 --> 00:19:45,040 Speaker 4: X amount of dollars for this package this month, or 405 00:19:45,119 --> 00:19:47,119 Speaker 4: do I need to turn that down in order to 406 00:19:47,160 --> 00:19:49,679 Speaker 4: support our larger vision of where we want this business 407 00:19:49,680 --> 00:19:52,480 Speaker 4: to go long term. So you definitely have to say 408 00:19:52,520 --> 00:19:56,200 Speaker 4: no to opportunities if it doesn't support your overall your 409 00:19:56,240 --> 00:20:00,000 Speaker 4: long term vision. But it is necessary and definitely hurt 410 00:20:00,240 --> 00:20:01,960 Speaker 4: when you're saying no to a check. 411 00:20:02,280 --> 00:20:05,200 Speaker 3: Yeah, most definitely. I mean I remember talking about this 412 00:20:05,240 --> 00:20:07,520 Speaker 3: with a couple of my entrepreneurial friends, and it's just 413 00:20:07,600 --> 00:20:09,840 Speaker 3: like something I try and do once a year as 414 00:20:10,080 --> 00:20:11,720 Speaker 3: I sit down and I look at my clients and 415 00:20:11,760 --> 00:20:14,560 Speaker 3: I rank them A, B or C. And if it's 416 00:20:14,600 --> 00:20:17,040 Speaker 3: an A client, rock and roll love working with you. 417 00:20:17,320 --> 00:20:19,639 Speaker 3: If it's a B client, it's like, Okay, maybe you know, 418 00:20:20,000 --> 00:20:22,320 Speaker 3: you're fun to work with, but I don't really enjoy it. 419 00:20:22,359 --> 00:20:24,040 Speaker 3: But and if it's a C client, it's like, listen, 420 00:20:24,119 --> 00:20:26,720 Speaker 3: I really do not enjoy working with this this company 421 00:20:26,800 --> 00:20:28,840 Speaker 3: or this person, and not personal. It's just like the 422 00:20:29,320 --> 00:20:32,360 Speaker 3: day to day back and forth is overwhelming sometimes and 423 00:20:33,200 --> 00:20:36,040 Speaker 3: being able to rank your clients like that, let go 424 00:20:36,520 --> 00:20:40,159 Speaker 3: of the clients unfortunately, let go of them that you know, 425 00:20:40,240 --> 00:20:42,359 Speaker 3: do not fill up your cup on a daily basis 426 00:20:42,480 --> 00:20:44,680 Speaker 3: or aligned with the mission of your business over a 427 00:20:44,760 --> 00:20:46,879 Speaker 3: long period of time, and then focus those efforts on 428 00:20:46,920 --> 00:20:49,560 Speaker 3: those A clients and sometimes the B clients. Just the 429 00:20:49,600 --> 00:20:52,720 Speaker 3: rewards on the back end of that are just so powerful. 430 00:20:53,080 --> 00:20:53,520 Speaker 1: I love that. 431 00:20:54,240 --> 00:20:58,000 Speaker 4: Recently I add on Forbes thirty under thirty. So one 432 00:20:58,080 --> 00:21:00,720 Speaker 4: thing that people have asked me is, you know, what's 433 00:21:00,840 --> 00:21:02,280 Speaker 4: one piece of advice that you would give. 434 00:21:02,480 --> 00:21:03,560 Speaker 1: I would say, top of mine. 435 00:21:03,640 --> 00:21:05,919 Speaker 4: My top piece of advice that I gave that I 436 00:21:05,960 --> 00:21:08,920 Speaker 4: posted was never be the one to say no to yourself, 437 00:21:08,920 --> 00:21:11,879 Speaker 4: which is very similar. Never be the one to close 438 00:21:11,920 --> 00:21:15,080 Speaker 4: opportunities and close the door on yourself, because so many 439 00:21:15,160 --> 00:21:17,960 Speaker 4: people are going to say no to you in business 440 00:21:17,960 --> 00:21:20,480 Speaker 4: and in life, and you're going to get so much rejection. 441 00:21:21,520 --> 00:21:24,159 Speaker 4: So why add to that and do yourself a disservice. 442 00:21:24,720 --> 00:21:27,680 Speaker 3: You're going places, Christy. I'm going to buy stocking Christy early. 