Episode Overview

This week we’re talking about money with my personal money muse - Tara Newman. We’re talking about a particular kind of money - it’s what we call PROFIT - and here’s the thing…  not all business make money. 

There’s a sliding spectrum of solvency, ranging from life support through to dream business.  

Today we’re going to talk about how we can move you off of money life support and a little closer to the business of your dreams.

Tara's Website : https://theboldleadershiprevolution.com/

Automatic Audio Transcription

Please note : This is an automatically generated transcription.  There are typos and the system may pick words or whole phrases up incorrectly.  

Welcome to Amplify the Personal Brand Entrepreneur Show today. On the show, Bob is speaking with Tara Newman. Are you able to have the lifestyle that you want to have? Are you able able to hit those goals of financial independence? And by the way, you're not getting there by renting a hut in Maldives with a glass bottom. You're getting there because you're saving more than you make that you're living within your means and you're saving, and then you're investing what you've saved. In order to build wealth, you need to pull three levers.

You need to make money. You need to spend money intentionally, and then you need to invest what you saved.

Hi there. And welcome back to Amplify the Personal Brand Entrepreneurship. My name is Bob Gentle. And every week I'm joined by incredible people who share what makes their business work. If you're new to the show and take a second to subscribe in whichever player you do use. And if you're listening on Apple podcast, remember to hit the new follow up in the top right hand corner. That way, Apple will cue me up every time I launch a new episode, which is normally every Monday. So before I jump into introducing this week's guest, just a quick reminder that after nearly 200 of these interviews, I've learned a thing or two about what makes business work online.

It turns out success does leave clues, and I want to give you the map. So jump over to my website and grab a copy of the Personal Brand Business roadmap everything you need to start, scale or just fix your personal brand business. It's yours for free as gift from me. Now, this week we're talking about money with my personal money muse Tara Newman. And we're talking about a special kind of money. It's called profit, and it's apparently quite rare. Here's the thing. Not every business makes money.

And it seems to me that there's a sliding spectrum of solvency ranging from life support through to dream business. And today we're going to talk about how you can move from life support and a little closer to dreams. So Tara Newman, welcome to the show.

Thank you so much for having me. And I love being called a money muse. I might have to use that.

So, Tara, we're going to be talking about money today, and a lot of people think, especially in the UK and Europe. Money is a dirty word, but it's the lifeblood of any business. It's absolutely central. No money. You have all the problems, but sometimes more money means more problems if you don't have your systems down. Right. So this is why I wanted to speak to you because we're going to be talking all about how to make your money work in your business. So for the listener who doesn't know you haven't met you, why don't you just tell us a little bit about who you are, where you are and the kind of work you do, and then we can just talk money for the next 40 minutes.

Sure, I am Tara Newman. I am the CEO and founder of the Bold Leadership Revolution. I am from New York. If you cannot tell by my lovely melodious accent, I have been in and around small business since I was a teenager. I was raised by a small business owner. My husband and I first started our first small business back in 2005, which got really banged up by the Great Recession. And by 2010 we were bankrupt. So I think that that's a really important part of my story, especially when it comes to money.

And I always tell folks I went bankrupt, so you don't have to. And so I share very openly about that experience. I currently work with primarily women experts, service based businesses who are looking to use their business, leverage their business to generate wealth. And I think that is a really important distinction to make because it's not necessarily about having a shiny seven figure business, or I think now online they're talking about eight figure businesses, but that they have a business that allows them to generate wealth.

And my background I come out of corporate. I have very large clients that have revenues of $100 million a year. But my sweet spot and my favourite thing to do is the under a million dollar crowd.

A lot of people forget when they talk about the turnover in a business, turnover is not profit, and some sort of mid to low six figure businesses can be making more profit than some seven figure businesses. And this is really important because a lot of people judge themselves on their revenue. But actually we need to judge ourselves on the profit because I've worked with business owners my whole life like you. And what often surprised me was that the people with really well run six figure businesses had far better lifestyles than people who run terribly run million turnover businesses.

So what is that?

Well, it's the absolute truth, Bob, that's what that is. And when we look at reasons why people start businesses, it's because of two reasons personal freedom and financial freedom. And oftentimes that personal freedom gets sacrificed for this chase for financial freedom, which people don't actually understand. They equate financial freedom with a lot of revenue. Or I think this is what you call turnover in the UK, and it starts to infringe upon people's personal freedom. And the interesting thing is I talk about creating wealth, right? I talk about financial true financial freedom and independence, and people who are working in a nine to five job can experience financial independence and financial freedom and build quite a bit of wealth because it's not about how much money you're making, it's about how much money you're saving and investing, and then how much time you give that money to grow.

