Ep 103: Katie Nelson Shares Strategies for Scaling to Seven Figures
Erin [00:00:04]:
Welcome to the Scaling Expertise podcast where we talk to experts who have successfully scaled their businesses and also have tips for how you can scale your business. I am very excited to welcome this week's guest, Katie Nelson, who is the founder and CEO of Up Crapper Sales Uprising. Okay, here we go again. Sales. Sales up front. Hi, everyone. Welcome to this week's episode of Scaling Expertise, where we talk to experts who have successfully scaled their businesses and also help and have tips for you to scale your business. I'm very excited about this week's guest, Katie Nelson, who is the founder and CEO of Sales Uprising.
Erin [00:00:52]:
Hi, Katie. Welcome.
Katie Nelson [00:00:54]:
Thank you. I'm so excited to be here.
Erin [00:00:56]:
This is going to be a fantastic conversation. So before we get started, if you could just let us know who you serve and how you serve them, I.
Katie Nelson [00:01:06]:
Can tell you that who I serve are the solopreneurs that are looking to get to their first, second, or third seven figures. Right. So you're the ones, those of us that take our expertise and decide to hit the road. It's a very bumpy road and we're building the plane as we decide to fly it. The reason why I do that is because what's in my heart is to serve local communities and the money, like the river of money that flows through our local communities, the majority of it comes from our small business community. Right?
Erin [00:01:40]:
Absolutely.
Katie Nelson [00:01:41]:
It's not, it's not corporations, they've got other agendas. So it's for us to. To watch our own. So I'm the service based businesses looking to get to their first quarter of a million on the way to their first, second or third seven figures. Is my cup of tea.
Erin [00:01:58]:
Fantastic. And it's never been more important for us to think about community and being inclusive and making sure we have an economy that works for more of us. So doing that work is fantastic. Very happy about that. So. So we're going to talk about, you know, scaling, of course, because that is the. In the name of the podcast, we should talk about it. So, one, I want to talk about how you work with your clients to help them scale their business.
Katie Nelson [00:02:29]:
What a great question. So before I answer that, can I ask you a question?
Erin [00:02:32]:
Sure.
Katie Nelson [00:02:33]:
Okay. Can you give me your definition of scaling?
Erin [00:02:39]:
Ah. So to me, scaling means growing revenue without increasing resources. So either I am not working more to get that additional income, or I am getting the same income with fewer resources. So either way or both. Even better.
Katie Nelson [00:03:05]:
Perfect. Okay. So the reason why I asked this is because I just, I can't assume which definition you Use. And if you were like any entrepreneur I know, you listen to many, many podcasts, read a ton of books, and the variation always is slightly different. Right. So one of the ways that I help my clients is to let them understand where they are in their business. I'm known as a startup expert. So anywhere after launch, right after you've had your first sales round, you have your first five figures coming in the door.
Katie Nelson [00:03:37]:
Between that and 250k is what we consider to be startup. So for businesses that are looking to get beyond that. Right. The reason why I say that is because by your definition, you could scale your business from 50k to 250k. I just don't talk about it in those terms. I talk about scaling your business once you get probably past your quarter of a million to half a million dollars. But in essence, our definition would be the same because I do believe that it's growing revenue without increasing your hours. Right.
Katie Nelson [00:04:15]:
Your output and all of those things. So one of the ways that I do that is actually teaching my clients how to leverage their time better. We absolutely take a look at their pricing and whether or not that's appropriate. And they're doing things like charging what you're worth. Right. Which is actually the name of one of my courses and taking a look at their packaging. So as a business owner who's been in sales my whole life, keys to being even able to get to any kind of scalability are in understanding the basis of those three things.
Erin [00:04:50]:
Yeah. And so I think people often confuse, like, well, I know how to increase my revenue by, you know, working harder, and they consider that a win. Do you consider that a win?
Katie Nelson [00:05:03]:
Not the way you say it.
Erin [00:05:07]:
Leading the witness.
