1 00:00:06,040 --> 00:00:09,160 Speaker 1: I'm so self conscious because Tiffany always sings in our intros, 2 00:00:09,240 --> 00:00:11,239 Speaker 1: and then I have to do it when she's not here. 3 00:00:11,840 --> 00:00:13,240 Speaker 2: Why I feel like you there with me? 4 00:00:15,240 --> 00:00:15,840 Speaker 1: What did you say? 5 00:00:16,000 --> 00:00:16,480 Speaker 2: I'm ready? 6 00:00:16,680 --> 00:00:17,160 Speaker 1: Is all right? 7 00:00:17,239 --> 00:00:18,440 Speaker 2: And to hear it now, I'm ready. 8 00:00:19,720 --> 00:00:23,120 Speaker 1: It's time for the v a qa A the v 9 00:00:23,200 --> 00:00:26,239 Speaker 1: a qa a v a qa a. 10 00:00:27,000 --> 00:00:27,320 Speaker 2: Wait. 11 00:00:27,960 --> 00:00:31,400 Speaker 1: Hey, Sam, thank you for being my hype woman right now. Carla, 12 00:00:31,400 --> 00:00:32,040 Speaker 1: I appreciate you. 13 00:00:32,080 --> 00:00:32,960 Speaker 2: I loved it. 14 00:00:33,000 --> 00:00:35,199 Speaker 1: You did great. I was telling Carla, I'm like, damn it, 15 00:00:35,240 --> 00:00:39,000 Speaker 1: Tiffany's not here means I gotta do the intro stage 16 00:00:39,040 --> 00:00:41,960 Speaker 1: fright starts to settle in. But listen, y'all so excited 17 00:00:41,960 --> 00:00:43,760 Speaker 1: to have Carla in the studio this week. If you 18 00:00:43,840 --> 00:00:45,479 Speaker 1: have not yet, what the hell are you doing with 19 00:00:45,520 --> 00:00:49,040 Speaker 1: your life? Go back to Wednesday's episode, our previous episode 20 00:00:49,040 --> 00:00:54,160 Speaker 1: where we had the wonderful podcast guru radio host Pivot 21 00:00:54,200 --> 00:00:59,200 Speaker 1: with purpose entrepreneur goddess Carla will will Meris on the show. 22 00:01:00,240 --> 00:01:02,920 Speaker 1: Check out that episode. She drops so many gems about 23 00:01:02,960 --> 00:01:05,760 Speaker 1: how you can start your own podcast, and we go 24 00:01:05,959 --> 00:01:09,640 Speaker 1: deep into yeah, everything we did right and wrong when 25 00:01:09,680 --> 00:01:12,560 Speaker 1: it came to launching Brown Ambition and your show. You 26 00:01:12,560 --> 00:01:15,720 Speaker 1: guys don't want to miss that, and Carla was generous 27 00:01:15,840 --> 00:01:17,560 Speaker 1: enough to stick around for us to take some of 28 00:01:17,680 --> 00:01:21,000 Speaker 1: y'all's questions. Okay, so we are digging deep into the 29 00:01:21,080 --> 00:01:25,560 Speaker 1: BA mail bag to answer your questions around business, entrepreneurship, 30 00:01:25,600 --> 00:01:27,520 Speaker 1: and of course, because we have Carla here, we can't 31 00:01:27,520 --> 00:01:31,280 Speaker 1: not talk about pivoting. Right If y'all haven't checked out 32 00:01:31,480 --> 00:01:34,120 Speaker 1: Carla's show again, it's called Pivot with Purpose. You can 33 00:01:34,200 --> 00:01:36,680 Speaker 1: check the show notes for links to all that good stuff. 34 00:01:37,080 --> 00:01:39,440 Speaker 1: And just a reminder, if you want to submit a question, 35 00:01:39,720 --> 00:01:42,679 Speaker 1: do not forget how go to our Instagram page. We 36 00:01:42,720 --> 00:01:45,120 Speaker 1: are at Brand and Mission Podcast. Slide into our DMS 37 00:01:45,160 --> 00:01:48,200 Speaker 1: there with your question, or you can email us directly 38 00:01:48,240 --> 00:01:51,320 Speaker 1: if you're old school, Brandambission Podcast at gmail dot com. 39 00:01:51,560 --> 00:01:53,559 Speaker 1: If you would like a chance to actually be live 40 00:01:53,720 --> 00:01:56,840 Speaker 1: in the studio with us, submit your question via IG 41 00:01:57,240 --> 00:01:59,640 Speaker 1: via a voice note. You got sixty seconds to blow 42 00:01:59,680 --> 00:02:02,680 Speaker 1: us away with your question. Okay. Our producer will then 43 00:02:02,720 --> 00:02:05,360 Speaker 1: select some lucky audience members to join us live in 44 00:02:05,400 --> 00:02:08,519 Speaker 1: the studio. But without further ado, let's get into a 45 00:02:08,560 --> 00:02:11,239 Speaker 1: carl because we got some good questions, all right. First 46 00:02:11,280 --> 00:02:14,680 Speaker 1: question comes from listener Kayla Kayla says this year, I 47 00:02:14,720 --> 00:02:18,280 Speaker 1: want to make a career change from administrative assistant who's 48 00:02:18,320 --> 00:02:20,760 Speaker 1: just making twenty bucks an hour to becoming my own 49 00:02:20,919 --> 00:02:23,800 Speaker 1: boss as a LASH artist. I love my job and 50 00:02:23,800 --> 00:02:26,640 Speaker 1: I feel guilty leaving because for my age at twenty 51 00:02:26,680 --> 00:02:29,320 Speaker 1: three with no college degree, I do get paid well. 52 00:02:29,880 --> 00:02:32,000 Speaker 1: I live with my family, so i'd have no rent. 53 00:02:32,120 --> 00:02:34,480 Speaker 1: My car's paid off, so my expenses are pretty low. 54 00:02:34,800 --> 00:02:37,000 Speaker 1: And did I mention I got no debt? Okay, Carl, 55 00:02:37,120 --> 00:02:42,040 Speaker 1: I mean, Kayla, I was wondering steps. I was wondering 56 00:02:42,240 --> 00:02:45,000 Speaker 1: steps to transition from a nine to five to being 57 00:02:45,000 --> 00:02:47,440 Speaker 1: an entrepreneur. I have so much potential and feel like 58 00:02:47,480 --> 00:02:51,760 Speaker 1: it's wasting away at my desk job. Please assist Kayla. 