How a Side Hustle can Become a 7-figure Business with Leah Gervais | POP 792

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A photo of Leah Gervais is captured. She is a leading online business coach that turned her side hustle into a multiple six-figure business in just a few years. Leah is featured on the Practice of the Practice, a therapist podcast.

Instead of looking only at financial freedom, how much time freedom do you have? What are the three best ways to scale? Why should you build your audience before you build your product?

In this podcast episode, Joe Sanok speaks about how a side hustle can become a 7-figure business with Leah Gervais.

Podcast Sponsor: Killin’ It Camp

A photo of the podcast spondot, Killin' It Camp, is captured. They sponsor the Practice of the Practice, a therapist podcast.

You are not going to want to miss Killin’ it Camp 2022.

We are going to be in Cancun, Mexico at the Club Med. It’s going to be amazing.
We’re going to have breakout sessions that are poolside and in really cool environments.
You’re not going to be stuck in a hotel room where you never see the sunshine.

We chose the Club Med because of how much we know that therapists right now just are
feeling tired and burned out and need a break so that if you want to be having
conversations around your private practice, you can do that. Or if you want to do activities
that just help your brain bounce back – all of it is part of our conference.

Over at this all-inclusive resort for only $200 to $250 a night, you’re going to get all your
food, all your drink, all your activities included in that. And right now, we have some
amazing deals on Killin’ It Camp.

So, head on over to killinitcamp.com.

Meet Leah Gervais

A photo of Leah Gervais is captured. She is a leading online business coach that turned her side hustle into a multiple six-figure business in just a few years. Leah is featured on the Practice of the Practice, a therapist podcast.

Leah Gervais is a leading online business coach that turned her side hustle into a multiple six-figure business in just a few years. She founded Urban20Something with one goal in mind – to help younger professionals successfully scale an online side hustle to the point of it exceeding the usual 9-5 job.

Visit Leah’s website and connect on Facebook, Instagram, and LinkedIn.

FREEBIE: From Side Hustle to Six Figure Business in Six Steps

In This Podcast

  • Start by working dollars-for-hours
  • Build your audience before you build your product
  • Leah’s three scaling methods
  • Leah’s advice to private practitioners

Start by working dollars-to-hours

[Recognize] that you don’t want to trade your time and money for forever and [think] about how you can scale up eventually.

Leah Gervais

In the beginning, you will have to knuckle down and put in the hours. Do not shy away from this, because you need to start somewhere.

If you are willing to put in the hard work, effort, and hours in the beginning, then your hustle is a lot more likely to grow on its own and develop sustainably over time because you build it a strong foundation.

While you build this foundation and work dollar-to-hour, you make money to start with and you get to know your audience.

You’ll create a better product if you have already worked individually with people who are your ideal clients.

Leah Gervais

Build your audience before you build your product

It is tempting to make something that’s on your mind, and it may very well help some people.

However, first, start by having conversations with your audience to figure out what they actually need and want, and then create products – with your spin on it – that will serve that need.

You could have the most life-changing, incredible, and powerful book in the world inside of you, but if you don’t have the audience to sell it to, then you’re going to be disappointed … and you’re going to feel like you put all this time and effort into something that you’re not getting a return on.

Leah Gervais

You can grow an audience by:

  • Using social media, your website, being a guest on other people’s shows and podcasts and blogging with SEO
  • Paid advertising with Facebook or Google Ads

A good approach is to combine the two to suit the needs of your business, and where your clients spend their time.

Leah’s three scaling methods

1 – Switch up the business model from one-to-one to one-to-many.

This allows you to package your knowledge in a way that more people can access it and where it can impact them.

This could be something like creating a:

  • Book
  • Blog
  • Podcast

2 – Grow your team.

By hiring more people, you can get more work done, get more work off your plate, and retrieve some of your time.

3 – Raising your rates and prices.

This is the easiest and fastest one, even though it feels difficult. Even if people say no, you don’t need that many people to say yes, just enough, and it will work.

Leah’s advice to private practitioners

Never underestimate the power of what is in your mind. Beyond the numbers, what is in your mind is your best asset, so look more inside than you do out.

Books mentioned in this episode:

Tim Ferriss – The 4-Hour Work Week: Escape 9-5, Live Anywhere, and Join the New Rich

Useful Links mentioned in this episode:

Check out these additional resources:

Meet Joe Sanok

A photo of Joe Sanok is displayed. Joe, private practice consultant, offers helpful advice for group practice owners to grow their private practice. His therapist podcast, Practice of the Practice, offers this advice.

Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.

Thanks For Listening!

Feel free to leave a comment below or share this podcast on social media by clicking on one of the social media links below! Alternatively, leave a review on iTunes and subscribe!

Podcast Transcription

[JOE SANOK] This is the Practice of the Practice podcast with Joe Sanok, session number 792. I’m Joe Sanok, your host, and welcome to the Practice of the Practice podcast. I’m so excited to have you here. Today we are talking about starting, growing, scaling, and exiting your private practice. All day, every day you have access to it. We do it four days a week. So you can check out the podcast over 700 episodes. We’re almost to 800 that you can go back to into the archives. If for some reason you can’t get one through whatever podcast player, they are all available on the website as well. So you can go check those out. Today I’m so excited to have Leah Gervais, who is a leading online business coach that turned her side hustle into a multiple six-figure business in just a few years, and actually last year just hit seven figures. So we’re going to be talking about that today. Leah, welcome to the Practice of the Practice podcast. [LEAH GERVAIS] Joe, thank you so much for having me, and congratulations on nearly 800 episodes. That is no small feat. That is a big achievement. [JOE] Yes when we committed to doing four a week we knew these numbers would climb a lot quicker than once a week, but yes, it’s pretty crazy how quickly it’s made the podcast grow and the reach grow. [LEAH] Sure, sure. Huge, huge congratulations. Thank you for having me. [JOE] Well, tell us a little bit about how your side hustle turned into this full-time business. What’s the story of you starting a side hustle? [LEAH] Sure. I started my now business as a side hustle when I was in my mid early twenties, and I had a pretty stereotypical classic quarter life meltdown. I had thought that I wanted to go to law school, and I moved from Colorado, where I grew up to New York City to go to NYU and I went to my undergrad under that assumption that I was going to be a lawyer. After NYU, I started working as a paralegal in a law firm here in the city and then I took the LSATs, I applied to schools, I sort of was checking off all these boxes of this path to law school, and it really, at the time felt like everything I had put into my building professional life was going that way. It was after studying it in undergrad, after being accepted, after working as a paralegal, actually on the final deadline day when I had to tell the various law schools whether or not I was going to accept or decline their offer for me to attend what I was going to do I just woke up that morning with an intuitive voice, which I hadn’t really ever listened to up to that point. I do a lot of intuition network now, but I hadn’t at the time just sort of saying, this is not what you want to do. You do not want to be a lawyer, you don’t want to go to law school, you are not going to be happy doing this. It was a feeling I had creeping up within me for a few months at that point, but I was just too afraid to listen to it because I had no other professional experience. I had really no other interest that I knew of at the time. Now, as I tell the story and look back, I was only in my mid twenties, who the hell knows what they’re doing? Excuse me, who knows what they’re doing in their twenties. It’s not really that unusual, but it just felt very scary to me because I really didn’t know what else to do. So I started at the time my blog, that’s really what my business started as a blog, to document and write about and share my journey away from a very corporate cultivated paved path that I think a lot of millennials went down toward grad school thinking that that would sort of secure the American dream for them and trying to figure out what else I wanted to do and starting from scratch and trying to figure out a different career path, trying to figure out a different field, trying to figure out where to go from here. It was extremely scary. I even remember starting the blog thinking, I don’t even know what I’ll write about because I don’t have, I have so few answers here, and I don’t know who would listen to me, but I just wanted to share the journey as I went instead of waiting until I was through the journey to share it and I would never have imagined. But that was actually the birth of my business itself. So through starting the business, I started learning more about blogging and I started learning more about digital marketing and SEO work and how to create content that picks up and how traffic works and things I just had never learned working in a law firm. That started to pay off for me, and I started to gain traction, and then people started asking me questions about how I grew this blog, and things really just snowballed from there. Eventually about two years after starting and publishing my first post, I was making more money from it than I was from my nine to five job. So I was able to resign. That was about four years ago and it’s just been an incredible journey ever since. [JOE] So did you continue writing about the quarter life crisis change, or did your blog develop in a different way, over time? [LEAH] A little bit of both. I mean, I think when I went into it, I didn’t realize that I would be an entrepreneur and that that would become my full-time job or business. So nowadays I am able to, it did evolve, and now I am able to help other entrepreneurs, other online business owners, other people that want to learn how you can monetize something online, how you can create content that converts all of that. That is a total pivot because I didn’t even know how to do that myself. I didn’t have the vision for that when I started. But the principle of questioning the status quo and daring to think different and having the mindset of believing in yourself