What you’ll learn in this episode:
In order to grow and scale your business, you need to have systems.
As business owners when we first start out, we often run our business manually and do all the things needed by ourselves. But in order to grow you need to set up systems to streamline your operations, stay organized, and allow you to move quickly and efficiently through your day.
The more you do this, the more value you can create from your business, the more clients you can serve, and the more money you can create.
In this episode, I share with you the systems that I use that have had the biggest impact on my business, and that I believe every business owner needs if they want to grow their business and make more money.
Here’s a glance at this episode:
- Why you need to need systems to grow and scale.
- What systems are most important and why you should start using them now.
- How you can start implementing these systems today to get your business moving and growing in the right direction.
Mentioned in this episode:
Brit Bozik – That Creative Girl – Instagram and Website
Work/Connect with me:
Consults That Convert FREE Training
[00:01] Well, hello, everyone, and welcome to this week’s podcast episode. I’m Jess Miller, and I’ll be your host for today. And I am so excited to talk to you about systems that scale. So if you’re an entrepreneur and you own a business, and you want to continue to grow and scale your business and make money in a way that is impactful, you need to have systems in your business that allow you to do so many people believe in the beginning of starting businesses that they could just do it all that they could come in and do all the things that move their business forward, one off, and I will tell you that in the beginning, that is possible.
[00:40] But if you want to grow and you want to scale your business, you need to employ systems that allow you to move through your days and move clients through your ecosystem in a way that is seamless and smooth and doesn’t require you to do every single piece of it. A business that is disorganized, where there are pieces like hanging around everywhere, or where it’s leaky is what I tell people like things are sort of falling through the crack. Those are the businesses that struggle the most, they also require the most effort in order to keep moving forward, because you’re trying to plug all these holes while you’re trying to run your business at the same time. And what ends up happening is it becomes extremely inefficient, and frankly, exhausting, because you’re trying to do all those things at the same time, and you’re working against the grain.
[01:30] So the way to prevent that from happening is creating systems and strong systems that allow you to make money and move your clients in and through your business in a way that seamless. Also, it is through those systems that things can connect to each other within your business ecosystem that allows it to live in harmony. So you want systems that move easily and that connect with one another so that things can just form and move easily. So today, I’m going to share with you the systems that I have in my business that have I think, been the most instrumental in allowing me to build my business to a level where I am making consistent money, where I am making over six figures. And I’m able to do that in a way that just really moves easily and doesn’t require a ton of my effort and energy. But also that these are systems are strategically placed in places that I think are the most impactful that you really cannot operate without. So I’m going to walk through those today.
[02:30] And if you’re listening to this, I want you to grab a pen and paper, I want you to take some notes. And then I want you to go back and look at your business. And I want you to look at whether or not you have number one have the systems in your business. And number two is how are they working? Are they streamlined? Is it clunky? Do they need to be tweaked? The beautiful thing about our businesses and owning our own business is we get to tweak and do whatever we want. Whenever we get a new idea whenever we realize that something is not working the way that we want to be working. And you know me I am about practical outcomes, really practical outcomes. So look at these systems, I want you to take some notes, and then go back and look at it.
[03:06] Okay, so number one, the first system that I think is super important in my business that I think has actually led to me building my business very quickly. And in the beginning, I was a one to one meaning it was me to one other person that I was touching out in the universe. And so I think that this particular system allowed me to do this, at a very high rate a very high pace, to build my business quickly. And then when I learned to take the system, and leverage it as a one to many instead of one to one of reaching out to the universe. That’s really when my business started to grow really quickly. So the first system is how you connect with other people out in the universe. So what is your plan of how and where you’re going to connect with other people. One of the biggest mistakes that I see people make is they try to be everywhere and be everything to every one. They don’t have a system that is based on strategy on where to go and find people find their ideal people, and then connect with those people in a way that is impactful. That also doesn’t just stop with the connection, the one first connection, but pulls it all the way through to a paying customer. So the first system is how and where are you going to connect with people? My best advice is to pick a few places where you know that your ideal client hangs out and go to those places and show up consistently and have a system that is going to put on your calendar or make it clear to you what the plan is for you to connect with these specific people in these specific places.
