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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 there, friends. Welcome to the podcast. I am so excited to talk to you today about this idea I've been kicking around, and I think it's a really great extension of what we've been talking about here on the podcast recently. If you've been listening, we've been talking about boring business and how to make your business and your life more. Boring is the word that I've been using. Really? We could also exchange other words like more focused, just like less chaotic. So that we have increased bandwidth and increased capacity and increased focus on the goals and the milestones that we are really going after. Especially for those of us who are going after really big, scary, challenging goals this year, we've been exploring here on the podcast. My most recent episode before this one, I talked about my four boring rules for this year. I think this is like a natural next chapter where I want to explore the idea of stop optimizing. Stop optimizing. Okay. It is time to return to what actually works. So let's get into it. When I say stop optimizing, here's what I actually mean. Okay, here's what. If you are someone who is. Without me even getting into it, some of you are already like, I think this is gonna be something I need to listen to, right? Because same. I mean, of course, like, that's why I'm. I'm really recording episodes as I'm going deeper and deeper into this exploration of, like, what it takes for me to have a more boring business and a more poor bo. Again, boring doesn't even feel like the right word, right? Kind of going lower stimulus, I suppose. Not reinventing the wheel all the time, not creating more problems that aren't important, Right? So you may need to think about stopping optimizing so much if you are doing things like writing and rewriting the same launch plan for the third time, okay, you already wrote a launch plan, maybe you already then wrote another one and now you're going to ChatGPT for the third time and just like tweaking, tweaking, tweaking. Okay? That would be an example of like always continuing to optimize. Another example would be waiting to feel clearer. And I'm doing air quotes for clearer before taking action, right? Before posting, before calling somebody up, before approaching somebody, just feeling like, ah, I just need to feel clearer. I just need to like go at, go at it again, right? I need to think about it some more. I need to fill in the blank before. Like that's actually a pretty good way to tell if you need to think about stopping optimizing is if you're thinking to yourself, I need to feel blank before I do blank. And we could fill that in with so many different things. Another example would just be continuing to tweak things like your messaging or your sales page instead of sending the email, or creating the podcast episode or shooting the YouTube video or whatever the case may be. Right. If you've been adjusting, okay, adjusting instead of executing, this is really going to be for you. I really want us to think about execution, right. And how to really focus on getting stuff done. Okay? Boring action sometimes. Sometimes it'll be exciting action, sometimes it'll be boring. But an idea that we're going to be exploring a lot over the podcast over these next few weeks is the idea of aligned action. Okay? So I'm not talking about just like action for action's sake, because I think another thing, we need to think about another way that you are optimizing. This is one that I fall into is like blowing up plans that work. Okay, so you, let's say that you've tried something in the past and it worked pretty well. Maybe it even worked really well, but you're bored by it or you're like, meh, I already did that. So like, what else could I do? Let me think of something different. I see people doing this all of the time with their offers where they might have a quote unquote boring offer. Like, let's just say to keep it really simple, let's say you have a one on one offer and it sells well, but you're tempted to like blow it up or come up with a new offer and do something different because your brain is bored, right? Because your brain's like, stimulation, stimulation. I need something new, I need something different. Instead of looking at that and being like, I don't actually need to optimize this. Now, optimization in general is not bad. There are definitely times in business that we are supposed to optimize. But here's. I think the key. Optimization should come after movement, okay? Optimization and tweaking and assessing and evaluating should come after your movement. And what I mean by that. Another really great example of this is I see people doing this. I fall into this, too, is let's. Let's just say you're in a launch, okay? You are launching your group program, you're launching your offer, and you are literally, like, halfway through your cart being open, meaning it's for sale, and you're telling people the doors are open. And for whatever reason, like, this is very normal. You don't like how things are going. You're like two or three days in and. And your brain is just, like, wanting to evaluate. Your brain is wanting to watch back the tape. Your brain is like, what does it mean? Okay? And your brain. I talk to people about this all the time. Your. Your brain even starts being like, well, I think I should have a different offer. I think I should have a membership. I think I should, you know, have a private podcast. Like, your brain will start to come up with this, like, this new. These new ideas in the middle of you. Like, you are literally in a parachute, like, halfway down your