And in some cases, people who are in a nine to five job have more benefit to create financial freedom. I know in the United States we call it a 401. I'm not sure what your pension or retirement plan is called in the UK, but in the States we also have employer matches to people's 401K. So what you put in the employer will match to a certain point. So there's a lot of opportunity to create financial freedom. You can have a nine to five and have a little bit of a side hustle.

So really, if you're a small business owner, it's not about the financial freedom. It's about the personal freedom. It's about the time freedom. And that's the thing that business owners are sacrificing the most for something that they could have a lot easier even if they worked in nine to five.

So one of the reasons that I was keen to speak to you is obviously the profit first angle. So for the listener, Mike Mccallowitz, who's coming on the show in the early New Year. Thank you, Tara.

You're welcome.

Wrote a book called Profit First. Now for me, Profit First changed my business, the processes and the principles in that book. I remember reading that book and throwing it on the desk and discussed it when I got about a third of the way through realising how much I was going to have to change and how many mistakes I've made. But fixing those things fixed everything. And I've gone from running what was the business on life support to a business I'm really happy with now, and it provides that confidence and certainty that I'm building something worth building rather than building something for the sake of paying other people a lot of the time.

I think what you're talking about goes beyond that. What you're talking about is life margin, not just profit margin. So how does your approach sort of build on Profit first and augment it in order to maybe make it a bit more 360 degree business owner rather than just the business owner?

Yeah. So Profit First for anybody who doesn't know is basically a pay yourself first system for your business that if anybody had a great grandma or grandma who used the envelope system for their budgeting in their home, where you had different envelopes for groceries or rent or those things, that's basically the envelope. This is basically the envelope system for your business. And so it really answers the question, what in the world do I deal with the money that I'm making? Where does it go? It first goes to profit.

And they talk about people say to me, Why profit? Why is profit important? And Mike and the Profit First team talk about profit as your reward as a business owner for putting in the effort that you put in and that profit you can take out of your business on a quarterly basis and go on a vacation, buy your holiday gifts or the way I like to use it is to build more wealth, to turn that into cash generating assets like index funds or stocks or real estate or anything like that that becomes truly passive income that is working for you over a long period of time.

Then you have owners pay. You pay yourself. And what you pay yourself is for the support of your lifestyle, to provide for your family, and then you pay your taxes and you pay your operating expenses with what is left over. So it forces constraint. It's Parkinson's law. Yeah.

Well, what I was going to say is that for anybody who's paying attention is really flipping the whole script on how most people run their businesses. Most people it's operating expenses. And then, oh, my God, what's left?

Yes. And it's really the way that we've been conditioned. You make good on your debts. You pay your bills. Right. Like, think about some of the stuff that maybe we've been taught and have grown up with and especially from non business owners who might have a different mindset. So that's kind of the system of how you pay yourself first in the order and operations of how you do it, so that you're priming. I pay myself first rather than I pay everybody else first. And so it's a very simple system.

But it's not always easy. And it's not always easy. If you read the book, I hear from a lot of people. So if you're listening and you're like, Well, I read the book and I threw it down. I was super frustrated that's most people. As a matter of fact, I didn't actually get through the book until after I was certified. I get that some people might have picked that up and have been frustrated and put it down. But I really want to encourage you to try that again.

And I think that we hear a lot around knowing your numbers in business, like, know your numbers. But people don't talk about what numbers they need to know. I want to just share this a little bit. Mike in the book talks about taking you from a cash eating monster to a money making machine. And that is wholeheartedly important, right. That is what the goal is. But then I want to take it a step further and go, how do we take this from a money making machine to a wealth generating machine?

If your small business, I see it as your primary cash generating asset that then feeds these other assets. And so if that's the case, I want everybody to Zoom out. And this is a bit of a tricky conversation. But a KPI is going to be your net worth. And when I talk about net worth, I do not connect that to yourself worth. So I just want everybody I like to make that distinction. This is not about your worthiness. As a human. We are all inherently worthy.

But what I want you to consider is is your business positively contributing to your net worth. Now our net worth is going to fluctuate. Right? So our net worth is our assets minus our liabilities, our cash on hand, our home value, our stocks, our index funds and real estate investments you have minus your liabilities, which are your debts, your mortgage. I know in the UK, you guys don't really have credit card debt, but in the US, like high leverage credit card debt, student loans, that kind of a thing.

