Episode 308
Why Strategy Isn’t the Answer (If You’re Not Thinking Strategically)[Ep. 308]
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Let’s get down to the nitty-gritty: Strategy isn’t the secret sauce to success, it's strategic thinking that really gets the needle moving!
In today's, we dive into why simply following the latest trends or strategies can be a total trap. Instead of just ticking off boxes on a checklist, it’s all about how you apply and adapt those strategies to fit your unique biz situation.
It's all about asking the right questions and making intentional decisions that actually resonate with your goals. So, if you’re tired of hopping from one shiny strategy to the next without seeing results, we're about to dive into the magic of strategic thinking!
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- Take the "Where's the Gap in Your Business Strategy" Quiz
- Connect with Michelle on LinkedIn or Facebook
- Visit my website to learn more and apply for the Focused Visionary Accelerator
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Transcript
All right, let's get real for a second.
Speaker A:The word strategy, it's everywhere.
Speaker A:It's everywhere, right?
Speaker A:I say it all the time.
Speaker A:And every coach, every course, and all the captions that you see in re are telling you that this is the number one strategy that will finally grow your business.
Speaker A:But we're here, and we talk the real truth on this podcast, and here's the truth that no one wants to admit.
Speaker A:It's really, truly not the strategy that moves the needle.
Speaker A:It's how you think about it, how you apply it, and how you adapt it to your business that moves the needle.
Speaker A:And without that strategic thinking and thought process, even the best strategy just becomes another checklist that may or may not work for your business.
Speaker A:All right, we're diving into this topic today deep because it's really all about the strategic thinking.
Speaker A:All right, you ready to dive in?
Speaker A:Let's do it.
Speaker A:All right, first and foremost, we're going to talk about.
Speaker A:And you may have been seeing this on my socials a little bit.
Speaker A:I've been kind of sharing and hinting at this a little on the socials.
Speaker A:I'm actually working on some graphics, and you're going to start seeing it more on the socials, because this is something that I really have been reflecting on and really thinking about, because even myself, I.
Speaker A:I use the word strategy all the time, right?
Speaker A:Like, what's the strategy behind this?
Speaker A:Where are we trying to go?
Speaker A:What are we trying to do?
Speaker A:But there's the difference right there, if you heard it is, what's the strategy behind this?
Speaker A:What.
Speaker A:Where are we trying to go?
Speaker A:What is the goal?
Speaker A:What are you trying to achieve?
Speaker A:Right there, the questions are the strategic thought process, right?
Speaker A:That actually goes into the strategy.
Speaker A:Okay?
Speaker A:So that's.
Speaker A:First and foremost, I want to really just kind of differentiate what is the difference between strategy and strategic thinking?
Speaker A:Because we have to understand the difference there before we can dive any deeper.
Speaker A:Okay?
Speaker A:So I want you to really think about this, and I want you to really hear this and listen, all right?
Speaker A:Strategy is the plan.
Speaker A:It's the steps, it's the actions, it's the implementation.
Speaker A:Okay?
Speaker A:Strategic thinking is the lens in which you evaluate the plan and how you adjust the plan and how you create the steps for the implementation.
Speaker A:Right.
Speaker A:To make sure that this strategy is working for you and not against you.
Speaker A:Okay?
Speaker A:Strategic thinking also is the.
Speaker A:The piece that asks, is this right for me right now with what I am trying to achieve and with the facts and the data that I have in my business, or.
Speaker A:Right.
Speaker A:Is this Right.
Speaker A:For me right now, because you have heard me say often, if you've been a listener for a while, if you've ever been on a call with me, you have heard me say, every strategy works, but they will not all work for you, right?
Speaker A:And the difference there is the strategic thinking that goes into the strategy that will determine whether or not it works for you.
Speaker A:For you, okay?
Speaker A:And so without that moment of thought, people can jump from strategy to strategy to strategy, looking for a fix, when in reality, all the strategies in the world aren't going to fix it if you don't take the time to really put the thought into, is this right for me right now?
Speaker A:Okay?
Speaker A:And so here's why I feel like this is so important and why the, you know, the episode named is like, strategy is not the answer.
Speaker A:And that's so counterintuitive, I'm sure, to what you.
Speaker A:What you think of me, right?
Speaker A:But here's the thing.
