Cash Flow with Pam Prior
Welcome to Season 5 of "Cash Flow with Pam Prior" – your go-to guide for mastering business finance without the jargon. This season, we’re taking you on a journey to build Forward Press Media from the ground up, offering real-time insights and practical advice every entrepreneur needs.
This Season’s Segments:
News or Interview of the Week
Pam kicks off each episode with the latest in finance and entrepreneurship, including expert interviews and industry insights.
Beer Tasting Review and Beer Term of the Week
Join Pam for a fun dive into craft beer, where she reviews a new brew and breaks down a beer term each week.
Forward Press Media - Scaling or Failing
Follow along as we document the step-by-step process of launching and scaling Forward Press Media. From setting up accounts to building a budget, we’re sharing the successes, challenges, and everything in between.
Topics This Season:
- Setting up and managing business bank accounts
- Integrating Stripe for payments and linking it to your financial system
- Streamlining bookkeeping with QuickBooks Online
- Drafting a partnership agreement and forming an LLC
- Simplifying expense tracking and understanding financial reports
- Building a budget and forecast for growth
…and much more!
Tune In:
Season 5 is all about practical, actionable insights into starting and scaling a business. Whether you’re just starting out or refining your operations, Pam and Francis provide straightforward advice to help you navigate the financial side of entrepreneurship. Plus, with a bit of beer tasting fun, it’s not just business – it’s a good time too.
Join Us:
Tune in each week for valuable insights, great conversations, and a little craft beer on the side.
Build your business alongside us and enjoy the journey!
Want a Free Business Blueprint Call with Pam? Click Here: https://pamprior.me/business-blueprint-call
Tune in to "Cash Flow with Pam Prior" and embark on a journey to transform your financial future with engaging discussions and actionable advice. For more information, visit PamPrior.com.
Cash Flow with Pam Prior is produced by Francis Plata of Forward Press Media.
www.ForwardPressMedia.com
Cash Flow with Pam Prior
S5E14: Know Your Map with Tracy Lane Beavers and Pat Miller
This week, I’m so excited to chat with Tracy Lane Beavers and Pat Miller about the power of building a community over just an audience.
Pat shares his approach to scaling through community, where members connect and support each other beyond the host, aiming to reduce small business failures.
Tracy discusses her shift from corporate life to entrepreneurship, emphasizing relationship-building and email list growth as keys to success.
This episode is packed with actionable insights and resources for entrepreneurs looking to thrive through community.
Connect with Tracy:
Podcast: https://www.tracybeavers.com/podcast
FB Business: https://www.facebook.com/tracybeaverscoaching
FB Personal: https://www.facebook.com/tracy.l.beavers
FB Group: https://www.facebook.com/groups/beaconfidententrepreneur
Linked In: https://www.linkedin.com/in/tracy-beavers-b650449/
Instagram: https://www.instagram.com/tracybeaverscoaching/
YouTube Channel: https://youtube.com/@tracybeaverscoaching
Work with Tracy:
Website: https://www.tracybeavers.com
Connect with Pat:
https://www.linkedin.com/in/jpatmiller/
Work with Pat:
https://www.smallbusinesscommunity.com/
Stay up to date with all of our Cash Flow updates by joining my mailing list: https://go.pamprior.com/stayconnected
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Produced by Francis Plata & Forward Press Media: www.forwardpressmedia.com
The hard part is getting people to realize that you're doing something a little different than everybody else and that it is community like, to Tracy's point, who is this Pat Miller guy? You know, who is this Pam Pryor person? Who is Tracy? And then. But what I love about you, Tracy, and this is something I want to really share with people, is your consistency. You have picked where you play, and you play there with a passion and consistency that is absolutely inspiring. I see it in Amy's momentum group. I see it. I think I see it also in Jamie Troll's group. I think that in there is where I see you, too. And then now apparently also in the SBOC. So that the thing that I want to kind of impress upon people is integrating the importance of that relationship and community. Seems like it's an extra soft thing, but it's coming back to me that for you guys, that's the core of what you each do. Hey, welcome back to the Cash Flow podcast with me, Pam Pryor. Glad to have you here, where we talk about everything money related in your business. So without further ado, let's hop right in. Hello, everybody. Welcome back, my cash flow friends. And we are doing another exciting know your map segment. You know, when I connect with people and build relationships, I love to share that, because this is where we celebrate the power of those relationships in shaping our business success, helping each other learn from failures. And these folks take all shapes and sizes, all types and forms, from mentors that we've worked with forever to those wonderful, unexpected surprises. And we love to talk about these connections because, as you know, even though finances is my thing and I'm all