Katie Nelson [00:05:08]:
Right. I'm like, so I. I believe in working smarter, not harder, which is why things like leveraging tools have the ability to help you grow to a scalable place. So in the way. So, no, I don't believe that work. I believe that in the beginning of your business, working hard is relatively inherent, depending on the level of success you choose to get to. And based on what you know about business, not on what you're an expert on. Right.
Katie Nelson [00:05:39]:
So I would come to you to protect everything. I would come to you to provide me with more assets in terms of my intellectual property. Right. My copies, my. My copyrights, my trademarks, all of those things. All of those build assets for my business. But that's only one piece of being a business owner. So in the very beginning, it really is just about understanding your market.
Katie Nelson [00:06:00]:
It's the simplest of the things. And that's going to be a lot of hard work.
Erin [00:06:04]:
Yes.
Katie Nelson [00:06:05]:
The goal is to not have that for the entirety of our business and to grow to a place where we can give ourselves uplift. So do I think that working harder is the way to go? Only for periods of time.
Erin [00:06:21]:
Absolutely. So how do your potential clients know they need you? What are they going through that? They go, I need to call Katie. Ah.
Katie Nelson [00:06:29]:
They go, oh, my gosh, I did. So I was awesome. I killed it last year. I made X amount of money and then the next or the next year I didn't. And I don't know how to fix it. Like, I don't know where it all went. I think people just aren't buying. Right.
Erin [00:06:44]:
I hear that. Yes.
Katie Nelson [00:06:46]:
Right. So that is a fundamental challenge in how you would know you needed me. Another version of that is one of my favorite client success stories. Literally came to me and said, okay, I've had my business for 10 years. It was great. I'm ready to do more because my kids are taken care of now. They're a little bit. They're about to fly away.
Katie Nelson [00:07:07]:
And so, but here's the deal. I've made 185k for 10 years. I've tried, tried to make more. I would have been happy if I made less. But I can't figure out how to crack the code. Like, what am I doing right. I. I only know what I know.
Katie Nelson [00:07:25]:
And I'm, I'm open to recognizing now I don't know how to get to the next. So that's how, that's how you would know you might need to meet.
Erin [00:07:32]:
Yes. I think that ceiling happens to a lot of us. It's happened to me. It happens to a lot of us. Like, how do I get over that hump? And I found that people who come to me often times they're somewhat undifferentiated. You know, they, you know, and they want to increase the market by helping more people. You know, I've got this expertise and I can share it with lots of people. So what are the problems with that?
Katie Nelson [00:08:03]:
So for your listeners, they may think you're completely setting me up, but please note, she said undifferentiated. She didn't say don't have a target market or not niched. Which would be the things you would, you would hear me say all over the place. But I believe that's exactly what talking about. Right. So my. There are three words that I try really hard not to use and make me cringe when I hear them out. In the wild, in the business wild, which are anyone like help anyone or just help anyone.
Katie Nelson [00:08:34]:
The words, just the words help and the words anyone are not beneficial to the success of your business. If you are new in business, it may be the most comfortable thing to say. Wonderful. Know that you know, if the challenge I would put forward to anyone would be set yourself a date and time. You know, if networking is brand new to you, Erin you know, take what, take the hack and go with what's easy for a minute but put a deadline on how long you're going to use that. Because what the room hears is they can help anyone. They don't need me. I don't know why they're doing targeting Mark like target networking.
Katie Nelson [00:09:13]:
Like they can help anyone. Right. Or because they can help anyone. I cannot literally flip through my mental Rolodex for anybody who's younger. My mental list of comments.
Erin [00:09:29]:
The word Rolodex in the wild. It does.
Katie Nelson [00:09:31]:
Okay.
Erin [00:09:31]:
I don't know if they know what it means but I definitely hear it.
Katie Nelson [00:09:34]:
Well and that's the thing. I actually used to have one. Right. So that's literally my mental Rolodex where you flip it all and you get to your Z. Oh my gosh. Okay. So you know, you're going through your list of contacts and going oh, they just said the words that let me know I have an introduction for them. Right.
