Alora: 0:06

Hello and welcome back to the Wedding Atelier podcast. We have a special guest with me, Heidi Thompson, of Evolve Your Wedding Business, and we are gonna be talking about working smarter, not harder, how to become the CEO of your business, because that is actually like my favorite topic. So I'm glad someone can resonate with me on this. And we were both just talking in the green room about how we hate to waste our time and she hates inefficiencies. So we're gonna talk about that. Maybe how you're wasting your time or how you can save time by doing these couple of strategies. So Heidi, welcome to the podcast. I'm so excited you're here.

Heidi Thompson: 0:42

Thank you for having me. I'm excited to talk about

Alora: 0:45

No, literally I, this is my obsession. Like being A-C-E-O-I had no idea was my passion. Okay. So tell us a little bit about your story and your background in the wedding industry, how did it lead you to where you are today?

Heidi Thompson: 0:57

Yeah, I actually started working in nonprofit events when I went to Western over in Kalamazoo. Doing nonprofit events for some. Different, organizations out there. And I loved it. I was like, okay, I didn't even realize this was a thing. This is super interesting. I found when I moved back to Detroit, some opportunities to work under a planner and to really learn the ropes of how weddings work and to get some experience there. But to throw a complete wrench in the works. I got married. He's British. We had to decide where we were gonna go. I moved over there while I still worked in planning a little bit here and there, I was keeping an eye on the wedding industry. This was like. 20 10, 20 11, starting into the growth of like offbeat bride, rock and roll

Alora: 1:54

Yeah.

Heidi Thompson: 1:55

more like personalization into weddings. My day jobs were in marketing and I saw being in marketing a gap in the market over there where nobody was bringing together. These vendors who were doing just like the most insanely creative things in the world, and couples who wanted something different. So I started a wedding show. ran that over there for a few years, and I realized through the entire thing. I was like spending so much time helping my vendors get a good return on their investment to make sure, they knew how to make the most of their booth to follow up. And it slapped me in the face that not everybody just reads marketing books for fun That I could be someone that could really help the people in, the wedding industry the money that they should be making based on the creativity that they have. Because, if you guys were paid purely based on your creativity, you'd be millionaires, billionaires by now.

Alora: 3:06

Of course.

Heidi Thompson: 3:06

unfortunately, that's not how it

Alora: 3:09

Yeah you were able to become a wedding planner and build your own business, just dabbling in the industry that way. What would you say was your area of expertise?

Heidi Thompson: 3:20

I really gravitated to the marketing. I don't know what it is about marketing, I think its root. It is psychology, and that's what I find most interesting about it is you have to really understand someone in order to get them to do something, whether it's, to sign up to something, to buy something, to do anything. And I just find that experimentation. Really interesting and learned early on, because I had a background in marketing that experimentation is not a function of failure. It's just a part of the beast of working with the human psyche.

Alora: 4:07

So then how did you end up becoming obsessed with the CEO part of things? Because like now you're, I guess maybe in a sense when you market so much, you build your business and you're like, wait a minute, this might be overwhelming. How did that look like for you?

Heidi Thompson: 4:20

I was finding that a lot of wedding pros that I, Were just. beyond overwhelmed, completely overwhelmed all the time. Felt like they were being pulled in a million different directions. And I still see this, it's been 13 years since I started doing this, and it's probably gotten worse because the number of things you can

Alora: 4:43

Yeah.

Heidi Thompson: 4:44

of places you feel like you're supposed to be. But that. me because a big part of my business and my like core values in my business are around freedom. And I want other people to have that too. And if you started a business and you're working twice as hard and you're making half the money and you don't have the time to spend with your family, your friends doing what you want, like what's the point?

Alora: 5:13

Yeah, I feel like that is my story. But I feel like

Heidi Thompson: 5:17

Yeah.

Alora: 5:17

you build a business and you have the creativity to create stuff like book weddings, book this, book that, but like not having a strategy, not having a game plan, and you're just doing stuff. It seems like the business kind of takes over, in a way. And then you realize, and I know a lot of my friends have. Dealt with this where they would go back to their nine to five because they're like, I am a terrible boss. And I did not wanna work this hard to make this little, and really it could have been something as simple as delegating, outsourcing, raising their prices. Of course. But what do you feel like they're dealing with the most? What is their biggest bottleneck in the business? Keeping them from scaling it.

