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Courage & Clarity
124. Sales Cookbook: How to Break Down Big Revenue Goals & Stay Calm in the Process
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Steph Crowder
Foreign welcome to the Courage and Clarity podcast. I'm your host, Steph Crowder. I'm a former sales training director who's helped thousands of entrepreneurs earn a living doing something they love over the past 10 years. On your journey, you'll need the courage to be bold, to take risks, and to do what looks crazy on paper. You'll also need the clarity, the brass tacks, simple strategies that actually work. And on this podcast, we deliver both in equal measure. Oh, and by the way, we've got absolutely no time for bs, gross marketing tactics or get rich quick schemes, just sustainable business strategies for good humans with big dreams. If that sounds like you, you're in the right place. Let's go. Hello. Hello. Welcome to the Courage and Clarity podcast. This is episode number 124four and I'm so excited to talk to you today about something that's really, really helping me so far this year. Let's talk about how I'm breaking my big revenue goal for 2025 into bite sized pieces, or you could even think of it as bite sized wins, making it feel really doable and staying calm in the process. So if you are someone who is really going for it in 2025. Same, same. I am going after a revenue goal that I've never reached before. And I, you know, if you attended my year on the wall training and I think I've even touched on this, perhaps at the end of 2024, this approach that I've come up with, I'm approaching my client goal and the impact I want to make and the value I want to create in the world. And therefore my revenue goal as a reflection of all of that, I'm approaching it differently this year and it, it's, I just can't wait to talk to you about it because I think if you can implement this in your own business, if you are someone who's really going after maybe impossible goals. Right? How do you break down impossible goals? What feels like impossible goals? How do you, you know, proverbial. Proverbially eat the elephant one bite at a time? That's what I'm focused on this year and that's what we're going to talk about in this podcast. As you may know, if you're a, if you're a regular listener to the podcast, I just wrapped up my first big launch of 2025 after completing a big move which I've also talked about here on the show. You know, I didn't do a big launch of any of my programs until this point in the year, which is a little bit different. Typically, I've launched by now, so you can imagine maybe I had. Maybe I had some thoughts about that that I had to manage. And on top of that, you know, just going through a big launch, if you've been through something like that before, you may know that it just requires, you know, a lot of visibility. It requires a lot of doing brave, courageous things. And I have to say that approaching my goals in the way that I'm going to share with you today has really created this anchor for me or this touchstone, this even like a North Star, I would say I keep coming back to it being like, oh, yeah, that's. That's all I have to do. Right, Got it. Okay. Let me not get too carried away. Let me not go too deep into my own judgment and my own shame spiral. I know what I have to do, and I just have to take it one step at a time. So I'm going to share how I did this for myself. And then I would like for you, my dear listener, to figure out what your numbers look like, whatever you're going for this year. Clients of mine know that I always like to start with a revenue goal and work backwards from that. You know, almost any decision that you're making in your business should come from a place of, well, what am I like, what am I working backwards from? What am I trying to create? What's my. We talk about in all of my programs, actually, your minimum, minimum viable income, your happy number and your stretch number. And understanding what those goals are, are understanding what kind of year you're trying to have. So I've talked about this before as well, is I've had plenty of years in my business where I just call it like a status quo year. 2020 was one of those for me. I had a new baby, and y'all know, 2020 was 2020. I don't need to say anything else about that. Like, I was just trying to maintain in that year. But in 2025, I am trying to go to places I've never been before in terms of my growth and my revenue. And pretty much everything, pretty much everything is. Is stretching me this year. And when you are going after, when you're trying to go somewhere you've never been before, your brain's gonna be talking to you nonstop. And so I have found that having a way of understanding it, having a frame of making it feel doable is absolutely key. And it's really interesting because this actually just quick story time here. This method that I'M going to share with you today actually goes all the way back to my days as a sales rep. So you may know, if you've been with me for a long time, that I got my start, like, in my career working for the company Groupon. I lived in Chicago. I was an early employee in that company. I was a