443 00:21:28,119 --> 00:21:30,320 Speaker 3: I'm gonna be an early investor right here into Christie. 444 00:21:30,359 --> 00:21:31,159 Speaker 3: She's going places. 445 00:21:31,200 --> 00:21:31,520 Speaker 4: I love it. 446 00:21:31,560 --> 00:21:33,919 Speaker 3: Congrats also on the Forbes thirty under thirty. That is 447 00:21:34,600 --> 00:21:36,680 Speaker 3: it's a massive achievement, really really exciting. 448 00:21:36,720 --> 00:21:39,119 Speaker 4: Thank you so much. It's been my dream forever. So 449 00:21:39,720 --> 00:21:46,120 Speaker 4: I was very excited about it. Felt surreal. All right, 450 00:21:46,480 --> 00:21:49,640 Speaker 4: let's talk about this academy. So you've added an academy 451 00:21:49,680 --> 00:21:53,479 Speaker 4: element to your business. What inspired that idea? Yeah, So 452 00:21:53,720 --> 00:21:56,639 Speaker 4: the Academy was actually not in the initial plan for 453 00:21:56,680 --> 00:21:59,199 Speaker 4: the business. It grew out of a need of our 454 00:21:59,240 --> 00:22:03,400 Speaker 4: community and something that our community had asked for. Initially, 455 00:22:03,440 --> 00:22:06,800 Speaker 4: we had our seventh house marketing kind of brand page. 456 00:22:07,080 --> 00:22:12,160 Speaker 4: Social media is where we provided social media and content creation, 457 00:22:12,480 --> 00:22:16,560 Speaker 4: education and tips and value there. But we really saw 458 00:22:16,560 --> 00:22:19,840 Speaker 4: a need and got tons of requests from our community 459 00:22:19,880 --> 00:22:22,840 Speaker 4: to be providing more and that they wanted to learn more, 460 00:22:22,880 --> 00:22:25,560 Speaker 4: they want more resources, and so that's kind of where 461 00:22:25,600 --> 00:22:28,520 Speaker 4: the Academy was born. There's a lot of gatekeeping in 462 00:22:28,560 --> 00:22:31,560 Speaker 4: our industry, so we like to say we're your anti 463 00:22:31,640 --> 00:22:36,720 Speaker 4: gatekeeping Internet big sisters, and we provide education and resources 464 00:22:36,760 --> 00:22:40,960 Speaker 4: on pretty much everything marketing, social media, entrepreneurship related. 465 00:22:41,320 --> 00:22:43,440 Speaker 2: And we've gotten really good feedback about it so far. 466 00:22:44,320 --> 00:22:47,880 Speaker 2: You know, that's brilliant. So you're talking about now diversifying 467 00:22:47,920 --> 00:22:50,440 Speaker 2: your offer suite right or your product suite, which I 468 00:22:50,440 --> 00:22:53,520 Speaker 2: think is such an important part of scaling your business, 469 00:22:53,640 --> 00:22:57,119 Speaker 2: right because you start off offering these like high ticket 470 00:22:57,200 --> 00:23:01,679 Speaker 2: packages for big businesses, but there are small, you know, 471 00:23:01,760 --> 00:23:05,040 Speaker 2: mom and pop businesses, even individuals who are also interested 472 00:23:05,080 --> 00:23:08,120 Speaker 2: in the marketing business, but maybe don't have the capital 473 00:23:08,200 --> 00:23:11,040 Speaker 2: to hire your company as an agency. And now you've 474 00:23:11,040 --> 00:23:13,760 Speaker 2: provided new resources that are at a different price point, 475 00:23:13,880 --> 00:23:16,359 Speaker 2: a different level of access, and now you're able to 476 00:23:16,720 --> 00:23:20,320 Speaker 2: you know, serve even a bigger population. So I hope 477 00:23:20,320 --> 00:23:22,840 Speaker 2: everybody's listening to the gems that are being dropped here. 478 00:23:22,840 --> 00:23:24,600 Speaker 2: I know, Austin, you're going