Heidi Thompson: 5:55

Yeah, I think it's themselves. That is scrambling to try to do so many things that nine out of 10 of them just aren't working or aren't working as well as they could And so it's a lot of like wheel spinning, but you're not getting the results from it. It's a lot of like chaotic, working all over the place and. one of the first things I do when I start working with wedding professionals in my membership is I have them go through this process of immediately, okay, what are you doing? Because we all think we know spend our time, just like we think we know how we spend our money, right? But then you start actually tracking this stuff and it's spent how much on DoorDash, I put how much time into this and I'm not getting anything out of it. And we start taking things off of their plate based on the proof okay, you're putting 10 hours a week into just like churning out content for, say Instagram. You've gotten two bookings from Instagram this year. All of these other things are producing your bookings. Let's shift our focus to those things and make those 5%, 10% better. You're gonna get more bookings, you're gonna have to do less. It feels like the ultimate cheat code because we feel like we have to just be busy and do stuff and do all the things, but when you really look at what is generating the results for you. A lot of times it's the things that you're not putting a ton of time into, maybe like relationships that you've built that don't take a ton of time. What if you spent a little bit of the time you're spending on Instagram, TikTok, YouTube, wherever, building more of those relationships because you already have proof. That they yield results. like going after things we already have proof for as opposed to, complete, we gotta figure out if this even works for your business, kind of things.

Alora: 8:09

What would you say are like the top three biggest struggles that wedding industry or photographers have how they're spending their time, like you said, they're wasting their time on things that are not bringing forth results or How do you get to the root of the problem.

Heidi Thompson: 8:24

A big part of it is awareness, actually tracking what you're spending your time on are your bookings coming from? And then looking at those and seeing like it, does my effort actually line up, or is this kind of futile? And what I have found is true for a lot of people is it's like the squeaky wheel gets the oil kind of thing. If something isn't working, we try to force it so hard to work. But the much easier thing is to do more of the thing that's already working and either, try something new with the thing that isn't working, adjust your strategy, but like to stop just willing it so hard to be the thing. It's like everybody wants the thing that doesn't work to be the thing that gets them results. And if you just accept that there are other things that you can do in your marketing that are already getting you results, and you take the easy way. It starts to feel like cheating because it's I didn't realize it could just be this easy. I thought I had to this. Because I think one of the other things people get hung up on is what everybody else is doing. So we look around, we see, all the other photographers, super, active on TikTok or active on Instagram, places where we can visibly see their activity. That may or may not be something that really works for them. It may just be something that they are trying to force. It may be something that works for them, but I am a big believer that every business is different. Every ideal client is different, and if you just lean into where they are and how working, you know what you already have. Looking quite honestly for the lazy way, the easy way to do things, your life is going to become so much easier because you're going to be getting bigger results from less input. But it is absolutely a mindset struggle for sure. Because I think we have this idea that. We have to work super crazy hard and we have to work all these hours and we have to make these things work because other people seem to be making them work. And that is, it's such a trap. It really is. And I'm sure you've seen that too.

Alora: 10:53

Oh yeah. When you have social media constantly in your face, and for me, I try to look at it from a personal perspective and not always working like, oh, lemme look at this funny reel of like husband and wife and kid stuff. But at the end of the day, When you're scrolling all day every day and you are ingesting other people's content, you're gonna get to a point where you're like, oh, should I be doing that? I'm not doing that. are they better than me? Do they figure something out? Oh my goodness, they're doing this, they're doing, and then you find yourself in this cycle and you're like, oh my gosh, does this ever end? And you once were confident, now you're insecure. You once had creative ideas and now you're copying. And so I do think what ends up being market research can become your biggest enemy, which is terrifying.'cause it's almost okay, should I never go on social media? There are apps that give you limits, be like, Hey, you're on for 25 minutes. Go do something else. Go touch grass. But yeah, I feel like marketing is amazing, but also because a lot of people are trying new things and playing with new things.

Heidi Thompson: 11:52

It, like it feels like you're falling behind.

Alora: 11:55

yeah.

Heidi Thompson: 11:56

they have something that you don't. And I completely get that and I still have that feeling myself in my business. I see people doing things and I'm like, should I be But then I bring myself back to, the same process I take my clients to of committing to these no more than three marketing channels for the quarter. We can evaluate, we can maybe add something if we want, but it's not gonna be like a frantic throw everything on the plate. But you do. You have to remind yourself. You have to bring yourself back to And it's a lot easier to do if you are intentionally focusing on something than if you are doing random stuff. And now we're gonna add on another random thing that, you can be like, yeah, I should do that because that feels like what I'm already doing. But if you're like, no, I said to myself, I was only gonna do these three things over the next quarter and really focus on those and be strategic and make them work. It's a lot easier to put blinders on.