sales rep. I was terrible with a capital T. It's the ultimate irony that I am doing the work in the world that I do now because I was not good at sales. I've talked about this story before, and ultimately I figured out how to be good at sales, but not before I was put on a performance plan and told that I had, like, a month to get my stuff together or I would be let go, is how it goes in sales. And I figured it out. And not only did I figure it out, but I became a top rep in the company. And not only did I become a top rep in the company, but then I became a sales trainer. And not only did I become a sales trainer, but I became a sales training director for all of North America and got to travel to Switzerland, where the capital of the European headquarters was, and teach everyone there. The process that I helped develop. Okay, pretty crazy. And there's one thing that I learned. I mean, there's many things that I learned. I started to study consultative selling, which is what I teach in my programs. I started to understand the psychology of sales and what is happening at every step of the conversation, which I also teach in my programs. And I plan to talk about more on the podcast as well. But one piece that changed everything for me was to understand what a mentor of mine called the sales cookbook. Okay, so, you know, when you make any kind of recipe, you're cooking out of a cookbook, you have ingredients, and you follow the steps and you put the things into the thing, and then out comes what you're trying to make, right? There's ingredients, they go in. You follow the directions. You. You don't really question it. You just do what you're supposed to do. You don't, like, freak out and have stress and anxiety about, you know, oh, my God, I'm making a cake. Is a cake going to come out of the oven? You just do what you're supposed to do. You follow the steps one step at a time, and you trust the process. And if you do it correctly, you get a cake. Now, it's not quite as simple in sales, but you'd actually be pretty surprised. So for me, when I was really bad at selling and I Was overcome with anxiety. And I was 22 years old, I think, And I was calling home, and I lived in Chicago, My family lived in Atlanta. And I was calling home and asking my dad if I could move home. He told me no, which. Thank. Thank you, dad. It was really good that I stayed. And when I was in that moment, sales felt like chaos. Sales. Sales felt like total chaos. I would go into the office, I would ride the l, the train, and I would dread the day I would, you know, have these ways of being measured in the company. You know, our managers had to keep track of our talk time. So how many minutes were we on the phone? And a bunch of us would dial numbers that we knew would take us to voicemails and let it run to try to bring up our talk time. I mean, talk about how profoundly we missed the point on that one. But we were desperate. A lot of us didn't know what we were doing. We didn't have proper training. And sometimes, you know, getting, like, someone actually answering the phone was like my worst nightmare. You know, I didn't want to be hung up on again. I didn't want somebody to tell me that they were going to call the cops if I called them one more time, which happened. My territory was Miami. There's a lot of strong personalities in that part of the country. Shout out to Miami. I love Miami because of my time in that role. But it just was. I didn't know what I was doing. I dreaded every day I was doing random things. I was making calls and getting nowhere. And if I did get somewhere, it was total luck or it felt like total luck because I didn't understand the process. And so having a process, having a sales process, knowing the steps and understanding my personal cookbook, which I'll talk about in a second, is one of the key, key, key things that helped me have the success that I did. And what a sales cookbook looks like is reverse engineering what you need to get done for, like, let's just say in my role back then, it was like a month, right? So if I let me just give you the example. So if I needed close 20 deals in a month, which was about right at the time I needed to close, you know, 20 deals in a month, I was able to see that I could, like, I. I then could ask myself, well, there's 20 days, like, there's probably approximately 20 working days in a month, right? Like when you factor in weekends. So if you think about it, I needed a contract coming back every day, okay? So then I Had to ask myself, how do I get a contract every day? All right, well, I could walk back from that and be like, how many contracts do I need to send? How many contracts do I need to be sending to get one back? And at the time it was two. If I sent two contracts, usually one was coming back, then the one person would ghost me. Okay, Those are just like knowing my personal numbers. A lot of this comes down to knowing your numbers, which my clients will tell you. I'm a stickler for this because everybody's look looks different, especially in online business, right? So I knew I had to send two contracts a day to get one back. So then I could ask myself, well, how do I send two contracts a day? Well, I need to be running 10 appointments. I need to have 10 appointments a day with decision makers in order to that. For that to result in two contracts, right? So, okay, I have to get, I have to get 10 appointments a day with decision makers. I know I'm on the right track. If I walk into the office and I've got 10 appointments for the day, how do I get 10 appointments? Well, I have to get through to, you know, I have to literally be able to give what we used to call a 30 second commercial. Like someone has to pick up the phone and I have to be able to give my 30 second commercial and attempt to set an appointment. I need to be able to do that about 50 times. 