Speaker A:Most overwhelmed entrepreneurs, solopreneurs, the people listening you.
Speaker A:You who are listening, right?
Speaker A:You think you need more clarity, right?
Speaker A:And clarity comes from consuming, right?
Speaker A:The more I learn, the more I consume, the more I try, right?
Speaker A:But it doesn't.
Speaker A:Clarity comes from deciding, right?
Speaker A:It becomes.
Speaker A:It comes from saying, I'm going to do this.
Speaker A:Right?
Speaker A:Making those educated decisions, right?
Speaker A:The clarity comes from looking at the facts.
Speaker A:The clarity comes from looking at what is actually working, what is not working.
Speaker A:And then you can decide, do I move forward with this or not?
Speaker A:Right?
Speaker A:And so just implementing a new plan is not necessarily going to solve your problem, and it's not going to necessarily get you any further.
Speaker A:If it's not rooted in data, if it's not rooted in thought, if it's not rooted in an educated decision, right?
Speaker A:It might get you a little bit further, but it's kind of like a band aid solution, right?
Speaker A:And that's why you see this as, like, I've heard this so many times.
Speaker A:It's like I try all these different strategies.
Speaker A:And even myself, I have been there, I found myself saying this a lot.
Speaker A:Like, I.
Speaker A:I buy all the things.
Speaker A:I buy into the programs.
Speaker A:I hire all the coaches.
Speaker A:I'm doing all the things that are working.
Speaker A:And everybody else says, but I don't understand why I don't get the same results, right?
Speaker A:How many times have you said that?
Speaker A:Like, I don't understand why I get into this program and I don't get the same results, right?
Speaker A:Some of it is because you've really not asked yourself, is this really what I need?
Speaker A:Is this really What I want is this really how I want to show up.
Speaker A:Is this what I can actually execute on?
Speaker A:Right?
Speaker A:Because a lot of times there's a strategy.
Speaker A:I use this example all the time, is like, people for the longest time say that, like, video is the thing.
Speaker A:Video is the strategy that moves the needle.
Speaker A:Video, video, video.
Speaker A:You've got to get on video.
Speaker A:Well, here's the thing.
Speaker A:If you suck on video, and I mean that in the nicest way, but, like, some people just are not good on video.
Speaker A:And they.
Speaker A:But they are incredible writers, right?
Speaker A:Or they are incredible graphic designers or content creators.
Speaker A:Stuff like, right?
Speaker A:Well, guess what?
Speaker A:If you can create incredible carousel posts that walk people through the same journey that I can get on a video and walk people through, well, then that strategy is going to work better for you because it puts you in your zone of genius versus putting you in saying, like, you have to show up on video, and then you stumble over your words.
Speaker A:You can't.
Speaker A:You, you know, you don't really know what you want to say.
Speaker A:You're doing this, right?
Speaker A:Like, you're hesitating.
Speaker A:Because I'm trying to think, like, how do I even say this?
Speaker A:Because video comes so naturally to me, right?
Speaker A:But you.
Speaker A:If you're not good at it, then you're gonna lose your audience, right?
Speaker A:And we're not all good at everything.
Speaker A:Like, I am not a good graphic designer.
Speaker A:I don't try to be.
Speaker A:I don't pretend to be, right?
Speaker A:So creating carousel posts and all these really big fancy graphics and infographics and all these things, although that strategy may work for some people, if I can't execute on it, well, it's not going to work for me, okay?
Speaker A:And so what I want you to do is start really flipping the script before you just, like, buy into another strategy and ask yourself, like, is this just a band aid or is this a solution?
Speaker A:And here are some questions you notice.
Speaker A:Everything is rooted in questions, right?
Speaker A:It's all about asking yourself the right questions.
Speaker A:Okay?
Speaker A:So when you think about moving or jumping ship or bouncing to a new strategy, I want you to ask yourself, is this current strategy reactive or is it intentional?
Speaker A:Right?
Speaker A:Is it.
Speaker A:I'm doing this because I am reacting to something.
Speaker A:Somebody told me that I should do this, or I saw somebody else really do well with this send thing, and so I'm going to jump ship and do that.
Speaker A:Or.
Speaker A:Or is the strategy that you're implementing intentional?
Speaker A:Is it intentional?
Speaker A:Okay.
Speaker A:And I'll give you an example, because I have something exciting to share, all right?
