Episode Summary

Welcome to Episode 36 of A Whole Lotta Shift! In today's episode, host Jen Ingram dives into the importance of aligning personal values with business goals and strategies. With her signature enthusiasm, Jen explores the power of setting achievable goals and emphasizes the impact of staying true to one's values. She shares personal anecdotes and examples to illustrate the significance of alignment in decision-making and business success, while cautioning against over-ambition and the dangers of setting unattainable goals. Throughout the episode, she stresses the value of accountability and the need for regular goal reviews to ensure alignment with personal values. So grab a cup of your favorite beverage and get ready to shift your perspective as Jen shares insights on goal setting, alignment, and the power of authenticity in business strategies.

About the Host:

Jen is a Dream Catalyst and Business Mentor saving hustling female solopreneurs from the chains of corporate America. Her passion lies in helping women through their self awakening so they can finally break free, turn their side hustle into the business of their dreams, and live a life full of time, location and financial freedom.

Jen is a California girl at heart, now living out her dream in the Midwest, traveling, coaching female solopreneurs and sharing her own story of triumph and empowerment across speaking platforms. When she's not traveling, she enjoys spending time with her college aged son and her rescued Pit Bull.

After 20 years of various project manager and corporate trainer roles while juggling a wide array of side gigs, she has mastered the ability to help women see what they cannot see, believe they are meant for more and take aligned action to make it happen. With an MBA in Change Management, and a Health and Life Coach Certification from the Health Coach Institute, Jen is an expert at creating both the business process changes and the personal habit changes needed to finally Break UP with corporate and go all-in on your side hustle or long standing passion project.

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Facebook: https://www.facebook.com/jenelleingram/

Facebook group: https://www.facebook.com/groups/wholelottashift/

Instagram: https://www.instagram.com/thejenelleingram

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the other pitfall, number two, is lacking any kind of real accountability.

It's so important that you have somebody who's kind of helping hold you to the fire

and hold you accountable to your goals.

So that when you set them and you write them out, you say them out loud, you do

all the things, you need somebody who's saying, Okay, where are you at with that?

How's it going?

What have you done?

You know, what, what are the tasks this week that you're going to do that's

going to to help make sure that you're able to achieve this goal on time, you

really just need somebody regularly checking in with you to do that.

Welcome to a whole lot of shift podcast, the podcast for multi passionate women

with an entrepreneurial spirit, where we provide inspiration, motivation, and

education to help you shift away from all the shoulds and supposed to's to what's

truly possible for you in your business and your life, all on your own terms.

You ready, girl, let's make shift happen.

Hello and welcome to another episode of a whole lot of shift.

I'm your host Jen Ingram.

And today we are talking about creating your aligned business strategy.

So last week we were talking about.

Overwhelm and some ways in which you can overcome overwhelm.

I provided you with some tips.

And some, some ideas of how you can kind of align your day to try and keep

you out of that state of overwhelm.

1 of my favorite tips that I like to give is to really hone in on what tasks align

with your energy level throughout the day.

I just think that that was something that was just a game changer for me, but so

then this week what we're talking about is really honing in on creating kind of

that aligned strategy for yourself and getting that clarity that you need so

that you don't hopefully ever enter that state of overwhelmed to begin with, right?

I kind of want to talk about the power in clarity for your goal setting.

And if you've been following on my personal page on Facebook

at all, or even Instagram, I've been posting there as well.

, you've seen me talk about an upcoming in person event that I'm hosting

for the vision board experience, and I've talked a little bit about.

The importance of having clarity in your vision and, some of the experiences that

I've been able to see just by gaining clarity in what I , really wanted.

So today we were talking about really defining that clarity and

understanding that the power in that.

So, you know, this is, I almost feel like I should go back in and talk about

that post that I shared, but it's okay.

So think of this from a perspective in your business of some of the goals that

you might set where they're kind of vague.

So in other words, somebody asks you, well, what do you want?

And you say, well, more money, more customers you know, more

clients, whatever the case may be.

I get it, right?

Like ultimately that's, that's what you're asking for, but obviously when it comes

to really creating a goal for yourself or something that you can take action

steps against or really understanding the big picture, that just, it's really

vague when you say something like, well, I want more customers, I want more money.

So this would be an opportunity for you to get really clear.

Okay.

Well, what is it specifically that.

