Shownotes
Business Building Insights
- Shift your focus to what people want to receive and what’s going to support them.
- The most important moment in your relationship with customers is the moment after they buy from you.
- Show your customers the path from mission to mission accomplished.
- The mission should be so clear and specific that you can see someone cross the finish line.
- There’s an opportunity to teach others the skills you know through creating online training programs.
- Leverage gamification. Apply game theory and game principles to non-fun activities.
- You can sell more products when they have an ongoing need for what you do.
- To take your business to the next level find a way to turn a one-time customer into a repeat customer.
- Create a unique experience to really engage your customers so they want to keep coming back to you.
- Lots of new ideas for product based businesses are highlighted in the podcast. Listen with pen and paper in hand.
Marisa’s Free Offer
Get The Viral Product ChecklistContact Links
Website Facebook Pinterest Twitter LinkedInGift Biz Resources
Join our FREE Gift Biz Breeze Facebook Community
If you found value in this podcast, make sure to subscribe and leave a review in Apple Podcasts or Google Podcasts. That helps us spread the word to more makers just like you.
Thanks! Sue
Transcripts
Gift biz unwrapped episode 235 finding out a way to turn
Speaker:one time customers into repeat customers is absolutely essential.
Speaker:Attention gifters,
Speaker:bakers, crafters,
Speaker:and makers pursuing your dream can be fun.
Speaker:Whether you have an established business or looking to start one
Speaker:now you are in the right place.
Speaker:This is gift to biz unwrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode packed full of invaluable guidance,
Speaker:resources, and the support you need to grow your gift biz.
Speaker:Here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there Sue,
Speaker:and I'm so happy that you're joining me here today.
Speaker:Before we get into the show,
Speaker:I have a question for you.
Speaker:How'd your day go yesterday?
Speaker:Maybe a crazy question.
Speaker:I know and yes,
Speaker:you heard me right?
Speaker:If you were to rate yesterday,
Speaker:how much did you get done?
Speaker:How far did you advance toward your goal or maybe in
Speaker:your mind you're saying what goal?
Speaker:Many of you have told me you aren't sure whether what
Speaker:you're doing is the right thing for your business.
Speaker:You're confused that you may be focusing on the wrong things
Speaker:and wasting time and money and you compare yourself to others
Speaker:and feel like you're just not keeping up.
Speaker:Sound familiar?
Speaker:Maybe you find that you're busy all day long,
Speaker:but when you finish up,
Speaker:you haven't accomplished much of anything at all.
Speaker:I've been there too until I started working with what I
Speaker:now call the power of purpose.
Speaker:I made a free video for you that explains how to
Speaker:boost your productivity and get results using the power of your
Speaker:purpose. Isn't it time to make all the effort that you
Speaker:put into your business and your life do for you what
Speaker:you've intended.
Speaker:Now full disclosure,
Speaker:this video does lead into showing you my brand new inspired
Speaker:daily planner.
Speaker:But listen,
Speaker:you don't need the inspired planner to get all the advantages
Speaker:out of the power of purpose that I show you in
Speaker:this video.
Speaker:So if you're interested in discovering a new way to work
Speaker:through your days,
Speaker:so your time is intentional and your results are real,
Speaker:I encourage you to go over and watch this video and
Speaker:you can find it.
Speaker:It. Gift biz,
Speaker:unwrapped.com forward slash.
Speaker:Planner. That's gift biz unwrapped.com
Speaker:forward slash.
Speaker:Planner. I'm excited to bring you today's show because it addresses
Speaker:two important topics with some interesting twists on how to grow
Speaker:your business.
Speaker:So I want you to keep an open mind and put
Speaker:your innovative,
Speaker:creative thinking cap on while we talk.
Speaker:First, we're going to hit on the most important moment in
Speaker:your customer's journey.
Speaker:Now you may think that's the point of purchase.
Speaker:You know the transition between someone being a Looker and turning
Speaker:into a customer because they've now exchanged money and giving you
Speaker:dollars for your product,
Speaker:but that's not it.
Speaker:You'll find out where the most important juncture is and how
Speaker:you can capitalize on it.
Speaker:Secondly, we'll talk about how to extend your moneymaking opportunities.
Speaker:Now for all of us,
Speaker:gifters, bakers,
Speaker:crafters and makers,
Speaker:let's face it,
Speaker:when you sell more,
Speaker:you've just given yourself or your team more work because you
Speaker:have to make more product and fill all the orders.
Speaker:But what if there was an easier way to scale your
Speaker:business that still relate to your product but doesn't increase production
Speaker:or sales fulfillment time.
Speaker:Sound good?
Speaker:Have I peaked your interest?
Speaker:Then let's dive into the show.
Speaker:Today's guest is Marisa Murgatroyd,
Speaker:the founder of live your message and creator of the experience
Speaker:product masterclass where she helps people who teach online programs get
Speaker:better results for their students faster.
Speaker:Marissa launched her career as an artist who built a mid
Speaker:seven figure online business despite being told that she had no
Speaker:marketable skills.
Speaker:Since then,
Speaker:she's shown over 5,000
Speaker:students how to succeed online and she's here today to share
Speaker:a few secrets with us.
Speaker:Marissa, welcome to the gift ms on wrapped podcast.
Speaker:Thank you.
Speaker:Thank you.
Speaker:I'm so stoked to be here because my roots are as
Speaker:an artist and so there's a huge part of my past
Speaker:and my heart with your audience.
Speaker:I love it and you know what?
Speaker:It's a really perfect fit because this is a concept that
Speaker:I've really been wanting to approach with everybody.
Speaker:And you've entered into the picture.
Speaker:So I know we're going to get into some great conversation,
Speaker:but I have to stick with tradition and I always start
Speaker:off by having you share with our listeners a little bit
Speaker:more about yourself by describing a motivational candle that would match
Speaker:you and your personality.
Speaker:So if you were to describe a candle by color and
Speaker:quote, what would it look like?
Speaker:Mm, love that.
Speaker:So I have to go with the traditional white candle,
Speaker:and I know it sounds boring,
Speaker:but white is all the colors of the spectrum combined.
Speaker:And our house is very modern.
Speaker:There's a lot of whites,
Speaker:blacks, grays,
Speaker:and then splashes of turquoise.
Speaker:So I could say that's good for a turquoise candle,
Speaker:but I'd want to go for white because it's able to
Speaker:accentuate everything else in this space.