about the numbers, I have grown very much since I've become an entrepreneur to realize that what really moves me is the relationships. So, without further ado, we're going to drive in. Drive in. We're going to dive in to introduce you to two of my friends who are already connected. And one is a new friend of mine, and one is an existing one. And I love for you to kind of hear how we all came together and learn a little bit about what these two do in our trusted network that, you know, you are a part of. So, first of all, Tracy, I've known you the longest. And as the CEO and founder of Tracy Beaver's coaching, you've got a proven track record in marketing, sales, business growth, and even more. Not even more, but additionally, kind of supporting that is an award winning career that spans 20 years on a multi six figure business. You've helped hundreds of entrepreneurs with everything from overcoming the fear of sales, which is a big one, to growing their businesses really visibly through organic marketing strategies. And you've been honored nationally by Vanity Fair Lingerie as a support award winner for women in entrepreneurship, something very close to my heart. Public speaker, published author, featured on top business podcasts including Cash Flow, and she's been a regular contributor on one of her hometown tv shows. So Kajabi looks to her as one of their expert coaches for small business owners. And she's the creator of not one, but two online programs, business visibility made easy and be a confident entrepreneur. And you can see how those two things are so important to intersect. And she as well is the top ranked business podcast has a top ranked business podcast called Created Online business Success, which is where I heard about our next guest, who I'm so excited to have here. Pat Miller is the founder of the small business owners community and I'm really interested in checking this out myself, which I'm doing now that we've just lined this podcast up because I've heard so much about it. And he is a visionary on a mission to help more small businesses, more small business owners find the success we all want. He has a captivating TEDx talk where he shared his belief that life is just too short to build someone else's dream. This is something we have all thought about it. A lot of us have moved from careers into entrepreneurship, but small business success, as we all know, is not guaranteed. And the small business Administration shows about 52% of us will fail within five years. So he has witnessed his wife's journey to build her photography business called stories framed photography. And as a small business owner himself, he understands the harsh reality of entrepreneurship. It can feel really, really heavy. It can feel really hard. And as we've talked about here a lot, it can feel really lonely. And his mission is clear to change the narrative altogether around small business success and support entrepreneurs in creating those sustainable, fulfilling businesses which are the dreams we started with. His passion is summed up in the community tagline, it's your dream. Don't grow it alone. So through this community, he fosters a culture, collaboration over competition. Another theme we have here of the rising tide, raising all boats. And he unites us like minded small business owners who believe in the idea that small business success comes down to managing time, driving sales, and building real relationships on air. He hosts the professional photographer podcasts for PPA in person. It's the small business community meets up, meet ups, and he has an annual small business conference each fall in Milwaukee, Wisconsin. So, without further ado, I want to welcome you guys to the Know your map podcast. What a set of achievements. Yeah. I don't know who those people are that you're talking about. I love it. So, first thing I want to know, how did you two meet? So, two obviously wonderful people, the kind of people we know, love and trust. How did you guys find each other? Yeah. Well, I'll go first. So I. Through a mutual friend. I love to, you know, you guys know, I love to network and meet people and talk about business, and I just was like, hey, catch me up. What's been going on? What have you been. Been up to? And I wanted to get into some new rooms and meet some new people, and Erin introduced me to Pat. He has the small business owners community, which we are hoping Pam will come and visit, and all the listeners as. Well, not just hope. There's no doubt. Yeah, you're going to love it. I mean, and here's what blew me away, because Aaron said, oh, it's Pat Miller's group. And I thought instantly, oh, Pat Miller's probably some seven figure earner that, you know, doesn't talk to people, actually. And you know what I mean? All that crap that went through my head about when you join a group, and she said, well, I'll introduce you to him. And I'm like, okay. And I'm thinking, I'm sorry. I'm like, well, we'll see how this goes. Can I just tell you that he's one of the nicest guys? I have a cell phone number. Oh, that's awesome. Sent me a video of, hey, Tracy, I know your concerns. Here's what the community is all about, you know, da da da da da. And I was just like, okay, wait a minute. Wow. You know, he just met you where you were. Yeah. Well, he's just a nice guy, a