Alora: 12:54

Yeah, it's like being very intentional and specific, like not just being like, oh, I wanna grow. My following, it's okay, I'm actually gonna play with these platforms before we even dabble because shiny object syndrome it's so easy to just be like, Ooh, that looks cool. Lemme do that. And then you're missing the point of like you building off of something else and now you know, the jack of all trades kind of thing. Master of none, which my whole thing is I wanna be a master of one or two. That's my goal.

Heidi Thompson: 13:22

that's all you need.

Alora: 13:23

Yeah so what does it look like then to be a CEO? What does functioning as a CEO really, because a lot of people have different definitions. I've had someone say, oh you're not A CEO if you don't have a team, or you're not a CEO if you're just a solopreneur and all these other things. What do you think?

Heidi Thompson: 13:40

I think you're inherently the CEO, whether you want to be or not. The second you start a business, it's learning to step into that role and to make use of it The way I think about it, especially for solo business owners, is you have to function as two different people in your business. So you have to give each of them space on your calendar, and it doesn't have to be a ton of space.

Alora: 14:08

Yeah.

Heidi Thompson: 14:08

A couple hours a week that you are planning and strategizing and making the decisions. But I think about it as like the CEO is the one that is basically planning things out. the work order to turn around and give to like worker BU to go execute. The problem is when you don't do that as the CEO, because your worker be self will go find stuff to work

Alora: 14:36

Yeah.

Heidi Thompson: 14:37

go find stuff to be busy Do you feel like you're supposed to be doing stuff, but no one has given you, orders, instructions, a plan, anything like that? So I think it is really crucial to set aside some time to make some decisions about okay, how are we spending our time this week? What actions are we taking? Where's the priority? And it sounds small. but it gives the rest of your time so much direction because it gives you that filter to be like, this is the priority this week. this part of that or is it not? If it's not, then it gets put on the back burner and it becomes so much easier to say no to things, I think really you are that CEO, whether or not you want to be, whether or not you've learned how to step into it.'cause we all start off being like, I don't know, like what are we supposed to do? in an optimal environment. You are stepping into that role for at least a small amount of your week to make decisions so that the other side of you that goes and does the work can be working on things that make a difference and not just like random stuff together.

Alora: 15:52

Yeah, so if you were to paint the picture of what being a CEO looks like, in the wedding industry, what is something that they could outsource today, tomorrow, next week, next month? Maybe three things that they're wasting their time on, essentially.

Heidi Thompson: 16:09

I would say off the bat, bookkeeping,

Alora: 16:11

Yeah.

Heidi Thompson: 16:11

hands down. Like I've never met someone that's I'm a wedding professional and bookkeeping is my strong suit and I love it and I don't wanna let it go. And like I'm really good at it. No, it's easy to outsource things that you're not good at. So I think bookkeeping is one of those ones that you can get off your plate. Quickly, you can hand it over to someone and you can immediately feel the benefit of having that time freed up and having that information about your business, like how much money is coming in and out of the business so you can actually make better decisions about it as the CEO. I'd say for everybody, bookkeeping is probably one of those things. Something I see a lot of people get stuck on that I think would be a good thing to outsource is a, like a one-time project sort of thing. If you are like, I wanna get, all my systems set up on dub sodo and I wanna build all these things and you were just like building tiny bit by tiny bit, that's okay. But it might be. lot easier just to hire someone to do it. And then, a week, two weeks later, you just have it and it's done and it works and they've taught you how to use it. think that is a very wise use of your ability to outsource. And I think sometimes we think it has to be like a forever commitment. Kind of Something that happens all the time, like bookkeeping, but outsourcing one-off projects like that. It just gets so much off your plate and it gets a real expert into it so that it does actually work. And you're not sitting here like banging your head up against the wall trying to make things work, and you actually have no idea how they're supposed to work to begin with. So Yeah. don't create a completely new job for yourself. I think anything that you don't enjoy doing. And that takes up a significant amount of time, is a good place to. with outsourcing. As you get further down, it can be the things that you enjoy doing, but maybe shouldn't be the CEO's time. Maybe you like creating, images in Canva, but is that the best use of your time as the ceo? Could you be using it elsewhere? For a lot of photographers, I am sure editing is a very common one where people hold back and fight it a little bit. No, I can do it all. I can do all the things. I have seen so many photographers that decide to outsource that in some way, shape or form, whether that's the entire editing process or help with the culling process or whatever that looks like for you. And then they just have this like breathing room finally in the business and it makes a huge difference because you're no longer trying to be 10 people.

