Fearless Partnerships - How One Podcast Interview led to 3,000 Leads with Robin Waite

Hey Mark. Hey Katie. Hey you want to do a podcast? Yeah. Sweet okay. Welcome to the "Unforget Yourself" show where we use the power of blue and the proof of science to help you identify your blind spots and get over your own bullshit so that you can do the fucking thing you actually want to do. Absolutely. I'm Mark. And I'm Katie. And we're the founders of "Unforget Yourself" and the creators of the "Unforget Yourself" system. Look, being a business owner is tough with vulnerability and with humour we'll be sharing with you the real stories behind the success of those brave and crazy enough to start their own business and to show you that you're not alone. Not from the accidental entrepreneur to the laser focus CEO. We have honest conversations about how they get to where they are today. We talk about the challenges that they faced and what they're currently dealing with in real time on the roller coaster. Long the way we want to show you that it's you. You are the most important asset in your business. Yeah you are. So let's cut the bullshit and start the show. Enjoy. Okay, hello everyone and welcome to the show. Now, just a quick interruption to your normally scheduled episode. If you wish more people knew you, trusted you and actually reached out wanting to work with you, this is for you. Most experts try to post more, shout louder or chase attention. But the truth is, clients don't come from content. Clients come from real connections. And that's why we built the profitable podcast system. We'll help you create your own simple relationship driven podcast that brings the right people into your world, builds trust fast and turns amazing conversations into clients, partners, content and real opportunities and all without you trying to become a marketer or an influencer. So you don't need a big audience. You just need to write people hearing your voice, feeling your energy and thinking, okay, I get you. I trust you. I want to work with you. So if you want to prove in way that actually grows your business, not just your to do list, head over to profitablepodcasts.com and we'll show you how it'll work for you. And now onto your scheduled podcast episode. So today we have this Rubin Wade, the founder of Fearless Business, a business accelerator that helps coaches, consultants and freelancers productize their services and sell based on outcomes so they can confidently charge more. Through his pricing expertise, money mindset work and two decades of online business experience, Rubin guides service providers to step into premium positioning and create offers that deliver real results. Now, Rubin's journey from agency burnout to building a streamlined coaching business that supports both his family life and financial freedom demonstrates how powerful it can be to rebuild your business around clarity, value and leverage. And while running a successful accelerator, hosting partnerships that once brought in 3000 leads in a single podcast interview and staying present as a full-time girl dad, he's showing what it means to become possible when you design a business that works for your life and not the other way around. Rubin, welcome to the show. Hey, Mark, gosh, that has an incredible introduction. Thank you. Are you a super welcome? Glad you enjoyed it. And a fellow Brit, this is going to be so much fun. Absolutely. Yeah, from across the pond, sitting here in a very familiar accent. So yes, yeah, I'm looking forward to it. Nice. Well, I look to kick us off. Can you expand a touch more on where you are today with your business and who is it that you'd love to work with? Yeah, absolutely. So currently I work with coaches, consultants, freelancers. My passion is in grassroots, small businesses, one person business owners. Basically, just trying to do their thing, which they set out to do, which was to hopefully help the clients which they love to work with, get great results for those clients and also get paid at the end of the day. Because I see so many people who are in the first two or three years of their business really struggling, sort of getting into the end of each month, having put poor their heart and soul into their business, scratch your head going, well, where's all of the money? My reward for this hard work. So essentially, I just want those small businesses to get paid, what they're worth. Okay, let's break that down because that's kind of big in there. So for these entrepreneurs, what are the mistakes that you see time and time and time again? Because we all want to get kept paid. When we start a business, there's a, we want to serve, we want to help more people and some of that can turn into like over delivering undercharging work for like balance goes perfectionism. We're giving more than we're receiving. What are the mistakes that you see? Yeah, the most common one is undercharging or charging by the hour or sort of day rates because what's interesting is when you sort of start as a coach or a consultant freelancer, I mean, ultimately we all have the same number of hours in our lives each sort of day, week, month, year. And you know, the average