59 00:02:52,120 --> 00:02:55,120 Speaker 1: All right, Kayla, this is a juicy one. First of all, 60 00:02:56,080 --> 00:02:59,440 Speaker 1: guilty at just twenty three for making a change. Girl. 61 00:03:00,400 --> 00:03:03,079 Speaker 1: If y'all can't do it when you're young, when can 62 00:03:03,160 --> 00:03:04,680 Speaker 1: What does that mean for the rest of us? 63 00:03:05,360 --> 00:03:05,520 Speaker 2: Right? 64 00:03:05,600 --> 00:03:08,600 Speaker 1: Come on, what's your first take on this, Carla? Like, 65 00:03:08,639 --> 00:03:11,799 Speaker 1: how do you feel about her? Question? The guilt? You know? 66 00:03:12,240 --> 00:03:13,960 Speaker 2: I didn't even the guilt? 67 00:03:14,040 --> 00:03:14,239 Speaker 1: Yes? 68 00:03:14,320 --> 00:03:15,800 Speaker 2: Is it because I was like, oh my goodness? But 69 00:03:16,200 --> 00:03:20,120 Speaker 2: her ambition literally of wanting more at twenty three. I 70 00:03:20,160 --> 00:03:22,400 Speaker 2: feel like most twenty three year olds would be like 71 00:03:22,440 --> 00:03:25,480 Speaker 2: twenty bucks an hours winning can't con here I come, 72 00:03:25,720 --> 00:03:28,160 Speaker 2: you know, with their savings, especially living at home. So 73 00:03:28,280 --> 00:03:32,120 Speaker 2: first of all, like amazing, amazing that at this age 74 00:03:32,120 --> 00:03:34,760 Speaker 2: you want to do more and the world is your oyster. 75 00:03:34,800 --> 00:03:36,760 Speaker 2: You already know what you want to do. And lash artists. 76 00:03:36,880 --> 00:03:39,160 Speaker 2: Take that money that you got, which you have, you know, 77 00:03:39,440 --> 00:03:42,280 Speaker 2: for you a lot, go invest into a really good 78 00:03:42,440 --> 00:03:44,360 Speaker 2: lash artist that can teach you how to you know, 79 00:03:44,680 --> 00:03:49,360 Speaker 2: certification of lashes and get your certification, get your friends 80 00:03:49,680 --> 00:03:51,440 Speaker 2: to let you do lashes on them for free, get 81 00:03:51,480 --> 00:03:56,200 Speaker 2: some content, start recording before do be afters, and start 82 00:03:56,320 --> 00:03:59,040 Speaker 2: posting posting, posting about you are the new last artists. 83 00:03:59,040 --> 00:04:01,120 Speaker 2: People will start, you know, to pay you, and you 84 00:04:01,320 --> 00:04:03,840 Speaker 2: just have to start while you still have your job. 85 00:04:04,440 --> 00:04:08,480 Speaker 2: On the weekends in the evenings, do lashes, post about it. 86 00:04:08,520 --> 00:04:10,760 Speaker 2: Even if you get two people a week, you will 87 00:04:10,800 --> 00:04:13,520 Speaker 2: have a couple of reels to do before and afters. 88 00:04:13,560 --> 00:04:16,279 Speaker 2: You know, while you're doing it, you know, educate people 89 00:04:16,400 --> 00:04:18,640 Speaker 2: on lashes as well, because it's cute that you're doing it, 90 00:04:18,680 --> 00:04:20,960 Speaker 2: but educators too. For people like me who are like, 91 00:04:21,040 --> 00:04:23,040 Speaker 2: I don't know, maybe we'll just make me go blind, 92 00:04:23,440 --> 00:04:26,440 Speaker 2: give us you know, things about lashes. I think you 93 00:04:27,200 --> 00:04:28,680 Speaker 2: the way that I see she wrote this here, I 94 00:04:28,680 --> 00:04:32,000 Speaker 2: think she's going to be an amazing entrepreneur. It's just 95 00:04:32,080 --> 00:04:34,840 Speaker 2: getting those steps on how to promote, how to market, 96 00:04:35,200 --> 00:04:37,800 Speaker 2: and literally you can get it. I think she's going 97 00:04:37,800 --> 00:04:40,480 Speaker 2: to be a millionaire by the time she's thirty are 98 00:04:40,560 --> 00:04:41,440 Speaker 2: way before. 