Alora: 19:21

Yeah. I feel like the editing one is the hardest one to let go of because we are artists and that is our art.

Heidi Thompson: 19:27

I.

Alora: 19:28

And thinking that somebody could edit as good as us is almost like. Taboo, for lack of better words. But no, the bookkeeping one that was, I thought you were gonna say like inbox, but bookkeeping. Yes. Because if you mess up your numbers and mess up the management of everything, that could be bad. It's almost like you don't have to do it all. You can, but you don't have to, is like kind of the mindset shift there.

Heidi Thompson: 19:52

I think being aware of that is really huge. Like anytime. I have clients all the time who are going into something like that and they're like, okay, I'm gonna redo my website, or I'm going to all of my systems in this particular tool. I always stop'em and I'm like, do you wanna do that or do you feel like you need to do that? there. are people who will just do it for you and you can. focus on booking more business, bringing in more clients while they're building this for you. one is necessarily right or wrong. It's different in every situation, but I think at least knowing that you have the ability to do that can be really helpful.

Alora: 20:35

I am curious, when you were growing your business, what were the things that you outsourced that helped you be able to scale it further faster?

Heidi Thompson: 20:44

The first thing was bookkeeping. And I was like, oh my God, why have I been spending this time? you will have that resistance every single time. I started working with a virtual assistant, which took a lot of admin stuff off my plate. A lot of the processes you just have to go through, over and over again, and I think sometimes we overcomplicate, you know how that. Oh, I have to teach this whole person absolutely everything.

Alora: 21:16

Yeah.

Heidi Thompson: 21:16

It is really as simple as just recording your screen as you're doing something and then talking through it, and then that person has instructions for what you're doing, why you're doing it. Like my virtual assistant now has recordings of me from five years ago of yep, this is how we do this process, and we're still doing it that way.

Alora: 21:37

Okay, so what are other kind of admin things that people could outsource? If they hired a va, they're like, okay, I wanna get started. I wanna hire somebody to do something because time. What are the kinds of things that VAs can do that are super simple, super easy for them to be like, okay, wait a minute. There's something to this.

Heidi Thompson: 21:57

I think inbox can be really powerful. And I think the thing a VA can do in your inbox is like sorting They may be able to just straight up, get back to people on certain things if you give them enough information to be able to do that. But even just having your VA go through your inbox and be like. Here is all the email that came in. Here are the four that you really need to pay attention to. That's it. Having someone call that down for you can be super, super helpful. If that's a place you feel like you get stuck, I think we have to look at what are the places where we get stuck? What are the places where we like uniquely self-sabotage and find ourselves spending tons of time doing things that don't really matter? But that can be a great one. Anytime you are like creating. Content. There are different pieces to that, right? So if you are creating a, let's say a carousel post on Instagram, so there's the creating of the text for that. There's the choosing the images, there's putting it together, there's adding it to whatever scheduler, creating the caption, actually scheduling it. Like those are several

Alora: 23:18

Yeah.

Heidi Thompson: 23:19

And depending on the strengths of your va, it could be that you're just doing those first two parts of these are the images I wanna use, this is what I wanna say. You can go put it all together. And then I think the thing a lot of people forget is when you outsource something, it doesn't mean you're like abdicating. responsibility, all to have any input on it. What you can do is have someone go through that process, let's say, they're creating that carousel post the end, put it into your scheduling tool, they set it as a draft. They tell you to go look at it, and then you can come back and be like. good to go or I wanna make these changes and going forward, make a note that I actually like it this way, not that way. what would've been a much longer process becomes like a 10 minute process.

Alora: 24:21

Yeah, I feel like too a lot of things that I've noticed, people, at least the students in my program, are always procrastinating on.'cause that's my sign if I'm procrastinating on something. I'm like, I probably should outsource it. Somebody's gotta do it if it's not gonna be me.

Heidi Thompson: 24:34

point.