Speaker A:So I am launching and you guys are the first to hear it.
Speaker A:Well, oh, that's not true.
Speaker A:The my FEA clients are the first to hear it, but you guys are the second to hear it.
Speaker A:How's that?
Speaker A:So I am launching a private podcast.
Speaker A:It's called Back Pocket Insights and it's really like a community.
Speaker A:It's not just a private podcast.
Speaker A:So it's like little, really super short episodes.
Speaker A:So if you have been a OG listener of the podcast, the episodes inside of the private podcast will sound very similar to the original episodes of the podcast.
Speaker A:Those short super story based in the moment, conversational, unedited, like, hey, I was thinking about you like voice memo style episodes.
Speaker A:Okay.
Speaker A:And I call the Back Pocket Insights because I believe everybody deserves a strategist in their back pocket.
Speaker A:All right, so the link is in the show notes.
Speaker A:It is a paid product, but it's super low ticket.
Speaker A:Super low ticket.
Speaker A:And because you guys are the first is people to hear about it, there's a discount for you on there.
Speaker A:So anyway, jump on the link in the show notes.
Speaker A:Check it out.
Speaker A:Like I said, it's a community.
Speaker A:There was going to be like monthly community events.
Speaker A:There's going to be a, there's a WhatsApp community thread, a group thread where we'll.
Speaker A:I'll be posting all kinds of stuff just to get to know everybody better.
Speaker A:I miss it so much.
Speaker A:Okay, but the reason I'm telling you all that, well, one, I'm super excited to tell you about it, but two, the.
Speaker A:The reason I'm telling you about this is is this strategy reactive or intentional?
Speaker A:Okay, so I want to talk about the Back Pocket Insights.
Speaker A:People have been saying for years, right?
Speaker A:This is years that this has been going on, that private podcasts are the thing to do.
Speaker A:Create a private podcast.
Speaker A:They're better lead magnets.
Speaker A:Create a private podcast.
Speaker A:You can do it story, you can do it all these different ways, right?
Speaker A:Like they gained popularity for a long time and I have been told for a long time to create a private podcast, but there was no intention behind me doing it, right?
Speaker A:Like I, I could have done it, but what would have been the intention, right?
Speaker A:Like it would have just been one more thing.
Speaker A:I needed to create content for one more thing.
Speaker A:I needed to remember to do one more thing added to my plate.
Speaker A:And for a long time it wasn't in alignment.
Speaker A:There was no intention behind it, right?
Speaker A:And so I didn't do it, but now there is an intention behind it.
Speaker A:I realize as I've been reflecting on a lot of things One of the things that I miss so terribly is community.
Speaker A:I miss being able to connect with people on a community level.
Speaker A:I also love to teach.
Speaker A:I love to teach, I love to do master classes, I love to do workshops, but I don't always, you know, I love to host networking events.
Speaker A:You guys know this.
Speaker A:I've, you know, you've seen all this.
Speaker A:You've been through the, you know, if you've been around a while, you've seen me do all of these things.
Speaker A:And so.
Speaker A:But why I usually burn out from them is because what I don't like is I don't like the marketing, the constant state of having to market the, the next workshop, the next networking event, the next this, the next that, whatever, right?
Speaker A:And so I finally decided I'm going to create something, something with intention, in alignment with who I am and what I love to do and bring it all together.
Speaker A:And that's what Back Pocket Insights is, right?
Speaker A:So it brings together the community piece, it brings together the teaching piece, the networking piece, and it allows me to share these little random thoughts that I have because there are so many different little business lessons and things that I want to share, but I couldn't find a way to do it.
Speaker A:Like, I don't want to keep creating content on social.
Speaker A:I, I, you know, it falls on deaf ears.
Speaker A:You don't know who's seeing it.
Speaker A:I, it's not like I can blow you guys up in your inboxes every day.
Speaker A:I would, like, if I could email this stuff to you guys every day, I would, but that's annoying.
Speaker A:I don't want to hear from you every day either, right?
Speaker A:As it is, I've been increasing my emails, and I know that you know what I mean, so I try to be very intentional around that.
Speaker A:So I want you to understand so that we're getting back to.
Speaker A:I promise.
Speaker A:You know, I'm not taking this off on a tangent, but again, it's.
Speaker A:Is this, this product now, right?
