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#56: When to Hire, Who to Hire, & Summit Team Structure
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During this episode of the Marketing Matters™ Podcast, Ashley shares: When you should hire a team for your small business Who you should hire How to think about timing and compensation The behind-the-scenes team structure at the Power of...
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Welcome to the Marketing Matters podcast for small business owners, entrepreneurs and really anyone who has anything that you want more people to find. Because you being the best kept secret helps no one, right? And that's because you can be so great at what you do. But if you aren't great at advertising what you do, then no one can find you, right? That's why in every single episode, I'm going to show you how you can use paid ads to hit your goals 10 times sooner. It's time you finally learn how to win with paid ads. I'll show you how to score and be known by more. Let's get started. Let's talk about your team and how you decide when to hire, who to hire and honestly, let's talk about the event team that I had at the Power of Paid Ad Summit and what roles people played and how did I know how to have different roles, who did what, why, and just talk all things team. If that sounds good to you, I, I'm going to share with you some thoughts even outside of just the event team, specifically about how I like to approach the team and hiring and what that looks like. So I'm going to talk to you about a lot of things that relate to, you know, when do you do it, what does it look like, all that. So I even wrote down some notes per usual. I've got some stuff here, but Emily Rowlett, her and Rachel Altri own a company called Rally and they are in my mastermind. And Emily was listening to the episode about the summit, the previous one, and she was like, I have questions about the team because they're, you know, at the end of the, of the summit, I had my team come on stage and I thanked them person after person after person. And I had a few people actually share that. That was such a good demonstration of actually visually seeing how big the team was at understanding what size team it takes to put on an event like we did. And so I wrote down like all the people who are part of that team, how I made decisions and knowing that, what their role should be. So I'm just gonna rapid fire through some of these questions and thoughts that you may have about hiring and delegating a team. And the first piece of advice I'm gonna give you is to go read the book 10x is easier than 2x. It is linked below this episode that's actually required reading in my mastermind. I'm like, hey, if you're gonna, if we're gonna work together, let's be on the same page about how we think about 10Xing our business. Let's. Let's do it. Let's speak the language together. So I'll link to the book below. And so there's also this book called who not how, and I'm not finished with it, but it's also really, really good. So I'll link that one too. So just giving you some other perspective from people that I have learned from. And also, before we jump into the questions and given feedback, I want to share with you two things. Number one, the Win with Paid Ads challenge. The next one you can go ahead and pre register for. We sold out of the VIP nearly a week prior. So if you want that feedback on that coaching and that collaborative VIP room, then you're gonna want to go ahead and register for it now. Even though it's gonna be a little while until we did the next one. Um, and if it's on when you're listening to this episode. Actually, actually. So if you wanna register for the Win with Paid Ads challenge that you can learn the strategy to actually become findable automatically every single day, then click the link below and join the Win with Paid Ads challenge. The other thing is depending on when you listen to this, if you're listening to it kind of in real time, it's early February. As I record this, I'm actually launching a book. Okay. And I'm launching it near the end of this month. And if you would like to be a part of that book launch crew and just help more people find this book and celebrate and just be a part of this team, if anything that I've ever taught you has added value to your life or encouraged you or helped you become findable or helped you with your ads, it would just mean a lot to me to have your support on this book launch. We're going for a really, really big goal with the book launch. And I've learned so much from my book coach, Michaela Matthews. She is also in my Mastermind and Blowing Up. So if you want to write a book, I would get in touch with her quickly before you're going to have to be in line to get her autograph with how popular she is. I'll link to Michaela's Instagram below this. I just love loving on my people. It's just who I am. Anyway, I've learned so much from her and we've got this big goal and it would just mean so much to have your support on it. So if you are curious about being on the book launch team, I want you to email infobr.com and say book launch team and the headline and we'll let you know how you can get started on that. We have a few ways that you could support. So, so grateful for you for even considering that. All right, let's jump in to team stuff. So my first the p. The first person I hired was Laura Beth Denton. And Laura Beth, people always ask like where did you find Laura Beth? She is just a gift from God. Like I don't know what else to explain it. Like she's just such a wonderful human. And what's cool is we were actually friends before we worked together but it was