← The CEO Teacher Podcast
The CEO Teacher Podcast
6 Years of the CEO Teacher® Podcast: Hundreds of Lessons Learned
00:30:08
The CEO Teacher Podcast – Your Teacher Marketing Bestie Turns 6! In true CEO Teacher® fashion, we are having a podcast partyyyy! 6 years of lessons learned, milestones celebrated, and strategies tried, tested, and trusted! In today’s episode, we...
Loading summary
Transcript47 lines
- [00:00]
Casey Morris
Hey CEO teachers. Welcome back to the show. What a whirlwind it has been over here in southeastern Georgia. I want to say that my heart goes out to all of the people that have recently been affected by Hurricane Helene and Hurricane Milton. I never in my wildest dreams imagined that our little small town that is about two and a half hours inland from the coast of Georgia and about an hour from the Florida line would experience so much devastation, so much hurt. I'm going to do an entire podcast about it in the coming weeks. Still a. It's still a very hard thing to talk about, but we've been using some pre recorded episodes for you over the past couple of weeks. And while I am so grateful to say that my family is okay, that any damages that we had are simply cosmetic things that can be replaced, but so many people in our town have lost everything from their livelihoods as farmers to their homes, almost every other home has some sort of horrific damage to it. And while I know that I am so very fortunate to be able to actually record this with limited wifi access, barely any cell service, I know that a lot of people are not as fortunate. And it has been a beautiful journey to see a community come together. But it's been very, very difficult to see the place that you love, to see the place that you call home not be anything like what it used to be. So I know in South Georgia we've been affected. I know that North Carolina is in even more dire shape than we're in. And so our thoughts and prayers go out to each and every one of you that were affected. And thank you all for your messages on Instagram and all of that. All aboard the CEO Teacher train. But today is a happy day and I apologize for crying. I. I can't imagine what the podcast episode is going to be like, where I go into detail about how much our life changed over the last couple of weeks. But today is a beautiful day to be alive. And today is the sixth anniversary of the CEO Teacher Podcast. I can't believe I am even saying that. I remember being seven months pregnant when I recorded the first show. Back then it was called the Go Getters Podcast for some of you that have been around since the very beginning. And I remember recording shows with two newborn babies so many days, just holding them with their passy in their mouth, hoping that they wouldn't cry so I could get the show done back when I used to edit it myself. And I just can't believe it's been six years of so much love and support helping teachers all over the world. I am so grateful for all of you that have continued to listen to have believed in this mission that we have of empowering educators all over the world to do something more with their life, to finally make their worth as teachers and it has been the most beautiful thing ever. Friends, I love you. Thank you so much for joining us. Today is a compilation of our six best downloaded episodes over the past six years. If you want to listen to them in their entirety, you can click down in the show notes and find those episodes so that you can get all of the good nuggets that they have inside. I cannot wait for you to hear what we have coming up for you in the coming weeks. Thank you again for your support and your love during such a difficult time in our lives. And as always, remember, the best is yet to come. Welcome to the CEO Teacher where educators turn what they already know and love into a successful and sustainable online business with actionable strategies, simple business tips and mindset shifts. It's a weekly lesson plan for teacher business owners. Whether you're teaching full time in the classroom or rocking the small business from home life. I'm your host Casey Morris, a former Georgia English teacher. Moment of four turned seven figure online teacher, business owner and founder of the CEO Teacher Movement. Three teaching degrees got me a few extra bucks each year, but what I will show you will help you make that every single month. If you have a heart for education and a passion to use your experience to help more teachers and families, you belong here. I don't know about you, but was the CEO Teacher Coaching Directory on your 2024 bingo card? Because it was. Sure on ours. We have been teasing this monumental occasion for a long while now and it has been a hope and a dream of ours for so long and the time has finally come. Introducing the CEO Teacher Directory, your one stop coaching shop for coaches, teachers and teacher business owners to connect. 