[04:51] So to give you an example, I was talking in my 10k accelerator group today about business plans. And one of the things that we talked about was, how do they take this idea of what their offer is? And the people that they want to share it with? And actually bake it into a plan? One of the first ways to do that is to identify where are these people hanging out? And then where are those places you’re going to commit to going to where you know, they’re hanging out? And then how often and in what frequency? Are you going to do that? And for us, we were building a 90 day plan. So it’s like, how are you going to do this on a weekly basis for the next 12 weeks? And when they went through this exercise, they started to see really clearly exactly how that plan was going to be fleshed out. So they decided, number one, where am I going to connect with these people? Number two, how often am I going to do that in a week? Number three, in what ways? Am I going to do that? In what format? Am I going to do that? Am I going to do that by in person networking? Am I going to do that by sending direct messages? Am I going to do that via email? Like how am I going to connect with these people? And then they also had a plan of once they connect with them? How are they going to capture these people in something that allows them to stay connected with this person and pull it all the way through?
[06:20] So if there’s a customer relationship management system that they’re going to use, if it’s a spreadsheet, if it’s Google streak, whatever it is, how are they going to capture that information into a repository that allows them to pull it through? So the first thing is how and where are you going to connect with people? In other words, how are you going to build exposure and visibility for you and your business out in the world? So I want you to look at that, do you have a system that allows you to have a plan around connecting with people? And do you have a system that captures those connections. So you can see, these are the people that I talked to this is where I talked to them, this is how I’m going to continue to follow up with them, and nurture that relationship and pull them through to what is the goal, which would be a paying client. Okay, so that’s number one.
[07:13] The second system that is crucial is that you have a day to day business operations and priority system. So you have a system that you can plug into that lets you know what you need to be doing on a day to day basis, and what your priorities are. I talked about this in another podcast previously. And one of the biggest mistakes I see people make is that they crash land into their days, they crash land into their calendar, they CrashPlan into their seat at their desk, and they don’t have clarity around what it is that they’re supposed to be doing, and how they’re supposed to be showing up and focusing on what priorities in a day. And what happens when you do that is that it becomes you become extremely inefficient. Some of you might be listening to this podcast, and you might be thinking, hey, I can relate to this idea of sitting down, finally at my desk and having time to work. And then I’m like, I have no idea what it is I’m supposed to be doing. That happens when you don’t have a plan, or a system that dictates what your operations are each day and what your priorities need to be. This does not have to be complicated. I personally use a combination of my electronic calendar.
[08:34] And I actually I’m super old school, I still have a written planner that I use each day, my saver planner, I’ve talked about that in previous podcasts as well. And I do a combination of writing things down real time, when I’m working through my week and working through my days, as well as putting things on my calendar in an electronic format. So that when I open that up, I know exactly what it is that I need to be doing that day. I’ve also gotten in the habit of this system of using my calendar, where before the day is over, I will look and see what is on my calendar for the next week. And I also have a routine where I look at my calendar for the entire week, on Sunday evening so that I have a sense of what it is that I’m you know going to be focusing on this week, I know what’s coming up. So when you have a system that captures your daily business operations, and it shows you what your priorities are, you can move through your business to focus on the things that move the needle the most. And you don’t get bogged down in either getting caught off guard and not knowing what you’re supposed to be doing. Or spending a lot of time focused on things that don’t actually matter and move the needle the most. So the second thing again, is to look at Do you have a system that captures your day to day business operations and your priorities so you can plug into that each day. If you don’t, I want you to go and look at that and tweak it or create it if you don’t have it.
[10:06] Third is a way to track your time and money. This is so important. If you don’t have clarity around what your business week looks like what your office hours look like how much money you want to make in a year, if you’re not focusing on hitting a specific target, you will not hit anything, you will be all over the board. And you will be hitting things that are not where you really want to be. So one of the first things I do with my accelerator clients, when I work with them, and with my one on one clients is we create what I call a revenue tracker. And what that tracker does, it creates a very clear picture about how and what you need to do in order to make a certain amount of money in your business. And when we create that tracker, we actually go and we help people put in what are their offers? How much are those offers? How much money do they want to make any year and reverse engineer how many people programs, services, whatever it is that they need to sell in order to hit that marker, we also help them reverse engineer the amount of time it will take for them to do that. So for instance, if they sell one on one coaching as an example, and each one of those calls is 60 minutes, and they want to have 10 clients on their package. And they’re going to do that those are six-month packages, well, then they’re going to need to account for at least 10 hours a week for those clients to be in their one on one coaching.