jump, right? This is not the time for optimization. Your brain is like indexing for, like, oh, this doesn't feel good. Because that's the thing is you're. You're in the discomfort of, like I said, you just jumped out of an airplane and you're floating down, and maybe you don't love the way things are going. It doesn't feel like the wind is at your back. So instead of being in that discomfort, your brain is offering you other things to think about instead of the task at hand. I think that's actually a really great way of thinking about what I really am. You know, this whole topic that I want to bring to the table is when you don't want to think about the task at hand. It's like, you know, sometimes it is like, oh, I don't want to have to send this email. I don't want to have to follow up with that lead. I don't want to have to create my webinar. I would rather come up with something different. I would rather start something fresh. I would rather do anything else. And when your brain does a really good job at this because your brain is just like the most advanced computer you've ever used, it's going to trick you into thinking that you're being smart, that you're optimizing, that you're actually iterating, that you're making things better. Because that's what smart CEOs do, right? And the answer is no, not all the time. The optimization should come in the right period of time. So, for example, with the launch example that I gave, the time for evaluation is when everything's over and the card is closed, there should be no pre evaluation. I mean, you know, if you want to, if you're evaluating because you want to pivot and you want to try something different in the. Staying in your launch is something that I talk to my clients about a lot. I always tell them, stay in your launch. This isn't over until it is over, over, over. Anything can happen on the last day, in the last hours. I have so many examples of this. We call it launch magic inside of sold out group programs. My mastermind. And so you don't want to deprive yourself of launch magic. If you shut it down early, if you leave your it's over. Even mentally, you will not get the chance to experience the full extent of launch magic. Okay, so I've given some examples already, but I want to share more examples of how over optimization might be showing up in your real life. Okay, so this could look like, and this is not an exhaustive list, just a few things I came up with. Changing your offer name instead of going and booking calls. Okay, what am I going to call it? What should this package be called? Right. How should this be laid out on the page versus how can you get people to get on a call with you so you can actually sell it? Okay, another example, reorganizing your notion. Coming up with another asana board. Picking out yet another planner, maybe your third one for this year, instead of sending the follow up. Right. Instead of doing your money making activities. Consuming content. I could say right there, I could, I could end the sentence there. But I would say consuming content about sales instead of going and selling. Right. Maybe there's another strategy. This is the other thing is like strategy hopping. Maybe there's another strategy. Like what's the new thing that's gonna work? What are the experts saying that I should try next? Right. Instead of doubling down and just getting better at what you've already done. Well, and then finally saying to yourself, I'm refining. Instead of coming to terms with the fact that you might actually just be avoiding. You might be avoiding the work because it's hard. You might be avoiding the work because it's Boring. You might be avoiding the work because it's embarrassing if you're doing it publicly. And so your brain is gonna wanna do anything to get you into avoidance, right? So here's. Here's how to spot it. If you're not sure, you might be feeling busy, but not effective, right? You might be like, oh, man, my days are full. But, like, I don't really have anything to show for it. I don't, like, my sales haven't increased. Right. I don'. Have different results. That would be one clue. Another one would be like, you're busy, but nothing is actually shipping. And what I mean by that is you're not actually producing stuff. You spending all day or a lot, a big chunk of time, again, feeling that busy feeling. But you don't have a product, you don't have anything finished. There's no. And let me actually be even clearer. I used the word shipping on purpose. Not just like I finished a page, but like, what is out there in the world? What have you shipped right now? Me creating this podcast and handing it over to my assistant and it'll be published. That's me shipping this podcast. Okay? It's not just me working on my podcast and then not actually getting it out there into the light of day. You have to ship it. Okay? If you're not shipping stuff and shipping a lot, you want to look at that. And then if every decision is feeling heavy or maybe you even feel like you're making a decision but you're going back on it, you're, like, renegotiating it. You like, said you decided, but you keep. But you feel. You still feel really open to changing your mind. That would be another. Another indication that you could be over optimizing. Okay, so here's something that I think is so interesting to think about. If strategy is keeping you from taking action, it's no longer strategy. Think about that. What strategy. The role that strategy should play in your business is to help you take more action. If you are learning about strategy or thinking about strategy, if anything you're doing in your relationship to strategy is keeping you from taking action, it's not strategy