Katie Nelson [00:09:51]:
So being unspecified is not helpful at all. How I describe it is like a dartboard. The, the most points on any dartboard are the tiniest spot. That's where you get, that's where things really start getting going for you. This is what this would be considered. The wind beneath your wings is being as targeted as you possibly can to get to your success.
Erin [00:10:20]:
Well, how have you applied these rules and these suggestions to your business? Obviously I'm sure you're on your second, third or fourth seven figures. So tell us about. Well, I guess there's only three but how have you scaled your business? What, what, where did you start and how'd you get to where you are today?
Katie Nelson [00:10:42]:
Okay, so that story is a little bit longer. How I started was two businesses ago, so I have a third time business owner and the first two businesses were in a complete a completely different market. So they were also services based. But I co owned two professional services and staffing companies, right. That serviced small to mid sized government contractors and how I scaled those businesses is much different than how I scaled this one because I chose to have a different business model when I first started Sales uprising. I Very. I have no problem selling, Erin. I don't know if that, that comes across at all.
Katie Nelson [00:11:35]:
You know, the name of my company, Sales Uprising needs to go get one. So selling has never, that's absolutely my expertise. But my genius zone is allowing business owners to understand how sales is their friend and how they can do it to the betterment of their business. That's my superpower. How I scaled my business was through failure. I know that sounds crazy, but very early on, within the first six months of my business I had clients and I was, I felt so good because, you know, I had just come out of owning a business that I had generated a six million dollar run rate in under three years. And so I was extremely nervous about what was this going to look like? Was, was my network going to be able to follow me? Was I going to have to start all over or am I just too old for that? So many doubts and all of these things and it turns out I could, I made deals and then I did the math and I'm like, I don't understand why my math isn't mapping. I am going to have to work until I'm 90 to make my first 100k.
Katie Nelson [00:12:39]:
Okay. So my prices are off, right? So that's my first. And I'd already owned a business, right. So I, and I say this because each individual business and each individual service based business, if the service offering and potentially target market are different, it will also look different. And how you need to go about it is in a different lens. So I scaled my business through a lot of mistakes early on. I immediately bit off all my fingernails, figuratively and spent what I thought was exorbitant amounts of money on a business coach. And it turns out it was the best investment I ever made.
Katie Nelson [00:13:21]:
Made so much money in that first year, I didn't even notice that exorbitant investment. And I just honestly where I, that first year of business, let me say, yep, I don't know everything. Like I've done this before and I don't know everything. So teach me your ways. Oh world, you know, I'm in this new space. Teach me everything.
Erin [00:13:40]:
Yeah, yeah. Reaching out for help is super important. I mean, you know, if you are the expert in, you know, whatever you do, leadership development, whatever it is, well, there's an expert who knows how to grow your business and help you do that. And we love expertise. We believe in it. We believe in staying in our lane and letting experts help us do what they do best. So that makes a ton of sense to me. So when people worry about a lot of people, you know, they have this, maybe it's their signature offer, that it's high ticket, it's highly customized, and they worry about that scaling is going to devalue that high ticket offer.
Erin [00:14:24]:
Do you have any ideas about how they can feel better about, you know.
Katie Nelson [00:14:31]:
Why would they think that scaling is going to devalue their high ticket offer? What's the mechanism for that assumption?
Erin [00:14:40]:
Well, if I stop, you know, being highly customized and I'm not doing something specific for each client, like, how can I scale my premier service?
Katie Nelson [00:14:51]:
Ah, okay. So personalization and high touch is what Erin is another way to say what Erin’s talking about, I think. Yeah, yeah. You know I heard that. Right. Okay. The answer to this question lies in each business owner's revenue goals and vision for their business. This is going.
Katie Nelson [00:15:14]:
The answer to this question is going to look different if you're like, I want to get to 250k and I'm good, or I want to get to half a mil and see if I want to go further. The answer is going requires context of understanding what you want as a business owner first. And if we take away that context at its most basic and where we can average it out, where there's a median, that my answer will apply to both scenarios. It would be. It doesn't have to. I understand the feeling of that. Feelings aren't facts. And as long as you are going with the concept of your private time is the most expensive time that you sell, you are in.