90% of coaching clients are word of mouth referrals and the same goes for quality coaches and mentors. I was tired of thinking how could teachers be able to help people from all over the world, Teachers, students, parents and districts. So we found a solution to the problem. We have trained and certified the top teacher coaches from all over the world and our Coaching Directory is filled with the best teacher coaches to uplevel not only your teacher business, but any and everything you can think of related to the classroom or related to education in general. And the best part is these are educators and they understand the unique and often overwhelming demand on your daylight hours being a new teacher, business owner or a classroom teacher that's looking for help or a school district that needs a specialist in any area of education. We have the one stop shop for you. The CEO Teacher coaching directory is your lesson plan shortcut. You can now hire a teacher business coach. No matter what path or journey you may be on, no matter how unique you think your circumstances might be, we have it all here for you. Head on over to CaseyMorris.com AskACoach and connect with local to you teacher coaches or search by subject area and niche. It's friendly support with a teacher twist. Find a trusted teacher coach whether you are part of the CEO teacher membership or not. Any teacher, any parent, any school district in the world can use this. This is your playground again. Head on over to Casey morris.com askacoach to find your coach or mentor today. That's K A Y S E M O r r I s.com askacoach it's time to start building content continuously. And people get this. So they convolute it and they get really into their feelings about it. But content is everywhere. Everything you do in today's day and age is content. You may think it's boring, you may think it's repetitive, but people want to see it. That's why get ready with me. Videos are so hot. That's why people like to love watch shopping hauls. Content is everywhere. Now when it comes to your teacher business, what does that look like? Well, let's say that you want to help people with your classroom management strategy. Every time you do a classroom management thing, you should videotape it. You should videotape yourself talking through all of your management strategies. Well, Casey, I'm giving them away. Everything that I've learned. No, you're not. You're teaching them. You're bringing awareness to it. So when you do have a product or service to sell, they'll be willing to buy it. Everything in your life is now content and you want to build it continuously. So one of our strategies on social media right now is taking our core piece of content inside of our programs. We teach the core content pyramid. And what we teach is that every week you need to create one big robust piece of content, whether that's a blog post, a YouTube video, a podcast, whatever you want it to be. I spoke to a pastor this morning at CrossFit. Hey, Reuben, if you're listening. And he and I were talking about building content and he said, I don't know what to post on TikTok. I tried doing it once a day, and then it was once a week. And now I just can't even think about what to say. And I started laughing. I said, do you. Do you write a sermon every week? And he started laughing. He was like, yeah. And I was like, then there's your content. He thought to himself, what is she talking about? And I said, take your sermon for Sunday and let's break it up into seven chunks. I want you to find seven main points that could be catchy, and I want you to start your topics off that way. If you're talking on social media and don't do it before the sermon, because then people will feel like they've already heard it. Do it after you preach the sermon. So next week, I want you to do that, and then I want you to sign off saying these four little words. And it was a great conversation. And he and I got to kind of chat and laugh about it, but it made me even realize then, content is everywhere. It doesn't matter if you're a preacher. It doesn't matter if you're a teacher. It doesn't matter if you're a waitress or wherever you are in your job, you can find content to share on social media so that people can learn about you and your business everywhere.
- [08:43]
Sydney
I have been posting reels recently on Instagram. Like, I'll go through phases, and I'm like, oh, I want to, like, really dive into Instagram. And for the last month or so, it's. I've had a really strong reel strategy, really strong, like, carousel post strategy, and was seeing very minimal growth, honestly, even though, you know, reels are king of the content world, right? And then I had two videos go viral on YouTube, and now my Instagram is growing at like 10x.
- [09:09]
Casey Morris
What?
- [09:10]
Sydney
It was just with a Instagram strategy, just because they're coming from YouTube, creating one piece of content and then having that grow my other platforms is spectacular. And so it literally, I would talk everybody and anybody into getting on YouTube if I could.
- [09:25]
Casey Morris
So let's talk content now. Let's kind of switch gears a little bit. And I love that you use YouTube as what we call your core content strategy. We have a pyramid. We start at the top. For us, ours is our podcast. So everything we do for the week, I write the core piece of content. And everything that we do for the week kind of falls into place because of what we're sharing for the week on the show. And so are you producing content on YouTube on a weekly basis? Is my first question.
- [09:51]
Sydney
Yes, actually, twice A week right now. So right now my content strategy is twice a week on YouTube. We're dropping that down at the end of May because I can't keep up with that schedule when my kids are home for the summer. Because as much as I have a team and I have people editing and I have things, I still have to be the one to plan it and film it and write it. We drop that down to once a week in the summer and then we'll pick it back up probably in the fall because that's where I see the most growth is with twice a week on YouTube. Doesn't mean I don't grow with once a week. But I do a similar strategy to you. So I call it the captain and co captain content. Um, so it's so funny how people have different things, but that's just cause I was a cheerleader and that's the words I use, but same thing. So YouTube is my. Is my captain content and then Instagram is my co captain content. And then we kind of trickle from there where we have the bandwidth or wherever the plan currently is.