[11:40] And so if they do that, and they have other offers, how do they add up that time to understand exactly how much time in their weak is going to be required to generate a specific amount of money? And then how do they build their calendar and their time around those anchors in order to make it so that they can move through their days in the way that works for them that they want is prioritized around other things that are happening their business? And again, it’s clear and it’s focused, and it is it’s there and visible for them. So do you have a way to track your time and money? And then additionally, I want to also add this is very important, you know, do you have a way to track those things as they’re happening? So for me, when I use my calendar, I can see my time I can see where I’m booked, I know what what things are available on my calendar and what are not the same thing with my money, I have my revenue tracker, that is the blueprint for my business plan for the year as an example. And my years are 90 days, as many of you know, I work in 90 day years. I learned from my coach, Todd Herman, amazing. If you don’t know about his 90 day your program, check it out. So those 90 day years, and then I also track all of my money that’s coming in and out through QuickBooks. So that’s the other piece is you want to be able to look at these things real time.
[13:05] So it’s one thing to say, Okay, I’ve got my schedule for next week, you know, locked down in my calendar. But then during the week, like what is happening, can I see how this is moving, because things get added, they get taken out all those things. Same thing with my money, my revenue planter, that business plan is the goal and the pie in the sky sort of idea. And it’s really nailed down. But then as I move through it, things are shifting and changing all the time. So I’m bringing on clients, maybe more than I expected two or more that was targeted. So that money is coming in money is going out, maybe I’m signing up for a program or paying for something in my business, how is that money moving? And how is it fluid? And having control over those, those reports and those sheets to know exactly what’s going on with your business is essential? Because cash flow is very important. It’s not just about a target of, hey, I want to make X amount of dollars of revenue in a year. It’s also understanding how is your money moving in and out. So you can do things like pay your team, pay your bills, pay for investments, you want to make pay for personal development, whatever it is, in real time as you’re moving along. So super important.
[14:15] So I want you to go and look and see. Are you tracking these things? Do you know where they’re going? Is it leaky? Is it messy? Are you somebody who doesn’t want to look at your bank account, or doesn’t want to look at your QuickBooks? If so, it’s time to change that. If you want to be the CEO of your life and your business and you want to really take control and grow and scale you need to know where your time and money is going. Fourth is you need a way to organize your content. So as business owners, we are in the attraction business, okay. We are marketers whether or not we want to be you cannot survive without taking your awesome business and your magnetic offer, as I say and getting it out into the world. And as such, you need to create content You need to do that in a way that is efficient, it is dialed in and attached to what it is that you’re selling tightly, it needs to be very tightly connected. And then you need to be able to leverage that content to push it out into a variety of different forms. If you don’t have a system to do this easily, you will be constantly behind the eight ball with your content. And I’m gonna go out on the limb. And I will tell you that besides sales, which can take a tremendous amount of time, if it is inefficient, I find the second largest thing is the content, people will spin in the creation of this content.
[15:33] And if you’re listening to this, and you’ve ever been one of these people who are who takes an hour to post something on social media, I will admit I am one of these people, I have been one of these people, thankfully I am not anymore. If you don’t have a way to leverage the content and keep it organized in a system that allows you to repurpose content, the content piece of your business, the marketing piece of your business will take a tremendous amount of time, and will be one of the most frustrating things ever, not to mention, you will not be attracting the right person, you will not be pulling them in appropriately, you will not be connecting your content to your magnetic offer so that it converts, and it will just make your business so much more difficult. So you need to have a system that allows you to organize your content, I personally use a combination of Trello boards are amazing, if you haven’t checked it out, I would highly recommend it. You can put all sorts of things in these Trello boards, you can create them for themes of content, you could create them for certain messages of content, you could create them for different places you want to put content. So maybe you have a board for blogs, and another board for Facebook, whatever you want.
[16:00] And you could just like drag and drop things all over the place. It is awesome. You can share it with other people. I work with an incredible social media expert. Her name is Brit Bozik. She’s called ThatCreativeGirl.brit, check her out on Instagram, Brit and I will correspond through Trello, she drops ideas in there, I drop ideas in there, she puts things in there for me to review, I’ll add captions, we can just seamlessly work. So if you have a team and as you grow and scale, you will have a team of people working with you. The content could also be shared. And that system can also be shared across people. So I use Trello. That’s my main hub for my social media, I have used an app called later, which actually allows you to put things in there and it will schedule it out for you, meaning it will post it for you, which is pretty amazing. And then I also use a program called clique up. And that’s more of my task management system. And I put more ideas and things like that for social media, you don’t need to use all of those things, my recommendation is pick one or two, maybe there’s one where you can store your content, you know, for more creation, like a Trello.