40 or 50 times. And so then from there I could say, all right, well, what is my, like, in order to get, you know, 40 or 50, 30 second commercials out, how many dials do I have to make? How many times do I pick up the phone and dial the number? Because obviously they don't answer every time, or, you know, whatever happens, they goes to voicemail, they hang up on you before you can even give them your commercial. And that number was about a hundred. Okay, So I figured out from the top, all I had to do was walk in and aim to have to make 100 dials a day. That might sound kind of crazy. It was crazy. That was, that was a lot. I look at that and I'm like, wow, we could do really hard things, right? But I no longer, I mean, it was still hard work. Don't get me wrong. It's not that the work stopped being challenging. It's not that I, you know, didn't have to learn other things, because I certainly did, but I could. I went from feeling like this is chaos, so much anxiety, this is random, this is horrible, to feeling like I need to make a hundred phone calls today. I need to make a hundred phone calls and do my thing. I need to make a hundred phone calls and have my 30 second commercial ready and try to get 40 appointments set. Or I'm sorry, give my 30 second commercial 40 times and try to get 10 appointments set. That's all I have to do every day, right? And that is exactly what created the results. So I bring that with me. It's so funny how it's coming back around because sometimes, you know, you forget the things that worked. Cause you're, you're context switching. I'm in a, what feels like a totally different environment running my own business, although it's really not that different at the end of the day. And so here I am again in 2025, going after a goal that feels impossible. And so just like I used to do with a goal that felt impossible when I was sitting in the conference room with a piece of paper in front of me that said, if you don't figure out how to do this, you're fired. Okay. Talk about impossible. Go. I am faced with a similar challenge that I have to figure out how to break it down. And so when I was looking at, well, how am I going to hit this goal? Like what would it take? And this is exactly what I teach my clients. If, if you've been to year on the wall, you already know, we start playing with the numbers of how do you make this work. And so for me, I have figured out, and I think I've shared this on the show already, but I am aiming for 100 same day sales clients this year and 44 mastermind clients. That's all I gotta do. That's all I gotta do. And if it sounds like a lot, keep in mind I've been in business for, you know, the better part of 10 years and it is a lot. It's definitely like a challenging goal. It doesn't, it's not that the goal doesn't stop being challenging, but it is doable. It is doable. It makes it feel like, okay, I know what I need to do. I can line them up and then just knock em down just one by one by one. And you might know if you came to my you're on the wall training. I even have this, I should put this on social media as a picture of it. I have, I ordered off of Etsy this big like customized acrylic sales tracker, it client tracker in my office. And every time one of you beautiful people decides you want to work with me, your Initials go up on my board. This goes back years. Some of you who've been with me for a long time, like crickets to customers days. You might remember I used to do this with post it notes. Your initials or your name would go up on my wall. Now I have this acrylic board and I'm going after like I want to be able to personally impact and Change and Touch 144 businesses this year is the way that I look at it. One hundred and same day sales and 44 in the mastermind. Now look, is it going to work out that way perfectly? Probably not. Like maybe it'll end up being less same day sales and more mastermind or who knows what will happen. But I know what to go after and I know what I need to do, right? So right off the bat it takes away the overwhelm. It makes it feel again like I just have my marching orders and I can get the coaching that I need on it from my mentors. I can talk to my friends and my peers and colleagues about strategy. You know, I can look at how I'm doing throughout the year and it just feels so much more attainable than being like, well, let me just do random activities throughout the year and hope that I hit my revenue goal. That's what a lot of us are doing, right, is you're just like, I'm gonna go for this number this year. I'm gonna go for