Business Coaching for Spiritual Entrepreneurs: Follow the Money

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Episode 318 • 13th August 2023 • Spirit Sherpa ~ Spiritual Growth for Spiritual Entrepreneurs • Kelle Sparta | Spiritual Coach and Business Coach

Hello, and welcome to Spirit Sherpa, the show that helps and encourages you on your journey to unlock your magic mojo. I'm Jules, your co-host. If you're a beginner to this work, uh, you should start with episode one, uh, and listen forward. And if you're an intermediate, start with episode 98.

Um, and if you're advanced, go ahead and jump over to 200. You'll be just fine. Uh, with me as always to share her insights and wisdom and lots of giggles all the time is the spirit doctor herself, Kelle Sparta. Hey, Kelle. How are you? Hey, Jules. I'm, I'm having, I'm having old home week is what I'm doing 'cause our guest, it

So before we started recording, and so we're, you, you guys are coming into the middle of a conversation here because we were just chit-chatting, right? And, and our guest today, uh, Ramina, has said that she, y- you know, she's from Honolulu. She was born there. And I said, "Oh, you know, I used to live in Hawaii." I, I lived in Aiea, worked at the International Marketplace in Waikiki when I was in my early 20s.

And she's like, "Oh my God, my, my..." What, was it your great, your grandmother? My grandmother, yes. Yes. So and she gave me her grandmother's name, and I was like, "Oh my God, I know her"

Like, "Wait, we gotta record. We gotta record. This is awesome." That is so wild. What are the chances? Ooh, I recognize ... Yeah, right? Oh my God. Best line ever. She's like a 5' nothing Korean woman who yelled. A lot. Yes. Short Korean woman who was always yelling. Yes. But impeccably dressed with lots of jewelry.

Always. Always. I love- Yeah ... I love Grandma. She's, like, a force to be reckoned with. So what are we gonna be talking about today, Kelle, w- with, with Romina? So we're, we're actually gonna do a coaching session today. So you guys will get a sense of what it's like to, to be coached by me in your spiritual business.

And, uh, we're gonna, we're gonna do that. And, um, so Romina, why don't you tell us about your business, and, uh, what, what has caused you to schedule this today? Yes. Aside from your grandmother. Yes. So I have an herbal skincare business that I started six years ago, and I take herbs that were grown in the Minnesota and Hawaii bio regions, and basically I alchemize these herbs and oils into medicine for the skin.

Um, I make a line primarily for the face, but also the body. And my business has always been a side hustle for me. I've always worked full-time while doing my herbal skincare business. At first, I was a occupational therapist in the hospital doing neural rehabilitation, and the world of herbalism was basically my saving grace of feeding my soul again after literally feeling like I was giving my vital life force away to eight to 10 patients every day.

And so Romi Apothecary, my herbal skincare business, was how I reconnected to myself through healing practices, um, reconnecting to nature. And my products represent a way for you to connect twice a day to that nature, to that plant healing, to the ritual of being with yourself and noticing all the smells and textures of the plant world, um, and bringing that into your, your daily practice.

So that's what, that's what Romi Apothecary means to me. That's what it's always... That, that's how it started. And even to this day, I still work full-time. I work f- um, in a digital communications department, and I operate Romi. We now have a team of eight contractors, and, um, we've grown a lot, um, but we're still not making, um, profit enough for me to do it full time.

And so Here, I'm at the point where I'm, I'm working so hard all the time, and our, my business is growing. However, I don't see an end. I don't see a point where I can fully just do Romi Apothecary. Um, and I, I think I'm getting burnt out by my, my side business. Yeah, and that, that can happen. If you don't make the shift fast enough, you will burn out.

That's just the nature of trying to run two things at once, you know? Full-time job, full-time business, it doesn't... Eventually, you fall down and go boom. So let me ask you this. What's your profit margin right now? 4%. Oh, okay. Yeah. So that's the reason why you're not making money yet. 94% of what we make goes back into the business.

So you just said nine- 94 per- 96% has- Yes ... to go back in- Yes ... if you're only making... I'm almost like, "Wait a minute." My brain just went, "Wait, what?" Yeah. You're right. Excuse me. I'm like, I'm, I'm mathing, you know? So all right. So, uh, you're, you're plowing everything back into the business. How many years have you been doing that?

Uh, six years, ever since I started. Okay. And in that time, what have you used that reinvested profit for? Uh, building up a team of contractors, moving out of my house into a fa- manufacturing facility, um, investing in websites, social media, um, investing in, um, new bottles and labels. So how are you selling your products right now?

We sell to about 10 different retailers, and then most of our business is e-commerce. Uh, I used to do a lot of in-person markets, but just realized that that just drains my energy even more. So, uh, we're really pushing towards e-commerce sales through our website. So what are your contractors doing? So I have two different types of contractors.

One, one group is in the Romi lab helping to manufacture the skincare, pouring the formulations, uh, cleaning the bottles, labeling, packing, and shipping, and that's a crew of four. Thought you said you outsourced that? No. Or did you just move into a commercial facility? I just moved into a commercial facility out of my house.

Sorry. Okay. Yes. So you didn't go with a co-packer? No, no. We, we manufacture everything, and I think that's why the vibration of our skincare stays high because we are... We're, we're there every step of the way, from getting the herbs from the farmers to shipping it to our customer. Um, yes. And then I have three, three contractors or so working on the social media, um, the photography, the marketing So have you priced out the cost of a p- co-packer versus your contractors?

I haven't. Okay. So we're gonna talk energetics for a minute, okay? Because, yes, you can do the energetics based on the people coming in and m- you know, managing all the stuff along the way, but nobody in a manufacturing environment is gonna stay high vibration the entire time they're doing their work.

It's manufacturing. Let's be honest, okay? They're not meditating and keeping the energy high. They're just doing their work, right? And so you, you have to acknowledge that that's what's true. And so if it's cheaper to have somebody do the co-pack, and which I am gonna bet you really good money that it is, then, then you should go that route.

And if you want to make sure that the energy is good, then you personally go and, and do some energetic work. Not, like, go to the facility, but you send the energy, and you... Every time a, a fulfillment is done, you send the energy to that fulfillment, and you bring the vibration up to where you want it to be, and then you have it shipped out, right?

So are you using, um, a fulfillment center to do the shipping, or are you doing that too? We're all doing that in- Oh my God. Okay ... the Romy LLC. Fulfillment center. Like, this, you're working way too hard, okay? So, um, y- you need to, the, you need to put your stuff into a fulfillment center, uh, which by the way, means that you're gonna have to insure the fulfillment center so that if things went south there, that you would still have your products covered, right?

But you wanna send your stuff to a fulfillment center, and they will pack it, and they will ship it, and they will deal with everything, and they will just bill you for the cost of, you know, maintaining your, your, for the footprint of your product that you're keeping with them, plus the cost of shipping and packing, right?

