I was so excited to welcome back my very first guest, Jaclyn Mellone, for a conversation about some simple, easy ways we can help ourselves to grow and succeed in our journey as women business owners and entrepreneurs. Jaclyn has moved from being a coach to running a media company, which also reminded us about a significant value we should look for in our business. In this episode, we learned that

• There’s a great technique to distinguish between the struggles in our mindset and the real world
• As entrepreneurs, we tell ourselves “I’m not there yet,” and here’s why we need to stop
• We can identify when the difference between mindset and a knowledge gap so we can overcome both
• BONUS: we learned what you can do to increase your available time by knowing your flow

Jaclyn and I agreed that these issues can sound a little woo-woo, but scientifically backed concepts like confirmation bias and legal realities about intellectual property were a big part of our conversation as well. Listen to the podcast, and if you think you are overlooking the IP issues in your business, contact me for a consultation.

Other Resources Mentioned:

• Wealth Dynamics Assessment Test
• Inner Critic Quiz

More About Our Guest:

Jaclyn Mellone is the founder of Go-To Gal Media, a business coach for entrepreneurs, and host of the Go-To Gal podcast. Go-To Gal has been named one of Forbes' Top 21 Podcasts for 2021 and is a top 200 Marketing podcast on iTunes! Jaclyn works with experts around the globe to help them become the Go-To Authority in their space. Her approach combines business strategy with mindset practices to help her clients bust through their blocks and exponentially grow their businesses. She has been featured in Forbes, Entrepreneur, Yahoo Finance, Reader’s Digest, Parents, and has spoken at marketing conferences around the US. Jaclyn has proudly built the Go-To Gal empire in her slippers from her home in Rochester, NY, where she lives with her husband, two children, and fur-baby.

Connect with Jaclyn Mellone:

• Website
• LinkedIn
• Instagram

Connect with Erin and find the resources mentioned in this episode at hourlytoexit.com/podcast.

Erin's LinkedIn Page: https://www.linkedin.com/in/erinaustin/

Think Beyond IP YouTube Page: https://www.youtube.com/channel/UCVztXnDYnZ83oIb-EGX9IGA/videos

Music credit: Yes She Can by Tiny Music

A Team Dklutr production

Hello ladies.

Welcome to the Hourly

to Exit podcast.

I am very excited for

this week's guest,

Jacqueline Malone, who

has won my first guest and

is now my repeat guest.

I'm so excited to have you.

Thank you, Jacqueline,

for joining us.

Oh, yes.

Well, thank you so

much for having me.

I'm honored to be back.

Oh, it is wonderful

to have you here.

So before we get

started, would you

introduce yourself to the

audience?

Sure.

So, hello, I'm Jacqueline

Malone, host of the GoTo

Gal podcast, and I also have

an agency called GoTo Gal

Media, where we basically

are in the business of

creating win-win partnerships.

So We work with podcasters

and event hosts as well

as sponsors in making

those connections.

So whether we're on the

sponsor side or the creator

side, our goal is to create

the win-win partnership of

whatever that brand deal or

collaboration would look like.

So after being in the

podcasting industry for so

long, I've been podcasting for

seven and a half years now.

this was, something I was

inspired to do a little over

a year ago now, and it's

been exciting to be, I guess,

At it for a while, but from

a different perspective.

And I've always been about

relationships and people

and collaboration and in

this whole agency lens.

Yes, it's been a new hat

to wear this past year,

but it's been a lot of fun.

Well, wonderful.

Well, in addition to being

about relationships, of

course it's also about

intellectual property

and our assets and Yeah.

Monetizing them.

So we will get into

all that goodness.

And there are so many

things we could talk

about as a business coach.

there are many areas of

our business, this is an

audience of, women who have

expertise-based businesses.

And, but one of the things

that I wanted to address

today was the issue of

mindset, which I know you.

Have lots of resources

regarding, during our last,

conversation, we talked

about resistance, and

that's definitely something,

all of us struggle with.

It was, one of the things I

struggled with as you know,

and that we discussed, and

to figure out like when the

resistance is real versus

when it is a mindset.

sometimes a resistance

is, external.

Like maybe there are

financial obstacles, time,

obstacles, A D H D, obstacles.

There are all sorts of

things that may be very

real external, obstacles

that are causing it,

but sometimes they are.

Internal and they

are mindset issues.