That you want, especially, especially when we're talking about money, it's so

important to get super specific because you will get exactly what you ask for.

So if you say something vague, like I want more money and I come up to you and I hand

you a dollar bill and I say, here you go.

And you're like, well, I mean, Thanks.

But a dollar is not going to get me far.

And I kind of want a little bit more than that.

I'm going to say that that's not what you said though.

You said you wanted more money and you officially now have 1 more

than you had a moment ago, right?

That's more, that's more money.

Obviously the problem is it's not very specific.

You are looking for something very specific, whether that be enough money

to pay the bills this month, or enough money to pay the bills this month, put

away so much for taxes, put away another percentage for savings, put away another

percent for a future vacation, you know, whatever that looks like for you.

Getting more detailed is going to help in gaining that clarity and understanding

the action steps that you need to take towards getting that achieved.

And I want to be clear, talking in this moment about

a goal as opposed to a vision.

Your vision is something broader and in a much larger context.

Okay, so I'm really just talking about The goals that you have for

yourself and your business and how we can kind of create a strategy for

you that aligns with those goals.

So the first one, obviously, is get specific.

Don't just say I want more money or someone's going to come up and give you a

dollar and you're going to be really sad.

So , when you're able to get super clear about that goal, you're going to know

what direction you need to go, right?

So once you've gotten clear on, okay, well, so what I mean is I

need to gain, you know, I need to earn 10, 000 this month.

Okay, great.

Well, is there something that you're already on track to earn?

You know, let's say you're already on track to earn five grand this month.

And so you're like, okay, so I have a gap.

Of another five, what does that break down to?

How much does that break down to a week?

What, you know, how many widgets would I need to sell or how many

programs would I need to sell?

What, what does that mean?

Getting really specific.

It's going to help you understand the direction that you need to go.

You're going to waste a lot less time and a lot less energy.

If you're super clear on what it is that you want.

And like the, in the example that I just shared.

The universe is here to back you.

The universe has your back.

It will provide for you exactly what you ask for.

So you want to be super specific about that.

So how, how do you do that?

Okay.

How do you get more clear on that goal?

Well, one thing that you can try.

is working your way backwards.

So in other words, kind of sit back and try to visualize

the end goal that you want.

And then work your way backwards from there and then creating the steps

that are needed from that point.

It's kind of like, you know, You've probably heard the phrase before,

reverse engineering your goals.

You would want to start from I want to start earning five figure months.

Okay?

And by the way, I'm just throwing out these examples.

Sometimes it's easier to speak in terms of, of money or numbers because people

are familiar with hearing numbers.

So I'm just using that in this example, but you know, so if you said, I want

to start having five figure months.

Okay.

So you're talking about 10 K a month at a minimum, right?

Again, you would want to be super clear.

What do you mean by five figures?

And then the next point.

is that you want to start kind of backtracking from there, just

like the example that I gave.

Okay, well, what are you on track?

You know, do you have a steady source of income that, you know, every month, Hey,

I have no problem getting this amount of sales and that's never a problem.

And then working your way backwards from there.

I'm taking it out into smaller chunks so that you can figure out the action steps

that you would need to take by week or by day in order to achieve that goal.

oNe of the common pitfalls, I'm going to go over a couple common pitfalls that I

see with folks that are setting the goal.

One thing is Over ambition.

And here's where it gets tricky.

This is why, and if you follow my page, I spoke the other day to something

about why I disagree with SMART goals.

And this is another reason why I don't.

It's really, I don't love smart goals.

So it's awesome to shoot for the stars and you hear people tell

you all the time, well, Hey, you, your goal should scare you.

Your goal should stretch you.

You should feel stretched a little bit.

Awesome.

That's absolutely true.

But you also want to make sure that your goal is something that's truly

achievable and something, I want to make this clear, something that you

can really wrap your brain around, something that you are able to believe

in so that you can actually create it.

And I'll do a separate episode on the power of belief.

Cause I truly believe that it's just.

It requires its own episode because I could go on for a really long time

and the, the power of belief and how to how to leverage that against

your goal setting and your visions.

But you want to make sure that yes, you're stretched, but like they're achievable.

Okay.

So

in other words, you've never had a business before.

You've got a brand new business.

You have no help.

I'm just throwing this example out here.