So, and you can give them all your custom labels and all your fancy doodads that you wanna put inside. You can do anything you want with them. You just send it over to them, and they'll use it. And when they're running low, they'll tell you. You send them some more. Okay? So super easy and cost-effective. I don't know why I never thought of that.

I thought I was too small to be, uh, going to a fulfillment center. I used to do a print on demand for my, uh, when I was selling real estate, uh, training. I used to do print on demand with a fulfillment center. I, I would send out, mm, 20 or 30 a month And it was CDs that they would print on demand for me.

There's no such thing as too small for a fulfillment center. What, what are your sales like in, in quantity-wise? Or like, I sell two products a month, or you sell, you know, 1,000 or 10,000? I would say we have 20 to 25 orders a week in the off-season, and about 30 to 50 in the holiday season, so- And what's an order average?

An order average is about 100, a hun- uh, 80 to $120. Okay. Yeah. 80 to $120. So, okay. Mm-hmm. So fast math in my head. No, that's not gonna happen. So- How many months is your season? Um, the cold winter months, so five, about five months. Okay, so you're doing $3,600 on a good month, and like two grand on a, on a bad month, right?

Yeah. I would say 1,500 to two grand on a, on the off-season. So the first thing is, if you're doing retail orders- Mm-hmm ... that's really low. What, what is your... What are you charging versus what's the retail? What's the wholesale price versus retail? Yeah, so the wholesale price is 40% of the MSRP. Okay, should be 50.

Mm-hmm. Okay, so you- But no, they, they get a 40% discount. The retailers get a 40% discount. Oh, okay, so you're getting 60%. Yes. So you're doing well. Yes. All right. That's great. All right. We can go with that. Um, and then who are the re- what, what type of retailers are you selling to? Yeah, so they range from, you know, small boutiques or wellness centers, like a chiropractic massage wellness center, uh, to, like, an herbal apothecary that sells supplements and herbs and teas.

So very boutique. Have you listed with, say, uh, Azure Green? Are you familiar with them? No, I don't know them. They're a $1.8 billion website that caters to the pagan and spiritually advanced, spiritually advanced community. So- Okay. Huge market. Huge market. Huge. Okay? Um, they've been around forever. I n- I knew the founders back in the day.

Um, and, uh, they've got a ton of stuff. So, um, they've got a huge amount of traffic, and they are all very consciously oriented. So, um, I think it'd be a really good fit for your business, and, uh, be a good way for you to, to add to your market in that fashion. Yes. Thank you for that. Right? Yeah. I'm feeling a pull, like, if I...

I'm feeling, sometimes I feel sheepish about really expressing my spirituality and reverence for the natural world in my products. It's like th- riding a fine line between expressing that and then just being for the general public. And- Okay, so who's gonna love what you sell? That's the question. Who is your target market?

Who is it that, that if you think about, do you have any, like, brand ambassadors, people who love your stuff so much that they can't shut up about it? I do, yes. Okay. None of them are famous. No, they don't have to be. Okay. I'm just, I'm, I'm trying to get a sense of who your, your ideal customer is, and they're not family, right?

No, they're not. Okay. So tell me about your ideal customer. Are they spiritually oriented? I would say they are health and wellness oriented. So I can think of one customer who's a doctor of chiropracty, and they're an educator, they're educated themselves, um, disposable income between the ages of 30 and 60, um, into wellness- Usually women?

Usually women. Into wellness, wellness practices, herbs, flower essences. Maybe not super open about, you know, worshiping their goddesses or, you know. I think- But do they do it? Maybe. I don't know that. I should ask that. Okay. That's what I'm gonna say, is I want you to get on the phone and I want you to talk to your brand ambassadors, to your raving fans, right?

And I, I want you to talk to them and I want you to ask them about themselves. Every detail you can think of. Do you read? Do you have pets? Are you, you know, are you a particular, um, politics leaning? Are you wellness related? Are you into yoga? Are you doing, you know, um, what is it about your skincare regimen that is so, that makes this so exciting for you?

What, what drew you to my product? You know, how do you use my product, right? That could be a nice piece of social media, is to sit down and have an interview with a raving fan and say, "So what is it that you love about our products and how do you use them and can we follow you on your morning routine or whenever you're using the products," right?

And, and have a, um, have an interview in that way. And in doing so, and you might wanna leave the politics piece out because it's so inflammatory right now, but, um, the, the... But i- in doing that and following them through, and maybe even if they'll let you into their house so that you can see what's going on around them.

Even if they won't let you film a lot of it, it'll tell you a lot about them, right? Then you can learn who it is that loves your stuff, and then you position for that, right? Because it's not about how you feel about your spiritual practice, it's about how the people feel about your product Right. And so if your people are closet spiritual people, then you market for that.

You brand around that, and you have, like, brown paper packaging or, you know, pretty, flowery packaging with, you know, soapy stuff or, you know, skincare stuff. And then on the inside of the package is the open up and be like, "Here we go." So the outside is... you know, could be anything, and the inside, because this is who they are, they're, they're anything on the outs- They're, they're neutral on the outside, but they're woo-woo witchy on the inside, right?

And so if that's who they are, then you refect- reflect that in the branding. Discreet packaging. Right. Like Adam and Eve. Yes, yes. Discreet packag- packaging for those witches who are still in the broom closet.

Yes. I love that. It's not just about guessing who my target audience is, but actually, like, sitting down with them and interviewing them about their practices and their interests. Yes. And as a thank you, you give them a, a gift basket, right? So th- that's worth their while to do, right? You, you give them a gift basket of your products and say...

And, and even better would be the things that you're testing out right now And you're saying, "Oh, I'm coming out with this new... I'm, I'm testing these new lines or these new scents or these new herbs, and, you know, I would love your take on it. These are not available anywhere. This is just for you," right?

Right? And that's makes them feel special because they are special because they love you, right? You gotta love your people, right? Yeah. So that's how you bring them on. So there's a book that I want you to read. It's called Brains on Fire, okay? And it's all about creating a, a, a process for your brand ambassadors, your raving fans.

And that b- it talks about Fiskars and their Fiskateers and how they've created this special group just for their raving fans, and they help them to, you know, they, they get the new things. They get the bright, shiny things and, you know, they get f- they get to give feedback, and Fiskars takes it into account in their work, right?

So that sort of thing. A, I love that you brought up, like, test using the carrot of a new product coming out to really entice people because I am working on a new product, like a new sunscreen, and everyone's been waiting for it, so this is perfect example. And B, I love the idea of highlighting my fans instead of the pressure for me to go on my brands.

Every other business meeting that I've had was like, "How do you improve your, your sales? Well, Romina, you have to go on your Instagram and do videos of yourself." And there's something in me, I don't wanna be seen in that way. And so having my fans and Romie loyal team members, um, doing the work would be great.