a hundred k, I'm gonna go for a million, I'm gonna go for 500k, whatever you're going for 80k, 50k, quitting my job, whatever your goal is for the year. And you're like, let me just do a bunch of things and hope that I get there. And sometimes you do. And that's great. But this is what I ran into all of these years ago in that sales job I was telling you about is like I would get a win, but I wouldn't understand how. And the problem with not understanding how is you can't replicate your success. What makes salespeople successful is having a repeatable sales process. Which is exactly why I teach repeatable sales processes in same day sales and in my mastermind sold out group programs. You have to be able to replicate your success because otherwise you're gonna feel like it's random. And when it feels like it's random, you will never have nervous system regulation because you don't know what you need to be doing. Right? So that is a little bit of the setup of like what this goal is and why it exists and some background on how I got there. But I also want to share the power of this goal like it was already powerful going into my year. But again, I got to experience the power of approaching my goal this way just this past week. So you might know if you've been following along and some of you have joined same day sales. So you've seen that I have been launching that program. I've been doing a nice big launch for same day sales. And you know, I experience the power of looking at my goals this way while pushing myself and stretching myself in a launch, which is what launches do. They push and stretch us. It's what it's supposed to feel like, right? If you have been in a sales window like that, you know, you might call it a launch. In my mastermind, we call it a buzz blitz. You can call it whatever you want, but you're trying to create. You're doing a lot of sales activities at one time and you're trying to create a lot of results in a short window. Okay? You may very well be familiar with the pressure that you can feel. It's very normal to feel some pressure, a lot of pressure even. And you may have also fallen into the temptation of thinking, this is not enough. This is never gonna be enough. Like, I have talked about that sensation many times. This is why I'm also so strict with my clients. On my clients know that they have to define what enough looks like, right? Because if you don't define what that looks like, it'll just never be enough. I've told many stories of times where I had launches that maybe should have seemed amazing, but I hadn't defined what enough looked like for me. So it just never felt like enough. And I just kept raising and raising and raising the bar on myself without having an anchor. Okay? So even when you have an anchor, even when you've deci defined what your numbers are, we call them good, better, best inside of my programs. It's. You also will still be tempted even when you start hitting your goals, you'll still start to like tabulate and look at it and look at your big scary goal for the year and be like, this isn't enough. I was starting to fall into some of those thoughts, like, what if this isn't enough? What if this doesn't get me there? Right? Like all, just all the thoughts, all the normal thoughts that happen and then enter my 144 client goal. I just kept coming back to that goal. And I see it as mentally I've been calling it my chipping away approach. And it's like instead of feeling like I have to get everybody all at once or I have to, you know, create like these crazy results all at one time, I'm able to look at my whole year as like, I have this goal of impacting and deeply helping and transforming 144 businesses, creating that much value in the world this year. And I can just chip away at my goal, right? Just chipping away, chipping away, chipping away. And I'm able to track that progress through each new client. So to give you an example, of course, I think again, a very normal feeling. As my new clients have been rolling in, I've still been like, what if it's not enough? All of the questions that I just told you. But I could stop myself and be like, hold on a second. Like, I have my tracker up on my board and I've already hit 26 same day sales clients at the time of this recording, by the end of Q1 or today is Friday, March 28th as I record this. So, like, we're pretty much wrapping up Q1 and how funny that I was tempted to be like, I'm behind, I'm behind. I'm behind for the year. Because that's kind of been the story with everything. Some of the circumstances I already shared about moving and all the things. But if you look at it this way, I'm actually right on track. I am on track for 25% of my goal at the end of Q1. And it's like, I wouldn't have seen it that way. I would have just thought like, well, I could have gotten more. Because if you look at my good, better and best goals, I hit my better goal for same day sales. Didn't hit my best goal. Hit my better goal. And it's like you could get down on yourself and be like, oh, but I could have had more. Even if you hit your best goal, you could be like, yeah, but what if I did more, right? But when you have that anchor to ground you, when you have that way of