and daring to question what other people have told you should do, and even what you thought you’ve wanted to do for yourself, that hasn’t changed. That’s still the principle of what I care about. [JOE] What was the first thing that made you money with your side hustle? [LEAH] An e-course, an e-course was the first thing that made me money. Well, the very first thing that made me money was I used my blog to land freelance writing jobs. So I would use it as a resume to apply to jobs on different freelance writing websites. At the time, I was just trying to make really any money. I was in a completely different financial place. I was really quite short on money, and I don’t like to say struggling because by all accounts, I was not in a dangerous situation and I acknowledged that, but I was certainly living paycheck to paycheck. I had a lot of student loans. I was not, I was making an entry level salary in one of the most expensive cities in the world. So even just making a few extra a hundred dollars a month was life changing for me at the time. I packaged that and a little bit of other guidance I had gotten along the way into an e-course and then when I launched my e-course, that was the first time I broke a thousand dollars in a month. That’s when I realized I was onto something and realized I could eventually quit my job. [JOE] What was the e-course on? [LEAH] It was on building a personal website at the time. A little part of my story that I had didn’t include, after I declined my law school acceptances, I left New York and I went traveling by myself for a while. I went backpacking throughout Southeast Asia by myself, and that’s where I started this business. I was able to get a job back here in New York after a few months of doing that through networking and packaging and branding myself online with the use of a personal website. So it was actually a young professional’s e-course at first is what I did. That was the first thing that I created. [JOE] So then where did you like take the business from there? What pains were you focusing on? What were you teaching people? [LEAH] At the time I was still just focusing, my mission at the time, and it was very evolving, but it was very much about just how to think differently about your career path and how millennials trying to give them tools for not having to go to graduate school, if that’s what they didn’t want to do, how to take a gap in their resume if that’s what they wanted to do, how to make a career shift, how to have a side hustle, all these things I was trying to explore myself. Whenever I found something that worked, I would sort of just share it, whether that was through an e-course or just a blog post or at the time I think I did a lot of webinars. There was not as much social media content as there is now, like TikTok and Instagram stories and all of that. But really, I was just trying to share innovative and unique and original ways to navigate your career in your twenties that didn’t require you to stay at the same company for 40 years or require you to go to grad school, which frankly isn’t always the best decision for your career or for your finances because of how expensive it is. I think I saw a lot of people, and I include myself in this, was about to go to it under this assumption that it would financially be the right thing for us. Sometimes it is, but not all the time. So that was the mission. Then after about a year, after I started monetizing this content, that’s when I started shifting into, I can help you grow an online business because that’s what I had done up to that point. [JOE] We have a ton of people listening that have taken that traditional route with education and business and they start a counseling practice, they grow a group maybe, but then they say, I want more time freedom. This isn’t scalable. I have to show up to get paid. If I don’t show up, I don’t get paid. How do I grow differently? So I’d love to spend maybe the rest of the interview going through, you have six steps to get to the six figures with your side hustle or business, really through the lens of, sure, some of this could apply to a counseling practice, like people can make that jump themselves. But really, I think the side hustle and growing things outside of the practice feels like a black box to a lot of people of how do I even do that? Where do I start? What are the steps? So would love to walk through your six steps and then dig into those. So what’s step number one? [LEAH] So I’m actually going to shy away from the steps specifically because I want to target it toward this audience and toward people that are trying to do this and get out of that. So let me just go through the process as I would recommend it. The first thing is, as you’re saying, recognizing that you don’t want to trade your time for money for forever, and thinking about how you could scale that eventually. I’ll talk about my three scaling methods in just a second, but I do think, and I don’t think enough people talk about this in the beginning, you do have to trade your time for money for the most part. That is just a principle of good business that I don’t think enough people want to follow because they read the four-hour work week and they just like, don’t want to do it. I get it. Look, we all want to have our life drinking my ties on the beach and making money while we’re not doing anything. I understand. But the value of having that dollar per hour service business model first is that, first of all, it can make you quite a bit of money upfront because you’re not having to write a book or because you’re not having to create a course or because you’re not having to record tons of podcast episodes or whatever else that is required when you’re delivering information from a one-to-many model. That’s a huge benefit financially of starting with dollars per hour. The other thing is you’ll create a better product if you have already worked