actually in high school so we went to high school together. We were very close. I spent the night in a sleeping bag on her parents floor in her basement with all my high school friends because we in high school, I mean I don't know the story behind this, but we definitely didn't drink at all. We just drank a bunch of hot chocolate and ate McDoubles from McDonald's after football games. And then we would all go spend the night at Laura best house because she had the biggest house with the basement and her parents were awesome. She had a pool like she had the cool house, you know what I mean? And so we just wanted to be there. And so we were friends in high school. Then in college I went to Georgia, she went to north Georgia. So we kind of like stayed in touch a little bit. I think I might have saw her once or twice over college. And then I decided after working in paid advertising it was probably, I don't know, six, seven, eight years in. I decided to create a course called how to land a job in digital marketing. That course was an absolute flop. I spent 200 hours, I'm not kidding, at minimum, 200 hours researching how to launch a course, how to build a website, how to use Kajabi. I. I did build my, my course on Kajabi, my current one as well. I'll link to Kajabi. I highly recommend Kajabi if you're a course creator or have an online training situation. So I'll link to Kajabi below. It's what I use. And I was doing Kajabi on my own. I didn't know how to use it so I was watching videos like googling how to use its own platform like how to create an offer in Kajabi Kajabi training. Like that's what I would type in. So I self taught. I was googling how to get an LLC set up. I was googling how to open a business bank account. I mean, I was just figuring every single thing out. And so I built the whole business from every email to every ad, to every website, everything. I did it all on my own before or after my full time job while I had a small human. So it was wild, right? Cause I, you know, had a baby, had a full time job, and then was just spending every minute before and after. Like I had probably a year where I didn't scroll on Facebook or Instagram at all. I was like, I just wanted to get this business started. And I had spent so much time, so much energy, so much money before even getting a sale and then made this course that like, absolutely didn't sell. Now granted, I didn't advertise it very well, which is so funny looking back. I'm like, why didn't you run ads to your course? What a thought. But at the time it was like, about how to get a job. Like, I wasn't selling the ability to teach and help you grow your business with advertising yet. Right? Like, I was so good at advertising, but the idea of teaching people advertising, like, truly all in had it crossed my mind, which is so funny because I was consulting on the side doing all this stuff, helping business owners left and right. But like, the idea was like, oh, people just need a job in marketing because it's so fun, they should do it. This is a great job to have. And created this course, it went terribly. Laura Beth was one of the only people that bought it and she did not get a job in digital marketing. But what she did do is she told me, she said, ashley, when this thing takes off, because I know that it will, I would love to be a part of it. And I was like, that is so kind. And I'll never forget that comment. And so when I got to a place where I was like, okay, I'm actually creating this course on like teaching people how to do ads. And I had done it and done it on my own. Like, I was the one sending confirmation emails, I was the one following up. I was the sales, I was the marketing, I was the technology, I was the hire, I was everything, right? I'm wearing every hat as you do when you just get started, because you're the only one that can at the beginning. And so I finally was like, okay, I need help. Like, I'm actually getting sales. We're actually generating some revenue here. I had some clients have some big wins. If you've been listening to the podcast, you've heard so many of them actually have so many wins. I can't wait to share with you on the podcast this year. I'm like, okay, that's on my to do list of, like, meet with my clients and share their stories. So I'm gonna do more of that. Anyway, Laura Beth's thought remained with me, and so I reached out to her and I was like, laura Beth, there might be something here. What are your thoughts on working hourly? And so I ended up paying her for 10 hours a week, hourly at the beginning. And I told her, I was like, I can't afford what I want to pay you, but here's what I can do right now. And she's like, I'm in. And I was like, here's. Here's the dream, and here's what's so important with you when you delegate and what you like. The mindset I want you to have about it is sell the people working with you as long as you believe. I mean, don't sell people on a false belief, right? But if you believe in your core that your business is going to grow and you've got the data that's helping you make a decision to hire, because you know that there's. There's scalability here, just sell them on the vision. That's what I do. Every person I'm about to share with you, I was like, hey, there is a big opportunity here long term. And if you're okay with not having instant gratification of drastically great income immediately, there is a play in this company where we are going to change lives, we're going to change families, we're going to change generations. We're going to change the way that women run businesses for the rest of their life. We're going to allow them to have the business and be found and actually grow and