Well, and you don't have to show your face a lot, but I would highly recommend that you do show your face a little, okay? Because people wanna connect to the person behind the brand when you're doing something like this, okay? And so, you know, these experiences could be like the only chance they get to see you, right?

And so, you know, like you said when you came onto the podcast, you were talking about how, uh, it was like, "Oh my God, I've been hearing you guys, and now I'm here in the room with you, and aha," right? Uh, this is the sort of thing that you can do with your brand as well, where, you know, the, the raving fans get to meet you and talk to you and understand, you know, why you're doing what you're doing and how you're doing it, and, you know, they can fan girl over you, right?

And so this is the... You know, I'm not saying you have to show your face a lot, but if you're doing the interviews, you should be the one doing the interview, right? And then, then you're... Because two reasons. One is you wanna be the one in the room because you can't trust somebody else to pay attention to the things that you would pay attention to in that person's house, in their demeanor, in their answers and everything, right?

Secondly, because it's part of the bonus of doing the interview is getting to meet you Right? So all of these things. And so, you know, you don't have to be on camera a lot, but there, there should be a moment at, at least at the end where you're standing and doing a selfie with the person, right? And so, you know, it...

That can be sort of your structure of your, your videos for y- the end of each one to be a selfie of the two of you with the gift basket of the thing that nobody else can get, right? Right? 'Cause that encourages more people to become brand ambassadors, right? They're like, "Ooh, if I, if I become like this person who raves about it and tells everybody and, you know, whatever, then, then I could be the one getting the, the, the fancy new thing that nobody else can get, and I could be the one taking my picture with her," right?

Yes. Oh, I'm getting flashes of the reels and the, the cuts and even the music now. I can see it all playing out. It's the VIP experience. It's, it's the, the raving fan experience. There you go. Raving fan experience. Right? I like that. Yeah. It's, it's, it's not about being important. It's about being loyal, right?

So you make it about, about being... This is an appreciation that you do with your raving fans that both helps you to understand the people who fall in love with your product better, and it helps the people who are looking at the product to understand whether it's a good fit for them because they're gonna be just like the person who's being interviewed.

They're gonna go, "Oh, that's me too. Oh, that's me too. Oh, that's me too. I must love this stuff, and I don't even know it yet," right? And it's a bonus for the person who's been the loyal fan that they get appreciated and noticed and, and held up in front of community to say, "Look, you're awesome. Thank you," right?

So all of... It's, it's a win-win, win-win, win, right? I, I have a question. A- a- for, for, for Kelle, for her. J- just an idea. So I know she has social media, a- and I don't know how to do all the Insta stuff and all that. But let's say she has her, her fan ap- her, her, you know, super fans, her fan appreciation. Is the...

I'm sure there's gotta be a way, but what do you think about the idea on, say, say I'm one of them, and then on my Instagram, since I'm one of these, I can say, "I'm a brand ambassador for..." then her, you know, Romie's. And then I'll have, like, a little logo thing which then links to her website, you know, and so my people can see that.

Do you think that's too pushy, or do you think that would be a fun kind of thing? I would be fun, but you can't do it. Um, the, the platforms don't give you- They don't, they don't let you do that? ... your custom logos- Okay ... that you can do. There's, there's no way to do that. However, however, there's a website called UpViral Um, and that website allows you to run contests and raffles and things like that.

And one of the things that you can do is run a contest for who shares your product the most, who, you know, put- puts the most things on social media and whatever, and that im- uh, process can then allow people to win one of these opportunities. Now I'm, I'm, I'm telling you about it because it might work for some people.

You really need to talk to your people because they need to be competitive in order for that to be useful. Uh, what I find in the spiritual community more often than not is that they hate competition. In fact, I had a leaderboard that was automatically turned on on my, uh, my learning platform at one point.

I didn't, I didn't even know it was there. I wasn't paying attention to it, and my students actually said, "You know, this is stressing me out that I'm not at the top of the leaderboard, and I feel like I need to be, and I... " I, I, no. And I'm like, "Okay, we're just gonna turn that off because it doesn't mean anything."

So, uh, you know, so you, you've gotta... When you're having these interviews with the people you already know are the raving fans, find out whether or not that's something that they would be excited about or that they would hate. Because there's no point in signing up for it if it's something your people are gonna hate, right?

So this is another piece of the puzzle. Always, always, always ask your existing clients, okay? Now, the sad part is that unless you're calling them up directly, if you're gonna poll your, your mailing list or whatever, you'll probably get maybe 1% of the people to respond, okay? So don't take it badly if nobody responds.

That's pretty common for the industry, um, pretty common for everything, because people just have way too much to do these days, and they don't have time to deal with your surveys most of the time. So the people who do respond, though, those are people who actually like your brand. So that's an indicator, too.

Yes. Now, I have a question. So I actually have a, um, just an initial consult with a marketing firm tomorrow Oh, be very careful. Yeah, so I wanted to... I would, I would love your opinion because right now I have a team of a brand, a s- s- someone that does the brand aesthetics, someone that does copy, and then a virtual assistant that does engagement, and then a project manager that manages everyone, and it's a lot.

And a part of me just wants to have one agency do all the work, but I know I'm gonna have to pay for that. Um- Well, and you don't have the revenue coming in to pay a professional agency what they would need. I mean, uh, those packages start at between $3,000 and $5,000 a month. So yeah, uh, you're not at that stage.

So let me, let me ask you this. What... Give me your website so that I can go and look at this while we're talking. Uh, Romi Apothecary, R-O-M-I, Apothecary, A-P-O-T-H-E-C-A-R-Y.com. .com. Okay. And how much, uh, traffic are you getting to this website? I have no idea. As a business owner, no biscuit. No, I, I know. I am a really bad...

I am not a numbers person. We don't have that. I need to find someone You don't have, um- To analyze ... Google Analytics on your website? Uh, no, I do not. I know. Okay. All right. Shame. So it- it... So what you just told me, let me, let me be clear. What you just told me is that your primary business center, you are not paying attention to how many people walk in the door.

Okay? All right, so this is a big problem, okay? So you wanna know why you're not making as much sales as you should, it's because you don't know the answer to that question. And then you also guaranteed don't know the answer to the quest- the questions that are gonna follow. I'm gonna ask them, even though I know you don't know the answers, so that you know that you need to know these answers.

Okay? Yes, ma'am. All right. So she's like... Did you just say, "Yes, Mom?" I said, "Yes, ma'am," but yeah. Oh, okay. I mean, I could say no, I guess. So, so these are the, these are the questions you need to be able to answer, okay? You need to know what does it cost you to acquire a new customer, okay? You need to know how many people are landing on your website, how long are they staying, what are they looking at, how many products are they looking at, how many people put things into your shopping cart and then don't buy.