99 00:04:41,360 --> 00:04:42,960 Speaker 1: Okay, you heard it here first from carl You're going 100 00:04:43,000 --> 00:04:46,080 Speaker 1: to be a millionaire. Yeah. I mean I think to 101 00:04:46,120 --> 00:04:49,680 Speaker 1: your point about using this, like taking this opportunity, taking 102 00:04:49,680 --> 00:04:51,760 Speaker 1: this shot while you're still working, I mean that can 103 00:04:51,800 --> 00:04:53,880 Speaker 1: give you a little bit of a cushion, like you 104 00:04:53,920 --> 00:04:56,800 Speaker 1: still have consistent income coming in and on the side, 105 00:04:56,880 --> 00:04:59,440 Speaker 1: like you know, have that side hustle. You know, use 106 00:04:59,520 --> 00:05:02,280 Speaker 1: your time after work. You're twenty three. You may mention 107 00:05:02,400 --> 00:05:06,359 Speaker 1: nothing about babies or you know, relationships. You got free time, girl, 108 00:05:06,960 --> 00:05:10,000 Speaker 1: use it while you got it, So Tea, you know 109 00:05:10,080 --> 00:05:12,400 Speaker 1: you can be self taught, but like you know, showing 110 00:05:12,440 --> 00:05:14,440 Speaker 1: off your work. I think what Carla said is so 111 00:05:14,520 --> 00:05:17,800 Speaker 1: extremely important, and especially on platforms like TikTok and reels 112 00:05:17,880 --> 00:05:21,400 Speaker 1: right now, ig right now, I mean that is your 113 00:05:21,560 --> 00:05:24,120 Speaker 1: your audience, you know, the people who will want to 114 00:05:24,160 --> 00:05:26,320 Speaker 1: work with you, like that's where they're hanging out. So 115 00:05:27,040 --> 00:05:29,240 Speaker 1: I agree, it's like, how can you get how can 116 00:05:29,240 --> 00:05:30,960 Speaker 1: you be doing the thing that you want to be doing, 117 00:05:31,000 --> 00:05:34,000 Speaker 1: but sharing it with people they could potentially you know, 118 00:05:34,160 --> 00:05:36,880 Speaker 1: hire you and want to work with you. That's really 119 00:05:36,920 --> 00:05:39,039 Speaker 1: the key. And I feel like at twenty three too, 120 00:05:39,600 --> 00:05:43,240 Speaker 1: it's just the first of probably many entrepreneurial ideas you're 121 00:05:43,240 --> 00:05:45,280 Speaker 1: going to have, because start with lashes, then what if 122 00:05:45,279 --> 00:05:47,800 Speaker 1: you become a whole esthetician. You know, what if you 123 00:05:47,839 --> 00:05:50,600 Speaker 1: have your own lash studio, your own you sell your 124 00:05:50,640 --> 00:05:53,599 Speaker 1: own line of lashes at ULTA three, is it still 125 00:05:53,640 --> 00:05:57,200 Speaker 1: ULTI three aulta beauty whatever? You know? Imagine like what's 126 00:05:57,240 --> 00:06:00,120 Speaker 1: the you know, and don't be afraid to to, you know, 127 00:06:00,160 --> 00:06:02,480 Speaker 1: take those bigger steps like from one to the next. 128 00:06:02,960 --> 00:06:06,320 Speaker 1: I also feel like this is maybe the time where 129 00:06:06,880 --> 00:06:09,039 Speaker 1: like I could imagine going to my parents and being like, 130 00:06:09,040 --> 00:06:10,560 Speaker 1: at twenty three, I want to make I want to 131 00:06:10,600 --> 00:06:13,360 Speaker 1: do lashes as a living. If you're not in the space, 132 00:06:13,440 --> 00:06:16,000 Speaker 1: like if you're not on TikTok seeing the girls like 133 00:06:16,360 --> 00:06:20,280 Speaker 1: bringing home the bacon with makeup tutorials and things like that, 134 00:06:20,640 --> 00:06:23,560 Speaker 1: you may have people who doubt you right or maybe 135 00:06:23,600 --> 00:06:25,800 Speaker 1: like you were talking about Carla and our show from 136 00:06:25,960 --> 00:06:29,240 Speaker 1: Wednesday just about how sometimes the haters will be the 137 00:06:29,240 --> 00:06:32,880 Speaker 1: ones closest to you. So I think in that regard, 138 00:06:33,360 --> 00:06:36,000 Speaker 1: my tips always find other people doing anything that you 139 00:06:36,040 --> 00:06:38,599 Speaker 1: want to do, who have done it, who want to 140 00:06:38,640 --> 00:06:41,279 Speaker 1: do it because they won't tell you, like it's out 141 00:06:41,320 --> 00:06:42,640 Speaker 1: of reach, you know. 142 00:06:42,800 --> 00:06:46,600 Speaker 2: And sometimes people project their own insecurities and their own 143 00:06:46,640 --> 00:06:49,200 Speaker 2: limitations onto you so they feel like they can't do it, 144 00:06:49,279 --> 00:06:50,839 Speaker 2: or they going to tell you you can't do it, 145 00:06:51,040 --> 00:06:53,240 Speaker 2: and you can. By the way, this is written everything, 146 00:06:53,320 --> 00:06:58,600 Speaker 2: So you mentioned lash studio for entrepreneurship. Honestly, I hate 147 00:06:58,640 --> 00:07:01,880 Speaker 2: trading time for money. I feel like you can scale 148 00:07:01,960 --> 00:07:04,040 Speaker 2: when you stop trading time for money. So become the 149 00:07:04,040 --> 00:07:07,280 Speaker 2: best lash artists and then