do all the things. And I sold them on the vision. And I was like, I will pay you more, I promise. It is my priority to say, how much can I pay Laura Beth? How much can I pay every person on my team? And I'm going to share with you kind of how I've approached some of that stuff so you can see where we're at. But she was in. She was in on the belief. And I think it's so important for you to find someone who does not demand instant gratification immediately when you are just beginning and starting to grow a company. Like, I get, there's going to be a place where it's like, I'm going to have a position where I'm like, hey, this is the Starting salary, it's going to be great. But initially, it's just like, you got to do what you got to do, because profitability, like my job and your job as a business owner is to maintain and grow profitability so that you can have a business. Because if you don't have profit, you don't have a business. I mean, you. You can still have a business. It's just. It's. You can't have no profit for so long. You know what I mean? Because the business will die. So I was like, here's where we're at. And she was all in. And so that was. Let's see, timing wise, it was probably. Let's see, it was 2022. It was the end of 2022. Okay. So at the end of 2022, I was like, hey, can you do part time? And then the beginning of 2023, so, like a couple months, honestly, because I was preparing for my first summit. Well, she showed up from Idaho in January, and I remember telling Kyle, I don't have the money to pay her, but I need to pay her. Because I just read in this book that the only way to grow is to invest in your team and to delegate. He's like, yeah, that's how businesses work. And I'm like, oh, all right. Well, I'm ready for that. And I was drowning. I was drowning. I was drowning. I was drowning. I was getting very little sleep, and I'm like, I need help. I need more help. So I told Laura Beth. I was like, when can you, like, be full time? She's like, two or three months. Because she loved her church so much, she wanted to take such good care of them. I'm like, God, I love you more for this with your loyalty and care. And so she ended up joining. And very quickly, we were like, all right, there. There was a full. There was full time hours there. And we keep looking back and we're like, how did I do all of this for so long? And I was like, I don't know, probably why I was going insane for just a minute. But it makes you, like when you are working so much that it, like, forces your hand. Like, that's. That's how growth happens, in my opinion. You're not, like, when is the right time? It's like growth forces your hand, and growth forced my hand. And I told Laura Beth I would pay her more. And within a couple months or when I. When I brought her on full time, I remember asking her, I'm like, what is the amount that would allow you to confidently leave your current position and feel really good about where you're at. Just tell me. And I actually asked that months before I offered her the full time role because I wanted to have a goal in my mind, like, what would it take for you to do this and be, be happy about it? And so she shared that number with me. And at the time I was like, how am I going to do that? But I, I just like, I was like, okay, I know the value's there. I'm gonna, I'm gonna make it happen. Well, when it was time to make the offer, I remember things were just still tight in the business. And I looked at Kyle and Kyle was like, pay her this amount more like. And so we did and it was so worth it. And I told her, beth, I'm gonna start you here. But I know that we're going to grow. I'm going to grow and going to grow and going to grow. And long story short, the growth forced our hand to actually hiring Katie full time in October of 2024, and then Lacy in November of 2024. And then I brought my mom on part time January of 2025, which is last month. And so I've also delegated more things in the business too. So I have Rose, who is what I call my like life assistant, Executive life assistant. Like, she does everything from. She owns her own facial company that she uses ads to get leads from. So when she's not went in with her Google Ads is a one man band at Unfiltered Esthetics here in Woodstock. If you need a facial, call Rose. She is the absolute best teller I sent you. And so when she's not doing that, she's helping me. She cleans the house, she does my facials, she helps watch the kids so I can have date night with Kyle. So like I am, you know, have found the people in my life that I trust and I, I asked for help and support and paid them well for it. So my mom is now in part time. She helps in the morning just getting the house cleaned up with groceries like I. And she's retired, so it's such a blessing. I get to see my mom every day. She gets compensated for her how she's changing our lives over here and keeping things sane. She's picking up the kids as I spend this message. So my kids are getting to build relationships with other people in their life that love them so much too. So the way that I like to think about hiring specifically, I'm going to be honest, I actually like, and the Katie who's full time, and Lacey who's part time. She's my events strategist. Or what is Lacy. All right, Lacy, I gotta look back at you. It's like, events director. I don't know. Lacy is planning the book launch party, I'll tell you that. And then Katie, she helped create the workbook for the program, she helped edit the course for the program, she has helped track our data, and she is also now helping with social media. So Katie does a lot of incredible things, and we're working on getting very specific roles and. But