month, you've got about 160 hours, but when you start to break or 22 days, when you start to break it down, the average consultant, for example, probably only works about two, two to three days max of worth of like actual paid work. So immediately, your earnings potential is limited. And so by selling our hourly rates, day rates, the only way that you can make more money is to sell more of your time, which for me is kind of like selling a small piece of your soul to the devil for each hour that you sell. An interesting question I asked people, you know, or let's imagine that you're on your deathbed and you have to, you can't say, you know, it's priceless, you have to sell the final hour of your life to somebody for a certain amount of money. And everybody finds it really hard to articulate that because they can't see what, you know, perhaps maybe they want to leave a legacy for their children, what's that worth? Or maybe they want some of their money, their efforts throughout their life to go to good causes and things like that. But they might come up with typically, you know, you're talking like a seven-figure number. And I, well, while all of a sudden is every single hour of your life that, you know, you sell for an hourly rate, 50 bucks an hour, why is it less than that million to 10 million dollar price tag that you put on the final hour of your life? And the challenge is like, you know, I have this very firm belief, I don't know whether you agree with me, we'll agree with me, Mark, but I genuinely think that we'll find out. hourly rates are unethical, like selling it because if I want to, if I'm selling hourly rates and I want to make more money, I've got to sell you more hours, Mark. And the like, most people are ethical moral upstanding human beings, but the only person that benefits through selling more time is the person selling the service, whereas actually, I don't know about you, but I always put my clients front and center, you know, at the heart of my business. And what I really want to do is provide them whatever results or outcomes they want. I don't want them to have to feel subservient to me to keep on selling them more hours of my time. Okay, let me expand on that from my perspective, because there's two ways to look at this. When I, when I first started my career, all those decades ago, as user experience, marketer, designer, I probably had an hourly rate that my agency was charging me out at, but then let's say 10, 10 years later, I now can do that job so much quicker and so much better. Therefore, is it, where does the pricing come in? Because then I'm devalue in what I do, your, it's the perception of this, it's the value exchange. Even just crumbs, it was turn of the year, we shifted our podcast business where we actually stripped out a whole phase and streamlined some deliverables that we did with our clients. We actually saved about 25 days by doing this on average with our clients. And I was having, I was having kittens thinking, crumbs, we were, we were taking so much out to making it quicker. And it was like, yeah, and we should charge more for it because we're getting people with the results so much quicker, just think of what that means. So again, it's so easy to get tied up in, where is the value? So I love that you brought in, you're not selling time, you're selling the value, you're selling, you're getting a result. So unpack that for me because so many people find it so hard to articulate this or they're just looking it from a different all the wrong perspective, right? Yeah, I mean, a very simple example, imagine you were going to buy a car and they kind of like, the rather than promising you that you're going to feel absolutely incredible when you get in the driver's seat and go on your first ride in that car and it's not going to break down and various other things like that. That, you know, a lot of these car manufacturers provide sort of long term guarantees, warranties now in their cars, but imagine if actually they they fed up with that and they turn around and said, well, it might work for a bit. Might, you know, what we're interested in is you just getting in doing as many miles as you possibly can and it's so we make more money from you. It kind of all of a sudden you can start to see if you flip it on its head, a very simple concept like that, it just doesn't feel right. So I always, what I look at with clients is kind of three steps when you're productising a service and starting to figure out how much to charge for something. So the first criteria is like, what is the dream outcome or, you know, result which you're delivering for client? You have to be able to clearly articulate that. Are you going to save them time? Are you going to save the money? Are you going to make the money? Can you make them more profitable? So there's all these different metrics which you can measure it on based, you know, if you're in the B2B sector especially. The second criteria then is once you've established or figured out what that dream outcome is and I'll give an really good example of this, all of this in a second. The second thing is can it be delivered in a fixed period of time? So time is money at the end