start training others on how 150 00:07:07,320 --> 00:07:09,279 Speaker 2: to lash day and open up a studio where you 151 00:07:09,320 --> 00:07:12,160 Speaker 2: can be where Tiffany is right now in Egypt, hanging 152 00:07:12,200 --> 00:07:15,680 Speaker 2: out while it's making you money, because everyone you have 153 00:07:16,160 --> 00:07:18,680 Speaker 2: six beds with people doing lashes all day long while 154 00:07:18,680 --> 00:07:20,880 Speaker 2: you're hanging out in Egypt, or. 155 00:07:20,840 --> 00:07:24,800 Speaker 1: People buying your at home lash kits. Yes, looking at 156 00:07:24,840 --> 00:07:28,360 Speaker 1: your lash tutorials that you've recorded and sell, like there's 157 00:07:28,400 --> 00:07:30,600 Speaker 1: so many. Don't let anyone tell you it's not a business, 158 00:07:30,640 --> 00:07:33,000 Speaker 1: because like, if you believe in it and people need it, 159 00:07:33,080 --> 00:07:36,360 Speaker 1: then you got it. But and as far as like 160 00:07:36,440 --> 00:07:39,920 Speaker 1: the career change, I feel like if you're an assistant 161 00:07:39,920 --> 00:07:41,840 Speaker 1: and you're happy being an assistant for more than a 162 00:07:41,840 --> 00:07:47,440 Speaker 1: few years, you are different. Like I almost worry about 163 00:07:47,440 --> 00:07:50,120 Speaker 1: people who wouldn't feel start to feel itchy, because like, 164 00:07:50,160 --> 00:07:53,480 Speaker 1: your whole role is to support someone else achieve their dream, 165 00:07:54,000 --> 00:07:56,760 Speaker 1: you know, which is great and noble work. But also 166 00:07:56,840 --> 00:07:59,280 Speaker 1: you deserve to have your own dreams and one day 167 00:07:59,320 --> 00:08:02,240 Speaker 1: higher a sistant of your own and they'll follow their 168 00:08:02,280 --> 00:08:03,280 Speaker 1: own path down the line. 169 00:08:03,320 --> 00:08:06,080 Speaker 2: So what I will say, there are people that their 170 00:08:06,120 --> 00:08:09,840 Speaker 2: purpose and their destiny is or the destiny is to 171 00:08:10,040 --> 00:08:13,280 Speaker 2: be of support to others. Like there are some people 172 00:08:13,320 --> 00:08:15,600 Speaker 2: that they truly feel like their purpose and they're the 173 00:08:15,640 --> 00:08:19,080 Speaker 2: best assistants, they are the best secretaries. I remember Mama 174 00:08:19,120 --> 00:08:21,320 Speaker 2: over iHeart in New York. She was there for like 175 00:08:21,400 --> 00:08:23,800 Speaker 2: thirty plus years and she retired from there and she 176 00:08:23,840 --> 00:08:27,320 Speaker 2: couldn't be any happier. So if that's where you are, cool, 177 00:08:27,360 --> 00:08:28,920 Speaker 2: But it does not seem like whoever listens to this 178 00:08:28,960 --> 00:08:31,960 Speaker 2: podcast and Kayla, who's writing that is hers. So since 179 00:08:32,000 --> 00:08:35,520 Speaker 2: you feel uncomfortable, they go and lean towards that like 180 00:08:35,600 --> 00:08:38,960 Speaker 2: uncomfortable feeling because you're bound to be an entrepreneur yourself, 181 00:08:39,000 --> 00:08:40,280 Speaker 2: because you already have it in your mind. 182 00:08:40,640 --> 00:08:43,520 Speaker 1: All right, Kayla, I hope that you feel inspired and 183 00:08:43,559 --> 00:08:45,840 Speaker 1: good luck on your journey. Keep us posted. Okay, I 184 00:08:45,920 --> 00:08:47,640 Speaker 1: want to know how you're last, so. 185 00:08:47,720 --> 00:08:50,360 Speaker 2: Somebody sent me. Y'all gotta tell me about Kayla says 186 00:08:50,360 --> 00:08:52,880 Speaker 2: when she got her own studio or becomes the whole, 187 00:08:52,880 --> 00:08:54,520 Speaker 2: the biggest last artist wherever she's from. 188 00:08:54,800 --> 00:08:56,720 Speaker 1: I'm gonna let you know, I'm Kayla. You gotta follow 189 00:08:56,760 --> 00:08:58,520 Speaker 1: both of us. Okay, let us know how it goes. 190 00:08:58,559 --> 00:09:01,600 Speaker 1: But thank you so much for your question. And all right, 191 00:09:01,720 --> 00:09:03,600 Speaker 1: let's take a quick breaking break and we'll be right 192 00:09:03,679 --> 00:09:05,960 Speaker 1: back with our second question again. I am joined in 193 00:09:06,000 --> 00:09:09,840 Speaker 1: the studio with the brilliant and talented Carla Wilmatics. I 194 00:09:09,840 --> 00:09:11,920 Speaker 1: can't decide which is my favorite way to pronounce your name, 195 00:09:11,920 --> 00:09:14,720 Speaker 1: so I'm gonna do it both ways however I decide. Okay, 196 00:09:15,120 --> 00:09:18,880 Speaker 1: all right, we'll be right back. All right, Va fan, 197 00:09:18,920 --> 00:09:22,280 Speaker 1: we are back in the studio with another of y'all's questions. 