And there's a lot of things that can impact your net worth. Like if you have a lot of stocks and the stock market didn't do great, right? It may wobble, but that's not the point. The point is, is your business positively contributing to that, or is that a priority? Are you priming that in your personal life? Because that is what's going to get you that financial freedom and that financial independence that you want. We want your money working for you. We don't want you working that hard for your money.

And so the first number that I want you to know is your net worth. That's your KPI, your key performance indicator. Revenue, in my mind, without anything around it is a vanity metric. So after net worth, what's the most important number for your finances? Your profit, that's how much you're keeping and then your revenue. Of course, we need revenue coming in because we don't have profit if we don't have revenue. But if you're solely looking at revenue, revenue for Revenue's sake, or you don't know why the revenue goal you've picked is your goal, then that's really about vanity and ego, and it's unhelpful and it's unnecessary.

So net worth profit. Those are KPIs. Those are key performance indicators metrics. Those smaller numbers that you want to be looking at to me are things like that's, your revenue, your revenue is a metric. It's not a key performance indicator. And so that's kind of how I think about knowing your numbers and how you can really look at your business differently to ensure that you're getting closer to that actual financial independence and financial freedom that you're looking for.

So one aspect of this that we spoke about before we started recording was sales, because in order to have a business, you need to be bringing something into it and you operate your own kind of framework which has profit first as a component of that. Can you describe that for me?

Sure. So my programme is the Bold Profit Academy. And in there, as I see myself as building bold profit businesses. And when you look at profit first, the profit first equation is sales minus profit equals expenses instead of how people usually look at it, sales minus expenses equals profit profits that you have left over at the end. So in order to get to profit, we need revenue. And in order to do that, we need to be able to generate high quality leads. In my mind, people show up all the time.

I have no leads. That's not true. So we need to find those invisible leads. You need to be able to understand where they are in terms of lead category. Are they hot? Are they warm? Are they cold? And then you need to amplify what's working, then the next problem that small business owners have is inconsistent revenue, inconsistent sales. And that comes from a number of things. If you're in the online space and you're operating a launch model, you are going to have inconsistent sales coming in because you're selling during time periods and not on a consistent basis.

We're training our buyers to only buy from us when we have a cart open or a cart closed. I'm not a big fan of that. That's not how I like to see businesses run. So how do you get to that consistent sales? We need to have an offer that allows you to be enrolling in it consistently. It needs to be your boldest offer. In my opinion, it needs to be a premium offer. I like to see businesses find that sweet spot between having a premium offer so we can lower volume, lower volume is more profitable.

So can I ask a question at this point? One person's premium is another person's low rent. So how do you define premium to your clients?

Okay, so I will give you my definition and I will give you a caveat. I work with service based business owners who are experts. They have been doing what they've been doing a long time. They have honed their craft. They have a true service to offer in the world. They've paid their dues. About 3000. $5,000 is a premium offer. In that respect, I understand that we need to possibly look at what's premium for your audience. So depending on who you're selling to, that might be different. And then that comes with trade offs.

So how you position your business? You can position your business to be more profitable. Or you might have to look at different strategies for how you're going to grow that in a way that is more profitable because like I said, sometimes when you get involved in volume, profitability takes a hit. Then you have to align your sales process with your values, with your personality, with your strengths. This is for anybody who has said to me, I'm an introvert. I'm an introvert, too. Or I don't have the skill set.

Or I'm not charismatic or whatever. We find a way, we find a way. And then what everybody does not like that, I say, is you have to sell every day. If you want consistent sales coming in every day, you have to find the revenue generating activity, the activity that leads to sales, and do that every day, no matter what happens.

So I have another question. Then, given that you are working with competent, successful experts from the service based industry, I'm guessing that that consistency leads to a consistently successful sales approach. What do you see most commonly working? Well, what are the levers that you generally find people need to pull on a daily basis?

It depends for everybody. It really depends. I do hear that people feel a lot of embarrassment and even shame if their business is highly word of mouth or referral. I don't I think that's a very highly profitable way to run your business. So building those relationships and being a helpful, thoughtful human being really goes a long way in terms of things that you can do every day, making sure I'm being really committed every day to your clients and showing up for them and helping them get the results that they want to get because that will result in repeat business that will result in referrals.

And again, that's highly profitable. That's sales that you're making that you don't have to pay for client acquisition costs on.