of the day. So the more you just go for a great example there where you made your process better optimised to deliver faster results to a client. So if it's faster and high quality, it certainly shouldn't be cheap, it should be more expensive. So it's that time quality cost triangle. And then the final criteria then is can you deliver that for a fixed fee and the common thing which I get from people when I share that final one, the fixed fee, they're like, well, it depends Robin. We actually have a rule that feel us HQ that it depends is a swear word and we find our clients if they say it because it depends essentially is code for, I'm not particularly confident in what I do. I do too many things for too many different types of people. Therefore we have no systems or processes to deliver a repeatable, you know, outcome to those clients. So we'll just charge what we think is kind of fair based on the amount of time we're doing. And the goal is essentially where you want to get to is that you do one thing really well for one specific client and that way you can then systemise things, you could build processes around it. Those systems and processes are teachable, learnable, repeatable. So you can bring in similar staff to do similar jobs. And then what that means is those results and outcomes, remember the first criteria, start to become far more predictable because we're doing similar things for similar sorts of clients. So the example I was using is the web designer, right? So imagine Mark, you're in the market for a new web designer and you've got a beauty parade of three of them stood in front of you. So first up we've got Bruce, right? Bruce says, well, I'll build you a website mark. I think it will be about 20 hours and I'll charge you 50 bucks for it. So you think ah, 1000 bucks for a website seems fair. So off Bruce goes, Bruce comes back like three months later and you're thinking, why is it taking you so long Bruce? What's going on? But what he neglected to tell you was like he said, he's at any been doing it like six months fresh out of uni's big green. So he doesn't really know what he's doing. Only forgot to add the shopping cart and the blog on there, which you asked for as well. And so you kind of say, Bruce, this isn't really acceptable. It's a huge isn't it? Substandard. Can you add those on and Bruce as well? I can, but it will cost you an extra 10 hours. And you're there now. You're starting to get a bit annoyed. He's a bit frustrated, but he's a good guy. So reluctant. He agrees to do the extra 10 hours for free and then gives you this website. But you're resentful. He's slightly resentful because he doesn't feel he gets paid what he's worth. So it's kind of our first clue that that the hourly rates don't really work. And he's got no real clear idea about what outcome it is. You just get in a website with a blog on the shopping cart because that's what you asked for. Web designer number two comes long, Trisha. Now she's been doing it for a long time, but she doesn't know what Mark will rob in her back pricing. So she's also charging 50 bucks now. And you alluded to this earlier on as well. You know, so because she's more experienced, she comes back a week later. She's built the site, told you you don't actually need the shopping cart. She's not an e-commerce business anyway. So it's it's it's surplus to requirement. But if it's only taken a 10 hours, a billable time, you think great 500 bucks. No problem. Here's your money, Trisha. But yeah, Trisha got penalized because she's better and faster than her, you know, than Bruce. So again, there's our second clue that and obviously because she's been doing it longer, the outcomes better because she builds nicely optimized pages of content that get found in AI search and Google and things like that. And you know, but then we've got our final web designer who comes along Liz and Liz is a website ninja. She's like, don't need the blog, don't need the shopping cart. I'm going to build your landing page. My promise to you, Mark, is that within the next 30 days, we'll be producing 15 fully qualified leads for your business. And you go, go, that sounds great. And then not only that, but she chimes in, she says, look, if we don't produce those 15 qualified leads for your business, we'll refund you all of the money you've paid for this website and pay you $1,000. So you can go and spend it with Bruce or Trisha. So you think great. And then it comes down to the $60 million question. How much? So she says, well, it's $10,000. And you think, well, actually, if she could get me, you know, a few clients from my podcast business or from my coaching practice, actually 10k, if I can start to recoup that within the first 30 days, yeah, that feels like a good deal. And if it doesn't work out, well, I get my money back. So she's, Liz is really clear on what that result the route comes. She understands my business. She knows that she's there to generate leads for your business. And she doesn't really, she's not there taking orders. She's literally building the thing which you need, rather necessarily being an order taker and selling you what you want. And I think a lot of, you know, what it comes