anymore. It's theory. Okay? There is a such thing as over strategizing. And y' all know me, I love a strategy. I teach strategies. I am a strategic. Like when you take a. What is it? The strengths finders tests? Strategic is my number one strength finder. Okay? I love strategy. But we have to know when it is time to stop strategizing. So I thought I'd offer you A clear. What I would like to think of as a clear decision criteria that can help you with a simple gut check. Right. If you can answer these three questions, you do not need more strategy right now. Okay? Number one is who am I selling to? Who am I selling to? Okay, Number one and number two go hand in hand. What am I selling? Who am I selling to? What am I selling? Now quick pause before we go to number three. If you feel like you don't know the answer to these or you're like, well, I kind of know but it's not clear enough. And that's what's been holding me back. I want you to not just sit and think about this. Okay? For example, if you are like, ah, I just don't feel clear enough on who I'm selling to, what I would suggest is come up with a few key client profiles. Okay? A few key, like who are the, you know, three to five main profiles of people. Main like types of people with certain problems that you want to be selling to. Okay? Come up with those and let it be good enough. That's going to be the hard part is not to keep tinkering with it. You might only feel 50 to 70% sure that is enough. Let that be enough. You will refine who you are selling to and what you are selling. This is the other thing is the refining happens through the action. I don't have a single client who has gotten better at selling from thinking about it. Okay? You only get better at selling by selling. I know that is so backwards sometimes, but every time you have a conversation, you have a sales call and they either sign or they don't. That is something for you to learn every time you serve a client. The more clients you serve, the better you understand your offer, the better you understand your client transformation. You cannot think your way to these answers. Okay, so then when it comes to what am I selling, you want to be thinking about the transformation and what it is that you actually help with. Like what is. I've been talking about this for 10 years, guys. What is the point A to point B? That's all you need to know. Obsessing about your offer mechanics is another place where people get stuck. Like how many calls and what's the package and what's the price? You don't even need to know every single detail of what you are selling in order to sell. Some of you are going to hate that idea. But I'm telling you, if you just need, if you can just understand what you help with, if you can just Understand the problem and make it your mission to be the best at knowing your clients problems. You are going to be successful. It is only a matter of time before you figure out how to sell to them. Okay, so you want to have that. And the third thing here. So we talked about, who am I selling to? What am I selling? The third thing is asking yourself, how do I go find those people and start conversations with them Today, Today, Today, today. Don't put it in your planner for next week. Don't put it in your planner for launching next month. Today, okay? What action is gonna move this forward today? You should be taking action towards getting in front of the right people and selling to them every single workday that you have. Okay? Again, how many times this year have I recorded a podcast episode and admitted that I'm in my bathrobe? Here I am again in my bathrobe. I'm under like, I don't even know how much snow here in Louisville, Kentucky, over a foot, for sure. My kids are home. This is my action today that I am taking is shipping this podcast episode to get in front of more of the right people that I want to welcome in as clients that I want to be thinking about me when the doors open for my mastermind next. Right? So that is what I am doing today to start conversations with my ideal client type. Okay? So if you can answer those three questions, who am I selling to? What am I selling? And how do I go find those people and start conversations to get in front of them? What action moves it forward today? You can stop refining. Literally, just stop and start executing. Okay? You know, this podcast is called Courage and Clarity. And a lot of people like to talk about clarity. And I've told y' all many times before that clarity comes from action, which is true. The more you take action, the clearer you feel. Here's another thing I want to say about that, about clarity. Clarity isn't actually a feeling, okay? A lot of us are, like, waiting to feel clarity. I hear that all the time. I just want to feel more clear. I just need more clarity. Clarity isn't a feeling. It's actually a decision. Okay? You can decide right now that you are clear enough that you have enough clarity. Even if you can't get on board with that, you can tell yourself the clarity is on the other side of this action. That might be the one that helps you, right? Which is like, I don't feel clarity right now, but that's not an excuse for me to sit back and to continue thinking and ruminating and Optimizing and refining. I have to get to clarity. Clarity is a destination. Okay? And you have to first decide that you're going to go. You're going to go there. You're going to do what's required to get to the clarity. Okay? So what does getting to work actually look like? If we're going to stop optimizing? What am I really talking about here? Let's demystify what I mean by execution. So this might look like many different things, but here are some