That's called a cart abandon rate, right? And then how many people are actually buying what they came in for, right? And you also need to know where they're coming from, okay? So these are all questions that you need to know, because I am gonna bet, since you don't know this answer, um... and I'm looking at your website right now.

Okay, so you, you've got the pop-up for 10% off your first order. I love that. That's great, and it pops up right there. Now, it probably... Let me see. Do I have... Oh. Nope, I've got a, I've got a blocker. I've got an, a advertising blocker, and it still showed up, so whoever coded the site did a good job on that. Um, effective, high vibrational, and nutrient-dense skin remedies.

Okay, so that's what they are. It doesn't tell me what I get from them, okay? You see the difference? Yes. Yes. Okay. This is a classic entrepreneur mistake, is that you say, you know, "This is what it is." This is not, not what does the consumer get from using it, okay? So, um, the- the site looks beautiful. Um, it's well done from that perspective.

Daily ritual practice of adorning your skin. I love that. Right? Um, feel the difference it makes to your skin, soul, and the planet. Lovely. The... That's a great, uh, phrasing. Um, for your new favorite herbal skincare with our most popular formulas. Tested, tried, and true. Okay, when you say tested- The first thing that comes to mind for me, and keep in mind, I don't do a skincare regime, but, uh, the first thing that comes to mind for me is all of the PETA stuff, talking about are you testing on animals?

So if you're gonna say the word tested, you need to have something that says, "We don't test on animals," right? Because these are... You're gonna have a lot of crossover into this, that, that field. There's gonna be a lot of vegetarians and vegans because people in the wellness field, uh, they're often are vegetarian and vegan.

Um, they often have a lot of allergies, so that would be something I would address as well, right? So, you know, is it hypoallergenic? Is it all natural? Is it, you know, all of these things, right? Because these are things that the, that your market is likely dealing with. Yes. Wow. I didn't even realize, yeah, that word tested can be very triggering to all the, the world of animal testing and, yes.

Yep. Kelle, go take a look under her Our Story. Our Story. Where is that? So under About Us- Okay. Yep. Got it ... and under Our Story. Okay. So I love that you have, um, people of color in your image, and the likelihood is that the vast majority of your clients are going to be cisgender, heterosexual, white women, because that is the typical marketplace for these types of products.

So you want to make sure that the primary images reflect your primary customer, and then the secondary images say, yes, it can work for everybody, right? Because you wanna talk to the other 30% of your buyers in the secondary images. But your primary image on this homepage, um, you know, you're not on the homepage.

Who are these people on this page? Is it stock photo? No, my friends. We all did a photo shoot together. Okay. So, so- Yeah, that's her in the middle ... these are your friends. Isn't it? Isn't that you in the middle? Is that you in the middle? No, that, that's not you in the middle of the page. Uh, no. It, it shows- Short curly black hair and y- you, you have long hair.

Oh, no, no, no, no. I'm sorry. Okay. Uh, in, in, in the Ritual. I'm talking about the header. Oh, gotcha. Oh, yes. In the Ritual space. That's good. Um, that's definitely her. Yeah, and then further down. Yes. Yeah. Um- Okay. So the other thing is that everybody's in their nineties when they're undies. Yes. So- I hear you on that.

We, we do need to, um, clean it up a little bit for more of, like, a motherhood market rather- Well, I, I don't know. I don't know. Until we know who your, your raving fans are, we don't know. They may love this picture. Okay? They may absolutely resonate with this picture. They may have gone to tantra pujas and absolutely adore what they're looking at on the screen, right?

Um, you don't know until you talk to them, right? So yeah, the, uh, one other thing, I love the picture of you as the founder. I would like to see you smiling more, right? Because it... You want to be welcoming. Yes. I am a very smiley person, so that is unusual that I'm not smiling in that. That's my point. So I'm sure if you did a bunch of photo shoot pieces that you have something that's a smiley picture that's, that's just as professional.

I love the earrings. Those are awesome. Um, and, you know, just pick, pick something that smiles, right? Um, "We give back to the community that fosters and supports us with our Black, Indigenous, and person of color communities at the forefront." So is that who's actually buying from you? No. Uh, not quite as much.

Yeah. When I read that, what that says to me is that you are targeted to that market and that that no longer applies to me. Okay? So you wanna be careful with that. So you can have a section of your products if you have something specifically for, uh, you know, Black and, um- Uh, uh, other colored skin, if you have something specifically for those skin types, if those skin ty- I don't, I have no idea if those skin types are, are, are considered different in your industry or not.

I would imagine that they are. Um, but if you have something specific to them, you can certainly create an entire section for them, and that would give them some place to feel included and to feel like they have something just for them. Um, but again, you have to target to the people who are going to be your raving fans.

You have to target to the people who are most often gonna come to your website. I totally agree. And now I'm seeing this and realizing, yes, we made our new website three years ago. What happened in Minneapolis three years ago? George Floyd. And so we, I think we were... I was hyper-conscious of a lot of all the racial politics, and I identified really strongly with that community.

But I think it's time for a revamping of the website images- Yeah ... and copy. So, you know, I mean, you just have to... And it doesn't matter what your target market is, um, you want to target to it. If that, if, if the Black and indigenous communities were your target market, then you would absolutely wanna reflect that in the images on your website.

But in this case, the, the vast majority of the industry is cisgender, straight, white women It just is. Okay? Um, now, you know, I get a remarkable amount of people of color who come through my programs. Uh, as a percentage of the whole, it's certainly out of- it's skewed from the United States as a whole. Um, and part of that is just because I'm inclusive, you know, and I've- I made it clear that I'm- I'm open to, and I try to use really good language, and I- I'm like, you know, um, I try to honor pronouns and, you know, all the things, right?

And so that- that makes me safe space. But I don't have to like advertise that because anybody who comes in and tries to get into con- in, into relationship with my company, with my brand, learns that that's true, and therefore, I don't have to have something very specific that says, "Yeah, you're- you're fine.

You're safe here," right? Right.

So- Yeah, it's almost like it's trying too hard. Right. Yes. It's- it's kinda like all the brands that put up pride flags and- and ignore the LGBT community , you know, um, LGBTQIA plus community, um, the rest of the year, right? It's- it's- it's kinda like that, right? So, um, you just wanna be conscious that you're- you're targeting the people who are most likely to buy, and you're making it safe for everyone else, right?

That's really all you have to worry about. Okay? So the... If you're looking... So there's a couple ways, 'cause we're running... We've been talking for a long time. So, and this has been a hardcore business discussion. Really? Yeah. So much gold nuggets in here. Yeah. Yes. So the- the thing that I wanna talk to you about in terms of increasing your profitability, okay?

You need to- to look at how do I reduce costs, how do I find efficiencies, and how do I get a higher, uh, amount of leads coming into my system and people who buy, right? Now, right now, you said that the vast majority of your business comes in off the website. Okay. So you really need to start looking at the metrics of your website.