warm, kind human being like you and me, Pam. And I was. I was really impressed, and I thought, well, I'm gonna go visit this group. And then everybody else in the group is just like him. And I'm like, well, these people are great. I love it. I love it. So how long have you been coming to the group? And I know you guys did a podcast together, which was what originally caught my attention. Yeah, I made Pat come on my show, so I joined. I visited Svoc in the summer. I cannot remember what month. Maybe June or July ish or something like that, and then visited for a couple of weeks, and then I was like, I'm in, y'all. Are stuck with me. I'm sorry. I'm not going. I love it. Can I tell my side of the story now? Please do. I love doing this. It's like when my parents told me how they met each other. It was like two different weddings, two different engagements. So Aaron, who I know, said, hey, I've got a friend, tracy. Tracy and I get a one on one. And Tracy asked me at least four metric tons of questions about my community. It was not just, oh, what do you do? How are you? It was like, well, when do you meet? And what happens in those meetings? And do we get emails? And what color is the bathroom soap? And, like, she asked me a thousand questions. Do we have snacks? Do you smell cocktails? Honestly? Honestly. Are there nuts in with the peanuts, or are they just the chocolate kind? Anyway, like, she asked me all these questions, and I started to think, is this person just trying to find out all about us? Because she's going to do her own. Anyway, we had this great discussion as. And you can tell she's lovely. And at the end, she's like, I'm in. And then when she got in, I mean, she was really in. Yeah. And we now have an Arkansas contingent. Y'all end it up in the community nonstop, which is absolutely beautiful. And what's cool is when someone learns about the mission that we're on and they decide to join it, we get better. And when people like Tracy join, we get better, because now we've got this fresh, new piece of perspective. And there's something that was in my bio that I don't like. I want to change, and something that people say that makes me insane and I want to stop, which is find like minded people. Like minded people. I want people who are in the same situation, but I want different minded people. Because when we surround ourselves with, like, maybe it's, like, hearted. That was. I was gonna say maybe it's like hearted, which might be interpreted as lighthearted, if you say. Exactly. Anyway, she's a wonderful person. I'm really glad that we were introduced. And, Pam, it's great to meet you as well. Yeah, I can't wait to jump in. So is this a national program, then? And Tracy has launched an Arkansas chapter, essentially. Tell us a little bit about this. Sure. It's a digital program. It's on mighty networks. So it's basically small business owners community on mighty networks. It's open to anyone, anywhere. We've got members. I think we're up to 20 some odd states now. We've got members in Canada. We've got a member in Australia, and she's lovely. So anyone can join, provided they are the owner of their own business. We don't let employees or salespeople in. God love you, but you can't come in. Um, you got to join for a year, because I can't deliver the emotional relationship of really knowing other people in a month to month situation. And you need to prove to us that you own the business. So, yes, I own the business. Here's the website. This is what I do. And then once we know all those things, then you can come in for the two week free trial. I love that. So you can give people a sampling. So, Tracy got to see what the color of the soap was apparently. Approved. Approved, stayed. That is so, so awesome. Well, I'm thrilled to know a little bit more about it and to share it with my audience, because this is the thing that we address here on know your map, is that we can't. Well, we can do this alone. It's awful to do it alone, and it's also very hard. I know when I started to find, like, what can I trust out there? Like, I went down a couple of awful alleys that turned out to be things that, you know, now I realized were basically the bad side of multilevel marketing. I know there's very healthy multi level marketing, but this was not the healthy side of multilevel marketing. And I went down. That was the very first path I went down. And I remember having the conversation in the car with a guy who was trying to convince me to give him $30,000, you know, and I was like, I don't. I'm not really following what it is that we get for the 30,000. He goes, well, you're going to go find other people. And I went, oh, to do what? To get$30,000 from. And then you'll get your 30. I thought, you're really telling me this right now in that explicitly? And I was like, okay, drop. Drop. So the first person I came across that I trusted was Amy. And by that, I mean our shared Amy Porterfield, like, listening to her stuff. And I thought, okay, there seems to be somebody out there who's kind of okay. And that's when I joined some of her stuff and met some other people. And then, you know, finally, like I said, you know, the once. Once you're. You find one, it's like finding a vein of gold, you know, because we all share our networks. So one of the things I always like to