we're just in a growth phase where I. Everyone I brought onto the team, I was like, you're gonna wear a lot of hats for a little bit while we figure some stuff out. Are you okay with that? And everybody was like, I'm in. But here's what I wanted to tell you. And I pray that this is the case. It may not always be the case. Maybe I'm being a little naive on this, but I only want to have people on my team who want to be here. And so Laura Beth proactively reached out to me. Katie proactively reached out to me. Lacey proactively reached out to me. They, like, made the first move, like, hey, I see what you got here. I'd love to be a part of it. That meant so much to me because it says that they cared enough to say, hey, I see value, I see impact. I see how you're changing these business owners lives. I want to be a part of it. And so that's actually really important to me. I'm like, over here praying. I'm like, jesus, can I only find people that actually want to work here versus me ever having to post, like, hiring, Like, I don't know. I don't know. I'll keep you posted on that case study. But so far, that's kind of how it's worked out. And mom was like, I'd love to help out if there's any. Like, I remember mom being like, hey, what? What can I do? And so it's just been cool that everybody on the team, they actually wanted to be a part of it. And so I think what that means for you is, like, really keep your eyes peeled for people that make comments that are like, I see what you got here. I'd love to be a part of it. Like, really put that in your back pocket. Don't overlook that. Because every person has ever reached out about the business. I. I think about that, you know, so that's one Thing. The other thing is. Let's see. I also. Beyond the team that I have, because. Right. So right now we have Laura Beth, director of operations, we have Katie, we have Lacy, and then I actually have a few other people. I had recently outsourced social media, but I decided to bring that in house for this year just because there's so much like with the podcast, with YouTube, with everything, I wanted to have social media in house just to have one person who that's. They're. They're really immersed in the messaging. So I did outsource that last year and it went well, but I just. I wanted to have that in house this year. But I also have now a CFO and a coo, but they're part time or not, but even part time, they're like 1099 contractors. They're essentially fractional. So, like, I am CMO for my cfo, and she's just like, we. We traded. So I knew as the revenue started growing in the company that I was like, I need help knowing what to invest in, where to put money, where to do the right things with money. And there's so many things I thought I knew that I didn't that Hannah really helped me with. So Hannah is my CFO at the Wealth Collaborative. So she and Allie, they're my CFO duo. They helped me with the business. And again, it was like a your hand is forced thing. Like, I was voice memoing Hannah because she's one of my closest friends, and I was like, hey, this is where I'm struggling. She's like, ashley, that's me. Let me help you. And she was so bought in on paid advertising. We were like, let's do this and let's. Let's help each other. And so we have. And then one of my clients who joined my mastermind, Melissa, she actually spoke it Summit Melissa Franks, she joined my mastermind, did the retreat, did the whole shebang. She got over six figures in return, is super happy. She's like, this is amazing. And I've been so sold on her through working with her, which is so funny because the more I get to learn about the women that I work with, the more I'm like, hey, we should work together. Like, also. So it's just been really cool. In fact, so many of my clients are now clients of each other's, which is just one of the other advantages of getting in the room with people who are doing big things is you're like, hey, let's help each other. But Melissa now consults with me for operations stuff. So helping me with scaling, helping me think through team stuff. Like she's my sounding board. And then Laura Beth kind of works directly with Melissa so that I'm not having to like, as certain challenges of scaling and team and structure and offers and just operating the business comes into play, Laura Beth gets to work with Melissa instead of having to come to me with all that. So it's just we've really created this team of full time, part time and contract teams to be able to have a bunch of brains. Because here's something I know for dad Gumpture and it is that I am not the smartest person in the room that I'm in. Like, I am like, I know ads, like get me. All I want to do is launch ads all day and talk about Google Ads, YouTube ads, TikTok ads. I don't know as much these other areas. And so I'm the first to recognize and be humble enough to say I need help and I believe in paying value for support and I want to pay as much as I can. In fact, fun fact about me, after I met with my CFO and coo, it was like the Saturday or Sunday, like the summit ended, y'all on Thursday. On Friday, I treated my team to a spa day. I said no matter what the result of the summit is, we're, we worked our absolute fannies off, took my team, we had brunch, we went to a spa day together, we got facials, we got body scrub, massage things. It was kind of interesting. So we did that. It was so great. And then Saturday I was talking to my CFO and COO and by Sunday I was calling everyone on my team and giving them a raise before I took a single bit of that profit from the event. Which honestly, after we looked at the expenses, long story short, I'm not even going to go into that. But