examples. Send the email even though it's imperfect. Okay. If you're drafting up an email, instead of reading it again, again. And just send it. Just send it. Just ship it. Right? Host the call before it feels ready. Whether that is a webinar that you're creating, a sales event, a launch event, a sales call, a coffee chat with somebody, a networking call. Do it before you feel ready to do it. Okay, how about this one? Repeat the same message instead of reinventing it. I've been talking about this a lot. I think here on this podcast, and certainly with my clients, it's okay to be a little bored. Repeating the same message. Okay? That doesn't mean anything has gone wrong. You want to say it louder? Stop reinventing it. Okay? If you want stimulation, if you want excitement in your life, can I recommend crochet or mahjong? Okay. Find something else to stimulate your brain. I'm not saying that your business needs to, like, bore you to tears, but don't put that kind of pressure onto your business. If it's a message that's converting, that's the key thing, right? If it's a message that people are resonating with. If it's a message that, you know, signs clients, for the love of God, repeat it. Don't throw that out just because you're bored. That is a huge mistake that I see lots of people making. And frankly, I've made it myself, where I'm like, eh, no, I'm just gonna reinvent. I need to do new and different. I need to shake it up. For what? Right? For what? Repeat the same message if the message is working. Another example of how you can get into action and actually get to work is follow up. Follow up. Even when it feels awkward? Especially when it feels awkward. I have this joke with my clients and with my friends, which is if you are. If you come to me and you start a question with, should I reach out to. The answer's always yes. There's. It's never no. I don't think you should reach out to that person you're thinking of. No, you're. You're. You're thinking of them right now. I know you are. Reach out. Okay, Pause this podcast. After this podcast, go follow up. Yeah. You know the one, the person who you were talking to that went cold. The person you've had on your list, the person that you've been meaning to reach back out to, the person you met at the networking event. Reach out. It's okay that it feels awkward. They're gonna be happy to hear from you. Okay. I can almost guarantee that. So one way to think about this is you can think of optimizing and is planning for confidence. Okay. Optimizing is planning to try to get to more confidence, right? You're like tweaking and hoping that you create the feeling of confidence before you move forward. Executing is acting without it. Okay. I know it's unsettling and uncomfortable to take action without total confidence, but experienced and successful business owners know this to be true. The confidence really does come on the other side of the action. Momentum really does come from repetition, not inspiration. I find this to be true even with my workouts that I do. Right? When I don't have momentum, I have to get it again by creating repetition. So, perfect example. My gym is closed. Every gym is closed because of the snow. Maybe for some of you, the ice. If you're in the United States, in the middle of the country, right? Like, we can't go to the gym. I've got to take my steps on the treadmill. I find that when a few days pass where I don't go, my momentum is broken. And I certainly don't have inspiration. Like, I will not be inspired. When the gym is open again, I'm not going to feel inspired. I'm only going to get back to momentum because I'll have to tell myself, you just need to create some repetition stuff. You just need. You just need to get in some reps. And that's where the momentum comes from. And then it's easier to wake up the next day and go again. Okay. When you don't feel inspired, when you don't feel enthusiastic, it's just a sign that you need to get into action. It's as simple as that. I was sharing with some clients last week that when I launch and I'm highly, highly visible, and I'm doing the most right to get in front of my client, my ideal clients, and invite them into my offer, I am always riding that emotional roller coaster, just like anybody, right? I'm always like oh, maybe I should just stop. Like, you know, everything we've already talked about, right? Like my desire to start analyzing it and start optimizing it and avoid it, all of that is there. But I have found over and over again that in my launches specifically, I always feel better if I just start moving. I always feel better if I just execute on an idea. So instead of spiraling and freaking out and being like, oh, I don't like how this is going, like, is it really going to work? What if this is the one that fails? I just tell my brain that's enough. And I go live on Instagram or I make an extra podcast or I write an email about an objection that I got on a sales call. And every time, 10 times out of 10 after I take that action, I feel so much better. I'm like, but you wanna know why? Because I, I am taking the action that is going to create the result instead of sitting back and feeling crappy that I can't tell if the results are coming. You're not powerless, you're not helpless, and you never were. You just have to start moving. Okay? So I wanted to also introduce a simple framework for this. Really, really simple. And it can just, I think, really help. So I was like really breaking down how I'm focusing on this, how I'm keeping things boring, how I'm keeping things productive instead of the reiterating, re optimizing and the reinvention all the time. So think of it this way. Decide, do, repeat. Okay, how's