198 00:09:22,400 --> 00:09:26,559 Speaker 1: This question comes from listener Chaney, who has a concern 199 00:09:26,800 --> 00:09:31,160 Speaker 1: about turning off her clients and opening a new commercial workspace. 200 00:09:31,200 --> 00:09:34,400 Speaker 1: So let's get into it all right, Hi, Mandy and Tiffany, 201 00:09:34,520 --> 00:09:38,800 Speaker 1: as as savvy successful business owners that I respect and admire, 202 00:09:38,840 --> 00:09:41,480 Speaker 1: I would love your input. I am opening a new 203 00:09:41,480 --> 00:09:44,520 Speaker 1: commercial space for my photo studio, and as excited as 204 00:09:44,520 --> 00:09:46,559 Speaker 1: I am, I'm also a little nervous because I've had 205 00:09:46,600 --> 00:09:49,640 Speaker 1: to raise my prices. My concern is I'm going to 206 00:09:49,640 --> 00:09:52,360 Speaker 1: turn off the clients I'm trying to reach. I had 207 00:09:52,360 --> 00:09:55,480 Speaker 1: this internal battle of what's the win win price that 208 00:09:55,520 --> 00:09:58,800 Speaker 1: will work for clients, that will cover business expenses, and 209 00:09:58,840 --> 00:10:01,959 Speaker 1: that will support myself and my little one. My prices 210 00:10:01,960 --> 00:10:05,120 Speaker 1: in the past have been much lower where it wasn't sustainable, 211 00:10:05,160 --> 00:10:08,360 Speaker 1: and I heard, oh, you're too expensive. How have you 212 00:10:08,679 --> 00:10:12,120 Speaker 1: or how would you handle this potential objection? Thank you 213 00:10:12,160 --> 00:10:15,920 Speaker 1: for taking the time to read this O. This is 214 00:10:15,960 --> 00:10:18,400 Speaker 1: a good one, Carla. I want to hear your take 215 00:10:18,440 --> 00:10:19,080 Speaker 1: on this one. 216 00:10:19,480 --> 00:10:22,760 Speaker 2: Well, she said, Mandy and Tiffany. I'm trying. I am now, Tiffany, 217 00:10:22,880 --> 00:10:23,520 Speaker 2: so I'm gonna. 218 00:10:23,360 --> 00:10:25,800 Speaker 1: Try your ocation a excuse me. I don't give you 219 00:10:25,800 --> 00:10:26,840 Speaker 1: what Tiffany would have given you. 220 00:10:28,280 --> 00:10:30,600 Speaker 2: I went through this myself, and I had a business 221 00:10:30,600 --> 00:10:32,800 Speaker 2: coach that was like, why are you charging this? Why 222 00:10:32,840 --> 00:10:35,280 Speaker 2: are you charging that? I think we ourselves put her 223 00:10:36,240 --> 00:10:39,000 Speaker 2: don't see the value because we're with ourselves every single day. 224 00:10:39,600 --> 00:10:41,560 Speaker 2: And then she said, you might turn off the clients 225 00:10:41,600 --> 00:10:44,000 Speaker 2: you're trying to reach. No, you're going to turn off 226 00:10:44,040 --> 00:10:47,240 Speaker 2: the clients that you don't need, or the clients that 227 00:10:47,280 --> 00:10:49,080 Speaker 2: you have right now that are not When you're trying 228 00:10:49,160 --> 00:10:51,760 Speaker 2: to reach a certain client, you will race your prices. 229 00:10:52,080 --> 00:10:55,280 Speaker 2: And I started at forty nine dollars an hour. I 230 00:10:55,360 --> 00:10:59,160 Speaker 2: now charge upwards of eight thousand dollars a month. And 231 00:10:59,200 --> 00:11:01,199 Speaker 2: to me, I'm like, who is paying me? I have 232 00:11:01,720 --> 00:11:03,840 Speaker 2: I turned around all all you said yes? When I 233 00:11:03,880 --> 00:11:06,040 Speaker 2: send quotes and they say okay, I'm like, are you 234 00:11:06,080 --> 00:11:08,120 Speaker 2: sure you want to do that? And I never thought 235 00:11:08,160 --> 00:11:11,400 Speaker 2: anyone would. I didn't think anyone would say yes to that. 236 00:11:11,480 --> 00:11:13,800 Speaker 2: But there's a client tele out there. And one of 237 00:11:13,840 --> 00:11:15,959 Speaker 2: the best things my business coach told me was like, 238 00:11:16,000 --> 00:11:18,800 Speaker 2: stop looking at things from my own pocket. Stop looking 239 00:11:18,800 --> 00:11:20,240 Speaker 2: at it from your pocket, and what you would pay? 240 00:11:20,600 --> 00:11:23,640 Speaker 2: What would that clientele pay for what you're offering, and 241 00:11:23,640 --> 00:11:25,800 Speaker 2: you're saying it's a photo studio. I will tell you 242 00:11:25,840 --> 00:11:27,720 Speaker 2: there are some pictures that I've taken with some for free, 243 00:11:27,720 --> 00:11:29,480 Speaker 2: and there are some studios that I've paid for pictures 244 00:11:29,480 --> 00:11:29,880 Speaker 2: where I. 245 00:11:29,880 --> 00:11:31,680 Speaker 1: Was like, why am I paying this much? 246 00:11:32,000 --> 00:11:34,080 Speaker 2: But the final product is what gave it to me. 247 00:11:34,120 --> 00:11:37,520 Speaker 2: So don't you're just doubting yourself. Get it done, and 248 00:11:37,679 --> 00:11:40,720 Speaker 2: you will have to go into a different pool of people. 