ask is, you know, these business journeys are not easy, what we do. And first of all, if you could tell me kind of when you started and how you got involved in being an entrepreneur. And the second is, who's the very first person, if you think about sort of your network of friends, who really had an impact on your trajectory as a small business owner. So that's kind of a two step question, but let's throw that one to you, Tracy, first. Okay. I was going to let Pat go first. My backstory is that I was raised in the generation where you go to high school, you graduate, go to college, you graduate, you get the job, any job, you stay in the job for 40 years, and you're grateful, even if you hate it. And then you get to retire with a pension. Remember that word? A gold watch, a cake, and a retirement party. And that's what I thought I was going to do. And along the way, corporations started changing, downsizing, right? Sizing, all that jazz, and I was like, like, what is happening? Nobody told me this was going to happen. And so then fast forward through some toxic bosses and coming finally to the realization about seven years ago, I knew I didn't have any control over my time. I knew that you get a limited PTO, you get limited sick time, you get nine to five, eight to five, whatever, 1 hour lunch. I knew that. But I thought because I was in sales, marketing, and business development with a commission structure, that I could make as much money as I wanted. Until the tipping point was I was working for a CEO, and he had brought me over to the title insurance company that was owned by the bank where I was working to be their business development officer and gain them market share because they had tiny, tiny market share. I grew that market share 86% the first year I was there. We were on track to grow at another 38 ish percent the second year. And he had the nerve to tell me that he did not think I was going to be that successful and that he was paying me too much money and he was going to change the compensation plan. And I said to myself, what in the world has just happened? And he was the CEO. CEO who clearly has no business trying to motivate a sales force. And I think probably there was something going on in the back office accounting, because I'm like, the more money I make for you, the more money you make, dude. But anyway, so he changed up the contract. Little did he know that I had a background in contracts, having formally worked early, early on, right out of college, with attorneys defending. And so I read that contract. And I looked at him, and I said, this is so ambiguous. This is not protecting me at all. And he wouldn't change it. And I said, okay. I didn't say anything right then, but in the back of my mind, I'm like, I'm out. I'm done not doing this. That was it. That was it. And so I did take another job. Toxic boss, that woman. It took me eight months to get her out of my system. My stars in heaven. I've never met anybody like that in my life. Wow. That was it. And I was like, okay, well, if this isn't it, then what the hell are you gonna do? I mean, corporate was the thing. Now what? Yep. I was gonna be the vice president of all things important. I was on the same trajectory. I know exactly what you're describing. So I threw some really great friends in a women's mastermind. It was one of those life coaching, personal development kind of masterminds. And they knew what was going on, and I was like, I don't know what to do. And they're like, well, have you considered working for yourself? Well, my father made entrepreneurship look miserable. He was an entrepreneur. Yeah, he was an architect. Okay. Worked for himself, worked all the time. And I'm like, no. And then they. So they let me sit with it for a while, and then I landed on business and sales coach, because one of their questions was, what do people come to you all the time? People were constantly coming to me and saying, how do you make sales look so effortless? How do you grow market share like you do? How do you gain portfolio production like you do? And I just thought that was easy forever. I was like, this isn't difficult. Sales is easy. And they're like, heck it is. Anyway, I thought, well, I'll get started. And I started building alongside my corporate job, because if I had told my husband, my sweet. Got it. Hey, I'm gonna go quit my really lucrative job. So you did the side. You did the side gig thing. Yeah. Tell him I'm not gonna make any money for a while. He would have been like, you know what? No. So, yeah, so I built alongside my full time job. That took about a year and a half or so, and then the full time job, that particular full time job ended because the company closed the office. And I was like, hmm, here we go. Joe Sinkers. Yep. And that's when you made the jump? That's when I made that. That's when I went full time into this. And so funny, I go, hon, I just really want to do this, I saved up a bunch of money. I had. I had bank. You know, I had bank. I. We're gonna be fine. I had money squirreled away. And he goes, well, let's just see where you are in about six months. And in my head, I went, oh, sir, just watch me. Just you watch. I remember that. I remember that confidence I had coming out of corporate. Just watch me, sir. Because the worst thing my mother always said, the