You have no help, so you have nobody helping you with marketing, you don't

have a very good reach, you You know, just a lot of those foundational needs

and you're like, but yeah, man, in my first couple months, I fully expect,

I'll be making, you know, not just revenue, but actual income for myself,

you know, five figures, blah, blah, blah.

That's, that might be a stretch.

That might not be possible, depending on, again, this would

highly depend on what your business is and a million other factors.

But for a lot of the folks that I'm speaking to today who are ambitious

women who are running their side hustle, that's pretty damn ambitious.

And honestly, that might be a bit too ambitious, okay?

You want to make sure that it's something that is achievable for you.

So don't fall into the pitfall when you hear somebody say, Well, your goal should

scare you and it should stretch you.

Watch yourself on that as well.

Because you're going to be in for a lot of disappointment and you're going to

feel like, man, I never reach my goals.

I set goals all the time and I never reached them.

And that starts to get frustrating.

And that starts to play with your mindset a little bit as well.

And you don't want to get, you don't want to burn yourself out that

because, hey, the first goals that you set for yourself were frankly just.

Too far out.

It wasn't something that was achievable.

And now you're sitting in burn ha in burnout.

You're like, oh, I'm gonna, I'm gonna post to social media ten times a day.

Every day for the next hundred days.

That's a lot.

That's a lot.

So, that's something to think about.

Burnout.

Stress.

The other one is, the other pitfall, number two, is lacking

any kind of real accountability.

It's so important that you have somebody who's kind of helping hold you to the fire

and hold you accountable to your goals.

So that when you set them and you write them out, you say them out loud, you do

all the things, you need somebody who's saying, Okay, where are you at with that?

How's it going?

What have you done?

You know, what, what are the tasks this week that you're going to do that's

going to to help make sure that you're able to achieve this goal on time, you

really just need somebody regularly checking in with you to do that.

One of the examples that, that I give.

Is and I think because so many people are familiar with this one with

weight loss, you know, for so long, I refuse to get any real help because

at the end of the day, I'm like, look, we all know what we need to do.

You need to move your body.

You need to get exercise in some form and you need to eat right.

Right?

Like you need to eat clean.

You know what you can't eat.

You know what junk food is.

Don't, don't be dumb about it.

Right?

You know what that means, you know, when you're overeating, you know,

when you are not mindfully eating, you know, you're sitting in front of

the, sit in front of the TV with a whole damn bag of Doritos or whatever.

You know that.

So that was always my excuse.

I don't need somebody to help me.

I don't need somebody to report to.

I know what to do.

Okay, fair.

You might know what you need to do.

But I promise, I didn't see real lasting.

Until I signed up with a coach where every week I had to go report

to this person and she would ask me, Hey, how did your week go?

What were your wins for the week?

What didn't go well?

What are you enjoying?

Like we talked through each and every piece just knowing that I

had to show up for that person.

And that person was going to be asking me those questions.

How often did you, you know, intentionally move your body this week,

you know, did you and what did you do?

Did you go to the gym?

Did you go on walks?

How far did you walk?

You know, she's gonna be asking me all these questions.

Just the thought, just the thought that somebody was going to be asking me those

questions and that I needed to report back to kept me On track with my goals,

because there was no way that I wanted to show up and meet with her, only to

say, you know what, I didn't do anything.

I ate like an asshole all week.

I never left my house.

Honestly, I didn't even really get dressed.

I kind of just stayed in bed.

Oh, not because I didn't feel well, but just because, you know, I just,

I mean, I guess I didn't feel well.

The sky was gray.

So, yeah, right, like, there was no way I wanted to show up saying that.

There was no way.

So what did I do?

I made sure to do all the things that I knew I was supposed to do.

I made sure to do the things that she and I discussed in the week prior.

I made sure that I was going to do them so that when I met with her

again, I had an accurate update for her and I could say, Here's all

the things that I did this week.

I drank all my water, I, I went on a walk, and I went to the gym, right?

Like, I've got all the things down.

So accountability, that is pitfall number two.

The lack of accountability for your goals is going to prevent you

from being able to stick to them.

So having somebody that you can regularly check in with is an absolute game changer.

Whether that be a coach or a mentor, or maybe you've got a friend group that

can act as an accountability group.

My only caution...

And the friend group is that it can be really easy to as friends, cause we all do

this, um, you'll show up and I see this so often with like exercise buddies, right?