So tell us like what are

the classic signs that

the resistance that we're

dealing with is really in our

heads?

So that's such a great

question too, because

sometimes, it's an

actual thing, right?

But even if it is an actual

thing, an external cause

that is getting in our way,

how we approach that, what

our mindset is around that

has a big impact on how

we approach that, right?

Like every one of us has.

Things going on in our lives

and Right, and we're juggling

all these different things

and maybe it's a busy time in

life or in business or maybe

we have our own struggles

with, health or mental

health or family things.

There's so like on a

day-to-day, week to week,

month to month basis,

there's so many different

things that be going on

that if we wanted to.

And, often it's helpful

to even to list out like

here's all of the very real

things that are in our way.

There's very real obstacles

or, constraints or whatever

those things are, but

how we look at them.

And that mindset approach

can have a very big impact

on whether that's a helpful

mindset or whether that

is a not helpful mindset.

So, I think the first, which

is like the most basic step,

but the first thing to do

when we are feeling like

we're approaching a situation

and we're like, okay.

I feel like I'm hitting a

roadblock here, or this feels

like it's not gonna happen,

or whatever that first clue

is to see like, okay, well

is this mindset or is this

really an external thing?

Right?

And both can be solved, right?

If it's the mindsets we

can work on the mindset.

If it's the external

thing, we can look at

how we solve that too.

It's just different

approaches.

The first thing to do is

just get it out of our

head and get it onto paper,

because when it's in our

head, it is going to feel

so much bigger and heavier.

From the science perspective,

we literally cannot use the

logical side of our brain

to analyze that information.

So until it is out on

paper and we're able to

look at it as something

that is separate from us,

we're not able use that

logical brain, that critical

thinking approach to it.

So the first step is really

to get it out on paper so

we can have that perspective

and really see, okay.

What is this?

and then start to look

at, okay, is this really

like, just question

ourselves, right?

Like, is this really true?

Is there a situation you

wanna use this as an example?

Something maybe you

hear come up sometimes?

well, I do feel like I get

a lot of resistance from

people regarding, their

service providers and I.

Obviously I talk about

intellectual property a

lot, and I try to make

it, accessible to people,

but I definitely get, you

know, a lot of resistance

about, this isn't for me.

There is a stage in business

where Mm, intellectual

property happens, but

not me as a solopreneur.

And so, no matter what,

I'm like, it's everywhere.

It's all, Everywhere.

Yep.

He's everywhere.

And we're making it every

day, but I still will

get the, well, no, I'm

almost a risk provider, so

that would, be one place

that makes me, that happens.

Right.

and that's, I'm glad I asked

you too, because that's

a really great example,

and that may not even be

something that's weighing

in someone's head, right.

They may just listen to

a show like this, and.

Automatically have this

belief system kick in that,

oh, I'm not there yet.

Mm-hmm.

I'm not ready for that yet.

Mm-hmm.

Right.

Oh, it's a different

stage of business.

It's a different

kind of business.

It's a, different amount

of revenue or team size.

Yes.

Or whatever that

belief system is.

Right.

So when you're approaching

something like this, this

is a really good check.

Whether it's like a feeling,

like a heavy mindset thing,

or even just something

like this where it's like,

oh no, I'm not there yet.

Why?

And so putting that down on

paper and saying is that true?

Is that always true?

Right?

Mm-hmm.

And with something like ip, I

don't think it's talked about

enough, which is one of the

reasons why I love that you

are spreading the word on this

and, really leading the cause

for this type of ip, right?

But opening up this

opportunity because just

like there was a point

in time where, Having a

website or having a podcast

was something that was

maybe only for a certain

group of people, right?

It then, Becomes opened up

and it's like, you know what?

You don't need to have

a business of a certain

every, it's like you need

to have a website, right?

Or you don't need to

have a certain something,

to have a podcast.

It's, you could literally

start a podcast right

now from your phone

with an app like Anchor.

So Over time, things that

maybe we've put up on a

pedestal or we thought were

only for certain types of

businesses or certain stages

of business, we might be

closing off opportunities.

And I think this is a

really great example to say

like, okay, is that true?

Is that always true?

And really question ourselves

cuz it's like, is it,

Fact or is it a belief?

Mm-hmm.

And what you've really just

showcased with that question

is that a lot of times these

are strongly held beliefs.

And this, just to give another

example too, just so we can

apply this across multiple, a

lot of times I'll see people.