If I were to hire somebody today to- to- to do something to inc- improve your business, it would be somebody who is really good at optimizing your website, and I would hire them just for that purpose. Okay? I would not hire an entire marketing team. You're probably gonna pay a lot more for that than you would just to have the website optimized.

And there is a, um, there's a guy who is, uh, he runs a company, it's called Innately. Uh, so it's... Let me s... I gotta type it up, because I will screw this up. I've tried to do it before. Uh, Innately. Let me see if I can... If I did that right. Uh, uh, In- There it is. Okay. So it's I-N-N, the number eight, L-Y dot com. Okay?

So, um, James is the guy who owns this website, and he is amazing. He is a lovely human, and he is very smart about website development and about understanding how to get things to convert, and simplifying and focusing and making things go. Um, you've... W- in order to work with him, you'll probably have to pay for a new website, but I, I think it's, like, I don't know, 1,000, 1,200 bucks for a whole new website, and he will optimize it to the T for you.

It's amazing. Okay, James, I'm gonna be calling you. Yeah. His name is James Hipkin, and he w- he runs Innately, and he is really awesome. So if I were to hire someone right now for your web- for your business, it would be him to get your website to convert better. Okay? And immediately what I want you to do before you hire anybody is I want...

Is, is this on WordPress? Yes, it is. Okay. So I want you to go into the back end of your WordPress and install a Google Analytics plugin. Okay? And I want you to set up your Google Analytics so that you can get some struc- some idea of how your business is running right now. You have no idea, so you won't know if he's improved it or not, except that, you know, w- do we make more money?

You don't know if it's more people in the door or if it's more money being converted. You won't know, right? So I want you to get the Google Analytics on there yesterday. Like, that's, like, the very first thing you do the minute we get off this call, is you get the Google Analytics on there so that you can figure out where your business is coming from, okay?

'Cause that's important, and what people are doing when they land on the site. It is a huge amount of information, okay? And so that's gonna be the primary thing you need to do because you need to... That's your primary market. If you could take your... So what percentage of your sales would you say are coming off of the website?

Uh, I would say 60, and then 40% is wholesale Okay. So if you could double or triple your website conversions, you would now be profitable, right? And you could do a lot of other things, right? So the 60% of your business that you have no idea what's happening with it is a huge deal, okay? If you can get hold of that and start to optimize it, now you've got other things.

Now, are you using like Shopify or WooCommerce for your website? What are you using for your back- Woo- WooCommerce WooCommerce. Yes. Okay. And so WooCommerce, I guarantee you, has a cart abandonment process that you can use for that. That would be the very first thing that you personally could do. Get your copywriter to write some copy for the things that people forgot in their cart Okay?

And it shouldn't just say, "Oh, you left this in your cart." It should have a customized in, um, piece of content that goes out saying, "You left these items in your cart. This is what this item will do for you. This is what that item will do for you, and this is what that item will do for you. And by the way, just in case you were like, 'I really want these, but I can't quite afford them,' here's a 20% off coupon."

Right? "But this coupon expires in three days." I'm realizing I've been focusing so much time and effort on the production and manufacturing part of things, of making the skincare, filling and labeling and shipping, that I haven't even touched or had the bandwidth to focus on the thing that will actually bring in revenue, which is our website, which is bli- blowing my mind.

It seems so obvious right now. But, but when you're in it, it's so easy to get, like, like, really focused on the, the details of other pieces of the business. This is why it's so hard to be an entrepreneur and start up a business, is because you have to be the chief bottle washer all the way up to the CEO, right?

You're just like everything, right? And so it's hard. So I want you to be kind to yourself. It is... You know, for somebody who's doing what you're doing, it is not uncommon for the manufacturing to become the focus. I have another client who has been in my programs who is running a soap business, which I'm...

You know, when we get done with this, I will, uh, I will put the two of you together, because, um, one of the things that might be useful is for you guys to join forces, 'cause she does custom soaps with Reiki-infused energy and, you know, the whole thing, right? And so if... I- you know, since you're not doing soaps, when I was looking at your products, it doesn't look like you're doing soaps.

Um, that might be a really good partnership, where you guys could get together and pool your resources and pool your product lines, and now you're, you're bigger together and you have more resources to work with, right? So these are other possibilities. This is another thing that you can do in your business, is you can start looking at- Uh, you know, acquiring other businesses, partnering with other businesses, and saying, "Okay, you know, where can I go with this?"

Th- this is a process called a bolt-on. So in business acquisition, what they call... There's two things you can do. You can do a bolt- well, three things, um, four things. So you can do, you can do a, a merger, which everybody's heard of, right? You know, y- you merge two companies together, right? You can do an acquisition where you buy another company, right?

And it will usually be in your same industry. You know, you buy something that's doing the same thing as you, and you, you evolve your business into that, right? Um, another thing is called a bolt-on, which is you take something that is tangential but related to you, like the soap company, and you connect it to your business and to expand your product line, right?

And then there's what's called a roll-up, which is I go out and I buy a whole bunch of different businesses in the same industry, and then I create a, uh, almost like a franchise, uh, set of systems on top that allows me to run all of these different individual locations in the same way, brand them consistently, get e- economies of scale where you're doing accounting in one place instead of in 16 different locations, things like that, right?

So these are all things that you can do And if you have a solid plan, there's always the option of getting an investor to put money into the business, um, getting a venture capital firm to come in. I, I... Be very careful with a venture capital firm because a venture capital firm's job is to make money, and their jo- they're always looking.

They'll give you the money to come in to grow the business. Three to five years, they want out, and often that means that they will force you to sell the business if you can't buy them out. So be careful with venture capital if your goal is not to exit the business in three to five years. Okay? So, you know, I know I'm talking really high level stuff right now, but I'm trying to bring your brain- I love it

up to this level, okay? Yes. Because- I'm soaking it all in. Yeah. So, you know, there's, there's always the option that you could acquire other businesses that do something similar, and I'm, uh, you know, I've been out there looking for businesses that might be good connections for my company. And I have seen quite a few health and beauty products, you know, things that are available out there.

And you can use an SBA loan to buy them and, or you can do seller financing and, you know, get in for very low money sometimes, or get a funding partner. There's lots of ways to do it, right? Um, I don't have time to teach that on this program right now. But there's, there's, um... So there's a business buying program out there.

It's $10,000 to get in, or it was the last time I, I paid for it, um, and that's Carl Allen's Protege program. And so if you're thinking that you might wanna do a business acquisition s- uh, plan to sort of buy a going concern, and you can either buy- A existing business that's doing what you're doing, or you can buy a content site that's doing a million views a month, and then use that content site to market your business, right?

Or you could just advertise with them, right? You could just advertise with a content site that, that really fits your niche, right? That's another option too. I'm throwing a lot of things at you at once because I want you to have some, some, um, things to research. I want some things to stretch your brain, right?