- [10:37]
Casey Morris
Okay, so you create that core piece of content and every teacher wants to know the million dollar business secret. And that is. But what do you put out every week? Like how do you make a plan for that and how do you know what to do? And all this sounds great, but I don't know what to create. So give us all the secrets for creating a content machine that makes you some money.
- [11:01]
Sydney
So first and foremost you have to know who you're trying to attract. Like, I feel like that's where people really miss the boat, is that they want to create the content or they see that competitor and they're like, oh, they're doing this kind of content or whatever, but they don't think about who they're trying to attract with their content. And you have to know that who before you can know what. Because if I'm going to create content, if I don't know who I'm trying to target or who I'm trying to attract, then it's all for not, you know, it's all pointless. So that would be the number one thing, is to really know who you're trying to go after. Who is that person you want to watch your content, then go find where they are asking questions. If you have an audience already on something like Instagram or, you know, TikTok or Facebook, go to them and be like, what do you want to know? Or if you already have an audience there, they're probably already Asking you questions. They're probably every day being like, how did you do this? How do you do that? Blah, blah, blah. But if you don't already have an audience, go find where they're asking questions. Other people's YouTube comments, other people's Instagram, other people's things, forums on the Internet, you can find where these people are asking questions, and you can figure out what those questions are and start there. Those are your topics you need to start with because those are the ones that most people are trying to find the answer to. Then obviously, tapping into SEO and figuring out, like, what is doing well on the platform. You know, how many searches per month a certain keyword has and what things you should be going after as just kind of a standard thing that'll do well in search. And then after that, it's what has done well for you in the past, and how can you double down on that or find a different way to kind of attack that same topic?
- [12:37]
Casey Morris
What has becoming a CEO, teacher, and joining the program done for you as a person? Step aside from teacher, step aside from mom, or whatever you're labeled as, and what has it done for you just as a person and an individual? Are we allowed to cry?
- [12:54]
Sydney
Don't cry.
- [12:55]
Casey Morris
I'm so. I'm pregnant again.
- [12:58]
Jocelyn
I know.
- [12:59]
Sydney
I'm like, keep it together. I feel like when I was trying to explain to people, the course, people who are not in education and don't really understand teachers, pay teachers, or even, you know, the academy, and I'm trying to explain to them, like, my goals and my dreams and my aspirations and, you know, you leave the classroom and you. I feel like there's a little bit.
- [13:16]
Casey Morris
Of a, you know, what do you.
- [13:19]
Sydney
Really know now about education? And it's like, you're so passionate.
- [13:23]
Casey Morris
That didn't stop.
- [13:24]
Sydney
It just, like, transformed in a different direction. And I just felt like I had something to prove. And my husband is, like, not a spender at all. And so I even, like, wanted to kind of prove to him how much this course is going to help. And just, you know, in the. In two months, my sales increased by 375% in the views. And he was like, what? And it paid for the course in two months. I mean, I was, like, hoping I'd pay for the course in a year, and then it just keep going, you know. And so then I joined the academy, and I'm like, explaining to my mom, who's not in education, she's like, okay, good luck. And it's just. I mean, it's like, blessings upon blessings. And I feel empowered to do and go after what I want. That I didn't need to stay in the classroom necessarily to go after those things.
- [14:11]
Casey Morris
I don't know.
- [14:12]
Sydney
It's just been a dream come true. It's wild. I literally didn't know this existed. Can I just piggyback off of what Sydney's saying? Like, for me, it was very similar. I didn't really have clarity. Like, I knew that I enjoy kind of creating products, but I was just doing a bunch of random things and I wasn't pricing my products appropriately. Like, the designs weren't. It was just like all this stuff here, there in the third place. And I couldn't figure out what it was that I was like really trying to do and focus my energies. And then once I kind of thought what I was going to do, then I didn't have the confidence. So it was like a combination of things.
- [14:44]
Casey Morris
And when after I joined the CEO.
- [14:47]
Sydney
Teacher Academy and I did the mind mapping module, that right there was transformative. And I have done some other mind mapping situations and yours literally gave me the clarity that I needed. And it helped me to realize I love tpt and, you know, I still do that.