In the podcasting world, I

have a course on starting

a podcast, and a lot of

people say, oh, can't start

a podcast until I have this

many followers, or until

I'm making this much money.

Right?

And it's like these

preconceived notions of

I need to have this, and

then I can have that.

and the podcasting world, I

mean, I started my podcast.

Like before I was even

making money in my business.

Mm-hmm.

Now, if somebody was like,

I need to pay my bills

next month, what's the

fastest way to make money?

I would not say,

go start a podcast.

But you do not need to

be making money in your

business to have a podcast.

Right.

So starting to look at

just as, I mean all of

us, here's a way to break

beliefs down, right?

As we look for evidence.

And while this isn't a

perfect, example, you may

have a better example,

but we've all seen.

Entrepreneurs on

Shark Tank Right.

Who have patents or other

types of IP that is, and,

and they have no business,

maybe they haven't even

made a sale yet, or they

haven't even created

the final prototype yet.

Right, So there's not a

certain stage of business

where that's required.

Now, obviously you have to

have the ip, so sometimes the,

usually with service-based

businesses, the IP comes

after the business.

From in the specific example,

is there a stage of business

that they have to be at?

I guess what is the

fact answer here, right?

Like how do we distinguish

fact from belief in this case?

Yeah,

I mean, so I mean, what

we're talking about is,

the mindset versus the

knowledge gap, right?

and so, and the

case of intellectual

property specifically,

there is definitely.

Well first the knowledge gap

by thinking that IP is, only

software, or a book, or a

course as opposed to just,

the frameworks that you use.

the way that you help your

clients that is special

and original to you is

intellectual property.

Every time we use our

intellect, you now we're

creating intellectual property

and to kind of get that

through, that knowledge gap.

Okay.

The intellectual

property's there.

the question is, are you

harnessing it or are you

just, giving it away,

without harnessing it?

So,

yeah.

Yeah, no, that's

a great example.

And I love how you

highlighted that too, that

Yes, is this mindset or

a knowledge gap Exactly.

Mm-hmm.

and being able to, clarify

that and then know, okay,

I need to, my, belief

system around this is,

getting in my way verse.

I have, being open to learning

and open to opportunities.

And I think as, business

owners, as experts,

sometimes we don't even

realize, we can't tell the

difference between what's

a belief and what's a fact.

And that may.

We may be an expert at the

things we're an expert on, but

having those beliefs that are

getting in the way of seeing

opportunities, especially

with something like with ip,

that's such a great example,

but also in the example

with the podcast, right, of

thinking, oh, I need to have

X, Y, or Z first, and it

closes us off to opportunities

because we think we have to.

Do this before we do that.

Mm-hmm.

And if we just take that leap,

I mean, I used to think, oh,

before I do PR I need to have

a certain level of business.

Or before I do tv I

need to lose weight.

I mean, we can get really

creative in our heads of, all

the different prerequisites

we need to have and,

really giving ourselves.

Training our brains to

really look at not just the

problems that we're trying

to solve in our head, but

also the opportunities

that are presented to

us through that lens of.

What's the, is this, do I

not think I could do this

yet because it's a mindset

thing or what's, do I

have a knowledge gap here?

and really looking at

things more, critically

from that perspective.

Yeah.

And I love the idea of

getting things out on paper.

I mean, I will say, just as

a lawyer sometimes working

with complex ideas, That when

you keep them in your head,

It's so much bigger than when

you start like laying it out.

I will say, one of my

early mentors, one of

the most brilliant people

I've ever worked with, he

always explained things

with little charts.

Like he would just.

Take a piece of paper, turn

it over, and start making

like diagrams and suddenly,

like how to, do german

insurance financing became

clear, and so being able

to like kind of get it out

and seeing it really does

help you kind of figure out,

okay, where are the blanks?

Where are are the real issues?

Where the things that

really aren't and, what

is missing and what do

I need to do with it?

So, yeah, I love that.

Yes.

Now, one thing that's come

up a couple times that I,

think would be good for us

to, I wanna elaborate a little

bit more on, is this idea

of, oh, I'm not there yet.

Mm-hmm.

Like, oh, that's only for

these types of businesses or

this type of, revenue or This

almost like we're putting.

The idea of something, whether

it's IP or podcast or PR or

whatever that thing is, and I

guess that's a good side note.

This is a good indicator

to look for is like, what

are you telling yourself?

You can't have yet.