individually with people who are your ideal clients. If you’re writing a book for an audience that you’ve never consulted with, coached or been a therapist to, it’s a lot harder to actually understand what their pain points are and how you can help them. Now, the benefit of your audience is they’ve already done a lot of that. They’ve already done a lot of the grunt work that goes into those services and so what you can do is take the experiences that you’ve done through your practice and through the work that you’ve done with clients and package it. This scaling method would be a one-to-many model. Now, importantly, if you want to have a side hustle that’s different, that’s not related to the work you’ve done up to this point professionally, that’s like just a passion project, then I do recommend starting with the service-based model for that. So I hope that that’s clear either way. I think it’s important to start with the service. So if you’ve done this, these services up to this point, by all means dive right into an e-course or a course, and I’ll talk a little bit about the to-dos there, but if you haven’t, don’t be afraid to get your hands wet with a little bit of service-based work because there are so many benefits to doing it. If you notice from my story, I started with an e-course and I don’t recommend that, I don’t think that that was the right way to do it, and that’s not what I teach my clients nowadays. I would say that do it the reverse way, work one-on-one with people in whatever capacity makes sense, and then you can do something that has that scalability. That would be my first step. [JOE] I would say most people listening probably are doing the one-on-one work, and then they’re going to stay in that same vein. So they may be really good at helping adults with anxiety in the clinical setting, and now they’re ready to take that same skillset, that same professional level to a broader audience. [LEAH] That’s perfect. The next thing you then want to do, and this is another common mistake, is you then want to focus first on building that broader audience before you focus on building the product or service that you want to sell. It’s very tempting to be like, I have this book inside me. I’m going to write this book, this book’s going to be amazing. You could have the most incredible life-changing powerful book in the world inside of you, but if you don’t have the audience to sell it to, you’re going to be disappointed. It’s going to suck and you’re going to feel like you just put all this time and effort into something that you are not getting that return on. So you can do this through two main umbrellas. You can either grow an audience organically, meaning you can use social media, you can use your website with blogging that has SEO optimization so people find you naturally through that. You can be on other people’s podcasts or in other people’s Facebook groups getting in front of other audiences. There’s ways you can manually, so to speak, grow an audience. The other way is via paid methods, so things like paid ads, Facebook ads, Google ads, YouTube ads, ads to your own work, et cetera. I would recommend a combination of the two. For your listeners, if you’re still busy in your main practice during your nine to five job, you probably would want to lean more heavily on the paid avenue. I know it can feel a little bit resistant to feel like, wait a minute, I haven’t made any money on my side hustle yet. Is it really smart to pay, to be investing in ads or to be spending money on things that I can’t make an ROI on yet? I really do believe that it is the right thing to do because what you really don’t want is to launch something to an audience that’s not big enough to make it feel worth your while. That would be my first recommendation. When I say grow the audience, whatever method you use, you want to bring them on an email list. I know that there’s going to be some listeners that are like, hello isn’t an email list, so 2003, know it is still the most powerful form of communication and networking beyond Instagram, beyond TikTok, beyond all of that when it comes to sales, when it comes to sales [JOE] I’m so glad you say this because in Audience Building Academy, that’s exactly what we teach. We walk through how much easier it is to launch a product. If you have people that you can survey, you can talk to, yes. You can say like, what is it that you want? Like even when I launched Next Level Practice, our membership community for people just starting a practice I had in my mind because our, it’s called a Trip wire, I know you know that, but our first sale, so the one-year practice plan, it’s a one-time $17 fee. I thought maybe a $29 a month membership community would be like the next step up but as I interviewed my audience, they wanted this robust system of like experts coming in in small groups and accountability partners. I’m like, there’s no way I can do this for 29 bucks a month. Then when I asked them, how much would you pay? They’re like, I don’t know, $70 to a hundred bucks a month. It was like, oh, I would’ve left a ton of money on the table if I hadn’t just talked to my audience. So when we’re in Audience Building Academy, we walk through that and then we sketch out a whole email course with them. So you have something to have people opt into. So I’m so glad that you start with like building the audience, having an email to opt into because you want to be able to communicate with them. You want to be able to help them take those next steps. [LEAH] I totally agree. It’s so important and it can feel resistant to dive into that before you’ve created the thing that you want to sell. But I agree you are going to make so much more money in the long run because you have an audience and I do still think email is king. [JOE] Yes, absolutely. [JOE] You are not going to want to miss Killin’It Camp 2022. We are going to be in Cancun, Mexico at the Club