that for a boring framework? Decide, do, repeat. Decide means you make the call once you make the call once, you make the launch plan once you pick your dates once, you pick your price once, okay, stop reopening the decision, stop asking more people for feedback and just commit. Also, another decision you need to make when I say decide is decide that you're going to see this all the way through. I cannot emphasize this enough. This separates successful launches and successful sales campaigns and successful sales in general from lackluster is the lack of commitment that I see of going all the way, okay? And not quitting on it early, not getting to day three of a seven day launch and saying, you know what, I don't like how this is going. I'm going to either quiet quit and just kind of fade and like just do the bare minimum, phone it in, or just outright quit, shut it down. Okay? You have to decide right now that you are going to see it through all the way no matter what, okay? And you can have the thought, I don't know how this is gonna go, even when my brain is trying to show me all of this evidence that it's not going well. Okay? Like I said, I have seen things turn on a dime in a way that feels nothing short of miraculous for myself and for my clients. You don't wanna deprive yourself of that. And you will deprive yourself of that if you don't decide that you're going to see it through all the way. Okay? So that's decide, do. Okay. When we think about doing stuff, I want you to think about taking the smallest action that creates movement. Okay? It doesn't have to be grandiose action certainly could be. But like I said, it can be the little stuff, you know, like me right now. Just get this podcast out there, send that email that you've been thinking about, Reach out, tap that person on the shoulder who keeps coming to mind. The smallest action will create movement. Go live on Instagram, create a broadcast channel, come up with a new reel, right? That smallest action will create movement. Now, I think it's important, you know, let's think about aligned action. Let's think about not frantic action and doing stuff just for the sake of doing it. Don't overthink this. But really going back to that question I had you ask yourself earlier, of what can. What action can I take that is going to move it forward today? What action is going to get me in front of more of the people that I can help? And then just take it. Just take that action. Okay, Ship it before you feel settled. That's the best time. Okay, you're not going to feel settled. Maybe you could just accept that, right? Really advanced business owners know this. We never feel settled, right? Rarely. That's just a circumstance that we accept. Okay, ship it. Ship it before you feel ready and then repeat, okay? Repeat, repeat, repeat, repeat the same actions until your results compound. Okay? No resets, no reinvention. Commit to it. This is another thing that I see going wrong with people that I help is like, they give up on it after a week or two. They're like, I didn't see any results, y'. All. You gotta think about 30 days, 60 days, maybe 90 days. Come back to me. If you've done the same thing for 90 days, okay, for an entire quarter, then we can talk about it, right? Then we can see if we need to actually change up your strategy. But too often, we are, you know, thinking that we. We should get instant results and thinking that something has gone wrong when really we haven't given it time to work. I see this one a lot as well. Okay? So that's on repeat. No resets, no reinvention. So here's an example of how this very simple framework might look. Decide, decide. This is the offer. Okay? This is it. This is my offer. This is my one on one offer. Boom. Do talk about it daily. Every single day. Repeat, same message, new day. Same message, new day. Obviously, you're not gonna have the exact same words coming outta your mouth, although sometimes you will. Right? But the same core. You're gonna talk about the same core problem and the same core solutions and the same core offer every day. And if you think that sounds boring, I just wanna challenge you to be okay with that. Like, boring can be great. A lot of people, most of you come to me and you say, I want stability, I want to be stable, I want predictable. Do you think stable and predictable are like super duper, like, stimulating? No, not really. If you are somebody who wants stability, this is how stability is created. Okay, now I want to share something interesting that I was actually just having a conversation with a friend of mine. I was having this conversation with a friend who's having a really tough launch. In fact, she shared that it's been her worst. Okay. I was so impressed by this conversation because instead of packing it in and crawling underneath a rock to lick her wounds, which we would all be very tempted to do, she started sharing with me all of these creative ideas that she has for actually extending her launch until she hits her good enough goal. Okay? So instead of being like, oh my God, that's it. That failed. Like, ugh, let me go take the next 30 days to cry myself to sleep. She was like, no, no, no, I'm gonna extend my launch. I've come up with this whole extra thing I'm gonna do. I have this new way of reaching out to. We're going to keep going until we at least get to this good enough goal. Right? It would be so easy to stop short. It'd be the easiest thing in the world and the most justifiable. But this is where real CEOs are forged. I really admired that grit in our conversation where she was just like, yeah, we're just going to keep going and we're going to figure it out. Like, until I hit my number, we're