Right.

What are you saying?

Oh, I can't do that yet,

or I can't have that yet.

I'm not ready yet.

And this is a good exercise

probably to explore a

little bit more of like,

okay, what are you saying

not yet to, and is that

because it's a strategic.

Thoughtful, well-informed

decision, or is it, is

this mindset, is this

a belief system that's

getting in your way?

And a lot of times the pattern

here is that they're putting

something on a pedestal.

Mm-hmm.

And if you imagine.

Whatever that thing

is literally on a

pedestal, right?

It is, above you.

It is separate from you.

It is out of reach for you

and whatever this is, if

it's a, person, if it's a

business model, whatever

the opportunity is, if

you are putting it on a

pedestal, You're literally

putting it out of reach.

Mm-hmm.

so this is where leveling

that playing field and

whether that's bringing it

off of the pedestal or you

hopping on that pedestal too.

I'm like, I belong

on there too.

But that your.

On that same level,

that opportunity is

available for you whether

you go for it or not.

We all have that autonomy to

make those decisions of what's

best for us and our business

and all of that, but to not

look at opportunities as out

of reach or above us or as.

Some hypothetical next level,

but to be able to look at it

for what it is and something

that is available to us

really changes everything.

And this is something that

a lot of times we'll look

at people in this regard

of like, oh, I couldn't

have that person on my

podcast because of this.

Or we, put people on a

pedestal, or that type

of client on a pedestal

or even something like a

podcast like, oh, I'm not.

I don't have the, voice

or whatever it is that you

might think and, putting that

idea of, oh, to have that,

it's on this, usually we're

not using that language.

Mm-hmm.

But that's really what it is

when we're saying something

that we're not ready for

something or that it's out of

reach or that it's not for us.

Is there also something

regarding expectations

based on what we see?

Like what we are consuming

are, the big names and

the big successes and the

big launches and the big,

newsletter, subscribers.

And we think, well, but

they had to start somewhere,

right?

Yeah, they did.

So is your question that

we think we need to have

that, to have that level of

success or, well, maybe we,

think yeah, that's what

we see cuz what we consume

are people who are.

Big brand names.

Let's just say that,

having a little podcast

or having a little email,

a newsletter, list, or

that's not worthwhile.

Yeah, it's not talked

about as much, right?

Mm-hmm.

The, the people that are

having huge success mm-hmm.

With small lists, it's

not as compelling of

a headline, right?

Mm-hmm.

And a lot of times those

people don't need the

headlines, and that's

been something, on a very

small scale, but with.

my agency over the last

year, our growth hasn't been

from my email list or from

social media, it's all been

word of mouth and mm-hmm.

That for a while we didn't

even have a website and even

how we barely have a website.

Right.

So it's, and that's where

there's a lot of companies

like this that are having

the quiet success and,

we don't see, and they

don't need us to see it.

Right.

To know that it's there.

But if we don't know that

it's there, we don't know

that it's possible for us.

One of the best pieces of

advice for mindset that I

love to give people is we'll

use the, I dunno, I've done

like exercises with this and

stuff, but in this format

it's probably not best to

do an exercise, but I'll

use some examples that I'll

probably can relate to.

And when you first get

a car, right, maybe

you haven't really

noticed that car before.

Mm-hmm.

And like at one point my

husband got an Outback, not an

Outback, Subaru Forester, and

I never even heard of a Subaru

Forester before and as soon as

he got it, it's like literally

everywhere we went, I'm

like, there are these Subaru

foresters everywhere, right?

And were there actually

more Subaru foresters on

the, I mean, maybe they had

a good promotion going on,

but likely it was just that.

I was paying attention

to it, right?

And so I started to

notice because it came

into my awareness,

oh, this is a thing.

Now I'm paying

attention to it.

And now I notice it when

I was pregnant or when My

best friend is pregnant.

I start to notice all

of the people that are

pregnant everywhere we go.

Right.

I think it's called

confirmation bias.

Guess.

Yes.

Yes.

And so it's, we're only paying

attention to those things

that are in our awareness.

And so if people in our

industry have not typically.

Been leveraging IP or

starting a podcast or

whatnot, we may not even

see those opportunities as

something that's for us.

Mm-hmm.

Or even just see them, we may

not even see the opportunity.

Right.

Right.

Because it's not something

we're paying attention to.

And also, once we put

plant that seed, Right.