Speaker:And I would probably,
Speaker:instead of going for color,
Speaker:going for an incredible smell,
Speaker:I love citrus,
Speaker:Japanese, citrus,
Speaker:like a yuzu sense.
Speaker:So it's a little bit exhilarating and fresh to go with
Speaker:the white candle.
Speaker:And I would say the quote on the candle is my
Speaker:all time favorite quote by Zig Ziglar,
Speaker:who's the late,
Speaker:great motivational speaker.
Speaker:And it's a core value and philosophy behind my business as
Speaker:well. And also behind what we'll be talking about today.
Speaker:And that is you can have everything you want in life
Speaker:if you'll just help enough other people get what they want.
Speaker:And it's so interesting because it's easy as a business owner
Speaker:to lead with what you want to give and what you
Speaker:want to sell,
Speaker:but when you start to shift your perspective to what people
Speaker:want to receive and what's going to really support them in
Speaker:getting what they want in life,
Speaker:I think it changes the game of business in a very
Speaker:unique way.
Speaker:I think that can really resonate with everybody here too.
Speaker:Because just by nature of the fact that we're creators and
Speaker:makers, that's giving right,
Speaker:giving of yourself and your talents and your creative skills to
Speaker:others. So falls right in line.
Speaker:I'd love it.
Speaker:It's perfect.
Speaker:Excellent. So I'm really curious,
Speaker:I'd love for you to share how you got your start
Speaker:and specifically an artist.
Speaker:So that peaks my curiosity.
Speaker:Share with us.
Speaker:Yeah, well,
Speaker:you know,
Speaker:my first career was as a documentary filmmaker.
Speaker:So I graduated from art school.
Speaker:I went to the Royal college of art in London with
Speaker:a degree in communication,
Speaker:art and design.
Speaker:And I got back to LA and started exploring film.
Speaker:And I was seven years as a documentary film maker and
Speaker:producer and it was working for someone else.
Speaker:So I was actually a hired gun.
Speaker:So I was a hired producer,
Speaker:hired director,
Speaker:and I loved the work,
Speaker:but I didn't always love the job and I definitely didn't
Speaker:always love the boss.
Speaker:And one day I was up against a deadline to just
Speaker:finish a project and get it into production,
Speaker:DVD production,
Speaker:all of that.
Speaker:So I was working in my office on my laptop boss
Speaker:walks in about one o'clock in the afternoon.
Speaker:I'd already been there for maybe four hours.
Speaker:It says,
Speaker:Oh, I forgot my power cable,
Speaker:can I have yours?
Speaker:And I said,
Speaker:well, no,
Speaker:I kind of needed,
Speaker:my computer wasn't plugged in and we're up against this deadline
Speaker:to get the film to DVD production.
Speaker:And she proceeded to say,
Speaker:well Merissa that laptop you're working on,
Speaker:I own that laptop and that power cord,
Speaker:I own that too.
Speaker:So give me the power.
Speaker:No. Yes.
Speaker:And the funny thing was is we had an office full
Speaker:of production assistants.
Speaker:She could have asked somebody else,
Speaker:but in that moment she needed my power cable.
Speaker:Even if it would have thrown the entire project off that
Speaker:box. Did she know the situation?
Speaker:She knew the situation,
Speaker:But she wanted my power cord in that particular moment in
Speaker:what she didn't say.
Speaker:But she might as well have said as Merissa I own
Speaker:you. And I had this realization that I'd spent the last
Speaker:three years working with her,
Speaker:building her business,
Speaker:building her bottom line,
Speaker:building her profitability.
Speaker:And at the end of the day I was taking home
Speaker:a thousand bucks a week and that was it.
Speaker:If I didn't work,
Speaker:I didn't get paid.
Speaker:And I just started to realize,
Speaker:what am I doing?
Speaker:I've got so much skills and so much creativity,
Speaker:why am I giving it to this person who doesn't necessarily
Speaker:appreciate it?
Speaker:And that started me down a spiral of asking what could
Speaker:I do?
Speaker:And to be honest,
Speaker:as an artist,
Speaker:I did not have a good answer.
Speaker:The only thing I could come up with is I know
Speaker:how to make things look good and good and tell a
Speaker:damn good story,
Speaker:but who's going to pay me for that?
Speaker:And as an artist who is used to kind of scrounging
Speaker:around to make a living at big,
Speaker:kind of undervalued and under appreciated,
Speaker:I didn't realize that those skills of making things look good,
Speaker:sound good,
Speaker:and telling good stories was the basis of all business and
Speaker:marketing. So sometimes you just don't know what you don't know
Speaker:and the same skills that you've been developing over a lifetime
Speaker:can be used in an entirely different context and have a
Speaker:lot more value than where you're currently using them.
Speaker:And that's what I discovered and that kind of set me
Speaker:down my path to start building an online business.
Speaker:Did you ever think what your life would be like if
Speaker:that moment wouldn't have happened?
Speaker:No. Sometimes you've got to be grateful for the
Agreed. I love that because so often it's a moment in
Speaker:time that just flips the switch and opens your mind to
Speaker:different things just like you're describing.
Speaker:Absolutely. I am so grateful for that moment.
Speaker:And so grateful for many of the other tough lessons.
Speaker:Probably not in the moment though.
Speaker:No. Like probably not right at that time,
Speaker:no. But retrospectively,
Speaker:yes, yes,
Speaker:yes. So what happened next?
Speaker:Well, what happened is I just started to ask myself,
Speaker:well, where else could I work?
Speaker:And I just started to think that maybe somewhere at the
Speaker:intersection of the internet and entrepreneurship,
Speaker:and that's about all the clarity that I had.
Speaker:I didn't know that this whole online education world existed.
Speaker:I did.
Speaker:I didn't know what I could do.
Speaker:So I actually started down the path of creating a branding
Speaker:and web design agency and we still have that branding and
Speaker:web design agency,
Speaker:which was a great use of my creative and my artistic
Speaker:skills. And from there I started to realize that what I'd
Speaker:done, other people want to know how to do.
Speaker:And I started teaching people how to do what I was
Speaker:doing in my business.
Speaker:And that side started to grow and grow and grow and
Speaker:grow. And at first I thought,
Speaker:well, who would want to learn from me?
Speaker:And it was so interesting.
Speaker:Kids, I have so much value to share and I didn't
Speaker:even realize who would want to learn from me.
