How to Rest When You Are Missing Goals: Maraya Brown

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I loved what I was doing, but it felt like women would come in and I could help them feel better.
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But it was like I was constantly feeding them fish rather than teaching them to fish, and I didn't have time in a 20-minute visit or a 40-minute visit or even an hour-long visit to help them understand why what I was suggesting was working.
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And so in 2019 I went online because it felt like women in the world had questions and they needed more education.
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It seems to me that now we're in a place where we have a deluge of information.
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Most everyone that I talked to is like, oh my god, there's so much.
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I can ask my GPT, I can ask my clot, I can watch the influences, look on YouTube, look on podcasts and books, and there's so much information.
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And now, women, what I'm hearing is I don't have the time to discern it all.
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And I'm just looking for someone that I trust to say, okay, this all makes sense to me.
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But everybody's saying apples versus oranges versus bananas, and how do I know which one to do?
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And so that's been a bit of the evolution.
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The reality is we just have to remember to be in self-advocacy.
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We're no longer in the era of my doctor is my God and knows everything, right?
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I get to stop asking people for directions to places they haven't been and ask the questions and then be in self-advocacy and say, you know what?
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I hear that you're telling me everything looks fine, but fine for me is not exhausted.
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Fine for me is not body aches.
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Fine for me is not unable to sleep.
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Fine for me is not menstrual cycles that are debilitating, bleeding heavy, irregular, miscarriage, whatever it may be.
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We get to be in self-advocacy.
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Remember, stress can be real, imagined, or anticipated, and it's not actually what's happening, it's how we perceive it.
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So all three of us could be in the same exact scenario in a petri dish with the same quote-unquote quantifiable stress, but our experience of it is going to be completely different.
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If you just simply take your middle finger and thumb and find that little divot and rub it and breathe, I could be doing this right now while we're having a conversation and you would never know what I'm doing.
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But it's literally realigning meridian systems.
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And when you think about that iceberg, the 95% that's under the water, it's telling that part everything's okay.
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What I've been saying is if God takes it away, don't chase it.
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Like just if God's taking it away, don't chase it.
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And sometimes we can be in scarcity or wait, I want that thing, versus going, no, no, no, no, no, baby girl, just rest.
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Trust that if God's taking it away, it's not meant for me right now.
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And to be in the place of faith, trusting that the next thing is coming in that's even better.
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What would your advice be to that person who's like, how can I rest when I am not even hitting my like not even close sometimes to hitting revenue goals?
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How do you balance that?
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Like, I'm not trying to be lazy.
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I know that I need to keep working, but I am so tired.
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I'm Bridget Bartlett here with my co-host, Marla Harmon.
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Hi guys.
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Today we have a really special guest.
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Her name is Mariah Brown, and she is a nurse midwife who trained at Yale, and she's also the host of Women's Vibrancy Code Podcast.
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Welcome, Mariah.
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Hey, great to be here.
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Thanks for having me.
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So can you tell um tell us a little bit about yourself and your experience outside of what I just said?
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Sure.
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Um, I mean, like like you said, I was a midwife for 17 years.
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And I mean, fast forward to today, I mainly work with ambitious women, predominantly female entrepreneurs, CEOs, uh, the ambitious educated folk out in the world.
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And most of them are uh navigating perimenopause and menopause.
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And so I'm helping them along that journey from the perspective of their hormones and their gut microbiome and adrenals and stress reduction and burnout reduction while we are running successful businesses and serving a lot of people around the world.
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I think oftentimes uh in business we forget that just because we are women running a business that we're actually still women.
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The same issues as other women do.
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So I love that.
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So, what made you go from like nurse midwife to starting your own business?
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What was that transition?
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Yeah, great question.
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Um, well, so as a nurse midwife, I could do obstetrics and prenatal and all of that, but also manage full scope women's health.
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And so I worked in federally funded clinics and private practices, and then I became a mom.
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And when I gave birth to my second child, I ended up having my own health crash.
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And, you know, I was well educated, I'd been working for a while, I'd gone and seen my provider.
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Um, and you know, the provider said I looked fine, labs were normal, ultrasound was normal.
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And within a year, I would say, my thyroid and adrenals had actually completely crashed and it was completely missed and dismissed by quote-unquote mainstream medicine.
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And so through that, I found functional medicine and started training through IFM.
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And ironically, I live in Southern Oregon where the physicians that founded IFM are all here.
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So I got to train with the founders.
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And then I ran the women's health at the local functional medicine practice.
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And along the way, I loved what I was doing, but it felt like women would come in and I could help them feel better.
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But it was like I was constantly feeding them fish rather than teaching them to fish, and I didn't have time in a 20-minute visit or a 40-minute visit or even an hour-long visit to help them understand why what I was suggesting was working.
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And so in 2019, I went online because it felt like women in the world had questions and they needed more education.
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And then the pandemic started and health became such a big priority.
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Um, and like every business owner, that's evolved over time, you know.
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So then I was helping women with their energy, their hormones, and their libido.
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They were all entrepreneurs, CEOs, founders, and it's been an amazing ride.
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I've had so much fun with it and founded the podcast and host women's retreats.
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But fast forward to today, we're recording this in 2026.
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It seems to me that now we're in a place where we have a deluge of information.
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Most everyone that I talked to is like, oh my God, there's so much.
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I can ask my GPT, I can ask my Cloud, I can watch the influences, look on YouTube, look on podcasts and books, and there's so much information.
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And now, women, what I'm hearing is I don't have the time to discern it all.
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And I'm just looking for someone that I trust to say, okay, this all makes sense to me.
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But everybody's saying apples versus oranges versus bananas, and how do I know which one to do?
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And so that's been a bit of the evolution.
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Yeah.
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So I I I wish I had found someone like you 20, you know, years ago when I was dealing with my own thyroid struggles.
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Um, and I know that you've probably heard this, but um so many times, especially back then, doctors treated to the actual numbers of your thyroid panel.
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And it, you know, as long as you were within range, you got a pat on the shoulder and said there's nothing wrong with you, they push you out the door.
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And, you know, meanwhile, you can only stay awake two or three hours before completely crashing out.
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And so um I can completely relate to what you are doing and who you're doing it for.
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And but uh my question for you is what has changed in the industry, if anything, in terms of patient advocac advocacy, or are or are they coming to people to people like you for that type of guidance?
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I love this question, and there's so many pieces to the answer.
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So um, first, I was one of those providers.
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I'd had a great education as a nurse practitioner, did my training at Yale, and I was taught you do something which is called order a TSH with a reflex T4.
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Really, all we're looking at is something called thyroid stimulating hormone.
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And we're using in mainstream medicine a very uh broad base of what's considered normal.
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And I could talk to you, tell we're blue in the face about all the reasons why that is so suboptimal.
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Um, and that's actually the hormone coming from your pituitary in response to your thyroid.
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It's not even your thyroid.
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And they only even look at your thyroid hormone, only one of them, if your TSH is outside of their normal range, which is way, way, way outside of what we could actually say is normal for the sake of women wanting great energy, great sleep, weight stabilization, mood stabilization, regular menstrual cycles, great fertility.
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I mean, I could go on and on, right?
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So, in my experience in mainstream medicine, I don't think a whole lot has changed.
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It seems to me that that is still the way that they practice.
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Order a TSH with a reflex T4, everything's fine.
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Even if a woman is coming in saying, I'm exhausted, I'm putting on weight, nothing is working, my brain doesn't seem clear, I'm not sleeping well, whatever it is, my body hurts.
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It's still, well, I don't know what to tell you.
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Everything's fine.
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Same thing happened to me.
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I even had a thyroid goiter.
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I felt it, I could see it.
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They ordered an ultrasound up, everything's fine.
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We can see some nodules, but don't worry about it.
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Um, the good news is there are people like Marla and Bridget.
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Did I say it right?
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Bridget?
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Yeah.
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Yeah.
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That are bringing people like me on to help educate people out in the world to go.
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Guess what?
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You can go to your provider and say, I would like a TSH and a free T4 and a free T3, and please look at my thyroid antibodies.
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And I would also like to look at my reverse T3.
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Some providers will say, No, insurance won't cover that.
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Sorry, I won't order it.
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I go, come on, what's the big deal?
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Even if insurance doesn't cover it, you can always say to them, I'll pay cash, it's not that much money, or come to me, I'll order it for you.
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It's like, I think like$40 or something for the full panel.
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It's not expensive.
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Um, and I think some providers uh don't order because they don't know what to do with the information, they're not familiar with these tests.