worst thing anybody could ever say to me when I was growing up was the word, no, can't do that. It's not possible. And I'm like, or, I dare you. Here's my purse. Hold my bag. Awesome. So who is. Would that have been then the person who most influenced you initially and gave you sort of the biggest impetus? I think so. Would have been sort of your husband, who in a, in a fun and loving way, said, let's give it six months. Yeah, let's just see where you are. And he wasn't being negative. He's not a negative person. The most person you'll meet in your entire life. But he is extremely practical. Practical, frugal. He is the reason why we will have our retirement fully funded in eight years. Got it. And our house fully paid off and all the things. And credit him totally for that. And so he's looking at the spreadsheets and he's going, holy crap, what is she doing? I love it. So six months was allowed. I love that. And we'll come back to find out what you did in those six months. Pat, how about you? What got you into this madness? 22 years in broadcasting, and when you were a broadcaster, I was building radio stations, and I was an on air host. And at the end of my career. Career, there I was building the programs. I was the one going out with the salespeople, building ways to get their money. So, oh, we'll do giveaways. We'll give away a car. We'll do a promotion. So I had to ideate the solution. I had to go on the sales call and help them sell it, and then I had to go fulfill it. I had to go get the car and do the register to win and write the rules and do all the work, and I got nothing out of it. So, similar to Tracy, I was generating tremendous value for the stations that I worked for. And they pretty much told me, you're lucky to have a job. That was the motivation to keep doing what I was doing. Nice. And I thought to myself, that's where the TED talk comes. TEdx talk. Comes from life is too short to build someone else's dream. Because alongside of that, I was watching my wife building her photography studio because she got to an age where the kids had full time school, and with the kids at full time school, she now suddenly could go do something new. And she wanted to do something that she wouldn't. She was turning 40 and she said, I don't want to look back and regret not doing something special. So she decided to launch a photography studio. So she was doing great and I was ready to leave the stations, but I didn't know if I was going to go get another job. So I started tagging along at networking with her. Oh, okay. So it was her and I at networking. And as I was talking with other small business owners, I realized, wait a minute, the skillset that I learned in radio positioning, differentiation, writing, hosting, events, sponsorships. Id eight. Sell, fulfill. Oh my gosh. Exactly. Small business owners needed to hear this because on par, small business owners offer too many products to too many people for not enough money. And I need to, needed to bring my skillset to help these people. So I did it exactly the opposite of the way Tracy did it. I didn't have a safety net. I didn't plan it out in advance. I just jumped. And the reason why my safety net was, well, I could always get another marketing job at some big building downtown. I need to go do this right now. Yep. So I did. I left the radio business voluntarily, which no one does, because you're supposed to get fired like everyone does. But I left the radio business. I started working with other entrepreneurs. And the person that gave me the initial validation was the first client, Sarah Nowacki travel agency. Never forget your first. She was the first person to take a chance on me. And we built a business that's still up and running right now. We did the branding, we did the positioning, and she's doing great. But that's why I knew, wait a minute, I can take the skills that I learned in broadcasting and put them to use with entrepreneurs. So with your first client, you had the prototype for what you wanted to do and build. Then? Since then, yeah. It was like, I know I can charge for this, I know I can get paid for this, and I know I can help people. And that's been the one guiding light throughout all of this is I know I can help people. So how can I help people at scale? That's the mission. I love that. And that is the hardest part. Like, so there's so many things in your stories that I know that everybody listening is going to relate to one leaving corporate with a safety net, one leaving corporate without a safety net, one having a prototype. That looks great. But the other thing you said, pat, that really resonated is small business owners sell too many things to too many people. On the whole, that is really one of the same things I find when. When I'm working with clients is, oh, let's kind of figure out, where's the 80 20 here? Where's the 60 40, you know, and just, you know, really hone in and look at what our specialty is. So when you talk about the mission of SBOC, you really. Community seems to be the thing. So how do you do that at scale? I'm really curious, because this is something that I really, you know, we all want to scale, right? We all want to scale and yet still keep that. I'm still Pam, I'm still Tracy, I'm still Pat. I'm going to give you my cell phone number kind of thing. And