It's kind of like you call each other.

Hey, you going to the gym today?

Oh God, you know, it's Friday.

You know, it sounds really good for a Friday, like happy hour.

And so then.

You know, then you're like, that does sound good.

You know, I don't really feel like going either.

I'm so glad you said you didn't feel like going because now I feel like I don't

have to go because you said that, right?

So I would, I would say when it comes to creating some sort of accountability, I

would recommend a coach or a partner or somebody who is not necessarily in the

same exact boat that you are in because there, you're, you're gonna feel a

little bit more accountable to them than you would your friend who's also going

to be exercising with you, who's going through the same trials and tribulations

that you are because while they can understand it misery loves company.

So that that can be a tricky one.

The third pitfall is Not taking a look at your goal not reviewing

it and making adjustments, right?

So in other words you set your goal, especially if if you're someone who's

like Oh I like to set a new goal for myself at the beginning of the month

or the beginning of the quarter or the beginning of The year actually

let's use the example of a year.

Okay so you set a bunch of goals at the beginning of the year, but you don't

take the time throughout the year to review and reassess those goals and

say, Hey, is this still where I'm at?

Does this still make sense?

Do I still think that this is something that's achievable?

What am I doing to To take actions towards achieving this, you know,

really kind of asking yourself, does this goal make sense?

And or do I need to adjust that?

Am I on a track to where I underestimated what I could do?

And I do need to stretch myself just a little bit further and move

that goal out to keep myself going.

whatever that scenario may look like, but just that review and adjustment

of that goal is super important.

So don't fall victim to that pitfall and and forget to go back and read

your goal and adjust if you need to.

All right.

So.

So, thinking about a couple of weeks ago when I talked about your vision

and your values, one of the things that I said was that it's really

important that your overall, your values are in alignment with your vision.

And I gave some examples of, you know, maybe your values are

around family time, quality time.

Maybe you value maybe you value the simplicity of life.

Maybe that's super value to you that, that.

valuable to you.

aNyways, but that it's important that when you're thinking about your

vision, is it in alignment with the values that you hold close to yourself?

So this is super important because whatever it is that you're doing in

your business, it really should resonate with those core values that you have

and that larger vision that you have.

for yourself.

It's going to keep you in alignment.

It's going to keep you in integrity.

It's going to keep you feeling like you're being authentic because you're actually

going to be doing the things that you said you were going to do without feeling

like, okay, well, I, I kind of said I was going to do this, but this just.

This is not me.

Let me give an example.

I was in a group yesterday and somebody posted something about, you know,

don't ever claim that you've made a certain amount of money in your

business by doing a certain thing.

If it's not true, like that's just, first of all, for so many of us

that just feels so icky because it.

It's just wrong, right?

Like in my mind, I'm like, that's just wrong.

I'm never going to talk about money unless I've done that.

But so somebody commented and said, no, no, I worked with somebody and it

was this business coach who was telling people, if you've launched something,

whatever your launch was 10 X it and share with other people that that was.

What you got, what you did for your launch.

And I was like, that's just wrong.

And it's just wrong to be telling your clients to do that.

And of course the analogy was, Oh, this looks so much better.

You're going to attract more blah, blah, blah.

But I'm like.

That is completely out of alignment for me.

Like, that's just a blatant lie.

That's just literally taking a number and going, you know what,

I'm just gonna 10x it and claim it.

Okay, but that's a lie.

Like, there's, it's, it's so damn important that you're able

to remain authentic to who you are and to what your values are.

And so, you've gotta know what those values are so that if you're entering

into, you know, if you're talking to somebody or, or you are entering into

a working relationship with somebody, you're super clear on what those are.

So if they try and tell you something where you feel like it's basically

lying to people, you're going to be totally fine telling them.

No thanks.

I don't think that this is for me.

I don't think this relationship is for me.

I appreciate it, but I'm gonna need to work with somebody else.

Like, you're gonna feel so good and empowered to even be able to say that

because you're gonna be super crystal clear on the fact that what they're

asking you to do is not within your values and not part of who you are.

It'll just be crystal clear and for those of you who say, but I struggle to say

no, you will not have trouble saying no.

when you're clear on exactly what your values are.

So it's super important that you know those and that you're able to

keep those in alignment with whatever strategies you're creating for yourself.