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And um, you know, there's some egos involved, whatever may be.
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So, yes, there are lots of other options.
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There's also places where you can go in self-advocacy and order the labs yourself.
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I just um did a kit with a company called SyFox, S-I-P-H-O-X.
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They literally delivered this little kit to my, I mean, it was an affiliate thing.
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They just shipped it to me for free because they want me to promote the product.
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I guess I guess it worked, right?
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I'm because I'm about to talk about it.
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And it's this little kit that comes the front door, it just sticks on your arm.
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It you only collects like three drops of blood.
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So easy.
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There was a tutorial.
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Yeah, there was a tutorial that walked me through it.
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Someone live in, I think she was in Croatia, popped on FaceTime with me, walked me through the entire thing with the kit and the FedEx package, sent it back, and I got to see my full results.
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And what I did was the same day I went to LabCore, which is our like more mainstream traditional labs, and I also had my thyroid panel done the same day so I could compare.
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They were totally equivalent.
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So I'm like, there we go.
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This can be patient-driven.
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The the reality is we just have to remember to be in self-advocacy.
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We're no longer in the era of my doctor is my God and knows everything, right?
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I get to stop asking people for directions to places they haven't been and ask the questions and then be in self-advocacy and say, you know what?
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I hear that you're telling me everything looks fine, but fine for me is not exhausted.
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Fine for me is not body aches.
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Fine for me is not unable to sleep.
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Fine for me is not menstrual cycles that are debilitating, bleeding heavy, irregular, miscarriage, whatever it may be.
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Um, we get to be in self-advocacy, particularly for those of us that are running businesses and out being doing big things in the world.
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Like you don't have your health.
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What do you have?
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You're, I mean, I, you know, don't give me my sober heart, right?
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We can pretend that it's not, but it is.
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It's unraveling in the edges if we're not caring for our foundational well-being.
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That's such a good point.
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But how how does the woman business owner, how does she know if she's just overwhelmed because we all essentially feel that way in business at points?
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Or how does she know if it's a hormone issue?
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What should what are some indicators that can let her know?
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No, you're not burned out.
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It's just hormones.
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Uh I think most of the time it's probably both.
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And I don't think we live in silos.
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I think that's one of the challenges with mainstream medicine.
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Like, here, I'm only gonna look at your thyroid.
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Well, guess what?
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That fatigue might also be because your testosterone is low, or you've got a gut microbiome dysbiosis and you've got a candida overgrowth, or your adrenals are shot and your cortisol is out of whack.
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It's all of the above.
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Or as a business owner, you don't have the self-worth to be able to say no, and you're up late at night and your sleep circadian rhythm is off.
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It's all of it.
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Um, so how does a woman decipher?
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If I had it all my way, she would come and work with someone like me.
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We get to order the labs and look at the actual data, and also at the same time look her in the eyes qualitatively and really find out what is your stress level like?
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Remember, stress can be real, imagined, or anticipated, and it's not actually what's happening, it's how we perceive it.
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So all three of us could be in the same exact scenario in a petri dish with the same quote unquote quantifiable stress, but our experience of it is going to be completely different.
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So we get to then find out from that woman what is your experience of it?
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Right?
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What is your childhood trauma?
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What is your life's experience that, you know, for me, if my kids are um not in eyesight and I smell smoke, I have a bit of a panic attack, which I've learned to subdue, but because there was a fire that came through our town and I had to drive through flames to get to my kids the very first day I drop them off at school.
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For someone else, they don't even notice.
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It's not even a thing, right?
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So I think my answer is it's not a woman's job to decipher that.
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I think we get to raise our hand and say, hey, can you help um acknowledge that I am a full woman with lots of components, not just numbers and not just symptoms?
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Yeah.
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So I don't know if that's the answer you're looking for.
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I think it's really important.
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I I worked in pharmacy for 20 years before I did this all this whole thing.
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Um and so one of the things that I learned, like when I quit working in pharmacy and I started my business, I went a while without insurance.
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And what I thought was like a mandatory thing you have to have in life.
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I worked in hospitals, of course.
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I'm gonna, you know, I had great insurance or whatever.
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Um, but one thing that I discovered through that experience is the self-advocacy that you're referring to.
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Because I really had to be intentional about, okay, if I'm feeling this way, is this something I really need to go to the doctor?
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And then who do I go to the doctor?
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Like who do I see?
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And then when the doctor recommends tests, where do I go to get those tests?
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And typically it's all determined by insurance.
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You don't really have all that freedom to say, no, I I don't I don't like this doctor.
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I don't want to go to this guy.
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I want to go to this woman who's like, you know, because she she understands, or maybe she's taken a special interest, like you're saying in women's health.
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And and also I feel like a lot of times in insurance, again, like you're saying, you like with insurance, you go to the doctor and they're just rushed from patient to patient, and they don't take the time to really talk to you and try to understand the things that you're experiencing.
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And and they're doing the best with what they have.
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You know, if it's an emergency and I'm gonna go into the ER, I trust that I'm probably gonna get pretty good care for in that acute moment.
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Um, but I think the healthcare system really fundamentally today is more of a sick care system than it is healthcare, particularly in the US.
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And I think for some of my clients in New Zealand and Australia, it's the same and Canada.
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Um and, you know, for our audience, we're speaking to women that are entrepreneurs, CEOs.
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We are all accustomed to hiring coaches, to hiring business coaches, to hiring life coaches, to hiring personal development coaches.
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And we know that there's an ROI on that.
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And I think it's really fascinating sometimes when we make the assumption that I'm just gonna do the free stuff through insurance for the sake of my health, and I'll go belly up to status quo or go get crap care because somehow we've told ourselves that insurance is supposed to do it, but it just doesn't.
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For the basic day-to-day stuff, great.
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Somebody breaks a bone.
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I mean, we were just in Massachusetts, and my son had a very strange scenario.
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It ended up being a complex migraine.
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And I'm so grateful that an ambulance was there and took him to the ER and we got the CT scan and everything, like forever grateful, right?
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But for everything else in between, once again, we're going back to self-advocacy.
00:19:22.720 --> 00:19:42.400
Where am I going to prioritize my foundational well-being and my health, as well as my AI agents and my business strategy and my ads management and my CRM that's the best in my someone's writing my email funnels or whatever it is?
00:19:42.960 --> 00:19:45.440
Um, how do we define ROI?
00:19:46.000 --> 00:20:05.599
And I'm here to kind of ring the bell to say part of ROI, I believe a huge part of our ROI is making sure that our health is optimized, our energy is optimized, we're sleeping well, we're feeling confident, our moods shift and change, but are pretty darn stable.
00:20:06.640 --> 00:20:12.559
And um, when that's in place, our efficiency is completely different.
00:20:12.720 --> 00:20:21.440
The energy that we bring to our work and serve our clients and work with our team members and lead is a completely different ballgame.
00:20:21.519 --> 00:20:28.240
So, of course, there's an ROI there when we're kind of demanding and expecting the best.
00:20:28.559 --> 00:20:31.839
Before we keep going, this week's free guide is in the description.
00:20:32.000 --> 00:20:35.119
It comes straight from what I'm teaching my coaching members right now.
00:20:35.359 --> 00:20:36.640
Different topic every week.
00:20:36.720 --> 00:20:40.880
So make sure to check every single episode and grab your free training.
00:20:41.119 --> 00:20:49.599
What are some things that you do personally to find balance for um mental, physical, and business health?
00:20:49.920 --> 00:20:50.880
Yeah, yeah.
00:20:51.039 --> 00:20:51.359
Okay.
00:20:51.599 --> 00:21:00.160
So just on a day-to-day, week-to-week basis, for me, that I've learned I one of the things I've learned is my mornings are like gold.
00:21:00.880 --> 00:21:02.720
I'm not a morning person.
00:21:03.440 --> 00:21:11.359
Um, I don't particularly like to socialize or um be facilitating or working with team.
00:21:11.519 --> 00:21:22.960
And so for the mornings, I've just accepted that between the time I wake up and 10 a.m., I'm mom, I'm wife, and I'm in self-care and I'm in creativity.
00:21:23.279 --> 00:21:32.640
And it's really allowed for that 10 to 3 time period to be way more efficient and way more potent and powerful.
00:21:32.960 --> 00:21:36.720
I also block out Mondays and Fridays for CEO days.
00:21:37.039 --> 00:21:48.480
Now, my scheduler knows that she can override it for certain calls, but she also knows that that time is preserved with a vengeance so that I have time to fill up.