Katie Nelson [00:15:56]:
You are in the right lane to get to where you want to be.
Erin [00:16:00]:
Absolutely.
Katie Nelson [00:16:02]:
Yeah. So when we first start, we don't know. I mean, I can find who I think might be my competition, see if they've posted their rates online so I can try and do some of my own little market research, decide if those hourly rates are my cup of tea and if I think I'm. I can sell it because it. That's really important.
Erin [00:16:24]:
Yes.
Katie Nelson [00:16:25]:
Yes. So if. If I'm comfortable at 100 bucks an hour, great. Go get a couple of those deals under your belt. The. The business you do in your first couple of years of business is not the business that you do. If you have a growth mindset and you're willing to learn the lessons, it's not the business that you do in your third and fourth and fifth year of business.
Erin [00:16:46]:
Right.
Katie Nelson [00:16:47]:
So it's okay. Give yourself some grace in the beginning to really, really hammer it home somewhere in the middle.
Erin [00:16:55]:
Yeah. Yeah. There's two things you said that I want to respond to one is that things will mature that, you know, as you work with clients and may you start with that I can help anybody and everybody. But then you'll start to see like there's this specific, specific type of client that I have the best results with or that I like working with the most or that's the most profitable, whatever it may be. And then you start drilling in on that client. And that is one way, as we keep working with that same client with similar needs, that we become more efficient and can get better. And then the other thing that you said was that the most valuable resource is your time and that, you know, when we are the founders of our businesses, like we are the most expensive resource in there. If we're looking at it from, you know, cost of good stuff.
Katie Nelson [00:17:43]:
Right. A straight perspective.
Erin [00:17:45]:
Yes, we are the most expensive resource. And so we can also build scale through less expensive human resources. Right. It doesn't.
Katie Nelson [00:17:54]:
And that includes, that includes us. Right. So listen to what Erin said. Less expensive human resources, which is less than you. So if you're newer in business, you are probably, you wear all the hats like an E Myth, right. You're the technician, the manager and the CEO. Beautiful analogy. So not only.
Katie Nelson [00:18:11]:
And let's just pay attention to that really, really quickly for those of you who are like, I currently have a full time job, but I really want to make my side gig the thing and I've done my side gig forever and I think it could work, but I don't know how to make it happen. Look, if you hold three jobs, pay yourself for three jobs, right? If, if as a business owner you go into business saying, you know, what if I just make as the same as I made in my paycheck, you're thinking about it wrong.
Erin [00:18:36]:
Yes.
Katie Nelson [00:18:37]:
You have immediately engineered a challenge into the growth of your business. Because the only reason why you can get paid that amount in that way is because it's somebody else's cost.
Erin [00:18:50]:
Right.
Katie Nelson [00:18:51]:
Somebody else holds the cost of your seat as an employee. So now you're doubling your cost because you're your employee.
Erin [00:18:59]:
Yes. I believe that is one of the hardest mindset shifts for people. Ex corporate people 100 like I match my salary, I'm doing good and, or maybe they get a little more, you know, and they're not understanding how much their costs have, have increased there.
Katie Nelson [00:19:18]:
Well and so these are the ways. So if you have a. If in your audience you really see like Katie, this is like the hardest thing. There's a couple of hacks that I give people for them to understand it. One is your business costs money like it's a baby bird. It needs to be fed, but it costs. You have taxes, you have. Like there are I.
Katie Nelson [00:19:39]:
And I am not talking about whether or not you are an sole proprietor llc, Escort B Corp, C Corp. Taxes. It applies across the board. You can fiddle with it with your bookkeeper and CPA as much as you want, but it's still owed.
Erin [00:19:55]:
Mm.
Katie Nelson [00:19:56]:
So those are automatically extracted. So you're thinking, okay, I make 100k minus my taxes, I net 84k. So if my business makes 84k, you see where that's wrong. You, where's your taxes taken out, much less the cost of your computer or your phone or anything else. And you now have three jobs.