what I did is I could have like taken money for myself first and instead what I did is I poured it right back into my team. Like it wasn't even Monday. I couldn't even wait until Monday to call my team and say, hey, thank you for all your hard work. I know I told you that your compensation would continue to grow. And as a result of that, we just had an incredible week and I'd love to start here. So like all of my team got just thanked. And so that, that's what I, that's what I care about first is them, you know, and so I just think that when you do what you say you're gonna do, I mean, Lacey and Katie have been here for less than a couple of months and, like, they already got a raise in their compensation and Laura Beth has gotten like four raises and a bonus at this point. Like, it's because I'm learning as I go. I'm going. And I, I know that the, not only the compensation will be great, but the flexibility. I'm super flexible. So one thing I want you to think about is money matters, for sure. And, you know, so does flexibility and vacation time. Like, I offer unlimited paid vacation. So as long as the work's done, go have fun. I. You can work from anywhere, anytime, as long as the work's done and it's done well, I'm great. Like, let's serve these business owners and these clients, and as long as they are happy and taken care of and loved on and winning, we're good as a team. That's kind of how I've approached it. So when we think about the summit specifically, let me map out kind of who I have there. And oh, also, I forgot I have coaches on the team. Hello. Caitlin and Meredith are coaches on the team, and both of them coaches. So with my programs, basically I am in there coaching as well on strategy and my team is also in there coaching too. So it's just a tag team approach now because I have found people who are such great teachers and also so good at this method that I've developed. And so it's really nice that now it's not just me, it's like it's a whole team approach to coaching our clients, which is great. So they helped at the event. They also help with those coaching calls and getting to work with the clients, which is lovely. And I just have a set rate that I've worked with them on and same thing. It's like it's going to continue to grow and grow and grow as the business does, because so much of this is learning as you're going, learning as you're growing. All right, so let's talk about the setup at the event itself. Like, who, what were the team? What were the roles? How did you know to put on an event like that? Because some of you are. I mean, you may be listening and you're like, hey, I'm really curious about putting on an event and couldn't be a bigger advocate for it. Just so special getting in the room with humans that you get. You love working with. So. All right, here's what I had on my team. I'm going to rapid fire. You ready? So I had Jensen At Rainy Beauty, she did my makeup. Why did I have someone do my makeup? Even though I love doing makeup, I needed to be able to think in that chair each morning before the day began. So I was talking to myself. I was editing and reviewing my notes. So I had Jensen help me with my hair, and then I had Starla help me with my makeup. Oh, sorry. Jensen was hair. Starla was makeup standing by. Starla is her Instagram. And basically they came each morning and walked in around 5:30ish. And we got started, me and Hannah, my MC, had got our hair and makeup done at the same time. And then Rose. Rose was the, like, executive life assistant. So Rose was helping me stay on time. She helped me with changing outfits. She helped me by getting coffee and food and packing my stuff and transporting. Like, she was just there for everything. Like, making sure I stayed hydrated, giving me gum when your breast stinks. Like, like, hey, you need to fix your hair. Like, she was just there to help me get to my next place and just help. There are so many, like, little things where it's like, oh, no, I don't have a hand for that. And Rose was just there. And obviously she helped make my skin glow because she owns Unfiltered Esthetics. And so if you live anywhere near Alpharetta or Woodstock or Canton, you need to go see Rose because she did this whole, like, red light thing, this cool therapy. I mean, there were. There was steam. I can't even explain it. She is why my face was glowing at Summit. So. So I had help with that. I think having an event. Well, okay, so let me back up, back up. Last year, it was just me, Laura, Beth, and our moms. So if you think about the Summit, I was like, the one working with Audio Visual. I was the one greeting everybody when they came in. I was the one introducing. I was the emcee and the host. It was so much. And so it was kind of chaos. The first year. It still went well, but it was like I was doing 17 people's jobs. I wasn't able to, like, watch the speakers or really enjoy their stuff because I was doing running around like a chicken with my head cut off. But again, I think that scarred me so bad. I was like, I need a team. Just pay for it. Just pay for it. Just, just. Just pay for the value that the team can bring. And so I was like, I'll never do that again. So. All right, we had that. So I had. Meredith is one of my coaches. She was side stage manager, so she was Helping with like running mics. She was making sure everybody was ready before they go on stage, helping with microphones. So Meredith was side stage and then Kristen at Yes. Events she worked with Tony Robbins, Russell Brunson, Amy Porterfield, some of the biggest names in the industry. She helped them host virtual and in person events. So she was like my event strategist. So she helped with