we want to get paid for the value we provided. How did you pull all that off at once? Well, we are currently pulling it off, so it's not done. It's work in process. We're in the process of pulling. We're in the process of pulling. One of the first pieces of awareness that I needed to have to even make this thing go was that I was building a community, not an audience. And way too many audience builders think they're building community when they're really building audience. The difference being audience builders are talking to a group of people that only want to hear what the host has to say. Community builders are creating a room where the people talk with one another, with or without the community host standing there kicking off the conversation. Got it. So that offers the opportunity to scale a group when you're not the one choke point of every conversation and every piece of content. I love that. So that's one of the very important things. Some of the best conversations that happen in the SBOC, I'm not even there for you. Listen to it after the fact, or not at all. Or not at all. If I can bring them together with the shared vision and the shared mission, then that gives them the opportunity to do what they need to do. And the shared mission, as you said, is don't grow it alone. But the real deliverable is we're not going to let our small businesses fail. That's why we're working together. So it's a group of people who are on the same mission. We're not going to fail. That's what makes it a community. I love that. I love everything about that. And one of the things Tracy knows that is really important to me is community. And we have had some formal community work and some more informal community work, and it's the same thing. It's not. Oh, there goes the dog. If they're not on the podcast, then it's not a podcast. Hang on just a quick second. I'm going to jump out here. And it's. It's. The hard part is getting people to realize that you're doing something a little different than everybody else and that it is community. Like, to Tracy's point, who is this Pat Miller guy? You know, who is this Pam Pryor person? Who is Tracy? And then. But what I love about you, Tracy, and this is something I want to really share with people, is your consistency. You have picked where you play, and you play there with a passion and consistency that is absolutely inspiring. I see it in Amy's momentum group. I see it. I think I see it also in Jamie Troll's group, the. I think. I think that in there is where I see you, too. And then now apparently also in the SBOC. So that the thing that I want to kind of impress upon people is integrating the importance of that relationship and community. Seems like it's an extra soft thing, but it come. It's coming back to me that for you guys, that's the core of what you each do. Yeah. That's why I was so successful in sales. You know, people tell me sales is hard, and I'm like, well, that's because you're focused on the sale. You're focused on action. You're focused on what you're going to say to somebody and how much are they going to buy. I love it. Take the word sale out of your brain. Take the transaction out of the equation and talk to the other person. Yep. Doubt about them. Ask them what they need. That's exactly. And that's how we came to know each other. That's, I'm sure, how you and Pat came to know each other. It's how I'm going to come to know SBDH, which I'm very excited about. The thing I want to do, tracy, could you tell us a little bit? Just because I want to make sure everybody knows and understands, you know, how people can find you, what exactly you do for small business owners, because what I've seen in testimonials is just transformational from your clients. Thank you so much. So over the years, I started out just business and sales coach because I didn't know what the heck I was doing. But over the years, it has evolved into the online global space. So I have students all over the world, which is really exciting, and I help online entrepreneurs get massively visible online without having to be online. Twenty four seven. And then all of that visibility leading directly to their email list growth strategies that I teach. We get their email list growing automatically every day in the background of their business. People ask me all the time, how many hours a week do you spend on list growth? And I don't have an answer for them because that's not what I focus on. It's kind of like, how many hours a week do you spend on sales? I don't focus on that either. I focus on building relationships, being in rooms, making connections and my daily activities. And then because all roads lead to list building with the strategies that I've set up, all of that activity, that. The list is growing, the list grows, provides the result. Yeah, it's the outcome. I love that. And that's what you teach us how to do. And the thing I love about this is it removes your dependence on any platform who can change the rules or all of the things that we've seen happen. I just love that. And then do you also help them in nurturing that email list to make sure that it's not junk and it's really something they want to stay attached to as well. So it's a big deal, guys. I mean, we struggle with this. I think every entrepreneur out there has struggled with