Yeah, so I kind of just went over that.

And that kind of covers, there was two points that I wanted to make with that.

One, know your values.

Right.

That's important because you've got to make sure that those are in

alignment, but also it allows you to kind of do a little bit of an audit

as you are in the, in the last one.

I said, one of your pitfalls could be that you don't go back and review.

Your review your goals and adjust them accordingly.

So the other thing about your values, when you're going back and you're

reviewing your goals and you're looking to see if you need to adjust it in any

way, again, you get to ask yourself, is this in line with my values?

Is this in line with what I want to do?

If I value.

Quality time, the, you know, let's just, and I'm throwing this out there.

This is my love language.

This is how I want to engage in relationships in my life is with

quality time, but my goal is that I'm going to be outside of the house.

In different networking groups for eight plus hours a day, and then

I'm going to post to social media 10 times a day and blah, blah, blah.

Basically making yourself unavailable for the quality time

to the people who matter to you.

You're going to be out of alignment.

You're going to be out of alignment.

It's going to make those tasks that much damn harder to do.

And then you're not going to achieve your goal.

And then what's going to happen?

Then you're gonna be mad.

You're going to be like, I set all these goals, I'm still not doing it.

You're going to start creating a belief cycle of this is hard,

I can't do it, I failed, right?

Here are steps in all the different stories.

It's absolutely imperative that as you're setting up your goals and you're

looking at them, you are clear on what your values are and whether or not these

goals are in alignment with your values.

This is why this is so important.

Yeah, I hope that helped.

I, I tried to think of a couple of recent examples, but I, I feel like

when it's truly not in alignment, you're going to know, even if

initially, When you initially set the goal, you don't completely recognize

it as being out of alignment.

I promise you that as you start taking steps towards it, and you start

doing it, it's, you're gonna feel it.

You're gonna know it.

You're gonna be like, oh, okay, this isn't what I wanted.

This isn't what I wanted at all.

And that the reason that feeling starts to happen, the reason that you

start to go, okay, well, I thought I wanted this, but now I feel like it

turns out this is not what I wanted is because you're out of alignment.

You're out of alignment with your values.

And so now you get to, you know, you get to adjust your, adjust your goals.

Accordingly.

All right.

So that was just that was a couple of examples.

I wanted to make sure that I gave you guys some some really good examples.

I'm trying to think for me personally, I mean, there's been

several times that things were just not in, okay, here's the other one

that's so not in alignment with me.

I hate this.

This strategy is not for me.

It's because this is not the way I buy.

And so this is not the way that I want to sell the whole thing about well, you

know, when you're first starting out, make a list of a hundred people that you

know, and reach, reach out to all hundred people and ask them if they will support.

I am not doing it.

I won't do it.

I don't want to do it.

I don't.

I don't like to buy in that manner when some old friend from high

school messages me on Facebook and say, Hey girl, you want to buy this?

No, no, I don't.

I don't like to buy that way.

So I don't want to sell that way.

That's completely not in alignment with who I am, but at the same token.

Let's say we are friends on Facebook or whatever, and I see you just sharing

what it is that you're up to and you're sharing, you know, something about

this thing that you're doing or product you're selling, whatever it may be.

I'm probably gonna be a lot more likely to be like, good for her, you

know what, I might check that out.

I'm going to be far more likely to do that than I am if you show up in my DMs like,

Hey, you were in my list of 100 people.

Oh my god.

No.

Not doing it.

Again, like, when I say, once you know what's in alignment

with you, it gets super clear and you're able to just say no.

And you don't have to think twice about saying no.

That was one of the things that I, I had worked with a...

A coach.

I was in a mastermind.

It's been almost two years now, I think.

And she was so adamant that we could not move forward

until we had that list of 100.

And I was like, I'm, I mean, I don't, I don't care.

Like I'm not doing it.

It's not me.

I don't want to buy that way.

So I don't want to sell that way.

It doesn't feel good to me.

I enjoy buying when there's like something exciting, something enticing.

I love like.

Somebody's like, hey, I want to sell you this mystery box.

It's a box.

You know, maybe they'll even tell me the shape and size of the box.

Can't tell you what it's in there.

I can tell you the value of what is in the box is XYZ.

I'm going to sell it to you though at you know, 75 percent of the value.

I'm like, sold!