I think this is really good to get into, because it's very easy for people to fall into the trap of thinking, oh, Tara just wants me to go on Instagram and shout about how awesome I am and why they should go and jump over to my cart.

No, actually, I'm happy to make you a millionaire and you never have to touch Instagram. It depends. Right. I think right now anything high touch is disruptive because we're seeing so much low touch, so much automation, so much eight second reels. Right. So I'd rather see you send 32nd video, but do it in a way that's so much more high touch that will really start to lead to a sell because people are craving that right now in my programme, the Bull Profit Academy, we go through an offer creation cycle and everybody wanted to create a down sell because nobody's comfortable selling at a higher price point.

And I wouldn't let anybody, to their dismay, create a down sell offer. And so the ones who created the upsell found that they were able to sell that offer the most when the summer hit and people were like vaccine waxed and not really paying attention to life or the business. Right. And buying things, and that really saw them through what some people experienced as a slower summer. But really it's about starting conversations. I'm a big, huge proponent of email because it's cheap and because it's intimate and because it's a great way to start conversations.

As a matter of fact, I think people are more engaged in email because nobody's watching them have the conversation than, say on an Instagram post that is out in the open. So my engagement is a heck of a lot better in my email than it is on Instagram. Anything that doesn't require you to run ads, ads can be very costly, and so ads can make things happen quickly, but it's going to come with a trade off. So if you just sit down and you look at what's worked.

And for you to make a sale, where did the last three sales that you've made come from? You're going to get a lot of information around what your highest priority tasks should be every day. There are things like this is a new trend that I'm seeing around, like, don't do sales calls. I am selling high ticket programmes without doing sales calls. And I'm like, I don't know why you would want to do that. I get that sometimes the sales call can be draining, but I rather fix and adjust that because having these calls properly gives you a lot of insight and information into the people who you want to support, and the more you can get to know them.

The best thing you can do is become like a method actor with your best fit client and really be able to speak to them so directly that you know them better than they know themselves. So any activity that allows you to do that round table conversations, sales calls, even a Facebook group where you're asking questions and people are engaging, but you're using that information to get to know them better. That really works.

I think what I really like about that is something you described. And there's the phenomenon of people not trying to avoid sales calls. And I can imagine if you've filled your funnel with lukewarm contacts who don't really know who you are and what you're into that's going to convert badly. It's going to be a poor use of time. But if you've far less people in your funnel that are much more well suited and more warmly predisposed to who you are, that's going to be a much better investment of time.

So sometimes quality is more important than quantity in that sense.

Yeah. And I think also understanding some basic math and statistics. So I think I read a statistic that 50% to 70% of your leads are not your ideal fit or you're not your best fit client. Right. And so starting to manage your expectations around that and understand that or 15% of your leads aren't ready to buy from you. Only 15% of your leads are ready to buy from you right now. So if you're doing a launch and you're first bringing people on to your email list, that's 85% of your list.

What do you do with that after the launch and they didn't buy you dump them? Most people do, right. That's why selling every day. And having these conversations every day is so important because you're going to meet people where they're at and when they're ready, they will buy. And if you can do that consistently day after day, they will convert. So like I said, you're not going to get the wash of everybody coming in at one time. And of course, that's adrenalising. And people love that.

But you're going to have more consistent, predictable income down the line. And then we answer the question like what do I do with this money? Right. And how do you pay yourself first? How do you prepare and have a rock solid tax plan? And how do you then make smart investment decisions? And it's very interesting to look at what people actually need versus what's being marketed to them. Because what do we see in the marketing? Seven figures. Make more money, that kind of stuff. Make money overnight, quick fix, get rich, quick.

Right. So my programme is all about getting folks to about $250,000 in revenue, because that's when they could start to pay themselves six figures. And so I thought people were going to come in and their first and biggest wins were going to be around paying themselves around making more money. And their biggest wins are settling up with the taxpayer and figuring out. And I don't see that. Say that facetiously at all. Like, this is real. This is really happening. So if you're listening to this and you're like, yeah, I got a scary tax bill.

You're in the majority.

I've been there so many times so much, which is what led me to profit first in the first place. And now I don't mind paying tax. It's okay. But like you, I feel for all these people who haven't got that plan in place, who are firefighting the tax bill every year. And actually for a lot of people, the tax bill just leads to more debt every year. And that's so crushing.

Yeah. And so it's not the sexiest thing to be like, hey, I'm going to help you get your tax stuff sorted. But that's really one of the first wins that comes out of the community. And the second one that comes out of the community is having some kind of like somebody said the other day in my programme, they've got six months of their owners pay saved so that if something happens in the business, it's a dip, they can still continue to pay themselves. That's a big big deal.