down to, you ask me the mistakes business owners make, what it comes down to is one, if you price yourself incorrectly, you're just on the back foot immediately from day one, because you're effectively discounting your service. But the second thing is just confidence and your ability to deliver. It is remarkable. How many business owners out are out there and you say, look, can you put a guarantee on this? Can you guarantee to get me that outcome? And I say, oh, no, it depends. And they'll point the finger at you first as a customer before they actually take responsibility themselves. And I think that's more important of a matter to kind of, you know, for business owners to start to take ownership of the results they promise. Well, let's unpack that because that's, I think, is in this modern day and age. There's so many promises and guarantees out there that is, it's almost diluting the promise now. That's why I truly believe that trust, relationships and connection is the way to go to grow your business. But with this, I mean, it's, it's kind of true in a way that we have to point to finger at ourselves, but other people to know that your process, your, I mean, with podcasting, I know that we will help people to build their own podcast, build that trust, have a platform that builds the authority for yourself, but you can use it for so many different core outcomes. In fact, there's 27 core tangible outcomes a podcast should give you every single episode. But if you don't show up, if you don't follow the guidance, it's not going to work. So there is a, there is a partnership. There is a way of doing this. So whilst it's not going to be completely point of the people, but I know our process works. We've seen it happen time and time and time and time again. We have a process and a system. So the only variable in this is now you. So how do you help people to actually fully understand that and not give blanket empty promises where it's actually out of their control with the client guess results? So I have really great question. And the thing is as well. So having, having observed small bits of your business and having met you today, I also am acutely aware that I can guarantee you qualify your prospects before you actually take them on as clients. So you'll be testing their, their metal to see whether they are going to do the work if they're going to show up. If they are professional, if they're going to, you know, be a good quality host on the podcast, for example, I think the challenge here is that a lot of, and I kind of get it, it makes sense when you start a business, look, the goal of the business is not to enroll as many clients as possible. It's to build a profitable sustainable business. But I don't know, 90 plus percent of businesses probably aren't making the money they want. So when they're faced with a prospect, a potential buyer for their services, the back of their mind they're thinking, oh God, if they say no, am I going to be able to afford my mortgage or, you know, put, to be able to put food on my table. So inadvertently what happens is they're driven by a little bit by their own ego to take on clients for the money. And that can be incredibly detrimental. So I, I'm a firm believer that I would rather be, I mean, I shouldn't say this because I can say it because Mrs. Wakes out of earshot, but I would rather be poor homeless and destitute than take on a client just for the money. For me, it's far more important to qualify that client, make sure they're best fit that I'm 100% confident I can get them, you know, good results. And certainly that return on investment as well as having a really high perceived value through the work which we do together. But very few business owners actually slow the process down enough to be able to qualify properly. And I think that's the thing. It's like rather than rushing to the sale, just slow things down, put an assessment or a quiz or some kind of qualification in process, then speak to them. Maybe I don't know if I should have asked this beforehand. Am I allowed to swear? You can always beep it out if you have to. You're absolutely right. Of course you can. So there's something called a shit test. You put a bit of a shit test in place, which is, do they show up on time? They don't know that the shit test exists, but you do they show up on time, give them a small task which they have to do, which could be to go away and spend 20 minutes drafting a maybe a 30 second intro for their podcast. So just some kind of little test to see if they actually do the work and how soon they deliver. I don't know. There's lots of different ways to test and qualify clients. I do it quite regularly with my clients. I'll just say, you know, I've got about 40, 45 frameworks within my coaching practice. And I'll just say, oh, here's a one page worksheet. Could you mind just doing that before we hop on a call together? And I'm not really interested to much in what they write on that worksheet. It's more the fact that they do the work. I love that. We're on a shit test. Yes. So one to also said there is, and I want to look at the polarity of what you just said, because this could spark fear and awful lot of your