Erin [00:20:18]:
That's exactly right. Yes. The most fun. So let's get back to scaling your business for a second. So you mentioned that my favorite words, intellectual property. So how do you, what do you, how do you think about intellectual property in your business? Did you always understand its importance or is that something that you had to learn the hard way? And how. What part does it play in your business Now?
Katie Nelson [00:20:46]:
I love that you asked me this question so that I can give all intellectual property lawyers their due, at least the ones who understand the importance of small business. So I didn't always unders in the beginning of my business because that portion of my vision wasn't clear. Having intellectual property assets and copyrights wasn't necessarily what I was thinking about. Let's be clear. And I don't, and I don't tell my people, it's necessary to think about it. There's no reason to spend that money if you don't know that you can sell. Like there really isn't. Why would you spend the money and then hold your breath for a year? Because people, when you work to make sure that your IP is protected, and nobody can help this but the uspto, it's going to take at least a year, you know, so it, it takes a maturity to use a word that you've put out there to understand how IP can work for your business.
Katie Nelson [00:21:42]:
And I would tell you that regardless of how small a business you are, IP is important. It is literally an asset. Now, you may never choose to use that as an asset in the same way that your home is an asset. You may never choose to sell house for profit and then flip that profit into something else in the same way that you won't use your trademark asset to go to your M and A and look for an early exit or whatever the case is.
Erin [00:22:08]:
Right.
Katie Nelson [00:22:09]:
But it is an asset. It really does in a way that your website doesn't do it, your copy doesn't do it, your podcast doesn't do it. It says, I'm a real boy, to borrow a phrase from Pinocchio. Right. I. I understand one my importance as this business, like this business's importance. It's probably the first one of the first places will where you will separate potentially your business from you as the CEO or founder right now. I did right by my own business.
Katie Nelson [00:22:45]:
I have my little R. Right. I love my little R. It means registered trademark, people. Registered you can have. Just letting you know. I had I say that because I had to learn that I didn't know. Like, of course I've seen it on my Doritos bag every day.
Katie Nelson [00:23:02]:
I. But I didn't know what that meant. So it. I. And it's one of the things I'm just so proud of that I took a chance on. You want to talk about something I really didn't know?
Erin [00:23:15]:
Mm.
Katie Nelson [00:23:18]:
And it feels great when you can put forward your argument on paper to say, these are the things. This is why I am different. That we talk about value differentiators a lot in business, especially in marketing and sales functions on the back end. IP and your trademark are your value differentiators.
Erin [00:23:41]:
Yes. I'm going to agree and disagree with you.
Katie Nelson [00:23:44]:
Oh, yay.
Erin [00:23:45]:
Tell me so. So we have the trademarks and the trademark like sales uprising or McDonald's or FedEx that tells the consumer who is providing that good or service, but the good or service itself is not protected by trademark. So when I am an expert and I am creating a training program, that training program is protected through copyright, through copyright laws and through copyright registration and copyrights attached at the moment of creation. When I create an original work and I put it, you know, I make my slideshow, I have my workbooks, I have, you know, my training materials. I've created a copyrightable asset that I have exclusive rights to that nobody else can copy or use without my permission. And that is something that we're doing every day. We're creating something right here as we talk record this podcast. We do it every day.
Erin [00:24:50]:
We post on LinkedIn. We do it every time we, you know, have some sort of interview that is recorded. Right. And so when we are working with our clients and we're using, say, if you're using your intellect, you're creating intellectual property. So if you're working with your client as the expert and you're working with them, then you're creating intellectual property. The question to me, what I like to ask is who owns that though? Do you own it or do they own it? And so that's where we need to be mindful about making sure if we want to create our own assets that we can continue to leverage, we need to make sure that we own them. And so there are, it's 100% is, as you said, like how you become known because you become known by the results you provide to your clients. And you provide those results because you have effective materials, effective training, effective workshops, things like that.