Speaker:But like a lot of people who get started teaching other
Speaker:people, all I knew was what I knew as an expert
Speaker:and I didn't understand how to be a good facilitator,
Speaker:how to get the same results for somebody else that I
Speaker:may have been able to get for myself.
Speaker:And so I remember creating my very first online program and
Speaker:pouring everything that I had into that program.
Speaker:And then watching people get stuck and get frustrated and a
Speaker:lot of them give up.
Speaker:And what I didn't know at the time is that it's
Speaker:a dirty secret of the online education world that up to
Speaker:97% of people who buy products don't consume those products and
Speaker:get the results that were promised.
Speaker:And I remember going to a friend,
Speaker:a colleague,
Speaker:and saying,
Speaker:you know,
Speaker:is this normal for people to not finish?
Speaker:And she told me,
Speaker:well, maybe some people just aren't meant to succeed.
Speaker:And I was like,
Speaker:ouch. That doesn't feel right.
Speaker:I believe that everybody is meant to be successful if they
Speaker:have the right circumstances,
Speaker:the right training,
Speaker:the right tools that they need to be a success.
Speaker:And so from that point on,
Speaker:I got really obsessed with figuring out how do I create
Speaker:a game people can win?
Speaker:How can I stack the odds in favor of my students,
Speaker:clients, and customers so they can get huge results and get
Speaker:so excited about their life goals as excited about their life
Speaker:goals as they are about safe surfing,
Speaker:Facebook or Instagram,
Speaker:and excited about busting through their challenges too,
Speaker:and getting what they actually want.
Speaker:Yeah. I have so many questions for you right here.
Speaker:I'm trying to decide which way I'm going to go,
Speaker:but first,
Speaker:there's so many online courses now just as you're talking about,
Speaker:and you're right,
Speaker:I mean I see this all the time.
Speaker:A lot of people will buy courses,
Speaker:a lot of them don't complete them,
Speaker:which I think is where you're going and so your skill
Speaker:is how do you make them interesting,
Speaker:exciting, fascinating,
Speaker:and produce the result that they initially bought the course for.
Speaker:Right? We're going to get into that,
Speaker:but that is a way of positioning what you do.
Speaker:Unlike I've heard before,
Speaker:so I just want to clarify first that I'm on the
Speaker:right track,
Speaker:right? Yes,
Speaker:you are on the right track and I did want to
Speaker:say that the a series of principles can also be used
Speaker:to engage people around physical products,
Speaker:especially if you're selling something that's not just a one off.
Speaker:If you're selling something where you want people to come back
Speaker:and buy from you,
Speaker:the same customers over and over and over again,
Speaker:then it can be super helpful or useful to engage people
Speaker:around them.
Speaker:Or if you really depend on referrals for ongoing business and
Speaker:you want people to engage and kind of fall in love
Speaker:with the product in you so they refer you and kind
Speaker:of do your marketing for you.
Speaker:So if you want one of those two things,
Speaker:even with the physical product business,
Speaker:then this can be super helpful even if you have no
Speaker:intention of creating an online course or program.
Speaker:Okay. So let's take both these paths.
Speaker:Normally I'd get to a fork in the road and choose
Speaker:one or the other,
Speaker:but they're both so important.
Speaker:So I'm hoping we can cover both of these and let's
Speaker:start with how you get people to continue engaging with you
Speaker:buying your product over time.
Speaker:Yeah, so part of it is what happens after they buy.
Speaker:So a lot of people think that the most important moment
Speaker:in your relationship with a customer is a moment that they
Speaker:buy. And I actually believe that it's the moment after they
Speaker:buy. What do they do immediately with your product?
Speaker:So how could you have instructions,
Speaker:for example,
Speaker:that come with your product that might be fun and might
Speaker:be engaging or maybe even rewarding consumption and engagement.
Speaker:So for example,
Speaker:let's say you sell jam,
Speaker:right? And just making that up.
Speaker:It could be all kinds of things,
Speaker:but let's say you sell jam.
Speaker:Most people are just going to go home and maybe they'll
Speaker:use the jam at some point.
Speaker:Maybe it'll sit in the pantry for awhile.
Speaker:There's nothing else that really happens in that transaction.
Speaker:But what if you sell the jam and then you basically
Speaker:let people know that you have a creative jam contest.
Speaker:So you know if they can go home within a week
Speaker:and do something really unique or creative or use the gym
Speaker:and innovative way,
Speaker:do you feature your monthly winners and you're going to kind
Speaker:of reward them by sending them a free month of jam,
Speaker:for example.
Speaker:Right? So you have all these people going home and then
Speaker:doing really creative things with the gym and sending you pictures
Speaker:that you can post on Instagram and they're inventing new recipes
Speaker:and submitting new recipes and maybe they're naming whatever their creation
Speaker:is. All of a sudden you have all this user contributed
Speaker:content around the jam that you just gave them.
Speaker:So what I like to say,
Speaker:or the exercise I like to encourage people to think about
Speaker:is what happens in the hour or the day after they
Speaker:buy? How can you get them so excited to go home
Speaker:and use your product or do something with your product or
Speaker:share your product with a friend that's going to start them
Speaker:on a very different journey with your product than if you
Speaker:just hand them the jam and a bag and say,
Speaker:Nope, here you go.
Speaker:Thanks. Right?
Speaker:Yeah. What I'm thinking is it gives people a deeper experience
Speaker:and a deeper connection to your product because even if your
Speaker:jam is delicious and they use it,
Speaker:that additional experience is going to keep them top of mind
Speaker:and more integrated in,
Speaker:and I love your example.
Speaker:I know you just pulled it off the top of your
Speaker:head, but it's brilliant because showing winners,
Speaker:everybody likes to be shown and called out by name and
Speaker:possibly face and recipe or whatever it is and I was
Speaker:just thinking that these ideas have legs because if there are
Speaker:different recipes that are posted that could be merged into like
Speaker:a pamphlet that goes along with the jams.
Speaker:I mean there could be a million extensions of just that
Speaker:one idea.
Speaker:Oh yeah,
Speaker:yeah, for sure.
Speaker:Like I can see you,
Speaker:obviously your Instagram account would be full of this.
Speaker:You could create the artwork for your booth where you have
Speaker:all the pictures of these are my customers,
Speaker:my audience,
Speaker:this is how they're using the jam.
Speaker:These are their creative recipes.
Speaker:You could be having an email list where you get them
Speaker:on a list and you send them the monthly recipe of
Speaker:choice too.
Speaker:That's all user contributed content.