to dive more into this 479 00:23:24,760 --> 00:23:27,800 Speaker 2: academy with Christie, so over to you. 480 00:23:27,560 --> 00:23:30,080 Speaker 3: No, I just want to echo what you had just shared, right, 481 00:23:30,119 --> 00:23:34,119 Speaker 3: because it is so important to diversify your revenue as 482 00:23:34,119 --> 00:23:38,440 Speaker 3: a business owner across different sort of customer profiles. Right, 483 00:23:38,520 --> 00:23:40,600 Speaker 3: So in the beginning, to your point, Christy, you're rocket 484 00:23:40,640 --> 00:23:43,080 Speaker 3: and rolling with these high ticket sales items as it 485 00:23:43,119 --> 00:23:46,760 Speaker 3: relates to your marketing campaigns and packages, and you are 486 00:23:47,280 --> 00:23:50,920 Speaker 3: essentially obedient to the marketing budgets and just the spending 487 00:23:50,960 --> 00:23:53,480 Speaker 3: budgets of these companies. Right, But we all know that 488 00:23:53,600 --> 00:23:56,439 Speaker 3: budgets change, different types of things can happen, and so 489 00:23:56,520 --> 00:24:00,399 Speaker 3: being able to now diversify away from just these corporates 490 00:24:00,440 --> 00:24:03,159 Speaker 3: to maybe individuals that follow you, right, tens of thousand 491 00:24:03,160 --> 00:24:05,119 Speaker 3: I think of eighty five thousand followers or something right 492 00:24:05,119 --> 00:24:07,800 Speaker 3: now on TikTok. Right, there's people out there that want 493 00:24:07,840 --> 00:24:10,080 Speaker 3: to start their own marketing agencies, or there's people out 494 00:24:10,080 --> 00:24:12,840 Speaker 3: there that are small business owners to Genese's point, where 495 00:24:12,880 --> 00:24:16,720 Speaker 3: maybe they can't afford that larger ticket price, but they 496 00:24:16,760 --> 00:24:18,760 Speaker 3: do know, Hey, if I get this all access bundle 497 00:24:18,800 --> 00:24:21,440 Speaker 3: for a couple hundred dollars, I can learn more about 498 00:24:21,480 --> 00:24:23,479 Speaker 3: social media marketing from my own business, and I can 499 00:24:23,520 --> 00:24:27,000 Speaker 3: implement some of these different types of services and ways 500 00:24:27,040 --> 00:24:29,160 Speaker 3: to grow my own business without having to fork over 501 00:24:29,280 --> 00:24:31,720 Speaker 3: so much money because I'm just not there yet. So 502 00:24:31,840 --> 00:24:35,240 Speaker 3: it's so powerful to have different types of levers to 503 00:24:35,280 --> 00:24:38,679 Speaker 3: pull in no matter who your customer is, different price points. 504 00:24:38,840 --> 00:24:40,640 Speaker 3: So tell us more about these toolkits and what you've 505 00:24:40,640 --> 00:24:42,400 Speaker 3: built so well with this academy. 506 00:24:42,840 --> 00:24:46,119 Speaker 4: From a revenue perspective, the toolkits the academy has been 507 00:24:46,160 --> 00:24:50,280 Speaker 4: amazing because it allows us to provide the information that 508 00:24:50,600 --> 00:24:52,879 Speaker 4: so much of our community is asking for but we 509 00:24:52,880 --> 00:24:56,240 Speaker 4: aren't able to give attention to because maybe their budgets 510 00:24:56,280 --> 00:24:59,760 Speaker 4: are smaller or they're just looking. You know, we don't 511 00:24:59,800 --> 00:25:04,120 Speaker 4: have enough manpower to handle all of the requests, especially 512 00:25:04,200 --> 00:25:06,879 Speaker 4: on our website inquiries when people inquired to work with 513 00:25:06,960 --> 00:25:09,840 Speaker 4: us sometimes we're at capacity or we just can't accommodate. 