target audience become poor, destitute, homeless. You've talked about the extreme side of this. No one really wants that. Therefore, that's what we feel like we have to take on the wrong clients. I mean, we've all done this. I've taken on the wrong clients years ago. It was, it was, it's part, it's part of business. We do this, but we have to find the wrong people to know who are the right people. I think it's part of the journey. But of the polarity, once you start to look at the right people, then your marketing starts to align, your process starts to align. Everything becomes so much easier. And it might mean that there's only like, you know, a million or a hundred million people that you can actually market to. I think you're good. You can't serve those people in a number of lifetimes. Therefore, scarcity goes out the window. But maybe talk about that scarcity because no one wants to be poor and not pay their mortgage. Therefore, that poll is very, very real. But the confidence in oneself, the confidence in that you're right, people will show up once you have the right messaging, once you talk to them. So, talking about that. Yeah. So part of it is a bit of blind faith. I think sometimes you just have to have, I trust in the fact that clients will show up. Again, like people create barriers for themselves. For example, when you talk about pricing and I challenge a lot of people to raise their prices. So this is something which is very common. Well, people in Stroud won't pay those rates. The moment you interject with a belief that strongly, it's like, well, why are you in business anyway? If you don't think the customers are out there, why are you bothering? So there's certain beliefs which you kind of have to start to reprogram. And it's just a subtle shift from saying, well, is it the people in Stroud can't afford it? Well, I only need 10 clients. I've just got to find them. The end result will ultimately be the same getting those clients. The second thing as well is around this attachment. People have this very strong attachment that clients equals money. And look, I get it. We need clients in our business in order to actually generate turnover to generate, you know, turn that then into profit. But we don't need all of the clients, like exactly like you said. And there's a Dan Sullivan. There's a fantastic book called, which he's written called 10x is better than 2x. So any, the way he positions the challenge in the book is like, imagine Mark that you want to grow, you got to grow your business light in 2026. Okay. So now you've got to work with two times the number of clients. You've got to do two times the number of sales calls. You've got to do two times the number of bits of like admin to get those sales calls books, which means two times the number of like marketing and the conversations to get them books, which means to, so imagine now, if I just said right, Mark, you've got to double down and 2x everything within your business. I mean, I know you're smart because you probably do a lot of outsourcing and things like that. So you're a step ahead. But most people, you can see that eye is widened. And they're like, Robin, I'm already tapped out. I'm already working as hard as I possibly can do in all of those areas. So 2x is actually a really flawed business model. I just doubling your efforts, doubling everything up, doubling the number of clients. It just doesn't work for most small business owners. So we have to think about a 2x thing is just basically enrolling more clients, but at whatever the lower price point is. So the lower your price point is the more you've got to work basically. And I did some work with the Charter Density of Management Accountants here in the UK. And we looked at discounts. And the damage that it can have on your accounts overall because most people assume, oh, I'll offer a 10% discount to attract more buyers in, right? But the challenge with that is that and then they assume that they've only got to get 10% more clients as a result of that attraction offer in order to make the same net profit. But it doesn't work like that because by the time the money's trickled down through your profit and loss accounts, this is kind of compounding thing which happens. So actually at 10% discount, you've got to get 22% more clients to make the same net profit. By the time you get to a 25% discount, you actually need double the number of clients to make the same net profit. Just 25% discount, right? Imagine that working twice as hard for the same amount of money. So but the challenge is most people don't call their prices a discount because they're just underselling themselves already. It's just a discount by virtue of the fact they're undercharging. So where we want to get to, the optimal business is one where you've got half the clients but double the income. And it's not just about that sort of front end offer, it's then you start to pull lots of different levers. So you have like first order value. How many times they come back and repeat purchase from you? Do you have a back end offer? So you're building up customer lifetime value. And then you can start to test and measure profitability within the business