Speaker:So they get these ongoing recipes that may include jams that
Speaker:they haven't even bought yet,
Speaker:so that they're going to want to buy so they can
Speaker:try this new recipe.
Speaker:So there's a lot of different things that you could do
Speaker:to encourage consumption of the jam and have people want to
Speaker:keep buying from you no matter how delicious the jam is.
Speaker:Sometimes they're just like,
Speaker:Oh, they just happen to see you at that particular fair
Speaker:and buy it as a one off,
Speaker:but there's no reason for them to seek you out again.
Speaker:Right. Well,
Speaker:and I would also say just since you brought that point
Speaker:up, you also want it to be the type of situation
Speaker:where you're not leaving it in their hands to seek you
Speaker:out. You have some type of a connection with them.
Speaker:Yes. You have to tell them exactly what the next step
Speaker:is. And that's a key to experience escalation because one of
Speaker:the principles is,
Speaker:well there's 10 principles to experience.
Speaker:Escalation are things you want to do and 10 things you
Speaker:don't want to do.
Speaker:But one of the principles relates to bird's eye view,
Speaker:which you're actually showing them the path from mission to mission
Speaker:accomplished. So say the path for in this case mission is
Speaker:basically an outcome.
Speaker:What's someone going to be able to do,
Speaker:be, feel,
Speaker:have, overcome or achieve through using your product?
Speaker:And mission accomplished is what happens when they cross and realize
Speaker:that state and you want it to be so clear and
Speaker:so specific that you could film someone crossing the finish line.
Speaker:So say the mission accomplished here on the jam is super
Speaker:simple. There's three things you can do with this gym.
Speaker:One, as you let it sit in the pantry collecting dust.
Speaker:Two is you put it on bread,
Speaker:right? Like most people do with Jim three and this is
Speaker:really exciting,
Speaker:is that you create something unique with this gym.
Speaker:You create a new recipe,
Speaker:you use it on something that you never thought of using
Speaker:it before.
Speaker:And you share that with the community because we want to
Speaker:reward you for your creativity and feature your recipe feature your
Speaker:jam creation alongside of ours.
Speaker:So I really wanted to invite you to get creative and
Speaker:to do something really unique and to take this jam out
Speaker:of the jar and do something super special with it.
Speaker:So you're actually telling people what the mission is,
Speaker:right, is to use this gym in a unique way.
Speaker:You're telling them the exact next step.
Speaker:So my challenge to you is to sometime in the next
Speaker:seven days,
Speaker:use this in a really fresh and unique way and either
Speaker:uploaded on Instagram and tag me at whatever,
Speaker:or just send it over to me and I'm going to
Speaker:put you in the drawing or a contest to win sort
Speaker:of jam creation of the month,
Speaker:right in the soil.
Speaker:If you want it your picture,
Speaker:your story is going to go out to my entire audience
Speaker:of Jim connoisseurs.
Speaker:So it just changes things all of a sudden.
Speaker:Yeah, totally deepens the connection for sure.
Speaker:Right? It's also creating what I call a feedback loop,
Speaker:which is one of the principles and leveraging community,
Speaker:which is another principle.
Speaker:Will you share with us another example?
Speaker:Yeah, so let me actually give you an example of my
Speaker:friend Shelley brander,
Speaker:who's also started out as a maker.
Speaker:And Shelley created a online summit called knit stars and knit
Speaker:stars features every single year.
Speaker:Some of the top people in the knitting industry to share
Speaker:some of their creations and things like that.
Speaker:So Shelly went from being a knitter to someone who actually
Speaker:has a seven figure business around teaching other people how to
Speaker:knit. And a lot of the people she features,
Speaker:it's not even herself.
Speaker:It's really bringing the entire knitting community together around some of
Speaker:the knitting creations.
Speaker:So that's an example of every year.
Speaker:She creates this really unique online adventure,
Speaker:like an online adventure for people in the knitting community.
Speaker:And usually knitting is hyper-local,
Speaker:right? It's one of those things where you have a knitting
Speaker:circle maybe or the girlfriend that you like to knit with
Speaker:and you're not tapped into this global audience of other people
Speaker:who are knitting.
Speaker:So this is an example of really leveraging community in a
Speaker:much bigger way and bringing a group of makers together who
Speaker:aren't normally made together.
Speaker:And it's also about kind of monetizing your knitting creations.
Speaker:So she's got a very clear mission for that summit and
Speaker:some of the followup products and things that she does in
Speaker:terms of helping people become a nit star,
Speaker:just like the guests that she's featuring.
Speaker:How do you go from being a knitter at home for
Speaker:fun to really becoming a nit star?
Speaker:So that would be an example of creating like a mission
Speaker:around what it is that you do.
Speaker:Okay. So in Shelley's situation,
Speaker:so she was a knitter.
Speaker:Was she also selling her knitted products or yarn or anything
Speaker:like that?
Speaker:Did you have a business First as a product?
Speaker:You know,
Speaker:she was a crafter and a lot of different ways.
Speaker:I'm not sure specifically if she was selling knitting or not,
Speaker:but she's kind of a,
Speaker:was a hardcore crafter.
Speaker:So she went into the education side of things,
Speaker:really teaching other people how to build their niche businesses and
Speaker:knit patterns and that kind of thing.
Speaker:Okay, so this is a perfect segue.
Speaker:Now we're going to go back and go down the other
Speaker:fork of the road.
Speaker:Okay. And I think this is something that's going to be
Speaker:really different to here for some of our listeners,
Speaker:and that is they've always been so busy making product,
Speaker:selling it at craft shows,
Speaker:maybe wholesale,
Speaker:but it's all around the income is coming around selling product,
Speaker:selling something tangible in exchange for money.
Speaker:And you and I both see an opportunity and some of
Speaker:our listeners understand this as well,
Speaker:but I want to get everyone on the same page here,
Speaker:that there's an extension of your product creation that can be
Speaker:monetized and that is teaching people who are interested.
Speaker:Maybe a portion of them are your customers.
Speaker:A portion of them might not be.
Speaker:They're interested in knowing the skill that you know through,
Speaker:just like you're showing with this example Merissa of Shelley through
Speaker:some type of online training.
Speaker:So let's get into that a little bit.
Speaker:Can you expand on what I was just laying out?
Speaker:We'll hear Marissa's thoughts on this.
Speaker:Right after a quick word from our sponsor.
Speaker:This podcast is made possible thanks to the support of the
Speaker:ribbon print company.