And it shouldn't be. This is the thing. But I've read multiple times most businesses in the US, and I know it's the same in the UK are one month away from bankruptcy as a standard state of existence, that they have enough money to cover, maybe payroll in the months to come. And that's it.

Yeah. So some of the statistics are 83% of business owners are living paycheck to paycheck. And then here's another one that I find really interesting. And I don't know how much of your listenership is women versus men. But in 2018, the Amex Small Report for Women's Small business owners, 88% of women's small business owners are not earning over $100,000 in revenue. So why in the world are we seeing marketing to seven figure businesses? That's 1%, especially the females, that's 1% of female owned businesses in 2018 that might have shifted up a bit, maybe a percent.

Probably not to where we are now. Then when you start to look at how women were impacted by COVID and Gallup did a poll, and I think it was 61% of women small business owners experienced daily worry, and it's dramatically different than their male counterparts. And when they started to unpack it, it did have to do. It came down to money. It came down to being able to get funding, it came down to getting loans. It came down to some of these money aspects.

Yeah. I'm still like 6ft behind you on how many people are marketing to people who are running six figure businesses when actually that's such a tiny minority. I hadn't really thought of it that way, but it's so true.

It makes me very rageful.

I can imagine because it makes people feel bad when they're not there. And actually, most people I speak to as business owners, small business owners. They're not there.

Yeah. Here's the other thing that we do in marketing that really irritates me. If you think of Maslow's hierarchy of needs at the top is self actualization. We're marketing to self actualization. We're marketing to aspiration. Meanwhile, are you able to provide for your family to have the lifestyle that you want to have? Are you able to hit those goals of financial independence? And by the way, you're not getting there by renting a hut in Maldives with a glass bottom? You're getting there because you're saving. You make that you're living within your means and you're saving, and then you're investing what you've saved in order to build wealth.

You need to pull three levers. You need to make money, you need to spend money intentionally and then you need to invest what you've saved.

It sounds so simple. I think this is the important thing for people listening. There are probably some people whose businesses are struggling and they think I can't pull these levers. I don't know which levers to pull the levers are there for you to pull. And this is why I would encourage anyone to read profit first because I thought there was no way to fix my business. I thought I had to go and find a new one. How often do you meet somebody and you look at their business and you think that's not going to work every day.

So here's the other thing I hear from folks is like, I'm an expert. I've done the things I've paid my dues. I've honed my craft. I'm so good at what I do. I'm so much better than so. And so X, Y and Z, the Instagram account next to me. I don't understand how they're making all the money, how they're filling their programmes, how they're doing, the things they're not right, they're not. I can tell you they're not. Almost every single person that comes to work with me tells me how embarrassed they are that they look their Instagram account or their Facebook marketing.

Their marketing in general looks better than what they're actually bringing in. And let me tell you something. The people making the most money don't have the prettiest graphics because they don't have the time they're selling.

There's so many places I could go from there. Most of it involves me asking you to name names.

But I know that kind of after Bob after.

So we spoke profit first, we spoke sales and we spoke on investment a little bit. But let's dig into investment because most people listening have probably not done very much, and especially business owners, there's nobody holding a gun to your head saying you have to make provision for your future in the US. I think it's exactly the same as in the UK, whereas you're a business owner. Saving for retirement is optional. Is that fair to say? And it's a lot of people don't take.

Okay. Yes. So 100%. And I get people who say to me like, I didn't realise I could as a business owner, it's almost accepted that you don't, especially. I remember leaving corporate and everybody was like, Well, what are you going to do about a 401 or what are you going to do about your benefits or what are you going to do about some of these other things? Right? First of all, retirement in the concept is very young. It's only a couple of generations old. I believe there is a Vox.

It's either Netflix or Amazon Prime. Vox put out a special like one of their Vox explained, like mini documentaries, and they talk about retirement. So you can try and go find that it was very insightful in the sense that it's only a couple of generations old. People don't really understand it or know what to do with it. And even I work with a lot of business owners who are second generation in the process of taking over that business from a parent. And the problem is that parent thought the business was going to be a saleable asset, and that's not always true.

It's often not true. Correct. So my biggest advice here, and I'm not a financial planner, but I do want to give a very good resource for folks that I really want everybody to go and read. And if you go pick up this book and you read it, I want you to take a picture of it, and I want you to send it to me on Instagram at the Taroneymoon because I want to see how many of you are doing the work. Okay. And the book is called The Simple Path to wealth, and it's by a gentleman named Jay L.