looking at it, that's like, wait a minute, I'm actually like on pace. I'm actually right where I'm supposed to be. Just think about the way that creates what I want to talk about next, which is nervous system regulation, right? So before I move on to that, I just want to remind you the power of chipping away at a goal versus I have to do everything overnight. It had like instant gratification and instant results. I mean, we can think of so many Ways that this shows up in other goals that you might have. I know I talk a lot about fitness goals on this podcast because I am someone who also has fitness goals. And you could easily same thing. You could easily get so frustrated. Maybe you get on the scale and it's not going fast enough or you are looking at your muscle mass and it's just not coming. You know, you're not, you're not changing your body composition fast enough or you, the mirror, what you see in the mirror isn't changing fast enough or however it's manifesting for you. Maybe it's more like you're a runner and you're just trying to increase your mileage and you can't do six miles right now. Right. But it's like, what does it look like to chip away at your goal? It's like you might not be running six miles, but did you run 2.55 today when you ran 2.5 last week? That's what we're going for, right? That's what we're going for. And so you can look at it as that slow but steady progress versus having to have instant results, versus having to, to teleport your way to where you're trying to go. I mean, this is great. If you find the teleport button, sometimes that can happen. That's amazing. But as far as your actions and how to look at your behavior, thinking about chipping away has been a game changer. I'm gonna come back to that in just a minute after I talk about nervous system regulation. So looking at the long term picture can really help with some of the stress and anxiety and what we call the launch roller coaster, which can take you for a wild ride. You might be familiar, right? We're just like, you're up, you're down, you're up, you're down. In the. In my Mastermind program, sold out group programs, we've taken to calling this Pavement Day, where I once posted a picture of myself lying on the pavement at the end of a launch. Because when you're up, you're up and when you're down, you're down. Right? And for me, just knowing that I have my goal for the year has helped me create a bigger context, you know, so it's like it calms me down to know that I'm not in a rush. Like there is no rush to hit this entire goal immediately. It really is more about consistency than it is perfection. And I know that I talk to so many of you who want to create consistent sales in Your business and you want to create consistent clients. And I think it's such a healthy goal versus feeling like you have to have perfection in the moment, right? It's like if one activity isn't working, you can just switch to something else and you can choose to have the thought there. This is my, my thought. There are so many ways for me to find my 144 people. There's so many different ways. It doesn't just have to be a launch, right. Like I have. I like to tell myself I have so much time, it's only March and this is the next piece. Clients can come to me in different ways all throughout the year. Clients can come to me in so many different ways all throughout the year. As long as I keep putting myself out there. Again, remember my Groupon story, my sales rep story, as long as I make my 100 phone calls, right? So you have to think about in, in my programs we talk about what are your money making activities. As long as you are doing your money making activities, you open yourself up to clients coming to you in different ways all throughout the year. You're putting yourself in that position. So I also want to share, and I'm sure I will share more about this as the year unfolds. But I've also started focusing on clients coming to me from multiple sources. And so what I mean by that is so far I, you know, have really been focused on launches. I, I talk a lot about my launches and launches are still a huge part of my strategy. We call them Buzz blitz, like I said, inside my Mastermind program. And that is really helpful. And I would say a lot of my clients will continue to come to me through those periods because that's where I'm really, you know, doing my workshops and helping and doing sales calls and really helping people feel like ready to take that next step. But I've also been thinking about what are other creative ways to find clients in random moments. I'd like you to think about this as well. So what does it look like for when somebody finds you in between a launch, right? Like, you know, how are you working with that person? How are you pre enrolling them or how are you doing a one off intensive with them or allowing them to join your program at any time if they come to you and they're a good fit? Right. So of that 26 client goal that I, or sorry, 26 clients that I've had in same day sales so far this year, four of those people were, you know, came to me through different ways outside of my launch and just making space for that has really opened up something inside of me where it's