this. So what's the best way they can reach you? Tracy? We are going to drop everything down in the notes, but in case somebody's driving and listening, what's the best way they can find you? I am loving my new podcast. It's called create online business success. Perfect. Started it this summer. I think we're about 20 ish episodes in and my son is my podcast manager. It's just been so much fun. Also, I have a free community, a community I should say mine is for. It's a Facebook group called be a confident entrepreneur. You guys are in there? Yep. Very similar to everything we're talking about. It is not the Tracy Beaver show, right? Not me talking at the audience. I want people to come in that are experts on every topic and support each other. And that is what has happened. People offers any time and if they're stuck in something, all they have to do is post and somebody, another member. Going to jumps right on it and help them. So yeah, it's fun. I love that. That is beautiful. And Pat, how about you? What's the best thing, best place for folks to find a little bit more out about SBOC? Everything is at our website, smallbusinesscommunity.com dot. I'll be logging on to that very shortly for sure. I'm going to ask you each kind of one wrap up question, if that's okay. I'm going to ask you each a different wrap up question because that'll just keep it interesting. So in this journey of ours, we all know that there are ups and downs. Like you said, we're still pulling, right? So I'll throw this one to you, Pat. Thinking about kind of one of the worst moments during your journey, one of the hardest moments during your journey, who is somebody who stands out as really making a difference to you at that pivotal moment? Who in your network or in your. I call it a map of friends and relationships. Like, as somebody who really stands out to you, as dang, that changed everything for me at a dark moment. I'm really fortunate because I have a tremendous business partner and it's my wife. I love it. She and I meet every single morning. She's a brilliant entrepreneur. And the story that I have to share is, six, eight months ago, I was really struggling financially. And I had just found an awareness from one of the books. I was the illusion of money. And in the illusion of money, it talks about it's possible to build a business that gets you paid in love, not dollars. And I had built a business that was paying me in love, not dollars. And I was resentful about what I built, and I was not doing what I needed to do to even keep the community and the events up and running. And that was really harsh because I want to help everybody, but I can't help anybody if I don't take care of myself first. And she and I, we talked through it for weeks to get my head around the changes I need to make to build a business that was sustainable so that I had the opportunity to serve everyone. So that was really important. What a powerful story. And I'll tell you just, this is more important even than the person who helped you, because, you know, every one of us has been there. It's. It's. You have to put yourself first in order to. It's the oxygen mask thing on the plane, and we all miss that boat. I've been there. I know Tracy's been there. Thank you for sharing that. I know if any of you are on that journey and you're at that place where that happens. No, you're not alone. It's happened to everybody in the world that is like hearted, I think. So thanks so much for sharing that path. Um, wow. Powerful story. And that you're the best person to go to is your wife is always something that really, really makes me. Makes me smile. And this is just the whole point of every relationship we build is that we help each other. And it's. That's what, that's the doing this alone is crazy. And sometimes it takes us so long to recognize that this isn't just, um, touchy feely stuff we're talking about here. It is touchy feely stuff. Because I cried, Tracy cried. I'm sure Pat cried, but he didn't show it. And it's. This is the hardcore stuff of business. This is why I left corporate, because I knew business could be done the right way, still be profitable, still raise everybody up without having to do quarter to quarter earnings reports and cut headcount just for the sake of a metric. And that is what both of you really, really, in my opinion, exemplify for all of my listeners. And I'm so grateful you took the time to pop on today. Thank you. Thank you. Thank you. Thank you, everybody. If you are more interested in both of these wonderful people, both of them have amazing tools and opportunities to help you raise the tide with your business. Be sure to look at the information below, whether you're watching on YouTube, listening to the podcast where you listen to podcasts. It's all there. These are two people you want to know. These are two people you want in your circle, and I'm grateful they're in mine. So we will see you next week back on a regularly, regular, normal, boring cash flow podcast where we'll share a lot more about starting your own business and making sure it stays financially successful. Y'all have a fantastic week. And you guys, thank you. Thanks so much for watching the cash Flow podcast with us. We want to bring more and more of this to you. 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