00:21:48.640 --> 00:21:53.279
It's like um sharpen your knife, what is sharpen twice, cut once.
00:21:55.440 --> 00:22:14.640
Um I have early on when I First launched in 2019, my business coach that I hired that helped me first design the programs and everything, she said that every hour that I dedicate my time, I have to see it as being worth$1,000.
00:22:15.359 --> 00:22:24.160
So if I value my time as$1,000 an hour, does it make sense for me to go downstairs and vacuum the floor?
00:22:24.559 --> 00:22:35.119
If it brings me a whole lot of joy and I'm jamming out to some music and playing with my kids, I'll say yes right now if that's something that really feels like it's inspiring me.
00:22:35.359 --> 00:22:52.160
But if not, where can I leverage and hire someone else to come in and do that thing or let go of my control and let go of my perfectionism to say it does it really have to be done right now for the sake of my well-being and efficiency?
00:22:53.680 --> 00:23:10.720
Um right now I'm sitting here and I have my smoothie in this cup, I have my water in this cup, I have my adaptogen elixir in this cup, I have my protein sources here, I have my bean minerals here.
00:23:10.880 --> 00:23:16.799
I mean, so it's like I've just come to know that I've got uh my dried blueberries down in the drawer.
00:23:16.880 --> 00:23:22.559
So I make sure that I'm setting myself up to be hydrated and nutritionally fed.
00:23:24.720 --> 00:23:43.279
Um, I do a lot of nervous system work, and so I one of the things I do with my clients, and I've been doing extra training for the past three years, there are really simple things that we can do just to help the subconscious mind be reminded that we're actually safe.
00:23:43.680 --> 00:23:46.480
There's no lion, there's no wildebeest.
00:23:46.960 --> 00:23:50.000
Um, and they can take like a split second.
00:23:50.160 --> 00:23:55.119
Like one of them is this pressure point right below your clavicle, right in the center.
00:23:55.359 --> 00:24:08.240
If you just simply take your middle finger and thumb and find that little divot and rub it and breathe, I could be doing this right now while we're having a conversation and you would never know what I'm doing.
00:24:08.559 --> 00:24:11.680
But it's literally realigning meridian systems.
00:24:11.759 --> 00:24:19.519
And when you think about that iceberg, the 95% that's under the water, it's telling that part everything's okay.
00:24:20.319 --> 00:24:22.240
I take intentional breaths.
00:24:24.319 --> 00:24:50.720
Um this year, I have made some really hard but needed decisions to trim the fat, so to speak, and let go of some people and streamline teams and systems where I was observing um it was causing stress and really um really influencing my foundational well-being.
00:24:51.200 --> 00:24:51.920
There's a few.
00:24:52.000 --> 00:24:54.480
I don't I could keep going, but I think that's enough for now.
00:24:54.799 --> 00:25:08.799
Yeah, I think that's important what you said about was it team members that you were just I think we all get to this point in business where we feel the stress, and then we have to be like, okay, I'm gonna step back and just look at this.
00:25:08.880 --> 00:25:11.519
Like, what is actually happening right now?
00:25:11.759 --> 00:25:14.079
Where is the source of the stress?
00:25:14.319 --> 00:25:16.799
Is that kind of what you were referring to?
00:25:17.359 --> 00:25:23.359
Yeah, or like one scenario, I had my ops manager, she was with me for six years.
00:25:23.920 --> 00:25:33.519
I mean, we built this, we built the business together, and you know, she was a single mom, and I was helping her pay all of her bills.
00:25:34.079 --> 00:25:36.240
And it just was time for change.
00:25:36.400 --> 00:25:42.799
The business had gotten to a point where, in order to build to the next level, it was time for shift.
00:25:43.519 --> 00:25:53.839
And she was my most expensive expense, and I could replace her with someone very qualified in the Philippines and bring in new, fresh energy.
00:25:54.000 --> 00:26:02.319
And it was very, very difficult because I'm a super loyal person and I love her dearly and I'm grateful forever.
00:26:02.720 --> 00:26:10.880
But it was causing too much stress for me to be able to continue running the business the way that I want it to run.
00:26:11.599 --> 00:26:23.920
Um even with my husband, we've gone back and forth with times where it was growing, and he's come in and played fractional CFO at the time or running accounts payable and receivable.
00:26:24.000 --> 00:26:31.839
And then we would notice in the marriage, I might get a little emasculating or nitpicking with him and going, okay, wait a minute, this isn't working.
00:26:32.079 --> 00:26:36.799
You know, first and foremost, we have to maintain a loving relationship.
00:26:37.039 --> 00:26:41.920
And, you know, I want to have our marriage come first.
00:26:42.000 --> 00:26:54.400
And so being able to have those conversations and make adjustments, um, I can think of one other story, which I think is relevant and important for those listening that are business owners.
00:26:55.440 --> 00:27:00.799
A year ago, I made one of my biggest investments to date in a coach.
00:27:01.039 --> 00:27:07.680
I paid$50,000 to be in a year-long coaching program, and it stretched me.
00:27:08.400 --> 00:27:16.480
Um, and a lot of it was around identity, a lot of it was very nonspecific when you think about ROI.
00:27:17.519 --> 00:27:29.599
And after I did it for four months in a row, I experienced my lowest revenue months that I had had in six years.
00:27:30.480 --> 00:27:31.119
Whoa.
00:27:32.079 --> 00:27:35.200
Talk about stress and recalibration.
00:27:35.359 --> 00:27:37.759
And so I watched myself, I was spinning.
00:27:37.920 --> 00:27:47.119
Okay, we're gonna do another live launch, we're gonna create another offer, we're gonna run another email campaign, we're gonna, you know, just like perpetually trying to figure out what's the strategy, what's the strategy, what's going on?
00:27:47.279 --> 00:27:50.240
And I went, okay, hold it, stop for a moment.
00:27:51.759 --> 00:28:04.400
If I am at the crux of what feels like the next iteration of my business, we can all look back and go, oh, yeah, those six years prepped me for this next thing, this next endeavor that I went into.
00:28:04.480 --> 00:28:07.359
So I was in that transitional phase.
00:28:07.839 --> 00:28:13.119
And I think what was happening is it's like this test of, okay, wait a minute.
00:28:13.920 --> 00:28:22.559
If what you're asking for is this new iteration of what the business looks like and how you serve, you can't keep doing it the old way, right?
00:28:22.799 --> 00:28:25.599
Continue to do the same things and expect different results.
00:28:25.759 --> 00:28:26.799
Good luck.
00:28:27.200 --> 00:28:29.920
And so I just stopped it all.
00:28:30.400 --> 00:28:39.680
I turned off all meta-ads, I let go of the marketing team, I let go of my ops manager, and I allowed for time to rest.
00:28:40.319 --> 00:28:49.440
Even though I had four months consecutively of the lowest revenue I'd seen in six years, it was stressful.
00:28:49.599 --> 00:28:55.599
And I'm a go-getter, I'm ambitious, and so I just rested.
00:28:57.039 --> 00:29:02.160
And then a publishing company approached me and said, we want to pay you to write a book.
00:29:02.799 --> 00:29:03.119
Ah.
00:29:04.160 --> 00:29:19.039
And oh, by the way, we have in studio um movie production studio that is in your town, and you can move your podcast to an in-person show and we'll include it in the book deal.
00:29:19.359 --> 00:29:20.000
Bam.
00:29:21.759 --> 00:29:31.680
Then, and I could give so many more examples, but it's like, okay, if one of the mantras that's been working for me recently, if you if you don't like the word God, insert a different word.
00:29:31.759 --> 00:29:35.759
But the the mantra is if God is taking God at those podcasts.
00:29:36.160 --> 00:29:36.720
Well, you do.
00:29:36.880 --> 00:29:37.839
Okay, okay.
00:29:38.720 --> 00:29:42.880
What I've been saying is if God takes it away, don't chase it.
00:29:44.160 --> 00:29:47.359
Like just if God's taking it away, don't chase it.
00:29:48.799 --> 00:29:56.720
And sometimes we can be in scarcity or wait, I want that thing, versus going, no, no, no, no, no, baby girl, just rest.
00:29:57.119 --> 00:30:00.720
Trust that if God's taking it away, it's not meant for me right now.
00:30:00.880 --> 00:30:06.799
And to be in the place of faith, trusting that the next thing is coming in that's even better.
00:30:07.200 --> 00:30:18.160
You know, I love what you said about that because just today I was talking to another entrepreneur, and he was saying, Oh, I just can't rest.