like, yes, I'm going to give my all to my big public, flashy kind of like visibility pushes with these launches that I do, like, four, maybe even, you know, three, four, five times a year, depending on what's going on. But I can also have the thought, like, I can, you know, chip away at that goal when I'm at my kids swim meet and I meet somebody who's perfect for my program. That happened, right? And instead of being so rigid about, like, it has to go down, like, I think we get married to the plan where we're like, no, I'm going to reach my goals and it's all going to come from this very specific way of doing things versus me having the goal of 1:44. I'm like, they can come to me in a launch. They can come to me off the street. They can come to me when they find my podcast. And they're like, I just have to work with you right now. What can we do? And so I've just opened myself up to more possibility and I think there's an opportunity to be rewarded for that. Something I, again, I'm sure I'll be talking about. More beyond the scope of today's podcast is you may have noticed this. Some of you have noticed I have been starting to work with paid ads, much to the pleasure of my very good friend Claire Pels. Right? And it's the ultimate irony that one of my very closest friends in the whole wide world is like, this is her specialty. And she really hasn't been able to get me to focus on this. And now I am, and I'm starting to get some, some clients from this process that I'm Claire's process that she teaches involving using paid ads. And so I can have the thought clients come to me in different ways. And because there are multiple opportunities for people to come to me and different ways for me to connect with them and ultimately have them say yes. In a launch like the one I just did, I was able to have the thought, okay, you know, no matter how many clients I get in this launch, this isn't the end of the story. I have other things going. I have other strategies. It's not all riding on this one push. And this is a mistake, a sneaky mistake. I see a lot of you doing, I've talked about before selling sometimes. And some of you are like, yeah, you know, I, I do these, like, sales windows a couple of Times a year, but then the rest of the year I'm not really selling. You really want to rethink that? Even if you have a launch based model, that's totally fine that those are your active selling windows. But you should feel like, and I am feeling more like this right now than I have in a long time. I feel like I'm selling every day. Just like back at Groupon when I was going into the office and making my 100 dials and if I missed a day, I mean, I could be sick, it'd be fine. But if I went like a bunch of days in a row and didn't hit my dials, it started to show up in my results. And so y'all can't be surprised when you feel like I only sell sometimes and I'm not hitting my goals. You have to ask yourself, what does it look like? We talk in same day sales about sales hygiene. It's like you wash your face every day, you brush your teeth every day, right? You like take care of your personal hygiene daily. What would it look like to have sales hygiene where you're really thinking about doing your sales activities every day? And if you don't know what your sales activities are, if you don't know what your money making activities are, you absolutely belong in same day sales. So we can help you figure this out or my mastermind, if you want even more support. Right. But it's just non negotiable if you are going, if you are striving, if you are stretching, if you're trying to hit an impossible goal. So having the, you know, this pay. I've been doing these, this webinar campaign where I'm doing some live webinars just to cold audiences. Okay. Again, this is Claire's strategy that she's been teaching me about, like how to do weekly or even bi weekly webinars to new people. And so I know I have that strategy in addition to my buzz blitzes, my big launches. And so no matter what happens in my launch, I'm like, okay, great. So like let's say I get 20 people through my launch. That's 20 out of my 100. Well, when I do a webinar next week, let's try to get one or two more people and then let's try to get one or two more people the week after that. And then let's try to get. You see where I'm going, right? And it's like, it doesn't feel like much in the moment. It doesn't feel like you have an anchor in the moment. But when you know what you're going after and you have a big board like me, where I get to walk up and just write down the initials, it's like, okay, there's another business, there's another business that we get to help this year. I'm one person closer to helping my 144 businesses this year. And so it just is creating. I had a pretty healthy mindset all through this launch. I think there's multiple reasons for that, and I think one of them is this mindset of I can chip away at this goal. It's not all coming down to this, like one high pressure moment in time. And, you know, one of the last things I want to talk about here is if you are. If this has been helpful for you, I really want to point you back to a podcast that I created a while ago. Now. It's one of my very favorite