and various other things like that. You're pulling like seven different levers in order to raise your profit margin. But now we're talking about pure awareness to make decisions in business based on data and numbers and figures. You can start to see all of this rather than I think and I feel. So I think data is a huge important part of this. Well, make make this real for us because you're an entrepreneur. You've been through all of this and as of right now with juggling, being being a dad, being a business owner, growing your business, making sure that personally you have enough time to do everything. How have you managed to leverage yourself or what are the challenges that you're focused on right now which makes this like because this doesn't stop. This is a it's part of the game. So where are you in the game right now? Well, I made a very conscious decision and so I really context why I ran a marketing agency for 12 years and sold that in 2016 and this is around a time when I knew probably about 10% of what I know now about business since I switched into coaching and I ultimately ended up selling that business because I was doing probably lots of the wrong things like pulling all nitres in the agency. I had very much that hustle and grind mentality. Equally, I wasn't married, didn't have kids. I could do those sorts of things. So it's a very different landscape for me then. Switching to coaching started off the first couple of years doing that, doing all the social media stuff that the gurus and experts tell you today. I put my own podcast, YouTube channel, long short form videos, I was doing a blog, I was doing you name it, I was doing all of the things, ads, everything. And then it got rolled around to like 2022 at the end of 2020. I was just a bit, I was just burnt out by the whole thing. We were doing between me and my sort of meager team. We were doing sort of 30 plus hours a week just on social media and just like grinding that machine out. And it felt like a massive amount of like input for a moderate amount of output. It just didn't feel tantamount to the success of where I should be. Should I do that in inverted commas, you know, compared to where I was. So we stopped, I just switched everything off. Literally stopped absolutely everything. But on the first of January 2023, I'm kind of enjoying, you know, starting to the near thinking, well, shit, I still going to do some marketing. I can't just like rest on my laurels and hope that things work out. I've got to do something. In essence, I was like, I need, I need leverage. I need something which is going to bring in one, you know, a thousand liters at a time. Like what would that look like? And at the time, I didn't really have an answer for it. But I was like, well, one of the things I'm not doing is being intentional with thrusting out a load of content, but there's no real intentionality behind it. Like why are we doing this? And then I just asked an internal question in myself was like, because I've got to this point of burnout and burnout is not fun for those who've been through it, you know, I've actually been there five times in my career. So three times in the agency and twice actually in my, my business, coaching business. And for those who aren't familiar with burnout, I mark, I don't know if this is familiar for you. First time it happens, you're like, Jesus, what's going on? This is like the most, it's like the horrific, most horrific thing you can be in the middle of like at that second time you reach that point of burnout, you're like, oh, hang on a second, this feels familiar. Still doesn't feel nice, but you know, you're like, okay, well, I think I know what to do to get through it this time. Third time that happened, you're like, oh, great, here we go again. But you still don't really have a plan, but you're just like, I'm just going to get in and out of the dip as quick as I possibly can do because it was very unpleasant the first two times. So by the fifth time this happens, this is like my 2022, 23 thing. I'm like brilliant, bring it on. I know now like what to expect how it feels, getting in and out of the dip as quickly as possible, make sure when I come out of the dip, I'm a lot better off on the other side. So, but I realised I wasn't having fun. It was as simple as that. And what being intentional and what being fun looked like to me was hanging out with some of the really cool entrepreneurs and cool people in my industry who were just rocking it, you know, I'll name some names, but some people may know these some people won't, but Daniel Priestley, you know, great entrepreneur has got several amazing books out. He's been on Diro4CEO six times now, which is a record. He's just gone to L.A. to record another episode, you know, so absolutely rocking it at the moment. Ali Abdali is like a productivity YouTuber. There's Chris Doe who is a creative business like Guru, Simon Squirp, who's got you know, 17 million followers or something ridiculous now. So there's all these cool people. I was like, why don't we not get to stuck in my little studio in the cops world? Why am I not hanging out with these really amazing people? So I just got out there, started