Collins. He is an American, so he is writing it from an American perspective, but it does apply to folks outside of the US. And so it is the simplest way for you to start building wealth and gaining financial independence. Is this book he wrote it for his teenage daughter. It's that simple.

Well, what I was going to ask you is there are probably a lot of people listening who are not in their teens. They're not in their 20s or possibly not even in their 30s anymore. What would you say to anybody who's thinking I'm starting to get anxious. I've maybe left it too late.

I'm 45, and I really understand that because ten years ago, eleven years ago, we declared bankruptcy and in ten years, I've gone from bankrupt to a millionaire. It is possible. I'm not saying it is easy. I'm saying you have to understand your money and you have to be willing to think about money differently. And one of the best things that you can do to start thinking about your money differently is to start considering what it is that you need to thrive. What is it that you need to thrive?

And I have a podcast episode on this that I can give you a link for Bob that talks about this and walks you through the questions that I want you to be asking yourself because when you see what you actually need to thrive, you're going to realise one. It doesn't cost a lot of money. You're all going to put on there that you want more time with the most important people in your life. You want to hug your kids. If you're Bob, you want to get out there in the Scottish wilderness and be hiking and take in the fall foliage.

And there's a lot on there that will light you up and fill you up. That doesn't cost money. And the things that do cost money, you're just going to cut everything else and focus on the things that cost money that are so important to you. My dad is such a great example of this. My dad loves to boat, and he loves to ski two very high brow activities. He is wearing the same champion sweatshirts that he wore when I was a teenager. He doesn't care about his clothes.

He doesn't care about really anything else. And all of his time, attention and money go into those two things. And that's what it means to live by your thrive list.

I love that. That's probably a really good place to bring things to an end, because so many people that get frustrated with their businesses, they lose hope. They just think, what am I doing all this for? And it's so refreshing to hear that there is a way through it. It really just boils down to pulling the right levers. And sometimes that's just about having the right information, taking the right path and travelling with the right people. And that's why I'm really grateful you came on the show just to talk about that, because you are one of the right people.

Tara, if people want to connect with you, where would you like them to do that?

All right. Well, I have a gift for your audience.

I love a gift.

So my team and I have created something called what we're calling a revenue goal calculator. And what this does is it allows you to set an appropriate and I know everybody gets boring. And again, appropriate word appropriate isn't sexy, but an appropriate revenue goal for your lifestyle. If you want a business that complements your lifestyle, this is the way you're going to do it. And it has you put in your monthly expenses. And I have a 15 minutes training video that walks you through it. And then it's going to tell you how much money you need in salary to take home every year to make those expenses, those investments that you want to make on your own and you can go through and you can put in just basic needs.

And then you could go like, oh, if I wanted to have a more luxury lifestyle, what would that look like? And you can really start to play with what your income? What your personal income? Your take home is going to need to look at, but then it reverse engineers it and it puts it through profit first. So it's going to tell you based on how much money you want to pay yourself, how much revenue you're going to need, how much of that goes to profit, how much of that goes to taxes and what you have left over to pay your expenses in your business.

I love that because I can remember a time when I was sitting in my business thinking I'm wasting my time. I could double what I'm making in the business and I would still have nothing left a profit first fixed that part, but it hasn't fixed for me is how do I personally move from where I am now to wealth personally? And you address that really clearly in there, so I can't wait to go and play. Where do I find it?

Okay. So it is at theboldleadershiprevolution com revenue and that is where you are going to find that revenue calculator. Now, if you have a mixed gendered audience, male, female. A lot of my stuff talks to women. If you're a guy, please hang out, stay with me. You're going to learn and we can still work together. I just tend to talk to women because that's the majority of my audience, but it's all relevant to all genders.

We all know about niche ing here. It's really important. Speaking really clearly to one audience makes a lot of sense. Tara, I know you have something else on in the air, so thank you so much for your time. I have had a great time and thanks for being patient, because what the listener doesn't know is I'm experimenting with recording this and video as well, with a view to potentially building in a bit of live streaming later on. So we've been very awkwardly looking at each other as well, which is not normal for me.

Normally, it's just in my ears and my head is the wrong way around and it's all just a bit weird, so thank you very much for your patience.

Of course. Thanks for having me, Bob.

I can't wait to speak again soon.

Bye bye bye.

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