Speaker:Create custom ribbons right in your store or craft studio in
Speaker:seconds. Visit the ribbon,
Speaker:print company.com
Speaker:for more information.
Speaker:Yeah, so there's so many different things that you can teach
Speaker:when it comes to crafting.
Speaker:I mean,
Speaker:one of my coaches,
Speaker:a coach on our team,
Speaker:Don Crowder,
Speaker:actually supported his entire mortgage for a decade by selling patterns
Speaker:and they were sewing patterns.
Speaker:I can't remember what it was sewing patterns for.
Speaker:It was for some kind of toy that was really big
Speaker:in the eighties and it was some kind of thing that
Speaker:they sold patterns for and he literally paid for his entire
Speaker:mortgage for a decade selling these particular patterns.
Speaker:And so whatever it is that you do,
Speaker:whether you're on the peak of a trend,
Speaker:which is something that a lot of people want to be
Speaker:learning how to do,
Speaker:like a new kind of jewelry or a new kind of
Speaker:knitting or a new kind of sewing or new kind of
Speaker:woodworking, whatever it is,
Speaker:or on the business end of teaching people how to say
Speaker:really master Etsy or YouTube or Instagram for crafters specifically,
Speaker:like going into that niche if you've done one of these
Speaker:things well,
Speaker:or even how to rock craft fairs,
Speaker:right? And kind of set up your booth so you know
Speaker:the exact positioning to have,
Speaker:you know,
Speaker:a how to get the most sales,
Speaker:you know,
Speaker:how to get the most followup sales.
Speaker:So there are all these skills related to becoming a professional
Speaker:crafter. And this is becoming a really big industry for so
Speaker:many people,
Speaker:a lot of up and coming generations,
Speaker:love crafting and love crafting as a way of life,
Speaker:as a way of generating their full on income.
Speaker:So there's all of these skills that you,
Speaker:that you don't even realize you have,
Speaker:that you've needed to not just create your craft,
Speaker:but to actually turn it into a business.
Speaker:And that's something that's so many people,
Speaker:thousands, tens of thousands of people want to do.
Speaker:So if you figured out how to do something unique and
Speaker:you can basically teach other people how to do that,
Speaker:then there's a way for you to diversify your revenue stream
Speaker:and be able to make money,
Speaker:not just from the physical product that you're selling,
Speaker:but from teaching people to do what you've done.
Speaker:Such huge opportunity.
Speaker:I completely agree with you,
Speaker:but I do know that there are a couple of Jackson's
Speaker:that would come up and one would be,
Speaker:it's been done before.
Speaker:People have shown how to start at T sites before or
Speaker:show how to exhibit when set up your craft show booth.
Speaker:So since it's already been done before,
Speaker:I can't do that.
Speaker:Every single thing that I can think of for myself has
Speaker:already been done.
Speaker:Well. It hasn't almost every kind of jewelry been done.
Speaker:Every kind of jam been done,
Speaker:every kind of candle been done,
Speaker:every kind of soap and done.
Speaker:When you really think about it,
Speaker:it's the same thing.
Speaker:So what's going to make your program,
Speaker:your course,
Speaker:your online education,
Speaker:unique, indifferent.
Speaker:It's the same thing as being a maker.
Speaker:You're just applying your creativity to a different context.
Speaker:So what I teach my specialty of teaching people how to
Speaker:create online programs,
Speaker:there's a lot of other people who are doing it,
Speaker:but I created a really unique methodology for creating programs that
Speaker:kept people hooked on taking action and getting results and ultimately
Speaker:wanting to buy from you over and over again by combining
Speaker:things that someone else has not combined before.
Speaker:I combined gamification,
Speaker:I combined adult learning theory.
Speaker:I combined good old fashioned curriculum design into this really unique
Speaker:cocktail that meant I was teaching people how to create products
Speaker:that have really different way than other people were.
Speaker:So just like you would apply your creativity to making a
Speaker:unique version of the candle or the soap or whatever it
Speaker:is that you make,
Speaker:you would do the same thing with online education.
Speaker:So the topic and the result might be the same but
Speaker:first off,
Speaker:and I'll say a lot of people who would buy from
Speaker:you are probably current customers so they know you and already
Speaker:love you so you have a connection with them already and
Speaker:then combining something so that it sounds to me Merissa it's
Speaker:the experience that they would go through by taking your course
Speaker:that's unique.
Speaker:It can be a unique experience.
Speaker:It can also be a unique way that you bring together
Speaker:community. It can also be a unique methodology,
Speaker:something that you do that's different.
Speaker:A technique that you may have invented and there's a lot
Speaker:of creative techniques that you might invent that other people don't
Speaker:know how to do.
Speaker:I mean my friend Ryan Laveck tells the story of,
Speaker:I think it was Scrabble necklaces,
Speaker:so for a while,
Speaker:Scrabble necklaces,
Speaker:whether you use the Scrabble tiles,
Speaker:you cover them with different patterns and textures and make necklaces
Speaker:out of them.
Speaker:His wife was noticing this was a giant trend and they
Speaker:actually found someone who had just a crappy book teaching other
Speaker:people how to make Scrabble tile necklaces.
Speaker:Who is making something like thousands of dollars a month,
Speaker:five grand a month or something from a single PDF ebook
Speaker:teaching people this one crafting technique that was just happened to
Speaker:be trending at the time and they said,
Speaker:well, her stuff isn't even very good.
Speaker:Why don't I do the same thing and just teach people
Speaker:how to do it better with videos and things like that.
Speaker:So they did and they actually made some really good money
Speaker:for about a year on this particular thing while this kind
Speaker:of crafting was trending.
Speaker:Got it.
Speaker:Talk a little bit about gamification.
Speaker:Yeah, so the idea behind applying gamification and a lot of
Speaker:people hear gamification and think it's not relevant to me because
Speaker:my product,
Speaker:it's not fun or whatever it happens to be,
Speaker:but it's really about applying game theory and game principles to
Speaker:non-game activities.
Speaker:And I've got clients who've gotten boring businesses such as financial
Speaker:planning, for example,
Speaker:or even businesses that are about trauma recovery that have been
Speaker:able to leverage gamification and the tools that I teach,
Speaker:which go way beyond gamification.
Speaker:Just for the record.
Speaker:It's really what I call experience escalation.
Speaker:And that's one aspect of it.
Speaker:Here's the thing,
Speaker:if someone's going to get excited about a game or win
Speaker:a game,
Speaker:they've got to know what winning looks like.