249 00:11:41,320 --> 00:11:43,439 Speaker 2: But you did not need to find or restructure your 250 00:11:43,440 --> 00:11:46,400 Speaker 2: customer avatar and say, hey, where do they hang out? 251 00:11:46,600 --> 00:11:49,400 Speaker 2: You know, it might not be the tiki TALKI like 252 00:11:49,400 --> 00:11:50,520 Speaker 2: I call, It might not be with the kids. It 253 00:11:50,600 --> 00:11:51,760 Speaker 2: might be someone that has a little bit more money, 254 00:11:51,840 --> 00:11:53,400 Speaker 2: or it could be on sextout. You just find out 255 00:11:53,400 --> 00:11:57,680 Speaker 2: where they hang out this specific clientele and target them. 256 00:11:57,720 --> 00:12:00,520 Speaker 2: You can no longer target, you know, people that are 257 00:12:00,520 --> 00:12:02,800 Speaker 2: looking for fifty dollars pictures. Now you have to look 258 00:12:02,840 --> 00:12:04,480 Speaker 2: for different people and that's what you're gonna market to. 259 00:12:04,559 --> 00:12:07,240 Speaker 2: But girl, raise the prices you and your kids deserve. 260 00:12:07,720 --> 00:12:10,360 Speaker 1: Yeah, I mean, and Tiffany's not here, but in her spirit, 261 00:12:10,400 --> 00:12:13,000 Speaker 1: I will say she shared multiple times how she approached 262 00:12:13,080 --> 00:12:16,240 Speaker 1: raising the price of her signature program, the Literature Academy, 263 00:12:16,679 --> 00:12:19,600 Speaker 1: and her method has always been, you know, if you 264 00:12:19,880 --> 00:12:21,800 Speaker 1: if you're an early you know, if you're an early 265 00:12:21,840 --> 00:12:25,240 Speaker 1: customer and OG, then you will get grace. You'll get 266 00:12:25,280 --> 00:12:27,760 Speaker 1: grace of notice that prices are going up. And sometimes 267 00:12:27,760 --> 00:12:29,600 Speaker 1: she'll eve an honor the price for you if it's 268 00:12:29,679 --> 00:12:32,720 Speaker 1: like a subscription or whatnot, you know, for the next time. 269 00:12:32,840 --> 00:12:36,840 Speaker 1: So if you want to, you know, give your existing clients, 270 00:12:37,240 --> 00:12:38,800 Speaker 1: you know, who have been loyal to you and have 271 00:12:38,920 --> 00:12:41,599 Speaker 1: worked with you, like give them something to make the 272 00:12:41,960 --> 00:12:44,000 Speaker 1: pain feel a little bit sweeter, Like, Hey, I'm going 273 00:12:44,040 --> 00:12:47,040 Speaker 1: to honor your special client price. You know, you can 274 00:12:47,120 --> 00:12:49,240 Speaker 1: have for the next couple of months, or I'm going 275 00:12:49,280 --> 00:12:50,400 Speaker 1: to give it to you for the next shoot that 276 00:12:50,440 --> 00:12:52,520 Speaker 1: you booked with me and then forever more. You know, 277 00:12:52,559 --> 00:12:55,120 Speaker 1: we're going to have the prices raised. I've had to raise. 278 00:12:55,280 --> 00:12:59,440 Speaker 1: I've had a business coach too, Carla, who has still 279 00:12:59,440 --> 00:13:03,319 Speaker 1: tells me I don't charge enough. I launched my academy, 280 00:13:03,400 --> 00:13:06,920 Speaker 1: the Mandy money Makers last year, been about a year 281 00:13:07,520 --> 00:13:10,680 Speaker 1: and I have I have simplified my prices. I used 282 00:13:10,679 --> 00:13:14,720 Speaker 1: to offer like three different you know levels of price. Yeah, 283 00:13:14,760 --> 00:13:18,360 Speaker 1: tiers Now I offer one and still business coaches like, okay, 284 00:13:18,440 --> 00:13:21,560 Speaker 1: you could be offering more. What has helped me and 285 00:13:21,640 --> 00:13:25,160 Speaker 1: will help you too, Shane, I think is when you 286 00:13:25,200 --> 00:13:28,680 Speaker 1: focus on the value, on the transformation that you're offering 287 00:13:29,120 --> 00:13:33,760 Speaker 1: your customer, your perfect client, and when you were able 288 00:13:33,760 --> 00:13:36,840 Speaker 1: to articulate their pain points and tell them how you 289 00:13:36,920 --> 00:13:39,240 Speaker 1: were going to help solve them. To Carla, like you 290 00:13:39,240 --> 00:13:41,960 Speaker 1: said earlier about how when you're like one of your 291 00:13:41,960 --> 00:13:44,280 Speaker 1: superpowers is you're able to sell without making it feel 292 00:13:44,280 --> 00:13:47,160 Speaker 1: like selling. I think that's the key. It's because you 293 00:13:47,200 --> 00:13:52,000 Speaker 1: have so like you have so deeply identified this person's 294 