[16:46] And then maybe later or a plan that that’s another app that I that I’ve used, where it allows you just to post it out there and you don’t have to be in there posting it one off. So you want to have a system that captures your content where you can brainstorm ideas in there, you can put in you know, different things, and then you can push it out. And most importantly, you can leverage it and repurpose it. Because you don’t want to be recreating content all the time, you want to create it once. And then you want to push it to as many places as you can. And we often have a lot of content that we create a lot of ideas that we create, which is really, you know, part of kind of the joy of being an entrepreneur, but it could also be an Achilles heel.
[18:34] Which brings me to my next point, which is my fifth system that I really think is important, which is find a way to capture your ideas. As entrepreneurs, we have so many great ideas, which is amazing. We want to be able to capture them, capture them real time, and either parking lot them or use them in a way. But if they’re flying all over the place, we will forget about them, number one, or we will be able to find them when it comes time to do things like create content. So one of the best ways that I have found to capture ideas, either on the fly, or as I’m sitting down with generating ideas and wanting to put them someplace, is I have two different systems. One is clickup. As I mentioned before, it’s a task management system, it’s awesome. You can go into a system like clickup. And you can create a task that literally says content ideas. And every single time I have an idea, I go into that task, and I type in my thought in click up you could also create subtasks. And so essentially, you have a task for content ideas. And then you have the subtasks it could be for all different ideas that you have that are linked to that particular task around,
[19:46] you know, content ideas. So that’s one way to do it is you can do it in a task management system like that. The other way that I do it is when I’m I get a lot of ideas when I’m moving so when I’m working out running, walking I get a lot of different ideas, sometimes I’ll be in the car sort of driving, and I’ll get an idea. I have an app called voxer.com. And the Voxer app is almost like a walkie talkie. And you there’s a function in there where you can send a note to self, which is basically means you’re talking to yourself and this little walkie talkie app. But what’s awesome about it is it records your ideas for yourself. And I go in there, and if I have an idea, I will just record it in my Note to self on my boxer app. This is also awesome, because as I’m thinking about an idea, maybe I’m thinking about it for a podcast, or a training or whatever, I can actually go in and start to talk it out on this app.
[20:42] So I could say, Hey, I’m gonna do you know, a podcast on systems that scale, here are the five or six points I want to make. And I can start talking about it in that app, and capturing it in that note to sell. And then later, I can go back when I’m at my desk, or the next day, or whatever. And literally press play and hear myself repeat back exactly what I said. So I am like re explaining it to myself, this idea that I’ve captured. And I really love that because sometimes when I just write down like a little note to myself, Hey, here’s the topic, I come back to it later on. Like, why did I want to do this? What was I talking about. But if I can explain it and talk to myself on this Voxer app, I can literally listen to myself explain it again. And it’s really great. So both ClickUp and Voxer. I really like and you could do all sorts of things like download those audio files from Voxer. If you use ClickUp, as well, you could attach that audio file to click up. They’re really sophisticated programs, so you can use them as much or as little as you want. So capturing your ideas. As entrepreneurs, we have so many awesome ideas, you want to be able to capitalize off of that. And you need to have a way to harness those ideas, so that you can use them later on. Again, you want to like think about these things one time, just like you want to create content one time, when you have a great idea, you want to capture it so that you can use it again later. The next system that I think is really important, is what I call keeping your vibe high.
[22:15] And I actually just did a podcast about this a couple of podcasts ago. And I highly recommend you go and listen to this. Because a lot of times when we think about systems in our business, we think about like these very tactical tangible things that we need to touch like a spreadsheet or a click up or you know, a boxer or something like that. When I think about keeping my vibe high, I think about what are the things that I do in my day, that keep my mind high, that vibe high in my brain? What do I surround myself with, that keeps me vibrating at this frequency that attracts the kind of clients that I want that allows me to move through my day in the way that I want. That really fills my soul with that feeling of excitement that I want. We don’t just show up every day in momentum and motivation and excitement. That is a total fallacy. A lot of people think like either you’ve got it or you don’t. And I’m here to tell you that is completely false. If you want to keep your vibe high, you need to recommit to that every single day.