00:30:18.319 --> 00:30:29.039
I can't rest because I, you know, I took a big financial hit, and I'm just like, I feel guilty when I'm just resting because I know that I need to be making sales.
00:30:29.279 --> 00:30:32.640
And I definitely have felt like that at certain points in my life.
00:30:32.720 --> 00:30:34.480
I'm sure Marla has as well.
00:30:34.720 --> 00:30:46.000
What would your advice be to that person who's like, how can I rest when I am not even hitting my, like, not even close sometimes to hitting revenue goals?
00:30:46.079 --> 00:30:48.000
How do you how do you balance that?
00:30:48.160 --> 00:30:50.400
Like, I can't, I'm not trying to be lazy.
00:30:50.480 --> 00:30:53.839
I know that I need to keep working, but I am so tired.
00:30:55.359 --> 00:30:56.000
Yeah.
00:30:56.240 --> 00:30:59.599
Um, yeah, this is so good.
00:31:00.000 --> 00:31:01.920
Um, think about constriction.
00:31:02.079 --> 00:31:03.680
Like, I think it's Thomas Trower.
00:31:03.839 --> 00:31:06.319
It says um, gripping tightly.
00:31:06.960 --> 00:31:12.720
Um, when our veins constrict, we have what's called atherosclerosis, right?
00:31:12.799 --> 00:31:16.000
It can lead to heart attacks and heart disease, right?
00:31:16.160 --> 00:31:19.599
When we're gripping tightly, think about in the dating world.
00:31:19.839 --> 00:31:21.359
I want you, I want you, I want you.
00:31:21.440 --> 00:31:24.000
And they're like, oh my God, leave me alone, right?
00:31:24.319 --> 00:31:46.640
So if we're gripping tightly, it's coming from fear, it's coming from scarcity, it's coming from lack, it's coming from need from for control, it's coming from lack of worthiness, a desire for belonging, and we're thinking that it is that those those lacks will be filled externally by someone else.
00:31:48.079 --> 00:32:00.000
And yet, when we just allow palms wide open in receivership and that rest, um that's where abundance flows.
00:32:01.200 --> 00:32:08.160
That's where ease happens, that's where the universe gets to the universe, that's where God gets to God, I believe.
00:32:08.640 --> 00:32:18.079
And that doesn't mean that we just go spend months laying out in the fields of wildflowers picking blueberries.
00:32:18.240 --> 00:32:21.279
You know, of course, things need to get done.
00:32:22.240 --> 00:32:31.680
But the hustle culture and the chase and the gripping tightly, I don't think is ever going to get us to what we're actually longing for.
00:32:32.319 --> 00:32:44.720
I think that's so true because the other side of that is you do that for so long that when the sales do start coming and you do start kind of crushing it, and you're like, whoa, this is amazing.
00:32:44.880 --> 00:32:47.200
Like it's kind of hard to let go of that grip still.
00:32:47.359 --> 00:32:53.200
You're still clenching because you're like, oh, I might lose it every time I turn around, something bad is happening.
00:32:53.279 --> 00:32:56.160
I gotta keep keep hustling and keep rushing.
00:32:56.240 --> 00:33:00.480
And what again, what is your advice to that person who's in that situation?
00:33:01.039 --> 00:33:02.720
Like, I can't spend the money.
00:33:02.799 --> 00:33:04.160
What if it goes away?
00:33:04.400 --> 00:33:11.599
And then at the same time, they're constipated and their jaw hurts because they're clenching their jaw and their body hurts and they're not sleeping well.
00:33:11.680 --> 00:33:30.319
And then I look at their cortisol curve, and it's either their cortisol is like off the charts are completely flat because their adrenals are beyond exhausted, and then they don't have energy, and then their body hurts, and then they end up with some autoimmune condition, and you know, it and then and then and then and then.
00:33:30.799 --> 00:33:35.920
Um, and it sure isn't enjoyable along the journey.
00:33:36.960 --> 00:33:41.839
So it's like, okay, if we're gonna climb a mountain, is it just about making it to the peak?
00:33:42.079 --> 00:33:48.480
And for those of us that are in this container, we're always moving the goalpost anyway.
00:33:50.000 --> 00:33:50.319
Yeah.
00:33:50.880 --> 00:33:54.400
So is it just the goalpost or are we actually gonna enjoy the journey?
00:33:54.559 --> 00:33:59.039
One of the things I say is it's not what we do, but it's who we be as we do.
00:34:00.559 --> 00:34:08.559
And so, in the version, like, am I actually proud of who I'm being as I'm doing?
00:34:09.519 --> 00:34:11.280
Would I want to be friends with me?
00:34:11.360 --> 00:34:13.119
Would I want to work with me?
00:34:14.000 --> 00:34:21.039
And just to let it striking to me how much more fun it is.
00:34:22.639 --> 00:34:29.119
And my experience is it ends up bringing the abundance that I never would have imagined.
00:34:29.199 --> 00:34:32.719
Like people say, tell God your plan and God will laugh.
00:34:33.599 --> 00:34:33.920
Right?
00:34:34.079 --> 00:34:37.760
It's not it's not us saying, Okay, here's the way it's gonna go.
00:34:38.079 --> 00:34:59.679
We can get clear on the feeling that we're wanting to create and and continue to take steps every day, but also trust in magic, trust in imagination, trust in um just that things come in the way that they're meant to show up.
00:34:59.920 --> 00:35:02.719
I think sometimes when we're sorry, go ahead.
00:35:03.039 --> 00:35:15.280
I I just was gonna say, I think there's something to trusting the people that we know love us in our lives too, because I know many times growing the business, my husband didn't see the same vision I saw.
00:35:15.440 --> 00:35:22.960
And so sometimes he would be like, Oh, you're working all this time and you're still not making money and and whatever.
00:35:23.119 --> 00:35:29.519
And um, I would get self like defensive sometimes, like, you just don't understand, you know.
00:35:29.679 --> 00:35:36.320
Um, but also it was like I was wrapping up my assumptions in why he was saying that.
00:35:36.400 --> 00:35:42.800
And in reality, he was just concerned for me because he's like, You're in here like 20 hours a day.
00:35:42.960 --> 00:35:47.920
This is all you think about, all you talk about, and it's like I'm kind of a little bit concerned.
00:35:48.000 --> 00:35:59.280
And so I think that there's so much validity, and like, of course, you know, sometimes people are just negative, they don't understand, but sometimes people just love us and they're like, Hey, I'm not the enemy.
00:36:00.000 --> 00:36:01.440
I I'm just checking on you.
00:36:02.159 --> 00:36:05.039
And particularly our can exist, right?
00:36:05.199 --> 00:36:12.159
They love you, and you know, they're they're just cons, you know, they're concerned, and and so yeah, yeah.
00:36:12.639 --> 00:36:20.159
I mean, and they can be they they could even be negative about the situation because they see you, you know, over exerting yourself, you know.
00:36:20.559 --> 00:36:21.519
Yeah, yeah.
00:36:21.599 --> 00:36:24.719
And for me, I I pay a lot of attention to my children.
00:36:24.960 --> 00:36:30.320
You know, they say that we 98% of the time that we'll spend with them is before the age 18.
00:36:30.960 --> 00:36:37.440
And so just perpetually reassess, okay, yeah, I could work that extra hour, I could do that extra project.
00:36:38.000 --> 00:36:39.840
How do you balance it?
00:36:40.000 --> 00:36:49.199
How do you balance like you're growing a business and here you have your kids and they're like, mommy, let's do this, and and you're like, I'd have one more email to send.
00:36:49.440 --> 00:36:51.760
How how do you find balance with that?
00:36:52.079 --> 00:36:55.679
Yeah, it's I mean, it's a constantly evolving thing.
00:36:56.000 --> 00:37:01.440
Um, what do you call yourself in those times?
00:37:01.679 --> 00:37:02.320
Yeah.
00:37:02.719 --> 00:37:05.760
Um, I'm just thinking through various chapters.
00:37:05.840 --> 00:37:13.119
Like there was a chapter where there was a year I was on the plane every month, so traveling a lot.
00:37:13.519 --> 00:37:17.599
And so I made sure to send them lots of videos and lots of pictures.
00:37:17.760 --> 00:37:19.519
Here's the hotel, here's where I am.
00:37:19.679 --> 00:37:22.719
So they're being involved in the process.
00:37:23.039 --> 00:37:33.440
And then it got to be too much, and so I had to really step back and go, okay, yes, I could grow the business some more.
00:37:33.679 --> 00:37:37.760
I could work more, but at the expense of what?