I want you to ask yourself the question, what would it take for me to take this to a $500,000 business? Okay? Which I know is a huge stretch for your mind right now, but the, the question itself will force you to think about your business in a different way. Mm. Okay? It will force you- Yeah, 'cause I'm gonna work hard either way if my goal is small or high or big.

Yeah. So I appreciate that. Dre- dream, dream in high definition. Yeah. I don't want you shooting for incremental growth. I want you to shoot for exponential growth, right? Because it's not worth it to work as hard as you're working for the money that you're making, okay? And y- when you can shoot for exponential growth in, in a non-fantasy way, right, um, what you can do is you can now buy the help you need to not have to work in the business but be able to work on the business, right?

So, you know, the, the website thing, you're gonna go, and you're gonna get the Google Analytics put in, okay? That's the first thing. Second thing, you're gonna get your cart abandonment stuff done, okay? 'Cause th- those are low-hanging fruit things. Okay? The cart abandonment is super low-hanging fruit. They've already put it in their cart.

Okay? They're interested enough that they put something in their cart, right? So all you gotta do is just remind them. So the first email should say, "Hey, did you forget this? I didn't want you to miss out because this stuff is so cool." Right? That's what the first one's gonna be. The second one will be, "By the way, you know, you haven't made it back yet.

I'm sure you're just busy, but just a reminder, this is what these things will do for you. And, you know, I'm sure they, um, with as busy as you are, the fact that you've forgotten to, to come back to your cart says you're a really busy person, and busy people love these products because they give them peace of mind and a sense of calm and a sense of inner peace," and, you know.

Right? Right? So you, you, that's what you... You see how that goes? Right. You're stepping into the mind of the consumer, right? Yes. So that sort of thing. And then, so that's your low-hanging fruit there. And then from there, what I want you to do is the fastest path to cash. Okay? This is what you're gonna focus on, fastest path to cash.

You'll, you'll get James working on your website, but that's gonna take a month, maybe more. I don't know. It's gonna take a little bit, right? In the meantime, I want you to go out and beat the street and get some more wholesale business, right? Because- Oh, wholesalers. Yes. And, and do you know that there are distributors who will do that for you I did not.

Okay. So I want you to look up distributors, and I want you to have a conversation. Now, some of them will not work with you at your stage, some will, okay? So don't get discouraged if four or five people that you call first say no. If, if they say you're too small, your next statement to them needs to be, "Who do you know who deals with companies my size?"

Because they all know each other, okay? And they'll point you in the right direction. So now some of them are gonna wanna be exclusive. You wanna be careful with that, because if they're crap, you don't wanna be stuck with somebody who sucks at selling your products, right? So you need a probationary period of at least 90 days before you'll commit to an exclusivity agreement and, and it has to exclude your existing customers who are already in their area of, of distribution.

You know, you, you wanna be very careful with the contract, okay? But I want you to get... A- and, and they're usually regional, so you need to get a distributor in every region across the US, okay? I looked it up while y'all were talking, just 'cause it popped into my head. The boutique spa industry is $880 million industry.

Just saying. And there's over 20,000, I think the... We're gonna go with it. It's either 200,000 or 20,000. One of the two. Spas throughout the US. So, you know, may not be like a big fufu real chain, but those little boutiquies, you know, or like the smaller, even like the, like the hair salons and stuff, you know? I don't know.

I ju- I ha- I ha- I saw that in my, in my head, so I had to get it out my mouth. Yeah, it's such a huge industry. And you know what I love that you said, Kelle? I love that you talked about the closeted spiritualist woman. Like, I kind of fall into that category. I have a really s- beautiful spiritual practice that I love.

I don't always talk about it to everyone. And, and so I love that. And there must be a need for that because there's hundreds of people like me out there. So my, my friend Caroline, who came onto the podcast when I was interviewing new podcast hosts, and they, they said they couldn't tell our voices apart, which was problematic for her to be a cohost.

Um, but when she came on, one of the things that, um... And I don't think she said it on the podcast, but she's, she told me about it in, uh, on one of our calls that we talked. Um, she said that she bought the props of spirituality long before she actually engaged the work. And she said, "I bought props to make me feel like I was spiritual."

So candles, incense, tarot cards, you know, the, the, the crystals, the, you know, all of the things. And she, she's the one who called them props, okay? She said, "I bought things to make me feel spiritual, uh, before I stepped into the work." Okay? And so it is likely that your people, if they are the closeted people that you're talking about, are, are doing the same thing.

They're in that state of, "I want to be spiritual, but I don't have the time or energy or bandwidth to do it, so I'm gonna buy it," right? Yeah. And so if that's who they are, then I, uh, then you, it's, you need to be saying that in the content, right? You need to say, "You're, you're busy. Who has time to sit down and meditate for six hours a week," right?

You know, I, I, I don't have that time. Do you have that time? Do you have time to go out into the world and, like, walk for an hour in nature and all the things that you're supposed to do that, that would make you the right spiritual person, right? And then it's, you say, "Look, we don't have that time in today's world.

What we do have are the small moments, the small rituals that we can create for ourselves that connect us into ourselves, connect us into the world around us, and connect us into our higher selves. And it's through these small rituals that we create a reality of, of connectedness for ourselves. And so I invite you into...

Invite you, that's the word. I invite you into this ritual experience that's just for you. No matter what your husband is doing, no matter what the kids are screaming about, no matter what's going on in the, in the PTA or at work, you are, for this five minutes, you are having a ritual with yourself," right?

And that's the- Oh, my gosh ... the energy, right? That's so beautiful. I... Yeah, that, like, spoke to my heart right there, and wow. Yes. That's what I'm trying to convey all the time, but it's not so easy. Um, but I love how you're s- you gave me the idea to switch from not just talking about my products and what I'm doing, but tailoring it to my audience and what they would gain from it.

Yes. Your products are irrelevant until they know how they are going to impact them, okay? There's an old saying in sales: Nobody cares who you are until they know, uh... No, nobody cares how much you know until they know how much you care, right? That's the phrase. And so you're saying all these things about your products.

They don't care about that until they know whether it's relevant to them, right? Yeah. Yeah. Now, your, your products being positioned the way that you have them will speak to a certain percentage of the population who already knows what they want out of their skincare products. Okay? But that's only ever gonna be 3% of the market.

Okay? Out, out of the people who walk in the door, 3% are ready to buy right now. Yep. Okay? That's not a lot. That's not a lot. Yeah. 67% will buy in the next 90 days, and 30% will either never buy from you or buy from you, you know, years from now, and you don't really... You know, you'll still nurture them, but they're not gonna be your primary thing, right?

But if you're not marketing to that 67%, you are losing huge amounts of money. Right? If you're only marketing to people ready to buy right now, then you're missing out on all that nurturance that, that could bring that extra money to you, okay? So, so that's the other piece of the puzzle. Of, as you're rebuilding, and you're, you're doing your, your copywriting, your nurture process needs to be really good.