Erin [00:25:50]:
So, so yes to trademarks. And trademarks are definitely more expensive. So that is why I agree that you should wait to make the investment in your trademark until you absolutely know who you are. Because I will say I have my personally wasted money on trademarks that I thought this is genius, I love this. And then I, you know, like, okay, that's not what I'm going to do now. So yeah, making sure you know what you're going to to do. But your copyrights, you know, those, those don't require registration for protection. Although there are reasons to of course to register them if you want.
Katie Nelson [00:26:28]:
Can I ask you a question really quick?
Erin [00:26:30]:
Absolutely.
Katie Nelson [00:26:30]:
Because I didn't hear any disagreement in what you said. And the reason why I didn't is because in my, you'll note, all I did was talk about trademarks. I didn't even talk about copyrights because, and I didn't realize it until you started talking about it. For me, copyrights are the easiest part to understand and probably because they don't require a lawyer until they do.
Erin [00:26:54]:
Right.
Katie Nelson [00:26:56]:
So of course when we create a PowerPoint or now a Canva, you know, like whatever it is, it's going to have your copyright protection on it, the name of your company, like all of those things. So for me that's in a matter of course. And I didn't learn that in as a business owner. I learned that as a business development person in a company who was making presentations for my clients. So that's probably why I didn't mention it. But I do have a deeper question for you about it. At what point? So just to let you know, Erin, we could really get deep into it because I also have a sub licensed product which requires all of its own things legally. And when we talk about scaling, it's definitely a mechanism that one can use 100%.
Katie Nelson [00:27:45]:
With that being said for, you know, I'm looking to get to my first 250k. I have presentations made. I have education and training in all of these things. At what point should I really think to myself, I need to get this all to my lawyer straight away so that it can go through some kind of copyright registration?
Erin [00:28:04]:
Yeah, well, we want to make sure that it is registered before we are going to license it to third parties. Now, 100%, my general recommendation is that we register for copyright protection. Our moneymakers. I just use the term moneymakers again, like we're. We're creating content all day, every day. Almost all of us puts out new content every day. And we're not going to register all that stuff. But the things that you would hire a lawyer to defend an infringement or to prosecute infringement, that stuff, register it.
Erin [00:28:42]:
And so when it's, you know, what we register is the final form. So make sure it's in final form. If you have a draft of something that's not ready yet, don't register that. Register the thing that you want to protect against infringement from third parties. And that would be my recommendation.
Katie Nelson [00:29:01]:
Can I just give maybe a couple people in your audience like, the exact example of what you're talking about, at least in my.
Erin [00:29:07]:
Yes, yes.
Katie Nelson [00:29:08]:
Okay. So if. Hear me now, people, if you are a coach or course creator, what Erin just said, and thank you so much for answering this question because I never thought to ask before. When you have sold enough to know exactly what your target market needs, and you are about to use programs as a way to scale your business in an effort to leverage your time prior to going out and selling that, take the final form of those programs, which will have been created through the actual delivery to said clients previously. So now you know exactly what your people need. You know the exact timing that they need to receive it. You know what's going to hit them and hit them hard to their best interest. Right.
Katie Nelson [00:29:54]:
It is at the moment that you choose to go bigger with that that you need to call Erin.
Erin [00:29:59]:
Yes.
Katie Nelson [00:29:59]:
Did I get it right?
Erin [00:30:01]:
You're perfect that I did not pay her for that. Yeah, yes, absolutely. That's 100%. I love the way that you put it in those terms. I like that. Yes.
Katie Nelson [00:30:12]:
Well, this is, you know, this is an amazing key piece to the thing because I teach people literally when you say, Katie, how do you work with your clients to scale. We do work on the creation of these things. There is so much time and effort that goes into creating them before they should get to you. Yes, right. Or any lawyer. Because it can be expensive to do it over and over and over again.
Erin [00:30:36]:
Right.
Katie Nelson [00:30:36]:
Like I would think that the expense and effort of that in and of itself would be exhausting. It's a toll. It's a cost. I do have another follow up question though, once I have final forms and I get them to you. Is it like a trademark where it takes a year?