00:37:38.880 --> 00:37:46.480
Um, you know, there have been chapters where I will purposely leave my phone.
00:37:46.639 --> 00:38:02.079
We obviously close the computer, leave the phone plugged in in another room, and just there's a time period where what I found is if I can just give them even just 20 minutes of undivided attention, it's monumental and it's lasting.
00:38:02.880 --> 00:38:08.239
Um, I just spoke at an event in Phoenix, Arizona at the beginning of the month.
00:38:08.559 --> 00:38:14.719
And, you know, they paid for my flight and lodging, and they just got us a suite so the whole family could go.
00:38:14.960 --> 00:38:18.239
And my kids got to be there in the room and see me speak.
00:38:20.000 --> 00:38:25.199
And that night going to sleep, it was the coolest thing for a good half an hour.
00:38:25.360 --> 00:38:27.599
Right now they're 13, 12, and 9.
00:38:27.840 --> 00:38:30.320
And for about a half an hour, they just took turns.
00:38:30.559 --> 00:38:32.639
Mom, that was so cool singing you up on stage.
00:38:32.800 --> 00:38:34.800
Mom, that means one day I can be up on stage.
00:38:34.960 --> 00:38:37.440
Mom, I had no idea all these times you've been traveling.
00:38:37.519 --> 00:38:40.320
And I go, ah, it gives them hope.
00:38:40.400 --> 00:38:41.360
It gives them vision.
00:38:41.440 --> 00:38:45.519
And so, where have I been able to include them in the process?
00:38:45.760 --> 00:38:57.519
I think the other thing I want to say on this topic is yes, um, I use discernment listening to the people that love me that are around me.
00:38:57.840 --> 00:39:03.519
And for those of us that are entrepreneurs, we've got a little screw loose.
00:39:04.480 --> 00:39:15.280
Like when I join masterminds and groups with other business owners, the thing that I think the most common thread is our threshold of risk.
00:39:16.960 --> 00:39:34.639
And when you're in a room of other business owners that are ambitious and we think the way that we do, and we work as much as we do, and we take risks the way that we do, for individuals that don't think that way, they're not gonna understand.
00:39:35.199 --> 00:39:54.480
And so I think, yes, I take the pulse of my husband and my family and my friends, and I also am always in rooms with other business owners to um to check their pulse and how are they doing?
00:39:54.559 --> 00:40:01.360
Because they're gonna understand, we're gonna understand each other in ways that no one else will.
00:40:01.679 --> 00:40:03.679
And we're actually not that crazy.
00:40:03.760 --> 00:40:08.559
And we are providing and we are serving the world in great ways.
00:40:08.880 --> 00:40:22.159
And it's not all bad in the same way that someone has a clock-in, clock out employed job with a great pension and a 401k plan, they would never imagine going and taking the leaps that we do.
00:40:22.320 --> 00:40:31.519
And I might not understand how they stay in, like uh, you know, my judgmental self is like that robotic, don't think on your own, be told what to do.
00:40:31.599 --> 00:40:33.519
And what if somebody pulls out the rug out for money?
00:40:33.760 --> 00:40:39.039
But it's also not my job to like what they're doing or tell them to stop it.
00:40:39.599 --> 00:40:41.840
And so I think there's a balance there.
00:40:42.480 --> 00:40:49.440
I think it's important what you said, uh, basically community, you know, um, being around other business owners.
00:40:49.519 --> 00:41:09.039
I think there's especially when you work from home and you're just at your computer in your office, and it's like you have to really have people in your network that are doing the same thing because any time it's like you can't you can't talk to this, talk to anyone about these things unless they're actually doing it.
00:41:09.119 --> 00:41:12.000
So it does feel very lonely at times.
00:41:12.159 --> 00:41:14.559
That was my very first thing I talk about.
00:41:14.639 --> 00:41:20.400
My husband, I I would come out of my office and be like, oh my gosh, I created the best sales funnel.
00:41:20.639 --> 00:41:21.920
We're gonna be millionaires.
00:41:22.320 --> 00:41:23.840
And he's like, Cool.
00:41:24.079 --> 00:41:26.719
And uh, what's a sales funnel?
00:41:26.880 --> 00:41:28.559
And I'm like, dude.
00:41:28.960 --> 00:41:46.239
Um, and but I think that it's so, so valuable what you said, not just for the like the insight from them and to learn from their experience and even their current issues that they're having, but just the community feel and for them to say, Oh, I went through that too, and here's how I got out of it.
00:41:46.400 --> 00:41:49.360
I think there's so much value in that for sure.
00:41:50.559 --> 00:41:51.039
Yeah.
00:41:51.679 --> 00:42:06.880
And then they get to be in a community, like in my communities, they're not just entrepreneurs and business owners and women, but they're also female entrepreneurs that are ambitious and they're prioritizing their health.
00:42:06.960 --> 00:42:15.199
They're looking at their hormones, they're thinking through the quantifiable stuff of, oh, here's what I'm doing to help my adrenals and my gut microbiome.
00:42:15.599 --> 00:42:30.320
And we're also doing nervous system regulation and really deepening into my health and my sleep and why my well-being is what I say is it's where science meets soul.
00:42:30.639 --> 00:42:31.280
Pause.
00:42:32.000 --> 00:42:33.280
Are you subscribed?
00:42:33.519 --> 00:42:35.599
If not, fix that right now.
00:42:35.760 --> 00:42:36.480
It's free.
00:42:36.639 --> 00:42:39.920
It takes a second and it tells us to keep making episodes like this.
00:42:40.159 --> 00:42:41.280
Now, back to the show.
00:42:41.599 --> 00:42:44.559
You've brought up nervous system regulation a couple of times.
00:42:44.719 --> 00:42:46.960
Can you talk a little bit about what that is?
00:42:47.599 --> 00:42:47.840
Sure.
00:42:48.159 --> 00:42:50.079
Like what does that look like in practice?
00:42:50.559 --> 00:42:51.039
Yeah.
00:42:51.360 --> 00:42:51.679
Okay.
00:42:52.239 --> 00:43:00.559
So um we have a brain and let's let's break it down into like three main areas of the brain.
00:43:00.719 --> 00:43:04.800
We have the reptilian brain, which is called the amygdala.
00:43:06.480 --> 00:43:10.559
That's been evolving for about um 500 million years.
00:43:10.960 --> 00:43:12.159
It's deep, deep.
00:43:12.239 --> 00:43:16.079
Like if you tuck your thumb in, it's tucked deep in your brainstem.
00:43:16.800 --> 00:43:20.559
That's the place that asks the question, am I safe?
00:43:21.599 --> 00:43:22.480
Am I safe?
00:43:22.719 --> 00:43:23.920
Am I thirsty?
00:43:24.159 --> 00:43:25.119
Am I hungry?
00:43:26.400 --> 00:43:29.519
Then we can move up to the limbic brain.
00:43:29.679 --> 00:43:33.679
That's the place that asks, how do I feel about this?
00:43:34.800 --> 00:43:39.199
And that part of the brain has been evolving for about 250 million years.
00:43:39.679 --> 00:43:44.239
Okay, so 500 million 500 million years of evolution.
00:43:44.480 --> 00:43:50.960
We've got to foundationally be safe before we can ask ourselves the questions, how do I feel about this?
00:43:51.199 --> 00:43:59.599
Then we move up to the neocortex, this amazing, brilliant human brain that can use discernment and logic and ask, what am I gonna do with it?
00:44:00.159 --> 00:44:02.719
Let's come up with strategy and invent AI.
00:44:02.800 --> 00:44:06.639
And you know, that's the the what do I think?
00:44:07.519 --> 00:44:09.599
How what are we gonna do about it?
00:44:09.920 --> 00:44:14.880
So the nervous system exists in the place of am I safe?
00:44:15.840 --> 00:44:20.239
So that amygdala, what we call Mickey, tucked deep inside.
00:44:20.480 --> 00:44:39.519
If Mickey's out for whatever reason, I don't feel safe, I'm not fed, I'm thirsty, the body cannot, the brain cannot move up into how do I feel or what do I think?
00:44:39.840 --> 00:44:42.000
So that's the nervous system at work.
00:44:42.239 --> 00:44:42.559
Okay.
00:44:42.800 --> 00:44:48.880
That's I feel like I'm being chased by a lion, whether it's real, imagined, or anticipated.
00:44:49.599 --> 00:44:50.239
Real.
00:44:50.400 --> 00:44:52.400
I'm looking at this deadline.