00:13:52,000 --> 00:13:54,120 Speaker 1: in your thoughts and feelings, their doubts, their pain points, 295 00:13:54,120 --> 00:13:57,319 Speaker 1: their struggles, and illustrated your value to them and how 296 00:13:57,360 --> 00:14:01,160 Speaker 1: you can help transform, solve their prop transform whatever they're 297 00:14:01,160 --> 00:14:03,440 Speaker 1: trying to transform. And at the end of it, they're like, 298 00:14:03,960 --> 00:14:07,480 Speaker 1: take my money. You know, that's when you know that 299 00:14:08,000 --> 00:14:10,640 Speaker 1: it's not about the price point so much. It's about 300 00:14:11,280 --> 00:14:14,280 Speaker 1: is your value clear and is it like a no 301 00:14:14,440 --> 00:14:17,839 Speaker 1: brainer for them because they recognize I can only get 302 00:14:17,880 --> 00:14:20,600 Speaker 1: this from her, this is the value that they're bringing. 303 00:14:20,960 --> 00:14:23,200 Speaker 1: So what does that look like for you? You know, 304 00:14:23,360 --> 00:14:26,840 Speaker 1: as a photographer, you know have I wouldn't go I 305 00:14:26,840 --> 00:14:28,960 Speaker 1: would not send an email to your email list, being like, 306 00:14:29,680 --> 00:14:32,800 Speaker 1: the studio is more expensive now you know, we're gonna 307 00:14:32,800 --> 00:14:36,120 Speaker 1: have to raise the prices because the bills are getting higher. 308 00:14:36,080 --> 00:14:38,960 Speaker 1: And that's the equivalence of like what I take about. 309 00:14:39,000 --> 00:14:40,760 Speaker 1: Don't ever go to your boss and ask for a 310 00:14:40,840 --> 00:14:45,080 Speaker 1: raise because inflation is inflationing and bread and eggs are expensive. No, 311 00:14:45,640 --> 00:14:48,880 Speaker 1: what is your contribution? What is your impact? And why 312 00:14:49,440 --> 00:14:51,560 Speaker 1: are you now worth more than you were before? 313 00:14:52,200 --> 00:14:52,400 Speaker 2: You know? 314 00:14:52,640 --> 00:14:55,160 Speaker 1: So make that abundant and clear. Have you won awards 315 00:14:55,160 --> 00:14:58,360 Speaker 1: for your work? Present your work in a beautiful way 316 00:14:58,480 --> 00:15:02,400 Speaker 1: with pride. The cestimonials got to be poppin', you know, 317 00:15:02,480 --> 00:15:05,800 Speaker 1: from people that you have worked with. But make your 318 00:15:05,920 --> 00:15:11,160 Speaker 1: value undeniable and people will continue to show up. 319 00:15:12,160 --> 00:15:14,320 Speaker 2: And is that even you said one where you like 320 00:15:14,320 --> 00:15:16,240 Speaker 2: people will say like I can only get this from her. 321 00:15:16,880 --> 00:15:19,240 Speaker 2: I would even say they can get it from anybody else, 322 00:15:19,320 --> 00:15:22,080 Speaker 2: but they'll want it from you. With the way that 323 00:15:22,120 --> 00:15:24,360 Speaker 2: you serve it to them. It's like I can only 324 00:15:24,400 --> 00:15:26,880 Speaker 2: get this from her because she's who I want to 325 00:15:26,960 --> 00:15:30,080 Speaker 2: do this for me, And I never sell necessarily what 326 00:15:30,520 --> 00:15:33,920 Speaker 2: is in my program. I sell their results like let 327 00:15:33,920 --> 00:15:36,840 Speaker 2: me Exactlyness, you're having a really hard time recording this right, 328 00:15:36,880 --> 00:15:38,600 Speaker 2: and you can't put it out every day in the 329 00:15:38,640 --> 00:15:40,800 Speaker 2: same day. You don't know how to bog record. You 330 00:15:40,800 --> 00:15:42,720 Speaker 2: can't even come up with a strategy. What if I 331 00:15:42,800 --> 00:15:45,680 Speaker 2: told you that I can. We can launch your podcast 332 00:15:45,720 --> 00:15:47,440 Speaker 2: and manage it and produce it and all you have 333 00:15:47,480 --> 00:15:48,800 Speaker 2: to do is show up for an hour a week 334 00:15:48,880 --> 00:15:50,920 Speaker 2: and that is it. When you wake up on Monday morning, 335 00:15:50,920 --> 00:15:54,520 Speaker 2: it's posted with everything and all your they're like, where 336 00:15:54,520 --> 00:15:56,560 Speaker 2: do I sign up? I want to sign up right now? 337 00:15:56,640 --> 00:15:58,680 Speaker 2: And that's because that's the people's pain point. So that's 338 00:15:58,720 --> 00:16:00,000 Speaker 2: what you have going on over there as well. 339 00:16:00,000 --> 00:16:02,880 Speaker 1: Wow, yeah, and I bet your client's pain point is 340 00:16:02,960 --> 00:16:06,600 Speaker 1: you're sick of paying, like taking the cheap route going, 341 00:16:06,880 --> 00:16:09,200 Speaker 1: you know, for the Sears photo package and not being 342 00:16:09,240 --> 00:16:13,720 Speaker 1: happy with the results, like you know, or seeing someone's 343 00:16:13,760 --> 00:16:16,160 Speaker 1: cute pictures on Instagram and then booking with them and 344 00:16:16,200 --> 00:16:18,680 Speaker 1: realizing this is horrible, you know, or this is not 345 00:16:18,720 --> 00:16:20,880 Speaker 1: what you want? So how can you solve those pain 346 00:16:20,920 --> 00:16:26,920 Speaker 1: points for them? But unapologetically move forward understanding your value 347 00:16:27,040 --> 00:16:30,560 Speaker 1: and like, yeah, like Carlo said, selling not what you're 348 00:16:30,960 --> 00:16:33,480 Speaker 1: actually the physical thing or the digital thing that you're selling, 349 00:16:33,520 --> 00:16:36,080 Speaker 1: but like how you are solving their problem, how you 350 00:16:36,080 --> 00:16:36,720 Speaker 1: are making your. 351 00:16:36,600 --> 00:16:40,120 Speaker 2: Life photos is like that if my daughter was she 352 00:16:40,240 --> 00:16:42,440 Speaker 2: was one, so sixteen years ago, it was a serious 353 00:16:42,440 --> 00:16:45,280 Speaker 2: photo shoot that I have, man. 354 00:16:45,240 --> 00:16:48,360 Speaker 1: See real my son would have had he couldn't leave 355 00:16:48,360 --> 00:16:50,479 Speaker 1: the house when he turned one. It was a pandemonium. 356 00:16:50,640 --> 00:16:53,040 Speaker 2: Oh yeah. But now that I look at it, I'm like, 357 00:16:53,120 --> 00:16:54,800 Speaker 2: this is really was serious because I can do this 358 00:16:54,840 --> 00:16:57,880 Speaker 2: with my iPhone now, so right, the quality that a 359 00:16:57,920 --> 00:17:00,800 Speaker 2: studio can give you, it's totally different than when an 360 00:17:00,840 --> 00:17:02,440 Speaker 2: iPhone can give you, which is what I got here 361 00:17:02,480 --> 00:17:03,240 Speaker 2: and I phone picture. 362 00:17:04,240 --> 00:17:06,960 Speaker 1: All right, Shaney, Well, thank you so much for your question, 363 00:17:07,000 --> 00:17:09,720 Speaker 1: thank you for the kind words for us and for 364 00:17:09,800 --> 00:17:13,199 Speaker 1: the show, and of course mucho mucho thank you to 365 00:17:13,480 --> 00:17:16,840 Speaker 1: Carla for joining me and actually listening, you for having 366 00:17:16,840 --> 00:17:18,359 Speaker 1: in the hot seat with me. I know we didn't 367 00:17:18,400 --> 00:17:19,840 Speaker 1: even like warn you that we were going to make 368 00:17:19,840 --> 00:17:23,320 Speaker 1: you answer questions today, but that's all you do is 369 00:17:23,359 --> 00:17:25,439 Speaker 1: just drop gems. So this is totally natural for you. 370 00:17:25,560 --> 00:17:27,959 Speaker 2: I literally talk for a living. Sometimes I'm like can 371 00:17:27,960 --> 00:17:29,520 Speaker 2: I should? My daughter is like can you shut up now? 372 00:17:29,560 --> 00:17:31,760 Speaker 1: And I'm like, okay, fine, are you an introvert, though, 373 00:17:31,760 --> 00:17:33,480 Speaker 1: do you have to go plug yourself in afterward like 374 00:17:33,560 --> 00:17:33,800 Speaker 1: I do? 375 00:17:34,119 --> 00:17:36,680 Speaker 2: Mm hmm. So I was very much so an out 376 00:17:36,840 --> 00:17:40,399 Speaker 2: uh more like an ambivry. But I've in my thirties, 377 00:17:40,400 --> 00:17:42,359 Speaker 2: I've become a lot more of an introvert, like I 378 00:17:42,520 --> 00:17:45,720 Speaker 2: really need to recharge, and I've become very socially awkward. 379 00:17:46,920 --> 00:17:49,919 Speaker 1: I appreciate you for being candid about that. Yeah, I 380 00:17:50,320 --> 00:17:52,159 Speaker 1: make sure I have an hour before the show and 381 00:17:52,200 --> 00:17:54,560 Speaker 1: an hour after the show blocked, because if I can, 382 00:17:55,000 --> 00:17:56,600 Speaker 1: if I have to go into something else, I just 383 00:17:56,640 --> 00:17:58,560 Speaker 1: it's going to be horrible and I'm going to be cranky. 384 00:17:59,160 --> 00:18:01,359 Speaker 1: So you got to save your sparkle, you know, for 385 00:18:01,440 --> 00:18:04,360 Speaker 1: these moments. Thank you so much for sharing your sparkle 386 00:18:04,400 --> 00:18:07,600 Speaker 1: with us. Hey, ba Fam, we could not do this 387 00:18:07,680 --> 00:18:10,600 Speaker 1: show without your support or the support of our team 388 00:18:10,680 --> 00:18:14,000 Speaker 1: behind the scenes. The Brown Ambition podcast is produced by 389 00:18:14,080 --> 00:18:17,960 Speaker 1: Imani Crosby and Dennis Stimplinsky is our in house tech guru. 390 00:18:18,440 --> 00:18:21,040 Speaker 1: I am your co host Mandy Woodrif Santos, and we 391 00:18:21,080 --> 00:18:25,720 Speaker 1: will see y'all next week. Ba Fam.