[23:20] And the way that you do that is by having a system setting up a system in your world in order to make that possible. So what are some of the ways that I have done this and I have seen my clients do this. It can be very simple, like something’s in a screensaver. That is when you open up my computer. I’ll tell you when I open up my computer on the background of my home screen I have a picture that I took from a hotel that was one of my most incredible vacations. Someday I’m going to do a business retreat here in Ravello, Italy. And it is a picture of the infinity pool and the coasts like looking out over the edge. It is incredible every single time I look at this, my energy like rises 10-fold. So that is an example of something that I have strategically on my desktop so that when I open my computer up every single day, my vibe is instantly like ratchet it up. Another thing I do is I bake movement into my day every single day. It is by far yes to be healthy. And yes, it’s to be in good shape. But the energetic jolt that I get from that both in my like physical energy, but also in my mood is there has been nothing that I have found that has done that for me in the same way as moving with music. That’s the other thing I play music. So I have these things baked in.
[24:45] I’ve created a system in my day to make these things part of that process part of my being in my day to keep my vibe high. And I will tell you I think this is one of the most important systems that you need to have Business is an inside game. Your mindset is so crucial. Yes, you need all the other pieces in your business, there is no question about it. But a huge part of it is how you show up. So having a system that keeps your vibe high is very important. So do you have that? Are there things around you that lift you up? Are you putting things in your viewpoint that you could see that? Make your heart sore? Are you surrounding yourself with people intentionally that feel great, if not time to change it, time to change it? Because keeping your vibe high, as you’ve heard that hell yes, energy is super important. And last but not least, this is a system that I think is super important for everybody. And it might shock you. But I’m telling you, it was a total game changer for me. So I’m going to share it with you. You need a system not only for your business to keep your business organized, so that you can grow and scale within your business for the things that are specifically, quote unquote, business things. But you need to have a system that keeps the stuff outside of your business, your personal life streamlined and organized. One of the hardest things for me when I first became an entrepreneur, was the fact that my personal life was so chaotic, as I was transitioning into becoming a business owner, which is normal when you’re just starting out. It was so chaotic, that it was constantly infringing on my business time. And not only like physically, like something would happen, and it wouldn’t infringe on my day. But because I was holding so much of it in my brain, it was bogging me down, it
[26:43] was such a distraction. Because I was trying to hold all of this stuff that needed to happen in my personal life in my head as I was trying to navigate through my business. And it wasn’t until a couple of years ago, where I realized that I was managing it systematizing my business in such an incredible way. But I was not doing the same thing for my personal life. And so I literally created almost the same infrastructure for my personal life, as I did for my business life. So today, I will tell you, I use systems like my ClickUp task management system for my personal life. And if you were to peel back and look into my ClickUp, you would probably laugh because it does say things like Tuesday, give yourself a facial. Clean the shower every Saturday meal prep with sub tasks like what is Monday’s meal going to be what is today’s meal going to be what is Wednesday’s meal is going to be? There’s another task for grocery lists. There’s another task ready to laugh.
[27:55] I love succulent plants, I actually kill just about every house plan. But these succulent plants are incredible. But I need to remember to water them. And I need to remember to water them like every couple of weeks and not overwater them. That was the other problem that I was having with these plans. I was like, Oh, I’ve got a plan, I need to water it all the time. So then I would overwater it. So literally in my ClickUp There is every two weeks with a recurring task is water plant. Every other month we put like enzymes, you know out in our pool and do all the things that is on a ClickUp task. I cannot tell you the freedom that has come from taking the stuff that we hold in our brain, taking the stuff that I am constantly thinking about, did I water that plant? Did we put the chemicals in the pool, like what happened with this thing? Did I buy that thing for Thursday’s dinner, and dumping it all out into my ClickUp. And knowing that just like in my business, I will get a little reminder and it will show up on my calendar for when I need to do something like clean my shower, or paint my nails or whatever it is. And the mental weight is invisible workload that we carry around as human beings by trying to keep all this stuff in our head or have it in random spot.