514 00:25:10,200 --> 00:25:12,960 Speaker 4: So this has been incredible because we're able to create 515 00:25:13,000 --> 00:25:16,320 Speaker 4: this passive income product that is very useful to our 516 00:25:16,359 --> 00:25:19,640 Speaker 4: clients that they are able to learn a lot from 517 00:25:19,720 --> 00:25:22,840 Speaker 4: and they're able to use and implement into their social strategies, 518 00:25:23,200 --> 00:25:26,359 Speaker 4: but while also kind of being able to balance and 519 00:25:26,600 --> 00:25:30,080 Speaker 4: respond to them all. So that's been great. We started 520 00:25:30,080 --> 00:25:33,280 Speaker 4: out with a group of toolkits, and toolkits are essentially 521 00:25:33,600 --> 00:25:37,480 Speaker 4: resources that you can apply to your strategies, whether that 522 00:25:37,560 --> 00:25:42,440 Speaker 4: be a content calendar template or shotless template, or even 523 00:25:42,600 --> 00:25:45,760 Speaker 4: a guide on how we create content. Those have been 524 00:25:45,760 --> 00:25:48,760 Speaker 4: really great too, and they've been very popular with aspiring 525 00:25:49,600 --> 00:25:53,840 Speaker 4: marketers and freelancers too. And then we're hoping in twenty 526 00:25:53,880 --> 00:25:57,119 Speaker 4: twenty six to launch courses that will essentially break down 527 00:25:57,560 --> 00:25:59,640 Speaker 4: how we got to where we are and how we're 528 00:25:59,640 --> 00:26:02,960 Speaker 4: able to work with such high ticket clients and work 529 00:26:03,000 --> 00:26:05,600 Speaker 4: on such big projects. So we're really trying to lay 530 00:26:05,640 --> 00:26:07,760 Speaker 4: it all out there. Like I said, we don't like gatekeeping, 531 00:26:07,840 --> 00:26:11,159 Speaker 4: so we're really trying to provide as much information to 532 00:26:11,200 --> 00:26:14,360 Speaker 4: people as possible and make it as affordable and accessible 533 00:26:14,400 --> 00:26:15,400 Speaker 4: as possible as well. 534 00:26:15,640 --> 00:26:19,359 Speaker 2: So Christy, it's scaling a historically unscalable business. You have 535 00:26:19,440 --> 00:26:22,800 Speaker 2: achieved something that very few people in your industry have 536 00:26:22,880 --> 00:26:25,560 Speaker 2: been able to do. So would you share your biggest 537 00:26:25,600 --> 00:26:29,800 Speaker 2: takeaways with your journey and the moves that you've made 538 00:26:29,960 --> 00:26:32,639 Speaker 2: that you would want other founders to potentially, you know, 539 00:26:32,760 --> 00:26:35,000 Speaker 2: marinate on as the keys to success. 540 00:26:35,600 --> 00:26:35,879 Speaker 1: Yeah. 541 00:26:36,000 --> 00:26:38,320 Speaker 4: I think the first thing I would say is never 542 00:26:38,400 --> 00:26:41,560 Speaker 4: let anyone tell you what your limits are. I always 543 00:26:41,600 --> 00:26:45,160 Speaker 4: like to say, don't put your limits on me. I 544 00:26:45,200 --> 00:26:48,760 Speaker 4: think that this business can, you know, take over the 545 00:26:48,760 --> 00:26:50,960 Speaker 4: world if we want, you know, like, there is so 546 00:26:51,040 --> 00:26:54,199 Speaker 4: much potential for this and looking forward, I have so 547 00:26:54,280 --> 00:26:55,920 Speaker 4: many things that I want to work on. I want 548 00:26:55,960 --> 00:26:58,280 Speaker 4: to focus on building our community. I want to focus 549 00:26:58,280 --> 00:27:01,080 Speaker 4: on building courses for our cat me. I want to 550 00:27:01,600 --> 00:27:05,280 Speaker 4: continue providing amazing product to our clients that work with 551 00:27:05,359 --> 00:27:09,040 Speaker 4: us on content and social media. So I see so 552 00:27:09,119 --> 00:27:11,560 Speaker 4: many paths that I want to grow with this business, 553 00:27:11,600 --> 00:27:13,320 Speaker 4: and I feel like this guy's the limit. 