some of the messaging and the flow and actually the order of the events so that it ultimately was beneficial for everyone attending and also gave them the right guidance to actually feel like buying at the end if it was the right fit for them. So she was really helpful. And then Macy, obviously at the salesgirls, she's my sales coach so she really helped me with my messaging during the actual summit. Now I'll be honest, I didn't, I was not the best student. I developed some of my messages a little bit late so that I wasn't able to get as much feedback just because I waited till last minute. So. But Macy is the one that has led me to feel so confident in selling what I have to offer so confidently. And there's just so much I could say about her and the sales girls. But she was one of the speakers at the event and so she was helping because she had just hosted an event herself in the same location. So she was helping with just event strategy stuff as well. And then we had Melissa back there. She was just helping with the whole operations of the event. So was Laura Beth. Just the overall operations, which operations. It's like the order of the events, the pro, the actual process, the nitty gritties, the steps, like the what happens. That was Laura Beth and Melissa and then Hannah was the emcee. You, you definitely want an emcee in an event, even a virtual event, it could be helpful to have an emcee. She had Rose, Macy, and then obviously I had my family. So I had Kyle. Kyle was like dad, dad duty, but also number one fan. So like Kyle was waking up early, taking the kids to school, coming to the event venue, sitting in the front row and then going to get the kids and then taking it back home and doing bath time, bedtime, whole shebang. So he was just, he deserves a shout out as well. And then my mom and Janine, they helped with. I honestly don't know. I didn't see them very much because I was doing a million things. But they were helping with setup, they were helping just with lunch and check in and just making sure everybody was good as like food and coffee stuff go on. So that was great. And then Lacey, so Lacy Hunter, she helped plan the actual event, like the catering and the signage and the audio visual and the booking and like paying for things. Like she ordered the books, she got them delivered, she delivered the workbook, she did the setup. Like, she like actually made the event happen. Like logistics wise, there's so much more, but that's what she did. And then Katie, it helped with audio visual. So she was working with the audio team to make sure they had the right slides and the right images and the everything on screen. And I'll be honest, it wasn't Katie's fault at all. There were definitely some glitches with the audio stuff when I was. But you learn as you go. You know what I'm saying? So she did an exceptional job. And Kenny was just. And Lacy too, they were just chatting with people if they had questions. Because then at the end of the event when there was a way to work together, like they were talking with people, helping them understand what the programs were like. So they were just there answering questions. That's kind of the setup of the team. So we had audio visual, we had operations, we had, I mean like Lacey got the gift bags for the speakers and like help me do the notes to the speakers and to. And help like get the awards printed that we had on stage. Like all the logistics stuff, I would say. So there's like event setup, there's event strategy, there's messaging. I was advertising, in case you're wondering. I did all my own ads. Do I still do them? Yes, I love doing my ads. Eventually one day I'm sure I'll off, I'll off board that, but it's going to be like, it's gonna kill me because I love it so much. But I did all the advertising and filling the room. I did a lot of the emails. Like I almost do. I actually do almost all the email. Laura Beth does like logistics emails, but I do like the messaging. Like I write my own emails. I do my own podcast. I do my own podcast. Somebody. Oh, pray for me. So, yeah, that was kind of the team. I'm looking to make sure I didn't miss anything. Katie, mom, setup, crew, hair, makeup. Macy, Rose, Kristen. Okay, I'm missing someone probably. And when you listen like, I love you. I wrote everything down, I think. But so, yeah, that's the, that's the process with the event. There's all, all these different pieces to. It's definitely a teamwork makes the dream work situation. But what I can tell you is it was Just so worth it, having a team work together for one mission. And everyone was so bought in. Everyone was so just calm in the chaos. Because behind the scenes, it was wild. Cause it's a live event. Like, things are changing in real time, and they're like, oops, didn't think of that. And so you just learn as you go. And every event that we do is going to get better and better and better for you, for the team, for everything. And so I think the last thing I want to leave you with when it comes to your team is it really just matters that you have the right person. Skills can be developed, but the person you can't. You're gonna have a hard time changing. Finding the person that cares about the mission, finding the person that will go above and beyond proactively. That. That's a different type of human. And you know that because you're probably that person. The person that will do whatever it takes and just love bringing value and helping change the world like that. Find that person. And if you have red flags about the person, just don't hire them. You can pray for them, you can guide them on the right way, but don't. Don't hire them on your team unless they're the