Erin [00:30:50]:
No, it is fairly simple. Takes a while. I did one recently. I'm trying to remember exactly how long it took from the time we registered till I got the copyright registration certificate. I want to. It was no more than two months. I can't remember exactly. I have to look.
Katie Nelson [00:31:07]:
Yeah, okay. No general generalities. Like I say a year so that everybody has a good idea that when they hire you, you're not gonna. It's not this slap dash. They get a gold R circle. Like it has a really long governmental process it's got to go to. And that doesn't even include if somebody fights it. Yeah, right.
Erin [00:31:25]:
So, yeah, and that is one of the distinctions between copyright registration and trademark registration. Because you don't have that whole process.
Katie Nelson [00:31:31]:
Because you own it as you. You own it as you. Right.
Erin [00:31:34]:
As soon as you create it, you own it. Assuming you didn't copy anybody, you own it and you didn't use AI. But that's another conversation.
Katie Nelson [00:31:42]:
Oh, please don't make me have that conversation. Can we have. Can you. And I plan to do this again in like six months when I'm more educated on the. The law side of that and I'll know all the questions I should ask.
Erin [00:31:54]:
There you go. Well, wait a minute. This is my podcast.
Katie Nelson [00:31:59]:
Oh, fantastic. Heard.
Erin [00:32:04]:
Yes, we can have that conversation anytime. I love to talk about that too. Oh my gosh. This has been so fantastic. Katie a plus guest. I gotta tell you, this has made it so much fun and so informative. I know everyone got a ton of value from this episode. Thank you so much.
Erin [00:32:22]:
So I want to talk about what's coming up new for you. Something that we want to tell the audience about that they should check.
Katie Nelson [00:32:29]:
New for me. Oh, new. So, audience, I'm going to tell you the reason why I'm like, what is she talking about? Why is Katie so taken aback by new? One of the ways to scale your business is to get it right and keep doing it until it's honed to a fine, fine point. So as an entrepreneur, we have tons of new ideas. They literally go in a new ideas box on the corner of my desk and I review them once a year because I don't. I already have planned the success of my year. So as far as new, I Think one of the things I talk to people about is what was old is new again. So I'm gonna.
Katie Nelson [00:33:07]:
I'm gonna go back live in person for the first time to hold master classes for the. For the past couple of years. I cannot wait to do it. I do four of them a year.
Erin [00:33:17]:
Oh, fantastic. Go around the country so that different people can get access to you or.
Katie Nelson [00:33:22]:
Oh, no, they all need to fly here to the hub of the world. No, the new part of doing it new and old is that they will probably be hybrid.
Erin [00:33:32]:
Okay.
Katie Nelson [00:33:33]:
And then, of course, I've picked a new location for my strategic business planning retreat that'll be in Colorado this year. I host a strategic business planning retreat for business owners every year. Right. It's some of the most important CEO time we can give ourselves, and somehow it always falls at the bottom of the task list. And we look at it sometime in February.
Erin [00:33:55]:
I am as guilty as anyone about the old working in the business instead of on the business thing. So. Yes. So easy. Well, we'll make sure we put. If you have the details about that, we'll make sure we get that into the show notes as well as where they can find you. Now, where should people find more Katie?
Katie Nelson [00:34:16]:
If they want to find more Katie and giggle, go to YouTube at Sales Uprising. I have what I would call short clips. It's a series called Feed the Fire because cash flow is oxygen for the fire of your business. So we're looking to Feed the Fire. They're about one and a half to two and a half minute clips of me being like, okay, I know this is how you think, and that's how this is antithetical to the growth of your business. So they're just little quick hit tips, and that's a great way to continue to get to know me.
Erin [00:34:45]:
Fantastic. We will have that in the show notes as well. Well, thank you again, Katie. It has been an absolute pleasure to have you on. And we will have to do this again.
Katie Nelson [00:34:54]:
I. I look forward to it. Thank.