Med. It’s going to be amazing. We’re going to have breakout sessions that are poolside and in really cool environments. You’re not going to be stuck in a hotel room where you never see the sunshine. We chose the Club Med because of how much we know that therapists right now just are feeling tired and burned out and they need a break so that if you want to be having conversations around your private practice, you can do that. Or if you want to go do activities that just help your brain bounce back, all of it’s part of our conference and over at this all-inclusive resort for only $200 to $250 a night. You’re going to get all your food, all your drink, all your activities included in that. Right now, we have some amazing deals on Killin’It Camp. Head on over to killinitcamp.com, that’s spelled without the g, so K I L L I N I Tcamp.com and learn more over there. [JOE SANOK] After that, after they, well, drilling to the whole paid audience thing, so we said paid audience. What are a few techniques that can work to really get people onto your email list if you’re paying for it? [LEAH] Yes, so specifically my favorite platform for ads is Facebook personally. I know that some people have their different preferences. From the testing I’ve done, it is still the cheapest, it’s gotten more expensive over the years, but it’s still the cheapest I have found. Maybe your niche will be different, but that’s what I’ve found. I use Facebook and Instagram ads interchangeably because Facebook owns Instagram and you run Instagram ads through Facebook. Now under that umbrella, I usually teach two deliverables or types of content that you can advertise in order to grow that email list. One is something that is just a downloadable digital piece of content. It’s typically in PDF form, though that can vary. Maybe you want to do a spreadsheet template if you’re doing something in finance or maybe you would want to do a PowerPoint if that, if you were doing design. That’s less important. The point here is that it’s a downloadable piece of content that they get immediately and they get the access to immediately. The other one is less immediate. It’s a live component, so something like a webinar or a live call or a Zoom meeting or something like that. In a perfect world, I’d love if people would advertise and use both pieces of content because both have very different benefits. If you have just a simple downloadable piece of content that the subscriber gets right away, it’s going to be a lot cheaper for you because there’s really no ask from the person downloading it. It’s free for them, they get it right away. They get that instant gratification. If it’s something that’s interesting to them, there’s really no reason not to subscribe and to opt in. A live or a webinar or some sort of whatever way you want to do something in real time is going to have more of an ask from the subscriber. It’s going to take their time, it’s going to require them to take time out of their day. They’re going to have to be available. In other words, there’s going to be a smaller amount of people that can do that. It is going to cost you more, but the conversion, the time between when someone sees you in an ad, watches your live and then buys from you is so much faster than someone seeing an ad that you do downloading a checklist or a PDF or whatever else you have, getting to know you more, maybe staying on your email is longer, checking you out on social media. Whatever avenues you have to nurture that audience, the shelf life is a bit longer, so both are beneficial. I’d love it if you could do both. If you can only do one for financial reasons or whatever feels good to you, just weigh out those pros and cons and ask what’s going to be better for yourself in your side hustle. [JOE] Awesome. So after doing the paid audience, getting the email list going what would the next steps be? [LEAH] Well, in a perfect world, you eventually want a three-step process where you have visibility, which is done through ads or organic. Those are the two things we talked about, getting people to go from, I don’t know who you are to I know who you are. Then you want some sort of nurturing process where they get to know, they go from, I know who you are to, I like who you are. Just because people know you doesn’t mean they actually trust you. Then you want to have that actual conversion where someone goes from, I like you and I trust you to, I’m ready to actually trust you with the problem that I want solved, and I want you to be the person to solve it for me. The nurturing process is where you can have the most fun, honestly, with your side hustle. It’s where your personality can come through. It’s where you can create content in ways that are just most exciting to you. There’s no right way to do it. If you love TikTok, by all means get that account, be on there every day. That can be your place. If you hate it and you want to have a podcast or a YouTube channel or an email list, there’s really no perfect way to do it. It’s about what’s going to help you be visible, authentic, and connective. So don’t put too much pressure on that in the beginning. I do encourage people to sell relatively quickly since the nurturing piece is a living component. I guess they all are. It will evolve, it will grow. You don’t need to have a perfect nurturing platform or sequence before you can start making sales. But as it grows, the more sales you’ll make because the more people get to know you. I do encourage people to push themselves and sell pretty quickly. It can feel scary, but you’re never going to get the information you need to improve unless you start trying things. I’m sure you would agree with that. [JOE] Yes, yes, yes. So as you had mentioned earlier on three scaling methods, I’m sure there’s more that we would go into in regards to growing that side hustle, but take us through those three scaling methods. [LEAH] Sure. So if you’re in a