Speaker A:Back Pocket Insights.
Speaker A:It's not just reactive, right?
Speaker A:It would have been reactive a year and a half ago if I would have just created a private podcast.
Speaker A:Because everybody said you should create a private podcast, right?
Speaker A:I was even thinking about turning in, like, the Focus Visionary framework into a private podcast and, like, breaking it down into eight episodes with worksheets, and it's like, but then what?
Speaker A:Like, where do I go from there?
Speaker A:What's the next step?
Speaker A:Right?
Speaker A:I'm always looking at what's the next step?
Speaker A:Step, right?
Speaker A:That's strategic thinking.
Speaker A:If I do this, what Is the next step.
Speaker A:What does this lead to?
Speaker A:What is the goal?
Speaker A:Okay.
Speaker A:Right.
Speaker A:That's what you want to make sure you're doing.
Speaker A:You want to make sure that you are implementing and utilizing strategies because they are aligned with you, not just because it's easy or familiar or because somebody else said you should do it.
Speaker A:Right.
Speaker A:That's how you create a solution, not just a band aid fixed to your problems.
Speaker A:Right?
Speaker A:So you've got to really look at and see, like, what is actually working in my business.
Speaker A:What is that next step?
Speaker A:Right.
Speaker A:If I implement this, how does this fall in alignment with all of the other things?
Speaker A:Right.
Speaker A:And so if you go back to like, Back Pocket Insights, it's my way of saying, like, okay, I have this main podcast, but one of the things that drives me crazy about podcasting is like, I don't know who's listening, right?
Speaker A:And I wanted that next step for you.
Speaker A:But sometimes, like, I.
Speaker A:A lead magnet's not necessarily the next step.
Speaker A:Yes, I can get you on my email list, but again, like, even from the email list, I still don't get a chance to really get to know you.
Speaker A:Right.
Speaker A:And so I also just wanted to be able to share more content and I also just wanted to create community because I love it.
Speaker A:I'm a human centered person and I love that.
Speaker A:So there is all of these things that all fall in alignment and then I can get to know you better, I can get to know your business better.
Speaker A:I can start to create workshops that serve you.
Speaker A:Right.
Speaker A:Like, everything I do is not just me deciding, like, hey, I think this is what I need.
Speaker A:No, now I'll have a community saying, yes, this is what we're struggling with or asking questions or whatever.
Speaker A:Right?
Speaker A:Like, I want it to be interactive.
Speaker A:I'm a generator in human design.
Speaker A:I like to react and to things.
Speaker A:So it all falls very much in alignment.
Speaker A:And there is a bigger picture to implementing this strategy versus now.
Speaker A:It's no longer just one more thing for me to do.
Speaker A:Do you see the difference?
Speaker A:Like, there is a big difference in just adding something else to your plate.
Speaker A:And this is what I see happen all the time, is people try to implement these strategies when all it's doing is adding more to your plate.
Speaker A:And in reality, none of us need more things on our plate.
Speaker A:Our plates are over freaking flowing.
Speaker A:They are overflowing.
Speaker A:We do not need to add more.
Speaker A:And so just adding in this strategic thought process.
Speaker A:And that is the goal.
Speaker A:That is what I'm trying to teach everybody.
Speaker A:That is the differentiator.
Speaker A:I realized Inside of the Focus Visionary is, yes, there is strategy to it.
Speaker A:Yes, there is a structure to it.
Speaker A:But the biggest differentiator and why people are getting results inside of that program is because it's teaching strategic thought.
Speaker A:It's making people pause and just say, is this right for me right now?
Speaker A:Right.
Speaker A:Very fact, very evidence based.
Speaker A:Okay.
Speaker A:So one strategic mindset shift that you can make is really to start thinking like a CEO, right?
Speaker A:We've talked about this before.
Speaker A:We've talked about this before.
Speaker A:And I want you to think about it in this way.
Speaker A:Strategic thinkers do not chase, right?
Speaker A:They are not chasing the next big strategy.
Speaker A:They are not chasing the next big shiny object.
Speaker A:They are not chasing down people that are not the right fit.
Speaker A:Right?
Speaker A:They are choosing.
Speaker A:They are choosing.
Speaker A:They're making educated decisions.
Speaker A:They are saying, right, does this move me closer to the future I'm building or distract me, right, from staying focused?