Someone may listen to this

conversation and then they

might start to see, oh,

okay, I'm starting to see

these other service-based

businesses that are doing

things with IP or that have

branded frameworks, right?

Or, oh, I'm starting to

notice these other people

that are starting podcasts.

And so once something is on

your radar, not only do you

start to notice it more, but.

It also widens our vision.

So we're going around looking

at the world through this

tunnel vision, if you will,

of what we expect to see,

what we expect to be like

our belief systems, right?

We're constantly that

confirmation bias.

Mm-hmm.

We're constantly confirming

our own beliefs through lens.

And if we can open up

that lens of what we think

is possible Right then

we start to see things

that we literally would

not have seen before.

I'll share an example of,

I, got an email one time

about an opportunity to

be featured in Forbes.

And this email, the way

it was worded if I didn't

believe that was meant for me.

If I didn't think like,

oh, well, of course they

would wanna interview

me in Forbes, right?

Like if I didn't

have that belief.

This email, On the surface

looked like a scam.

Okay.

Maybe not a scam.

I'm being slightly dramatic,

but it looked like they

were going to want me

to pay a lot of money.

Like it looked like,

would you wanna be

interviewed in Forbes?

Like, let me know.

Like, it was like, mm, I

am I gonna reply back and

they're gonna be like, okay.

Like, send the, five figure

dollar amount here if I

didn't believe that that was

an opportunity that would be

available, I probably wouldn't

even have, I just would've

assumed it was a mass email.

Mm-hmm.

And probably wouldn't even

opened it or replied to it.

Right.

Second, if I thought like,

oh, they're probably just

trying to get Synchron.

Right.

I wouldn't have replied, cuz

I would've been like, oh, it's

just gonna be a waste of time.

Right.

But because I was at a stage

in my business and in my

belief system that it was

like, well, yeah, that.

Like they should interview me.

Like we can be

confident, right?

Like, ok, yeah.

Like that would be a

great opportunity and

I'm ready for that.

And Right.

I had done other things,

like there's definitely was a

point in my business where I

would not have felt that way.

But at this, point that

it happened, I believed

it and so I replied and

it turned out to be real.

And it was not.

They were not looking for

money and it was a real

opportunity And it turned

into something really

great, but I would've

missed that had I not.

Been open to it.

Mm-hmm.

Right.

And I think there's so many

examples of just like the,

little hunch to, ask someone

the question or to see that,

maybe somebody follows you

and you're like, oh, I wonder

if there, and you reach

out because of X, Y, and Z.

Or we start to just look

at the world differently

when we're open to these

different possibilities

and opportunities and

our mindset believes.

That they're possible for us.

So starting to really expand

that lens of what we're seeing

as available for us in our

industry and our business

and at this stage of business

and all of those things.

Can have such a huge

impact, but we don't even

realize what is literally

right there in front of us.

Yeah.

You know, as you're speaking,

you're reminding me of

how when I first met you

was you were doing the

Best Month ever program.

I dunno if you do that

anymore, but, I imagine

like all of this is part of,

helping people kind of get

over some of those limiting

beliefs so that they can ex

expand their minds, expand

their options, and, of course,

Have that kind of success.

Yes.

I know I'm giving some,

of the secrets away

for in Best Month ever.

But no, I don't run

it live anymore.

We do have it available for

Evergreen, but that was one

of the key components mm-hmm.

To this, it was a program

called Best Month Ever, where

essentially we were able

to literally help people.

Have their, I mean, that's

a big promise, right?

Right.

But to have their best

month in business ever.

And a big part of that

was even believing

it was possible.

Right.

Right.

Mm-hmm.

and starting to just

expand your mind to what

is possible to happen in

a month, in this month.

Mm-hmm.

And because if you don't

believe it's gonna happen,

it's, not gonna happen.

Right.

and so that was such

a big part of entering

into something like that.

It was like, okay, like we

need to actually believe this

can happen and open our mind

up to all the possibilities

that are available.

And

do you ever get

resistance regarding

like, is that too woowoo?

Or how do we make

more concrete mindset,

overcoming mindset issues?

I do get that, and that's

why I try to share some

of those examples about

the car or about that

email even, because that's

not a, I didn't manifest

that email that month.

Right.

But like, literally, if I

would've believed that it

wasn't possible, I just

wouldn't have replied to

it or noticed it, right?

Mm-hmm.

Because I did believe

it was possible.