- [15:05]
Casey Morris
But doing the mind mapping helped me.
- [15:07]
Sydney
To realize that I could achieve more than what I thought I could. I had a different dream than I actually realized. I mapped it out like, here's the path, Jocelyn. This is how you get there. It's not just a dream anymore. It's reality. Yeah. And to piggyback off of what Jocelyn just said, I feel like the CEO Teacher school has made me realize that I am limitless. And when I say that, I mean that. So long I thought I just wanted to be a teacher and I wanted to be a really good teacher. And I was working towards that. I got the accolades Teacher of the Year and my students had great scores. But I started to realize that there's so much more to teaching that I had not expected. And I've always said that adults are not really my thing. I'm very much meant to work with children, but this is still my way to help other teachers and share what I do in my classroom with other teachers. And it's something that I enjoy doing. I enjoy creating these things for my students. I try to focus on making things that I know I'm going to use anyway. So it's a natural fit for me. But it is nice to be able to share that and able to make money for myself. And I know, like, not everything's about money. But for me, my family was really concerned that I was going to be teachers so that it would limit me, I would never make make over, blah, blah, blah. And I now see that there literally is no ceiling to what I could do even while I'm still a teacher. And so just knowing that I'm limitless is a very exciting and liberating feeling.
- [16:35]
Casey Morris
Number two on steps that I want you to take as a teacher to attract more income with less work and more play is listen for the clues. I want you to ask for them. And listen. I believe God sends signs. Some people in the Woo Woo space call them spirit guides. I don't love that term, so I call them angels. And I see them in every moment of every day. Some things that I believe are sent to me as signs of affirmation that I'm on the right track. But make no mistake, humans are angels here on Earth as well. And listen to the conversations that you have with people. I believe God puts people in my life on the days that I need them most to say the things that I need to hear. And I remember some of the things that they say, and I say them over and over and over again because we are entertaining angels without even knowing it. So not just people, but also other things. What other clues is God trying to send you for me? It's doves, it's bees, it's rainbows, it's butterflies. And I've seen doves, bees, rainbows, and butterflies in the last 24 hours more than I have seen them in a long time. So that's why I truly believe we're in a monumental moment right now, and I'm feeling so good about it. While working in my garden the other day and watching my baby girl pull up, scoot next to me, I asked out loud, when was the last time you did this? I asked out loud. I said, God, hey, could you send me a sign? Could you send me a clue, an angel, something that says that this garden right here, this happy moment I'm having with my daughter is the answer to life's happiness. That somehow, some way, I can make this garden sustain success, that I can sustain this happiness forever. And even though I have no idea what that means, God, I just want a sign. And I kid you not, in three seconds, I heard a dove making the noise that the mourning dove makes. If you've never heard it before, it's kind of like an owl. It's like this. Who? It's very. It's very interesting. And I started laughing and I started crying. Instantly. And I said out loud, I said, God, that was. That was. That was a little creepy. That was way quicker than I thought. So I'm not sure if you meant that for me or if that was just a coincidence. So I'm going to walk around the yard and pick up my girl, said this out loud. And if I see the dove, I'll know that you meant it for it to be me. And I kid you not, I put that baby on my hip. I walked around a tree, and I saw the dove sitting on the power line right in front of me. And I cried. I cried, like, a lot. And I just said, okay, I hear you. I'm listening. So even if you think that this is silly, start practicing it. Start asking for clues, for signs, for angels, whatever you want. If you think about it, ask it, and you will receive it. But you have to believe it. If you don't believe it, it's not ever going to happen. You're going to think, casey, you're crazy. And I might be. I might be a little crazy. But I know that that moment happened. And I know that I stood in my yard without any shoes on with my baby girl on my hip, and I cried because I asked God for a sign that this was the answer to life's happiness. And I got it. I got it clear as day, not once, but twice. So listen for the clues. And that is a way that you can attract more income with less work and more play.
- [19:40]
Jocelyn
Now, what I tell my students is, look, I taught something I wasn't qualified to teach. But that doesn't mean you need to have years of certification or be the expert of all experts. I tell my students we're just looking for the 10% edge. When you want to teach in a membership in a digital course or whatever you want to do, you just need a 10% edge, which means you've gotten results for yourself or for somebody else, and now you're willing to teach the roadmap of how you got there. I knew a lot at that time. I could have chose a topic that I had a 10% edge in. I just happened not to. That's something I want all the teachers that are listening here, I promise you, one, I know you have a course in you, and two, you are skilled in specific areas that other people want to know what you know. I have no doubt in my mind. So just wanted to make that clear.