Alora: 24:35

But anyway, key indicator in case you're listening. But I noticed it's been like blogging, like an SEO. They're like, Ugh, I just don't wanna write. I don't want to sit down and do one thing. But they love the editing. A lot of'em, like I love to edit. It's therapeutic for me. And then I know some too. It's the social media management. But how do I have them write like me and then that's when their overwhelm comes back of being like my captions won't sound like me. And all those other things. Even though we do have chat GBT, there are still like so many nuances when you're outsourcing it's, I'm sure it can be scary in that way too.

Heidi Thompson: 25:09

Yeah, I think it's adding in those checkpoints that. give you confidence and add the control back. So if you're outsourcing something like social media management or parts of your content creation, it can feel like, oh no, I'm losing control over this process. When really you could just have someone do the process and come to you and say, Hey, does this look good? Or does it need any changes? And that's a lot easier than you having, a blank Canva document

Alora: 25:39

Sure.

Heidi Thompson: 25:40

where do I even start from putting this together? And it's one of those things where it's like, with most things we can outsource, it feels like I can do this faster myself. Okay, that's true. If you do it once.

Alora: 25:55

Yeah.

Heidi Thompson: 25:56

If you're ever going to do it again, which for social media, yes, you'll be doing it a lot. If you can get someone to take part of that process over, then you gain time back every single week. It's one of those weird things like investing money and seeing compound interest. It's like we can't really wrap our heads around

Alora: 26:20

Okay.

Heidi Thompson: 26:20

do it, and then it's like, why didn't I do this sooner?

Alora: 26:23

Yeah, no, totally. And then you become obsessed with saving time. Like me, when I outsource one thing, everything must be outsourced.

Heidi Thompson: 26:31

It just opens the door,

Alora: 26:33

Yeah and I remember being like, if I can just send this email, I could send this email, or if I can make this post, I can make this post. But you're not just posting it one time. You're probably posting two to three times a week and instead of having to stop what you're doing and make time for social media, you can be doing something else and then therefore freeing up your time. Which leads me to my next question of time management and productivity. What does that look like as a CEO? I know somebody told me that CEOs should be bored, we shouldn't be busy. What are your thoughts on that?

Heidi Thompson: 27:04

Ooh, I love that? Oh, I think, this comes from the marketing side for me, I think. is a good sign it means that you are repeating your message, and if it's working, you should be repeating your message. You shouldn't be continually reinventing Because that's the thing that works. Let's stick with

Alora: 27:25

Yeah.

Heidi Thompson: 27:26

over and over again in different ways oh, I like that. That's really good. I think really have to look as the CEO. What you're spending time on with a critical eye, with a couple questions in mind. The first is always does this actually have to get done, or am I doing it because I feel like it needs to get done? I feel like I need to keep up in this way. There's usually some sort of like external pressure or internal pressure from looking out and seeing what other people are doing, but does this. need to happen in order to move the business forward. And you would be surprised how much time people are spending on things that don't matter and then they stop doing and literally no one notices. It's crazy. So we all have things like that. So I would say, this need to get done? Does this need to get done by me? So does this require my brain in a way that it would be. Difficult, probably not impossible, especially now with ai, but that it might be difficult to outsource that we can cross that and try to challenge that. But I think that's a good filter if it does need to get done, and a lot of people will use that excuse like it just has to get done.

Alora: 28:53

Yeah.

Heidi Thompson: 28:53

Okay, yeah, but do you need to be the one. That's doing it. then I think, the CEO is the captain of the ship. They have to have the higher order plan of like, where are we going? How are we going to get there? So spending that time on planning is because that then becomes your decision making for other things. Okay. I wanna add in. Let's say you wanna work on your SEO, which is a huge drag on you, but you still wanna bring it into the fold in your marketing plan. Okay? Does that get us where we wanna go? Is that a way for us to get where we wanna go, or does that take us in a completely different direction? it's very easy to see things, to get excited about things. I think having an idea parking lot is really important for CEOs. Just like a place to keep stuff you don't have that anxiety of. I have to act on this idea right now, or I'm gonna lose it just let it marinate and you can come back to it. I have been marinating on YouTube for like over a year. I have a friend that teaches it. She's brilliant, and it's yeah, I will eventually do this. I'm not doing this right now. And I have to tell myself. When I, especially when I watch her stuff, I'm like, ah, nope, I'm not doing this right now. me has to come in and pull me back and be like, Nope, step away from the edge. That's not what we're doing. That's not on the plan. So the CEO, having the time to make the plan. Is crucial in what I have seen change so many businesses because most are not operating in that CEO mode and most are operating completely without a plan. They're just doing random stuff.