hanging out with these people, started creating opportunities, creating conversations. I've worked many of those people now that I've mentioned. I've worked with their teams and will directly now with those influencers, either from a coaching perspective or just partnership perspective. And the culmination was about six months into this whole being intentional. I got invited to guest on Ali Abdali's podcast. And that blew my mind. Even 20 years into my career, it just blew me away. We got within 90 days, 1500 leads from that one podcast within the first year. It's about 3000 leads and they're still coming in even now two and a half years on. And put this into context, right? Just some stats. You mentioned like measure what matters, right? So to get 3000 leads prior to that, guess how long it took? Go on. Have a guess. Just throw some time at me. 3000 leads, what are you looking for? Seven months? No, four and a half years. So four and a half years are doing all the standard like social media, informal, all the rest of it. Four and a half years. In one two hour conversation with Ali, and a trip down to London, which was great fun, got put on by Pigeon just before the interview. How did you do? Just what you need. But yet 3000 leads from that. And the other stat, which is really fascinating for me as well. And there's a reason why which we talked about offline, which we might chat about now. But this last sort of 12 months, I've had to really optimize my time for better. So my partnerships now, the process I use for partnerships is probably only about two to three hours a week, max of paying into that. And so remember I said, the social media stuff was taking this 30 plus hours a week. So with a tenth of the time, we're creating considerably more impact just through being more intentional. And that process whilst we have been doing it since and whilst it's not yielded any sort of new big podcast tier one sort of podcast opportunities like that, I am in these people's worlds now, and it's only a matter of time, I think, before I get another one. But it's just a matter of just little offering, just keep paying into the meat, the pan into the meat every day, just making sure that we're chipping away at the partnerships, offering some value. I take very much the approach of like, because I'm having fun, I don't need to get paid for it. That's like the intrinsic value is there just to pay into these partnerships. And what was really interesting is early, not that long ago, probably about two months ago, as an event in in hearts, got chatting to one of Simon Squibb's team. So one of my partners and he said, he asked a really specific question, what's your goal for 2026? I said, "Daraviseo." I'm going to be on "Daraviseo." He said, he literally like, face-parmed. And he was like, "Robby, do you realise I produced the first 100 episodes of Do-Ack?" I was like, "I didn't share this with me." And he's like, "Well, they don't, obviously, don't work for them anymore." It's not just like a guaranteed in, but he said, "Reach out to me when you're ready and we'll have a conversation about what strategy we're used to get you on there." So it's about joining up those little dots, but it takes about a tenth of the time as doing social media and the grind and hustle stuff that I was doing. Yeah. Well, you think being intentional is so important. I mean, from a personal perspective, and we can just touch upon this quickly, your life has changed dramatically where you have to be intentional. Every entrepreneur has this. There's always something going on behind the scenes of what makes us have to spend certain amount of time or not have the time or have to do things in a different way. Everyone's time and life is built differently. So what's made this so important for you? So in August 2024, I got diagnosed with a benign tumor on my brain stem. So it's about the size of a grape. And the consultant said if it was two to three times bigger, it would be a lot more catastrophic. And thankfully, it's benign. And also, I don't want anybody to feel sorry for me because it's like bottom of the list on the most dangerous brain tumors. So I'm good. But what it did do is it like when you're going through having the scans, the consultations and things like that. And then finally, they dropped the news that you have a tumor. Of course, everything goes through your mind. And like you plan out your entire future in about 10 nanoseconds. It brought for me, it brought life very sharply into focus. But I do have a few physical symptoms, obviously, as Wyandre.Gang checked out. So things like I have to really very carefully monitor energy levels because obviously, nervous system, it's on the brain stem, which controls most of the motor sort of, you know, throughout your entire body from breathing your digestion to, you know, how your muscles work and things like that. So I can't do as much as I used to do physically. And it's really bloody frustrating. But I've had I've been forced to adapt and get used to it. So it's meant even things like I've had to reduce my work hours down. Probably I it was a reminder that I wasn't focusing as much on my family as I should do. So I've now been