Speaker A:Right.
Speaker A:I'm going to say that again and I want you to like, save it, like mark it down.
Speaker A:Does this move me closer to the future I am building or distract me from staying focused?
Speaker A:Right.
Speaker A:Because oftentimes staying focused is a little bit uncomfortable.
Speaker A:And so the second things start to feel a little bit uncomfortable, we jump ship.
Speaker A:Right?
Speaker A:It's like, let me try this new strategy.
Speaker A:Yeah, I think this one sounds a little better.
Speaker A:Right?
Speaker A:Let's try this.
Speaker A:Let's create this.
Speaker A:Let's move on, you know, and it doesn't necessarily get you any further.
Speaker A:Okay, so here's your action steps too, from this episode.
Speaker A:And, well, number one, go sign up for Back Pocket Insights.
Speaker A:Like, there's some really fun episodes on there.
Speaker A:I.
Speaker A:My goal is to get it to daily episodes.
Speaker A:However, I'm not ready to commit to that.
Speaker A:Right.
Speaker A:Again, like, strategy wise, I've seen other people creating these daily episodes.
Speaker A:I love it.
Speaker A:I'm not ready to commit to that yet.
Speaker A:So right now it's twice a week.
Speaker A:Then it'll move to three times a week.
Speaker A:Right?
Speaker A:It's going to incrementally get back better, bigger, better.
Speaker A:So step one is go sign up for Back Pocket Insights.
Speaker A:So fun.
Speaker A:So fun.
Speaker A:All right.
Speaker A:But now, really, truly for your own strategies.
Speaker A:Okay.
Speaker A:I want you to kind of think about strategy versus strategic thinking.
Speaker A:Right?
Speaker A:I'm going to go back to the beginning and share.
Speaker A:Strategy is the plan.
Speaker A:Strategic thinking is the lens in which you evaluate and adjust the plan before implementing.
Speaker A:Okay.
Speaker A:So what I want you to do is audit your current strategies.
Speaker A:Any strategy that you're implementing, whether it's a financial strategy, whether it's A marketing strategy, whether it's a sales strategy, whether it's an offer pricing strategy, why are you doing said strategy?
Speaker A:Right?
Speaker A:Is it because someone told you to or because you have you made an educated decision that it was the right time for you in your business and it is moving you closer to your goal and you may not know that yet.
Speaker A:Right?
Speaker A:Some strategies do take some time to really hone in on, right?
Speaker A:So you might not really understand if there's enough data there yet.
Speaker A:But is this something I did because somebody told me to and I am reacting, or did I make this choice on my own because there was some data or it felt in alignment with a bigger picture goal?
Speaker A:Right.
Speaker A:So ask yourself that question and then I want you to pick one area of your business to make a decision from through that strategic thinking lens.
Speaker A:So instead of just saying, I need to create more content, I want you to ask yourself, is content what's moving the needle, Right?
Speaker A:Is posting on social media moving the needle?
Speaker A:So I'll give you another really quick example of this is I wanted to.
Speaker A:I was thinking about ways to repurpose this podcast, right?
Speaker A:Because this is my best content.
Speaker A:This is how I best show up.
Speaker A:I love to create.
Speaker A:This is where I put my best content, my best knowledge, my best action steps.
Speaker A:And I wanted to repurpose it.
Speaker A:And at first I was like, I'm going to be omnipresent.
Speaker A:I'm going to be everywhere.
Speaker A:I'm going to repurpose it to LinkedIn, to Facebook, to Substack, to Threads, to YouTube, to Pinterest, to a blog, to that.
Speaker A:But at the end of the day, my email, it's like, what is actually moving the needle, right?
Speaker A:And there are very few things in our business that move the needle right now.
Speaker A:The things that are moving the needle in my business are one, relationships, networking communities to my email list, right?
Speaker A:Like, I have really stepped into doing more with my email marketing and it's working, okay?
Speaker A:It is working.
Speaker A:And also direct messages, right?
Speaker A:So more content is not necessarily working out better.
Speaker A:What is working out better is when I'm on a podcast, I'm doing more podcast guesting, and when they say, where can people find you?
Speaker A:They can find me on my podcast.
Speaker A:I'm sending people to the podcast.
Speaker A:When I am on a networking event and people ask me, what do I do?