I responded and I was

open to seeing that

opportunity, right?

and I think yes, I personally

do believe in the WOOWOO

stuff, but I also think that

a lot of times there's a very

logical explanation to it too.

And if we're, Walking

around thinking that nothing

is working out for us.

Our confirmation bias is

gonna kick in and keep

showing us that nothing

is working out for us.

Mm-hmm.

Right, right.

And we could all choose how

we look at every day and

what we're feeling grateful

for, and what we're enjoying.

I mean, every day you could

come up with a list of,

just like I said in the

beginning, like we all have

stuff that we're working

with and working around.

Right.

And so we have to decide,

are we going through the day?

Looking for all of the

evidence that things are

working and happening and that

we're building momentum and

that it's working for us, and

that there's opportunities

right here and around and

we're gonna find them,

and we're so grateful for

everything that's happening.

Or are we walking

through the day?

Being stressed and complaining

and we don't have time

and there's not enough,

and it's easier for this

person and they don't have

this, and we're looking for

all the reasons why it's

not working and mm-hmm.

Listen, I, there are days

where it's a struggle

for me to see the

positive side of things.

We all had that, but being.

Really conscious to it

and noticing when I'm not

having those supportive

beliefs, we don't wanna

have like toxic positivity

with ourselves, right?

But at the same time, there's

a lot of scenarios that.

We could just choose to

look at more positively.

Right?

And if you go into scenarios

looking at everything as

a possibility, how many

conversations could lead to.

Other opportunities or

referrals if you think

it's possible, if you think

you are worthy of asking

for the referral, right?

Mm-hmm.

Or if you go into it talking

about the right stories, it's

gonna make them think of their

cousin who could really use

your service or whatever.

It's right.

Of just being open to

all of that could happen.

Right.

and feeling like

you're deserving of it,

of getting paid premium

prices, of getting

those referrals.

I mean, believing in yourself.

Yeah.

Exactly.

And a lot of times we

think, oh, I can't get

a, I mean, even with my

new agency, it was like

I can't get a referral

before I've, like I did.

Right.

You don't have to have,

Ben, we don't have

to have a website.

You don't have to have

clients before you can have a

referral before any of that.

Mm-hmm.

So taking a lot of those

preconceived notions off the

table is what keeps you open

To just like those little

things that just one leads

to the next And then you

get that positive momentum

building, instead of that

what's it like, oh, when

it rains, it pours, type of

mentality of like, oh, like

everything bad is happening.

Like, look at.

When something good happens,

having that belief that like,

oh, Maura is coming Right,

and starting to go in that.

And I think, there's a

little bit of the woo to

it, but a lot of it, I think

if we really, some people

are maybe more resistant

to this than others.

Mm-hmm.

I'm sure there are some that

are just like nodding their

head like, oh yes, this is me.

And others that are like, oh

no, I'm just, you know, and

listen, if somebody's really

negative, my pep talk here

is not gonna work on you.

Right.

But sometimes we just

need to be reminded that.

you can say, oh, I'm not the

type to do mantras or whatnot.

And there was a while even

that I was really resistant

to the idea of a mantra.

Like, oh, am I gonna

like sit there and tell

myself I'm a millionaire

all day, every day?

Like, what's that?

Right?

But the reality is we're all

saying mantras to ourself

all day, every day, whether

we realize it or not.

Oh, that's good.

Yes.

Right.

So what are your mantras?

what is the current is your

mantra beyond yourself?

Yes.

Is your mantra?

I don't have enough time.

Is your mantra.

I am stressed, I'm tired.

cuz if these are your mantras,

That's not supportive and

so being aware that it's

happening anyway, but that we

have the choice and I'm so,

the time one, I'm so guilty

of, it's so I feel the time

I have to catch myself in it.

All of the time, but realizing

that makes us conscious

to it and like, okay,

how, can I reframe this?

Right?

And if you're just,

listen, I'm not saying

gaslight yourself into

being like, I have all the

time in the world, right?

but you can start to find

neutral beliefs around time.

That you can start to shift

and at least bring yourself

to swing from negative to

positive feels too big,

then sometimes just going to

neutral is the best scenario.

Mm-hmm.

So if you're constant, I'm

trying to think of what a good

neutral would be for this,

but if you're constantly like,

I don't have enough time.

Maybe it's just.

I have time for what's most

important, and then you

really focus on every day

doing what's most important.

and you start to just get

out of the negative and just

bring it back to neutral.