00:44:52.719 --> 00:44:58.480
Uh my platinum Amex is at its max, and I don't have any new clients going on.
00:44:58.559 --> 00:44:59.039
I don't know.
00:44:59.119 --> 00:45:01.360
I'm gonna pay my bills and my electricity is gonna turn on.
00:45:01.599 --> 00:45:02.159
Real.
00:45:02.400 --> 00:45:06.960
The nervous system says, not safe being chased by a lion.
00:45:07.280 --> 00:45:08.400
Imagined.
00:45:08.639 --> 00:45:20.159
You're watching a movie, and dun dun dun dun, the killer's around the corner, and your palms are sweating and your heart rate is going, and you can notice your respiratory rate is that's imagined, right?
00:45:20.239 --> 00:45:22.000
Or it's even anticipated.
00:45:22.880 --> 00:45:26.079
Regardless, the physiology is the same.
00:45:26.239 --> 00:45:31.199
Okay, so when Miggie's out, blood flow goes to the periphery.
00:45:31.440 --> 00:45:37.280
I have to be able to run fast, fight hard, freeze well, fawn, fight, flight, freeze, fawn.
00:45:38.000 --> 00:45:51.760
What also happens in that time period is if you're in a fight, flight, freeze, fawn response, digestion is turned off, hormone production is turned off, immune system is turned off.
00:45:53.440 --> 00:45:54.559
So what does that mean?
00:45:54.719 --> 00:46:03.440
It means we've just eaten this beautiful salad, organically grown, blessed by monks in the Himalayan mountains, we're not digesting any of it.
00:46:04.000 --> 00:46:04.400
Right?
00:46:04.639 --> 00:46:06.400
Why do we want to be digesting food?
00:46:06.480 --> 00:46:10.800
Well, we want to absorb the nutrients from the food that we're eating, right?
00:46:11.679 --> 00:46:16.880
70% of our immune system lives in our gut, 90% of our serotonin comes from our gut, right?
00:46:17.119 --> 00:46:24.880
So now we end up with gut dysbiosis, and people come to me with constipation, diarrhea, IBS, brain fog, body aches, feeling exhausted.
00:46:25.119 --> 00:46:26.239
Immune system.
00:46:26.960 --> 00:46:30.400
You're being chased by a lion, you've got 60 seconds, you're either going to live or die.
00:46:30.639 --> 00:46:31.519
Immune system doesn't matter.
00:46:31.679 --> 00:46:36.639
Someone's running past you, sneezes COVID on you, the body's like, oh, sorry, can't deal with that right now.
00:46:36.800 --> 00:46:41.119
Not important when we're in survival because Mickey is out.
00:46:41.440 --> 00:46:45.440
For whatever reason, the physiology is saying not safe.
00:46:45.920 --> 00:46:54.880
So now people are diagnosed with autoimmune conditions and they're getting sick often and they're and they are sick for long periods of time, right?
00:46:55.440 --> 00:47:01.760
Or they have a horrible experience of perimenopause or menopause, or they can't get pregnant, or their thyroid crashes, right?
00:47:01.920 --> 00:47:05.119
Hormones go down, they're depressed, they're anxious.
00:47:05.360 --> 00:47:07.199
It's not good, bad, any of it.
00:47:07.280 --> 00:47:08.719
That's nervous system.
00:47:09.440 --> 00:47:14.559
And it's the 95% of the iceberg that's not seen, it's under the water.
00:47:15.840 --> 00:47:28.960
So there's a lot that we can do to help tuck Mickey back in and tell that subconscious or unconscious mind and body that we're actually safe.
00:47:29.199 --> 00:47:33.039
So that we can ask, what do I feel and what do I think?
00:47:33.760 --> 00:47:44.239
So, what are the top five um like tips you have for someone who's finding themselves in that, like, I need to regulate my nervous system because I'm just anxious all the time.
00:47:44.559 --> 00:47:45.440
Yep, yep, yep.
00:47:45.599 --> 00:47:46.559
And that's everyone.
00:47:47.039 --> 00:47:49.440
Even if you're listening and you're like, ah, it's not me, it is you.
00:47:49.519 --> 00:47:51.679
It's everybody we all day.
00:47:53.280 --> 00:47:55.840
We all need to regulate our nervous system.
00:47:56.079 --> 00:47:58.000
Um, hydrate well.
00:47:58.800 --> 00:48:00.960
Our bodies are electrical conductors.
00:48:01.039 --> 00:48:06.000
There's a reason why when you're in the swimming pool and there's a lightning storm, they make you get out of the water.
00:48:06.159 --> 00:48:09.840
Our bodies are 66% water, drink a lot of water.
00:48:10.800 --> 00:48:12.320
Um, adaptogens.
00:48:12.880 --> 00:48:17.039
I'm a big fan of everybody drinking adaptogen elixirs.
00:48:17.119 --> 00:48:19.280
I've got a bunch of free recipes I can give you.
00:48:19.760 --> 00:48:28.000
If you just go to, as long as you spell my name right, Mariah Brown.com, go to the free resources tab, and there's adaptogen elixir recipes there.
00:48:28.159 --> 00:48:28.800
Drink them.
00:48:28.960 --> 00:48:32.639
Adaptogens help the body better adapt to stress.
00:48:32.960 --> 00:48:34.719
What are what are adaptogens?
00:48:35.760 --> 00:48:41.760
Yeah, so they come predominantly from like botanicals, mushrooms, like you're seeing a lot of these mushroom coffees.
00:48:41.840 --> 00:48:41.920
Yeah.
00:48:42.159 --> 00:48:44.480
For Sigmatic and Rasa and Mudwater.
00:48:44.639 --> 00:48:46.559
Those mushrooms are all adaptogens.
00:48:46.639 --> 00:48:50.079
But also dark chocolate is an adaptogen and green tea.
00:48:50.320 --> 00:48:54.639
So adaptogens help the body better adapt to stress.
00:48:55.840 --> 00:49:00.639
If you're going to drink an adaptogen elixir, it's going to be mixed with a protein source and a fat source.
00:49:00.719 --> 00:49:03.199
That's what I have here, and it's not my coffee.
00:49:03.440 --> 00:49:16.159
Um, and then some of the women that I work with, depending on how their cortisol curve looks or what their labs are showing, we might bring in specific adaptogens at specific points in the day.
00:49:16.559 --> 00:49:35.920
But, you know, if we're just, if I'm, if you're not my client and we're not working together, hydrate, do adaptogens, um, find nervous system-regulating tools like a deep breath, like um breath work, sound baths, yoga, barefoot walking.
00:49:36.000 --> 00:49:41.039
There's a Japanese term called Shinrin Yoku, which literally translates this forest bathing.
00:49:41.280 --> 00:49:42.480
It goes a long way.
00:49:42.719 --> 00:49:45.199
That point that I showed you here, it's so simple.
00:49:45.519 --> 00:49:48.239
Emotional freedom technique, it's so simple, right?
00:49:48.400 --> 00:49:52.159
It's just telling the nervous system everything's okay.
00:49:52.400 --> 00:49:57.920
Um, notice when you're constricting, when you're gripping tightly, and allow for that grip to release.
00:49:58.079 --> 00:50:13.599
Like, where is there actually space for me to take a moment, put on a fun song and go dance, go outside and get some fresh air, get sunlight on my eyes, so that I'm sharpening my knife twice and cutting once.
00:50:14.239 --> 00:50:17.280
Um I could go on and on.
00:50:17.519 --> 00:50:23.760
Um, one other thing that's an easy one that everyone can do is just five, four, three, two, one.
00:50:25.039 --> 00:50:34.719
If you think about your senses, so I see, I hear, I feel, I taste, um, I touch.
00:50:35.199 --> 00:50:38.000
I don't remember the five that I said, but just do five.
00:50:38.079 --> 00:50:40.800
So, like right now, I can look at five things.
00:50:40.960 --> 00:50:43.360
One, two, three, four, five, right?
00:50:44.079 --> 00:50:45.760
I can feel four things.
00:50:45.920 --> 00:50:52.960
I feel the the chair on the backs of my thighs, I feel the sheepskin rug and the softness, I feel the elastic, or right?
00:50:53.039 --> 00:50:57.360
I just feel we can move to smell and taste.
00:50:57.519 --> 00:51:01.199
So you're just bringing yourself to the somatic, to the body.
00:51:01.920 --> 00:51:02.639
It's amazing.
00:51:02.719 --> 00:51:03.519
It can be so simple.