554 00:27:13,520 --> 00:27:17,640 Speaker 2: Yeah. Yeah, You've gone from you know, working in a 555 00:27:17,800 --> 00:27:20,640 Speaker 2: job to now being a job creator, and I think 556 00:27:20,680 --> 00:27:24,480 Speaker 2: that's an incredible powerful shift. Christy, it has been such 557 00:27:24,520 --> 00:27:26,560 Speaker 2: a pleasure to have you here. Thank you so much 558 00:27:26,600 --> 00:27:29,000 Speaker 2: for sharing all of your wisdom, all of your lessons 559 00:27:29,520 --> 00:27:31,880 Speaker 2: and let us know where we can find out more 560 00:27:31,920 --> 00:27:34,000 Speaker 2: about Seventh House Marketing police. 561 00:27:34,040 --> 00:27:37,320 Speaker 4: So our handles on all platforms are seventh House Marketing 562 00:27:37,440 --> 00:27:39,959 Speaker 4: and seventh House Academy, and you can also visit us 563 00:27:40,000 --> 00:27:43,720 Speaker 4: on our website at seventh Housemarketing dot com. But thank 564 00:27:43,760 --> 00:27:46,920 Speaker 4: you both so much. This has been absolutely incredible. Thank 565 00:27:46,920 --> 00:27:49,359 Speaker 4: you for having me, and this has been great. 566 00:27:55,560 --> 00:27:59,359 Speaker 3: There you have an incredible entrepreneur who's under the age 567 00:27:59,359 --> 00:28:02,040 Speaker 3: of thirty on Forbes doing it right here in front 568 00:28:02,040 --> 00:28:04,320 Speaker 3: of all of us, dropping the gems. I just I 569 00:28:04,359 --> 00:28:07,040 Speaker 3: can't get enough of Christy. How awesome was that interview? 570 00:28:07,280 --> 00:28:09,560 Speaker 2: I mean, I have so much hope for the future. 571 00:28:09,840 --> 00:28:12,920 Speaker 2: If this is what gen z looks like, like'll y'all 572 00:28:12,920 --> 00:28:14,879 Speaker 2: make my millennial heart so proud. 573 00:28:17,760 --> 00:28:20,320 Speaker 3: So, Jennie's give me a couple big takeaways that you 574 00:28:20,359 --> 00:28:21,640 Speaker 3: got from Christy's conversation. 575 00:28:22,320 --> 00:28:25,800 Speaker 2: Honestly, I mean it was a masterclass in scaling your business. 576 00:28:25,800 --> 00:28:27,840 Speaker 2: If I'm being quite honest, I wish I had had 577 00:28:28,240 --> 00:28:30,199 Speaker 2: just a fraction of the advice that she shared on 578 00:28:30,200 --> 00:28:30,919 Speaker 2: this podcast. 579 00:28:31,200 --> 00:28:31,480 Speaker 4: For me. 580 00:28:31,600 --> 00:28:35,480 Speaker 2: I think the biggest one was realizing that just because 581 00:28:35,640 --> 00:28:38,800 Speaker 2: you can offer it doesn't mean that that is the 582 00:28:38,840 --> 00:28:40,840 Speaker 2: best thing you can offer, right, And I think the 583 00:28:40,960 --> 00:28:43,960 Speaker 2: key to really scaling your business and your income is 584 00:28:44,240 --> 00:28:48,520 Speaker 2: identifying those highest return on investment activities, those things that 585 00:28:48,600 --> 00:28:51,800 Speaker 2: are like the thirty thousand dollars problems that you're solving 586 00:28:51,920 --> 00:28:54,280 Speaker 2: versus the three hundred dollars problems, like that's where the 587 00:28:54,280 --> 00:28:55,240 Speaker 2: money's at. 588 00:28:55,480 --> 00:28:58,600 Speaker 3: I totally agree with you, Janie's some of my biggest takeaways. 