able to get more involved with my eldest daughter started secondary school. So I'm more involved with doing school runs and events. And I try and be there as present as I possibly can do every opportunity. And yeah, to the detriment of the amount of time I can put into my business. But my business is kind of bobbing along at a reasonable rate. So I don't I've reached a point my career. I don't have to like, force stuff to happen in the business. It can just naturally evolve. And I still seem to get sort of decent results from it. But yeah, it's just a massive wake up call essentially. And I think a lot of business owners kind of just go about their daily lives, not imagining this stuff will happen to them. One day you will have a bit of a wake up call. So maybe think about it now. Yeah, well thank you for sharing because I think this message is important because again, back to the 2X, the 10X, leverage, intention. These all play into each other because it needs to be, we need systems, we need operations, we need intention in our business. We need to know exactly what we're doing and why we're doing it. So it is different for everyone. So what you charge, what deliverable you are able to do, how often you want to work. So that's why I think the biggest word there for me is leverage. To be able to do podcasts, build relationships, create contents, make an impact. There are so many things that you can do with this. So when you find those things with your fulfillment or your marketing or your sales, if you can make sure you leverage this so you get multiple outputs from one input, that's the thing that changes the game. So thank you for sharing your own personal story through this. Yeah, no, I good friend of mine Matt Essam. So he's a coach for creatives. We work very closely together for the best part of the last decade. And he mentioned those mentions, though, those sort of three or four Fs, you know, freedom, fulfillment and finance and fun, like making sure those four Fs are basically covered off is actually far more important as a business owner. I think there's a bit of a trap when you see, I don't know, other people with however you define success, if you project and you see that their story is more successful and yours and you start doing what they're doing to grow their seven figure business, it can lead you down a path and then you realise that you're just not being congruent with fulfilling those things, like freedom and fun and fulfillment are far more important and making money at the end of the day. And what I have discovered is that when you get out there and give with that take, put value into the world and you have fun doing it, the money seems to come as a natural byproduct of doing that job well done. Maybe it just works for me. I don't know, I know some people it seems that they have to work harder in order to get the money, but for me, so as I'm showing up, doing good stuff, I seem to do all right financially and sometimes it's up, sometimes it's down a little bit, but overall it kind of averages out and I'm doing all right. Love that. Well, I think that energy you put into it, it's not the chaos energy, it's not the worry it is the, I'm aligned, I know what I'm doing, so it's fantastic to hear. So thanks for making that kind of real for our audience as well. It's lovely to hear. Robin, for those people that want to know more about you and the amazing work that you do, how can they reach out? How can they find you? Yeah, absolutely. So if you've got questions based on what you've heard, just jump onto LinkedIn, connect and drop me a message and I'm sure you'll share a link somewhere. I've also got some signed copies of take your shop, which need some homes as well. So Pauline is waiting for me down at the post office with those ready to ship. So you can get those at fearless.biz/tys and postages on me or it's optional if you want to contribute a bit, but no matter where you are in the world, I just want to help business owners to grow a little bit and take your shots of story about one of my first coaching clients, a golf pro called Russ. If Russ, the golf pro can make it and get on stages and speak and sell retreats anybody can. So the book's there waiting to be shipped out. Yes, love it. Well, everyone if you're curious or think this sounds amazing, reach out, start a conversation, grab the book and enjoy. Robin, thank you so much for that. My absolute pleasure. Yeah, thanks for sharing today. Not only the amazing work you do, but behind the scenes of what businesses like for you. Yeah, thank you. My pleasure. You're welcome. Hey, Katie. Yeah, Marc. Wanna do an outro? Sweet. Hey, thank you so so much for listening and making it to the end. Yay you. So what happens next? We ask them the things that podcast are supposed to ask at the end of an episode. Can you please rate, review, download, subscribe. Yeah, but why is it important? Because that's how our podcast gets noticed. It's how people find it. It is and we want all their earballs. All the earballs all over place. We do. Yeah, so please do all those things. We'll be ever so grateful. And then more people here. You're beautiful voice. Oh, yeah. See you next time. Bye.