00:51:03.679 --> 00:51:05.920
You're sitting in a boardroom, you're driving in traffic.
00:51:06.079 --> 00:51:08.159
Nobody needs to know what you're doing.
00:51:09.039 --> 00:51:16.239
But you're just bringing yourself back to 54321 and just notice the difference in how you felt before versus after.
00:51:16.400 --> 00:51:18.400
It's tucking Miggy in.
00:51:19.119 --> 00:51:19.599
I love that.
00:51:19.920 --> 00:51:21.039
And we do that afterwards.
00:51:21.440 --> 00:51:27.519
You're kind of also distracting yourself instead of just spinning, like, oh, it's gonna be horrible.
00:51:27.599 --> 00:51:28.559
Oh, they're gonna laugh at me.
00:51:28.719 --> 00:51:33.519
Oh, this is gonna be, you know, you're not thinking about all those things because you're distracting yourself.
00:51:33.920 --> 00:51:43.199
Which is it's an intentional distraction rather than, you know, like you're looking out the window going, oh, what time are we gonna be done with this meeting, you know, or whatever?
00:51:43.440 --> 00:51:44.320
Yeah, yeah, yeah.
00:51:44.559 --> 00:51:45.280
I love that.
00:51:45.519 --> 00:51:50.559
Can speaking of that, can you talk a little bit about your um your YouTube channel?
00:51:50.880 --> 00:52:00.320
So um, because I think a lot of people are professionals, they they already are just killing it with their business or whatever, and then they decide I'm gonna do YouTube.
00:52:00.719 --> 00:52:08.719
What was that transition like for you to go from I I assume you were speaking and things like that before, and then now you decide YouTube?
00:52:09.840 --> 00:52:15.920
Well, you know, there's always, of course, that marketing team years ago that told me to do it and they didn't listen.
00:52:16.000 --> 00:52:19.679
I'm like, oh, I think YouTube is where things are going.
00:52:19.840 --> 00:52:20.239
So true.
00:52:20.400 --> 00:52:26.320
I think a lot of people are Googling, they're searching on YouTube, and it's where they're getting their information.
00:52:27.519 --> 00:52:30.800
And so I work with an agency, it's called Simplified Impact.
00:52:30.960 --> 00:52:33.599
Anna Rains runs it, and she's awesome.
00:52:33.840 --> 00:52:38.400
They manage the YouTube channel and the podcast, and it's what they're really good at.
00:52:39.119 --> 00:52:45.119
Um, and we just added some really intentional time and energy.
00:52:45.519 --> 00:52:52.079
Um, and a lot of coaching on, I mean, first of all, we could talk why YouTube.
00:52:53.199 --> 00:52:58.719
This is kind of negative, but I think I don't know, hopefully this is gonna change.
00:52:58.800 --> 00:53:06.960
But I think as AI builds and technology builds, I think more people are potentially gonna become unemployed.
00:53:07.280 --> 00:53:21.039
And I wish that wasn't the truth, but either way, they're home and people are wanting to be entertained, and they're consuming more content through video instead of reading.
00:53:21.360 --> 00:53:30.239
And so, with all of that being said, I think YouTube is going to continue to grow and an important place for all of us to be.
00:53:31.119 --> 00:53:40.159
So we take that and then we go, okay, now we have to start looking at what type of content actually works on YouTube.
00:53:40.400 --> 00:53:47.119
So they had to give me coaching on short form and hooks and um, you know, fine-tuning the background.
00:53:47.280 --> 00:54:01.280
This background isn't the most spectacular, but now we have the in-person studio where once a quarter we go in for three days and we'll be recording all the content, and then the team will turn that into shorts and longs and push that out on YouTube.
00:54:01.360 --> 00:54:02.239
And it's growing.
00:54:02.400 --> 00:54:08.880
I mean, in the last year, I think subscribers have doubled and it's growing swiftly.
00:54:09.119 --> 00:54:14.159
Um, you know, I think YouTube is a is a place to monetize.
00:54:14.480 --> 00:54:24.880
My coach is doing, um, I think she's doing a million a quarter just through YouTube, and people are literally clicking and buying, no sales call.
00:54:24.960 --> 00:54:28.239
So it is a place where people are consuming content.
00:54:28.320 --> 00:54:36.559
I mean, what is the latest I heard is they need to consume 19 hours of your content before they actually drop into true no love and trust.
00:54:37.440 --> 00:54:44.800
So now people can binge and get to know um the the person running the YouTube channel.
00:54:44.960 --> 00:54:47.519
Does that answer your question or anything more specific?
00:54:47.920 --> 00:54:50.159
Yeah, I think I think you're right on.
00:54:50.320 --> 00:54:51.920
It's my experience too.
00:54:52.079 --> 00:54:56.239
Like I um just I I've grown my entire business on YouTube.
00:54:56.480 --> 00:54:58.559
Like I was just talking to Marla the other day.
00:54:58.639 --> 00:55:05.519
Like, I never really had to worry about like ROI or you know, cost of acquisition because I had it was zero.
00:55:05.679 --> 00:55:06.639
I just YouTube.
00:55:07.280 --> 00:55:11.679
That's the it's like it just continuously sells for you 24-7.
00:55:12.000 --> 00:55:28.719
And it's just like you're saying, there's really no sales calls because they already know you, they already know so much about you and your content, and then they feel like when they do talk to you, they feel like they're talking to a celebrity because they've just binged watch all of your content.
00:55:28.880 --> 00:55:36.639
But I also feel like there's this level of uh obviously it helps to move them in your value letter, you know.
00:55:36.719 --> 00:55:45.440
Obviously, move up because they're seeing all of your content, but it helps to like they're more educated as customers.
00:55:45.599 --> 00:55:48.960
You know, you're not trying to say, okay, here's where we're gonna start and whatever.
00:55:49.039 --> 00:55:50.159
They pretty much they sign up.
00:55:50.320 --> 00:55:53.039
I already know everything you're doing, and I already know what I want.
00:55:53.119 --> 00:55:56.079
I've I've seen your whole website, I've seen it multiple times.
00:55:56.320 --> 00:55:59.760
Like, this is really the experience that that I have with YouTube.
00:56:00.159 --> 00:56:01.840
So I assume same for you.
00:56:02.079 --> 00:56:08.079
Well, and I love that because yes, they're going to be quote unquote entertained, but they're they're inner they're wanting to learn.
00:56:08.320 --> 00:56:11.599
So it's not just like the social media entertainment.
00:56:11.679 --> 00:56:13.679
Yeah, it's the entertainment to learn.
00:56:13.760 --> 00:56:15.760
Are you running YouTube ads at all?
00:56:16.079 --> 00:56:17.119
Uh yeah, we do.
00:56:17.280 --> 00:56:18.000
We run ads.
00:56:18.239 --> 00:56:20.079
So you're running, you're still running ads.
00:56:20.239 --> 00:56:21.119
And have you seen this?
00:56:21.199 --> 00:56:22.559
Is I don't know if you've seen this.
00:56:22.639 --> 00:56:29.360
I'm getting a bunch of pitches from companies that want to somehow share ad accounts.
00:56:29.519 --> 00:56:30.800
Are you seeing this?
00:56:31.440 --> 00:56:33.360
They want to share ad accounts?
00:56:33.599 --> 00:56:36.320
Yeah, there's something that YouTube has recently done.
00:56:36.400 --> 00:56:38.079
I don't totally understand it.
00:56:38.239 --> 00:56:39.360
Hold the mic for a moment.
00:56:39.519 --> 00:56:42.239
If anybody knows, if you're watching this, comment down below.
00:56:42.400 --> 00:56:53.519
But um there's something that YouTube or Google has recently done where two individuals that both have ad accounts can somehow share audiences.
00:56:53.679 --> 00:56:56.239
Oh, I've had three collaboration.
00:56:56.880 --> 00:57:01.280
Yeah, but it's collaboration and it's collaborating through your ad spend.
00:57:01.519 --> 00:57:02.400
Oh, that's really weird.
00:57:02.639 --> 00:57:03.519
I don't understand it.
00:57:03.679 --> 00:57:09.039
I've literally had three different pitches from three different companies, and I've just forwarded it on to Simplified Impact.
00:57:09.119 --> 00:57:12.079
And Anna's like, oh, wait, we don't want to mess with the algorithm.
00:57:12.159 --> 00:57:13.679
It's growing, let's not touch it yet.
00:57:13.760 --> 00:57:19.599
But I think it is something that's on its way for us to at least watch and observe.