podcasts I've done. It's called talk to the 10. I reference it a lot with my clients. And I talked in that podcast about how when you are launching specifically you want to think about. It can change the entire game. It can change your entire buzz blitz launch. When you have the mentality of I want 10 people and I'm just going to talk to them. Doesn't matter if people are unsubscribing from your emails. It doesn't matter if you feel like there's some people out there who are cringing at your Instagram reels. It's like, this isn't for them. Respectfully, this is not for them. Right? This is for. You're thinking to yourself, I want 10 people. And I'm just going to focus on calling them in and talking to them and putting on blinders. Like, that's all I have to do is find my 10 people. When my clients are doing selling out their group programs in my mastermind, I'll tell them whatever their goal is, you know, two people, five people, six people, 12 people. I will just tell them, go find your five, go find your 10, go find your 12. All you have to do, right? Not saying it's easy, but it is simplified, right? It's like, you got your marching orders, now go make it happen. I feel like what I'm talking about today is taking that concept and applying it to the entire year. I'm not trying to reach everyone in the whole wide world. I'm really just trying to talk to my ideal 144 clients for the year. That's really who I'm talking To now, if you're here and you are not gonna be my client this year and you just love getting free value from my podcast, that's amazing. And you're welcome to be here and I'm talking to you too. But I'm really, with every move I make, with all my money making activities that I focus on daily, with my sales and marketing, my reach, with my mission, I'm really picturing like who's going up on my board, right? I'm just telling myself I have to show up every day and do the things I know that I need to do that create sales results in my business that help me find the people who are ready to go on this journey with me. So if you liked that concept of talk to the 10, and I know a lot of you did because I got really great feedback on that episode, I want you to think of this as being like your annual strategy with that same idea. So I hope that maybe it's helpful for you to focus on how you can eat the elephant one bite at a time, how you can create smaller wins. I mean, I can't even explain the dopamine. The little hit of joy that I get when I get to walk up to my board and write down the end. Actually just did it this afternoon right before getting on this podcast. I wrote down some initials and I just stand there and I take a moment and I think about that person who's joining my world and I just get so excited about the value that I get to create. And I think that gratitude and that celebration, I know this because I this, there's been research done on this. That celebration creates more results. And so it helps me feel that gratitude and feel like it's working when otherwise I think I would be tempted to feel like nothing I do is enough and that it's not going to add up and it's not going to work because those are some of our go to thoughts in our brain, right? So I would love to encourage you to apply this strategy to your own big goals. And I want to remind you that consistent progress will lead to big results over time. You just have to think about chipping away at it. So, my friends, that is what I have for you today. Very, very soon. I'm going to go ahead and just give a little plug for this. I am going to be inviting just a small group of people this time. I'm not doing a big launch for this because it doesn't matter why, but I am going to be welcoming a small number of clients into my Sold out group programs. Mastermind. I have not done enrollment for this program since September, I think. So it's been a minute. So if you've been following and you've been waiting for your opportunity, this is going to be a really great time to join the program. So you can go to stephcrowder.com mastermind and get yourself on the wait list, because I will be reaching out to my wait list first again. I'm just gonna do a small number of spots for a very casual sort of enrollment period for the Mastermind, and that's happening very, very soon. So if you want first dibs, I'm talking handful of spots here in terms of my enrollment for this time. Um, so if you want to talk, if you want to be able to book a sales call with me, have a full conversation about whether or not you want really high level support, immersive support, and me to be your business coach for the whole year inside the Mastermind, you can go to stephcrowder.com/mastermind, put your name in the box. And I will be reaching out very soon. Other than that, you can always find me on Instagram at. Hey, Steph Crowder. I love when you guys DM me and tell me you liked my podcast. Do you know that? I love it. It makes my day. So if I've said anything that's been helpful and you have a moment to let me know, it would probably make my whole day. So let me know your thoughts. I would love to hear from you and my friends. Until next time, I am wishing you the courage and the clarity to go after what you love.