person that sees the vision. I really value and reward loyalty, and I just feel like, if you're gonna say that, do it. So I take care of my team. We have, like, a wardrobe stipend because I want them to feel fabulous at any event. Like, there's so many little things. It's like, how can you love on your people, incentivize your people for success? I mean, I'm working on all kinds of stuff just to continue to grow this company so that our clients win more than ever and so does the team. All right, if you have other questions about the team stuff, please reach out to me just like Emily did. I'm so glad she shared this. I hope this is helpful as you think about your team. Oh, my gosh. I forgot someone. Boom. All right, so Hannah Huber. She is. And let me make sure I said her last name right as I pull this up. So, Hannah, one thing I didn't talk about. Oh, and I also forgot to tell you, like, as far as, like, team stuff. Laura Beth. One of the things she did was get the website ready for the summit for the offers for thank you pages. Like, everything. So she helped get the, like, the logistics of the whole purchasing process. Like, Laura Beth, I would say, kind of owned the purchasing flow from how do they get started then onboarding and getting everybody set up. So that's one of the other roles Laura Beth did. But then yes. So Hannah Huber. So Hannah helped me. So I, like I told you, I built my own Kajabi website, but at a certain point I wanted an updated template. Why but a Kajabi template. And then Hannah helped install that template into my Kajabi, not only for my actual website and all my landing pages, but also for my course. So now everything is seamless and on brand with this new beautiful template. And so Hannah is the go to Kajabi template person. She's a virtual assistant. She's wonderful. Tell her I sent you. But yes, she really helped me. I guess I can give you her Instagram. Let me see. Or her email. I'm just gonna give you her email. Hannah Huber. So it's Hannah Huber Va gmail dot com. But yes, she really helped us get the templates and everything ready so that the actual course was good to go. So yeah, she's wonderful. I mean it's just, it's just takes a turn, it takes a team. And you can't and don't hire everybody initially because you can't, you know, paid 15 people's different situations when you get started. But the goal is that when you're paid, advertising works so well that you have the demand and your biggest stressor is not how to get clients. It's like, do I have the capacity to scale and grow the team? Like that's what I want for you to force your hand. Now the last caveat I'll say is the way that that happened is I, I invested in the team before I was ready. I didn't invest in 20 people, but I did say, okay, there are things in the business that I should not be doing and it's preventing me from scaling. And I know I can help more clients and grow the team and impact their life and their family's life when I can kind of get some of this stuff off my plate. So I'm in my delegation era. I definitely get help with Instagram, I get help with, like I said, cleaning with the house. And one of my goals for the business for me is that Friday, Saturdays and Sundays in 2025, I am not working. I am with the kids or even on Fridays if I'm doing just some self care and taking some me time, getting a massage, just going to the gym, seeing a friend, having coffee. Like I want to, I want to be able to scale this company without working 16 hour days. And I know it's possible and we're getting very, very close. But I just want you to know, sometimes you're going to be in a growth period. Sometimes you're going to feel like, how do people sustain this? Well, you can't forever or you'll pass out. But there is a point where I feel like it's okay to say this is a season and you create the system in the machine that allows you to get to a place where you still get to do what you want to love. And it doesn't drive you. It cost you a lot of sleep. You know what I mean? So, like, one of the things, and I don't know how this works, so if you're listening to this and you know this, like, one thing is, I did the math. And if you think about all the instacart groceries and food delivery stuff, like, I'm paying so much for groceries for these two kids and me and Kyle. And I'm like, I wonder if there's someone who could like, meal prep for me. And I buy the food and I pay them and they could just have some stuff that I can warm up that's fresh. Like, that's my next move. I'm like, the food stuff is where I gotta grow as a, as a mom and a wife. Like, I just want to have food ready. I don't want to doordash all the time. So I'm trying to figure out either easy meals or where I could have someone just help me with some of the meal prepping just so some stuff can be prepared. So that's where I'm at. I'm learning as I go. I'm so grateful for you even listening to this podcast episode. And again, if you would like to be a part of the book launch crew, it would just mean so much to me. If you will, just email infohleybrot.com book launch crew will tell you how you can be a part of it. And the challenge, the Win with Paid ads challenge, we actually kicked off today as I record this. And so if you so happen to listen to it on Monday, February 3rd, you're good. But otherwise, go ahead and register for the next one. And I can't wait for you to advertise your name. Make it rain, Grow your team and live the life that you created your business for in the first place and to feel proud of you for investing in you and your business and new skills like paid advertising. So go advertise your name, make it rain, and I will see you on the next episode.