Speaker A:I introduce myself with, not only am I business strategist, but I am a podcast host and I am looking to get more ears on my podcast, right?
Speaker A:It's usually my ask.
Speaker A:So I'm sending people to it.
Speaker A:So it's a direct ask versus just creating more content.
Speaker A:Right?
Speaker A:So again, ask yourself, like, I want to create more content on LinkedIn.
Speaker A:Well, ask yourself, is LinkedIn the best vehicle to help me reach my goals right now?
Speaker A:Right.
Speaker A:It's not that you shouldn't do it, but again, like, is it going to cost you time, money, and energy to do it?
Speaker A:And if it's not giving you the best results, then is that really the right strategy for you or is podcast guesting the better strategy for you?
Speaker A:Right, because it takes the same amount of time and energy to apply for a podcast as it does to create content.
Speaker A:Right.
Speaker A:Like, it just does.
Speaker A:Okay, so, and then if you really want to take this a step further, you can journal a little bit or just think about it, maybe just.
Speaker A:I'm sure you're listening and you're doing a million other things right now, because we all are multitaskers.
Speaker A:But ask yourself and journal on this question.
Speaker A:What would it look like to run my business from a place of strategic clarity?
Speaker A:Right.
Speaker A:Rather than reactive strategy?
Speaker A:So the difference here, really, if I break this down a little bit further, is like, what would it look like to run my business from a place of strategic thoughts, questions like questioning things versus just always reacting, Right?
Speaker A:So reacting is often a place of distraction.
Speaker A:Strategic thinking is a place of proactive, making educated decisions.
Speaker A:Okay, so that's really what I want you to think about today.
Speaker A:Okay?
Speaker A:It's all about strategic thinking, which, again, I mentioned before, this is what the entire Focus Visionary framework is all about.
Speaker A:I know I've talked about it a lot, but that's really my goal inside of that program when I work with everybody individually, is to really help you to become that strategic thinker.
Speaker A:I don't want to just give you one more strategy to implement.
Speaker A:That is not the goal at all.
Speaker A:It's not about saying, here, do this, been, you know, been here, done that, do this, go do this for five, five times and tell me what works.
Speaker A:It's like, no.
Speaker A:What is actually going to work for you?
Speaker A:Where are you best suited?
Speaker A:How are you going to best show up?
Speaker A:Right?
Speaker A:Like, that's really the thought.
Speaker A:And we do that all by looking at what's already working.
Speaker A:So there's a little bit of difference there.
Speaker A:Strategy meets discernment and built to grow with you as your business grows and as that thinking evolves.
Speaker A:All right, so strategic thinking over strategy, don't just be an implementer, right?
Speaker A:Be a thought leader.
Speaker A:Think a thought leader for your own business really is what that all comes down to.
Speaker A:All right, so you know what to do.
Speaker A:Go click the link in the show notes.
Speaker A:If you loved this episode, please share it.
Speaker A:I don't often ask for that, but I would love if you would take a screenshot, share it on all the socials, tag me in it.
Speaker A:Right.
Speaker A:Like it means a lot.
Speaker A:It really means so much.
Speaker A:Because again, I just.
Speaker A:I miss.
Speaker A:Not like I don't.
Speaker A:I hate not knowing who's listening.
Speaker A:Like, I love all of you and I know.
Speaker A:I feel like I know all of you, but I don't.
Speaker A:Right?
Speaker A:Like I don't.
Speaker A:And so if you are resonating with this, please, please, please share it.
Speaker A:It means the world to me and I just appreciate you so much.
Speaker A:All right, I'll talk to you soon.
Speaker A:Thanks so much for listening today, but remember, now it's time to take action.
Speaker A:My goal is to get you results.
Speaker A:So what is one action you can commit to taking this week?
Speaker A:Feel free to share it with me in my DMs or tag me on your socials.
Speaker A:Not sure what action to take?
Speaker A:Grab the link in the show notes and schedule a strategic power hour.
Speaker A:We can talk through it together and get you a strategic plan of action in just 60 short minutes.
Speaker A:Oh, and one last favor.
Speaker A:As with every podcast, reviews and ratings are what help us continue to show up and grow.
Speaker A:So if you wouldn't mind, please take a quick minute to leave a five star review on Apple or Spotify and share this episode with a friend.
Speaker A:Thanks.
Speaker A:Talk soon.