- [20:27]
Casey Morris
I love that you shared the coaching side of things a little bit. You know, we. A lot of our students are a little afraid and they don't know what they don't know. And so they want to kind of get out there and get their feet wet before they decide to go all in with an idea or decide, you know, to say, oh, this is what my thing is going to be. And so the coaching route, we're really kind of exploring that too, with our students on, like, education consulting. So if you get out there, you do some coaching calls, you find out real quick, like, real quick, are you passionate about it? And then you see the recurring themes. The same questions keep coming up. It allows you to kind of to create while you're still learning and building your confidence. Because I think that if I had to pick one word that our teachers struggle with the most, it is their confidence to believe that they can. And they just struggle because they've been inside the four walls of their classroom and they've only been talking to students, and they have to get back into the real world where they have to speak to adults and they have to ask for money. And so their confidence is just really, really lacking there. So thank you for sharing some of the not so beautiful things that happened along the way. My first course was called Entrepreneur Photography School. And just like you, I had no business teaching anyone about photography. Like, I was reading the books as I was teaching it. Know I'm talking about all.
- [21:41]
Jocelyn
So sweet, though.
- [21:42]
Casey Morris
Yeah. So it's funny. And eight people bought it, you know, which was a cool thing. Then it was $49. But that was not. That was not my calling. I didn't realize it. And so I took webinars that convert. I joined your webinar. This was when you were on Pacific time. So this was late night. This was like 11:00pm, you know, my time, my kids are in bed. I have a picture. I tried to find it, but I'm drinking a coffee at 11pm listening to webinars that convert. And I finished and I was on fire. And I literally got the next morning and I said, I have no idea.
- [22:10]
Sydney
What she taught me.
- [22:10]
Casey Morris
Like, what is a webinar? Like, she made me buy this thing and I don't even know what it is. And I watched it and I was like, not ready for that. You know, it was just at that moment I thought, I can't do this. But Webinars that Convert was the first online course that I ever bought. Now where did that fall into play after your, you know, launch your own book?
- [22:30]
Jocelyn
I love hearing that. If you ever find the picture, I've got to see it.
- [22:33]
Sydney
But.
- [22:34]
Jocelyn
So webinars that convert was one of my first big courses. So what happened was I had these failures along the way. My first two years, like I said, in debt, created a course that didn't sell. But then I created a Facebook course and that did really well. I partnered with this guy, Lewis Howes, who I'm sure you know, and he's a great guy. And together we put together this course and it did well. It was 97 bucks, so it was cheaper than the first course I even sold. But I did that. And funny you should say webinars because what happened was I probably did 500 webinars that year. Like I was doing multiple webinars a day, Monday through Friday to all these different groups that Lewis actually had access to. I didn't have an audience yet. So I got very lucky with that. And I want to back up a little bit. The reason I got lucky, you know, luck is a kind of a funny word. I went to networking events when I was very new my first two years. I went to any event that was applicable to what I was doing. And at the time, I don't even know if it's around anymore. It was called Blog World and it was in Vegas. So I'd go there and I'd meet all the people and I got to meet Louis and we became good friends. He was very new in his business as well. And so that was a great connection. I am an introvert, so to say that I think you have to push yourself and get yourself out there and meet the right people and network with people that can build you up and help you is crucial when you're just starting out and painful as well. And I get that, but I think it's necessary. So anyway, fast forward. We did this program together. It did well. And from there I thought I'm going to create my own course again and try again. And it was like a Facebook marketing course that I created on my own did really well. I launched it over and over and over again. And then from there I thought I'm really good at webinars. And that's what people are asking me. Always listen, what are people asking? And so I thought, I'm making the course on webinars. So that was my first really big successful course. So I love that you took that one.
- [24:25]
Sydney
Hey teachers. My name is Christie from Christy Desroches Digitals and I am a full time 5th grade teacher, mom and wife in South Louisiana. My mindset has not always been what it is now, although I have been selling my resources online for quite some time. Not Long ago I suffered from imposter syndrome, wondering who would want to buy from me. It wasn't long into my switch to a business journey that my CEO teacher community began reminding me that I could do it if I got out of my own way and started focusing on me and not what everyone else was doing. Selling my resources has absolutely changed my life and I know it can change yours too.