I don't even know what the hell it is.

I don't even know.

The excitement, though, of learning of the surprise, I'm all about it.

All about it.

I will buy like that all day long.

Like I'm yeah, I do.

And I, and I do it all the time.

Have I been disappointed by that before?

Yeah, sure.

But, have I also, like, got some really super cool shit that way?

Yeah.

There's this there's this online boutique that I belong to and I,

I've followed them for years now.

And every year for Black Friday, they do a mystery sale.

And you don't know.

And they do pre orders for this.

The pre order, I already gave my pre order last month.

Like, I gave the pre order last month.

Like, they start collecting it early.

And I've done it the last several years.

You don't know what you're going to get.

You know, you're going to get a minimum of four items.

It could be leggings, a shirt, a scarf, and a hair clip.

It could be oh, I think one year it ended up being like a pajama set,

some fuzzy socks, and something else.

I don't know, but, like, you don't know.

But you know it's gonna be super cute if you follow the boutique at all.

You know their style, you know their vibe, you know the whole shit, you know the kind

of products that they, they sell, right?

Like, you've got that know, like, and trust.

Every year I buy it.

Every year I buy it.

I've never regretted it.

Ever.

And I, of course, have my pre sale in for this year because I would do it again.

I freaking love it.

So, that's just an example of, like, something that feels

good to me because I enjoy it.

So, that's why I enjoy sometimes when I get to, like, post something

on social media or I'll share something in the group and I'm like,

Something's coming, something exciting.

Like I'm planning something like to me, that's so exciting.

That's so enticing.

I love to buy that way.

So for me, I'm going to live to sell that way.

And I didn't mean this to become like a buyer seller thing, but I'm just going

to giving you an example that like, if there's something that is in alignment

with you, you're going to know it if it's not an alignment with you, if

you're like, there's no way in holy hell, I would ever buy a mystery box.

Anything that I would never as a coach, I would never ask you to sell that way.

And you're going to want to know that about you so that if a coach does try to

tell you that You're going to be able to say no It's so important that you are in

alignment with what your values are and who you are and What makes you happy?

So that you can be in alignment when you're setting those goals and you're

working with somebody Because yeah, if, if as your coach, I was like,

okay, you need to go ahead and set up a goal of at least three times a year,

you're going to do a mystery product.

Like if that's not your jam, oh my God, like that's just not going to work out.

Like if that's their whole strategy, can you imagine?

And you were one of those people who was like, I don't, I've never bought a mystery

item in my entire life, nor will I.

And I am, you guys, I am like a mystery item fan.

Feen.

I will even buy from those.

There's this auction that I follow and it's Amazon returns.

I follow those auctions all the time and it's just returns from Amazon.

That's how I got, I have a, I have a standing desk and then I have like a

little walking pad treadmill thing under my desk and and that's how I got that.

I got that on the Amazon return auction and like, you don't know,

it'll just be like, this is a return.

The box is banged up.

We're pretty sure this is what's inside like, and you don't know.

And I'm like, buy, buy it done.

So yeah, you, you just gotta know you, you gotta know what you're in alignment

with and what you feel good about.

And so that you can go from there.

All right.

I think that's all that I wanted to share today.

I really wanted to speak to the fact that, when you are setting your goals and you're

trying to look at strategy and you're thinking about, okay, well, how can I be

clear on what my goals are and create the strategy to align with what I want to do?

It feels good to me.

This is what it boils down to setting goals that are truly achievable for you,

knowing your values and your overall vision, taking your bigger vision,

reverse engineering that into your goals.

So you can break that down into smaller chunks that are a bit more

bite sized, bit more manageable.

Reviewing those goals, making sure that they are in alignment with who you are

and making sure that any strategy that you are creating for your business

is in alignment with who you are.

Super important.

All right.

Well, I think that's going to wrap it up for today, guys.

I appreciate all of you for hopping on.

And by the way, . If you're not in the group, like what are you doing?

Come on, come on, hang out with us in the whole lot of shift group.

There is something as I alluded to last month, there's something coming

up for the group specifically.

So there's more to come on that.

And until next time, keep making shift happen by now.

Hey shifters, thank you so much for tuning in to another

episode of A Whole Lotta Shift.

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please head over to iTunes and leave us a review to help others as well.

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Until next time, keep making shift happen.