Or I can make the most

of the time I do have, or

something along those lines.

Like it doesn't have to

be like I have all the

time to do everything

I ever wanted to do.

Right.

Because you're gonna

have resistance to that.

So trying to find that,

neutral even can have a

big difference cuz it's

gonna get you out of the

negative spiral of things.

Right.

And at least just put you

in like a, neutral stance

where you're not getting

in your own way as much.

Because if we're constantly

telling ourselves these

negative mantras, Our

confirmation bias is

kicking in to reaffirm it

at every chance that we get.

Well,

you on that note, I know

you do the go-to gal, but

who is your ideal client?

Why do they come to you

and what pain are they

feeling when they go?

I need to go see Jacqueline.

So it's interesting

with the, agency, so

there's two sides of it.

I say kind of like a real

estate company where you can

hire a realtor to sell your

house and that same realtor

can also help you buy.

Another house, right?

So same person representing

both a seller and a buyer.

And sometimes it's the

same client, right?

They're the same person as

both the seller and the buyer.

So that's really how things

work for us at Gotto G Media.

So we have clients who are

sponsors, and in that case,

we're helping them look for.

Who has the perfect

audience for you, right?

Who has this exact audience

that you wanna talk to

already that's created

this engaged community

of your exact people?

And how can we partner with

that leader of the community,

whether it's a podcaster or

an Instagrammer, or a event

host, and how can we create

a partnership, a campaign,

some type of a collaboration?

Where you're able to get

in front of that audience.

So on that side of things,

it's really just someone who

is looking To connect with

one of those communities.

And in the niches that

we work in, usually they

have an, they're looking

for an audience of moms,

an audience in the health

and wellness space, or an

audience of entrepreneurs.

Mm-hmm.

Business owners.

But we do have some o some

cases where it's, a different

niche, but those are usually

the niches that we work in.

And then on the other side

of things, we all hear the

word influencer, right?

Mm-hmm.

And we think about that

person taking pictures of

their outfit of the day

on Instagram or something

along those lines.

But the clients that

I work with are not.

Influencers in that sense.

They are business leaders.

They're business owners,

so they have a business

that is making money in

some way through something

that they are selling.

They have a large engaged

community and they realize

that, or they're starting

to realize, so it's not

really a pain point.

It's a different type

of thing, but it's,

They're like, oh, wow.

I have this engaged community,

this niche audience, and

partnering with brands

would be a great way to

bring in additional revenue.

Now maybe they have a

summit or an event, and

there's cost associated.

So the pain, the need is,

okay, I need to partner with

brands to make this mm-hmm.

Possible.

But a lot of times

it's just okay.

Realizing.

Wow.

Like there's this opportunity

here as podcaster or as

a business owner that

has a large email list or

Instagram following that

this is a whole nother form

of revenue that I could be

bringing in, in addition to

my own products or services.

And so in that case, we,

work with them either on

just developing a strategy

and they do it themselves,

or we'll take them on as a

client and we'll go secure

those sponsorships for them.

That whichever side

we're working on.

It's all about just creating

that win-win partnership.

And I think being in the

position where, we're on

both sides of the equation.

Mm-hmm.

Right.

And, coming from my background

as a podcaster and doing these

types of, deals and seeing,

okay, let's, putting together

multi-platform campaigns

where it's not just on the

podcast, but email, Instagram,

and, leveraging our website

and all these different

things and how that really.

One as a podcaster helped

me get paid a lot more

for those deals, right?

Mm-hmm.

Because it wasn't just the

podcast, but also created a

much bigger impact and result

and ROI for those brands.

So on both sides,

I always encourage

multi-platform because.

Yes, engaging with the

community and all the

different places they

are is always gonna

have that better result.

And as the, platform, as

the podcast or event host,

that's really gonna be how

you're gonna make more money

too, and not just trying to,

leverage a single platform.

So, So yes, that's

the, full scoop of

what's going on there.

Well, I'll selfishly bring

this back around to something

that I like to preach, which

is when you're building a

business that you either scale

or to hopefully sell someday

day, there has to be some

exclusivity built into that.

And the obvious type of

exclusivity is intellectual

property cause that

is a legal monopoly.

But having a specialized

community that is valuable to.

A buyer, whether that buyer

is, a sponsor or someone who

wants to buy your business.