position where like many of your listeners, you are great at what you do and you have made some money doing it right, but the main tension in your life now is that your time is required in order for you to make money, if you take a day off, that’s money that’s lost and you just don’t have that freedom that you probably started your business with to begin or that you want for yourself at this point. I look at three different places here at the beginning and you can do a combination of them, but these I think are good places to start. The first is switching the business model as this is what we’ve talked about thus far, from one-to-one to one to many. This is a lot of fun because it allows you to package your knowledge in a way that more people can get and that can impact a lot more people. So this is creating something like a book, a course, a blog, a podcast, something that can bring your expertise from instead of that one-to-one relationship to one to hundreds, thousands, tens of thousands, whatever way makes sense it feels good to you. There’s different, even there’s a whole scale within that. You go from one to one to, I would say like a book is probably the lightest touch, but within there you could also have group programs or you could have a retreat or you could have an e-course with maybe a Q&A call once a month. There’s still different ways you can be in the middle of one-to-one to like one to, I have a megaphone to hundreds of thousands of people. If the one-to-one to one-to-many model isn’t feeling great for you, then you can grow your team. That’s another scaling method is how can I hire more people to help me, to help me buy my time back and to potentially even take on some of the client work I’m doing so that it’s not all on me. This is of course the most expensive method of the three, but sometimes it’s definitely the right thing to do, especially if your time is more valuable to you than money, which it should be if you own your own business and you just need a little bit of time back. Then the third strategy is raising your prices. I know a lot of people find resistance toward this, but this is actually the easiest one and the fastest one because it’s something you can literally do overnight. Everyone says, well, but people will say no, but yes, you’re right. They will say no, but you don’t need as many people to say yes if your prices are higher. [JOE] Yes, I love that. In Next Level Practice, we just yesterday did our what’s working and there was a guy who, he’s raised his prices over the last year and he’s full and like time to raise your prices again. You just saw him start to like sweat again and he’s like, when will it end? I’m like, it won’t end, it doesn’t. Yes, just keep going. Like, people want to work with you, keep it up. Awesome. the last question that I always ask is, if every private practitioner in the world were listening right now, what would you want them to know? [LEAH] I would want them to know, I can say the cliché advice that anything is possible and you really can’t achieve things beyond what you believe. But my biggest piece of advice is just to never underestimate, and I’m sure your listeners believe me, but just I want to reiterate, never underestimate the power of what’s in your mind. Beyond the strategies, beyond the ads, beyond the audience, beyond the numbers, what is in between the temples will always be your best asset and your best strategy for whatever you want to achieve. Oftentimes we look outside for what we need to improve, but I usually think the answers are within. [JOE] That’s awesome. If people want to connect with you, what’s the best way [LEAH] Can find me on my website, leahgervais.com. I’d say the social media platform I’m the most active on is Instagram. My handle’s Leah Gervais_. I’d love to hear from you if you want to DM me and let me know you listened. Or you can email us leah@leahgervais.com. [JOE] Awesome. Well, thank you so much for being on the Practice of the Practice podcast. [LEAH] Thank you so much for having me. [JOE] So many awesome things in that interview as we think about leveling up. Sometimes we got to make time so make sure you’re taking things off your plate and getting that infrastructure of your practice going and then you can go try these new things and not feel like, oh, I have to make money right away. It’s nice to say, I’m going to build that audience, I’m going to figure out what I like. Do I like being a guest on podcast or I like writing, do I like doing Instagram lives or reels? So doing these things where you can play a little bit really allows you to get to that next level. We support you in a lot of different ways. One thing we talked about was Audience Building Academy, audiencebuilding.academy. Go there for the wait list. We just filled up our current cohort. It’s a six-month program and so we’re going to be opening that back up in March. I mentioned that in the show, wanted to make sure I threw that in there. Today’s sponsor is us because we’ve got Killin’It Camp in a month down in Cancun, Mexico at the Club Med. We negotiated for below $200 a night for you to come and hang out with us poolside. We’re going to be doing all sorts of things around private practice, marketing business, growing your private practice in so many different ways. Make sure you grab your ticket over at killinitcamp.com. This all-inclusive resort is going to be amazing. Thank you so much for letting me into your ears and into your brain. Have a great day. I’ll talk to you soon. Bye. Special thanks to the band Silence is Sexy for your intro music. This podcast is designed to provide accurate and authoritative information in regard to the subject matter covered. This is given with the understanding that neither the host, the producers, the publishers, or the guests are rendering legal, accounting, clinical, or other professional information. If you want a professional, you should find one.