Speaker:So you've got to actually have a winning state,
Speaker:which is what I call the mission accomplished.
Speaker:So you've got to get super clear on what winning looks
Speaker:like and what people are actually going to do,
Speaker:be feel,
Speaker:have overcome or achieve through your program.
Speaker:And then you show them the path from getting to accepting
Speaker:the mission to crossing the finish line of mission accomplished.
Speaker:And the gamification comes in by making sure that people feel
Speaker:like they're winning every single time they interact or engage with
Speaker:you. So for example,
Speaker:one of the things that I do,
Speaker:which is a little bit unique,
Speaker:is that every single time I offer any kind of training
Speaker:on anything,
Speaker:there's an action for someone to take,
Speaker:right? Instead of doing a lot of just generic information that
Speaker:gets people stuck in their head,
Speaker:I'm always giving them something actionable.
Speaker:So what's the action that they're going to take every single
Speaker:time they engage with me.
Speaker:So they might be able to check off watching a training,
Speaker:but they get like double the points for taking that action.
Speaker:So simply doing that and also understanding how do you structure
Speaker:actions to create unstoppable momentum.
Speaker:So usually I don't drop people in the deep end of
Speaker:the pool with the most boring stuff or the most challenging
Speaker:stuff. I ramp them up with very small,
Speaker:simple actions with small rewards to larger and larger and more
Speaker:complex actions and larger and larger rewards.
Speaker:So for example,
Speaker:when someone signs up for our experience product masterclass program,
Speaker:rather than having them go in their inbox and get a
Speaker:logging code and then log onto the membership site and then
Speaker:try to find their way to the membership site right there
Speaker:in the confirmation page before they even have to go to
Speaker:their inbox.
Speaker:I get them started on their very first training in that
Speaker:training's like about 19 minutes long.
Speaker:I call it the show me the money video.
Speaker:They very quickly when,
Speaker:which is they figure out their minimum,
Speaker:their target and their stretch goals for how much money they
Speaker:want to make from their product in the next 12 weeks
Speaker:of the program and I give them formulas for how to
Speaker:set the goals based on being someone brand new to business,
Speaker:someone who's made some money and someone who's made a significant
Speaker:amount of money before,
Speaker:so instantly they already have a vision for how much money
Speaker:they want to create and generate in that time period of
Speaker:the program.
Speaker:I think Andy,
Speaker:that it's achievable to them because if you're giving them that
Speaker:really small Win right in the beginning,
Speaker:traction's gotten started,
Speaker:right? They're moving forward.
Speaker:Even if it's just the littlest step and I'd say they're
Speaker:more committed already to the program.
Speaker:Absolutely. They've already got momentum.
Speaker:Very few programs give them that instant momentum and that was
Speaker:kind of what I was talking about with some of the
Speaker:other crafting examples there is building that instant momentum.
Speaker:As soon as they buy that has them want to go
Speaker:and start consuming the product,
Speaker:or if it's online,
Speaker:you get them into consumption right away.
Speaker:Right, Right.
Speaker:Let me get back to the objections real quick for a
Speaker:second. So the first one was,
Speaker:it's already been done before and I think we've taken care
Speaker:of that beautifully.
Speaker:The second one is,
Speaker:I don't want to share with anybody how I make my
Speaker:candles because I'm going to get copied.
Speaker:Yeah, well the truth is you're probably gonna get copied anyway.
Speaker:And the other truth is,
Speaker:is that there are something like eight or 9 billion people
Speaker:in the world right now,
Speaker:right? And if you're selling something that's handmade,
Speaker:you probably only able to sell it to your local market
Speaker:or a regional market.
Speaker:And so there's so many people around the world who are
Speaker:never going to be able to buy your candles just because
Speaker:you don't have the production capacity,
Speaker:you don't have the marketing capacity on your candles.
Speaker:So sharing that recipe and if you able to make an
Speaker:extra, let's just say $2,000
Speaker:a month,
Speaker:let's just do something kind of reasonable and you made an
Speaker:extra $24,000
Speaker:a year and you helped other people create their candle business,
Speaker:it wouldn't necessarily impact yours because you were going to have
Speaker:a different way of different fairs that you're at and a
Speaker:different web presence and a different way of marketing and selling
Speaker:what you do,
Speaker:but you have this whole other income and revenue stream coming
Speaker:in. So I tend to look at things from a perspective
Speaker:of abundance versus scarcity.
Speaker:Oh absolutely.
Speaker:Love that.
Speaker:You said that.
Speaker:I'm also thinking that if people start to see how intricate
Speaker:some of the products are that we make,
Speaker:yeah, they might get all the steps.
Speaker:They might try it once and then say,
Speaker:you know what?
Speaker:This is not something I want to do.
Speaker:I love the result.
Speaker:I love the product,
Speaker:but I don't want to do this.
Speaker:And that further invests them into your product because they know
Speaker:how hard it is to make.
Speaker:So then they just come back and purchase from you anyway.
Speaker:So one or the other scenarios could happen.
Speaker:Absolutely. It could absolutely happen.
Speaker:Yup. Such great information.
Speaker:I'm going to ask you for one more tidbit.
Speaker:We've been talking about how you get people to buy over
Speaker:time. Can you share with us one more example of how
Speaker:that happens?
Speaker:We talked about the moment after they buy and what's the
Speaker:next step,
Speaker:but give us one more goodie.
Speaker:Yeah. So I like to really think about your product is
Speaker:your product does a certain thing.
Speaker:Ideally, if you're thinking about it as a trip or a
Speaker:journey, maybe the first product that you sell can get someone
Speaker:from LA to Joshua tree,
Speaker:right? And your next product might get them from Joshua tree
Speaker:to Ohio.
Speaker:So if you think about it as every product that you
Speaker:create, it's doing something for somebody,
Speaker:whether it's solving a problem or it's a delivering an experience
Speaker:or it's delivering an outcome.
Speaker:And once they have that,
Speaker:they may have a new,
Speaker:bigger problem or a new,
Speaker:bigger outcome that they want.
Speaker:So you can keep selling products to people when they have
Speaker:an ongoing need for what you do.
Speaker:So if you want to think about your products in terms
Speaker:of both a,
Speaker:how do you get people to engage right away so they're
Speaker:going to want to buy again.
Speaker:How do they know that they're winning the game?
Speaker:And then also showing them that there's a next step.