589 00:28:58,720 --> 00:29:01,080 Speaker 3: The first one is is it doesn't have to be 590 00:29:01,120 --> 00:29:03,600 Speaker 3: perfect for you to just start it and go do it. 591 00:29:03,640 --> 00:29:05,840 Speaker 3: Just put it out there in the world, you know. 592 00:29:06,120 --> 00:29:07,560 Speaker 3: I think that's a mistake a lot of people make, 593 00:29:07,640 --> 00:29:10,400 Speaker 3: is they want to perfect their business plan or have 594 00:29:10,480 --> 00:29:13,080 Speaker 3: a perfect website or a perfect offering or a perfect 595 00:29:13,120 --> 00:29:16,320 Speaker 3: something before they start their business. When an actuality Chrissy's like, listen, 596 00:29:16,360 --> 00:29:18,040 Speaker 3: we threw it out there, we reiterated on it, we 597 00:29:18,080 --> 00:29:19,920 Speaker 3: made sure it worked over a long period of time. 598 00:29:20,320 --> 00:29:22,320 Speaker 3: And then the second thing that it's just I'm telling 599 00:29:22,360 --> 00:29:24,160 Speaker 3: you this is this was major for me in my 600 00:29:24,200 --> 00:29:26,560 Speaker 3: own entrepreneurial journey, which was just being resourceful. 601 00:29:26,920 --> 00:29:27,080 Speaker 4: Right. 602 00:29:27,120 --> 00:29:28,880 Speaker 3: She talked about how she was reading a bunch of 603 00:29:29,000 --> 00:29:31,000 Speaker 3: articles she was on YouTube. She's trying to figure this 604 00:29:31,040 --> 00:29:34,160 Speaker 3: stuff out. It's like all that information out there is 605 00:29:34,160 --> 00:29:37,800 Speaker 3: completely free. It's accessible. It is, you know, attainable. Anyone 606 00:29:37,840 --> 00:29:39,320 Speaker 3: can go find it. They just have to put in 607 00:29:39,320 --> 00:29:41,240 Speaker 3: the work and have the desire to want to learn. 608 00:29:41,520 --> 00:29:44,840 Speaker 2: Yeah. Absolutely, And I think the biggest lesson I learned 609 00:29:44,840 --> 00:29:48,840 Speaker 2: from her is that there's no necessarily right one way 610 00:29:48,880 --> 00:29:51,880 Speaker 2: to do it right. This is a you're building a 611 00:29:51,920 --> 00:29:54,200 Speaker 2: path that doesn't exist when you're starting a business, and 612 00:29:54,280 --> 00:29:57,040 Speaker 2: so the thing you start with is not necessarily going 613 00:29:57,080 --> 00:29:59,120 Speaker 2: to be the thing that you end with. And so 614 00:29:59,280 --> 00:30:01,440 Speaker 2: I think it's a just a really great reminder that 615 00:30:01,520 --> 00:30:05,200 Speaker 2: there is no perfect recipe for success. It's really just 616 00:30:05,200 --> 00:30:08,120 Speaker 2: like testing things and seeing what works. And Christy nailed 617 00:30:08,160 --> 00:30:11,240 Speaker 2: that absolutely to a tea, I think, and I mean 618 00:30:11,240 --> 00:30:13,959 Speaker 2: not to mention she's just like such a positive person 619 00:30:14,120 --> 00:30:16,600 Speaker 2: and I love to see what good things happen to 620 00:30:16,720 --> 00:30:18,080 Speaker 2: good people, you know what I'm saying. 621 00:30:19,160 --> 00:30:22,080 Speaker 3: Absolutely, And speaking of making things happen, let's put this 622 00:30:22,160 --> 00:30:25,200 Speaker 3: audience to work, all right, listeners, time for some homework, 623 00:30:25,280 --> 00:30:26,160 Speaker 3: Denis take it. 624 00:30:26,080 --> 00:30:27,240 Speaker 1: Away all right. 625 00:30:27,320 --> 00:30:30,040 Speaker 2: First, I want you guys to analyze all of your 626 00:30:30,080 --> 00:30:32,800 Speaker 2: current day to day tasks and reevaluate if any of 627 00:30:32,840 --> 00:30:35,880 Speaker 2: them or all of them can be automated. 