00:57:19.920 --> 00:57:25.360
If you're stuck at two or three clients and working around the clock, hear me on this.
00:57:25.760 --> 00:57:29.679
It's not because you're not good enough, it's because you don't have a system.
00:57:29.840 --> 00:57:34.159
I've spent 10 years coaching thousands of solopreneurs through this exact wall.
00:57:34.400 --> 00:57:36.639
My vision assistant is that system.
00:57:36.880 --> 00:57:40.239
It knows your brand, it does the work, and it runs on high level.
00:57:40.400 --> 00:57:42.400
Your first 30 days are just$27.
00:57:42.800 --> 00:57:45.679
Grab the link in the description and I'll see you inside.
00:57:45.920 --> 00:57:46.800
Can you talk?
00:57:46.960 --> 00:57:53.199
We just have a few minutes left here, but I we have a lot of agency owners in our community.
00:57:53.519 --> 00:58:00.079
And I think it's it would be so cool for you to talk about the moment you decided you needed to hire help.
00:58:00.239 --> 00:58:02.719
Like what were you experiencing at that time?
00:58:02.800 --> 00:58:05.920
And then you're like, okay, I'm outsourcing all of this.
00:58:06.079 --> 00:58:06.320
Yeah.
00:58:06.559 --> 00:58:14.000
Because I think you're they're really looking for people in your position, professionals who need to outsource the work.
00:58:14.159 --> 00:58:18.719
But um, can you just talk a little bit about that so that they can understand from your perspective?
00:58:18.880 --> 00:58:19.360
Yeah, yeah.
00:58:19.840 --> 00:58:23.199
And there have been different chapters and different evolutions, right?
00:58:23.440 --> 00:58:35.360
Because there's the difference between hiring internally, and now I'm managing that individual versus bringing in an agency and being willing to pay more.
00:58:35.920 --> 00:58:47.280
So I think the time, so I've brought in agencies for meta-ad management, for marketing, for podcast management, for CRM management.
00:58:47.599 --> 00:58:56.800
Um, I use an agency for bookkeeping and taxes and um, you know, reconciling the books every month.
00:58:57.039 --> 00:58:59.760
Um, I'm trying to think what other agencies I've brought in.
00:58:59.920 --> 00:59:05.199
Oh, I have an agency that um manages VAs out of the Philippines.
00:59:05.679 --> 00:59:15.199
And so when I've decided to hire those agencies, I think we are moving into an era of relationship business.
00:59:16.239 --> 00:59:30.880
I think um if someone I trust says we're working with this agency and we've had a great experience, it goes a really long way because I'm being pitched all the time.
00:59:31.519 --> 00:59:39.280
And so I'm I I think that that's the future of for all of us as we're hiring coaches and agencies.
00:59:39.519 --> 00:59:43.440
That's where we're using our discernment is through relationships.
00:59:43.840 --> 00:59:47.280
Um I love that you said that because that's so true.
00:59:47.440 --> 00:59:52.800
Do you think that YouTube is let's say that you have no idea who to ask?
00:59:52.960 --> 00:59:57.519
Like no one has recommended anyone to you, and you're like, I just need an agency to do this.
00:59:57.679 --> 00:59:59.519
Do you would you go to YouTube, you think?
00:59:59.599 --> 01:00:03.840
And would that help you to build the no like and trust factor if you're seeing?
01:00:04.159 --> 01:00:06.320
I don't think no, I don't think I would.
01:00:06.480 --> 01:00:21.360
I think if anything, I would go to ChatGPT or Claude and I would say, here's the scenario, think through the lens of this person who would, but also I generally am always making sure that I'm in some container with other entrepreneurs.
01:00:21.599 --> 01:00:26.400
So I would go to them and say, Hey, has anybody used an agency for this thing?
01:00:27.360 --> 01:00:39.119
Um, you know, like right now, the marketing team that I use, she also manages the YouTube channel and the podcast of many other successful business owners that I know.
01:00:40.079 --> 01:00:45.119
Um and she's been a client of mine, so she knows my business really well.
01:00:45.280 --> 01:00:48.239
She's been to one of my retreats, she gets it from the inside out.
01:00:48.320 --> 01:00:54.960
So I think that's the other thing is is it somebody that intimately knows and believes in what it is that I'm doing?
01:00:55.360 --> 01:01:03.519
Um the agency right now that I'm using that manages the VAs, um, that came from another business owner that I know.
01:01:03.599 --> 01:01:06.880
She says I've used them, it's been a great experience.
01:01:07.119 --> 01:01:19.280
And so I would say either um someone that I know recommending it or actively going out and asking, does anybody have someone that they've used that's worked?
01:01:19.679 --> 01:01:23.280
I would have to agree for myself too, for sure.
01:01:24.239 --> 01:01:24.639
Yep.
01:01:24.880 --> 01:01:30.639
And right now, just because of time, I'm not looking for consultation.
01:01:32.239 --> 01:01:37.679
You know, I don't want you to tell me what needs to be done.
01:01:37.840 --> 01:01:41.760
If I'm gonna bring in an agency, it needs to be done.
01:01:42.079 --> 01:01:51.440
Because otherwise, I'll just hire someone internally and use AI as my consultation or my friend or my, you know, my mastermind.
01:01:51.519 --> 01:01:59.360
So I think with agencies, I need to know that they get me, they get my brand, they've ideally experienced what I have to offer.
01:02:00.639 --> 01:02:06.960
There's some credibility that's come from someone else, and it's not consultative.
01:02:07.119 --> 01:02:09.519
It's we're gonna get in and we're gonna do the work for you.
01:02:09.599 --> 01:02:13.599
And I it it means I'm hiring one less person.
01:02:14.400 --> 01:02:15.039
Yeah.
01:02:15.840 --> 01:02:16.480
I love that.
01:02:16.639 --> 01:02:22.480
And I guess I never really thought about do you want to hire an agency or do you want to have a team?
01:02:22.880 --> 01:02:28.239
That's I I guess I've never separated those two, but that's a that's really a cool perspective.
01:02:28.400 --> 01:02:33.039
I just literally built an entire campaign in my brain just now when you said that.
01:02:33.679 --> 01:02:34.159
Totally.
01:02:34.960 --> 01:02:42.000
Because I could I I could hire someone and then train them internally, and now now they're part of the team.
01:02:42.079 --> 01:02:45.360
And I'm probably gonna pay 50% less.
01:02:46.800 --> 01:02:55.519
Um, but you know how to do that skill and that you have the the capacity to oversee the per the productivity of it.
01:02:55.920 --> 01:02:56.880
Yeah, right, right.
01:02:56.960 --> 01:03:19.760
So it's a it's a much longer onboarding process because now I'm maybe paying for the person to take a course, you know, they're really getting to know my brand, they they have um a lot of feist within them, and they'll use discernment and go out and and find solutions on their own.
01:03:19.920 --> 01:03:25.199
But now it might be, you know, three to four months before we actually get started.
01:03:25.679 --> 01:03:33.119
Whereas bringing in an agency, we're gonna get moving from day one and it's their expertise, but I'm gonna pay twice the amount.
01:03:33.360 --> 01:03:34.000
Yeah.
01:03:34.639 --> 01:03:41.840
Now, if that agency is potentially going to be a referral source for me, now I'm a loyal customer.
01:03:42.880 --> 01:03:52.960
You know, so like I've thought of agencies where they've then introduced me to other clients and then it's also been a referral source, and we refer to one another because we have mutual respect.
01:03:53.440 --> 01:03:55.440
Now you've got a client for a long time.
01:03:55.599 --> 01:03:57.199
That's retention, I think.
01:03:58.239 --> 01:03:58.880
Yeah.
01:03:59.280 --> 01:04:04.960
Well, Mariah, thank you so much for joining us for this episode of Leverage and Lead.
01:04:05.039 --> 01:04:09.519
And I, for anyone watching, I'm gonna put all of Mariah's information in the description.
01:04:09.599 --> 01:04:17.519
If you want to go subscribe to her YouTube channel or check out her program, um, obviously, she is a wealth of knowledge, so I know I learned a lot.
01:04:17.679 --> 01:04:19.280
I'm sure Marla did as well.
01:04:19.519 --> 01:04:21.440
But thank you so, so much for joining us.
01:04:21.519 --> 01:04:24.719
And to everyone else, we'll see you in the next episode of Leverage and Lead.
01:04:24.880 --> 01:04:25.119
Bye.
01:04:25.519 --> 01:04:26.159
Bye, everyone.
01:04:27.039 --> 01:04:27.679
Bye.