[29:18] Literally, I just took it all out and put it in this ClickUp task. And now just like the day to day operations and my business and my priorities, all my personal stuff is in there as well. And all I need to do is show up every day and open that up and look at it. And there it is right there for me to follow. So I cannot impress upon you enough that you are one whole person and it would be awesome if our business just set in a little cubby over here and our personal life just set in a little cubby over here and my kids stuff just set in a little cubby over there, and no too shall pass. But here’s The reality, it does not work like that. And you are not one identity. That’s the beautiful thing about being humans, you have different fields of play, and you show up on those fields in different ways. And so the ability to be able to take that stuff on those different fields of play and baked them into one system that can help you move through it will change your life, you will forget less things, you will be less exhausted, it will be more streamlined, because you’ll be able to see it and it will be able to, you’ll be able to maneuver through it. And most importantly, you will be able to determine what is a priority and what isn’t, what needs to happen right now and what doesn’t. And that way, you can really move the lever on the things that make the most impact, and that you need to be utilizing your time and money and energy for. The other thing I want to say is make no mistake, that our life doesn’t just move according to plan all the time. Don’t we all wish that could just happen? It doesn’t, right? It’s the best laid plans. But when you have everything in a system like this, what you can do is you can kind of drag and drop and move things around.
[31:11] Like I’m not going to, you know, what are the plans today, I’ll order them tomorrow or client call got moved from today until tomorrow, what can I slide over here and slide over there, you can move it all around, so that you can easily maneuver through your day, both personally and professionally. And I promise you, it will just make that whole ecosystem, work in harmony. And you know, from what my perspective when it comes to business and life, it’s really about right, creating those solid foundations systems are a huge part of that. And then having those things that are most impactful in our business in your business, it’s your offer, and then making sure that offer and that foundation is within an ecosystem that is is harmonized, and that includes all of your life. And when those pieces put pull together, I will tell you it is like a beautiful symphony that you will be thrilled to be listening to and be part of each day. So just to recap, let’s walk through these systems again. So number one is how are you going to connect with people how you’re going to go out there and reach people and be visible. And again, if you’re listening to this, I want you to really sit down, write these down, go into your business, look at these different systems. And if they need to be tweaked or they’re not there, it’s time this is your sign that it is time, this could change the entire trajectory of how the rest of your year plays out, not only will you feel better, and you will have more energy and your business will be moving smoothly.
[32:37] But you will be making money and infusing your life and your business with more freedom than you’ve ever had. So number one system, how are you going to connect with people? Number two, what are your day to day business operations and priorities? And do you have a system set up that allows you to just move into that and know what it is you need to be doing each day? And what are your priorities in your business? Number three, do you have a system to track your time and money? Do you know what your revenue targets are? Do you have a way to capture that money in and out like a QuickBooks or something like that? Is there a way that you’re tracking your time to understand what it is that you need to be doing each week? And how that looks? Number four, do you have a system to organize your content? You are in the content creation business as a business owner, make no mistake, and so that marketing and content is super important. So do you have a way to organize that and pull it through and repurpose and leverage that content in an easy way? Five, do you have a system that captures your ideas.
[33:39] As entrepreneurs, we usually have no shortage of ideas. You want to use that brainpower one time and be able to capture it. So you can put it in a parking lot. And then be able to actually go back to it and leverage it when it’s time to create that content and pull it through. Number six, do you have a system to keep your vibe high every day? Here’s a newsflash, we don’t just show up motivated with momentum every single day. It is a choice and a commitment each day to show up in your business and keep your vibe high. It is a decision you make Do you have a system that allows you to do that easily, and allows you to surround yourself with those things that keep that vibe high. And last but not least, do you have a system for keeping your personal life and your life outside of your business? Organize so that it is streamlined and it interfaces with your business in a way that is harmonious. Most of the fatigue that happens is when we’re trying to carry all this stuff around in our heads. And we don’t have a system that captures it easily. It’s exhausting. It becomes splintered, it’s very inefficient. And frankly it takes up a bunch of your time where you don’t need to. So look for a system and have a system that will allow you to just like you organize your business. You can organize your personal life as well so that you can take all that out of your brain, put it in that system, and then have all that mental space freed up for you to show up in your business as the best version of yourself and to be able to do the thing that you need to do.
[35:12] So I want to hear from you around your systems, this is so important. Yes, yes, yes, it is crucial that you have a way to capture these things. I want you to go back. And I want you to look at those systems. And I want you to see, are they working? Are they there? Where do they need to be tweaked? How do we really homogenized and make that streamlined in a way that’s going to help us move forward? This is one of the key components of that solid foundation that I talk about. With your business, you cannot build an offer, have it be magnetic, put all the pieces of your business together if it’s not built on some of the solid foundations of pieces, and your systems are one of the crucial pieces of that foundation. Once you build those systems, you will not be not only be able to streamline your business right now, but you will be able to streamline your business and build on top of it as you grow and scale from now into the future, from your current level of income up to as much amount of money as you want to make in the future as you grow.