628 00:30:36,400 --> 00:30:38,680 Speaker 3: Next, you need to look at your current cash flow 629 00:30:38,720 --> 00:30:40,800 Speaker 3: and determine if you had to make a move to 630 00:30:40,840 --> 00:30:44,520 Speaker 3: expand immediately, would you be capable of doing so? And 631 00:30:44,560 --> 00:30:47,040 Speaker 3: if you are, then why not make that move right now? 632 00:30:47,120 --> 00:30:49,080 Speaker 3: And if you'd rather do something else than make a 633 00:30:49,120 --> 00:30:52,360 Speaker 3: plan for that based on your current cash flow estimates. 634 00:30:52,920 --> 00:30:55,600 Speaker 2: Now it's time to get into dream mode. I want 635 00:30:55,640 --> 00:30:58,400 Speaker 2: you to determine where you would want your business to 636 00:30:58,440 --> 00:31:00,800 Speaker 2: be if you had all the money and options in 637 00:31:00,840 --> 00:31:04,280 Speaker 2: the world, and then work backwards from there to determine 638 00:31:04,480 --> 00:31:09,360 Speaker 2: what's doable in fifteen years, ten years, five years, one year, 639 00:31:09,560 --> 00:31:10,680 Speaker 2: maybe even tomorrow. 640 00:31:11,240 --> 00:31:13,160 Speaker 3: Denis, I love to dream and it reminds me of 641 00:31:13,160 --> 00:31:16,400 Speaker 3: that quote, which is entrepreneurs tend to overestimate what they 642 00:31:16,440 --> 00:31:19,040 Speaker 3: can achieve in one year, but underestimate what they can 643 00:31:19,080 --> 00:31:23,560 Speaker 3: achieve in ten. So don't be limiting in your excitement 644 00:31:23,560 --> 00:31:27,280 Speaker 3: there as to what is actually doable in your business now. Overall, 645 00:31:27,440 --> 00:31:30,160 Speaker 3: as you go to achieve those goals, make sure that 646 00:31:30,200 --> 00:31:34,080 Speaker 3: you are following and utilizing all nine of these growth strategies. 647 00:31:34,240 --> 00:31:36,960 Speaker 3: Number one, of course, to develop a clear growth strategy 648 00:31:37,000 --> 00:31:40,520 Speaker 3: in and of itself. Number two, focusing on customer acquisition 649 00:31:40,680 --> 00:31:45,800 Speaker 3: and retention. Number three. Innovate and diversify your offerings. Number four. 650 00:31:45,920 --> 00:31:47,600 Speaker 3: Build strategic partnerships. 651 00:31:48,280 --> 00:31:48,960 Speaker 1: Number five. 652 00:31:49,320 --> 00:31:56,360 Speaker 2: Optimize operations and efficiency. Six secure funding for expansion, seven, 653 00:31:56,680 --> 00:32:01,280 Speaker 2: invest in your team, eight leverage data and analytics, and 654 00:32:01,440 --> 00:32:06,000 Speaker 2: nine adapt and be agile. And for even more business tips, 655 00:32:06,160 --> 00:32:08,400 Speaker 2: make sure that you check out the quick Books blog 656 00:32:08,480 --> 00:32:11,360 Speaker 2: because y'all so many gems dropped in there too. 657 00:32:11,720 --> 00:32:14,120 Speaker 3: Denise, give me one of these big dreams that you're 658 00:32:14,120 --> 00:32:16,600 Speaker 3: excited to scale your business toward in the future. If 659 00:32:16,640 --> 00:32:19,600 Speaker 3: it's one year, five year, ten years, fifteen years, who knows. 660 00:32:19,760 --> 00:32:25,080 Speaker 2: Ooh, So I am planning to scale my speaker income stream. So, 661 00:32:25,640 --> 00:32:28,680 Speaker 2: as y'all know, I wrote a book and so I 662 00:32:28,720 --> 00:32:31,840 Speaker 2: am really looking forward to pitching myself more, doing more 663 00:32:31,880 --> 00:32:36,320 Speaker 2: public speaking. It's actually forcing me to confront some imposter 664 00:32:36,480 --> 00:32:39,840 Speaker 2: syndrome and some like public speaking fears. So I figure, 665 00:32:39,880 --> 00:32:42,400 Speaker 2: you