Like, "We wanna take care of you." Yes. No, no, "We want to help you take care of yourself. We want to help you develop an e- an experience and a ritual of self-care." Honor your own feminine divine goddess that's within you. Yeah. Maybe. If, if they're super spiritual, maybe. Um, but you know, like, if she's getting the yoga people, only about 40% of the yoga people are into the stuff that we're into here on the podcast, okay?

60% are not. They're in it for the s- for the, um, stress relief, okay? So they've never heard of Reiki. They've never heard of any of this stuff, okay? I know 'cause I once went and did a Reiki... I was doing free Reiki sessions, and, and n- so many people had no idea what Reiki was, and I'm like, "Really? It's Reiki."

Like, I would understand if I said cranial sacral therapy or if I did a sound healing or something, you know, sort of cutting edge, but it's freaking Reiki, man. It's been around a really long time, but they've never heard of it, okay? So you know, you have to keep that in mind. Um, and so, you know, a- again, talk to your market, right?

If they're closeted spiritual people, and the word goddess and divine feminine and things like that resonate with them, great. If they don't, don't use those words. Okay? You want to, to keep it focused on a ritual of self-care, right? The, the connecting into the divine, the connecting into your higher self, the connecting into your inner wisdom, the connecting into your, your feminine intuition, right?

These are less threatening words for people who are earlier on in the process, right? So, you know, it's just a matter- You don't wanna scare them away. Exactly. Like, you know, you want them to feel like they can do this and not be overwhelmed by it, right? So keep in mind, your average customer is probably, uh, right on the edge of burnout, if not already crispy crittered, right?

So that's gonna be where you're show- you're talking about it. Yes. Well, speaking of burnout, because I have a full-time job- Mm-hmm ... how much should I expect to really pour into building, uh, like following up and everything you talked about, the Google Analytics, the, the rebuilding of the website, um, the, the targeted marketing, you know?

Right. So you have a copywriter who will write the ads, the, the copyright for you, right? And you're gonna give them a copy of the end of this audio, and they are going to listen to it, and they will write the copy for you. So you're not gonna do that, right? Uh, but the Google Analytics will take you five minutes to set up.

Um, it, it really is that simple. It's... Well, it's five minutes to put it on your website and probably 15 to 20 minutes to set it up on the Google Analytics site, okay? The, um, the follow-up with the distributors is gonna take more time. And so what I would say is spend an hour a day doing that, okay? Just commit to an hour a day to make those phone calls, okay?

Because once you get them in place, they will do the selling for you. And they work on commission, so they'll take a piece of the puzzle, so you'll get less per sale, but you didn't have to do anything, right? Yeah. So that's the key piece there. Okay? But you need to tell them who buys your stuff. So l- to Jules', uh, comment earlier, I would highly recommend that you pick up the phone and call a spa and get them to buy your product, because if you can say, "I've sold this to spas, I've sold this to yoga centers, I've sold this to blah, blah, blah, blah, blah, blah, blah, blah, blah," then they know where to go, right?

Yeah. We are in a, a spa, well, like a small community spa. But hey, w- they're using my products in Yeah, but you have 15 of them listed on your website. You have... Y- Under retail partners, you have 15 spas listed on, listed here. That's why I was thinking, I'm like, "Dude, she's already doing the spa thing," you know?

Well, yeah. I, I... Not all of them are spas, but yes, and then some have con- gone out of business, but- Oh, okay. Then you need to get them off your website. Okay? You need to get them off your website if they're out of business. I know it's very easy to let websites get out of date, so no, no shade on that. I'm just letting you know.

So, um, I, I find things all the time on my website. I'm like, "Oh my God, that's like five years old" . Like, that hasn't happened in forever. I'm like, "Where did it... Was the... I missed it," right? It happens all the time. It's not a big deal. But, um, so, you know, you want to be able to tell them who buys your stuff, right?

Because when you have retail orders, they're larger orders. Y- Yes, they are. They're, they're way... They're about t- five to six times larger than the average cart. Right. And so that's where your money to pay for your website's gonna come from. Okay? Okay. And are you calling your wholesalers to ask them if they need a restock?

Not as much as I should, but- Okay. Yes. So, you know- Yes ... and that's something that you could set up as an automated too, right? You could have an, uh, uh, a, uh, sequence, an automated sequence that when somebody places a wholesale order, that automatically they go into a sequence that 90 days later or whatever your average resale is, right?

Um, and it w- you- I'd make it shorter than their average resale pr- time, right? Their average reorder time. So if they order every 90 days, I would make it every 60 days this, this goes out, right? And so at 60 days, they get a reminder that says, "Hey, it's time to check your stock because y- you may be running low, and you don't wanna run out 'cause that's, that's money out of your pocket, th- that, a sale that you didn't make that you could have made if you'd had the stock on hand," right?

So, you know, that sort of thing. Um, you know, makeup artists are a great source for, for that sort of thing as well. Anybody who's doing skincare, uh, anybody who's dealing with people's skin and their faces. Dermatologists. You know, if you're all natural. I was gonna say, if you're all natural, you could go to a dermatologist and offer that up.

You know, sample packs are your friends, right? If you get somebody who likes it themselves, they'll market it, and they'll market it better than anybody else, right? Massage therapist- So- ... aestheticians. Oh, perfect. Yes. Absolutely, right? Now, those are individual sales. Those are harder to make. Yeah. So, um, you know, the, you want people with a larger practice, um, before you start trying to work with individuals like that because finding them and marketing to them is just a big old hassle.

Now, what you could do is you could go to the people who certify massage therapists and buy a spot on their website talking about your products, and then have the, the massage therapists reach out to you. Oh, amazing. Or certify aestheticians. Like, here's a natural alternative line that you can use. Yeah, and you can buy a sample pack for $15 or whatever to, to try out, and it's a bunch of little bottles of things there where they can try them.

And, and, you know, you, they buy a sample, right? And now you're tying in- Yeah ... the hypoallergenic and the not tested on animals thing- Right ... all natural products. We buy from- Right ... uh, the, you know, uh, uh, f- The resourced ones, uh, like from- Yeah ... Get Your Herbs and stuff. From ethical sources. Ethical. Thank you.

Couldn't think of the word. Thank you. Yeah. I need all of those keywords. I t- I think about those. Why aren't they on my website? This is one of my- They need to be on the website. Vegan, you know, all of the stuff, right? Time to revamp. It is. And that's what I'm realizing. All the time that I'm putting into production and shipping and managing a crew, I can be utilizing that time to, to work on my sales and my website.

Yeah. And you said you have a product- you have a project manager. You need to let go of that and let them do their job, okay? And you need to do your job, which is doing the bigger picture and working on your business, okay? So these sorts of discussions are what you're looking for, okay? Does that make sense?