going to keep going with and, you know, like, we're going to. That's where some of the iteration can happen as well. Let's try something a little bit different. Not abandon the plan, but maybe add in something else. Again, leading with that action. And I just wanna remind you that consistency, consistency will always beat customization. People aren't looking for tons and tons of, you know, brand new, different all the time. Consistency can be every bit as comforting. Simplicity is what actually scales. I've been saying this one for a while, right? Simplicity is what actually scales, and it's what you're actually craving. Whether you realize it or not. Simple plans are executable under pressure, okay? Simple plans are what you will actually be able to execute under pressure, even when life gets noisy. And believe me, I know how noisy life can get. As I record this, we've got a massive snowstorm that's hit half of the United States. Very scary. Preparing for, lots of us didn't know if we'd have power. Very, very noisy. Okay? We have news. We have horrific news cycle being bombarded, you know, with scary things every single day, right? If you have a complex strategy, if you have a really complicated plan that will require perfect conditions, okay? Think about that. So the second you hit a speed bump, the whole plan goes up in flames. Has this happened to you? I know it's happened to me. I'll give you an example. If I create a really, really detailed, complicated, like, content plan. How many times have you made a content calendar? Oh, I'm gonna make this really, like, detailed content calendar, and I'm gonna follow it every single day. I'm gonna post on Instagram every single day. And here's all the topics, right? And it's complex and it's, you know, I spent all this time making it, and then the second I get sick, kid gets sick, snowstorm, whatever happens, the whole, well, now I'm behind. And now I've abandoned that content calendar completely. And you know what I do next? I go and plan it again. So now I'm re optimizing right now I'm making a new plan, okay? So I want you to think about simple plans. Simple plans are executable even under pressure. And the other thing to consider is that your sales don't automatically grow just because the conditions are perfect. So a lot of times we're waiting for things to be perfect. I hear this from people all the time. They're like, well, I don't think I should launch right now because terrible things are happening in the world. Or I don't think I should launch right now because it's summer or it's Christmas or it's whatever, right? But that's assuming that you're automatically gonna do better just because the conditions are quote Unquote, perfect. Which, first of all, will never happen. But that's not what. What creates great sales, right? That's not what does it. So I want you to think about calm launches. I know y' all want this. Predictable sales, less emotional whiplash. That's what we're all after, okay? You have to have a plan that matches that result. Calm launches, predictable sales. And less emotional whiplash is not going to come from frantic energy. It's not going to come from super duper sophisticated, crazy complicated. That's not where it's going to come from at all. I'm thinking of clients that I've had, that I work with, who have been able to achieve this, where they are. And they've earned it, right? They're at the point where they have what I call repeatable sales systems. Okay? You're going to be hearing more from these clients as the next few weeks kick in. I'm going to be bringing more of them onto the podcast. But I've had clients who've been able to hand their entire launch process to an assistant and have it be executed by someone else and hit their best launch ever. Okay? That's what we're after. That happens with a simple plan. That happens not by reinventing the wheel. That happens by taking. Here's what worked. Let me put a little bit of a spin on it, okay? We're not gonna totally, 100% repeat it. Cause that would get old. We're gonna freshen it up, okay? And we're gonna be able to hand it off so that I can go live my life or process grief or whatever you've got going on in your life. That's the goal, okay? The goal isn't to work harder forever. It's to remove friction. So really think about that. If you have resistance to having a really, really simple plan, and then you're like, this just sounds too simple. Think about the result that you're trying to create, okay? So again, this is all about returning to what works, finding what works and doubling down on it, okay? If you've been circling, if you've been waiting, if you've been complicating it, I just want you to know you didn't mess it up, okay? You're not behind. We're also. Okay, it's end of January. As I record this, I'm already starting to hear the. I'm already behind chitter chatter. Do a whole podcast episode about that, okay? There's no such thing as behind. There's no such thing. Okay? That's not real. There's no such thing as being behind. And the reason why is because you're literally just one decision away. You're one decision away from making it work. Just get into action, okay? Don't think about being behind us doing you no favors. Get out there. You know what to do. Make it work. Double down on it. Okay? I hope this episode has been helpful, my friends. I hope that you can think about stopping, optimizing, or at least getting into movement before, like, doing optim. Doing the optimization where it belongs, and really getting back to what actually works. All right, I will see you all next week. I can't wait. And until then, I'm wishing you the courage and the clarity to go after what you love.