Alora: 30:51

I think it's like a couple of things that prepare you for thinking like a CEO. Like one of them is being very self-aware because if you're not self-aware, you're not gonna be able to self-correct. And I think a lot of people will be what are the benchmarks? Like how do I know I'm wasting too much time on this? Or how do I know that's not gonna help me grow? Or I can do multiple things at once. I hear the very multi-passionate people speak for this all the time, and thank God they're here because I could never I'm a one at a time person and I need one thing to be good before I can even think of becoming octopus arms here. In terms of creative versus time constraints. How as artists, as photographers and business owners are we able to balance the two with, without feeling like too constrained, trying to be a CEO, but then also like allowing creativity and allowing fun,

Heidi Thompson: 31:43

And I think that's part of the planning process is planning some of that Looking at your. Plan for the next quarter, or your marketing plan as this like super rigid thing. Yes, there are things you wanna accomplish and you wanna accomplish them within this period of time, you're gonna take these steps to do that. We do that not to make it rigid. We do that to give your brain a break that you can show up on some. Cloudy Tuesday afternoon and you're foggy and you're not really sure what you're supposed to be doing, already made the decision around that. when it comes to creativity, I think it's really important to look at reclaiming your time as an exercise in giving yourself more creativity. Because if you can make more space, maybe it's like a whole day a week that you are just playing with things and trying out new things creatively. If that feeds you and that helps the entire machine run, then it absolutely should be set aside and it should be protected. No one else gets to encroach on that time. You treat that basically like you would a client appointment. I think that's super important to give yourself that time and that space because like you said, the CEO part should be boring. Like here are the steps, we're gonna follow the steps, let's just follow the steps. But also with that, it gives you more time so that you can go experiment outside of that, Everything in marketing as an experiment, as something we're testing, we're trying, it can give you space to add something like that in. If you're like, I really wanna see what would happen if Did this kind of content on TikTok for 90 days. Let's just see what happens. You don't have that room to dabble and play and try new things if you don't already have, like the baseline covered.

Alora: 33:54

Heidi, this was amazing. Thank you for telling us about becoming a CEO, what that looks like, time management, outsourcing, all the things that I love, live and breathe. It's my life. But also we're doing a wedding summit together, so can you tell the audience a little bit about what that looks like? I'm doing a little mini training in there. There's gonna be tons and tons of speakers and topics.

Heidi Thompson: 34:17

Yeah, I'm so excited about this. So Book More Wedding Summit is the summit I host every August, September-ish that really focuses on. How do I get more bookings? How do I book more weddings? How do I get more of the right bookings? And this year especially, we are very focused on what is happening right now, what's working right now, what needs to change because it has been a funky year. For many people, if you felt that, you're definitely not alone. So we have, I believe we have 46 speakers in

Alora: 34:52

Agree.

Heidi Thompson: 34:53

all Laura being one are talking about all sorts of different ways that you can do this from all sorts of different perspectives. So it's this like amazing buffet of things you can choose from and learn from all of these different experts in the wedding industry about marketing, related to sales related to getting more bookings in some way. We have everything covered with all of these different speakers, so it is free to attend. You can get your free ticket. It runs August 18th through the 22nd, and with the free ticket, you get access to each day's presentations for 24 hours. Then they expire and the next days come out and we have two different upgrades. You can choose between if you want Ongoing access to those presentations. If you want some additional bonuses. We have almost$4,000 worth of bonuses contributed by our speakers in one of those, so really excited about it.

Alora: 35:56

Yeah, it is exciting. I didn't know it was 40 of us. That's crazy. That's a lot.

Heidi Thompson: 36:00

a lot. A little crazy and then I was like, some of these people will say no, and then they didn't,

Alora: 36:06

maybe our next goal should be like 52, a hundred. that's amazing. But I think it's great because it's free and people, can just binge it like Netflix and see what you can apply to your business. I know my age old Instagram stories class, still holds true because my students are booking clients. From Instagram stories, literally just showing up as themselves, like selling a little bit here and there, but mostly just showing up and building connection. Still converts as a marketing strategy, so I'm excited and my link will be in the show notes to sign up for that That is amazing. Thank you again, Heidi, for coming on the podcast. This was great. Thank you for sharing your wealth of knowledge. I'm so excited for the summit.

Heidi Thompson: 36:45

My pleasure and thank you for deciding to take part. I was so excited to have you on board, and I can't wait to dig in with everyone.

Alora: 36:53

Perfect. All right everybody. We'll see you next week bye.