Oh, my goodness. Yes, it does. Thank you so much. You've really expanded my vision of where I need to take this, and I, I was right here, and now that wall is broken, and I, I see all the gaps and where I need to take Romi. So... Yeah. And this is the other reason why I was suggesting that maybe you could find another business that you could bolt on to your existing one, because they will have already figured this out, especially if they're already earning in the 500,000 range, right?

If they're, e- even if they're at 200 or 300,000, they're way ahead of where you are right now, right? And so their systems and their processes could be mapped on to Romi and integrated in to what you're doing, and then bang, you're, like, way ahead of the game, right? So that's another possibility as well. So, okay?

So these are, these are just... I'm, I'm planting seeds here, right? You're not gonna do all of this, you know? Eventually, you will get to a lot of it, right? Because that's the goal, is you wanna get to a lot of it. But the, um, you know, I don't want you to get overwhelmed. I, what I wanted to do with this conversation was to crack open your brain, like we just talked about, and get you thinking on a bigger scale.

Because when you're a new entrepreneur, um, we get stuck in this very narrow-minded w- you know, I, I, I just need to get things sold. I just need to get things produced. I just need to, I just need to, I just need to, I just need to. And then you forget to see the big picture, and you get distracted by the thing that is least threatening to you.

Um, because marketing and sales is always the most threatening thing when people come into a process like this. They're like, "Oh, I don't wanna sell myself. I don't wanna be seen. I don't wanna be heard. I don't wanna be da, la, la, la, la. So I'm gonna just, like, hide in the corner in production," right? Because that feels like I'm doing something without me having to feel threatened about it, right?

Yeah. So and that's really common. So I, I, I don't want you to feel bad about it. I just ... You need to recognize that that's what you've been doing, and that's okay, but it's time to stop. And thank you for helping me to see that. Uh, and, and thank you apparently to my grandma for guiding me to work with you.

I was just gonna say, your grandmother would be very proud of you. I, I can tell you that absolutely. I remember her vividly. She was one of my favorite tenants It, she, she was a wonderful human, and I, I just want you to know that she is very proud of you. Oh, thank you so much, Kelle. Um, my grandma is one of those people that I think about and am in- inspired by, bringing her kids across the 38th parallel, coming to America, learning how to speak English, and drive while operating, like, a jewelry kiosk at the international marketplace, and running a illegal tanomoshi circuit.

But all for her kids and for her family. And so, I, I just love that that's how we started this conversation. And, and thank you. Thank you for all your wonderful advice and opening up your knowledge and your wisdom and sharing it with me. My pleasure. So I, I know you're gonna do amazing things, and I can't wait to see where you go.

Um, and so everybody who's listening, I want you to go check out the website now. And, uh, spell it again. Romi, R-O-M-I, apothecary, A-P-O-T-H-E-C-A-R-Y.com. And so you're gonna go see it now, and then you wanna come back. Put a, put a note in your calendar so that you come back in a couple of months and you see it up and running with the new version so that you can see how that came out.

And, uh, we will put the links to everything that we talked about in the show notes today so that if you're listening and you're going, "Oh my gosh, I need to do that too," then you can find all the people we talked about and all the things that we talked about. That's fine. We'll take care of you. Don't worry.

Um, and if you're out there and you're going, "Oh my God, I would kill for something like this, I would kill for a conversation like this," then, you know, get in touch. You can email me at [email protected]. I do these sessions. They are $1,000 an hour, and I think you now understand why. So, uh, you know, you're getting 35 years of my personal experience in business, and you're getting 50 years of personal growth and, and evolution experience in the process.

And so it will shorten your distance, right? It will absolutely shorten your distance. So I think, yeah, I think that's all we've got for today, unless Romy, do you have anything else you wanna say? Uh, I wanna say that I would love to offer your listeners a, a coupon for, um so KelleSparta20 to get 20% off.

And, um, I, I also wanna say I've been ... I latched on right away to your podcast, Kelle, and I just love your functional, practical approach to spirituality. I'm not ... I'm someone that needs, um, convincing and evidence to really, like, follow something, and just your approach really opened the door for me to, um, find my spirituality.

And, and so thank you so much for doing what you do. Thank you. I, I appreciate that, and you're welcome. Um, so, uh- Wrap up for the day? Kelleism, yes. Yes. Follow the money. Okay? Literally. So here's the thing, I, I had a conversation with somebody here in Panama recently, and she's like, "Oh, well I gotta get my website up," da da da da da.

I'm like, "No, if you just went to these people and you asked for referrals, you would never need a website." And she's like, "Oh, but, but I need the website." I'm like, "No, you don't." Like, you only need a website if you're selling on the website or if you're, you're marketing to people who don't know you who need a brochure to be able to understand who you are.

If you can get referrals, then they will never look at your website. They don't care. I'm like, "Your, your business is about finding where the money is. It is not about doing the social media, and making the marketing, and doing the, the website, and doing all of the m- manufacturing and all of that. Your business is about where your money is.

Follow the money, and pay attention to the money," which we try not to do in spiritual world, right? We're like, "Oh, it makes me so debased." No. Money is an amplifier. It makes you more of who you already are, okay? Follow the money to get your business to be profitable at a really high level, because then you have the money to expand your market, to expand your reach, to get more people involved in the spiritual practice or the spiritual work that you are doing within your, your, your business.

If you don't have the money, you're gonna be hiding in the corner and nobody's gonna know about you. And I want you all to be really successful, because if you're not super successful, then you're not doing for the world what the world needs of you right now. We need more of us being more seen, because people desperately freaking need us, and they don't even know it, okay?

So follow the money. Yes. Ta-da. Make more money, have more impact. There you go. There's your thing There you go. Make follow- Yeah. Make more money, have more impact. Kelle on a soapbox. There you go. I'm liking it. Yes. Oh. I'm passionate. Can you tell? Yes. Well, you gotta take care of your business, otherwise you can't do, like, the charity and all the other stuff, because why?

You're broke. That would be why. And if you broke, then you're not gonna have a business. So you know, th- I'm just saying. That's Jules' two cents' worth. You got a bonus. I'm just saying. Okay. So you get- Inspirational ... inspirational thing from Kelle and the smackdown from Jules. And a smackdown from me. I always love Jules' energy, your joy-

and laughter are infectious, so. Thank you. Thank you. Such a dynamic duo.

So, so follow the money. Yeah, listen to Kelle. Follow the money. Thank you. That's right. All right. Well, that's- Follow the money ... that is- More money, more impact ... more, more money, more impact, more wonderful things for our planet. All right. Yes. Well, that's all that we have time for this week, folks. Tune in next time when Kelle adds another chapter into your guide to energy, magic, and the spirit world.

I'm Jules, here with Kelle Sparta and Romina Takimoto, and you have been listening to Spirit Sherpa. So long, everyone. Bye. Bye.

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