Speaker:Ideally you have more than one product in your line,
Speaker:so you might have a bigger product down the road for
Speaker:them to invest in beyond the very first product.
Speaker:So sometimes when they hit the mission accomplished,
Speaker:for example with the jam example,
Speaker:if we go back there,
Speaker:how can you show them that now there's a new bigger
Speaker:opportunity. So say they bought the jam and they hit mission
Speaker:accomplished and they submitted did something really,
Speaker:really creative with their gym.
Speaker:Now maybe the next offer is a jam of the month
Speaker:club in the jam of the month club is not just
Speaker:sending them the jam,
Speaker:but it's sending them creative recipes for that jam every single
Speaker:month. So,
Speaker:for example,
Speaker:one of my friends at a tea company called Zenas gypsy
Speaker:tea, she sold the company and the company kind of went
Speaker:downhill after it was sold.
Speaker:But now she's created a brand new kind of team membership
Speaker:program where she takes a transformational leader of thought leader and
Speaker:she features them and she designs a specialty around them.
Speaker:And so they get the tea and it's beautifully packaged and
Speaker:they also get this inspirational message from this thought leader.
Speaker:And so they're getting this package every month where it's combining
Speaker:personal development in tea.
Speaker:So instead of just doing a onetime tea purchase,
Speaker:she's getting them this ongoing kind of experience where they're getting
Speaker:these different kinds of teas and they're getting exposures to different
Speaker:thought leaders in the field of personal development and messages from
Speaker:them. And it comes with a complimentary training as well.
Speaker:So she's actually fusing online education with her tea product and
Speaker:it's doing super well.
Speaker:This is so great because we also,
Speaker:often when we're posting things and we're talking about our business,
Speaker:it's so often just the focus on the product and we
Speaker:all know we're not supposed to be just promoting our product
Speaker:all the time.
Speaker:Online promotion of your product should maybe be about 20% of
Speaker:the whole and what you're talking about,
Speaker:Marissa, are great examples of how you can educate them,
Speaker:share experiences when you're involved in an audience,
Speaker:all of these different types of messages that you can put
Speaker:out, whether it's newsletters,
Speaker:social media posts,
Speaker:whatever it might be that still gets eyes on your product,
Speaker:but in a direct way that remains valuable to your customer.
Speaker:Absolutely, and by partnering with all these thought leaders they might
Speaker:want to share to their audience about being the featured tea
Speaker:of the month too,
Speaker:right? Yeah,
Speaker:for sure.
Speaker:There's just a lot of different ways to think about your
Speaker:product new and different,
Speaker:like new contexts,
Speaker:different contexts,
Speaker:ways to understand that you can go beyond one off sales
Speaker:and really look at the customer journey with you and what
Speaker:does that look like?
Speaker:Right? Because the truth is,
Speaker:is that it takes a lot more work to get someone
Speaker:to buy from you for the first time than it does
Speaker:to get someone to buy from you for the second or
Speaker:third time.
Speaker:And the most successful businesses have very active repeat customer audiences.
Speaker:And so if you want to kind of take your business
Speaker:to the next level,
Speaker:finding out a way to turn one time customers into repeat
Speaker:customers is absolutely essential because it cuts down your marketing budget,
Speaker:it cuts down all kinds of costs,
Speaker:and allows you to focus more on just creating great product.
Speaker:Absolutely. And it's so much easier to,
Speaker:I mean,
Speaker:if you just think of one customer coming through,
Speaker:they come in the front door,
Speaker:they walk out the back door,
Speaker:they're gone.
Speaker:And you have to keep bringing in more people from the
Speaker:front door.
Speaker:Why not shut that back door?
Speaker:Have people stay,
Speaker:you know,
Speaker:some people might leave over time,
Speaker:but that's another way to make your business grow.
Speaker:All right,
Speaker:so online courses,
Speaker:and I know that you are the expert.
Speaker:You teach how to do online courses.
Speaker:If someone's starting to think about this,
Speaker:what questions should they ask themselves to decide if it's a
Speaker:right fit or where should their thought pattern go next with
Speaker:this? Yeah,
Speaker:I think really the question is what can you help someone
Speaker:do? What problem can you solve for them?
Speaker:Or what outcome can you deliver for them?
Speaker:Which is something that they really want.
Speaker:And so I actually teach creating what I call mission-based products,
Speaker:which is products that allow people to overcome a specific problem
Speaker:or get a specific result.
Speaker:And I give a very specific template for doing that.
Speaker:I call it the mission possible template and I actually borrowed
Speaker:it from the mission impossible movies and it goes like this,
Speaker:your mission should you choose to accept it is blank.
Speaker:And using that template gets you out of the head of
Speaker:what you want to offer and into the shoes of your
Speaker:audience of what do they want to receive.
Speaker:So, for example,
Speaker:with our experience product master class,
Speaker:your mission should you choose to accept it is to design
Speaker:market and make $2,000
Speaker:or a whole lot more from an experience product in 12
Speaker:weeks or less.
Speaker:So it's very,
Speaker:very specific what someone's going to do and how they're going
Speaker:to benefit.
Speaker:So I recommend starting with can you create a mission that
Speaker:other people will want to say yes to?
Speaker:And if the answer is yes,
Speaker:then you've got something.
Speaker:Is there a way to test that mission before you fully
Speaker:commit to it?
Speaker:Absolutely. Run it by a bunch of people and see if
Speaker:they're interested in it.
Speaker:And maybe not all your friends because they're just going to
Speaker:tell you what you want to hear.
Speaker:Yes, exactly.
Speaker:Yeah, so I would run it by people like even at
Speaker:say if you're out there at a craft fair,
Speaker:run it by your buyers,
Speaker:for example,
Speaker:that would be a great place to start.
Speaker:I call this a chatter box campaign that you actually try
Speaker:to sell it before you fully make the program.
Speaker:It doesn't mean you haven't thought about it,
Speaker:you haven't planned it.
Speaker:It just means you're testing the market to see if someone's
Speaker:actually gonna pull out their wallet and want to buy before
Speaker:you commit a massive amount of time and energy on the
Speaker:program. And this is all part of your experience product masterclass,
Speaker:correct? Yes,
Speaker:it is.
okay. Do you want to talk a little bit,
Speaker:you were just sharing The first part of it already,
Speaker:but do you want to expand on that for everybody?
Speaker:Sure thing.