know what, if it's not going to kill me, 666 00:32:42,400 --> 00:32:43,120 Speaker 2: I'm going to do it. 667 00:32:44,040 --> 00:32:46,719 Speaker 3: You've done public speaking in the past, I've seen you've 668 00:32:46,800 --> 00:32:47,440 Speaker 3: You've rocked it. 669 00:32:47,480 --> 00:32:49,240 Speaker 2: I have, But you know, I'm just trying to get 670 00:32:49,280 --> 00:32:52,120 Speaker 2: better at it. And so that's my goal for the 671 00:32:52,120 --> 00:32:52,560 Speaker 2: next year. 672 00:32:52,600 --> 00:32:55,160 Speaker 3: How about you, oh man, My goal for the next 673 00:32:55,160 --> 00:32:57,440 Speaker 3: couple of years here is to really hone in on 674 00:32:58,440 --> 00:33:00,640 Speaker 3: the SPV side of investing. 675 00:33:00,680 --> 00:33:00,800 Speaker 4: Right. 676 00:33:00,840 --> 00:33:04,520 Speaker 3: We recently launched the world's first multi asset SPV to 677 00:33:04,560 --> 00:33:08,120 Speaker 3: the public through our podcast Rich Habits, and we allowed 678 00:33:08,240 --> 00:33:11,400 Speaker 3: all these people to invest into SpaceX Perplexity and XAI 679 00:33:11,480 --> 00:33:15,240 Speaker 3: that would not have had the opportunity elsewhere. And that 680 00:33:15,480 --> 00:33:17,200 Speaker 3: was just being able to do something for the first 681 00:33:17,240 --> 00:33:19,920 Speaker 3: time like that was insane and it really lit a 682 00:33:19,960 --> 00:33:22,040 Speaker 3: fire inside of me to say, hey, let's do more 683 00:33:22,040 --> 00:33:23,840 Speaker 3: of these, Let's let's get more of this stuff out there, 684 00:33:23,880 --> 00:33:26,440 Speaker 3: and you know, offer these types of opportunities to not 685 00:33:26,600 --> 00:33:29,240 Speaker 3: just the uber wealthy, but also people that want to 686 00:33:29,320 --> 00:33:32,000 Speaker 3: learn and take some stabs at investing in the future. 687 00:33:32,440 --> 00:33:35,000 Speaker 2: I love that is the heart of entrepreneurship. It is 688 00:33:35,080 --> 00:33:37,960 Speaker 2: really leading into the creative things and knowing that anything 689 00:33:38,200 --> 00:33:41,920 Speaker 2: is possible, y'all. So that is it for today's episode. 690 00:33:42,040 --> 00:33:45,640 Speaker 2: You can find me on social media at joqierro Dineta podcast. 691 00:33:45,640 --> 00:33:48,320 Speaker 3: And you can find me at Austin Hankwitz. You can 692 00:33:48,360 --> 00:33:51,920 Speaker 3: follow into it QuickBooks on all social media at QuickBooks. 693 00:33:52,160 --> 00:33:54,800 Speaker 3: To get the tools you need to start, run, and 694 00:33:54,920 --> 00:33:58,719 Speaker 3: of course grow your business. Head to QuickBooks dot com 695 00:33:58,760 --> 00:34:01,480 Speaker 3: slash m today. 696 00:34:01,560 --> 00:34:03,880 Speaker 2: Don't forget to follow this show wherever you listen to 697 00:34:03,920 --> 00:34:07,040 Speaker 2: podcasts so you can stay up to date on future episodes. 698 00:34:07,600 --> 00:34:09,200 Speaker 3: We also want to hear from you, so be sure 699 00:34:09,200 --> 00:34:11,960 Speaker 3: to leave us a rating and a review. See you 700 00:34:12,040 --> 00:34:18,480 Speaker 3: next time. This podcast is a production of iHeartRadio's Ruby 701 00:34:18,520 --> 00:34:21,960 Speaker 3: Studio and Into It QuickBooks. Our executive producers are James 702 00:34:21,960 --> 00:34:25,840 Speaker 3: Foster and Ryan Martz. Our supervising producer is Meredith Barnes. 703 00:34:26,480 --> 00:34:29,880 Speaker 2: Our writer is Eric Leejia, and our mixing engineer is 704 00:34:30,120 --> 00:34:30,720 Speaker 2: Eric Siler