- [25:04]
Christie Desroches
If you're beginning to take your business seriously, my advice to you would be.
- [25:07]
Sydney
To not compare yourself to other teacher sellers. Compare yourself to who you were at.
- [25:12]
Christie Desroches
The beginning of your journey and constantly.
- [25:14]
Sydney
Focus on your growth. When you stay focused on yourself and where you want to go, the rest will fall into place. Hi, my name is Mary Gallagher and my business has two parts.
- [25:25]
Casey Morris
There's Amazing Day Academy where I do.
- [25:27]
Sydney
Life coaching and writing classes for youth and teens. And then there is my adult life and business coaching practice where I work.
- [25:33]
Casey Morris
With women on creating their inspired life vision.
- [25:36]
Sydney
My best tip for someone just getting.
- [25:37]
Casey Morris
Started is to be okay with starting small. Don't Compare your day one to someone else's year 10. It's okay to start small and have it be messy.
- [25:46]
Sydney
The important part is that you are starting, which takes so much courage. My mindset as a business owner is constantly evolving and lately I'm really focusing on how to use all of what happens, the good, the bad and the.
- [25:59]
Casey Morris
Ugly, for my learning, growth and upliftment.
- [26:02]
Sydney
So when a launch doesn't go as I had hoped or some other snafu happens, I'm asking myself, what can I learn from this? How is this happening for me? That's been a game changer for me lately. Thank you Casey and team for lighting the way of what's possible. I couldn't have done this without you.
- [26:16]
Christie Desroches
My name is Stephanie Nash and I'm the CEO teacher behind A Touch of Class Teaching and I help teachers get their classrooms organized and systematized and really just transformed into a cozy home away from home using my classroom decor and more collections. My mindset has changed dramatically since starting my business. I'll admit I think I was probably living on one end of my little spectrum analogy. I was definitely on like the dream world side. I knew everything that was possible. I knew I could reach my goals. I was super confident about it and you know, I would have little moments where I would go and work hard on my goals, but I had no idea what I should really be doing to make my business see the growth that I knew was possible. I had no routine set in place for myself because I Didn't know what kind of routines to make. So that's why joining the CEO teacher community has just, I mean, it's changed everything for me. Through the programs I'm given, the tools I need to nurture both sides. The friends I've made have become such a support system. You know, we produce what it is we keep in front of us. So like the audiobooks that Casey always suggests, all the encouragement that's given from her and her team and really from everybody, like in the Facebook group, it just keeps me focused on what I need to focus on to ensure my mindset is where it needs to be. But then of course, the lessons inside the CEO teacher school and the academy have been so invaluable to help me grow the other side of my business business and you know, really to show me, like, show me the way of the business world, because I have no idea. But now I do. I have a plan. I have routines set up around that plan to ensure that I continue to grow and scale my business and just really make this something that's sustainable for me and my family. If I could offer a business tip to someone just getting started, it would be to play both ends to the middle. And what I mean by that is if you think of your business as just a straight line on one end, you're going to prioritize, like your mindset, your vibe, your confidence in yourself, everything that really you believe to be true for yourself and your business. And then on the other end, you place your hard work. And this includes all the systems, all the routines that you really need to set in place for your business so you can ensure that you get all the work done. So this is like the work side of your business. So something I've noticed is that people starting businesses, especially teacher businesses, they either kind of dwell at one end of the spectrum or the other. You know, they're either super confident in themselves and they believe they can do anything. They listen to all the audiobooks that motivate them. They have wonderful support systems. They don't let anyone ever get them down. But they have no systems in place to actually put in the work. And they kind of live in that dream world. They aren't doing the right things that they need to get done to reach their goals. But then you also have the people who are, they're working like crazy. They have all the routines down, they're super organized, they're just working non stop to get things done. They're pumping out products like crazy, but their mindset is off. So when they don't see overnight success, or, you know, maybe they have some mean girls reaching out to them, or they get negative feedback, they just give up. So when I say play both ends to the middle, I just mean that it's so important to focus on both of those things and really nurture them and work on them, and eventually you're going to reach the middle, and that's where your goals are, and that's the goals that you set for yourself.