Speaker:So really what I do is I help you understand the
Speaker:knowledge and the expertise that you have buried inside of you
Speaker:from a lifetime of being in this world and doing the
Speaker:things that you do.
Speaker:And how do you translate that into a product that whether
Speaker:it's one person engaging with,
Speaker:there are a few people or a whole lot of people
Speaker:that you have this other revenue stream that you're able to
Speaker:sell something else.
Speaker:Whether you want to apply these principles to what you're doing
Speaker:already to your physical products,
Speaker:or whether you want to create an online education or course
Speaker:or training program around it.
Speaker:Whether you want to coach and mentor people privately to become
Speaker:crafters or whatever it happens to be,
Speaker:there's a lot of different ways that you can leverage your
Speaker:experience beyond what you're actually selling.
Speaker:So that's what I teach people how to do soup to
Speaker:nuts from choosing the idea and the topic all the way
Speaker:to creating whatever the offer is to launching it into the
Speaker:world, marketing it and making the money and then delivering on
Speaker:it. And so I teach that with the emphasis on creating
Speaker:a unique experience that's going to really engage your customer.
Speaker:So they're going to want to keep coming back to you
Speaker:and buying more and more and more.
Speaker:Wonderful. And if someone who's listening here is interested,
Speaker:where would they go to find more?
Speaker:Yeah. Well first of all,
Speaker:I created a kind of a checklist that includes all 10
Speaker:core principles of experience,
Speaker:escalation, or how do you get people hooked on your products?
Speaker:In a good way and have them want to come back.
Speaker:So the 10 principles you want to stack into your products.
Speaker:If you want to create that excitement and you want to
Speaker:create that experience escalation,
Speaker:I call it the viral product checklist and also the 10
Speaker:principles that you want to avoid.
Speaker:If you don't want to send them like have your product
Speaker:sit in the pantry or on the shelf or have people
Speaker:ignore them,
Speaker:overlook them,
Speaker:give up midway through and I put that up at live,
Speaker:your message.com
Speaker:forward slash gift biz live your message.com
Speaker:forward slash gift biz.
Speaker:If you go there,
Speaker:you can download that for free.
Speaker:Love it.
Speaker:Thank you so much for that.
Speaker:I know a lot of our listeners are going to be
Speaker:doing that download for sure and then that will lead into
Speaker:an extend into more information from you,
Speaker:correct? Absolutely,
Speaker:yes. Perfect.
Speaker:So such great information.
Speaker:I really appreciate all that you've shared with us.
Speaker:I think you've triggered some new thought patterns for some people
Speaker:here and some new potential and opportunity that exists around their
Speaker:product for growth of their business.
Speaker:What's coming up in the future for you?
Speaker:What do you see coming out like 12 months or past
Speaker:that for you?
Speaker:Well, my main commitment is to reinvent online education around the
Speaker:world. So engagement and results become the norm and not the
Speaker:exception. And so I'm motivated to grow my business to the
Speaker:next level and build an eight figure company because I know
Speaker:that when I have the resources and reach,
Speaker:I can really help to reinvent this industry in a much
Speaker:bigger way.
Speaker:And my vision is,
Speaker:it kind of comes out to how I started dabbling in
Speaker:this. Like in the summer of 2016 I was watching these
Speaker:videos when Pokemon go came and I was watching videos of
Speaker:grown adults literally double parking their cars in the street in
Speaker:New York city to jump out and go chase after this
Speaker:little virtual rare Pokemon that spawned spontaneously in central park.
Speaker:And I'm like,
Speaker:what in the world is going on?
Speaker:And I just had this vision of it.
Speaker:I get people that excited about their life goals and overcoming
Speaker:their challenge and achieving their biggest dreams in life,
Speaker:that they would double park their cars and just run through
Speaker:the streets.
Speaker:And that's kind of the mission that I've been on ever
Speaker:since. And so I'm motivated to grow my company and so
Speaker:I can help more people do that.
Speaker:Whether they're just wanting to apply this to their own life
Speaker:goals or help other people achieve their as,
Speaker:because I think when people are on track in life and
Speaker:getting what they want and fulfilling their biggest hopes and dreams
Speaker:and expectations,
Speaker:I think that'll change the world.
Speaker:Yeah. And you know what I've heard from you that kind
Speaker:of is an underlying tone throughout our whole conversation is the
Speaker:goal to not just get a product out,
Speaker:but to make sure that people see results,
Speaker:but with it is this positive energy and element of fun.
Speaker:This can be work.
Speaker:I think we can agree to that,
Speaker:but it can be a lot of fun in the process
Speaker:too. And then on the very backend when you're seeing results,
Speaker:it just wraps it all up into just this perfect experience.
Speaker:Yes, for sure.
Speaker:Love it.
Speaker:Thank you so much.
Speaker:I so appreciate your being on today sharing these golden gems
Speaker:with us and the checklist.
Speaker:I am going to make sure that a lot of people
Speaker:come and download that because it's going to be really valuable
Speaker:to them,
Speaker:so thanks again.
Speaker:I really appreciate your time today.
Speaker:Absolutely. It was fun.
Speaker:Marissa has just given us a lot of ideas for how
Speaker:to accentuate the customer journey and in return insure repeat business
Speaker:versus one-off sales.
Speaker:I encourage you to go back and listen again with pen
Speaker:and paper in hand and then take just one of these
Speaker:concepts or your version,
Speaker:your twist of it and incorporate it into your business.
Speaker:What if even a quarter of your current business resulted in
Speaker:a repeat purchase?
Speaker:What would that do for your numbers?
Speaker:Think about it.
Speaker:Okay. Moving on.
Speaker:We are right now headed into the middle of October and
Speaker:the holiday season is definitely upon us.
Speaker:With that comes huge potential to capture new customers.
Speaker:The best way to grab attention online is with the quality
Speaker:of your photography.
Speaker:Taking pictures that attract attention will help you sell your product
Speaker:and that is the topic up next week.
Speaker:I can't wait for us to be together again then.
Speaker:Bye for now.
Speaker:After you listened to the show,
Speaker:if you like what you're hearing,
Speaker:make sure to jump over and subscribe to the show on
Speaker:Apple podcasts.
Speaker:That way you'll automatically get the newest episodes when they go
Speaker:live and thank you to those of you who have already
Speaker:left a rating and review.
Speaker:By subscribing,
Speaker:rating, and reviewing you help to increase the visibility of gift
Speaker:biz on wrapped.
Speaker:It's a great way to pay it forward to help others