But that is another, it's

not, IP the way that we think

of, copyrights and trademarks

and things like that.

But it is an

intellectual asset.

It is an intangible asset

that you have developed

using, your expertise and

your reach to create this.

Loyal community of people

who are engaged in this

specific matter that will be

valuable and monetizable in a

number of ways, whether it's

through the podcast or through

sponsorships or, the like,

so, yeah.

Yes.

Oh, that's such a good,

I remember the first time

you brought that up and I

was completely fascinated.

I've never heard of

that before, so I love

that this gives you a

reason to bring that up.

And there's a lot of IP

conversations that come

to play in the sponsorship

space too, because mm-hmm.

We're seeing a lot more with

brands wanting to, be able to

use the, creator creates.

Yes.

So if you create a reel

and you're gonna put

that reel on your own

Instagram account, right.

A lot of times now the

brand is like, well, we

wanna be able to use that.

And I mean, maybe they

wanna run ads to it or

have it on their own site.

And that's a whole different

type of, ip, the whole

different type of, legal

side involved of licensing

and what whatnot and whether

they own it or whether

they're, having access for

a certain amount of time.

and then also how much

we're charging for that

changes dramatically.

Right.

Depending on who owns.

That work.

And so if, a brand is

looking for the creator to

give up, that copyright,

that ownership, then that

changes things dramatically.

Oh, absolutely.

Yeah.

So important to understand

the underlying rights and

the materials that you are

using as part of, either.

Your courses are part of

your, materials if you're

working one-on-one, because

when you kind of grow to a

one-to-many model, whether

it's, online or, other ways

to make sure that you own

those underlying rights, cuz

you're building your platform

on top of somebody else's

foundation, You're gonna have

trouble when you wanna go

to exploit those things, so.

Oh, I love that.

All right, so, the last

time you were here, I know

we talked about, we're

here talking about building

a business that maybe

we could sell someday.

And you have talked about,

this side, the agency

side of your business.

Is that part of your overall

plan to create a business

that is more scalable and

independent from your,

time?

It is.

Which it's funny because

in the meantime it's

a lot more of my time.

Nobody said it was easy.

I'm gonna keep it, I'm

gonna keep it real here.

Oh, so the bigger picture

being in terms of,

why I made the switch

and I'll, reference a.

quiz, an assessment that I

took that was really helpful

for me in, guiding me on that.

And that's called

Wealth Dynamics.

So it's, an assessment

through wealth dynamics.

genius u I think

is the website.

It's a, paid assessment.

It's about a hundred dollars.

but if you Google it, there's

usually coupon codes available

for like $25 off or something.

Side note.

But when I took this,

it tells you it's not

just a personality type.

It's like, okay,

based on these things

about you, How can you

create the most wealth?

It's not even about

necessarily a business

because different personality

types, like maybe it's

not, maybe you don't even

have a business, right?

And so when I took this,

actually, my result is not

a typically an entrepreneur.

And so I had a lot of,

resistance around accepting

what my result was.

Oh, but when I really

opened up to it.

So my result in the

assessment is called the

supporter profile, which is

a little bit misleading in,

the name, but essentially,

Supporters don't typically

make the best entrepreneurs.

They make the best leaders.

So supporters make

the best CEOs.

Bob Iger with Disney

is a supporter.

Mm-hmm.

So, but they're not

typically the entrepreneur.

So I had like a total

identity crisis, but I'm like,

what do I do with my life?

Am I just like, go to

do I start applying for

c e o positions now?

Like what's, oh, but what it

made me realize was, Content

creation has always been

something that I'm good at,

but that's a huge struggle

for me and this weight

of, needing to constantly

create content and having

a business model that kind

of revolved around how much

content I was creating and

sharing was, really heavy

and stressful and not fun.

And what this.

Highlighted was, for me it's

all relationship energy,

which is was no surprise,

but seeing it mapped out

like that was like, oh, okay.

So when I am in flow is

when I'm with people.

And so whether that's

leading a team or working

with coaching clients or

creating partnerships mm-hmm.

Going out and connecting

people, right.

That is flow for

me and that's easy.

And so what I can do, When I'm

focused on those activities,

I can shrink time because it's

so natural and easy for me, I

can do so much more than the

average person when my energy

is focused on those things.

Right where for me to take,

for me to write a blog post

or create a YouTube video or

thing right, would take me so

much longer than someone who

that was their flow, right?

And so that's really what